Kickstart Your Week ~ Are you listening?

Quick recap

The team discussed various topics including a Fairway flannel jacket, the impact of the President's Day holiday on their work, and upcoming classes with Jason Forrest and Genie Field. They also shared personal updates and struggles, with Nino emphasizing the importance of understanding and overcoming procrastination. The conversation ended with discussions on key factors contributing to Sheri's success in her business, the importance of clear communication with clients, and the need for personalizing interactions to build long-lasting relationships.

Next steps

• All attendees to review their client communication process and avoid using impersonal terms like "database", "file", or "transaction" when speaking with clients.

• All attendees to implement a system for tracking personal details about clients (e.g., pets' names, children's milestones) to build stronger relationships.

• All attendees to examine their current processes and identify areas where they may be making assumptions about clients' needs or circumstances.

• All attendees to consider implementing a team communication system similar to Sherry's to ensure consistent client experience across team members.

• Nino to email the procrastination video to interested attendees upon request.

• All attendees to reflect on what might be blocking their progress on goals and ask themselves "What is making this so hard right now?

Summary

Checking in on President's Day

On President's Day, Cathy and Nino organized a meeting with over 20 participants, including new faces and regulars. They initially discussed the delay in receiving Genie's response through the messaging system, which was eventually received. The meeting then transitioned into a check-in session where attendees shared updates about their personal lives, such as their fitness routines, new houses, and family matters. Despite the holiday, the participants acknowledged their responsibility to start the week on a positive note and maintain their professional commitments.

Overcoming Procrastination and Building Confidence

Nino shared his personal struggle with procrastination and how he overcame it. He realized that procrastination was not a laziness problem but a discomfort problem. He focused more on the process rather than the results. He started celebrating small wins and took consistent small steps to build confidence. He also emphasized the importance of understanding the root cause of procrastination to apply the right solution. He encouraged everyone to focus on progress, not perfection, and to start with small goals.

Sheri's Key to Success in Business

Cathy and Sheri discussed the key factors that contribute to Sheri's success in her business. Sheri emphasized the importance of empathy and active listening in her interactions with clients, which she believes sets her apart from others. She explained that she takes detailed notes during her conversations with clients, including personal details, to better understand their needs and build a rapport with them. Cathy appreciated this approach, noting that it requires full presence and attention during conversations. Sheri also shared her 2024 business numbers, which were slightly over 50 million for 91 units, and expressed her intention to realign her goals for 2025.

Understanding Recipients' Wants in Payment Emails

Sheri discussed a template for emails that includes basic information and asks two key questions: what the recipients want their payment to be and what they are comfortable with. She emphasized the importance of understanding what the recipients want, rather than just what they can qualify for. Cathy agreed, noting that the recipients' lifestyle is not considered in the maximum payment. They also discussed using specific terminology to avoid alienating the recipients and to maintain the significance of their transaction.

Handling Clients With Career Transitions

Sheri shares her approach to handling clients who temporarily don't qualify for loans due to career changes. She emphasizes the importance of clear communication, understanding the client's goals, and maintaining a positive outlook. Sheri and Cathy discuss the significance of emotional intelligence and depth of conversation in these situations. They also detail a system for sharing client information within the team, including lead sheets, follow-up interviews, and a shared drive for notes. This process ensures consistent communication and a personalized experience for clients throughout their loan journey.

Personalizing Client Interactions for Success

In the meeting, Sheri emphasized the importance of personalizing interactions with clients to build long-lasting relationships. She shared her strategy of regularly checking her CRM to stay updated on clients' lives and to send personalized messages. Cathy shared a lesson she learned from a client's insurance shopping experience, highlighting the need to ask detailed questions to understand clients' unique circumstances. Peter expressed admiration for Sheri's approach and her ability to involve her team effectively. Nino ended the conversation by encouraging everyone to reflect on their processes and to make their interactions more personal, rather than impersonal.