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Need your input...this is great!

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Dee Dee,
This is a great opportunity for you, and I agree with all the comments presented. Although it has been mentioned by several others I would like to emphasize one point in particular. Show them HOW to read the report and encourage them to read the ENTIRE report including ALL addendums. Seems like most of the questions asked by LOs are already answered somewhere in the report. I especially like Jo Ann's "day with an Appraiser" concept. Good luck!
Walt
 
1. Do something very orignial in the way of food. If this is an early morning thingy...try Orange Juice and Champagne (very light - don't get them drunk). Bagels with lox and cream cheese. Something abit classy.

Or cater in a lunch, spend a couple of bucks, one appraisal fee makes it up. Do something memorable. Get some mason jars and fill them with M & Ms. Put your business card on the front of the jar with a note that says "I fill this jar each time I drop off an appraisal".

Now, young lady, look your best...where is that sexy red dress???? LOL.

As far as the presentation, do things that will really help them. Make it reasonably short and ask if you can come back with more details later. What I would do is point out the things that underwriters are going to be looking at. Stuff that gets appraisals rejected. Don't preach.....teach.
45 minutes is plenty for the first go around and leave time to answer questions.

Lastly, sell yourself. Tell them why they should use you. Personal service, a willingness to listen to their needs..but be firm in that you will not do anything illegal, unethical, or immoral...and then giggle.

We started our business this way...developed 3 really good clients. We would meet with them once a month and bring food, lots of food! Offer a dinner for two at a nice restaurant to the LO who orders the first appraisal from you.

Appraisal Marketing 101
 
HI MIKE! I MISSED YOU!
Great suggestions. I have the owner of the mortgage company putting together a list of things that she can think of to cover. I've never looked at an appraisal from a lenders point-of-view, so she might come up with some interesting ideas as well.
The meeting is in the afternoon around 2:00, so the champagne and OJ is out. Although I love the M&M's idea the owner is on a diet so she'd kill me for doing that! I'll think of something, though. Maybe a big plate of nachos and beer? :lol:
And Mike, although I can still kick butt in Spandex I wouldn't dream of showing up looking anything other than completely capable of measuring a house on a 45-degree angle hill in 12" of snow. Up here a nice pair of Wrangler jeans, clean union shirt and well-treaded hiking boots will earn you respect. Besides, the ladies hate you if you look better than they do. :lol:
 
Dee Dee,

Just woke up a few of my dormant brain cells. Years ago in my "former" life I provided technical classroom and field training to dealers and customers on maintenance and operation of municipal equipment. I had a handout that was a "three fold" sheet of letter paper that when folded was a self addressed and stamped mailer back to me. On the inside at the top was a single line "Questions I Forgot to Ask!". Many times people do forget to ask their question, and some people are very reluctant to ask a question in a group setting. This provides them an opportunity to ask their question privately. The response was amazing, some as much as 6-8 months later! Obviously some kept this sheet of paper handy just in case. A variation on this, with appropriate advertising, could keep your name in front of them after the session.
Hope this helps,

Walt
 
Great idea, Walt. I'll keep it in mind if I am fortunate enough to have any of my more distant clients invite me to do so.
But I try to always hand deliver my reports, so I'll be on hand for them to ask me any questions they have. I'm an old fashioned business person...personal service with a smile. :)

Dee Dee
 
And how may I best serve your needs????
 
Mike,


And how may I best serve your needs????
Click to expand...

You'd better cool it or I'll sic Pam on you! :P :lol:
 
We have had the same experience:
we have had loan officers who want to see the process, last year I had a mortgage broker ask to ride with me. The Broker has since taken USPAP and appraisal 1, He has stated to his officers he had no idea of the laws and rules that appraisers work under, but he does now. he understands what a pushed value can do to an appraiser as well as the home owner. When I come in with a low value and one of his LO’s start to have a meltdown he intervenes and points out that if the value is pushed it will never get through underwriting, and the appraiser could face financial sanctions as well as legal sanctions. This is not a fairy tale and I do 80% of their work .

It opened my eyes to the need of educating our loan officers. Yes there will still be the jerks, the idiots, but perhaps we can change the attitude of our customers one Lo at a time
 
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