By Bill Hart

I’m about to sweep the entire mortgage industry with a very large broom. Ready? Here it goes.

We haven’t been selling.

We haven’t. Not broadly as an industry. We’ve been reacting and dealing with capacity, but we haven’t been selling.

The market has shifted and now the selling begins. That means talking to people who haven’t called us first. Explaining why we’re different. Dealing with objections regarding rates and pricing that is lower than ours. Selling.

This is a theme in coaching sessions right now and I want to share a thought with you that seems to help many coaching clients and it may help you.

“I have a responsibility.”

Here’s the thing, you DO have a responsibility. You spend all day, most days (for some of you, every day – a mistake – create margin and you’ll be more productive) inside the mortgage and real estate industries. Consider sister industries, they are so closely related they'll actually open you up to more opportunities to serve clients.

Internalize this script and watch the leads come your way;

“Hi Bill & Toni, I just wanted to reach out and connect with you guys, it’s been a while since we’ve spoken. (ask about kids/travel etc., and pay attention for an opportunity to follow up based on what you learn). You know, I talk to people every day who want to know if now is a good time to buy, a good time to sell, a good time to refinance or a good time to invest. The truth of the matter is that depending on your unique situation, the answer is often “yes”, but I find that life often gets in the way of making those decisions. That’s why I feel that I HAVE A RESPONSIBILITY to connect with the people that I know from time to time to help them look at and assess their current real estate and mortgage scenario.”

If you will simply “bulletize” (if it’s not a word, I’m claiming it as one) the script above like this:

• Been a while
• Ask about personal life
• Good time to buy/sell/refi or invest
• I have a responsibility
• Action – Follow up

What I know is that you will connect with more people in your database, demonstrate that you care about them, create an opportunity to follow up with them on a personal level and generate leads. Win, win and win.

Be encouraged, feel empowered and set a minimum number of calls that you will make each day BY NOON.

You have a responsibility.

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