Mark Wills, Jose, and Danielle discuss how notary signing agents can handle client objections about speed and reposition feedback to grow their business. They cover specific tactics for overcoming common pushback in the loan signing industry.
Chapters
I've been told by Title and I've been told by Lender that I'm too slow for them. And I do it in about 45 minutes, no longer than an hour.
Now look, here's the answer. What you say is, my man, how are you?
What's going on, brother?
How you doing?
You tell me, bro, where are we at? Tell everybody where you're from in your name.
Jose. Colorado. I'm about to maybe 10 shy from 100 signings.
Okay, right, hold on, hold on. 10 signings away from 100. Drop them some clapping images in the comments. Congratulations, man. Okay, next.
So of course we started with signing services and then we went and we've been doing good with directs and everything like that. And here I just, I'm going to ask you, I actually asked Danielle over here in Colorado in the Eastern Slope for her advice. And so what is an ideal time frame that you do? Because of the fact that I've been told by Title and I've been told by Lender that I'm too slow for them and I do it in about 45 minutes, no longer than an hour.
Now look, look, here's the answer here. When someone ever says that, okay?
Uh huh.
The answer. So we have to learn how to reposition. So whether it's an objection or a comment like, I wish you could do something quicker, you have to reposition that in a way that makes them benefit from it. Does that make sense? So what you say is, look, I would love to go quicker, but my job is to make sure there's no funding conditions so you get more business. Wouldn't you rather me be more thorough and patient, ensure there is zero errors? Because I want to help you get more business. You see what I did there?
Oh, yeah.
I reframed it as a position of helping them earn more business. So you become off as a notary. Who cares who's authentic. So if you can learn how to just reposition something, which is the truth, Jose, my bet is you are thorough so there's no errors. Right?
Exactly.
Yes.
Okay, okay. True statement. So my point is, I'm not trying to tell you saying something that's not true, you just need to position that to where they benefit.
Yep.
Does that make sense?
Yeah.
So all you're saying is, look, I get it, but man, I really want you to make sure that you're still getting business from your clients. I want to make sure that you're winning and by making sure that I represent you the best. Does that make sense? So make sure you Reap as this. This is good coaching for anything. This is good coaching for objections. This is good coaching for someone giving you feedback.
Yeah.
Take whatever their feedback is and position it to how they benefit.
Yeah.
So in your position, here it is. I want to help you get more business by being more thorough, being more on time. You know, someone says you're always on time, whatever, position it back so you help them, and they're going to have nothing else but want to work with you. Does that make sense?
It does. It does. Because within the last. I want to say the last two weeks, I had a lender who I did a cold call on. Just. I was just on my Internet and cold calling, and he's like, I want to meet you. Can you. Are you available? We went straight into it. He's like, man, you're really professional. You did really good. Yada, yada, the whole shebang. We even went to lunch. We had a beer afterwards. But he's like, the only complaint I have is that you're. You're too slow. I said, hey, man, listen, I said, um, I get an hour. I get an hour time frame. I said in that. Hours for me and the clients. I said, but. For them. For the. But 100%. I want to represent you well. I want to represent myself well. And title well. I said, I don't want to have no errors either.
Yeah. So I'm going to pause you there. So the only missing coaching piece is why do you want him to. Why do you want to represent the. What's the real purpose you want to represent? Well, the answer is you want to help him get more business.
Yeah.
Does that make sense? Because ultimately, a good notary public loan signing agent is thinking about, how can I do my job so well that you earn more business?
Yeah.
So that's the coaching. You did everything great. So my, My. My last piece of advice before we jump off is position everything that they benefit. All you're saying is, I want to do it well. But why is that important to them? It's important because you want to help them earn more business.
Okay.
Does that make sense? Because the moment you will, the moment he knows you care about his paycheck, conversation changes.
Yeah.
Does that make sense?
It does.
Remember, that's the loan signing system way. We're always trying to figure out how to help them earn more business.
Yeah.
Your job is to position yourself as the answer to helping them get more business.
Okay.
Yep.
See, I've told them. I've told them as well, too, that we don't want to be that notary that just says sign and date. Sign and date and sign.
But again. But again. But again. Jose, the coaching is. Why is that important?
Okay. Why?
You're missing. You're missing how they benefit. Does that make sense?
It does.
Let me write that down.
Right. So it's how they benefit. How do they benefit from not being notary that says sign your date there? It's because you want to help them get more business. You want to help the borrower become a referral source because you've done such a good job.
Okay.
Remember everything positions as them getting more business.
Yeah.
And you're going to make a ton of business, man.
Yeah.
Okay.
All right. To help.
I appreciate it. I appreciate it.
Congratulations. I gotta jump to another student, but congratulations, man. You're getting direct business. You're almost to 100. I want everyone to be inspired by our man Big Jose. Because he started from scratch. Building the business. Keep building, babe.
