Video Length: 10-minutes

Featured Presenter: Karen Deis

I hear from Loan Officers who tell me that one of the most valuable parts of my latest ebook, The Little Book Of Mortgage Scripts, was how to answer objects and questions from real estate agents.

[Here's the thing...each script ends with a probing question to engage the real estate agent in a conversation with you!MEMBERS - The e-book, The Little Book Of Mortgage Scripts, is available FREE to you if you use this link! Make sure you're logged into the website, visit this article, to download your copy of the ebook now!]

So, here's what I did...I recorded a short video for you, with short scripts on how to answer the most common objections - ones like:

• We have an in-house mortgage company that I’m supposed to refer loans to.

• I give my clients the names of three lenders to call.

• I’m only a listing agent—so I don’t have any buyers to refer to you.

• Your closing costs are too high.

• How much will you pay me if I refer a client to you?

I recently held a diva strategy call with a new mortgage diva, Lisa Souls.

Lisa shared about an event she held where 48 women signed up to attend, and 37 women showed up. Several of the attendees are currently looking for homes using several real estate agents that Lisa recommended. 
 
Her event was called “Why Women Should Invest in Real Estate,” and not only has she provided an outline of the event, but mortgage diva members can log in and get a copy of the sample ad and her complete PowerPoint presentation. 

A huge thank you to Lisa for embracing our motto...lending each other a hand!

MEMBERS - Do you have a great idea that you'd like to share with the group, like Lisa did?! We'd LOVE to hear from you and have you lend other members a hand!  Email your idea to This email address is being protected from spambots. You need JavaScript enabled to view it. , or call 715-426-3647, ext. 2, to share your idea with Karen by phone.
 

This statement from one loan officer made me crazy!

                “I have so many marketing ideas…that I don’t do anything!” 

So, here are some easy way to focus your marketing brain on getting the word out to real estate agents that you are there to help their clients get a mortgage. 

The only thing that you have to remember is to make an appointment with yourself in your calendar and just do it! 

Oh, and just a reminder that using the Done-4-U articles included with your membership, is the easiest way to do your marketing.  They are proof-read and compliant. (Client Done-4-U Articles) (Realtor® Done-4-U Articles)

One time per week: 

Are you in an area of the country where the listing inventory is the lowest in a decade? 

Where houses are being sold at $10,000, $20,000 and even $50,000 over listing price? 

So, have you thought about holding home SELLER seminars? 

While plenty of information can be found about the “national” market, it’s difficult for sellers to search the internet (on their own) for statistics about the real estate market in their own back yard (unless they contact a real estate agent).  They don’t totally understand the selling process.  How to market their home.  What a real estate agent does for them.  Oh, and why they should be pre-approved BEFORE they list their home for sale. 

Here’s the thing.   Quite a few sellers don’t want to be pressured to list their home until they are ready to do so—and that’s where you (the loan officer) are the perfect person to market and hold these events. 

In a recent Facebook poll, I asked my Facebook friends to provide me with the titles of business books that they have read. That they recommend. With strategies that they have implemented in their mortgage practice.

A few of the books are specifically for real estate agents, but I suggest that YOU read them too so you know what they are being taught.

In addition, email and share this list of business books with your real estate agents.

Here’s the list: