By Jennifer Taylor, Director of Internet Marketing, New American Mortgage
Robin Shoop, Jr. has been in the mortgage business since July 7, 1991. He was in the U. S. Navy from October 1960 to July 1991. He’s always worked for my boss, Toby Harris, Sr., which is the CEO and co-owner of New American Mortgage.
Robin is known around Hampton Roads Virginia as “The Brownie Man.” Why? He actually gives out brownies to REALTORS® and clients! He told me that when he first started in the mortgage business his wife, Mille Shoop, suggested that he give brownies to REALTORS®, because they’re usually too busy to go to lunch. She said he needed something to give them in order for them to remember him. It makes a lot of sense! If I’m hungry and someone gives me food, I’m sure to remember them too! Especially if it’s chocolate!
I call Robin our STAR loan officer because of his systems. We dubbed it today, “The Shoop Systems.” He has created a STAR marketing plan that he implements every day. So… I’m going to walk you through a day in the life of Robin Shoop, Jr.
Are you ready?!….
This is what he advised me on what he does to establish, maintain, and build a business relationship.
1.) I contact the name of the REALTORS®’ client and I do an initial pre-qualification on the phone.
2.) I send the client an email introducing myself, New American Mortgage, and advise them of the personal information and documents that are needed and input the information in PC Lender.
3.) I call them, set up a time to meet with them in person, and send them a Confirmation of Appointment Card in the mail to remind them of their appointment.
4.) I place a welcome sign in the front lobby with the clients’ name on it.
5.) When the client arrives, we sit and talk and I determine what their needs and goals are and answer any questions that they may have. I have them sign initial paperwork, which allows me to pull credit and verify information that they’ve given me.
6.) On conclusion of the meeting I give them a business card and brownie that’s wrapped together and advise them to call me if they have any questions.
7.) I send a Thank You Card immediately following the meeting. I send either a Purchase Thank You Card or a Refinance Thank You Card and include a By Referral Only Card along with my business card.
8.) Within 24 hours I call the REALTOR® and advise them that their clients have met with me.
9.) I send a business card to the clients’ REALTOR® thanking them for allowing me to assist them. If it’s a new agent, I send a REALTOR® Introduction Letter, which introduces myself and New American Mortgage.
10.) Once the loan is approved by an underwriter, a letter is sent to the client and their REALTOR® congratulating them that the loan has been pre-approved and advising them of the conditions needed to get final approval and close the loan. A copy of this letter is sent to their REALTOR® so they are kept up-to-date on the status of the loan.
11.) On a weekly basis, on Friday or Saturday, I send an individual letter to the REALTOR® advising them about the loan status of their client.
12.) When they get a ratified contact (signed contact by the buyer and seller), I call the listing agent, introduce myself, and advise them on a weekly basis of the loan status of the borrowers.
13.) Once all conditions have been received, and the file approved by the underwriter, a closing letter is sent to the clients advising them of what to expect when they go to the closing attorney or title office for closing. A copy of this letter is also sent to both the selling and listing agent.
14.) I attend all closings and provide the clients with a copy of the appraisal and amortization schedule. I also give them a “Brownie Calendar” and the famous “Robin Shoop, Jr. Brownies!”
Think that his day is over?! That’s not all!… Robin Shoop, Jr. also connects with his clients and potential clients via social media!
I have a Bachelor of Science degree in both Marketing and Business Management and I haven’t seen an individual with this good of a marketing plan in a very long time, which is why I asked Robin if I could interview him and feature him in one of my articles for New American Mortgage.
Now that I’ve walked you through a day in the life of Robin Shoop, Jr. you now understand why I call him our STAR loan officer. If you’re thinking about buying a home, be sure to give Robin a call today to get pre-approved for a home loan!