leadership training

I came across a story the other day on a Facebook group. A loan officer was stressing over a prospect quoting a super-low rate from another company.

They were looking for scripts to reel the borrower back in, but here’s the thing: by the time they’re shopping, it’s often too late for a script to work. This kind of stuff can drive you nuts, right?

Here’s my take: it’s all about the first conversation you have with them. (Don’t worry—I’ve got a killer script for that below!) But before that, let’s talk strategy.

I’ve found that for every 4 leads, we close 1 loan. My team and I have closed tens of thousands of loans (literally), so this formula has proven itself.

About half of the leads are approvable, and we close around 50% of those.

The rest? They either decide not to move forward or they shop around.

Instead of chasing shoppers like herding cats, we focus on what actually works: Getting More High-Quality Referred Leads.

We’ve developed 4 proven strategies to do just that—zero cold calling, no gimmicks, just solid, actionable tactics. And I’d love to share them with you on a quick Zoom call… for free. ☺

Schedule your “Lead Getting” call here

Now, about that script for shoppers: use it before they start shopping. Here’s what it sounds like:

“Ok Bob and Sue, based on our conversation, it looks like your monthly payment will be $[insert], with a down payment of $[insert], and total funds to close at $[insert]. If I can deliver on those numbers, will you commit to me being your lender so my team and I can get started to ensure we close on time?”

If they say yes, they’re in.

If not, you’ve identified a shopper and saved yourself a ton of time.

But here’s the kicker: even with the best scripts, the real key is getting more referred leads.

Let’s connect and talk about how to get more of those high-quality referrals.

You’ll never let one deal going sideways ruffle your feathers again when you’ve got a steady flow of leads.

Book your free strategy call now: www.GetMoreLoans.com

Let’s make this easy and profitable for you. Can’t wait to chat!

Of course we all know that the quickest, easiest, and most dependable way to get more closings is simply to “ask for the business”.

It just seems the stumbling block for most is, that they feel “weird” about asking for the business, so they never actually do it.

The real issue is, that most struggle with feeling “worthy” of asking for the business.  Like they have to do something first or juggle a bunch of bowling balls and rubber chickens to impress everybody first, then they feel worthy of asking for referrals….

So there are all kinds of shiny whistles and “widgets’ being offered to LOs, that “If you do this, then referral partners will like you and refer to you”.

The problem with those things, is most of them take a lot of effort and time…

….Time that you could be spending doing actual loan-getting activity.  Instead, most of these things have you “getting ready” to do actual loan-getting activity as opposed to actually “doing” loan-getting activity. 

See the difference?

“Getting ready” is a colossal waste of time, money, and effort; all while actually not directly producing borrower leads / referrals.

Worse, when we do all that extra (and not necessary) “getting ready” activity, resulting in no new loans, it poisons our minds into thinking that we did a bunch of activity, spent a lot of time doing it, perhaps spent a bunch of money, but nothing actually happened, thus there is no need for me to do any more work as it won’t actually result in new loans. 

Nothing could be further from the truth.  

We just simply have to do some of the “right” activity…

… all while avoiding the “getting ready” or “busy” work… which will actually hurt your production because it keeps you from the “right” activity.

Now, I’m not saying all “widgets” are a waste of time and energy.

I use a select few in my mortgage branch, and my loan officers use some very effectively too.

I put together a list of 28 value propositions (some are widgets, most aren’t) .. that actually result in more closings for us, with very very little wasted energy (if any at all).

Going over these easy value propositions is what I am talking to my loan officers about this week.

These all make it very easy to ask for, and actually GET MORE referrals in a very cool way.

… Which results in more loans for us… A LOT MORE!

Talk soon.

Carl White

PS.  Want me to hook you up with the best activities that we are doing as “value propositions”?
(the ones that actually work… duh)

Go Here and tell me what you are currently doing now, and I’ll hook you up with a customized 1 on 1 call, just like I do with my private coaching clients…. For free ☺

We’ll go over the best value propositions for you to use, to make all this so much easier. 

This will be a very good use of your time.

It’s often the small things we say that have the power to change everything for someone.

A year ago, I heard Ron Howard, the very successful Hollywood director, share a story from when he was just six years old and playing Opie on The Andy Griffith Show.

A simple, casual comment made to him at that time changed EVERYTHING.

One week, Bert Lahr (who played the Cowardly Lion in The Wizard of Oz) was a guest star on The Andy Griffith Show.

While Andy Griffith and Don Knotts (Barney) were shooting a scene, Bert and little Ron were just off-camera, watching.

At the end of the scene, Bert leaned over to Ron and said, “Ronny, I see how you watch the cameraman and the angles of the shots. You’re going to grow up to be a famous director someday.”

Ron shared that something shifted in his thinking at that moment.

That single comment sparked a dream, and he decided he wanted to move beyond acting and into directing.

All from a simple 15-second conversation.

Bert likely forgot about it shortly after, but Ron never did.

Ron went on to direct over 24 movies, including Apollo 13, A Beautiful Mind, and How The Grinch Stole Christmas (with Jim Carrey), entertaining millions of people worldwide.

This story reminds me of the power our words hold during the holidays—and really, any time of year.

Everyday conversations, even those that seem small and insignificant to us, can have a lasting, life-changing impact on someone else.

This can be used for good or bad, so let’s make a conscious effort to ensure our words are positive, encouraging, and kind, especially during the holidays.

What seems like a “nothing” conversation to us could become a pivotal moment for someone else.

And now, Bert’s simple 15-second conversation is being shared again here, hopefully continuing to inspire and impact even more people today as you read this.

So, 50 or 60 years from now, what conversation of yours will someone be sharing?

Let’s make it one that has a positive impact—not one they reflect on during a tough counseling session.

Here’s my challenge to you: Take a moment today to share a kind word, encouragement, or appreciation with someone—whether it’s a client, colleague, or loved one.

You have the power to create a lasting impact with just a few thoughtful words.

Let’s make this holiday season one of connection, kindness, and inspiration. I believe in you, and I’m grateful for the positive impact you’re making.

When people struggle with lead conversion, or “closing leads into loans”, it’s often because of one simple mistake…

The loan officer doesn’t actually have a “true” lead.

You see, there is a major difference between an internet “lead” and a true REFERRED lead… Huge difference.

See, 98% of the time (literally), an internet lead that the LO either buys for themselves or worse, buys and gives to an agent thinking they are “bringing something of value”, they are actually making their life and their agent business worse… worse with useless clutter.

It’s totally not their fault, but…

…Beginning and low-producing LOs fall into the trap of thinking that in time they will actually convert the internet leads into closings…

But the reality is…

There’s practically nothing you can do to convince anybody of anything… unless they already want it, and 98% of the time, internet leads don’t “want it”.

You can’t wrestle your leads down until they give in, can you?

The only thing you CAN do is to find out who already wants what you have.

In other words…

You can’t turn someone into a 5-star prospect, but you can discover who already IS one.

And you can do this simply by using the following five-step criteria…

Number 1: They’re willing to engage in a dialogue…

Number 2: They’re friendly and cooperative when you talk with them…

Number 3: They know what they want…

Number 4: They know when they want it…

And number 5: They want YOU to help them.

Which is much much much more likely with referred leads than with internet leads.

But here’s the thing…

All five of these steps have to be true in order for you to be working with an ideal client.

You can’t skip ahead. And you can’t artificially speed the process up.

So instead of being focused on short-term results of trying to convert internet leads…

Think of it as a long-term investment. Something you’re willing to spend your time on…

… Which is getting REFERRED Leads

You patiently educate and motivate prospective referral partners… week after week…

Until they convince themselves that referring to you is the right thing to do.

And make no mistake. It’s always until THEY convince THEMSELVES.

Because you can’t wrestle anyone into using you as their lender.

So…

Step 1:  Focus on getting to know people who are already talking to your ideal client.

Step 2:  Have conversations with those people and simply ask for referrals.

The end.

(Everything else is clutter and unnecessary work that is designed to keep you “busy” but not productive)

When you are ready to copy how we epically and successfully do Step 1 and Step 2…

Meet me here and I’ll give you the same exact demo that our top producers get in The Alliance.

Here’s a list of top 10 realtor challenges during a real estate transaction, formatted as sentences to ask for a coffee appointment with a loan officer.

These can be used as social media posts, short videos, texts, or simple emails.

When you are ready for help on how to follow up with those that respond, I’ll hook you up with a 30 minute zoom meeting where we can go over some of these with you <no charge>


Here’s the list:

1.   If I could show you how to navigate financing hurdles and get your clients pre-approved faster, would you give me 20 minutes of your time?  

2.   If I could show you how to manage unexpected property inspection issues that could jeopardize the deal, would you give me 20 minutes of your time?  

3.   If I could show you how to avoid delays caused by complex appraisal processes, would you give me 20 minutes of your time?  

4.   If I could show you how to secure financing for clients with unique situations or credit challenges, would you give me 20 minutes of your time?  

5.   If I could show you how to streamline communication between all parties in the transaction to prevent miscommunication, would you give me 20 minutes of your time?  

6.   If I could show you how to eliminate delays caused by loan underwriting and documentation requests, would you give me 20 minutes of your time?  

7.   If I could show you how to overcome last-minute financing denials and keep deals on track, would you give me 20 minutes of your time?  

8.   If I could show you how to help buyers with down payment assistance programs and other funding options, would you give me 20 minutes of your time?  

9.   If I could show you how to handle the challenges of multiple offers and complex negotiations with the lender’s support, would you give me 20 minutes of your time?  

10.   If I could show you how to help your clients avoid title and legal issues that delay closings, would you give me 20 minutes of your time?  

These questions directly address common challenges realtors face in real estate transactions and position the loan officer as a valuable resource. When you are ready for help on how to follow up on those agents I’ll hook you up here and we’ll go over it on a zoom call with you.

Get More Loans <my zoom meeting appointment thingy>