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So I was sitting in my office the other day and Sue, a loan officer that is a private consulting client of mine, sent me over a message as a quick SOS signal.  Here was her message:

“I have a realtor with me right now – here’s the question: Her brokers (she is in FL) tell her that there is a “law” that she has to recommend more than one lender. I know there is no such law, but what do I say to her Carl?  I need to know ASAP as I’m sitting with her now.  Thanks!”

How many times have we all heard the ‘ol “I have to hand out 3 cards” response from agents?!

Now, some of the time, this is a real situation that is in agents’ minds that they really think they do need to hand out 3 cards based on some erroneous information that somebody has given them.  Other times it’s nothing more than a “deflection” response from agents, you know, meaning that you really haven’t given them a reason to give out just your card…

… or better yet, YOU WANT AGENTS TO BREAK OUT IN A COLD SWEAT EVERY TIME THEY GET A BUYER LEAD UNTIL THEY HAND THAT LEAD OFF TO YOU!

You don’t actually want them to give your card to a prospect, who may or may not call you, by the way. 

Instead…..

…you want the agent to tell the prospect you will be calling them, then that agent call you and give the referral to you.  This ensures a solid connection, instead of the ol’ “well, I gave them your card, I’m not sure why they didn’t call you…” response from agents.

So here’s the script that I sent over to Sue, my private consulting client:

“Awesome, it’s an honor to be one of the 3.  At least we know that 1 out of every 3 of your referrals will close on time and you will have great communication on the loan process, and that 1/3^rd of the time that your leads will be followed up like green on a pickle, so at least on those, you will get even more referrals from them once they are in your past database.  On the other 2, well, all bets are off.”

Now, let’s talk about that script for a minute and I’ll explain why it works so well, and give you some follow up information that will help you get a lot more referrals in other ways too.  

A few years ago I sent a survey out to around 15,000 real estate agents asking them what their #1 complaint was with loan officers that they refer to.

Here’s what came back in the order of importance to them.

#1:  They don’t close on time

#2:  They don’t communicate with me on the loan process, I don’t know what’s going on with the file.

#3:  The loan officer doesn’t follow up on my leads

So I knew right then what to focus on in my marketing to agents….

I call this my “Realtor Referral Getting” Checklist

1.  Close on time!

2.  Communicate with them every Tuesday morning on what’s going on with the files we are working on together (either me or my team calls them with updates)!

[by the way, there’s another script my team uses to get tons more deals when we do those weekly updates.  Be sure to ask me about the “Just Ask” script when you do your complimentary strategy call with us by going here:  www.LoanOfficerStrategyCall.com

3.  Follow up on their leads relentlessly! 

So you want to weave those 3 things in all of your marketing and scripts because those are the things they said are most problematic with their current lender they are giving all their referrals too.

When you cover those 3 things, you’ll get a deluge of business from agents… 

…IT’S WHAT THEY WANT!!


But listen to this, it’s one thing to say you’re going to do those 3 things, it’s another to actually do them. 

WE HAVE TO STRUCTURE OUR ACTIVITIES AND OUR STRATEGIES SO THAT WE ARE COVERING THOSE 3 THINGS!

But we can talk about how to structure “who’s doing what” in your current day to day activity to show you how to use your current resources to make those 3 things happen like clockwork during your strategy call.  It’s way easier than you think…

…it’s just prior to now, nobody has shown you how…
… but once you know just a few things, you’ll see how epic your mortgage business can be, getting even more referrals and all with less stress ☺

Talk soon!

PS.  On your strategy call, we will be going over some other “loan getting” scripts too.  This call will be a great source for even more free scripts ☺

Go here now to see if there are any openings left for your complimentary strategy call:

www.LoanOfficerStrategyCall.com

Thousands of high-level LOs have invested to be in my Loan Officer Freedom Club group. At the beginning of these meetings, we start with three questions.

These three questions can be used for pretty much any area of life – and answering them is your first step to achieving your dreams:

1. Where are you?

2. Where do you want to go?

3. How are you going to get there?

Your focus for these questions could be personal or professional. You can use it everywhere. Any dilemma, any opportunity, any challenge, any problem, any DREAM you have, you can ask yourself these three questions.

Since your mind can’t ignore a question, these questions elicit resourcefulness – and resourcefulness is one of the most important qualities you can utilize to achieve your dreams.

When you answer these three questions, you start inventing a bigger future for yourself, and you can transform your life.

Best,

Carl

P.S. So… where are you? Where do you want to go? How are you going to get there?

Go with me to this page and I’ll set you up to help map it all out for you <no charge>

Congrats to Loan Officer Freedom Club leader Jim Driscoll from Lynnfield, Mass.  

He reported to me that he’s now closing 18-20 loans a month, which has him taking The Plunge of Coolness…  read on…

“Just this week, I have taken 13 new purchase loan applications by referral.  In the past 5 months I’ve been able to grow from getting referrals from 6 agents to 28.”

“In the past, trying to stay current on the latest marketing programs and techniques was a constant grind. I’d find myself spending hours searching online, wondering what ideas would work and wasting time on ones that failed.”

“When I discovered Mortgage Marketing Animals, I felt as though I hadfound a business partner – one with a proven plan for success. Joining the Freedom Club gave me access to resources that helped me take my business to the higher levels – not only helpful tools but guidance to keep me on track.”

I am so proud of Jim and what he has accomplished!

Get a free sample of a 1 hour coaching call here, just like Jim gets … or keep grinding…

Talk to you inside ☺

Carl White

There’s a picture circulating around the web that has been very helpful in getting prospects to pull the trigger on buying a home.  I think it’s pretty much self-explanatory. 

This would be a great thing to put on your social media or next email that you send out to help get those fence sitters to take action because this makes it easy to see that is most likely the best thing for them.

Click Here To Get A Bigger Version it will take you to a page that will give you a bigger version of it that will be perfect to “copy and paste” and use to help get more conversions.

I would love to give credit to who shared this with me on social media, but I couldn’t figure that out.  I hang out with so many “givers” in this mortgage community, that the source is sometimes hard to keep track of.

Go ahead and snag and share now.  

Take action to make things happen… …that’s how all this works.

My team would love to discuss how this can work for you in your mortgage business, click here to set up your one on one strategy call!

That’s it for this week.  Talk soon.