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I wanted to share success stories from the street of real originators and managers who are using the strategies to improve the number of opportunities and create new relationships. It never gets old when execution leads to, or even exceeds anticipated results!

Running the bank route. In an effort to create new opportunities from small banks and credit unions, they followed the plan and selected ten locations within 10 miles of their starting point (office) in each direction N/S/E/W. Following the schedule, they would be able to visit and connect with forty locations every month. The second week they ran into a small bank that was closing their mortgage division and this manager was able secure a complete branch office and about 35 million in production when he hired the whole team as a unit. The branches still refer their mortgage opportunities to the same team they know and trust, and those clients are better served with a wider catalog or loan products at a better price.

The next strategy from the street is a personal favorite and is the gift that keeps on giving! Birthday calls! I have an originator that has taken this strategy and used it to increase his business three-fold, while improving his connection with his database, client connection, valued communication opportunities, and a measurable increase in past client referrals, just by spending a few hours each month calling his clients on their birthday and wishing them a Happy Birthday! Sounds so simple, and it is, but you do have to do the work and make the calls. You also do it regardless of any other types of marketing you are doing by email or snail mail for your clients. Not a sales call, just a “Happy Birthday” message or call. The past few weeks this loan officer shared with me that he made a little over 50 calls. Engaged in extended conversations with 8 clients. Which resulted so far in 4 loan applications for loans totaling over one million dollars in total volume and more than $15,000 in personal commissions! So, there were ZERO marketing costs, just pick up the phone and call. This habit generates this originator about $300 per hour for his efforts. Not a bad use of his time and energy, and the big bonus is, he LOVES making the calls even when they don’t result in a loan, sometimes they result in a future referral or just a great feeling of making someone happy!

The strategies work if you work them. What strategy will you employ before the end of 2021 to help Improve Your 2022? If you need help, it’s This email address is being protected from spambots. You need JavaScript enabled to view it.

Posted On Monday, 06 September 2021 00:00 Written by
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JulieJulie Timms began her real estate career in 1979 in Hilton Head Island, SC and in 1985 opened her first brokerage, a Coldwell Banker franchise. In 1998, Julie and her husband, Bernie Timms, decided to downsize and open a small independent brokerage. In all those years Julie’s has focused on one thing – the success of each individual client. Julie’s desire for excellence in her business has led her to achieve the following real estate designations and certifications: ABR, CRS, CCIM, CLHMS, e-Pro, GRI, RSPS, TRC.

Posted On Thursday, 02 September 2021 00:00 Written by


Nate Martinez NewBckgrnd Web v1Nate Martinez is the owner of RE/MAX Professionals, a multi-office franchise located in the greater Phoenix area. He passionately believes in the value of education, having trained hundreds of real estate professionals across the globe as a speaker and a coach. With nearly 35 years in the real estate industry, he has been recognized with the Lifetime Achievement, Titan Team, Circle of Legends and the Luminary of Distinction from RE/MAX. One thing he is most proud of is the charitable contribution of his agents, and their support of the Children’s Miracle Network. In addition, he is also proud to be ranked the number one brokerage in Arizona when it comes to production per agent. The highlight of running his team is getting to work in the trenches every day with his fiancé Tonya, his oldest daughter Brandi and his son Nate Jr. Nate is an avid golfer, foodie, loves to attend sporting events and concerts and traveling the world. Together, Tonya and Nate are raising a teen daughter named Mila who they are so proud of.

Sarah Michelle BlissFor more than twenty years, Sarah Michelle Bliss has been a part of the RE/MAX family and an original founder at her brokerage in sunny Arizona, RE/MAX Professionals. She joined the number one team at the time, the Nate Martinez Team as a buyer’s agent in 1997 and later became the team leader, where she managed for the next ten years. She is a published author, has trained both locally and nationally, including the development and delivery of accredited real estate classes. Sarah is a Master Coach for Workman Success Systems based in Salt Lake City, UT and a certified DISC/Motivators Practitioner, Star Power Speaker/Trainer, licensed REALTOR®, and author for RISMedia. Today, Sarah Michelle is the Director of Agent Development and teaches the RE/MAX Momentum Complete Agent Development program for her brokerage. She lives in the west valley with her significant other, three cats and two dogs. Together they enjoy exploring the outdoors in their Jeep, rock hounding and share a love of music and football. 

Posted On Wednesday, 01 September 2021 00:00 Written by
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