Top Three Ways to Separate Yourself from Other NSAs & Get More Signings. Workshop Format 5/1/2015

Transcription

1 Top Three Ways to Separate Yourself from Other NSAs & Get More Signings Steve Allison & Dean Calvert Co-Owners, The Closers, Inc. & Co-Founders, CloserHUB Workshop Format 1. Workshop Presentation 3. Q&A Session 2. Speaker Introduction 4. Workshop Evaluation Top Three Ways to Separate Yourself from Other NSAs & Get More Signings I. II. NSA TM III. The ULTIMATE Secret 1

2 Arm yourself against the #1 complaint from: Title companies Loan officers Real estate agents, and Mortgage bankers Who is closing your deals? Do you really know? Physical Appearance No one expects you to be a supermodel Physical Appearance No one expects you to be a supermodel, but MEN Dress shirt, necktie, slacks, dress shoes 2

3 Physical Appearance No one expects you to be a supermodel, but WOMEN Blouse, skirt, slacks, dress, suit, professional shoes NSAs Fashion Faux Pas Just Say NO to: jeans, shorts, short skirts, tube-tops, tank-tops, team jerseys, t-shirts, saggy or baggy pants Remember: You are often the ONLY face the borrower sees during the entire loan process. Everyone in the transaction is relying on you to represent them well. 3

4 Volunteer at a local title company Helps you get to know each other Observe them do closings Offer to do a free closing for them Create your brand, let it do the talking Create a business card that STANDS OUT Let a brochure tell your story Provide value to your client beyond the actual closing Exude Confidence Work the room Control the closing table Know the documents Confidence IS NOT Cockiness 4

5 Communication is Key BEFORE the closing DURING the closing AFTER the closing ASSUMPTION is the enemy of SUCCESS The last thing you want your clients to think is It is YOUR job to make sure your clients understand that you take your role seriously Communicate PROFESSIONALLY In person, over the phone, , text No slang, no abbr., no ALL CAPS Say Thank You not Thanks 5

6 SMILE Be ACCESSIBLE Answer your phone Have your calendar with you Don t just say no, give options Travel with laptop, mobile hotspot, printer Your clients respond to you like lab rats? REWARD them 6

7 Travel with a stocked mobile office Black and blue pens Notary stamp Envelope/folder for borrower s copies Binder clips Business cards Brochures FedEx and UPS pouches and labels Acknowledgments/Jurats State specific forms Save yourself from stress and frustration LEVERAGE v. To use (a quality or advantage) to obtain a desired effect or result. 7

8 KNOW your limits You are not: The Lone Ranger Superman, or Wonder Woman Get others spreading the word about how awesome you are Join Associations Volunteer Network Be infectious Invest in others Make others want to spread the word RAVE Reviews Ask for them EVERYWHERE Share them EVERYWHERE Create a preponderance of evidence as to why clients and prospects can t afford NOT to use you for their closings 8

9 EDUCATE yourself Books Articles NNA resources Podcasts newsletters Training programs Mentors Mastermind Groups STREAMLINE your business Identify repetitive tasks Work to eliminate, delegate, or automate them (Create Systems) STOP WASTING TIME doing repetitive tasks ELIMINATE unnecessary tasks Identify things that steal or waste your time Take a hard look at your procedures to find time wasters 9

10 DELEGATE anything that is not your unique qualification Identify things that only you can do Find a way to get someone else to do everything else AUTOMATE anything you can Invoicing s Reminders Closing Requests Marketing Thank You s Social Media Client Communications Thank You! Presenters contact info: Steve Allison & Dean Calvert us: questions@closerhub.com Like us on Facebook: CloserHUB Follow us on Connect on LinkedIn: Dean Calvert Interact with us: Visit us at our CloserHUB booth Get your FREE Notary Resource Guide Read our FREE Blog Join the discussion in our forums Find helpful Notary tools/resources Sign up to become one of our closers 10