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To leave list or change email address, scroll to bottom The Right Advice About Signings
Do you attend your signings? I'm amazed at the number of loan officers who don't. More often than not, I discover the reason is because they don't see other loan officers doing it, or they don't understand the purpose. Heck, there are even so-called mortgage gurus preaching that you shouldn't attend the signing because your time is too important. Today, I set the record straight on why you should attend every signing, because if you're not, you are losing money and relationships. Referrals, Referrals & More ReferralsWhat is the highest emotional peak in the sales process? Most often at the signing when your client gets the keys to their new home. It's an opportunity to celebrate! Celebrations are memorable and memories is what triggers word-of-mouth marketing. After your client has finished signing the documents, give them a gift. First, you're showing appreciation and secondly, you are invoking the Rule of Reciprocity - meaning, "To return in kind." That's right. You've set the stage nicely for asking for referrals. It's always easier to ask after you give. Impress the Escrow OfficerEach time I convince one of my coaching clients to attend the signing, they always remark how the Escrow Officer was impressed. Are you promoting your services to escrow officers or real estate attorneys? They are the first ones to hear the grumblings of an unhappy agent. Don't assume that they are unbiased. It's absolutely contrary. Just like you, their business depends on quality relationships. Protect Your PaycheckRemember, you don't get paid until the final document has the borrower's signature, so unless you know the person responsible for leading the borrower through the documents, you want to attend the signing and protect your paycheck. I speak from a personal experience. The first time I refinanced my mortgage the escrow officer nearly blew the sale. When I questioned him about certain documents that I didn't understand, he couldn't explain it. And his speech was barely audible and unclear. Yet the loan officer sat in his office, across the street, eating his lunch...only if I knew then what I know today, I would have walked out. You should be present, even if only to answer questions and put your client at ease. It's most likely their largest financial transaction in their life. Connect with the AgentThe signing is a distinct opportunity for you to showcase your talents in front of the agent. First, they'll be impressed that you attended. Your actions always define your service better than anything you say. Secondly, you'll demonstrate how much you care about your client when you give them a gift in front of the agent and then follow up with asking for referrals. Believe me, the agent is sitting there wishing they were the one asking for referrals. And finally, you can schedule an appointment with the agent to explore ways to work together. This is especially important if you don't have a relationship with the agent yet or it's still in the infant stages. Planning is KeyAs you can see, there are several reasons to attend your signings. The key is to plan your objectives. In other words, as you're leaving the signing, what do you want to have accomplished? When you look at it from that perspective, you are sure to make every signing productive and worth your time! Successfully Yours, 
Jeffrey Nelson
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