Relationships STILL Rule – The One Thing Series

By August 2, 2019The One Thing

Thank you for joining me for the fourth installment of The One Thing. I’m so glad to have you on this journey with me, and I hope you are finding our study of the One Thing concept to be helpful in your own business. In this installment of the series, we will hear from a third XINNIX alum, Brandon Davis, on the one thing that sets him and his team apart from other branches.


Brandon Davis, Branch Manager with Amerifirst Home Mortgage

Brandon Davis, Branch Manager for Amerifirst Home Mortgage, believes that even with the advancing technology we have access to, relationships are still king. Davis and his team try to conduct face-to-face strategy meetings with every one of their customers. “When you meet with a person versus doing business only by phone or email, you give the experience a personal touch,” Davis says. “It takes more time, more effort, and more teamwork to be able to accomplish that, but if you can do it, your lead conversion is going to be much higher since you’re developing a relationship early on in the process.”

Brandon and his team sit down with their customers do go over how a loan works and walk them through the options they can offer whether it’s traditional lending, purchase-based lending, or renovation lending. Davis commented, “When you’re working with folks in the marketplace, the more they understand and the more transparent the process is, the easier it’s going to be on everyone involved.” Brandon encourages other loan officers to meet with their customers face-to-face as well. “Whether you go to them or they come to you, or you meet them half-way, you’ll find that you’re going to convert more leads to loans.” Davis believes that by emphasizing these in-person strategy meetings, he and his team have elevated themselves as an oddity rather than a commodity.

Today, we have more technology at our fingertips than entire generations who have come before us. It’s hard not to get swept up in the latest gadget or software that promises to make your job or your life easier, but it’s important to remember that no technology will ever be able to truly replace the human touch. It’s also important for mortgage professionals to take a step back and realize that while closing a loan may be your normal, each loan represents a huge milestone in the customer’s life, which is far from their everyday normal. They look to you for support and guidance through what most consumers consider to be a difficult and complicated process. When a loan officer goes the extra mile and provides this personal touch, it’s appreciated and remembered, and when that customer starts looking for their next home, they’ll be knocking on your door instead of shopping rates.

Next week, we’ll be talking to our CEO and Founder Casey Cunningham who takes the concept of the One Thing in a different direction. We’ll move past the workplace and see how the One Thing can be used to transform your personal life and how it can help provide the much-needed balance we all crave. You don’t want to miss it! See you next week!

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