Respond!

I’ve always found it fascinating the number of people in sales and production roles that don’t respond to messages timely or efficiently. To be honest, it drives me nuts. More importantly, it drives their client or perspective clients nuts. I’ve never been able to relate with this and unsure if they entirely miss the messages or if they simply forget after reading or listening (if phone message, email, or text). I personally have an unrealistic expectation on how fast I expect a response as I want all to respond immediately as I do, but I find nearly half the people I interact with have horrible response rates.

Around 28 percent of our work week is taken up by emails. I get it. The solution is to organize yourself daily and categorize to effectively respond to all that require in a timely fashion. If you let things get disorganized or if you don’t respond quickly, you will lose out on not only new business, but put yourself that much further back in production. Immediate answers allow you to move onto the next client/task and also provide the people you interact with a much more positive view of you and your services.   If you don’t think your neglect on email and other messages are not hurting you, they are.

How you reply shows how reliable you are. When you’re dealing with a large financial transaction your clients need you. Business partners require timely responses and it’s vitally important we all understand this is a basic requirement in our line of work. Make responsiveness a priority. Time block if you must, but always acknowledge receipt if you need more time to address something. Personally, I will not do business with anyone nor refer anyone that is not an immediate responder. I expect it and many others do as well. Some of the busiest people I know, including myself, reply to each and every message personally and quickly. There is no excuse for being ‘too busy’. 

Don’t get complacent. Don’t get arrogant or self-absorbed that you give people the impression they don’t warrant a response or that they are not important enough. Delete and filter spam, but respond to any and every personal and professional interaction with clients and business partners ‘quickly’. Communication is the greatest asset or liability you have in business, depending on how you view it. Learn to listen and please for the sake of everyone you know, answer your phone!

“The single biggest problem in communication is the illusion that it has taken place.” 

― George Bernard Shaw

by Andy W. Harris, CRMS | President - NMLS# 124161

Vantage Mortgage Group, Inc. | NMLS# 35986

www.VantageMortgageGroup.com

The Elite Performer - Respond! - Featured in the September 2019 Edition of National Mortgage Professional Magazine