Where are the marketing opportunities in your pipeline?

by 11 May 2015
By Dave Hershman
Special to MPA
Second part of the answer to this question: My pipeline is the largest it has been in a year. I thought it would be easy to get things closed, but it seems like everything is backed up -- from appraisers to underwriters. I feel like I am drowning and can't market. Please help!
--From several loan officers.

Last week we spoke about setting proper expectations. This week we will focus upon marketing while getting your loans closed. Many will advise getting an assistant so you can market. In my experience, assistants will help you close more loans; however, usually they become part of the application process -- between a loan officer and processor. They don't solve the marketing issue when you get really, really busy. So what solves it? It is a matter of opening up your eyes wider.
When you open up your eyes wider you will see opportunities within your pipeline to market. You must set up systems to help you do exactly that. These opportunities are everywhere, but we get so narrowly focused upon getting the deals closed – which is a good focus -- we don't see the opportunities right under our noses.
The good news is that if you can train yourself to see the opportunities, they take less time as opposed to traditional marketing because you don't have to change directions to market. Even better, marketing within your pipeline costs nothing. You can even train assistants to help you in this regard. So what are these opportunities? Stay tuned for our final segment next week.
--Dave Hershman
Dave Hershman has been the leading author and a top speaker for the industry for decades with six books authored and hundreds of articles published. His website is www.originationpro.com. Have a reaction to this commentary or another question you would like answered in this column? Email Dave directly at dave@hershmangroup.com.   




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