Wait….it’s not Saturday though?

I have this term: Planned Spontaneous Recognition (PSR)

‍

It’s when the person you're contacting (prospect, client, employee, etc.) thinks you’re calling them spontaneously, but you actually planned it.

For example, you’re accustomed to this LO Launch Letter being delivered to you on Saturday mornings, but I wanted to surprise you.

‍

I’m sending this to you today for a reason. 

‍

Today’s letter has landed in your inbox on one of my favorite themed prospecting days: 

‍

The Thursday “7 Day Post Closing Consultation” phone call.

‍

It’s a one hour, time blocked, phone power hour every Thursday morning, where every single one of your recently closed customers receives a “spontaneous” (non-scheduled) call from you to genuinely thank them for their business (amongst a strategic list of other talking points).

If you’ve ever been on one of my national webinars, or heard me speak at events, or you’re a GO! Coaching community member, you have probably heard me say this:

‍

“If you don’t CALL your recently transacted borrower(s) AND the Listing Agent (if applicable) to thank them, you’re a weak Loan Officer.”

‍

Traditional Loan Officers only appear when there is a transaction to be had. 

‍

Modern Loan Advisors appear even when there is NOT a transaction to be had. 

‍

And today I will equip you on how to protect your database and create residual income from your closed database. 

‍

[Print this email and implement all the gems in it TODAY, because it will 10x your income.]

‍

Step 1: Time block

‍

Schedule a “Power Hour 7-Day Post Closing” every Thursday morning.

‍

Protect this time and do not let anything encroach onto it. 

‍

Have a list of people that closed the last 7 days. 

‍

Now that you’ve set the table, it’s time to make the calls…

‍

Step 2: Gratitude

‍

Genuinely thank them for the opportunity 

‍

“Hey [Jackie]!, It’s [Amir]! Am I catching you at the right time, do you have just 2-3 minutes? 

‍

Nice! Well, I am calling to congratulate you and to thank you for the opportunity, I am excited and grateful…

...have you moved in yet?” 

‍

And then let the conversation free flow from here for a bit.

‍

Step 3: First Payment, Escrows, and Servicing

‍

Briefly touch on these

‍

“Well, now that you’ve closed on your new home, there are a few more items I want you to be educated on so you’re a successful homeowner. 

‍

Is it cool if I share some helpful information to be mindful of?

‍

Awesome, thank you!

‍

Well, your first payment information will be emailed and/or mailed to you and you can set everything up online at that time, if you have any questions on this, do not hesitate to call me. 

‍

Secondly, keep in mind that we escrowed your property taxes and home insurance [if that was the case] in your monthly mortgage payment, so don’t freak out if you still receive a property tax bill from the County, as they have to mail it to you. Your mortgage payment includes a portion of your total property taxes and home insurance that will be paid for you at the respective due date. 

‍

Lastly, it is common for the mortgage servicing company to switch, so if it does, just know that none of the mortgage terms will change and that I will always be your first point of contact as your go-to home loan advisor.

‍

Any questions on any of this?”

‍

Step 4: Property Tax Exemptions

‍

“Also, most counties allow for owner occupied homeowners to apply for a property tax exemption so I encourage you to Google search “property tax exemption [your county] when you have a chance, every penny counts.”

‍

Pro Tip: most Counties also provide property tax exemptions for disabled Veterans, senior citizens, and others special class citizens, so be aware of this. 

‍

Step 5: Junk Mail (Solicitations)

‍

“Now that you’re a homeowner, get ready for an onslaught of junk mail. Some of that mail will try to sell you refinancing so please contact me first with any questions or concerns on stuff like that.”

‍

Step 6: myHome IQ

‍

“Speaking of refinancing, when the opportunity is right, I will reach out to you proactively to discuss some options, but in the interim you will receive an absolutely awesome interactive email report every month custom tailored to your home and home loan called myHomeIQ.

‍

You’ll have an interactive calculator tailored to your home, market reports, home valuations and much more.“

‍

Step 7: Annual Mortgage Reviews

‍

“I will also call you around your yearly home anniversary date to coordinate a 15 minute Annual Mortgage Review call to ensure you’re up to speed on anything important you can do to maximize your mortgage.”

‍

Step 8: Ask for Two Things

‍

“...how has all this been so far?

‍

Nice! I know it’s a lot and I flew through it, but I am always here for you. 

‍

Before we wrap up, two last things…”

‍

Step 9: Financial Advisor

‍

“Remember when you bought your home there were a few pros involved: Your Realtor, me, your Lender, the Attorney, the Appraiser and the Home Insurance person. 

‍

Now that you’re officially in the home, the next person I highly recommend having in your corner is a great Financial Advisor. 

‍

After my wife and I went through the experience of meeting with one, I vowed to never bring up the topic to new homeowners because learning about short and long term saving, investing and protection blew our minds. 

‍

Have you thought about having a casual introductory conversation with a Financial Advisor yet?

‍

[pause, listen]

‍

I am happy to email and introduce you to one I trust that is not pushy or will make you feel intimidated, can I make the connection for you?”

‍

Step 10: Ask 

‍

“Well Jackie, that’s a wrap, was all this helpful?

‍

[Pause]

‍

Amazing, thank you! I loved working with you as well. 

‍

Would it be open to leaving me a Google review? Can I send you the link to make it easy for you?

‍

Thank you Jackie…”

‍

___

‍

Voila! That’s the process.

‍

And I will tell you that the actual call will only last about 15 minutes. 

‍

It seems like a lot on paper, but I promise you it flies by. 

‍

I haven’t even touched on how I keep them engaged on my newsletter (more to come on that in the future) or how I have already connected with them on social (your new CRM is Social Media) or how I ask them for future referrals. 

‍

Put this in play immediately, forever, and watch how good you feel after every single call. 

‍

Let’s GO!

‍

Whenever you’re ready, here’s how I can help you!

‍