Loan Officer Coaching

EPIC loan officer lessons from a Superbowl legend

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Gentlemen, this is a football!”  That is one of the most famous and often used sports quotes in history.

However, most don’t know its real history or how to apply it to their mortgage businesses and lives… read on..

Vince Lombardi kicked off the first day of training camp for his Green Bay Packers football team.

The prior season had ended in a heartbreaking loss to the Philadelphia Eagles after blowing a lead in the 4th quarter of the NFL Championship Game.

When the players came in to start training camp, they expected to immediately begin where they left off and work on ways to advance their game and learn fancy new ways to win the championship in the new season.

But when they sat down and began, Vince Lombardi held up a football and said, “Gentlemen, this is a football!”

He then had everyone open up their playbooks and start on page one, where they began to learn the fundamentals – blocking, tackling, throwing, catching, etc.

That was clearly not what they expected as players who were at the top of their game, but had indeed lost a “sure win” Superbowl the year before.

This hyper-focus on fundamentals allowed them to win the NFL Championship that season 37-0 against the New York Giants.

Vince Lombardi went on to win five NFL Championships in seven years. He never coached a team with a losing season after that and never lost a playoff game again.

If focusing on fundamentals can elevate a great team to such heights, imagine what it can do for your mortgage business and life.

We are often putting time, energy, and money into looking for the next magic bullet, magic bean, quick fix, or business trick. Instead, we should focus on the fundamentals.

One of the greatest mistakes loan officers make is NOT focusing on the fundamentals. They often don’t even realize what their business fundamentals are.

If we have not identified the fundamentals – we cannot work on continual improvement of them!

“Magic tricks” mean nothing if the loan officer isn’t doing the work to make the phone ring.

Special “closing techniques” do no good without actually picking up the phone and talking with somebody.

Having great service and competitive rates is pointless if we don’t do what’s necessary to actually talk with clients. 

The most successful people you can think of in sports, music, acting, and other areas never stop working on the fundamentals. However, in business, we seem to think we already have it down. Seldom is that the case!

Like Vince Lombardi and his team, we need hyper-focus on the fundamentals to make us more successful and get to the next level.So, let me ask – how much time, energy, and money have you wasted looking for some magic fix that didn’t exist?

Do you even know the 4 most critical fundamentals you need to succeed in your mortgage business?

How much could focusing on them benefit your team, your business, and you? If you don’t know or don’t like the answers – we should chat.

The cost of not knowing the 4 critical fundamentals is likely costing you a fortune… without even knowing it.

Write Small Checks to Cash Big Checks

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In this episode of Loan Officer Freedom, your #1 podcast in the country for loan officers, Carl White is joined by Kirk Scrima, who is using gifts for loans being closed (small checks to cash big checks) and shares how gifts can be used to get more business. 

He explains how they utilize this specific gifting program and why he believes it’s been a game changer for increasing his production. 

Kirk and his team are not only implementing this gifting system into their business, but they have begun mirroring the zoom call idea from Mortgage Marketing Animals coaching program, Call Stars, for his own business and how it’s making a huge difference for him and his team. Tune in to hear how he hopes to grow it into something even bigger for the future. 

You don’t want to miss this episode and find out how his unique gifting program can help your business by celebrating your closings by providing memorable gifts. 

Find out more by visiting: https://gratitudegiftcompany.com/

For more information on how to close more loans in less time, click here to find a time that works for you – and we will map it out for your specific business. <totally free>

They aren’t referring to you because of… YOU

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Once we understand WHY they refer to us, it’s a lot easier to get more of them.

Simply find out what causes the WHY, and just do more of that.

Ok, that sounded a little harsher than I meant it to, but it’s the way it is.

I want you to picture the last birthday party you went to…

When it’s time to open the presents, I think the “givers” are more excited than the person receiving all the gifts.

All the “givers” are shouting out, “open mine next, open mine next”.  You see, we feel good about ourselves when we see them open our gift and watch them experience the joy of receiving the gifts.

A psychologist once told me that people give gifts, not to actually give gifts, but to feel good about themselves for giving the gifts…

hmmmm….

I know that sounds totally narcissistic, but I think she is on to something there.

So when people give us referrals, it’s not necessarily to help you or “because of you”, it may be because it makes them feel good about themselves when you tell them how much you appreciate the referral (the gift) and how important they are to you.

So using that line of thought, they don’t refer because of “us”, they refer because of “them”.  It gives them a boost of dopamine (a brain chemical) that makes them feel good.

So if we take it to the next step, when we ask people to refer to us, we are giving them the opportunity to feel good about themselves.

And if we hold back on asking them for referrals, then we are robbing them of the opportunity to feel good about themselves.

A very interesting concept that I have found to be very true with my mortgage team closing an average of 397 loans per month last year (and this year shaping up to be even better).

Sooooo, when you want help with scripting on HOW to ask for referrals, hit me up on one of our FREE STRATEGY CALLS FOR LOAN OFFICERS and we’ll walk you through exactly how to do it with both agents, friends, and past clients.

Giving more people a chance to feel even better about themselves is always a good thing.

I got your back,

Carl White

A.I. Lead Generation for Loan Officers

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In this episode, Carl invites Chris Johnstone on the show to discuss how Artificial Intelligence (A.I.) in just a couple of short months has started to transform marketing opportunities for Loan Officers! They share invaluable insights on how loan officers can leverage AI and SEO to generate quality local customers from Google and Ratings and reviews.

To claim one of the 8 beta spots that are discussed during the episode visit TopLOAI.com.

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