When you book a plane ticket, the objective is pretty simple.
Get from point A to point B.
And despite all airlines having the same objective, what makes them stand out isn’t the ability to get people to their destinations.
It’s the experience of the journey.
It’s the difference between a smooth ride and a pilot who prioritizes passenger comfort…
And the pilot who just wants to get the trip over with and shorten flight duration – even if it means flying through rough patches and questionable conditions.
Yeah, they might get people to the same location, but they got them there with drinks spilled on their laps, anxiety levels running high, and probably a newfound hatred for flying.
The same standards go for our jobs as Loan Officers.
While we all do the same thing, we offer different experiences.
You can get a loan closed on time, but if the in-between is turbulent…
Kiss that repeat business goodbye and any chances of a good review.
You’re damaging future business when you don’t put TLC into every encounter you have.
That’s why it is so important to deliver a streamlined, predictable process every time – to get your Realtor, referral partners, and clients addicted to working with you and raving about your service.
Process > Personality.
And the more we do that, the greater our relationships with agents become.
If every prospective client they send your way comes back satisfied, the more likely they’ll refer you exclusively. It makes their job easier, saves them time, and makes them money.
The math is easy:
Happy clients = happy agents.
Happy agents = more business funneling directly to you.
More business = more growth.
And the more growth you can sustain, the more money you collect… and that should mean less time you have to spend working, and more time living life on your own terms.
Which is the overall goal here, isn’t it?
To have a career that sustains you – not the other way around.
Now how do we accomplish that?
Through dialed-in systems that are predictable and scalable.
For me, it starts with an email to welcome new leads.
Then, it transitions into a professional initial consult, in which I follow an organized agenda…
And NO, I do not lead with rates.
I lead with education. I build rapport, and trust, and establish a commitment to move forward together.
I get to know them by asking them a series of questions that inform me of their motivations, location, timeline, needs, income, budget, etc.
And of course, by the end of the call, I ask them to keep their Realtor in the loop on how things are going.
If you executed this call correctly, they’re hanging up feeling educated, empowered, and EXCITED to move forward with you…which is what you want them to relay to your referral partner.
At this step in the journey, raving reviews to the Realtor is your biggest win here.
It’s what plants that seed to secure more business in the future.
I actually just did an entire webinar on this last week, which you can check out the replay at this link.
Once you nail this first phase of lead onboarding, the rest becomes a matter of hyper-transparency, organization, and communication, which we’ll get into next week.
But for now…
Here are your action steps for today:
Like I said, we’ll get into the next phase when your client is under contract and how to navigate those conversations.
Whenever you’re ready, here’s how I can help you!
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