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Published on: 9/28/2008
Last Visited: 11/7/2008
Sign up for a free coaching session with Bob Williamson, one of the mortgage industry's most innovative and dynamic production coaches.
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Bob has found that giving mortgage professionals a real "taste" of what his coaching is like is the best way to identify the people who will benefit most from it.
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For background information about Coach Bob Williamson, go here.
And be sure to check out the free content on our homepage.
To learn about Coach Bob's unique approach to helping mortgage loan originators build more succesful businesses, go here.
What Could Coach Bob Do for You?
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What Could Coach Bob Do for Me?
Set Production Goals , And Actually Reach Them with Confidence and Consistency
We've all set goals, haven't we?
But do we always reach them?
Bob has identified 7 Critical Stages of managing a loan origination business, and developed a simple, effective system for monitoring those stages.
He tells his clients that, no matter what the market conditions are in your area, no matter where rates are, you can still reach your closing goals every month, because closings always result from a series of specific actions over which you have complete control.
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"Bob helped us develop a game plan we could follow , if you don't have that, you can easily get lost in the details of this business.
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Bob says, "The single largest cause of unrealized potential in the mortgage business is the failure to fully recognize the difference between a pipeline and a faucet.
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The point, according to Bob, is that we must recognize that there really are more things to do than we have time to do.
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"Bob Williamson helped me develop and implement systems that keep me more focused.
I had heard about most of the new ideas for generating business, but all these ideas were just running around in my brain , nothing was getting refined or implemented consistently.
Bob helped me create a system that was specific to my circumstances.
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Bob's 30-year career in sales and marketing has taught him that more often, the missing ingredient is a superior offer and product.
He's not talking about the loan product.
He's talking about your contribution to the loan customer.
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"Bob opened my eyes to a better understanding of sales and marketing as it pertains to the mortgage business.
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Bob can show you how to help your clients save $3,000 or more -- on the price they pay for the home they buy.
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Bob says that before he developed the Strategy Session, his clients' success rate at getting consumer-direct homebuyer leads to meet with them was between 10-15%.
Now, with a much more meaningful and clearly superior offer, that success rate is often above 25%, which means people are able to generate twice as much business with the same number of calls.
Building Realtor Relationships that Give You More Business , Instead of More Heartburn
What's the fundamental problem with most Lender/Realtor relationships?
According to Bob, it's that loan officers position themselves as vendors to Realtors, instead of as partners.
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As your coach, Bob will help you develop a Customer Care System that replicates your best possible effort with every single client.
This is the difference between getting a few referrals, and getting the full benefit of the annuity that is symbolized by your customer base.
But there's also another important reason to design and implement a Customer Care System in your business.
Bob puts it this way:
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This is what one of the industry's top producers and best-known speakers, Greg Frost, had to say about Bob in 1991, after a few years of working with him:
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Bob has coached originators at every level of career development , from rookies in their first year in the business to top originators closing in excess of $50 million per year.
The question to ask yourself is this: From wherever you are in your career today, what is the next step, the next level of development for you?
And how could a coach help you get there sooner?
To schedule a personal coaching session with Bob Williamson, click here.
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By Bob Williamson
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Using a personal story from his own experience, Bob identifies one key to success in selling , without which no one can ultimately be successful.
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Bob Williamson is a trainer and personal coach whose clients include some of the mortgage industry's top producers.
If you think you could benefit from coaching, find out how you can get a free, 1-hour personal coaching session with Bob.
And go here to find out how you can become the #1 Purchase Loan Originator in your local market -- not in spite of today's challenging market conditions, but because of them!
© 2008, Robert Williamson.
All rights reserved.
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By Bob Williamson
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In this article, Bob explains how loan originators can establish mutually satisfying relationships with Realtors.
After reviewing the reasons why agents typically have little respect for loan officers, he shows you how to identify the right agents, and how to approach them with a joint marketing program Realtors will respond to.
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If you'd like Bob Williamson to help you become the top purchase loan originator in your local market, find out how you can get a free, private, 1-hour coaching session.
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By Robert Williamson
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In this article, Bob debunks the idea that there is a "magic marketing pill" that will automatically make you successful.
He explains why fundamental marketing principles call for a deeper understanding of what your clients really want, and shows you how to prepare yourself to offer them something your competitors are not offering , something your clients really want , and how to actually deliver on the promises you make.
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Bob Williamson is a trainer and personal coach whose clients include some of the mortgage industry's top producers.
He can be reached at 505-292-4318
ã 2002, Robert Williamson.
All rights reserved.
Interview with Bob Williamson
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In an interview, Bob discusses his approach to coaching his clients in the mortgage industry.
This will give you a good overview of Bob's strategic approach to the mortgage business.
To schedule your own personal coaching session with Bob, go here.
Curtis: Hi, I'm Curtis Warner, and I want to welcome you to another in our MasterMind Teleconference Series.
Today we are pleased to have with us Bob Williamson.
Bob is in Albuquerque, New Mexico, where he has been coaching mortgage loan officers and branch managers all over the country since 1988.
Here's how I met Bob; I had been talking to some of my clients who have had long-term success with our technology, picking their brains for ideas I could share with my clients and prospects.
Bob's name came up in several of these conversations, so I called him.
After hearing Bob explain his system, and after reading his course materials, I knew this was something that would make a big difference for our clients.
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Curtis: Bob, how would you describe your system?
What is it?
Bob: It's a way for a loan officer or a branch manager to master their market, and by that I mean being able to do as much business as your "team" is designed to do, consistently, month-in and month-out, regardless of whatever the market may be like at that time of year, or regardless of where the industry is in its business cycle.
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Bob: Right.
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Bob: That's right, scorekeeping.
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Bob: Well, let's first look at the existing industry paradigm of what mortgage companies and loan officers offer clients (and when I say clients I'm referring to the people that most of you call "borrowers").
You're all offering:
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Bob: Exactly.
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Bob: No, I'm not saying we should compete with Realtors.
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To schedule your own personal coaching session with Bob, go here.
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Copyright © 2008 Coach Bob Williamson.
All rights reserved.
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