It’s soooo predictable, yet strange but true…
It happens every single time, never fails.
I’ll be a guest speaker at a conference. I ask everyone to stand up. I then say, “If you know with 100% certainty that if you called your past database from A-Z, with a proven script to get purchase and refi referrals, the kind that actually close, if you know for sure that you would get at least 3 more closings in the next 45 days when you make those calls, stay standing.”
Almost always, 100% of the room stays standing. But of course, we all know that only works always!
Then I say, “Now, if you have actually called your past database from A-Z in the past 6 months, stay standing.”
In an average room of about 300 loan officers, usually all but about 5 or 6 of the LOs will sit down.
In other words, only about 2% will actually do the very activity that 99.9% of them know will bring in referrals that turn into closings RIGHT NOW.
I have done the above exercise at least 50 times, literally, and the same thing happens over and over.
Oh, and when I ask the very small handful what their loan volume is, predictably, they are almost always the top producers of the room.
And even with this demonstration and knowledge that this is what the top producers do, most will still not do the very activity that they themselves said they knew would work and they saw firsthand the results of those that are actually doing it… the top producers.
Strange but true.
See here’s the problem, they are actively looking for new things to do, instead of doing more of what they know already works.
I see droves of loan officers unnecessarily going through hard times right now because they have bought into the notion that “doing sales activity is a bad thing, and to be avoided at all costs.”
See, I’ve always thought of it the other way around.
You aren’t “selling mortgages” to people, YOU ARE SOLVING PROBLEMS.
Look, the seller wants to sell their home. You help solve that problem by funding the buyer.
The listing agent wants to sell the seller’s home. You help solve that problem by funding the buyer.
The buying agent wants to help the buyer buy a home. You help solve that problem by funding the buyer.
The buyer wants to buy the home. You help solve that problem by funding their new home purchase.
Your processor wants to process a loan so he/she can earn a paycheck to buy Christmas presents for her/his kids. You help solve that problem by creating a loan file for each buyer.
… and it goes on and on.
YOU ARE SOLVING PROBLEMS, oh, and you get paid well when you do so.
And the more loans that you generate, you solve even more problems.
Now you can see why I’m so eager for my team to close hundreds and hundreds of loans that we close each and every month.
You see, me and my family would be totally ok with just closing 2 or 3 loans per month. I’ve saved money, I have great investments, I could never close another loan and we would be just fine.
But you see, it’s much more than that…
… people are counting on me to help solve problems.
People are counting on you to help solve problems.
It’s our obligation as decent human beings to help solve as many problems as we can. There are so many people that need help… and you and I can help.
When you look at it that way, you can see why I’m a life-long student on how to get better and better and to make sure I’m maximizing my skill set to help even more people. It’s what cool people like you and me do.
You and I are students of success, and we understand that we aren’t just selling loans, we are solving problems and will do whatever it takes to do that.
Thanks for being part of “the few”. I knew I could count on you.
<Stepping off the box and going back to my seat>.
PS. I just finished doing a complete revamp of my website of my #1 rated loan officer coaching/training program.
I would love to walk you through and get your suggestions and feedback.
Go Here and I’ll set you up with a 1 on 1 walkthrough and demo of what’s in there and how it may be able to help you too, and to get your feedback.
Thanks so much, and thanks for being you.
Oh, and if you want a copy of the proven script that we use with our past database to get purchase referrals AND refi referrals from them, just remind us on the 1 on 1 call and I’ll give you that too for your trouble.
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