Tag: Loan Officer Coaching

I hear that a couple times a day… 
 
“but Carl, you don’t understand, there’s no inventory in my area…” 
 
or “but Carl, you don’t understand, rates are high…” 
 
or “but Carl, you don’t understand, the agents are already referring to somebody else…” 
 
Yada yada yada yada 
 
So how then do we explain how my longtime friend Wes Oliver in Massachusetts, who is averaging 10 closings a month for the last several months? 
 
Or how do we explain Sarah Cox in Texas, with around 19 or so locked in for right now? 
 
Or Kenneth Brantley in Oklahoma, who just funded 7 loans last month and expects to close 8 this month? 
 
Or Tammy Saul who closes well north of 50, sometimes 80 or so, month after month after month… 
 
I’ll tell you how you explain it…  
 
Winners find a way to win!  And they hang with the winners. 
 
It’s just that simple.  Hang with the winners, learn from them, and then do what they do. 
 
AND… 
 
Avoid the “That won’t work” crowd like your business depends on it (because it does). 
 
I have learned to guard my “who we hang with” like I would guard a 10-year-old child. 
 
By the way, thanks for letting me hang out with you on this wonderful day.  I don’t take that honor lightly. Let’s chat here.

Sometimes we believe the crap we tell ourselves… 
 
… but don’t tell Jason Schaeffer you can’t get more than your fair share of the builder business.  
 
In January he was closing about 1 loan a month. After applying a couple of strategies that Kevin Gillespie showed us in our leadership academy, Jason is now closing an average of 7 to 10 loans a month. 

One strategy, he started calling on builders and now has 6 of them sending him leads and he has several loans in the pipeline that should close in the next several months, so YES, It’s working. 

The other thing he started to do was prospect his database, which he hadn’t in years, and started getting referrals for purchase and cash-out refinance deals out of that.  
 
Congratulations Jason.  Thousands see the opportunity, but only a few actually act on it.  You get 100% of the credit for making your great success!  
 
So when others may say, “It can’t be done”, “There is no inventory”, or “Rates are too high, nobody is buying”, just know the facts.  That’s just excuses made for not doing real prospecting.  (ouch) 
 
Let’s do real prospecting that really works…  
 
 When you are ready to see what Jason is doing, hit me up here and I’ll make that happen