List Categories | List All Articles | List Articles By Title
Loan Officer Training: Learn How To Shape Realtors Perceptions
In medicine, a placebo is a pill that you think will make you better, and so it does. In your business, a placebo is a prospect having the experiences they expect to have, and so they have them.
For example, you take your vehicle to get serviced. You walk into a clean lobby and are greeted warmly by a service technician. You think that it's a quality service center. And so it is. After your vehicle is inspected, the service technician explains in plain English the service your vehicle needs. You decide the technician is trustworthy. And so he is.
You receive a coupon in the mail from a new dry cleaner in your neighborhood. It includes a picture of the owner who looks experienced. You take your first order to them and the service line moves quickly. You think the dry cleaner is efficient and professional. And so they are.
Social scientists have discovered that a person's perception creates expectations and influences his or her experiences. If you've heard the phrase - Perception is Reality - than you're familiar with this phenomenon.
Placebo effects are all around you. And if you're not aware of them, they can work against you. Have you ever met a real estate agent and felt they made their mind up about you before having a true opportunity to demonstrate your services?
For instance, you meet a prospective Agent and they appear standoffish. The Agent has an immediate perception of expectations based on their previous experiences, even though those experiences didn't include you or your firm. You learn that they have had many bad past experiences dealing with other lenders. You have to overcome the negative placebo effect to become trustworthy.
However, if you learn to manage placebo effects, you can shape an Agent's expectations before this happens. If you shape expectations, you shape their experiences.
To Shape Expectations, Improve Your Materials
Do your materials create an expectation of trust, skilled, competency? Do your materials distinguish you? Do you look smarter, better, more successful? Are your materials made with better materials?
Usually, your materials are the first contact an Agent has with your service. You never have a second chance to make a first impression. First impressions are eternal.
Use two of the most powerful things in your materials: images and brevity. Images speak visually. Considering that Agents are bombarded daily with communication, use pictures to convey your message. And secondly, use as few words as possible. But make every word count. A simple, precise message combined with a matching image can effectively communicate your point with greater precision than an overcrowded message screaming for attention.
To Shape Expectations, Develop Your Website
Does it look professional, clear and easy to navigate? Is it inviting to Agents? Look at some of your competitors and notice how they only appeal to consumers.
Does your website shape the Agent's perception of your service? Agents should find your site to be an educational resource of how your services differentiate from your competitors. It should address common concerns they have about lenders:
Use visual descriptions to shape their expectations differently.
To Shape Expectations, Review Your Touchpoints
Is your company's image of service better than your competitors? Does it create an expectation of being personable, reliable, and dependable? Are the people who answer the phones congruent with the image?
Are messages returned promptly? Do you uncover problems before they arise? Do you fulfill requests before they're requested?
Your touchpoints are any point of contact between the Agent, the client and your service. This includes product touchpoints, human touchpoints, and system touchpoints.
For instance, an Agent receives your invitation to meet and discuss opportunities. They're impressed with the quality of your letter and materials and decide to respond (product touchpoint).
They call your office, which is answered by the receptionist. The receptionist is courteous and polite (human touchpoint) .
The Agent is connected to your voice mailbox and listens to your professional greeting. They leave a message and easily exit the system (system touchpoint) .
Your touchpoints are placebo effects that help shape their experience.
Without having met you, the Agent has a perception of what to expect from you. This expectation will influence their experience when you meet together - hence, The Expectancy Theory.
Jeff Nelson helps mortgage companies and individual loan officers increase loan originations by attracting quality relationships with real estate agents from the development of customized relationship-building strategies.
Click here to get a free copy of the Marketing Planning Guide, a 20-page workbook designed to help you outline a strategy to becoming an Agent Magnet.
Visit us at http://www.loan-officer-marketing.com
Selling by Owner Tips
Do strangers scare or intimidate you? If you're planning to try to sell your home yourself, you'll have to get used to it. You'll also be opening yourself up to potentially dangerous situations and legal liabilities.
Real Estate Investing In Belize
Any trip to Belize starts fantasies of owning a beach villa, or a jungle resort. There are a lot of North Americans in this English speaking, former English colony.
18 Easy Steps to Buy a Bargain House
What is a "distressed" property? What is "bargain" real estate?A distressed property is one with a distressed seller. Job loss or transfer, divorce, death, pending foreclosure, and lack of money cause sellers to sell fast for less.
Real Estate Investors - Red Alert
How's the real estate marketing doing? Is the huge jump in home prices that is evident in some areas symptoms of a value bubble? Good questions, yes?Two things to keep in mind when surveying the market:1. All real estate is local, 2.
The Cat in the Attic
Strange and unexpected things happen during home inspections. Seldom are they tragic.
Purchasing International Real Estate
Interested in investing somewhere other than your back yard?Management companies have made it as easy to have a revenue property across the world as it is to have it across the street. You don't want to be collecting rents and plunging the toilets no matter WHERE it is!Different laws in different countries means some research is definitely in order.
Five Things to Help Sell Your Home Fast, and For More Money
Selling your home requires some thought and a clear plan of action. Here are five things to consider when you're getting ready to sell your home:1) Know Your BuyersAre most of the homes in your neighborhood being bought by first-time or move-up buyers? Depending on which group will be looking at your home, you'll want to do the things that will make your home appealing to those buyers.
Easing Your Way Into Homeownership: A Guide To Low Down Payment Mortgage Programs
There's no question about it: Buying a first home is a big financial commitment. In most cases, a home is the largest single purchase an individual or family will make in a lifetime.
Finding a Great Listing Agent for Your Home: 8 Tips
If you've decided to list your home, you'll be paying a real estate agent a significant amount of money to the hard work of selling your home. Therefore, you have the right to expect prompt attention, good service, and protection.
Real Estate Investing Myths That Steal Profits From Your Pocket
One of the things that distresses us about our industry is the amount of wrong or incomplete information available to investors. Some myths block what otherwise would be a great deal, while others would have you believe that a bad deal is actually great.
Investment Concerns for Selling Your Home
Besides the emotional upheaval of uprooting from your home, your property is most likely the biggest investment you have ever made, and its sale causes financial stress as well. You must protect your investment nest egg and secure your future.
Real Estate Lease Option Danger
Why are real estate investors having so much success offering "rent to own" homes?Lease-options offer home ownership opportunities to folks with little cash and not so hot credit.Oh boy, there are plenty of those around.
Home Selling: How To Set The Right Asking Price
Many homes remain unsold for a long time because they're over-priced. Pricing your home right is essential if you want to sell your home in quick time.
Investing in the Baltic Tiger: What Has Estonia Got to Offer?
Estonia's reputation is growing within the property investment market. Rising far above her new European neighbours in terms of infrastructure and growth, Estonia is fast becoming the Baltic's very own 'Tiger' economy with a healthy growth rate of 5.
Virtual Agent? Online Real Estate
When preparing to sell a house, you should always consider the options of selling a home privately or listing with a real estate agent. Of course, the most cost effective option would be to sell your home privately, but what about the number of Home Buyers in the market who are not willing to consider a private sale listing?I am a firm believer that people should be able to sell a home privately but, like a lot of people, was not the kind of person who would be comfortable buying from a Private Home Seller.
European tax haven Andorra enjoys the same fiscal benefits as better known Monaco, adding to property demand from those looking for residency in a tax shelter as well as traditional ski chalet buyers who flock to the country between December and April each year.With the end of the ski season last month many ski resorts in Europe have closed up shop until early December with overseas property owners having little prospect of rental income in the summer months.
Apartment Loan 101
So you're interested in going into business as a property manager? Have you given any thought yet to you'll enter this potentially profitable market? Reality check-unless you've just inherited a large sum of money from a relative or are otherwise independently wealthy you're going to find someone to borrow from. This is where an apartment loan comes in.
Equity is the value of your home minus what you owe on your mortgage. For example, If Joe's home is worth $200,000 and Joe still owes $170,000, then Joe's Equity is $30,000.
Talk to a Lender Before You Sell Your Home
If you're looking to sell your home quickly, and for top dollar, the best thing you can do is to be able to offer your buyers some sound financing options. That's why developing a relationship with a lender can be the key to a quick sale, and to more money at closing.
Real Estate Growth: How Long Will It Last?
There has been speculation in the media recently about the fact that real estate will begin to fail and implode as it can only handle so much growth. In my humble opinion these theories don't hold a lot of merit and here is why.
home | site map
All articles are copyright to their owners.
Note: this website lists articles, We do not Write Articles !