NMP - September 2016 - 71

get more business. That is a self-serving question that is more about you than it is about your clients. When you ask someone how you can serve them better, their response leads you to uncover the real objections that prevent you from getting more business. My clients who have implemented this strategy have been absolutely floored by the responses they receive. Ironically, quite often, the hidden objection you elicit from your client more often than not is something you are able to solve for them. However, you never knew it was important to your client so you never discussed it. Price and turn-times are, of course, a reality in the need for the level of service you must provide. However, when you take the time to find out how you can serve your clients at a higher level, you will be surprised at how they will make it easier for you to meet their needs and earn more business. To take it to an even higher level, you can ask the question "What do you find most frustrating about dealing with lenders and AEs, even the ones you work with on a regular basis?" Get ready with pen and paper in hand because they are going to give you the secrets to winning more business from them and even greater loyalty. The next area in growing your business with new accounts is knowing how to get their attention, and then how to deliver a presentation that wins them over. Remember, winning over a new account goes far beyond getting them to say "Yes." They have to be motivated and excited enough to complete the broker application and submit all of "Because brokers and loan officers are busy with volume and don't really perceive the difference between you and others, you need to be unique in your approach." the supporting documentation. Beyond that, they then need to be willing to learn how to do business with you so they will start submitting files. All of this takes motivation and the process of making it easy for them. In a single article like this, it is not possible to cover everything you need to do to get their attention, get them to say "Yes," complete the application package, and then begin the submission process. However, here are some strategies that you can use to assist in accomplishing each one of these phases. Getting their attention and the appointment In order to get the appointment with a new prospective broker/banker, you must have a way of getting their attention. Oftentimes in working with my clients, I have them send me their e-mails and whatever methods continued on page 72 71           designed for the needs of Wholesale, Correspondent and Warehouse lenders.     Loan Production Volume  Neigh hborhood Watch Trends   ComergenceCompliance.ccom/crm-re c quest CRM TM FOR LENDERS All the data you'll need to he elp you SELL more. n National Mortgage Professional Magazine n SEPTEMBER 2016      NationalMortgageProfessional.com A POWERFUL WAY TO PRODUCE MO ORE BUSIN NESS http://www.NationalMortgageProfessional.com http://ComergenceCompliance.com/crm-request

Table of Contents for the Digital Edition of NMP - September 2016

Table of Contents
NMP - September 2016 - Cover1
NMP - September 2016 - Cover2
NMP - September 2016 - 1
NMP - September 2016 - Table of Contents
NMP - September 2016 - 3
NMP - September 2016 - 4
NMP - September 2016 - 5
NMP - September 2016 - 6
NMP - September 2016 - 7
NMP - September 2016 - 8
NMP - September 2016 - 9
NMP - September 2016 - 10
NMP - September 2016 - 11
NMP - September 2016 - 12
NMP - September 2016 - 13
NMP - September 2016 - 14
NMP - September 2016 - 15
NMP - September 2016 - 16
NMP - September 2016 - 17
NMP - September 2016 - 18
NMP - September 2016 - 19
NMP - September 2016 - 20
NMP - September 2016 - 21
NMP - September 2016 - 22
NMP - September 2016 - 23
NMP - September 2016 - 24
NMP - September 2016 - 25
NMP - September 2016 - 26
NMP - September 2016 - 27
NMP - September 2016 - 28
NMP - September 2016 - 29
NMP - September 2016 - 30
NMP - September 2016 - 31
NMP - September 2016 - 32
NMP - September 2016 - 33
NMP - September 2016 - 34
NMP - September 2016 - 35
NMP - September 2016 - 36
NMP - September 2016 - 37
NMP - September 2016 - 38
NMP - September 2016 - 39
NMP - September 2016 - 40
NMP - September 2016 - 41
NMP - September 2016 - 42
NMP - September 2016 - 43
NMP - September 2016 - 44
NMP - September 2016 - 45
NMP - September 2016 - 46
NMP - September 2016 - 47
NMP - September 2016 - 48
NMP - September 2016 - 49
NMP - September 2016 - 50
NMP - September 2016 - 51
NMP - September 2016 - 52
NMP - September 2016 - 53
NMP - September 2016 - 54
NMP - September 2016 - 55
NMP - September 2016 - 56
NMP - September 2016 - 57
NMP - September 2016 - 58
NMP - September 2016 - 59
NMP - September 2016 - 60
NMP - September 2016 - 61
NMP - September 2016 - 62
NMP - September 2016 - 63
NMP - September 2016 - 64
NMP - September 2016 - 65
NMP - September 2016 - 66
NMP - September 2016 - 67
NMP - September 2016 - 68
NMP - September 2016 - 69
NMP - September 2016 - 70
NMP - September 2016 - 71
NMP - September 2016 - 72
NMP - September 2016 - 73
NMP - September 2016 - 74
NMP - September 2016 - 75
NMP - September 2016 - 76
NMP - September 2016 - 77
NMP - September 2016 - 78
NMP - September 2016 - 79
NMP - September 2016 - 80
NMP - September 2016 - 81
NMP - September 2016 - 82
NMP - September 2016 - 83
NMP - September 2016 - 84
NMP - September 2016 - 85
NMP - September 2016 - 86
NMP - September 2016 - 87
NMP - September 2016 - 88
NMP - September 2016 - 89
NMP - September 2016 - 90
NMP - September 2016 - 91
NMP - September 2016 - 92
NMP - September 2016 - 93
NMP - September 2016 - 94
NMP - September 2016 - 95
NMP - September 2016 - 96
NMP - September 2016 - 97
NMP - September 2016 - 98
NMP - September 2016 - 99
NMP - September 2016 - 100
NMP - September 2016 - 101
NMP - September 2016 - 102
NMP - September 2016 - 103
NMP - September 2016 - 104
NMP - September 2016 - Cover3
NMP - September 2016 - Cover4
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201910
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201909
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201908
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201907
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201906
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201905
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201904
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201903
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201902
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201901
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201812
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201811
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201810
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201809
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201808
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201807
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201806
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201805
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201804
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201803
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201802
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201801
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201712
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201711
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201710
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201709
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201708
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201707
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201706
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201705
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201704
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201703
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201702
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201701
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201612
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201611
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201610
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201609
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201608
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201607
http://www.nxtbook.com/nxtbooks/nmpmedia/nmp_201604
http://www.nxtbookMEDIA.com