How to Act Superior and Tick People Off

Pre-Reading Warning – this is me on my soapbox……but read on…..

In the memberlicious pursuit of trying to help more members with home ownership, many credit unions are trying to get in front of Realtors more and hiring outside loan originators. I applaud the efforts. This is key to building purchase money business. I often spend time in the blog talking about how to do this and why it’s important.

Now I’m a fan of Dale Carnegie’s book How to Win Friends and Influence People and many of the traits he suggests are great for working with Realtors (that might be a future blog post), but there’s also a dark underbelly of the sales world.

I call it “How to Act Superior and Tick People Off”. I get a lot of requests of my time from unsolicited vendors & sales people. I understand they have a job to do, but their arrogance ticks me off. They email me or call me out of the blue and expect me to be so appreciative that they’ve graced me with their time.

Here’s what someone must be teaching is sales school to these folks. I suggest you NOT use these approaches in trying to work with Realtors……

__________

Here’s an actual line from a recent email from someone who wanted to meet with me.

To ensure in the successful coordination of both our schedules, I ask that you reply to this email Today and let me know what week works best for you: August 4th, 11th, 18th or 25th? 

Don’t ever assume your schedule is more important than a Realtors. It’s not any more important (though it’s not any less important). Just remember you are asking for something. Be considerate of them. I hit the delete button on this email without responding.

 

Another common tactic that must be being taught at some online sales school is this….

“I just need twenty minutes of your time.”

If a Realtor gave 20 minutes to every loan originator who wanted to talk with them, how many minutes do you think they’d have left in a week to try and sell a home. That’s like asking “If a tree falls in the forest and no one is around, does it make a sound? If you want something from a Realtor perhaps try starting with something they might value.

 

Another approach is the unannounced show up.

You get a call from the receptionist that says so-and-so is here to see you. They said they don’t have an appointment but just wanted a few minutes of your time. 

I wonder how someone could be more rude. If you do this to a Realtor, again you are saying that your time and your needs are more important than theirs. If I’m not expecting someone at the receptionist calls me, I just let it go to voicemail. Check the voicemail and if it’s an unannounced sales call I ignore it. They will eventually leave.

Perhaps I’m being rude in my responses. But in the business world and the mortgage world, everybody has something to sell or wants something. I get it. We can’t succeed without others help. Others want us to buy stuff so they can succeed. Just be sure to use a memberlicious approach when reaching out to Realtors and don’t act superior and tick them off.

Being Memberlicious Should Be Fun

Being Memberlicoius is supposed to be FUN! After all, how cool is it to help someone buy a home, especially their first home. Recently, our Wright-Patt Credit Union mortgage group filmed a video to show how memberlicious they are as part of a Credit Union wide video contest.

Check it out

 

They’re Baaaack!

They’re baaaaack!

 

That’s the famous line from Poltergeist 2 when the little girl answers the phone. And it’s applicable today, as Fannie Mae (and I presume Freddie Mac) will soon bring back the 97% LTV loans.

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Who to Serve?

Today, I got the opportunity to hear Steve Deggendorf, Fannie Mae’s Director of Economic & Strategic Research, present some of Fannie’s most recent market research. If you don’t pay attention to the information Fannie researches and presents (for free) you are missing out big time. You can visit Fannie’s web site to see the great amount of high value research.

I don’t know that Steve’s ever heard the term “memberlicious”, but the material in his presentation is great fodder for how Credit Union could become more memberlicious. Steve presented a lot of good data and insight, but I was most interested in the section of his presentation of how higher (greater than $100k and lower income (less than $50k per year) borrowers look at purchase process differently.

Here’s what Steve shared:

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How Are You Marketing Mortgages?

The other day I walked by this sign and just had to take a picture.

sushi

Now I don’t eat Sushi. There’s that warning on their menu that makes me nervous – consuming raw or uncooked meat or fish may cause illness or death. There’s a reason why they put that warning on menus. Somebody probably became deathly ill. So I don’t east sushi.

Anyway, I was intrigued by the sign. Half Price Sushi Every Day. So what are they marketing. If their everyday price is half price, isn’t that the real price. Confused, so was I.

So what does this have to do with mortgages and being memberlicious? Well grab some wonton soup, eggroll or General Tso’s chicken (I do love the Chinese buffet) and read on….

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