We hear it all the time…
“You have to bring value to your agents”
And you know what, “they” are right…. And perhaps “they” are missing the real truth..
Here’s the problem. So many LO’s hear that and then freeze because they think (and have been mistakenly told) that they have to….
… bring their agents buyers
… help the agents build their business
… teach classes
… become the agent’s personal assistant and errand boy/girl
And the list goes on and on and on and on
<usually fueled by somebody trying to sell you something you don’t need>
So now the LO is led to believe that before they can get referrals, they have to learn how to do all those things first… which most of the time never happens…
Classic overwhelm that is totally unnecessary.
…which results in the loan officer stuck with yet another mediocre month of closings and / or another month of slow, if any, growth.
And even for those LOs that do spend all their time doing those things and finally “deem themselves worthy”, what if you found out all that was totally unnecessary and putting in all that work actually slowed your growth…
Here’s the real truth of it all…
YOU ARE ENOUGH!
Let me explain.
The thing you bring of value is “YOU”.
For example, let’s say your friend owns a car wash. Where would you go to have your car washed? At your friend’s car wash of course.
Even if another one was a bit cheaper and / or a bit closer.
I want you to think of who your best friend is. Got their name and their face in your mind now?
Now I want you to think of why they are your friend. Is it because they come over and mow your yard every Saturday for free? Do they come over and clean your windows every Monday?
Of course not, that’s not why they are your friend.
They are your friend because of how you feel about them, and how they make YOU feel when you are around them.
Now, if you REALLY needed your yard mowed and your windows cleaned, would they come help you out of a bind? Of course they would. Just like you would for them. But the actual service isn’t why you are friends.
Same thing with referral partners.
I work with people who I genuinely like. We just happen to do business together also.
These are people who I would hang out with anyway, we just happen to now work together also.
And here’s the other “truth” I have discovered. There are over a thousand agents in our areas and there’s only 1 of you (me). That puts the odds highly in our favor.
It turns the table that YOU are the prize.
Now, with our friends (agents) that we work with, do we refer business to them when the opportunity arises… of course.
Do we help them build their business once we are working together… yes. But keep in mind, I have found it best to work with very successful agents who already have a successful business and they really don’t need any help in that area.
Do we teach classes? Well only if that is something that you truly enjoy doing, of course. But understand, it’s totally not necessary.
Do we help them with social media? Perhaps, but again, only if you already know how and only if you enjoy doing that.
They don’t work with us because of those things. They work with you because you genuinely like them and people like people who like them and then refer to those people that they like.
In other words…
YOU ARE ENOUGH.
Now, do we need to close their loans on time.. yes
Do we need to give great communication during the loan process.. yesDo we need to follow up on their referrals like green on a pickle so they get more referrals from those leads going forward… absolutely.
By the way, that’s the 3 things that over 10,000 agents said were most important to them during a large survey I did with agents.
So instead of spending a ton of time on doing things that are actually totally unnecessary, let’s spend that same time and energy actually connecting up with the agents who are already successful and simply find out which of those we have a natural connection with because….
YOU ARE ENOUGH!!!
Then and only then, of course you can learn how to help out in other ways… even though that is likely totally unnecessary.