Sam's Blog

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Get your Sellers Pre-Approved too!! You might pick up a buyer side sale too!

 

 

                                        whichway
                                                               What?
 

Are your SELLERS sure they know which way they are going?  Before you invest a whole lot of time with a seller, make sure that they can get a new home first!  This can be a deal breaker and possibily after you have invested weeks of work and time that you could have been working with someone else.  

It's real simple.  Just say, "When you sell this, where will you be moving?"  "Will you be paying cash or will you be getting a mortgage?"  "Well, just to make sure that you are going to be comfortable with your new mortgage with the size house that you want, why don't we get Sam to pre-approve you for a new home now?  He'll help you understand how you can apply your proceeds from this one and go over several options for your downpayment and payment plans to be sure that you are going to be happy."  

By probing this, you might be able to get a buyer or a referral too!  

If you will invest a few minutes doing this up-front, you are going to be a whole lot more successful in this business!  Because if they find out that that won't like the new payments or worse yet, that they can't get approved for a new loan, that is going to kill the listing for you!  

Let's team up and help each other this way!

 

Sam Thompson,  PHH Mortgage Advisor - Helping you GROW your business!

www.activerain.com./luckydog1 - SC

www.activerain.com/luckydog2 - NC

http://samthompson.phhmortgage.com/

www.myphhmortgageadvisor.com/

Great Pinehurst Links:

Pinehurst Real Estate  - http://www.pinehurstrealestatenc.com/

Pinehurst Luxury Homes  - http://www.pinehurstluxuryhomesnc.com/

North Carolina Horse Farms  - http://www.southernpineshorsefarmsnc.com/

Fort Bragg Real Estate  - http://www.fortbragghomesnc.com/

0 comments • Sam Thompson • October 28 2007 05:33PM

Attitude - The Magic Word that can help you in all that you do.

 

attitude

You can make a difference in the lives of everyone you meet during the day.  In fact, you definitely will make a difference for the people you see.  More specifically, for the people who see you.

If you think about the people who make an impression on you during your days, you will see some common traits.  They will be the people who connect with you.  Perhaps because they look you in the eye.  Perhaps because they engage you in a conversation. Perhaps because they interact with you in some other way.

But the way that they are when they communicate with you will make all the difference.

As Ralph Waldo Emerson said "Who you are speaks so loudly I can't hear what you're saying." Who people are being when they connect with you in some way makes all the difference.

A smile.
A frown.
Encouragement.
Complaints.

Each of these approaches makes a difference.

As you consider how you impact the people around you, you need only to consider how are you being as you meet them.

Smiling, using their names, encouraging them, and genuinely caring about them all increase your influence.

Complaining or looking like you've been sucking on green persimmons isn't going to connect you positively with others.

The good news is that you decide how you will be.

Will you make a positive difference?  It's up to you.


Earl Nightingale calls "attitude" the "magic word" and Nightingale-Conant devoted a whole self-help motivational tape series to this.

"The longer I live, the more I realize the impact of attitude on life.  Attitude, to me, is more important than education, than money, than circumstances, than failures, than successes, than what other people think or say or do.  It is more important than appearance, giftedness, or skill.  It will make or break a company... a church... a home.  The remarkable thing is we have a choice everyday regarding the attitude we embrace for that day. 

We cannot change our past... we cannot change the fact that people act in a certain way.  We cannot change the inevitable.  The only thing we do is play on the one string we have, and that is our attitude... I am convinced that life is 10% what happens to me and 90% how I react to it.  And so it is with you... we are in charge of our ATTITUDES."

Author of "Attitude" -  Chuck Swindol

Sam Thompson,  PHH Mortgage Advisor - Helping you GROW your business!

www.activerain.com./luckydog1 - SC

www.activerain.com/luckydog2 - NC

http://samthompson.phhmortgage.com/

www.myphhmortgageadvisor.com/

Great Pinehurst Links:

Pinehurst Real Estate  - http://www.pinehurstrealestatenc.com/

Pinehurst Luxury Homes  - http://www.pinehurstluxuryhomesnc.com/

North Carolina Horse Farms  - http://www.southernpineshorsefarmsnc.com/

Fort Bragg Real Estate  - http://www.fortbragghomesnc.com/

0 comments • Sam Thompson • October 28 2007 05:28PM

On a scale of 1 to 10... Sales strategy for your clients.

 

                                      itstinks

               Are you getting mixed signals from your buyers and sellers?    

Roger Dawson had another great idea that I incorported into a tip for you in your business with a numerical way of getting more definition from your prospects to make sure you are reading them right.  The next time you show a property, as soon as you get back into the car and before you crank it up, ask this question.   

On a scale from one to ten with one being "I hated it" and 10 being "I just have to have it", where was this house on that scale?  

This scaling gets them to rate it and then ask "why did you rate it there and why not higher"?  This ranking helps you and them in prioritizing all of the houses that you show them and will shorten the time for you and them in finding their place on earth.  It'll also help you to identify their hot buttons and issues that they can't live with or without. 

You can also get them to come up with a name for the house so they can visually remember it; a previous tip I sent you from Marilyn Jennings, author of "Championship Selling".  This will tie in nicely with this numerical ranking idea...

So, before driving off, make some notes and then everyone will be better prepared for future showings and they will be less confused and hopefully, they find a house much quicker for your commission's sake.   This can help you when working with a prospective seller too.  You can ask a question like this to get their opinon about your accessment of their property in terms of how you priced it or how you are planning on marketing it for them.  

This is also how therapists get their patients to explain how much pain that they are feeling and it really is much better than just asking how bad it hurts.  Don't you agree?  

 

Sam Thompson,  PHH Mortgage Advisor - Helping you GROW your business!

www.activerain.com./luckydog1 - SC

www.activerain.com/luckydog2 - NC

http://samthompson.phhmortgage.com/

www.myphhmortgageadvisor.com/

Great Pinehurst Links:

Pinehurst Real Estate  - http://www.pinehurstrealestatenc.com/

Pinehurst Luxury Homes  - http://www.pinehurstluxuryhomesnc.com/

North Carolina Horse Farms  - http://www.southernpineshorsefarmsnc.com/

Fort Bragg Real Estate  - http://www.fortbragghomesnc.com/

0 comments • Sam Thompson • October 28 2007 05:21PM

How to meet people - Roger Dawson's advice

How the experts tell you how to meet people!   Roger Dawson, a motivational speaker has this great advice on how to make an impression on the next person you meet.   I am listening to another self-help tape series by Roger Dawson entitled "Secrets of Power Persuation" that is very good.  Here's his advice on how to make an impression on them.  

Step number one is to have a good firm but not too firm handshake.  Get advice from your friends about how your handshake feels.  No dead fish or macho grips!    While holding the handshake, do the following two steps.   

Step number two is to look them in the eyes and study their eyes and make a mental note of the color of their iris which puts a twinkle in your eye.   

The final step is to think thoughts like "I really want to get to know you" or "I am real interested in you" which somehow comes out and they can sense this.   Try this easy 3-step process with your next meeting and try it with me too!  I'll do the same with you and let's see what happens!   Your initial impression is going to go a long way in establishing trust, confidence and rapport which is going to translate into more business for you!

Sam Thompson,  PHH Mortgage Advisor - Helping you GROW your business!

www.activerain.com./luckydog1 - SC

www.activerain.com/luckydog2 - NC

http://samthompson.phhmortgage.com/

www.myphhmortgageadvisor.com/

Great Pinehurst Links:

Pinehurst Real Estate  - http://www.pinehurstrealestatenc.com/

Pinehurst Luxury Homes  - http://www.pinehurstluxuryhomesnc.com/

North Carolina Horse Farms  - http://www.southernpineshorsefarmsnc.com/

Fort Bragg Real Estate  - http://www.fortbragghomesnc.com/

0 comments • Sam Thompson • October 28 2007 05:16PM

Be like Phil and get in their head! Spend the time getting to know your clients up-front!

drphil
 

Dr. Phil knows how to get inside people's heads and you need to learn how to do this too!   

When working with a buyer or a seller, you need to try real hard to find out if there are any hidden agendas and what their hot buttons are so that you can really shorten your time in working with them.  This is not always easy because sometimes, they don't even know what they want themselves!  It's your job to find these things so you'll be able to hit the ground running or help them quickly see that they need to figure out what they are really trying to accomplish and call you when they do.  

How can you do this?  

By getting them to meet you in your office (your first close!) where you can establish better rapport and so you can control the environment.  Just take them to your office or conference room, tell the receptionist to hold your calls, close the door, put up a "do not disturb sign", TURN OFF YOUR CELL and get them to TURN OFF THEIR CELL, turn off your computer (or just the monitor and disable the new email alarm) and start asking probing, non-threatening questions!   You have got to set the mood and get in the right mood yourself of being a good listener.  Then take good notes and make sure you understand what they are saying by asking them follow-up questions and by doing some reflective listening.  (Reflective listening is when you rephase their response in other words to make sure you understand what they said.)
 

This will enable you to fully understand their true needs and wants and help them to understand them too, maybe, for the first time in a while.  Then, you can roll up your sleeves and get to work for them.   If you will take the time, the quality time, to do this right, up-front, you are going to be much more successful and the term, 'buyers remorse' will never be uttered by you ever again.  I promise!!   They'll feel more appreciated & respected too if you do this which is one of the main reasons people go to psychiatrists!  They just want people to listen to them & care about them... & they'll pay dearly for this too.    AND, you are going to get them to the closing table much faster too, if they are really interested in buying, that is...   JUST MAKE THIS YOUR FIRST CLOSE in your sales process!  The initial client interview!  This is a "must do" part of the entire home buying or selling process in my opinion.  

Sam Thompson,  PHH Mortgage Advisor - Helping you GROW your business!

www.activerain.com./luckydog1 - SC

www.activerain.com/luckydog2 - NC

http://samthompson.phhmortgage.com/

www.myphhmortgageadvisor.com/

Great Pinehurst Links:

Pinehurst Real Estate  - http://www.pinehurstrealestatenc.com/

Pinehurst Luxury Homes  - http://www.pinehurstluxuryhomesnc.com/

North Carolina Horse Farms  - http://www.southernpineshorsefarmsnc.com/

Fort Bragg Real Estate  - http://www.fortbragghomesnc.com/

0 comments • Sam Thompson • October 23 2007 09:12PM

Drive and Initiative. Do you have the right stuff?

jobinterview

Interviewing for the right characteristics

When hiring a new employee, several key things should be looked for such as qualifications, education, intelligence, personality, character, attention to details, integrity, experience, honesty, etc.  But the thing we always tried to find when I was in human resources was a good track record of drive and initiative.  These are the attributes that will ensure their success in whatever you hire them to do and should be attributes that all of us employ in our chosen professions in 100% commission sales.     I always loved interviewing and got my fill of it, being on a new plant launch for Rockwell International several years ago.  Our process required 2 on 1 interview teams of askers and writers and we asked several questions like this:
  • Tell me about a time that you went out of your way to get something done that was not expected of you.
  • Tell me about a time that you helped someone do something that they were having a hard time doing themselves.
  • Tell me about a time that you trained someone on a task and how well they performed on it. 
  • Describe to me the person that you do not like to work with.
  • Describe to me the person that you like to work with.  (this one is actually describing their own personality and is a great question to ask!)
  • Tell me about a time that you saw a problem developing and how you dealt with that.
  • Tell me about a system that was not working right and how you improved it.  Were other improvements made?
  • Tell me about a task that nobody wanted to do and how your team handled it. 
  • Tell me how a team would work without a supervisor telling them what to do.  Would it work? 
  • Tell me about someone that you worked with that was hard to work with and how you handled the situation.
  • Tell me about a time that you had to work hard or late to get something done or out the door.
  • Tell me about a co-worker where you used to work that did not pull their own work load and how you dealt with them.
  • Tell me about a time that you had to work fast or at a hard pace for a long time to get something done for a customer.
  The point of this is to get you to think about how much drive and initiative you have!   Just by the fact that you are in 100% commission sales, I am sure that you would score pretty high in this area.

The thing that I always got out of interviewing candiates was how grateful I was for having a good job and in realizing just how good I had it.  When so many others are so less fortunate than us in this journey of life that we are all on...  We really do have it made, living in this great country in our career and hopefully, you can see this too!

Sam Thompson,  PHH Mortgage Advisor - Helping you GROW your business!

www.activerain.com./luckydog1 - SC

www.activerain.com/luckydog2 - NC

http://samthompson.phhmortgage.com/

www.myphhmortgageadvisor.com/

Great Pinehurst Links:

Pinehurst Real Estate  - http://www.pinehurstrealestatenc.com/

Pinehurst Luxury Homes  - http://www.pinehurstluxuryhomesnc.com/

North Carolina Horse Farms  - http://www.southernpineshorsefarmsnc.com/

Fort Bragg Real Estate  - http://www.fortbragghomesnc.com/

0 comments • Sam Thompson • October 23 2007 09:09PM

Prospects will follow the path of least resistance - help them with a clear path to your door!

 

 

 

 
pathofleastresistance

Are you making the path to your door easy to follow?

The old saying is so true that engineers know so well.  People, animals, chemicals, metals, whatever, will follow the path of least resistance.  So, why not make the path to your door the easiest one to follow?   How can you do this for your business?   Here are several things that I thought of and I am sure that if you try, you can think of several more!  

  • By creating one-stop shopping!  In other words, let your prospects know that your have a team in place that can help them every step of the way starting with a great mortgage partner (us!), a great atty, inspector, appraiser, real estate team, builder, contractor, insurance provider, etc.  Let them know that you make the whole home buying process smooth and easy with little worries because most likely, this is their first time doing this.
  • By making sure that your advertising is easy to follow to getting them to you.  Follow the KISS method (Keep It Simple, Stupid!)
  • By making sure that your time is well managed so that you can pick up their calls and that your missed calls are quickly answered.  If you miss the call, the next realtor they call might seal their trust and you will miss out.
  • By putting up signs and listing sheets that explain the process in the simplest form and that points them to the friendly face and phone number to you!  Don't ASSUME anything.  And you know what that means...  Call me so I can set you up to do our free, online listing sheets that will promote you and show your buyers and sellers how easy they can afford the home.
  • By promoting yourself as "the answer person" by telling people to call you if they need advice or just have a question.  Be their real estate resource.  In your conversations and in advertising, let them know that you can answer their real estate questions and that you are an expert on FHA and VA, etc, because you have me on your team!!!!!
  • By being approachable in public with a friendly demeanor through your body language and warm smile so people are more likely to walk up to you with their questions.
  • By listening and letting them do most of the talking.  Remember why God gave us 2 ears and one mouth...  That's what is going to turn them into a prospect for you and help them in referring their family and friends to you as well.

  Include me into your strategy & I'll do everything I can
to help your clients see that you make it look easy!!

Sam Thompson,  PHH Mortgage Advisor - Helping you GROW your business!

www.activerain.com./luckydog1 - SC

www.activerain.com/luckydog2 - NC

http://samthompson.phhmortgage.com/

www.myphhmortgageadvisor.com/

Great Pinehurst Links:

Pinehurst Real Estate  - http://www.pinehurstrealestatenc.com/

Pinehurst Luxury Homes  - http://www.pinehurstluxuryhomesnc.com/

North Carolina Horse Farms  - http://www.southernpineshorsefarmsnc.com/

Fort Bragg Real Estate  - http://www.fortbragghomesnc.com/

 

0 comments • Sam Thompson • October 23 2007 09:07PM

Prospecting for Clients - Here are several ideas for you!

 

When you are Green, Prospecting is Critical
 

prospecting

That's not the way to prospect for new clients! 

If you are new in sales, regardless of how well you know your stuff or how friendly you are, you can't make any money until you get some prospects.  So, it is recommended by the experts that you spend 90% of your time prospecting for clients.  In other words, if you work 8 hours a day, you should spend 7 hours and 12 mins trying to meet prospects either on the phone, in person or via mail (snail or email).  If you work 10 hours a day you should spend at least 9 hours and so on. 

How can you do this?

  • Set a daily goal and track your performance of contacting at least 20 people a day on average.  Quit for the day when the goal is reached or get more if you are behind for the week. 
  • Figure out the best days and times for seeing people and make those a priority.  Lunch is a great place to connect with people as are fund raisers, ball games, social events, tournaments, political gatherings, parties, shopping centers, civic meetings, etc.  Put them on your calendar and make sure to keep those appointments!
  • Develop a "ping" list to contact routinely depending on their importance to your business.  Then stay in contact accordingly.
  • Develop a Work Schedule, that meets your schedule like:
8-9 AM email only - 4 contacts
9-11:30 AM phone (find a lunchmate) 4 contacts
11:30-1:30 PM lunch (popular restaurants) 2 contacts
1:30-3 PM phone 5 contacts
3-5 PM networking in public places 5 contacts
5-6 PM email only. (if needed to hit your 20/day goal)
  • As you find potential prospects through your hard work and efforts, find out what the are looking for and add them to a "hot new listing!" flyer or "hot off the press" newspaper clippings flyer list to keep them informed about the market and keep them engaged with you!!
  • Always be positive, happy, friendly and let them talk and they are going to be glad that they saw you! 
  • And remember to always ask for the business or if they know anyone else you can call and give them permission to promote you to their family and friends. Let this be your new motto that your family and friends say about you that you are always asking for business and when you finally get a few years into this, you won't have to because you are going to be too busy with repeat customers and third-party referrals!!
 GET OUT OF THE OFFICE AND PROSPECT!!   And stop wasting time talking to all of those mortgage guys coming around asking you for a deal!

Sam Thompson,  PHH Mortgage Advisor - Helping you GROW your business!

www.activerain.com./luckydog1 - SC

www.activerain.com/luckydog2 - NC

http://samthompson.phhmortgage.com/

www.myphhmortgageadvisor.com/

Great Pinehurst Links:

Pinehurst Real Estate  - http://www.pinehurstrealestatenc.com/

Pinehurst Luxury Homes  - http://www.pinehurstluxuryhomesnc.com/

North Carolina Horse Farms  - http://www.southernpineshorsefarmsnc.com/

Fort Bragg Real Estate  - http://www.fortbragghomesnc.com/

0 comments • Sam Thompson • October 23 2007 09:03PM

Business Card Prospecting - Still an effective way to advertise your services

 

 

 

 

 bizcard

Are you handing out your business cards?   The business card is probably the most inexpensive way to get your advertising in front of people and should be a part of your normal daily prospecting.  Leaving your business cards on desks, on countertops or just handing out to people you meet can come back as a referral several months or years out.  But the thing that most people don't think about is that even if people throw them away, they have to look at them and think about you for that split second before the toss.  And by having your friendly face and name in their mind, you'll improve your chances of getting a call for the effort, when the opportunity presents itself.

Keep in mind that you can solicit friends and family to help you hand out your cards too.  These people might run across people in their travels that are talking about real estate which might give them a chance to hand out your cards too.  Especially now that housing and mortgage stories are in the news every day, you know that conversations at the water fountain are coming up.

So why not give them something to say about you too? 

Tell them about your recent successes and experience and how to sell you.

Give them something good to say about the market too!

Tell them that rates are great and expected to drop again and that housing is priced right in a buyers market so the time is right despite the negative news from other parts of the country.  Tell them to fight back against Kramer and the other talking heads on TV with their opinions about the housing market!  Tell that our market is doing fine and they don't have a clue what is going on here!  Even in the worse market in the country, the good houses sell quick!

And give them something to say about your brand too that can help leverage your net worth.

Tell them about the things your brand can do to help them buy or sell their home in attracting good, qualified buyers from throughout the country.
 

And, don't forget to leverage your mortgage advisor!   Tell them that if they are considering a move or real estate transaction, they ought to call Sam.  He will take great care of you and will make sure that you do what is right for you and your family!!  You can hand out some of my cards too! :)   For anybody referred to me, I'll always promote you and help them see that you are the best choice for a great realtor too.  Let's help each other this way.

And don't forget to do these same things when you are prospecting too!  Don't be shy because if you do, they might end up with another realtor!
 

Sam Thompson,  PHH Mortgage Advisor - Helping you GROW your business!

www.activerain.com./luckydog1 - SC

www.activerain.com/luckydog2 - NC

http://samthompson.phhmortgage.com/

www.myphhmortgageadvisor.com/

Great Pinehurst Links:

Pinehurst Real Estate  - http://www.pinehurstrealestatenc.com/

Pinehurst Luxury Homes  - http://www.pinehurstluxuryhomesnc.com/

North Carolina Horse Farms  - http://www.southernpineshorsefarmsnc.com/

Fort Bragg Real Estate  - http://www.fortbragghomesnc.com/

 

 

0 comments • Sam Thompson • October 23 2007 09:00PM