Loan Officer Coaching

I was hanging out with a buddy of mine, Tim, that owns an insurance company.  He was telling me how much better the insurance business is than the mortgage business because of residual income.

But see, he doesn’t know what you and I know…

First of all, the mortgage business is the best business I’ve ever seen. 

I’ve got a lot of friends that are in real estate, title, insurance, doctors, lawyers, restaurant owners, plumbers, you name it.

None have the unlimited upside like you and I have, AND the ability to call our own shots, and the option to be very successful AND have the evenings and weekends off (when done right, and myself and many others do it right).

You see, Tim thought that we get a customer, they borrow the money, we get paid (and we get paid well), and then we must find another customer.

What Tim didn’t know, is that isn’t how it works at all for those of us that have massive success following a plan.

First, we get a free army of salespeople that find the client for us… week after week, month after month, year after year…

… we call this free army of “lead finders” real estate agents…

<gasp>, that’s right.  We market to agents, and then the customer is naturally attracted to the houses that agents are helping to buy and sell, and then the agents refer them to us over and over, again, and again, month after month.

I call that “residual”.

I do a lot of upfront marketing to the agents, then once they start referring to me, our team simply closes them on time and gives a weekly update via a phone call (which we ask for more referrals on).  And that’s all the agents want.  We don’t have to buy them leads, they are the successful agents that get their leads from their listings.

But wait, there’s more…

Once we close them, we turn on our past database marketing program.

We call them 4 times a year with a proven script, we snail mail them once per month, and we send out a weekly email (not about mortgages… remember, they already closed).

Doing that, we average 1 to 2 closings per 100 people in our database each and every month. 

By the way, MOST of those closings that we get from that isn’t the past client.  It’s their friends, family, and co-workers that they refer to us.

Then we close them and follow up with them and they refer us even more friends, family, and co-workers who are buying homes or need a debt consolidation cash-out refinance.

Just like clockwork and resulting in a very predictable income…
… month after month, year after year, ummm, kind of like residual income…

The difference between my insurance buddy and you and me is, in the insurance company he gets a few hundred bucks year after year.

Whereas you or the average LO gets $3,000 (more or less) of profit every time we get a closing…

over and over and over…

Not a bad gig.

The secret sauce is, we have to simply follow the very simple plan and have the right scripts and say them to the right people.

I love this industry.

When you need help with mapping out the plan, or if you want to use the same scripts that my team uses, I’ll give them to you <no charge>>

These are the same scripts that our members use. 

We’ll show them to you here on a demo call.

Just click here and it’s yours for the asking.

See what you’ve been missing.

“I know you are tired and scared to move forward.  But what does it cost to stay?”

That was my response to a LO that I was talking with this week.

You see, she was asking about how to bring in more leads, and she was hesitant to make phone calls because of the ol’ call reluctance thingy.

Now let’s say she was following the Daily Success Plan…

I’m sure we can agree that when she is calling on agents that are closing at least a buyer deal each month, that when she is calling those agents with a proven script, I would imagine if she did that for 2 hours a week, for sure she is likely to bring in another deal each week.

That’s 4 more closings each month right there.

And let’s say she’s calling the listing agents of those 4 deals, using a proven script, and she does it each week, can we agree that at least 1 of them would send her a deal..
That’s a total of 5 more closings each month so far.

Let’s say she calls her past database and let’s say it’s a smaller one, say 300 past clients (or friends and family in the area she is licensed) with a proven script that has shown to give about 1 closing per month per 100 people in her database.

That alone with being another 3 loans.. each month.

Now we are talking about a total of 8 more closings each month.

And finally, let’s say she calls all the borrowers that she has previously pre-approved, and she checks in with them every Thursday morning to see how the house hunting is going and to make sure she reminds them that she is their lender.

Can we agree that at least 1 of those would close with her that may have been led astray to another LO if she hadn’t been in weekly contact?

So now we have a running total of an extra 9 closings each month.

And I’m of the belief, based on my own experience, these are actually very, very conservative numbers and not a stretch at all.

Now let’s say she makes $3,000 per closing. I get it, some of you more, some of you less, but just as a national average.

9 extra closings would be an EXTRA $27,000 per month.

That adds up to an EXTRA $324,000 per year.

Where I come from, we have a saying, “Every $324,000 helps….

Hmmmmm

So as you are reading this today. I know you may be tired.  And I know you may be hesitant to move forward.

But what is it costing you to stay at your current level?

If it’s the ol’ call reluctance, which is usually just a simple “I’m not sure what to say to who”, I can help you with that.

Hit me up here and either myself or one of my team, who I have personally trained, will solve that problem for you forever… and for no charge.

You are worthy, it’s your turn now.