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Managing The Stress- Episode 21

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Managing The Stress

In this episode, Brady Webb chats with us about how he unwinds before his day even begins, which has helped him see impressive growth in his business while keeping his stress down.

Brady’s 3 Steps to less stress:

  • He goes to the gym first thing in the morning, 30-45 minutes max.
  • He has a team in place at the office to solve the daily minutia.
  • He is closing more loans, which actually gives him less stress.

After listening, schedule your complimentary strategy call to get even more scripts and a detailed step by step plan mapped out just for you at www.LoanOfficerStrategyCall.com

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Hierarchy of Leads- Overcoming Call Reluctance- Ralph Watkins

So, I recently got a call from a client who said, “Man, I’m really struggling today.  It looks like my call reluctance is rearing its ugly head….again.”  ☹   Since most Loan Officers deal with call reluctance at some level, I thought it would be good to share an idea that has coalesced into a guiding principle.

I asked, “So, what is at the heart of your call reluctance?  Is it a fear of all calls or ‘just’ a fear making cold calls?”  She said, “I really hate making cold calls.”

As an aside, if your call reluctance is a fear of making ANY phone calls, you may need to reconsider whether this is the profession for you.  If you fear making cold calls, which is really the fear of rejection, take heart, you’re in good company and depending on your situation, you may be fretting over nothing.

“Fair enough,” I said. “I’m just curious. How many loans with contracts do you currently have in your pipeline?” “About 12,” she replied.  “Cool,” I said. “Do you remember that ninja system we have for marketing to your pipeline, which, by the way is your number one source for new business?”  “Yes,” she replied again. “Great!  Have you made those calls for this week?” I asked. “Well, no. Not yet.”
“Ok, well whom should you be calling first for more business?  Is it people with files in escrow in your current pipeline who actually WANT you to call them, or people who don’t know you, aren’t working with you and want you to just leave them alone?  ‘Uh, well clearly, the people in my pipeline,” she answered.

“That’s right!” I continued. “Now, after your pipeline, your next best source for business is your past client database. Are you totally current with your quarterly calls, your monthly mailer and your weekly emails to your database?”  (pause) “….uh, no.”  “Ok, so same question, whom should you call first for more business?  Is it people that you have already helped and know how awesome you and your team are, or people who have never worked with you and don’t know what you can do?”  “Well, it would be the peeps in my database,” she answered again.

Ok, good.  Now let’s talk about Realtor calls.  Why do we even make them?”  She answered, “So that we can book face to face appointments to create new referral relationships.”  I said, “Correct! Now, who is it easier to get to meet face to face with you, Agents you know or Agents you don’t know?”  “Agents I know, of course,” she said. “Right.” I continued. “So, who should you be calling first for appointments?”  “Agents I know.”

I then asked, “Do you have any issue calling Agents you know and inviting them to coffee?” “Nope.”
“Ok, well you’ve been doing loans in this town for over 20 years. You must know dozens of Realtors.” “I do,” she agreed.  “Perfect,” I said. “So, using our Thor’s Hammer system for reaching out to Realtors, if you call through your known Agents first, you’ll likely never even get to the ones you don’t know.”  She responded “Wow! I guess I never thought of it that way.”

So, in summary, FIRST we call though our pipeline, THEN we call through our database, THEN we reach out to our known Agents.  After these calls have been completed, then in your spare time, if you feel like it, you can make cold calls to unknown Realtors. 😀    Understanding this Hierarchy of Leads and using it to prioritize your calls really can help you overcome call reluctance.

Now, what if, on top of having call reluctance, you’re brand new in the business (or just returning), have no pipeline or database and you don’t know anyone?  The good new is that we have an excellent strategy for working with Title Companies to generate an unlimited warm list of producing Realtors who are expecting your call.  The bad news is that that will have to wait for a different post, OR if you’d like that information sooner, why not click the banner on this page to schedule a free strategy call?  In addition to that strategy, we’ll help you take an inventory of the business assets you have and then map out a blueprint to help you move forward by using what you have to get what you want.  You may discover that your call reluctance is “much ado about nothing.”

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An Actual Plan For Your Epic 2018- Episode 20

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An Actual Plan For Your Epic 2018

In this much anticipated episode, Eddie Fooshang will walk you through how to put together an epic plan.

Most loan officers do the ol’ “I’m going to double my business” kind of thing with no actual plan, so of course it doesn’t work out year after year.

This episode will put an end to the madness and put you on your journey of awesomeness!

After listening, schedule your complimentary strategy call to get even more scripts and a detailed step by step plan mapped out just for you at www.LoanOfficerStrategyCall.com

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How To Build A Team For Ultimate Growth – Episode 19

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How To Build A Team For Ultimate Growth

If I could only tell you one thing to help you grow your biz, it’s this: Don’t buy into the myth that YOU have to be the one who does everything from lead gen to locking the deal to chasing docs to be able to successfully close the deal, ensure top notch customer service, and keep your referral partners happy.

Carl White and Brian Heckman dive into part 2 of Brian’s business model to give you a 360 degree view of how Brian set up his A-team! As a producing branch manager, Brian has fine-tuned his business model to allow his LOs to do what they do best – sell – and not get caught up in the minutia of the loan process.

By putting key positions into play, Brian’s business flourishes year-round (even during the “slow months” of the year) with a streamlined loan process that closes loans AHEAD of schedule (which his clients and referral partners love)!

Here’s a taste of what Carl and Brian discuss in this episode:

  • Mindset: The evolution of a loan officer
  • Dividing sales activities and fulfillment activities
  • Team roles and responsibilities mapped out
  • Knowing what’s in your wheelhouse for delegation
  • How to create complete clarity within a team structure

If you have questions about this topic, set up a free strategy call with one of our coaches at loanofficerfreedom.com/strategycallrequest

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A Daily Success Plan: Creating Structure For Massive Growth- Episode 18

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A Daily Success Plan: Creating Structure For Massive Growth

On the this #1 rated podcast for LOs, Carl White is joined by longtime friend and wildly successful loan officer, Brian Heckman! Brian lived the snowball effect day in and day out until he discovered an easier and more profitable way to run his business and structure his day-to-day activities.

You’ll get a full glimpse into the action plan that Brian has setup Monday-Thursday that created the structure his business was lacking, and in turn, enabled him to reach his ultimate goal of having time, financial and relationship freedom while running an ever-growing business!

Here’s a taste of what Carl and Brian discuss in this episode:

  • How to go from closing 5 loans a month to 10+ a month
  • 3 intentional daily action items that are a “must do” for success
  • Scripts for reaching out to agents and current/past clients
  • The importance of building structure to create freedom
  • Brian’s blueprint for setting your week up for optimum results

If you have questions about this topic, set up a free strategy call with one of our coaches at loanofficerfreedom.com/strategycallrequest

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The 3 Freedoms- Episode 5

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The 3 Freedoms

Gaining control of these three areas of your business isn’t just some mirage in the distance; it’s a completely attainable goal that’s essential to finding the freedom you deserve in your business.

In this episode, we’re joined by my very good friend and Freedom Club coach, Ralph Watkins. Ralph and I break down the specifics to creating freedom within your business to give you a new perspective on what success really looks like.

Go here to listen right now at: (Get it on iTunes here or Download it here)

Here’s a glance at what Carl and Ralph discuss in this episode:

  • 3 types of Freedom: Time, Financial, and Relationship
  • Creating balance by setting new standards
  • The key to creating a sustainable business
  • The importance of having an abundance mentality
  • Applying Parkinsons Law to increase productivity
  • And much more!!

If you have questions about this topic, set up a free strategy call with one of our coaches at loanofficerfreedom.com/strategycallrequest

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You can close MORE loans while working LESS hours- Episode 4

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You can close MORE loans while working LESS hours

Want to see how it’s done?

In this episode, we’re joined by Darren Copeland, one of my personal clients out of Kansas City, Missouri. After joining The Freedom Club and putting in place the strategies and systems we teach, Darren saw a 400% increase in his business. Not only is Darren closing a steady stream of loans each month, but he’s doing it while working a 35 hour work week!

Go here to listen right now at: (Get it on iTunes here or Download it here)

Here’s a sampling of some of what Carl and Darren discuss in this episode:

  • The importance of letting go to move forward
  • The Daily Success Plan (DSP)
  • Team structure and responsibilities
  • Darren’s Plug and Play System
  • The key to building genuine relationships with agents
  • And much more!!

If you have questions about this topic, set up a free strategy call with one of our coaches at loanofficerfreedom.com/strategycallrequest

 

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Getting rid of the craziness- Episode 3

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Getting rid of the craziness…

When it comes to hiring an assistant, these are the three most common excuses I hear from LO’s:
1. “I only close 10 (or less) a year now. I can’t afford to hire an assistant.”
2. “My company won’t hire an assistant for me until I close X amount of loans a month.”
3. “An assistant would be nice, but I can manage on my own.”

Here’s the thing – No matter where you’re at in your business, you need help. Honestly, you can’t afford to NOT have help.
On a consistent basis with the loan officers I coach, I see their businesses double within 12 months (usually way less than that) from hiring a talented assistant who frees them up to concentrate on high pay-off activities to secure a constant flow of business.
In this episode, we brought back my good friend and Freedom Club coach, Ralph Watkins. Ralph has a knack for finding and utilizing assistants, and he’s here to walk us through the entire process!

Here’s a sampling of some of what Carl and Ralph discuss in this episode:

  • The mindset for successful team building
  • How to close more loans while working less
  • A list of tasks your assistant should do
  • Investing ahead to create continual growth
  • How to establish an accountability dynamic
  • And much more!!

If you have questions about this topic, set up a free strategy call with one of our coaches at loanofficerfreedom.com/strategycallrequest

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Beware the LO Roller Coaster- Episode 2

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Beware the LO Roller Coaster…

Do you have a month where you’re on fire and closing an amazing amount of loans, and then the next month the number of loans you close drops drastically and you can’t figure out why?

If that sounds like you, chances are you’re on what we like to call the “loan officer roller coaster.” In other words, you bring in new business, and then get stuck in the minutia of the loan process which takes you away from doing the activities that brought in the loans during the month you were on fire and smashing it.

It’s easier than you think to unbuckle your seatbelt and get off of the “loan officer roller coaster,” but there are specific exercises and steps to take to create clarity and stability within in your business. To chat about how to do just that, we’re joined by Ralph Watkins who specializes in coaching loan professionals around the country on this exact topic!

If you have questions about this topic, set up a free strategy call with one of our coaches at loanofficerfreedom.com/strategycallrequest

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These Things May Be Holding You Back From Closing More Loans- Episode 1


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These Things May Be Holding You Back From Closing More Loans

Do you find yourself stuck at a plateau of 5 loans a month, or perhaps 10 loans per month, or maybe you have been stuck at 15 loans per month and you are ready to bust through to the next level?
In this episode, you’ll see those things that may have been holding you back for the mortgage business you truly deserve.
If you have questions about this topic, set up a free strategy call with one of our coaches at loanofficerfreedom.com/strategycallrequest

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