I'll Never Give Up!
In this business, we hear a lot of realtors say "all of my buyers are already pre-approved when I get them". Experienced Mortgage Advisors know that comment defies the law of averages and that you are mostly just saying that to keep from hurting our feelings because you may be sending your buyers to other lenders out of habit or to the last mortgage advisor that came by your office. We know this because the national average is only about 30% of the buyers call a lender before calling a Realtor to roughly 2/3's have not spoken to a lender first.
Another thing that may have happened is that many of your pre-approved buyers have talked to another realtor first, who sent them to a lender and THEN they found you. In this case, that could explain the unnatural statistics. But in this case, you should be worried because it can mean that they are shopping realtors.
In mortgage sales, we can't get offended by this the same way that you cannot get offended when people you know that just bought a house or listed one without calling you to help them. It's just business and you have to be happy to get what you can and hope for the best.
But be honest, it hurts when your friends don't call you doesn't it? It hurts me too because you are my friend. Mainly because I know that the ones getting the referrals are not doing anything more than I do and maybe a whole lot less.
I walk in some of my weekly visited offices with 10 or more, sometimes 50 sales on the board for the month and most of the time, I don't have any mortgages for any of them. That really hurts and sometimes I consider giving up and trying my hand at selling cars or something that I can control better myself because I would be directly involved with the customer.
I hope you see that I am trying really hard to win your business by taking your calls day, night and weekends, providing mortgage, market and motivational information and the best rates and service that I possibly can. If I am not doing enough for your business, please call me and tell me what else I can do and I'll do it!
I know you don't want to upset the applecart when a buyer says he has his money covered but think about it this way. I can probably get them a better deal and with me, you know the processing is going to be smooth and easy.
So, all I ask for you to do is to say something like this,
"That's great that you have already got a pre-approval letter because most people I work with don't know to do this. But I feel l would be doing you a disservice it I did not mention this to you. We have a super mortgage guy that I would be very surprised if he couldn't get you a better deal and since I have worked with him and his company, as has most everyone else in my office and we all know that they are very good at working through the conditions and closing our loans smooth and easy. I really would like for you to talk to Sam too, can I have him give you a quick pre-approval call?"
This one question gives me a shot and that is all I would ever ask of you. By challenging them on their lending source, you and they will be much happier when this closes than they would have been, I promise!!
For the buyers that may be shopping realtors, keep in mind that I do everything I can to promote the realtors that refer borrowers to me because I know how important the 3rd-party referrals are to your business too.
I am going to keep trying everything I can to win your business to the best of my abilities and try to improve what I do every chance I can and hopefully one day, you will refer a client to me. I have a family to support and they depend on me the same as your family depends on you and I owe that to them.
Thanks for your business and support in advance!
I WILL NEVER GIVE UP ON YOU!!
.
And I hope you never give up on me either!
Call me and lets help each other!! And if you are not in my primary market, that's okay. I have done loans for folks all across the country and would love to help you too!
This is my Christmas Wish
this year!
Sam Thompson, PHH Mortgage Advisor - Helping you GROW your business!
www.activerain.com./luckydog1 - SC
www.activerain.com/luckydog2 - NC
http://samthompson.phhmortgage.com/
