Do you attend your closings? If not, you don't know what you're missing. Hopefully after reading today's article you'll have a change of heart.
If you do attend your closings, does the Buyer's Agent attend too? If they don't, you're about to add an important mission to your next closing, especially if it involves a Buyer's Agent that you're not earning 100% of their business.
Today's article describes how to create instant referrals and have agents promise their next deal to you.
Missing In Action
On Friday evening, I had the privilege of attending the installation ceremony for the new officers for the Women's Council of Realtors (WCR) in Phoenix, Arizona. I spoke with many of the agents in attendance and asked each one if they attended their closings - when the buyer signs closing documents. Each one said they did. Then I asked if the loan officer that was part of the transaction attended. Each one remarked they'd never seen one attend.
Of course I don't know if you attend your closings, but if you don't...change. You're helping someone add the single largest investment (debt) to his or her portfolio and the closing appointment represents the emotional pinnacle of the transaction. It's the moment of truth when they sign their name and become responsible for thousands of dollars. Yea...it's a good idea to attend, if only for morale support.
But It's More Than Morale Support
You're attending because the Buyer's Agent is in a captive environment. Chances are the documents are being signed at a title company or attorney's office depending on the state you live in. Therefore, the agent is on neutral turf - which is a golden chance to originate your next loan application.
By attending, you're already making a statement that you're different than the rest. Be sure to call the agent ahead of time and let them know you'll be joining the party (you'll understand why it's a party momentarily). If the agent is caught off guard or puzzled, let them know it's standard procedure since you want to be certain that everything goes smoothly - agents like to know you're responsible.
Hard, Fast Rule - Never Show Up or Leave Empty Handed
The reason many loan officers don't attend closings is because they feel it's a waste of time. It wouldn't be a waste if you walked away with referrals in hand and the agent's commitment to send you their next deal would it?
How do you do that? It's simple, just put the wheels of reciprocity in motion. And that movement occurs after you've gifted something of value. Social psychologists have proven that people feel a sense of obligation to return a favor when they've been given a gift.
Just to have some fun and experience how easy and quickly reciprocity occurs, bake some cookies, put them in a nice basket and give them to your neighbor or co-worker. Watch how soon the favor is returned.
So what's the perfect gift that creates instant reciprocity from the borrower? I'm so glad you asked! Since the beginning of this year, several of my private clients have been using an exclusive tool. It's called - Tax Advantages of Home Ownership, written by Sandy Botkin, a nationally recognized tax expert.
Truckloads of Referrals
It's a whole lot easier to get a referral once you given the person a $400 gift. That's the retail value, your investment is a whole lot less, especially if you take advantage of this week's special rate that ends Friday.
Don't miss another instant referral again; use the tax kit for positive stimulus. And if the tax kit gift isn't you, give something that's perceived valuable by the borrower. The point of today's message is reciprocity comes from giving first.
Agents are blown away with your act of kindness giving a gift to the borrower, especially one that includes their business card and helps promote referrals and repeat business for them.
And it gets better! Borrowers are tickled with this gift because it's about saving money on their taxes since they have become new homeowners. But guess what happens when the agent witnesses your generosity? Of course, they want one for themselves. So promise it when they send their next deal to you.
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The Perfect Gift - Sale Ends Friday!
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Tax Advantages for Home Ownership is the perfect gift for your borrowers. It helps to build referrals and repeat business. It is excellent for differentiating your services to agents so you get noticed over competitors.
Take advantage of the special sale to jumpstart referrals - Sale Ends Friday!
Thanks for support,
Jeff Nelson
Salesachievers
Helping loan officers attract more clients
© 2004, 2005 by Jeff Nelson
All rights reserved
