We Realtors® are inclined
to use lots of different loan officers and lots of different attorneys. That, of course, is always an option, but is it
the best use of your time?
Rookies and low producing
Realtors® probably have time to deal with lots of different people, styles and
personalities. They have time to check up on the process every step of the way and play Russian Roulette with their transactions.
The mid to high producers
know that you get the best service from people who have a vested interest in your success. They also know that it is far simpler to deal with
people you know and trust. They know that you
get preferential treatment from people who
get more of your business. They also know that they can sell more if they are sure that
the sales in process are being handled correctly.
Think of your own
business. If you have a customer who buys a
house from you every year for investment, don't you handle him just a bit differently from
the "Looky-Lou" who bopped into your open house?
How do you choose your
three or four loan officers and attorneys?
Make a list of everyone
you've worked with in the last year or so.
Beside their name make
columns labeled:
Closed on time
- Easy to work with
- Kept promises
- Communicated well
- Met deadlines
- Enjoyed working together and whatever else is important to
you.
Hopefully three or four of
the loan officers and attorneys you've worked with will just float to the top of this
list. In which case, you will have your support team.
If not, ask for recommendations from people you respect who do the same sort
of business you do.
Here's the final piece of
the puzzle. Call each one of the finalists
and say this to them:
"I've decided to send
the bulk of my business to only three or four loan officers
(or attorneys). My
thought is that together we can provide better service for the customer. If you'd like to be on my team and be one of the 3
or 4 I usually refer, I will require the following from you: ...."
And tell them what you
need to make you happy: A weekly report, unvarnished
honesty, their presence at closing. Whatever
it will take to make you more productive which will, in turn, give them more business.
Don't you deserve your own
support team?
