HISTORY IS THE BEST TEACHER
It’s time to fess up. It’s time for me to make amends. It’s time for me to put into practice what I preach.

During a recent consultation session with ten Loan Officers who work at a Mortgage Company here on Long Island, USA, I allowed myself to think again like the student I always wanted to be.

When first anointed as a Loan Officer, in 1977 by my idol at that time, Bill Schor, I was told that on the next Monday morning I would no longer have to be chained to my desk, but would be permitted to go “into the Field”. The field of course was where all the Real Estate Brokers worked who would be only too happy to refer every client they spoke to. The World was about to become my oyster. I was given the opportunity to be RICH beyond my wildest imagination.

Repeated discussions with various members of the Mortgage community over the past seventeen years has reconfirmed that twenty five is the RIGHT number. Remember, five every day Monday through Friday, three on Saturday and two on Sunday.

Real Estate People expected you to do physically call on them in order to introduce yourself and your company.

TIME TO CATCH UP!
Times have changed, and maybe I haven’t kept up with them as adequately as I should. Real Estate Management is better trained than ever. Real Estate management has knowledge of business that is better than ever before. It is time that I caught up with them.

When you want to open a new account, what do you do? In the past I would have advised you to try anything, yes anything to get in the door, to get past the door sergeant. What I didn’t suggest was the simple act of writing a letter to the manager of the office and requesting fifteen minutes of their time so you can present your programs in a professional way. Big mistake on my part.

LEARN FROM MY MISTAKE
We need to accept the fact that physically calling on Real Estate offices will not always work, and that some Real Estate companies want to be treated in a more professional manner. A letter of introduction, including a personal brochure, together with a Company Brochure, followed by phone calls to set up an appointment to establish a business relationship is not only acceptable, but desirous.

Real Estate managers want, more than ever, to be treated with respect and deference. You need to fulfill that need. Sure, there are plenty of “old timers” who might not respond to the new methods of business. If part of the job of a Loan Officer is to be the teacher then letter writing is an educational experience for both parties.

Be sure that when you visit the office that you have something dramatic to say.  The best two things are:
1) To be able to demonstrate that you can refer clients to them
2) Demonstrating your professional interest in the account by showing them the history of their performance.

Do you have a personal brochure?  If not you should definitely have one! It is a definite sign of commitment to the Industry that you have chosen. Personal brochures can always be written to include the proper type of information that will point out the personal desire you have to serve the needs of the Public, and the Real Estate community. By reviewing your history with your sales manager, you will be amazed at how easy it is to write one of these most needed items.

Next, does your company have a Company Brochure? If not, why not spend the time to get together with some of the experienced Loan Officers in your company and come up with ideas that can be included in such a missive.

DO IT! DON’T JUST THINK ABOUT IT!

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