Surprising how effective you will be when you ask the question- May I be permitted to address your sales staff at the next sales meeting? Our company has a new loan product that needs to be explained to your staff, when is it convenient to speak to them?

In fact you should ask to become part of their regular sales program once a month.

It is questionable that you will be invited to speak if you don't ask.

Who should give the seminar?

The first most logical person is the loan officer, the person who calls on the account and tries daily or weekly to make an impression on the account. The next most effective person is the President of the company. If that isn't convenient, or if the company is too big, then bring the sales manager. If there is no sales manager, then bring the processor, or closer, or underwriter. To be most effective, bring someone who deals with the file other than just the loan officer.

What is the purpose of seminars?

Seminars are meant to help show your clients that you care enough about their business that you want to help to teach them to be more professional at their job. Seminars are obviously a method of marketing the company and the loan officer. If handled correctly, it is an effective way to allow your prospects to know you better, and want to refer business to you.

Who should be at seminars?

Request that every salesperson in the office be allowed to attend. If you can also try to have any branch office people invited. The manager's involvement shows support of your program, especially if you ask the manager to say something during your presentation.

What do you talk about?

The first seminar should always be about you, your history, your company, your commitment to service, your computerization, and some short time on programs. Remember, if they ask you questions, you have made a connection. In future seminars, always remember to discuss your commitment to service, but spend more time on such things as your new programs or new computer hardware or software; this shows a progressive, professional company.

How often?

There should be a requirement in every mortgage brokerage/banking office that every loan officer be required to give at lease one complete seminar every other week. That's twenty six a year, and if you follow the formula of calling on twenty five clients a week, then you will give at least one to every client you call on one time a year.

If you can obtain an invitation to attend at least one sales meeting a month, that is the ultimate.

Why give seminars?

If you don't, other loan officers will! Your competition will be doing the things that you should be doing. New loan officers will be looking to make good impressions on your client base.

They are fun! They are a great way to interact with salespeople that you seek to meet in a way that you have their attention and if you know how, you can keep their attention focused on you.

How long?

The first seminar should be only fifteen minutes. Make a big splash and close. If you are good on your feet, you will get the opportunity

to go back. Try never to make a session longer than half an hour. If you are stopping in this office regularly, you will get plenty of opportunities to make further good impressions.

Be sure you leave them with your new style rate sheet. Fax me a request and I'll send it to you. Be sure the rate sheet has a photo of your office building on it. Be sure it is on yellow paper with red print!

Do it! Don't just think about it!