You already have your own Sales Team, though you may not yet realize it ...

Look around your office - Sales Teams often have more listings and sales.

Today's topic is more about a professional approach to your business than about the real estate and finance information that you have come to expect from me. Some of the more successful individual Realtors� for whom I handle buyer financing apply this thinking as part of their business plans and management styles.

Whether you're the listing agent or you bring the buyer to a sale, you may be able to use at least part of this approach to help your deals progress more smoothly.

And those teams' successes aren't just because more people are involved.

It's because they've learned how to delegate and share responsibility for various transaction functions.

With a similar approach, you can individually enjoy the

benefits of having a sales team, yet without the expense and management effort that are usually involved.

Manage your referral team like it's your own sales team -

because it is!

Running your local Referral Team as your own Sales Team is more a professional state of mind than about taking on more expense.

It is about responsibility and accountability, not renting office space, doing more marketing, and paying out a larger part of your commission.

First, let's identify some of the many transaction phases
you handle as a Realtor� :

- Marketing - Contract offers / counters

    - Market research (CMAs)         - Appraiser / inspector access
    - Client interaction                  - Closing coordination
    - MLS listing maintenance      - Contract date compliance

- And more...

Next, look at the other participants involved with an average transaction:

   - Buyer and seller                 - Loan Originator / lender
   - Inspectors                           - Realtor� handling the other side
   - Appraiser                            - Title company / closing attorney
   - Insurance carrier                - Local government
   - Property maintenance       - HOA board and management

When it comes to other professionals on whom you depend to reach a successful closing, it may take a few tries to find ones that have the right combination of competence, responsibility, and client service.

Once you find referral partners you trust and have confidence in using, your deals become much cleaner and progress more smoothly.

You, the buyer, seller, other Realtor�, and everyone else in the deal will be depending on them, so hold your referral partners accountable for meeting contract dates and providing the service they agreed to provide.

Be sure that open and timely communication is everyone's priority...and hold them to that standard.

You are the CEO of your referral team, and by making a referral for a transaction-related service, you have made that person or company responsible for performing up to your standards.

Instead of waiting to see how a referral partner will perform, set the standards and expectations right up front. If those standards aren't met, find another one who can deliver at the level you require.

Excellent service and accountability are often seen as

the best thanks for being given the opportunity to contribute.

Develop a referral team of reliable local professionals -

We all have horror stories about lenders, inspectors, insurance agents, title people, and others who have dropped the ball and caused a closing to be unnecessarily delayed and stressful.

Responsible referral partners contribute to your deal,

they don't complicate it.

Sometimes problems arise from a company or contact person not being local or familiar with South Florida real estate. This is often the case with banks and lenders who have out-of-state corporate processing and underwriting.

This is where the timely communication we mentioned above becomes even more important. You need progress reports to be sure everything is coming along as planned and scheduled.

When it comes to contributing to your transaction and arriving at a smooth closing...

Hold me responsible and accountable for handling buyer financing on your next deal.

Those of you who have already referred buyers to me know that after walking them through application, I personally coordinate with the title/escrow company or closing attorney, your buyer's insurance agency, and any other party involved in your sale.

While guiding buyers through our closing timeline, others in the transaction are kept "in the loop" all the way, being copied on emails and receiving updates as we approach settlement.

Buyers, sellers, and Realtors� are much more comfortable

when they have good information and know what to expect.

Let me reinforce the trust

your buyer has placed in you! sm

Chris Carter Mortgage Advisor / Originator

239 898-5455 cell NMLS 861361

Paramount Residential Mortgage Group, Inc

4375 Radio Rd

Naples, FL 34104

239 659-1660 office � 2015 Chris Carter

February 18, 2015

Chris Carter

Mortgage

Advisor / Originator

NMLS 861361

239 898-5455 cell

Naples, FL