Solve the Problem Before it's a Problem

Obviously this is not a new concept. Most of the best solutions to life’s issues are tried and true - there is no reason to reinvent the wheel. To fix the complications that exist in most business processes, I think this is the easiest solution, when properly implemented. I know beyond a shadow of a doubt that the key to having an efficient process in the real estate world is dealing with potentially problematic issues before they become significant issues.

How many times have you been involved in a deal and find out two days before closing that there is a problem and closing will have to be delayed? From what my newer referral partners tell me, that seems to be the one thing that irritates their clients more than anything.

I want to go back again to something that I heard, and really felt to be the main takeaway from the top producer panel at the GNAR convention a couple of weeks ago. Every panel member, both Realtor and mortgage professional, has gone to great lengths to create a process that either eliminates problems or deals with them early in the process. I’ve mentioned before that I think my team has created a world class process (timeline and communication) for our mortgage clients. The driving force behind almost everything we do is eliminating confusion and problematic issues either before they happen or at least early enough in the process that the issue isn’t last minute. Having in house processing, underwriting and closing are a HUGE help with this.

If you are receiving this email, then you are excellent at what you do (another part of my team’s overall process is to only work with referral partners who excel at their profession). You have the experience to be able to recognize possible issues early on in the sales cycle for every client. Have mini-processes (check lists work great) in place that help you with this and complement your overall process. Consistently recognizing complications and dealing with them before they become a last minute issue will separate you and your reputation from your competition.