A tight lending environment requires the ability to always be there for clients and closings

Michelle LaBrosse, founder, Cheetah Learning

As published in Scotsman Guide's Commercial Edition, March 2009.

Commercial property-buyers make decisions based on many factors. When choosing a mortgage broker with whom to work, a company's reputation is important to a property-buyer, as is the ease in working with that company.

Buyers also often need to move fast to secure a mortgage loan so they can close their deal. There is a sense of urgency, and the broker who is ready and able is often the one who wins the buyer's business.

Whether you manage clients from a remote office regularly or work from the road only occasionally, you must always remain present to keep your business growing. It's not impossible. In fact, today, it's quite the opposite -- cell phones, personal digital assistants (PDAs), Wi-Fi networks and other quick communication tools allow us to manage our work away from the office effectively.

Here are three tips that brokers can follow to succeed in a virtual environment.

1. Stay in the loop

For brokers who work from home -- or for those who work from hotels while traveling -- some things are necessary for success. Along with the mandatory computer and helpful PDA, here are some must-haves:

• Online and phone connections: A wireless network or high-speed Internet access is a must to stay connected. In hotels, in-room conveniences such as speakerphones and data ports are helpful, as well.
• Business support and conveniences: At home, having a copier and printer often is essential. At hotels, they also are important, as are 24-hour business centers.
• E-mail-communication guidelines: Having clear guidelines for e-mail communication keeps it from becoming a time-waster. Unsubscribe to e-mails that offer no value to you. Only copy people on e-mails who need the information. Choose specific times to read and answer e-mails so you can have uninterrupted time for your most strategic work.
• Conference-call and Web-conferencing software: These programs can help you connect to meetings from anywhere.

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