Sam's Blog

A little rocket scientist humor for you!

With the tightening of the mortgage industry and slow-down in the real estate market, now's the time to start implementing stronger communication skills, if you don't already do this!

How's the time to start setting strong expectations with every call instead of being vague or passive.  Otherwise, your requests are not getting your clients or prospects highest priority in their busy and hectic lives even if you are trying to help them find or sell their house!

You can BE AGGRESSIVE while being nice when communicating, it's all in setting expectations as shown below:

 These requests are not as effective:

• Call me when you are ready to look at houses.
• Get those papers back as soon as you can.
• Call me next week sometime to go over the offer.
• When do you want to get together to start looking at houses?
• I have been trying to reach you.  Call me when you can!

These give them pointed expectations and helps them set their priorities better:

• Call me before 3PM so we can discuss our meeting.
• The house you like is getting a lot of attention and we need to make an offer today if you are still interested.  Call me as soon as you get this message so I can help you. 
• We need your papers back by 4PM today. 
• What time do you get off work?  Okay, if you go to the bank as soon as you leave, you can get this signed and faxed back to me by 4:30 so we can clear this.  Can you do this?
• We need to go over your offer ASAP.  Call me as soon as you get this message.  If I have not heard back from you by 12 noon, we might be lose this deal. 
• I need for you to stop what you are doing and get the check stub to me before you leave this afternoon.  Unless we get this by 7PM, we are jeopardizing your closing.

I hope that you can see how the more direct approach can really help you and us in getting your buyers closed.

Sam Thompson, Senior Mortgage Advisor, PHH Mortgage

843-230-7929

Great Pinehurst Links:

Pinehurst Real Estate  - www.pinehurstrealestatenc.com

Pinehurst Luxury Homes  - www.pinehurstluxuryhomesnc.com

North Carolina Horse Farms  - www.southernpineshorsefarmsnc.com

Fort Bragg Real Estate  - www.fortbragghomesnc.com