Very Special with Nino Kickstart Your Week ~ The Important Post Closing Call
Quick recap
The meeting began with technical difficulties and casual conversation about personal matters before transitioning to a discussion about upcoming events and strategies for personal and professional growth. Garrett shared his career journey at Fairway and emphasized the importance of maintaining strong relationships with realtors through consistent communication, even during challenging market conditions. The conversation ended with a celebration of Nino's retirement, where participants shared their appreciation for his leadership, kindness, and contributions to Fairway Cares over the years.
Next steps
All attendees to use the chat to share their favorite moments with Nino and offer parting thoughts.
All attendees to consider implementing post-closing conversations with clients, as discussed by Garrett.
All attendees to think about what retirement looks like in their business and consider Nino's example.
All attendees to focus on not doubting themselves and to pursue their goals with determination, as advised by Nino.
All attendees to remember Nino's parting message about not sweating the small stuff and focusing on what's important.
Summary
Kickstart Call and Summit Plans
Nino and Ray discussed the upcoming 94th Kickstart call, which marked a significant milestone for their community. Jared announced an exciting event in Phoenix in late October, a 62+ Power Planning Summit, featuring Steve Scanlon as a keynote speaker and various activities including an AWI event and a Patriots Ball. Nino expressed his appreciation for the community and shared his enthusiasm for the event, which would take place in a pleasant time of year in Arizona. The call began with some technical difficulties and casual conversation, but the focus soon shifted to the main agenda of sharing strategies and tips for personal and professional growth.
Garrett's Resilience and Growth Journey
Garrett shared his journey at Fairway, starting as a production partner and loan officer assistant in 2016, and becoming a loan officer in 2019. He discussed how he maintained resilience during challenging times, particularly in 2020-2021 when the market changed significantly. Nino highlighted how Garrett's difficult experiences contributed to his growth and success, noting that many of Garrett's accomplishments came through overcoming obstacles.
Rebuilding Success in Real Estate
Garrett shared his experience of transitioning from a challenging period in 2019-2020, where he closed zero loans and then achieved significant success with $68 million in production for three consecutive years, to a more difficult market in 2023 where production fell to $30 million. He attributed his recovery to maintaining strong relationships with realtors through consistent communication, including texting and in-person meetings, even when some realtors shifted to working with credit unions. Garrett emphasized that his persistence paid off as the market improved in 2023, allowing him to reconnect with previous realtor contacts and build stronger relationships in the New England market.
Convert Clients and Build Relationships
Garrett shared his experience with realtors who initially chose a credit union over his services, emphasizing the importance of maintaining professionalism and keeping communication open. He successfully converted these clients back by offering superior service and building relationships with loan officers at the credit union. Nino discussed the need for implementing a "lender for life" approach, highlighting Garrett's practice of conducting exit interviews with borrowers post-closing to address their concerns and clarify any confusion about loan servicers and future communications.
Post-Closing Client Communication Success
Garrett discussed his post-closing process, which includes calling clients to explain escrow payments, tax bills, and the importance of reviewing property documents. He emphasized the success of this approach, noting a 99% positive response rate and the appreciation clients show for the personal touch. Garrett also shared that he follows up with a thank you card two weeks after closing to maintain communication and build a strong client relationship. Nino and Ray highlighted the value of these post-closing conversations, agreeing that they are a crucial yet often overlooked step in the process.
Honoring Nino's Leadership Legacy
The meeting was an abbreviated format to honor Nino, who is currently on vacation. Garrett, who is also on vacation, was thanked for his time and sacrifice to participate. The discussion highlighted Nino's leadership and retirement, with William praising him as a role model for graceful retirement in the business. Participants were encouraged to share their favorite moments with Nino in the chat, and Ray requested that attendees use the chat to honor Nino.
Nino's Retirement and Legacy Celebration
The meeting focused on celebrating Nino's retirement and his contributions to Fairway Cares. William and Sherry expressed their appreciation for Nino's loyalty, balance, and support over the years. Ray asked Nino for his best piece of advice for living, to which Nino replied, "Don't doubt yourself." The group acknowledged Nino's kindness, passion for others, and ability to navigate difficult times with grace.
Overcoming Self-Doubt and Moving Forward
Nino shared his personal journey of overcoming self-doubt and emphasized the importance of taking action and not letting regrets hold you back. He encouraged the Kickstart family to focus on what's important and to learn from past experiences rather than dwelling on how they got there. Nino expressed his love for the Fairway team and mentioned he would attend future events in Phoenix. The conversation ended with Ray and the team expressing their gratitude to Nino for his contributions and wishing him well in his retirement.