Motivational speaker and salesman Zig Zigler said, “People often say that motivation doesn’t last. Well, neither does bathing – that’s why we recommend it daily.” The same can be said of sales activities. 

Early in my career as an insurance professional, an older top-producing agent said, “Activity leads to production”. I took his words to heart and they’ve stuck with me ever since.

The trick is knowing where to begin. 

With that in mind here are 10 sales activities to consider to generate more exposure, leads, and funded loans.

Make customer care of existing borrowers the cornerstone of your business. As mentioned in our webinar last month HECM professionals should schedule annual phone calls with past borrowers to remind them that their annual occupancy certification is on its way and must be completed and returned. A follow-up call to confirm completion is always appreciated.

If you want referrals from previous borrowers then consistent contact and care is job #1.

Stay in touch with your professional network. How close would you feel if you didn’t see your spouse or significant other for a year? Likely not very. The same applies to the connections you’ve already established in your community. Drop a call every 3-4 months not to ask for referrals but to merely connect and catch up. 

Always be useful. Find creative ways to provide genuine value to homeowners and professionals alike. The goal is not to pitch a sale but to provide meaningful and timely content that benefits your audience. Most potential reverse mortgage borrowers began doing their own research long before they contacted an originator.

Bunch your appointments. If you will be meeting a potential borrower in person try to find other prospects you’ve spoken with before and see if you can meet. This not only saves gas but allows you to make a personal connection that Zoom meetings just cannot. Offer two times- one before and one after your appointment.

Get out of the office! Sitting and waiting for the phone to ring is agonizing! Instead take back some control by getting out of your office to meet with a local realtor, attorney, senior specialist, or financial advisor. You may find that getting out and about will shake away the sales blues and buoy your confidence. The desk is for paperwork, but your hands and feet are for meeting people who should know you as the go-to reverse mortgage professional in their city.

Get personal. Leverage the power of technology by incorporating video into your communications. Emails with an embedded video are much more likely to be watched and help make a personal connection with both existing and potential borrowers. Many professionals use Bomb-Bomb and Loom to make quick greeting videos or a video walk-through of important HECM documents such as a proposal packet or an application. Always end every meeting with a mutual agreement on the next steps to be taken.

Get organized. Any reverse mortgage pro who’s serious about their business should have a CRM (Client Relationship Manager). A CRM allows you to find who may qualify when rates tick downward or home values climb. Also, a CRM can automate periodic email communications.

Put your teacher’s hat on. If you’ve built an online professional network consider offering bi-monthly webinars. Topics could include, ‘The truth about reverse mortgages’, ‘5 pitfalls to avoid with a reverse mortgage’, or ‘What beats a HELOC every time?’. Find interesting and timely topics and invite potential referrers to a free webinar. 

Manage your sales pipeline. If you want to light a fire under your bottom track your sales pipeline. In our recent interview with George Vrban he mentioned how he uses a whiteboard to track inbound leads, proposals, applications, and loans that are ready to be closed and funded. Visualizing your sales pipeline will incentivize you to keep your continually full. What you want is continued sales velocity. 

Know the difference. Did you know that most salespeople spend less than 30% of their time actually selling? That’s why it’s imperative to differentiate between activity and effective activity. Checking your email constantly is not an effective sales activity. However, getting on the phone or going out to meet someone is. Be on guard for activities that are the empty calories of sales. Instead, focus on high-value activities that build relationships, establish authority, and bring value to homeowners and professionals alike.

Motion creates momentum and sales momentum creates opportunities. What sales activity would you add to this list? Leave your inputs in the comment section below.