I hear that a couple times a day… 
 
“but Carl, you don’t understand, there’s no inventory in my area…” 
 
or “but Carl, you don’t understand, rates are high…” 
 
or “but Carl, you don’t understand, the agents are already referring to somebody else…” 
 
Yada yada yada yada 
 
So how then do we explain how my longtime friend Wes Oliver in Massachusetts, who is averaging 10 closings a month for the last several months? 
 
Or how do we explain Sarah Cox in Texas, with around 19 or so locked in for right now? 
 
Or Kenneth Brantley in Oklahoma, who just funded 7 loans last month and expects to close 8 this month? 
 
Or Tammy Saul who closes well north of 50, sometimes 80 or so, month after month after month… 
 
I’ll tell you how you explain it…  
 
Winners find a way to win!  And they hang with the winners. 
 
It’s just that simple.  Hang with the winners, learn from them, and then do what they do. 
 
AND… 
 
Avoid the “That won’t work” crowd like your business depends on it (because it does). 
 
I have learned to guard my “who we hang with” like I would guard a 10-year-old child. 
 
By the way, thanks for letting me hang out with you on this wonderful day.  I don’t take that honor lightly. Let’s chat here.

Sometimes we believe the crap we tell ourselves… 
 
… but don’t tell Jason Schaeffer you can’t get more than your fair share of the builder business.  
 
In January he was closing about 1 loan a month. After applying a couple of strategies that Kevin Gillespie showed us in our leadership academy, Jason is now closing an average of 7 to 10 loans a month. 

One strategy, he started calling on builders and now has 6 of them sending him leads and he has several loans in the pipeline that should close in the next several months, so YES, It’s working. 

The other thing he started to do was prospect his database, which he hadn’t in years, and started getting referrals for purchase and cash-out refinance deals out of that.  
 
Congratulations Jason.  Thousands see the opportunity, but only a few actually act on it.  You get 100% of the credit for making your great success!  
 
So when others may say, “It can’t be done”, “There is no inventory”, or “Rates are too high, nobody is buying”, just know the facts.  That’s just excuses made for not doing real prospecting.  (ouch) 
 
Let’s do real prospecting that really works…  
 
 When you are ready to see what Jason is doing, hit me up here and I’ll make that happen

Well, I should really call this “How a human beat a condor”… 
HUGE take-home message on this one FOR loan officers. 
 
A recent study was conducted on what is the most efficient animal on Earth.  In other words, how many units of energy to travel one mile, what animal uses the least amount of energy to do that. 
 
After measuring hundreds of different animals, they printed up the report.   
 
Just as an FYI, humans ranked in the bottom 3^rd… so not so good. 
 
The condor won.  Because it harnesses the energy of the wind to glide, it was the clear winner…. 

… UNTIL something happened… 
 
When they measured a human on a bicycle, the human won by a lot. Humans on bikes were tremendously more efficient than even the mighty condor. 

You see, man is a tool builder and a tool user.  That’s what sets us apart from all the others. 
 
Using tools is our “unfair advantage”. 
 
So that got me thinking… 
 
MAKE SURE TO USE TOOLS TO GIVE US THE ABSOLUTE ADVANTAGE!! 
 
So as loan officers, use power dialers, email marketing, texting tools, video marketing, use your CRM, ….. 
 
I think you are getting the picture here. 
 
Tools are what make us the masters of the animal kingdom and masters of our business. 
 
By the way, did you know that the LoanOfficerCRM.ai has all of those things, and more, in one simple tool? 
 
Yepper. 
 
Think PhoneBurner, BombBomb Video, Group Texting, SalesForce, AND the ability to look up Realtors production reports nationwide WITH their cell phones and email address… 
 
.. All in one easy-to-use tool. 
 
To see a quick demo, just go to LoanOfficerCRMdemo.com and I’ll hook you up for a 1 on 1 demo.  It’s CRAZY GOOD!

A buddy of mine, Kevin, made a great point the other day. Check this out…

Although the 13 colonies DECLARED our Independence on July 4, 1776, we didn’t really achieve it as a nation until 1783.

So when we celebrate “Independence Day” on the 4th, that wasn’t the actual day of our independence.

Nope.

Our Country is free today LESS because of the Declaration that was signed in 1776, and MORE because of the 7+ years of war that were waged after it to secure the OUTCOMES of our DECLARATIONS.

Moral of the story – If you make HUGE DECLARATIONS in life (and I recommend that you do), I wouldn’t recommend sitting back then and waiting for them to come true. I’d prepare for the war that will inevitably follow.

Reminds me of Susan Bingman when she told me, rather she DECLARED, she was going to close 8 loans in July. That may not seem like a big deal to many of you, but that was just 2 months ago and the most she had closed in any month so far this year was 2.

We mapped out her Fast Action 90-Day Plan together.

Her results so far, she has 9 set to close in July.

How did she do it?

First of all, she had a burning desire. Then she just simply followed a plan which started with a quick 1 on 1 Zoom meeting, just like we’ll do with you.

Just go here and I’ll set it up for you.

Fast Action 90 Day Plan

So make your deceleration, put together your action steps, and put your boots on, and let’s secure YOUR freedom.

Having a team that has closed literally over $1B a year time and time again, I’ve learned a thing or two.

One of the biggest lessons that I have discovered is, it’s easier to get people that are referring you a few deals a year, to send you more deals, than getting people who aren’t sending you deals to send you deals.

So it’s way easier to get “them” to send you even more… and I mean like WAY easier.

So here’s the plan:

1. Get a list of all the agents that have referred to you in the last 12 months.
2. Look up their production in one of the programs that shows their “buy side production”. (like MMI or LoanOfficerCRM.ai)
3. If you got a shot of at least 50% of the buy side units they closed, youare in good shape, no need to change anything (this will be rare)
4. If you got less than 50% of the buy side units they closed, this is your easiest and most effective targets to grow your business.
5. Simply call them up, tell them how much you appreciate working with them, and remind them that with your “Follow Up and Refer Back” program,(some of you may know this as our “Golden Eye Opener” program) that you will help them close even more of their current leads by following up on their prospects along with them.

The ”Follow Up And Refer Back” program that is part of the MortgageMarketing Animals system, averages an additional 16 closed deals to refer back to these agents each and every year, and we, of course, are the lender of those deals.

This has been such a game-changer for us, I’m sure it will be for you too.

So just to be clear, I’m not saying not to prospect to agents that you haven’t worked with before, I’m just saying let’s get more from what you already have first.

First = Fast Money ☺

If you are not sure what this killer system is, I’ll be happy to hook you up with exactly how it works (and there is no software or widget to buy).

Just go here and we’ll walk you through it. It just flat-out works ☺

Talk soon.