The Three Big Questions for Your Realtors®

Written by Posted On Monday, 07 August 2023 00:00

The significance of asking the right questions cannot be undervalued.  But how do you ask these three big questions if you don’t know what they are? Well, let me help you with those:

  1. 1. “Are you more focused on getting your next listing, or your next qualified borrower?”
  2. 2. “What are the activities associated with doing that and when do you do it?”
  3. 3. “Would you be willing to spend two hours one day a week for the next month working with me to generate that next listing or borrower?”


This will change the conversation completely! You find out a wealth of information that will help you determine if this person is the type of person you want to work with! Now, they may not have a preference or even a plan, but they MUST be willing to do the work if you are going to make the commitment to work with them! See how I changed the dynamic from asking for referrals to them working with you to generate their next opportunity?

There are multiple strategies on the website to help you share with them how and what to do to make their choice become reality. All proven strategies that will work if you do the work! Sometimes having a new strategy and an accountability partner to work with can make all the difference! Helping generate opportunities is great for building lasting relationships! Try it for yourself and see!

Today we have unemployment numbers and tomorrow is the jobs report. It will be very interesting to see how far apart the ADP numbers and the jobs report are. For a while it seemed that ADP was tracking below the jobs numbers and now it looks like they are tracking far above them. The data could make for a bumpy few days in the bond markets, so just be aware that the markets may react and quite possibly over react!

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Michael White

After 18 years working in all phases of mortgage originations, Mike left day to day originations to start his consulting and coaching company. Now, more than 18+ years later, Mike is working with clients across the country in all markets, big and small, that have generated more than three billion dollars in loan originations within a year.

Mike teaches a system that is focused on time management, action planning, marketing a message, and creating value for both clients and referral sources alike. Quite simply, providing more value leads to more opportunities, more income, less time, and a systematic approach that begs to be duplicated.


By breaking down individual aspects of the mortgage business and providing a step by step approach to creating a consistent flow of opportunities that can lead to a highly successful mortgage practice. That is why people who incorporate these strategies out produce the national averages by almost 3 to 1!

Fundamentals and simple strategies provide day to day activities that help provide a “scheduled success” philosophy. It’s all about identifying, targeting, and establishing profitable referral relationships using exceptional value to keep you in the center of your own referral triangle.

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