Are you closing strong?

by Tim Mislansky

One of the things that successful loan originators do is attend mortgage closings? Do you?

Those that do usually swear by the importance of it,, but I hear from some originators that they don’t have time to attend the closing. I think that’s pretty short sighted…..and here’s why?

Originators who attend closings benefit in a variety of different ways. If you aren’t doing this, find a way to fit it into your schedule.

Here’s my short list of reasons:

1. You get to thank the borrower for choosing you and the Credit Union. This helps reinforce your relationship with the borrower and the Credit Union. Use the opportunity to ask them to refer you to others and give them your business cards. And touch base with your consumer lending team so you can tell the member what else they are approved for on the lending side.

2. You get the chance to answer questions or fix anything that doesn’t go right. Sometimes a loan closing goes wrong or the borrower thought something else was supposed to happen. If you’re not there, the borrower either postpones closing, delays closing or closes and isn’t happy. None of these are memberlicious approaches.

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