HELP ME OUT HERE. PLEASE.
The need for more seminars, and the need to have them be effective is a given in the Mortgage  business as we know it. The need for more personal contact is even more important than ever. The need to offer SERVICE to our referral   sources is more important than ever.

I can’t seem to get out of my mind the recent articles I’ve read concerning the Computerized Loan Origination systems that are being sold all over America. Having almost caught up with the rest of the world by having become somewhat proficient at the use of computers, I’ve made some decisions that need to be discussed in the sales meetings of mortgage companies. It would be of utmost interest to me and others who do what you do to find out the results of your discussions.

Although these two ideas might seem to be incompatible, there is the continued need to develop and enhance personal relationship techniques. It is my belief that people will, at least in the foreseeable future, continue to do business with people. It is our mutual obligation to be ready for changes in the industry, but the need for people will continue into the next century.

Now, what is your thought on this issue?
How will the Loan Officer of the near future function?

GIVE SEMINARS
Seminars are the way to accomplish the personal touch with referral sources.  Referral sources need to see, at first hand, the fact that you know your business and can handle yourself with clients. Seminars is the way is to exhibit proficiency at this task.

One of the ways to encourage Referral sources to ask you questions, is to make it easy for your referral sources to ask you questions, and at the same time have a readymade Seminar available at the drop of a hat.

Pre- beepers, which of course would mean that it was pre-cellular  phones, there was a method of communication that was taught which was most effective and with just a little bit of a twist, is applicable to today’s Mortgage Industry.

AN OLD FASHIONED IDEA
In every office that will allow, you should have a book, preferably one that is bound, approximately letter size. The book should be lined, so as to allow people to write neatly on the pages. Referral sources should be encouraged to write messages, questions, suggestions etc. concerning your dealings with them. The messages should be signed and dated and when you pick up the book to read the ideas and answer the questions, you should initial and date the page.

If loan officers are doing their job, they should see the book at least weekly. If the office is busy and visited more than once a week, a new book will be needed often.

The book is the basis for Seminars. The basis for people to do the one thing that Loan Officers need in order to be successful, to be asked QUESTIONS. If you think this idea is too old fashioned, that the people won’t use it, what is the harm in trying. It is difficult to get every referral source to fit into the box that you want them to fit, and to beep or call you every time they have a question, but if you give them an old fashioned idea, and encourage the Office Manager to write ideas and questions that come up at sales meetings, which do not need to be answered in an instant, you are performing a service that will be respected. Just the offer will ingratiate you to the people you are trying to make contact with, and there might be something that will come your way that you might not expect.

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