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About a dozen top producing LOs and I were meeting at my house a couple of weeks ago and we were discussing where to get the best leads, you know, those that turn in to actual closings (not the time wasting TikTok type leads).

One of them piped in that he had a source of leads that cost almost nothing and gave him about 7 closings each month… month after month…. Year after year…

We all leaned forward to hear this secret source of money producing mortgage leads…

Then he shared with us something that we all know, but I had never heard it put this way…

“Remarketing to existing leads, past database, on “old’ leads costs almost nothing and brings me in about $21,000 in personal income each and every month” he said.

I was once again reminded of the old song lyric:  “Oz never did give nothing to the Tin Man, that the Tin Man didn’t already have…”

You see, he’s raking in 21 Thousand dollars per month from simply reaching back out to leads / people that he already has talked to or leads that he didn’t hook up to in the first place.

For today, let’s just go over a quick way to cash in on the “old leads” that you just didn’t hook up with, maybe they ghosted you, maybe you got busy and ghosted them.

Here’s the simple 10 word script….

“Are you still looking to buy a home in <insert in your state>?  <your name>

Now, you may remember me sharing this before, but I know that 98% of those that read it, probably didn’t do it.

This time, well, go do it.

Remember, don’t change a thing and don’t add on to the script.  Every time we changed it up, it converted less… every time.

I’ve done this one as text messages and as emails (and both to the same person).  All 3 ways worked very very well <translated as:  a bunch of new business with virtually zero marketing dollars spent>

So many LOs are chasing 101 ways to “create leads” while ignoring the leads that they already have.

I get it, the “hunt” is sexy, and the cleaning of the hunt isn’t as sexy, it just pays very very well.

Focus on what actually works and not on the distractions.
So the take home message this week is:  Before doing anything else, Remarketing To Existing Leads Costs Almost Nothing And Produces Great Results For Us (measured in closed loans).

That’s it.  Short and sweet.

My first branch manager told me one time, “Don’t market to your past database if you hate money, because it will make you a bunch of money”.

25 years later I have discovered he was soooooo right.

I have brought in probably between $50,000,000 to $75,000,000 in income revenue by simply marketing to my databases in recent years.

I’m seeing a lot of loan officers really ramping back up by simply doing that, marketing to their past database.

For example, John Fortener, a loan officer in a small town in Georgia.  Get this, he currently has:

1. 4 pre-approved and looking from his past database

2. 1 past database that let him know today during a phone call that he is looking to sell a couple of his properties, so now John is referring those listing referrals to an agent that refers to him

3. 1 past client referral that is under contract right now and that client has sent John another 2 leads

4. Oh, and did I mention John has 3 new referrals from agents that started referring to him because of the Daily Success Plan that John is now implementing.

5. And he has 3 new deals in the loop to close this month that has listing agents that John hasn’t worked with before, which is yet some more opportunities for John by working the Just Ask Campaign.

See how all of this snowballs?

“From 1 deal we get 2 more” kind of thing.  It’s really just that simple… well, assuming we are following the Daily Success Plan…

Congrats John for taking action and leading by example.

So for all of us, we need to make sure we are marketing to our past database, because it’s likely the easiest loans to get with minimal marketing costs…
… and that’s a beautiful thing!

Inspiring you to achieve what you deserve!

I was on a FB group page the other day and saw a post that basically said, “Yeah, I’m down, but so is everybody else…”

I didn’t say anything, as I was a guest on somebody else’s page, and so I didn’t want to be the “troll”, but….

All LO’s aren’t down!  Some are up… and up a lot.

Ouch, the truth hurts…  Or it can be inspiring…. Read on.

I was getting debriefed by one of our top coaches, Doug Cadaret, and he told me that Brian Mozely:

1. Landed 4 out of the top 15 real estate teams in his market who are now referral partners with him

2. In the fist 2 months of the year, he’s already on pace to join our “DOUBLE COMMA CLUB” (those of us that make over $1,000,000 per year in the mortgage business).

3. Recruited 3 LO’s that are closing 10-14 loans per month.  (Top talent loves working with winners like Brian)

The purpose of sharing this with you today is provide clarity of the current situation.

Winners are still winning.

What sets winners apart?

First of all, just knowing that it’s possible.

If we go around thinking that nobody is having success, then we believe it and then will accept that as our truth, even though it’s not the truth.

We have to know the truth that many LO’s are having their best months ever.

Just knowing that encourages the future winners to take action, they learn what action the current winners are taking, and then duplicating that action, thus getting winning results for themselves.

It’s really just that easy.

So let’s raise a glass (of sparkling water) to Brian and thank him for inspiring us, and to congratulate him for taking action.  It’s what the winners do.

Letting you know what is possible, and that you are worthy of what’s possible!

I frequently get asked, where do most of the leads come from.

Here’s the thing, we don’t focus on 1 single activity.  We find it’s the combination of a few that really moves the needle for us.

For example, take John Fortner (super cool Mortgage Marketing Animals member) from the small town of Fayetteville, GA.

I just got a message that he has:

1. 4 pre-approved looking from marketing to his past database
2. 1 past database that contacted him that they are selling a property, so John referred the deal to an agent he’s marketing to
3. 1 past client that is under contract right now and that client just referred him 2 other leads.
4. 3 new referrals from agents that he got using the Thor’s Hammer scripts
5. 3 deals in process and using the Just Ask scripts, he has appointments with all of those listing agents.

So this is one of those things where it’s 1 + 1 + 1 = 8

It’s not one source.  It’s like an octopus that has 8 different arms all feeding the one body or mouth.

But get this, he’s not prospecting every day all day and all weekends, nope!

He’s simply prospecting the first 2 hours Monday – Thursday.  That’s a total of 8 hours of the 40 working hours per week.  Just 2 hours a day…. THE FIRST 2 Hours each day so that all the other clutter doesn’t take over.

Farmers milk their cows the first thing in the mornings, so that painting the barn doesn’t take priority of the money-making activity.

Give me the first 2 hours of your day Monday – Thursday and it’s my firm belief that together, we can change the trajectory of your business and your bank account!

It’s not 1 thing, it’s a simple yet focused set of small activities.

When you are ready to see the set of small activities that seriously move the needle, I’ll meet you over here.

The last couple of weeks, I’ve met with 127 loan officers in small groups of about 15 or so each day for around 10 hours each day…

… and a few amazing challenges and resulting victories stood out.

The first thing is, there’s a lot of LOs that are being challenged by their own brain and “negative thoughts”.

I’ve had to deal with that myself in the past and found a way to totally overcome it, resulting in epic growth in my mortgage business and in my income, all while enjoying the ride even more.

Step 1:  Turn off all the news.  Nothing is gained from it, and it’s all negative.  It absolutely poisons our minds and it can be a poisonous addiction.  Very very very harmful to our brain and then overflows to our actions… or lack thereof.

Step 2:  Talk to yourself… OUT LOUD.
Yep, there it is, my dirty little secret (ok, one of them).

Every morning and every evening I talk out loud to myself with a simple little script that I’m going to share with you right now.

The results of this have been dramatic, even if it sounds a little weird, and even if I didn’t believe what I was saying out loud in the beginning.

But I kept at it.  Twice a day.  At first hiding in my closet so the Lovely Mrs. White wouldn’t think I was crazy…

… But then I came out of the closet, and today I do this while standing on my doc lakeside every morning, and every evening.

Just try it for 30 days, don’t miss a day, and reach back out to me and let me know how it worked for you.

Here it is:

“I can’t always control my daily results, but if I follow the process, the law of averages will play out and I will have epic results.

I can get control over my time and life by changing the way I think, work, and deal with daily responsibilities.

I can get control over my tasks and activities only to the degree that I stop doing some things and start doing the few activities that really make the difference.

I can overcome my fear of rejection and call reluctance by feeling the fear and doing it anyway. 

It’s only when I do those things that it results in epic success for myself which results in epic success for my family, which leads to epic success and contributions to my community.

I am worthy of great success that WILL result when I push through the fear BEFORE I have the confidence to do it. 

My family and my community are counting on my time and financial support and I am a person of integrity and the highest character that they can count on me to do my part, even when I’m afraid… I’ll do it anyway.”

That’s it, and there you go.

I have found that the courage and the confidence comes AFTER I do something, never before.

Hey, thanks to those of you that honored me by meeting with me at my house the last few days, and for the group that met me in Phoenix.  You are changing our industry by discovering the small tweaks that are creating massive breakthroughs for you.

While most are curled up in the fetal position “waiting for things to change”, you are stepping up to the plate and “Making Things Change”.  Thanks for doing what you do.

If you didn’t make it, or weren’t invited this last time, when you are ready to see if we have room for you at the next small group, just click here and talk to someone on my team to see what we need to do to make that happen.

Thanks for allowing me to be a part of your world.  It’s a true honor.  Really.