AI for Loan Officers

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.

I just finished reading a study done by Northwestern University that was totally not what I expected, yet it makes perfect sense.

Check this out, this study found that simply sitting within 25 feet of a high performer at work can improve our performance by 15%.

But wait, the next finding was shocking…

Sitting near a low performer decreased performance by up to 30%!

Wow!!!

Come to find out this is called “performance spillover” and is a real thing.

“But wait, Carl, what if I work from home?”

Well, I would argue that this wouldn’t just be for who we sit next to, but who we hang out in online groups, who is on our / your Zoom meetings, who are we listening to, and who are we hanging out with (both during work and after).

It’s never been more important to hang out with the “winners” than it is now, and according to this study, even more important, to remove ourselves from negative situations/people.

So my gift to the industry has been to put together the largest daily gathering of POSITIVE Loan Officer WINNERS every M-F at 8:30 Eastern time for free.

Here’s Where We Meet Each Morning For Free

I’ve often thought that attending this daily meeting of awesomeness is one of the reasons my mortgage team is having a great year closing hundreds of loans each month…

… and now after reading this study, I have scientific proof of it.

So the moral of the story is, win with the winners and YES, it really matters who you hang out with.

Thanks so much for allowing me to hang out with you over the years.

See ya on the morning meeting,

Yepper, Kambi Heywood is on FIRE. I was just talking to her and she told me she has been in the business for 27 years and has been a steady 5 loans per month for quite some time.

Now that’s not to shabby at all, and most would call that pretty good, and most would be satisfied with “pretty good”….

… but not Kambi.

90 days ago she committed to our Call Stars program.

She just reported that after years of pretty good, that she has 11 loans scheduled to close this month!

So while most LOs are tapping out or at the very least, settling on smaller paychecks each month, she literally had a 110% increase in the last 90 days.

We call that “epic” where I come from.

She was telling me that with the extra money she made in the increase in loans last month, she used some of it to help her 17 year old son buy his first car.

She said he’s doing so well and I could tell she is so proud of him, that I could see the gratitude in her eyes when she shared this story on a Zoom call we were on.

So instead of “waiting until things turn around”, she is turning things around.

It’s what the winners do.

I’m sharing this today to help encourage and to show what happens when we commit to making things happen and actually do real sales activity.

We have really found that Call Stars seems to move the needle more than virtually everything else combined.

When you are ready to get a free live demo of how that works, Just Go Here <no charge>

We don’t stamp out fires, we create them!

Carl White

One of our Freedom Club members (our top-level LO mastermind group) asked a great question…

“I am seeking some ideas for unique closing gifts that I can send out. Ideally, something universal that I can leave a lasting impression and that has my branding on it. Any ideas you can share with me?”

My response:
Great question! Here’s the thing, we have found that we don’t need to leave a “lasting impression”, as we will be contacting them quarterly with a phone call (using our past database scripts and the automated system) and monthly with our “handwritten” note (also done automatically).

Think of it like not needing a lasting impression when you leave a friend’s house after playing cards. You’ll be back next week….

Follow-up out trumps a closing gift every time.

The follow-up we do is 3-fold:

1. Call with a simple script 4 times a year (this is the most powerful and we have figured out a way to automate it).

2. Snail mail once per month. This has proved to give us huge results. The trick is to NOT send a newsletter or corporate looking postcard. We have found that an actual letter produces more goodwill and leads than anything else (I can show some examples of what we do).

3. And finally, a weekly email. The email we have found that gets us the best response isn’t about mortgages, it’s about what’s going on this weekend around your area. At the end of the email, there is a simple call to action that we call the“Super Signature” which has proved to be the secret sauce.

When I did a closing gift that had a “last impression”, it had zero effect on my closings from those past clients going forward. It wasn’t until I added the 3-fold follow-up strategies that I saw an explosion in my measured results.

This follow-up approach gives us an average of 1 closing per 100 people in our database per month. So if you have 500 people in your past database, that would be 5 closings…. PER MONTH, just from this simple strategy.

Now, to answer your most excellent question, I found giving them pizzas on moving day worked very well for me. After all, it’s what friends do for each other.

So, to schedule a time where we can map out, show you samples, and share how we do all this, along with my proven scripts, click here and I’ll get you set up.

If you have time, we can also show you all the benefits of members that you may be missing out on, but either way, it’s all good and totally cool.

After all, it’s what friends do for each other….