Do you hate money?

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!

Up while others are down…

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!

Where most leads come from…

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.

I’m risking sounding weird today…

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.

Good News!!!  (3 things)

I just heard some great news and just wanted to share it with you.

This is the “Year Of The 5’s” for 3 reasons, which is very very good news for us.

Here’s what that means…  read on
1. It’s predicted that 30 year fixed rates are going back down to the 5’s

That’s very good news.  What that means is all the pent up demand for people wanting to buy homes but the 8% rates scared them off, well, those people will be flocking to homes like seagulls to French fries at the beach.

And over course that means that many of the 8% interest rate loans will be ripe for refinancing.  This is why we focus our marketing on our past database and referral partners instead of strangers (which is a money sucking endeavor).

As long as you have your marketing intact, that means more loans for you, and getting them will be easier (with the right effort).

2. 5,000,000 plus homes are predicted to be sold.

This one kind of plays into #1.  Part of the reason so many homes will be sold is because of the decreased rates.  But 5 million homes sold will mean there will be plenty of business for all of us … that are left.

Those that never took any forward action to stay in the market, well, they are gone now.  Which I’m never happy about that, but lets be real, it does mean even more loans for me and you.

3. Homes across the nation are expected to have an average of 5% equity growth in the next 12 months.

More good news.  That means it will be easier to have those conversations with our home buying prospects of how buying a home NOW will likely give them almost instant equity and that waiting to buy will just cost them more later.

So as long as we are actually prospecting, real prospecting (which is not dancing on TikTok or “liking” posts on FB), it should be a stellar year for us.

It’s never been a better time, or an easier time to be building our market share right now.
So make sure you are prospecting that magical 2 hours a day.

Nothing, and I mean nothing I have ever seen gets more prospecting results than the DSP (Daily Success Plan).

Implementation of that has out trumped every other loan getting activity I have ever seen in my dealings with literally thousands of loan officers across America.   That’s why it’s the focus in my personal mortgage team that literally closes hundreds of loans per month this very month.

It’s not a theory, it’s the results.

Let me know when you want to go over it and I’ll map it out for you step by step here.