You becoming a Loan Officer Celebrity

I stumbled upon something that turned out to be a goldmine.

Imagine this, you walk into an Open House, and the real estate agent looks up, smiles, and says “I can’t believe it’s you and you’re here..” as if Oprah, or Jimmy Fallon just walked in.

Or you walk into the local board of realtors because THEY CALLED YOU for a personal invitation and when you walk in the crowded room, you hear whispers, “It’s her” or “It’s him”… as if Tom Hanks or Jennifer Aniston just strolled in.

Or you submit your pre-approval letter and it gets moved to the top above all other offers because they see your signature and they already know you (and you have never even met them).

I know this may sound far-fetched, but myself and a select few other loan officers have actually had these and other things like this actually happen to us…. often.

It all started happening when I started doing podcasts.

The funny thing is, most of us simply turn on our laptop, go to a zoom meeting, click the record button, and then ask great questions to our guests.

Then we share that zoom recording to the “podcast elves” in the next room, they click a couple of buttons on a secret software that then uploads and broadcasts that 1 recording to over 20 platforms automatically. 

Platforms?  Think iTunes Podcasts, you get an “iHeart Radio Station Channel” (for free), Amazon Podcasts, Stitcher, basically all the major sources just like the other major players like Ryan Seacrest, all for free.

It’s crazy how this positions you.

We don’t have to be an expert on the topic, we just ask great questions.

You can snag my list of over 105 killer questions that myself and my Podcast Guru friend, Ginger Bell, have been using for our best interviews as part of our complete Loan Officer Podcast System that we just released for a limited time.

Who do you interview?

Top real estate agents in your area!  They LOVE and deserve getting invited and having the well-deserved spotlight shined on them.

Who do you target to listen to?

Other real estate agents listening to the insider secrets that your guest is dropping like confetti at a New Year’s Eve Party. I bought a list of over 1,000 top producing real estate agents in my area (those closing at least 8 buyer sides in the last 12 months), and then started inviting them and sending them my podcast.

I also posted the episodes on my social media and on the local real estate agent group pages.

Makes for really effective social media ads too.  That’s how we monetize social media ads to actually get referred leads that convert for my loan team at around 25%, rather than the lame “consumer direct” strategies that suck money from us like a thirsty camel.

It’s all a win / win / win scenario.

Your top producing guests loved to be interviewed, and then are ripe to become referral partners with you.

Your listeners, all the real estate agents in your area, benefit from the great information that your awesome guests share (because of your great questions) and see you as the “Oprah”.

It causes great intrigue about getting to know you because you are the magnetic hub that all the top producers are hanging out with and that are on your podcast show.

And you, well, you have a completely unfair advantage for being the “mayor” of your new tribe.

It makes the calls, meetings, and getting REAL referrals sooooo much easier and all with higher conversion ratios when you are already known by all… before you even talk with them for the first time!

Everybody loves working with a local celebrity.. which may now be YOU.

I know this may sound far-fetched, and a little, “yeah, but it’s just me…”

…we thought so too, until we actually took action and started to do it.

Go Here to get your complete Loan Officer Podcast guide of all our questions, the equipment needed (laptop and a mic), the software that automatically distributes to all the major platforms for free, and a simple step by step checklist of everything you need to know.

Oh, and I would love to hear your first podcast and share it to others to help inspire them to do the same… that’s how we roll around here.

Action is the first symptom of desire!

Embracing the “Thorns”

Wanted to give you a little food for thought – literally and figuratively.

When I was a kid growing up in North Carolina, my summers were defined by a rite of passage, a test of determination, that took place in the form of blackberry picking at the old farm that was next door to where I lived on a dusty little dirt road.

A delicious reward of my mother’s divine fresh blackberry cobbler awaited us, yet getting there was never easy.

I remember the annoying pricks of the blackberry thorns, which seemed to puncture more than just our skin – it was as if they were testing our spirit, our resolve.

As a child, I often complained about these thorns, questioned their necessity.

Why must something so sweet be guarded so fiercely?

However, the moment we sat down at the dinner table, a slice of that delectable cobbler in front of us, the scratches from the thorns faded into oblivion. (Thanks Mom, for the great memories)

The reward of that exquisite taste was worth the toil and temporary discomfort.

In many ways, our journey as mortgage loan officers echoes this blackberry picking experience.

We face our fair share of “thorns” in the form of prospecting calls, nurturing relationships with real estate agents, and digging deep into our past databases for referrals.

These tasks can be tedious, even prickly at times, testing our patience and resilience.

But here’s the secret that those summers on the farm taught me – thorns are merely temporary hindrances.

They may leave a mark, but these marks are outweighed by the benefits they bring.

Our prospecting calls, our relentless networking, they are our thorns.

But these thorns protect the sweetest rewards – the successful deals, the money we earn, the satisfaction of helping people find their dream homes.

We use this income not just for our well-being but to make a positive impact on the lives of our family and others in need.

And just like that, the thorns of prospecting become distant memories, insignificant in the grand scheme of things.

The satisfaction of success and the ability to help others make every “scratch from the thorns” worthwhile.

So, next time you’re in the weeds, bogged down by the prickly bits of this job, remember the blackberry cobbler

Keep hustling, keep prospecting, and remember – those thorns are guarding something sweet.

So let’s get out there, brave the thorns, and dig into that cobbler!

Stay strong, persevere, and happy prospecting!

We’re in this together!

Need some help with your scripting, who to call to actually get leads referred to you?

I got your back, yet again.

Just Go Here and I’ll give you my own personal best “step by step” method on becoming one of the top mortgage professionals in the industry.

<no charge, it’s a free call>

AI in Lending: Pure Hype or Holy Grail?

Hey there, fellow Loan Slinger,

You’ve seen the noise around this AI thing, right? It’s like a new superhero movie – everywhere. Got me wondering….

“Can this robot stuff really help me seal more loan deals?”

So, I rang up my secret “Nerd Herder” and had a good ol’ chat about it. Felt like I was in a sci-fi movie. So I hit the record button and turned it into a podcast episode.

You can hear it all in this Podcast Episode.

Intriguingly, I’m involved in a beta test group that he’s running, and it’s like being backstage at a magic show. It could be worth a look-see for you too.

Check Out the Artificial Intelligence Insider Information here.

Get the lowdown while you’re sippin’ on your Saturday morning joe.

(No sign-up required, the podcast is right there on the page.)

As always, I’ve got your back and we’re in this together.

Seizing Our Moment Against Online Lending Giants

These may be challenging times, but I firmly believe we’re on the cusp of a golden opportunity to triumph over the online lending behemoths.

Let’s be real: we’re not going to outpace Rocket Mortgage in the tech race. Their budget for technology far outstrips ours, and that’s putting it mildly.

But here’s the kicker: we have the power to outshine them in two crucial areas.

1.  Cultivating strong relationships with our referral partners
(67% of all purchase loans close with the loan officer recommended by their real estate agent).

2.  Connecting personally with our past clients
(hint: this means picking up the phone, not relying on impersonal “drip campaigns”).

As a matter of fact, 27% of all loans close with loan officers referred by friends, family, or coworkers. Be THAT loan officer!

You see, most of our loans from “our past database” isn’t their loans, it’s their friends, family, and co-workers loans.

By focusing our marketing efforts on referral partners and our existing client base, we’ll tap into the majority of loan opportunities, leaving the online giants to chase after the leftovers.

So, instead of striving to out-tech them, let’s concentrate on out-personalizing them.

Remember, slapping lipstick on a robot doesn’t make it human. Similarly, an automated drip campaign pretending to be personal will only look ridiculous to the recipients.

The secret to authenticity? Simply being authentic.

To achieve this, all it takes is a phone call <gasp>.

Every closing puts thousands of dollars in our pockets—a fantastic achievement by any measure.

Let’s dominate the market like never before by harnessing the ultimate business tool: the telephone.

Our Finest Hour Awaits!

Carl “I got your back” White

P.S.: When you’re ready for a call to learn the exact scripts I use in my branch for engaging real estate agents and past clients, click on this link. I’ll provide you with 60 minutes of valuable script sharing and role-playing—completely free!

P.P.S.: Teamwork makes the dream work! If you have a question or need assistance, don’t hesitate to reach out to your fellow loan officers or me.

We’re a family here, and our bond is unbreakable. Let’s keep that spirit alive and continue delivering exceptional service to our clients!

If you have any thoughts or suggestions, my door is always open. I’m all ears!

Remember: action is the first sign of true desire. If we genuinely “want it,” we need to take action. So, let’s take action (if you really want it)!

Very weird thing for loan officers

I’m seeing something very weird with some loan officers right now, and I’ve never seen it before.

I’m seeing more than just a few LO’s that have been doing this for many years, that were closing 8-10 loans per month and now are closing 3 loans / month… or worse.

But wait, here’s the weird part, I’m seeing many brand new loan officers (in the business less than 2 years) that are now closing 7, 8, even 12 or more loans this past month…

So the battle tested veterans are struggling, while at the same time some “newbie’s”, and not just a few of them, it’s many of them, are kicking butt and taking names.

For instance, take Athena Pena.  She’s been an LO for about 12 months and in April she closed 7 purchase deals, all self-sourced!  Looks like she’s closing another 7 loans for May.

My gosh, if you figure an average of $3k per loan (nationwide average), that would be around $21,000 FOR THE MONTH.  Not too shabby for a brand new LO… 

I spent some time studying what the newbies, like Athena, are doing that the veterans are not, pondering it, and I think I figured out the problem.

The veterans are saying things like “I paid my dues”, or “I made my calls that got me to where I was a couple of years ago”…

… you see, they forgot that if we stop rowing the boat, well, the boat starts to slow down. 

This is especially true, and painful, when it’s a big boat, you know, one that was closing 8 loans, 20 loans or even those that were 50 loans per month or more.

See, even the greats like 7-time Superbowl champ Tom Brady knows that even though he was sporting 6 Superbowl rings, he knew that he had to go do what got him there, running laps, jumping rope, and doing pushups (it wasn’t a super cool new phone app by the way).

What about the newbies and their great success in the same time period? Well, they didn’t feel “entitled” (I’ve been guilty of this in the past too), and they followed the Daily Success Plan, did their prospecting activity like their success depended on it (duhh), and then reaped the rewards of it.

Funny how that works…

So here’s the take home message:  There are no magic beans.

Come to find out, as successful sales people… we have to do successful salespeople activity.

And just because we did it 5 years ago, and didn’t have to do it when interest rates were in the 2’s and 3’s a couple of years ago, well, it doesn’t mean that we don’t ever have to do it again.

Go figure

The good news is, when we do the Daily Success Plan, come to find out, it seems to flat out work… whether we are seasoned veterans, or brand new Newbies, or perhaps anything in-between.

OK, well there you have it.  Mystery solved. 

Apparently, it may just require a bit of elbow grease to make $10’s of thousands of dollars a month (no magic beans required).

It’s your turn now!