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Scott St. John provided an incredible road map for all of us to "Super Charge" our businesses for 2010.  He challenged us to take one thing that will help our businesses in 2010 and commit to that item for 21 days.  Those that attended please feel free to share what that one thing will be. 

He encouraged all of us to listen to our voicemails and see if the message was compelling enough to leave a good first impression for the caller.  He suggests that you not apologize for being busy, make your message upbeat and assure the caller that they are never an interruption of your day but the reason for it.

The two key items I am following up on are a daily "to do" list with assigned priorities. I used to do that but slipped away from doing that consistently. Scott suggests writing the list down daily and then checking off the completed items and reassessing for the next day any unfinished items.

The other key component that impacted me was Scott's advice on breaking down your database.  He categorizes as follows:

1.    Prospect-someone that you may have potential to do some business with.

2.    Client-someone that has been identified that has a specific need for your services.

3.    Customer-someone that conducts business with you.

He then breaks customers into four categories and personally I thought this was genius:

    A.    Non returning    Non Referring Customer

    B.    Returning          Non Referring Customer

    C.    Non returning    Referring Customer

    D.    Returning         Referring Customer

His goal is to focus on customers that will return and refer.  His term for the customer that returns for more of his services and is a great referral source is "Raving Fan".  His suggests we identify those customers that have potential to be a raving fan and guarantees you will increase business for 2010 by nurturing those relationships. 

As always, Scott had an abundance of impactful information that will make a difference for each of us in 2010.  It takes a plan and execution.  He encouraged each of us to have an accountability partner to make sure we follow up and follow through with our committments.  As we all know, without execution no plan wll succeed.

Bob, Kellie and I wish all of you a very Merry Christmas and a Prosperous New Year.

Gary

Scott St. John, Vice President of American Pacific Mortgage Corp. and a recognized expert in loan and lead generation, database management and Franklin Covey's Personal Management System, is returning to Spokane on December 10, 2009. Scott's class to our realtor partners is "Supercharge your Business in 2010", promises to be the single best class you can attend to build, manage and grow your database. His coaching will help you develop your own E-Marketing system to reach even more clients. Scott also teaches the essentials of "Time Management". This is an important opportunity that you can't afford to miss!

The class is December 10th from 11:30 to 1:30 at the Quality Downtown. The class and lunch are free, but pre-registration is required. Please return to our home page to submit your registration as class size is limited.

Thank you and make it a great day!

Gary

Now that our heads have stopped spinning with all the information that Scott shared at our seminar on September 11th, I wanted to recap some important points.

First off, I promised to post the National HVCC Appraisal Complaint information for you to keep in your arsenal to report violations of the Uniform Standards of Appraisal Practice: <A href=https://www.efanniemae.com/sf/guides/ssg/relatedsellinginfo/appcode/pdf/hvccinterimcomplaint.pdf

The Appraisal Subcommittee website is: http://www.asc.gov/ 1401 H Street NW, Suite 760, Washington, D.C. 20005. Ph. 202-289-2735

Scott covered a lot of ground regarding the HVCC and Appraisal Management Companies (AMC's) Look for some clarification October 15th on the various interpretations that lenders and AMC's have been using that was not the intent when HVCC was passed. The hope is it will make the process easier and lighten some of the restrictions that have been over layed.

MDIA, which stands for Mortgage Disclosure Improvement Act, took effect July 30, 2009. This mandates initial disclosure wait periods based on the method of delivery of disclosures and any necessary re-disclosure period, which is triggered by a .125 CHANGE (up or down) in the APR. This could be from a slight increase or decrease in closing costs, a change in interest or the number of days interest is being charged, depending on when a closing occurs. This even applies if borrowers have signed closing docs! If there is a change of 1/8th percent or more, the closing is void and new Truth in Lending disclosures must be sent, and once the waiting periods (3 mail delivery + 3 review days) have past, new docs are drawn and signed. The only way to shorten the time, is re-disclosing face-to-face and have them signed and dated. Some lenders allow for email disclosure with delivery confirmation receipt. This law is for all loans, FHA, VA & Fannie & Freddie. This is a potential cause for lost locks and expired P&S agreements. A copy of the appraisal must be furnished to the borrower prior to closing. The same wait periods apply.

Look for Scott's return to Spokane on December 10th - "Supercharge your business for 2010!" More details will be posted later.

Best Regards, Gary

As a local Branch of American Pacific Mortgage Corporation (APMC) - we are hosting a seminar for our local realtors to learn about the severe impact the new laws are having, not only the mortgage professional, but realtors and their clients. Scott St. John, Vice President of APMC, is one of the industry's leading experts. Scott also serves on the Advisory Board of Freddie Mac and has incredible knowledge of these new laws and how they affect you. From new disclosure requirements, additional waiting periods, voided or extended closings, HVCC and the $8,000 tax credit to the upcoming RESPA reform on January 1, 2010 - Scott St. John will explain the facts in plain English to help you and your clients be better informed - and prepared.

DATE: Friday, September 11, 2009 

LOCATION: Quality Inn Oakwood, N. 7919 Division, Spokane, Washington.      

TIME: 10:15 am -1:00 pm 

A FREE continental breakfast & lunch will be provided.

YOU CAN'T AFFORD TO MISS THIS SEMINAR - THESE CHANGES ARE HERE! 

You can RSVP for your attendence by sending an email with your name at RSVP

Hope to see you there!