When people struggle with lead conversion, or “closing leads into loans”, it’s often because of one simple mistake…

The loan officer doesn’t actually have a “true” lead.

You see, there is a major difference between an internet “lead” and a true REFERRED lead… Huge difference.

See, 98% of the time (literally), an internet lead that the LO either buys for themselves or worse, buys and gives to an agent thinking they are “bringing something of value”, they are actually making their life and their agent business worse… worse with useless clutter.

It’s totally not their fault, but…

…Beginning and low-producing LOs fall into the trap of thinking that in time they will actually convert the internet leads into closings…

But the reality is…

There’s practically nothing you can do to convince anybody of anything… unless they already want it, and 98% of the time, internet leads don’t “want it”.

You can’t wrestle your leads down until they give in, can you?

The only thing you CAN do is to find out who already wants what you have.

In other words…

You can’t turn someone into a 5-star prospect, but you can discover who already IS one.

And you can do this simply by using the following five-step criteria…

Number 1: They’re willing to engage in a dialogue…

Number 2: They’re friendly and cooperative when you talk with them…

Number 3: They know what they want…

Number 4: They know when they want it…

And number 5: They want YOU to help them.

Which is much much much more likely with referred leads than with internet leads.

But here’s the thing…

All five of these steps have to be true in order for you to be working with an ideal client.

You can’t skip ahead. And you can’t artificially speed the process up.

So instead of being focused on short-term results of trying to convert internet leads…

Think of it as a long-term investment. Something you’re willing to spend your time on…

… Which is getting REFERRED Leads

You patiently educate and motivate prospective referral partners… week after week…

Until they convince themselves that referring to you is the right thing to do.

And make no mistake. It’s always until THEY convince THEMSELVES.

Because you can’t wrestle anyone into using you as their lender.

So…

Step 1:  Focus on getting to know people who are already talking to your ideal client.

Step 2:  Have conversations with those people and simply ask for referrals.

The end.

(Everything else is clutter and unnecessary work that is designed to keep you “busy” but not productive)

When you are ready to copy how we epically and successfully do Step 1 and Step 2…

Meet me here and I’ll give you the same exact demo that our top producers get in The Alliance.

Here’s a list of top 10 realtor challenges during a real estate transaction, formatted as sentences to ask for a coffee appointment with a loan officer.

These can be used as social media posts, short videos, texts, or simple emails.

When you are ready for help on how to follow up with those that respond, I’ll hook you up with a 30 minute zoom meeting where we can go over some of these with you <no charge>


Here’s the list:

1.   If I could show you how to navigate financing hurdles and get your clients pre-approved faster, would you give me 20 minutes of your time?  

2.   If I could show you how to manage unexpected property inspection issues that could jeopardize the deal, would you give me 20 minutes of your time?  

3.   If I could show you how to avoid delays caused by complex appraisal processes, would you give me 20 minutes of your time?  

4.   If I could show you how to secure financing for clients with unique situations or credit challenges, would you give me 20 minutes of your time?  

5.   If I could show you how to streamline communication between all parties in the transaction to prevent miscommunication, would you give me 20 minutes of your time?  

6.   If I could show you how to eliminate delays caused by loan underwriting and documentation requests, would you give me 20 minutes of your time?  

7.   If I could show you how to overcome last-minute financing denials and keep deals on track, would you give me 20 minutes of your time?  

8.   If I could show you how to help buyers with down payment assistance programs and other funding options, would you give me 20 minutes of your time?  

9.   If I could show you how to handle the challenges of multiple offers and complex negotiations with the lender’s support, would you give me 20 minutes of your time?  

10.   If I could show you how to help your clients avoid title and legal issues that delay closings, would you give me 20 minutes of your time?  

These questions directly address common challenges realtors face in real estate transactions and position the loan officer as a valuable resource. When you are ready for help on how to follow up on those agents I’ll hook you up here and we’ll go over it on a zoom call with you.

Get More Loans <my zoom meeting appointment thingy>

Have you ever noticed how football teams often score more points in the final 2 minutes of the game, than the rest of the game all together? 
 
You see, the final 2 minutes of the game, the teams get super focused and that’s when the game is won or lost. 
 
Same thing for us, except the 2 minute warning is the last 15 minutes of each day. 
 
Here’s what you do… 

Take 15 minutes at the end of each day to reach out with a quick, personalized message to leads who haven’t yet committed or recently connected referral partners who might provide referrals.  
 
This brief but consistent follow-up can keep them top-of-mind and help build stronger connections that lead to more conversions and more closings as soon as next month.  
 
How I do it is: 
 
1. I keep a running list on a separate piece of paper on my desk of all the leads that I have talked to that haven’t taken the next step yet. 
 
2. Then at 4:45 pm each day, I simply pick up the phone and have a conversation with them with the purpose of nudging them to take the next step because I know the next step is really going to help them have what they want. 
 
It’s just that simple.   
 
Having conversations with a call to action that actually helps them. 
 
Put this into play starting on Monday and let me know how many extra closings you get in the next 4 weeks ☺ 

Here’s the 1 page business thingy that I promised. 
 
Just tell me where to send it and I’ll email and text it to you (to make sure you get it). 
 
(I tried attaching it to this email, but Gmail wouldn’t let me do that to a large subscription group.) 
 
1. I’ll give you the 1-page plan to download right now (no charge), and then  
 
2. I’ll send you a quick video where I’ll walk you through it, and finally,  
 
3. We’ll review it with you personally if there are still openings on the calendar.

I thought it would be a good idea to get an unfair advantage head start before the other 97% of LOs wake up on Jan 4^th and think it’s a good idea to point the car in the right direction… 

Giving you the unfair advantage 😉 

Get 1 Page Business Plan For 2025 Here 

I was on a Zoom meeting on Thursday, and they were already talking about goal setting for 2025. 
 
Holy crap, I can’t believe it’s approaching that time of year again… everyone’s gearing up to set those big “goals” for next year.  
 
Here’s the reality: most people set these same goals every January, just like they did the year before…and the year before that.  
 
And guess what?  
 
They’re no further ahead today than when they first started this whole “goal-setting ritual.” 
 

For the past 25 years, I do things differently.  
 
I’m not about “wishful thinking” or lofty goals.  No ma’am, no sir! 
 
Instead, I map out real plans with concrete steps and deadlines that get you results. 
 

Let me share a story. 
 
Brian Fenlon struggled with his schedule and commitment. After a Plan Map Out, he went from 5 deals a month to 15 in just 8 weeks, including new realtor referrals. 
 

How did we help him, we tossed out the “goals” and crafted a step-by-step plan with specific daily actions and hard deadlines.  
 
After just 2 months of sticking to this plan, he surpassed his original “goals” and hit that 15-loan mark.  
 
It wasn’t magic—it was a real plan in action. 
 

So here’s my question to you: are you ready to break the cycle?  
 
Instead of setting another “goal” for the new year, let’s put a plan in place that will move the needle. 
 

Go Here and we’ll help you build your action-based plan with deadlines.  
 
No more New Year’s “goals” that never quite happen—this time, it’s different. 
 

Looking forward to seeing you make big moves, 
 
Don’t wait until January to start; book your call now, and let’s start planning your success today.  I’ll catch up with you when you go here.