Years ago I realized that I needed to work on my public speaking skills because I was winding up in situations where I would have to stand up in front of a crowd and talk about myself or my business. A prospective client told me about his great experience at Toastmasters, so I looked into it and joined my local chapter.
One of the added benefits of joining an organization like Toastmasters is the opportunity to meet some awesome people from all walks of life. And even though it's not a networking group per se, I have managed to get some clients and great friendships through the club. One of those people is my friend, Rachel Pitts.
Rachel is a Master Sales Coach who brings her experience as a realtor, mortgage loan officer, entrepreneur and fitness coach to Sales Gravy. She understands the challenges that realtors face, which helps her relate to her realtor partners as she assists their buyers get a mortgage. After 10+ years as a realtor, she made the switch to the mortgage side in 2019 when US Mortgage recruited her.
Rachel's former life as a performer (singer and dancer) on stage, in TV and film has contributed to her innovative marketing approach in personal branding. Also known as the Singing Lender on most social media platforms, she produces parody music videos to promote the mortgage process as fun.
When she isn't helping someone get qualified for a loan or recording a podcast (Women Your Mother Warned You About) with co-host Gina Trimarco, Rachel is a competitive athlete in the bikini division. She also coaches elite dancers and aspiring athletes through UltraFitLifstyle, her fitness business.
I recently got a chance to talk with Rachel in between all of her other busy activities. Here's the conversation.
Hey Rachel, I'm glad you could find the time. You have a lot of stuff going on, so thank you. I am curious, how did you get into the real estate industry?
I got into real estate after the birth of my daughter. I had been in show business since I was very young and working professionally as a dancer and singer up until Roxie was born. Because I needed extra income, I started cleaning vacation rental condos for the summer. Good money, hard work. The property managers that I worked for were a husband (attorney) and wife (realtor) team. Sadly, the attorney succumbed quickly to a sudden onset of cancer. The remaining realtor needed help, and offered to pay for me to get my license, which I paid back on my first commission. I sold real estate until 2019 when I was recruited to the mortgage business.
That is interesting how meeting one person can open new doors. Tell me how you find your prospects.
My prospects in mortgage are primarily realtors. Because of my history as a realtor, I know most of them. However, they all likely have a relationship with another lender. So, I basically go down the list of realtors that I know and work on building relationships. Also, I have a very active social media presence.
How do you prepare for a client meeting?
That depends on the client. Normally, I just need to bring my two ears and a willingness to listen for what they need help with.
I wish everyone in sales could work on listening more than talking. It's a tough skill for some. What kind of networking works for you? Online and/or networking groups?
I network constantly wherever I go. I’m a connector of people since I circulate in so many different circles: show biz, real estate, fitness, sales training. I do belong to a few online networking groups. But, networking is done one relationship at a time. I go deep with people rather than wide for all the people.
It is all about relationships. Slightly changing the subject, not counting my book, do you recommend any good books on sales?
Everything by Jeb Blount!
Do you have a mentor? How have you become a mentor for others?
I have several mentors. My longest running mentor would be Darren Hardy, although I have never met him. I’ve followed him closely for years. I consider my huge collection of self development books to be a mentor ship. And lastly, Gina Trimarco, who was my first sales coach, remains a mentor even as we are partners on the Women Your Mother Warned You About podcast.
Has Covid affected your practice?
Only to make me busier and more productive. I’ve been using Zoom frequently since 2017, so I was ready for Covid to make almost all meetings virtual. I find that being forced to work from home made me more productive: less drive time, more time for more connections on virtual meetings, and more.
It's good to be ahead of the curve! What did you do with your first commission check?
I used it as a down payment for my first house.
Have you ever had a strange or unusual encounter with a client?
Yes, once a client invited me to meet on New Year’s Day to tell me he was in love with me. It was pretty awkward. I paused for a long time and asked if he wanted to proceed with the sale, even after he said what he said and with the understanding that I was married and not interested in a personal relationship.
Awkward is an understatement! We met originally at Toastmasters. Has that experience helped you with your work?
Toastmasters has been invaluable to me. I am a confident speaker in any situation. I can think on my feet and respond eloquently in interviews without um’s and uh’s. I can also produce video and audio content quickly and effectively as a result of my speaking ability thanks to Toastmasters. Also, Toastmasters helped me meet my husband: after hearing him say um 26 times in the first 3 minutes of a presentation, I suggested he check out Toastmasters. This constructive criticism led to a meeting that led to us eventually getting married!
That's a great story! Thanks for sharing and good luck in all of your ventures!
If you would like to reach Rachel about a mortgage, you can email her at rachel.pitts@USMortgage.com or check our her site at www.TheSingingLender.com
Chris Castanes is a professional speaker who helps sales people succeed through workshops and humorous presentations. He's also the author of "You're Going To Be Great At This!", a humorous look at sales. For booking information, click here. He's also the president of Surf Financial Brokers selling life and disability insurance in several states.
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