leadership training

So in the Loan Officer Breakfast Club Facebook Group page, Brandon Ceullar said something that really hit home that’s a great message for all of us.

He shared his eye-opening stats from call top-producing real estate agents.

The numbers speak volumes about the challenges we face daily, but they also highlight the burning desire required to succeed in our business.

Here’s his stats (remember, this is calling top-producing agents):

34% of his outbound dials are answered. That means 66% of Realtors REJECT his call.

21% of his conversations lead to an appointment set. That means 79% of realtors REJECT his offer. (That sounds about right).

62% of my appointments show. That means 38% of realtors REJECT our scheduled appointment. (That’s a bit of a lower show-up rate than I see, maybe we could work on reminders that are sent out)

26% of realtors I’ve met with send me referrals. That means 74% of realtors REJECT working with me. (For me it’s closer to 16% send referrals and 84% don’t, so he’s kicking my butt on this one)

Here’s the point he made in this post, rejection is a significant part of our business. However, this loan officer’s attitude towards rejection is what truly stands out.

“Rejection is just like a callus on your skin. The more you do it, the more comfortable you are with it. So pick up the phone and make your calls today, no one is gonna do it for you!”

Embrace the Challenge

Rejection is a natural part of our journey, but it doesn’t define us. It’s how we respond to it that shapes our success.

As you go about your day, remember this story and let it fuel your determination. Understand that rejection is a part of a salesperson’s process, and never forget that perseverance pays off.

For example. Let’s say you call just 10 top-producing agents per day Monday-Thursday.

Using his numbers, you will talk to 54 top-producing agents per month. 11 of those 54 would agree to meet with you (via zoom, coffee, phone meeting.. whatever is most convenient for you)

7 of those 11 would show up to meet with you.

2 of those would start referring to you.

Keep in mind, those 2 are top-producing agents (remember, it’s the only ones we market to).

So imagine these 2 top producing agents only send you 1 closing per month each, in the next 90 days that would be 6 closings.

Let’s say you get $3,000 per closing, that would be $18,000 from these 2 agents.

But wait…

Next month you talk to another 54 agents resulting in another 2 top producers sending you deals, imagine that would be ANOTHER $18,000 (in addition to the first 2 sending your $18,000… so $36,000 total

… and then next month another 54 agents… ANOTHER $18,000… so $54,000.

And next month, and next month, and yet again next month…

Most LOs overlook the compounding effect of this.

This is how the top LOs get wealthy all while making dreams come true for their clients AND their own personal family. It’s magical, really.

Hey Brandon, thank you for being part of our amazing community. Your hard work and dedication make a difference every day. Let’s keep pushing forward, supporting each other, and turning those rejections into opportunities.

Wishing you all the best and continued success.

Wanna see Brandon’s plan? I’ll show you here, let’s chat.

Congrats to David Liccardi (a leader in the Freedom Club) for going from 3 units in Jan (not shabby at all in today’s market) to closing 13 in April.

David lives in Providence, Rhode Island, and says that tracking, using a VA to help set up meetings with top producing agents, and simply asking for the business has been the perfect trifecta for the explosion in business that he has seen.

Oh, and David is on track to hit DOUBLE the volume and units over last year.

2 reasons I wanted to tell you about this.

1. Let’s help our brother celebrate his victory.
2. To remind us all that our actions dictate our success, not “the market”.

Some LO’s all across the country are having their best months ever, all while some others are having their worst…

… It’s all about the actions that the winners put in place and the lack of “loan getting” action that the ones that are struggling experience.

See, our desire must outtrump our fears. That’s really the name of the game.

Congrats David on having your dreams and desires lead your direction and kicking those fears in the teeth! And congrats on your son’s graduation!! #ProudPapa

If you are a branch manager or thought about being one, I have a cheat sheet of 10 “must-know rules of success” that you can download for free here.

Introducing: “Being a Top Branch Manager: What I’ve Learned!!!”

I’ve spent the last 15 months diving deep into the heart of what it takes to succeed in today’s challenging mortgage market. The journey has been filled with valuable lessons, and I’m excited to share these insights with you.

This 2-page cheat sheet boils everything I’ve learned in running one of the most successful branches in the nation, where my team closes hundreds of loans each and every month.

These aren’t just “ideas that sound great”, they are forged from real-life experiences and hard-earned wisdom. Here’s a sneak peek of what you’ll discover:

●The Art of Proper Staffing: Learn why adhering to the “5 to 1” principle is crucial for your branch’s profitability.

●Balancing Personal Production: Uncover strategies to maintain personal loan closures while managing your branch effectively.

●Recruitment Mastery: Discover the importance of setting clear expectations and minimum production standards for your team.

●Daily Accountability: Find out how regular sales meetings can significantly boost your team’s performance.

●Pipeline Management: Get insights into the necessity of actively managing your loan pipeline.

…and much more, including key financial insights, recruitment techniques, and the importance of managing activities over personalities.

Why This Guide?

●Real-Time Examples: Concrete strategies and lessons from a real-world perspective.

●Enhance Your Skills: Elevate your management and leadership abilities.

●Drive Your Branch to Success: Practical tips to increase efficiency and profitability.

This guide is more than just advice; it’s a blueprint for success in the dynamic world of mortgage lending. Whether you’re a seasoned branch manager or aspiring to become one, these insights are invaluable.

How to Get Your Copy?

Simply click the link below and tell me where to send your free copy of “Being a Top Branch Manager: What I’ve Learned!!!”. It’s that easy!

Click Here to Get Your Guide

I wish I would have had this when I started! And now you can have it as a free random act of coolness☺.

Let’s embark on this journey of growth and excellence together!

Ok, that’s a little simplistic, there’s actually another valuable part to it.

You have to tell them how to give a great review.

I have found the best formula is the following:

1. Here’s where they were
2. This was their challenge
3. Here’s how you helped them
4. Here’s their results

So when I ask for reviews, I literally ask them for it, give them the formula, and then give them an example.

That’s it.

It’s a simple ask, and you’ll find the nice, pleasant, and giving people (like you) will leave reviews when you ask.

So I’m going to ask you, as the reader of this email to do me a favor…

Go Here and leave me a review, please.

If I have helped you grow, kept you inspired, given you direction, or just simply helped you get through some tough times, just comment on

1. Here’s where you were
2. What was your challenge
3. How did I help you
4. What has been the results

I would sincerely appreciate you helping me to inspire others…. it’s
what the cool people do.

Here’s 2 examples:

A personal thanks from me for helping me to inspire others…. it’s what the cool people do.

Just go to www.5StarCarl.com

Tanner Ellis, a loan officer in our Freedom Club, went from 14 referrals resulting in$1.8MM in closed volume the month before, then figured out a way to get 32 referrals last month that resulted in 9 loans or $4.1MM in closed volume.

That means closing 1 loan for every 3 to 4 referrals.

“How did he get 32 referrals?” you ask…

Coach Doug told me it was by doing the Daily Success Plan and getting referrals from the handful of loans he was already doing and his past database.

That’s like free money!

Come to find out, in this case study, he simply spent time prospecting using the proven (and trademarked) Daily Success Plan.

Because of the increased closed loans (and more $$ in his pocket), he had room in his budget for some much needed help.

I have found that when you have help, you close even more loans with even less stress, which means even more $$ in your pocket while you are enjoying life even more.

When you are ready to see the plan that’s responsible for all of this coolness, pick a time and date here that works best for you and we’ll do a 1 on 1 Zoom call and walk you through it <no charge>.

Helping cowboys and cowgirls close more loans for decades and decades☺