If your business is booming and you have more loan transactions to work on than you can handle, ignore this column.  Get back to work!  But if your loan volume is slow right now and you are concerned about your first quarter pipeline and paychecks, stop everything and read this!

The first rule of sales is that to make more sales, you need to make more contacts.  More contacts create more new opportunities to write more loans to make more sales…and make more money!  Get it?

 It is time for some street time!  Street time is time spent OUT of your office AWAY from your desk or computer and IN FRONT OF people!  More street time will put you in front of more contacts…and more loans!

So how do you get started? Here are a few suggestions:

1.  Make the decision to do it!  Until you decide that you must get out there and make more contacts, you’ll keep making excuses.  Just like starting a new diet or exercise program, you must start with the conviction that it is something you want, something you believe in, and something you will do. 

2.  Allocate street time.  How much time are you willing to commit to right now to be out on the streets?  Is it five hours a week?  Ten hours?  Twenty hours?  Look at the total number of hours you work per week and allocate a percentage of that time to the street.  For example, if you work 50 hours a week and you want to dedicate at least 20% of your time to being out of the office in front of people, that’s ten hours a week.  That will leave the other 80% of your time (40 hours a week) to do everything else.

3.  Calendar your street time.  Take out your calendar at the beginning of each week and “frame out” specific time for being in the field.  Is it Tuesdays from 9 am till 2 pm?  Is it Wednesday and Thursday mornings?  Until you set aside non-negotiable time for the street, you’ll probably never move forward.  Pick your times and lock them into your calendar.

4.  Make appointments.  Afraid you’ll not keep to your calendar?  Making appointments will guarantee you won’t blow off those face-to-face visits and sales calls you plan to make.  Get on the phone and set up some visits with your regular or favorite referral clients and strategic partners.   That way you’ll be sure to show!

5.  Attend events…a lot of them!  There are many, many types of gatherings and events you could attend to make more contacts.  Realtor functions, builder functions, community events, mortgage industry events, breakfasts, luncheons, seminars, presentations, and the list goes on.  You should make a habit of attending a minimum of one event a week.  If your business is slow and your pipeline is small, you’ve got the time for this!  Meet people, make contacts and create opportunities!

The business is out there, and so are the mortgage professionals who really want it.  Are you one of them?

Comments

Add New

Write comment
Name:
Email:
Website:
Title:

Powered by !JoomlaComment 3.26

3.26 Copyright (C) 2008 Compojoom.com / Copyright (C) 2007 Alain Georgette / Copyright (C) 2006 Frantisek Hliva. All rights reserved."