Comments on: I Have a Referral for YOU, and the Clock is Ticking! http://madmortgageworld.com/2008/07/i-have-a-referral-for-you-and-the-clock-is-ticking/ A Mortgage Marketing Community Thu, 04 Dec 2008 07:19:35 +0000 http://wordpress.org/?v=2.6.1 By: James Adair http://madmortgageworld.com/2008/07/i-have-a-referral-for-you-and-the-clock-is-ticking/#comment-366 James Adair Mon, 21 Jul 2008 01:20:44 +0000 http://madmortgageworld.com/?p=150#comment-366 when referring to realtors, Unless you have already established communication methods, I almost always ask the potential client if i can have someone call them. And then i will contact the realtor via phone and let them know that the referral is all set up and waiting for them. The key is you have to do this by phone. Victoria DF is right, the good realtors aren't in front of email the way the good lenders are. they just aren't. IM/texting actually works REALLY well with communicating with realtors though. I have had nothing but success in using text with realtors for any reason. -James www.pdxhomeloan.com when referring to realtors, Unless you have already established communication methods, I almost always ask the potential client if i can have someone call them. And then i will contact the realtor via phone and let them know that the referral is all set up and waiting for them. The key is you have to do this by phone. Victoria DF is right, the good realtors aren’t in front of email the way the good lenders are. they just aren’t. IM/texting actually works REALLY well with communicating with realtors though. I have had nothing but success in using text with realtors for any reason.

-James
http://www.pdxhomeloan.com

]]> By: James Febbo http://madmortgageworld.com/2008/07/i-have-a-referral-for-you-and-the-clock-is-ticking/#comment-273 James Febbo Mon, 14 Jul 2008 20:41:10 +0000 http://madmortgageworld.com/?p=150#comment-273 I agree with setting the expectation. In my business I have my voicemail say that I will return calls between 9 - 10 am and 3 - 5 pm. It took me along time to feel comfortable with that, but now people know when they will hear from me and 9 out 10 will say call today at 4 or tomorrow at 9 am etc. Also, I never email possible referrals unless they specifically sate to communicate that way and it is usually after my first conversation. To much gets lost in email and I type slow! P.S. - MAKE SURE YOU CALLL DURING POSTED HOURS! Jim I agree with setting the expectation. In my business I have my voicemail say that I will return calls between 9 - 10 am and 3 - 5 pm. It took me along time to feel comfortable with that, but now people know when they will hear from me and 9 out 10 will say call today at 4 or tomorrow at 9 am etc.

Also, I never email possible referrals unless they specifically sate to communicate that way and it is usually after my first conversation. To much gets lost in email and I type slow!

P.S. - MAKE SURE YOU CALLL DURING POSTED HOURS!

Jim

]]> By: Suzy http://madmortgageworld.com/2008/07/i-have-a-referral-for-you-and-the-clock-is-ticking/#comment-238 Suzy Thu, 10 Jul 2008 02:51:01 +0000 http://madmortgageworld.com/?p=150#comment-238 I may not always be in front of my computer, but I always have my BlackBerry handy. If I can't make a quick call, for whatever reason, I can always send a quick note saying, "Thanks! Cell # is 555-555-5555. More details shortly" For better or worse, this is definitely a "you snooze you lose" industry. I may not always be in front of my computer, but I always have my BlackBerry handy. If I can’t make a quick call, for whatever reason, I can always send a quick note saying, “Thanks! Cell # is 555-555-5555. More details shortly”

For better or worse, this is definitely a “you snooze you lose” industry.

]]> By: TitleRep http://madmortgageworld.com/2008/07/i-have-a-referral-for-you-and-the-clock-is-ticking/#comment-236 TitleRep Wed, 09 Jul 2008 23:11:36 +0000 http://madmortgageworld.com/?p=150#comment-236 Some good points there. I guess I'm guilty of setting the expectation that I will go above and beyond for my clients. Some good points there. I guess I’m guilty of setting the expectation that I will go above and beyond for my clients.

]]> By: Victoria Del Frate http://madmortgageworld.com/2008/07/i-have-a-referral-for-you-and-the-clock-is-ticking/#comment-235 Victoria Del Frate Wed, 09 Jul 2008 22:02:56 +0000 http://madmortgageworld.com/?p=150#comment-235 Here's where using a little tech-savvy auto-responder email would have helped both these agents. In Outlook, you can set up an "Out of Office" message indicating when you will be checking emails and when you will be responding via a telephone call. It is the same idea as changing your voicemail message to indicate the same thing. It needs to be done daily. Letting folks in on what your schedule looks like for the day, lets them know that you are organized, that your time is valuable and informs them as to exactly when they will hear back from you. Not having these expecations set up on your voicemail and email leaves people guessing and that's generally when they grow impatient and start looking elsewhere. Time Management Tip: If you respond to emails after-hours you will set an expectation that you will be STUCK with and that will be very hard to change later on. If you check on emails, no later than 8am and begin responding to the emails that came in after-hours from the night before, it will be early enough that you won't miss out on opportunities AND you will not set expecations that you'll regret later on AND that your significant other will grow bitter about, regardless of the checks you bring in. I've coached enough Mortgage Professionals and Realtors to know that NO GOOD comes from being overly reactive and overly accessible. P.S. My advise is never to email a referral, especially if it's a referral for a Realtor. Good Realtors are not in front of their laptops, they are networking, viewing homes, conducting pop-bys, giving listing presentations, etc., etc. Plus, you don't want to miss out on a relationship building moment. Long-winded, I know, but I hope this helps. -Coach V. Here’s where using a little tech-savvy auto-responder email would have helped both these agents. In Outlook, you can set up an “Out of Office” message indicating when you will be checking emails and when you will be responding via a telephone call. It is the same idea as changing your voicemail message to indicate the same thing. It needs to be done daily.

Letting folks in on what your schedule looks like for the day, lets them know that you are organized, that your time is valuable and informs them as to exactly when they will hear back from you. Not having these expecations set up on your voicemail and email leaves people guessing and that’s generally when they grow impatient and start looking elsewhere.

Time Management Tip: If you respond to emails after-hours you will set an expectation that you will be STUCK with and that will be very hard to change later on. If you check on emails, no later than 8am and begin responding to the emails that came in after-hours from the night before, it will be early enough that you won’t miss out on opportunities AND you will not set expecations that you’ll regret later on AND that your significant other will grow bitter about, regardless of the checks you bring in.

I’ve coached enough Mortgage Professionals and Realtors to know that NO GOOD comes from being overly reactive and overly accessible.

P.S. My advise is never to email a referral, especially if it’s a referral for a Realtor. Good Realtors are not in front of their laptops, they are networking, viewing homes, conducting pop-bys, giving listing presentations, etc., etc. Plus, you don’t want to miss out on a relationship building moment.

Long-winded, I know, but I hope this helps.

-Coach V.

]]> By: TitleRep http://madmortgageworld.com/2008/07/i-have-a-referral-for-you-and-the-clock-is-ticking/#comment-227 TitleRep Wed, 09 Jul 2008 15:45:18 +0000 http://madmortgageworld.com/?p=150#comment-227 True, I suppose it would be a little different had I emailed them after "business hours". But really when you're basically self employed, whether you're a loan officer or Realtor, can you afford not check emails/calls during the "non-business hours". I know my wife used to get annoyed sometimes, but she never minded when the paychecks came in! True, I suppose it would be a little different had I emailed them after “business hours”.

But really when you’re basically self employed, whether you’re a loan officer or Realtor, can you afford not check emails/calls during the “non-business hours”. I know my wife used to get annoyed sometimes, but she never minded when the paychecks came in!

]]> By: Daniel http://madmortgageworld.com/2008/07/i-have-a-referral-for-you-and-the-clock-is-ticking/#comment-214 Daniel Tue, 08 Jul 2008 23:48:41 +0000 http://madmortgageworld.com/?p=150#comment-214 In this day and age, I feel like if the call is placed during business hours it should be returned before ending the day and going home unless other expectations have been set. Referrals are far to valuable for an "I'll call back tomorrow mentality." I believe I would most likely feel the same way. In this day and age, I feel like if the call is placed during business hours it should be returned before ending the day and going home unless other expectations have been set.

Referrals are far to valuable for an “I’ll call back tomorrow mentality.”

I believe I would most likely feel the same way.

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