She Opened Her Own Broker Shop

Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White.

In this episode, your host, Carl White is joined by special guest Colleen Wood, who recently made the transition from working at a retail branch to starting her own mortgage brokerage.

Colleen shares her experience and insights on the challenges and benefits of running her own business, as well as the importance of building a strong team and being prepared for the transition.

Tune in to learn more about Colleen’s journey and the lessons she has learned along the way.

Schedule a one-on-one free coaching call, click here or visit LoanOfficerStrategyCall.com.

Gold time??

This will explain why so many LOs are having to tap out, while at the same time, some of my clients are having their best year ever… read on.

So likely you’ve heard of “Green time” vs “Red time”… but have you heard of GOLD TIME?

See, “green time” is when we are prospecting to agents and/or our past database to get more referrals.  The more green time, the more green goes in your pocket.

“Red time” is when we are chasing paystubs, calculating income, you know the reactionary stuff.  Don’t get me wrong, it’s important, but it holds you back from prospecting for yet another referral and another closing.

I was talking to Mark Pfeiffer (one of my private clients and a super cool guy who is very successful) the other day and he reminded me of something.

We need to spend at least an hour a day doing “Gold Time”.  Gold time is when we are prospecting to somebody that is not referred to us yet.

You see, if we spend all of our time doing green time, which is prospecting more referrals from those that are already referring to us… that’s actually a problem.

Here’s what happens…

Over time, those people retire, move, quit, have a nephew that becomes a loan officer, life happens, whatever.

And over time, that list will dwindle down.

So even when things are going great, like Nate Carver (a member in the Loan Officer Freedom Club, a mastermind of top producers), who closed 7 loans in October, 9 in November, and 10 in December…
… he isn’t just calling those who are currently referring to him.  No ma’am, no sir…

He’s spending a couple of hours a week calling on those that aren’t referring to him yet!

That’s where the growth is coming from.

Very important point.

So thanks Mark for reminding us of this.

Add some “Gold Time” to your “Green Time”.

Want to go over who to call and what to say to them to get them to start referring to you?  I’ll Hook You Up Here  <no charge>

Work Life Balance With The Lovely Mrs. White

Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White.

In this episode, your host, Carl White discusses the concept of work-life balance and how to bust through the myths surrounding it.

Joined by his wife Maria, they share 12 key points to help loan officers achieve a healthy work-life balance.

From setting regular work hours to pursuing hobbies, exercising, and disconnecting from technology, Carl and Maria provide valuable insights and practical tips for finding harmony between work and personal life.

Don’t miss this enlightening episode of Loan Officer Freedom!

Tune in to learn how to prioritize your time, set boundaries, and achieve success in both your professional and personal endeavors.

Schedule a one-on-one free coaching call, click here or visit LoanOfficerStrategyCall.com.

From 0 to 10 Loans with Nate Carver

Welcome to Loan Officer Freedom, the #1 podcast in the country for loan officers, hosted by Carl White.

In this episode, your host, Carl White is joined by special guest Nathan Carver, a successful loan officer from North Texas.

Nathan shares his inspiring journey from months of zero closings to consistently closing 7, 9, and 10 loans per month.

He reveals the key action items that have helped him turn his business around, including the power of outbound prospecting calls and the importance of being deliberate in your activities.

Tune in to hear his valuable insights and strategies for success in the mortgage industry.

Schedule a one-on-one free coaching call, click here or visit LoanOfficerStrategyCall.com.

50% of the time, it works every time…

Congrats to Freedom Club member Dave Wicki for 10 closings and an additional 12 pre-approved and looking from marketing to his past database.

We all know that marketing to our database works, like EVERY TIME, you know, as in closing more loans.

Just taking the time to do it is the key.

I found a way to outsource part of it for almost nothing and yet get great results.

So there are 3 things we do with our past database.  We call them every quarter, we snail mail them once per month, and email once per week.

The snail mail is a HUGE part of it.  We expect 1 closed loan PER MONTH for every 100 people in our database.  So if you have 300 people in your past database, I would expect 3 loans per month from it… EVERY MONTH.

As far as what to mail, after doing massive studies on this with my own database, I found that much to my surprise, it really doesn’t matter what I email them, I got great results on all of them.

Whether it’s a thoughtful “letter from the heart” or a recipe postcard, one works as great as the other.  I have found that mailing them “mortgage information” gives the worst results.  So anything other than that is good.

I found the best way to make sure it happens each and every month is the key.  So I farm it out to make sure it gets done.

Here’s a secret trick that works great and costs about a buck or so a month for each person.

Step 1:  Learn what one of their hobbies or interests is.  I do this during the loan process or on the quarterly phone calls.

Step 2:  Go to www.DiscountMags.com  Pick out a magazine that is in line with their interests.  For example, Better Homes & Garden is around $17 for the year.  So for around $1.45 per month, I’m giving them a cool gift that is automatically delivered.

Step 3: When you put in the address for it to be shipped to each month, PUT YOUR NAME in the 1st line of the address, just underneath their name, so that they are reminded that you are the one giving the gift each month.

For example
John Doe Buyer
Carl White Loan Officer

123 Their Address St
Anytown, FL 34683

That’s what you put in the blanks when you order the magazine at DiscountMags.com.

I then just renew it every year.

One thing to keep in mind, most of the referrals we get from our past database aren’t for them, it’s for their friends, family members, or co-workers.

So there you go, a simple little trick to keep those referrals coming in!

Oh, and remember, without the actual calls, none of this works.  Don’t fall into the trap of thinking that we’ll have success without the calls.  I’m convinced that’s why so many are struggling right now.  They forgot about the calls.  Don’t fall for that trap!
Learn more here