Episode #12 – In this episode, Steve Kyles and Jojo discuss how to build targeted list. This will help you be more effective and make you more money.
Mortgage Loan Officers need to have a systematic approach to building and executing your business. This will help loan officers know who to target, who should be on the list and how to effectively target VIP’s. The right list will help you explode your business.
Episode #11 – Scripts: New Lead Call, the Perfect Outcome. This podcast discusses how to set up your first call with a new lead, and how to achieve the perfect outcome – getting them to the next step of the loan process, which setting up the pre-approval appointment.
Things we talk about when setting up the call include building rapport, acknowledging the referral partner and more.
Additional topics include overcoming caller objections, which include helping callers understand the importance of a fast moving market and the importance of positioning themselves for such a large investment.
Episode #10 – Scripts: Objections to a 1st Realtor Meeting. I make it my goal to call 40 of my top realtors every single Monday. In fact, a fellow loan officer holds me accountable, and if I don’t make all these calls, I have to drive 3 hours and wash his vehicle. Because I don’t want to do that, 40 calls are made by me every week.
In this episode we talk about how to overcome objections realtors will pose to a 1st meeting. The goals of a first call include, asking for a lead, scheduling and face-to-face meeting, plus more. Learning to overcome objections can really increase your relationships and your business.
Episode #9 – Prospecting, How to Build a Realtor Plan. In this episode we discuss how to effectively maintain the right realtor relationships, who to contact, and how to take your relationships to the next step by asking them for a lead and inviting them to an event.
I give you a step-by-step tactical approach for the right people to target, when to contact them and what to say.
Episode #8 – Scripts: How to Maintain Proper Buyer Expectations – with Josh Sigman. In this episode, Josh Sigman and Steve Kyles discuss the best practices for setting and maintaining a buyer’s expectations through the entire mortgage transaction.
Topics covered include under promising and over-delivering, selling the terms, walking the client through income, assets and credits, and making a buyer feel confident about you navigating them through the mortgage process. Also, it’s best to remember that you need to remind clients, throughout the process, of the things discussed at the beginning.
Episode #7 – Scripts: How to Effectively Move Through a Closing – with Josh Sigman. Josh Sigman and Steve Kyles spend this episode covering an effective plan to move closing dates when necessary. People, both agents and buyers, don’t often process through the desired closing date they are asking for.
Adhering to a desired closing date is better served when you, as the loan officer, seek to understand the purpose of the requested date. Sometimes buyers and agents really don’t care so much about the date, yet sometimes the desired closing date may be hinged on factors that must be adhered to.
Clearly communicating expectations to a client, prioritizing the need to close, and knowing these factors early on is paramount to avoid a poor customer experience.
#5 – Planning: Lender Theme Days – Who You Should Call Each Day of the Week. Prospecting is not a feeling, it’s a science and a tactical action. The most successful mortgage loan officers are those who love the weekly grind of doing the hard consistent building and cultivating that’s necessary to grow their business.
Financial planners, by enlarge, look for $100 million in managed funds, which creates a solid annuity. In the mortgage business, the average family will cycle about once every seven years. So in order to build a sustainable business, loan officers need to be continually prospecting and seeking new business.
In this episode Steve Kyles shares his theme days for success, including the Monday 40 realtor calls, Tuesday’s status calls with buyers, buyers agents and sellers, and more. These theme days will help you continue to grow your business in some areas while others may be entering a slow season.
Episode #4 – Scripts: How to Increase Established Client Referrals. One of the biggest missed opportunities for increased business for loan officers is from clients that they already have. In this episode Steve Kyles talks about the importance of setting expectations up front, promising the client three things and asking for two things in return.
One of the most important promises you need to make, as a loan officer, is to close on time. When you deliver on what you say, then you can ask for something from your client in return.
You must, however, keep regular, consistent weekly updates and communication through the process to make sure that client expectations are being met and if any issues arise, you can catch and address them quickly and avoid any major fallout later in the mortgage process.