Tag: Loan Officer Training

I was talking to a loan officer this past week and she mentioned that she would never call her past database that closed from 2020 to around 2021.  I asked her why, and she said it was because they all had rates of 3% or less and it would be unethical to refinance them. 
 
Now you and I could talk about how doing debt consolidation may save that client hundreds of dollars a month and moving high-interest rate credit card debt to tax-deductible low interest rate mortgage financing may be something worth looking at… 
 
… but let’s ignore all that for just a few minutes… 
 
What she didn’t know is that for me, we call our database because MOST of the loans we get when we do call our database aren’t from “them”, it’s the referrals they give us to their friends, family members, and co-workers.   
 
Yep, most of our “past database loans” aren’t a redo of them, it’s purchase referrals of people that they know. 
 
Now, if (although unlikely) rates were to drop to the 3’s, of course most of the referrals would be refinances.  But almost always, the biggest opportunity is with the people they know. 
 
And the reason why they do refer their friends, family members, and co-workers is because that’s what we ask them in our phone scripts. 
 
You see, you get what you ask for… 
 
… and if you ask for nothing, well, that’s exactly what you’ll get most of the time. 
 
When you are ready for some free scripting help (I’ll give you the exact script we use) and even do some phone roll-playing, just hit me up here and I’ll hook you up. 
 
Or maybe you are closing all the loans, helping all the families, and making all the money you ever dreamed of already.  If so, keep doing what you’re doing.  If not, let’s hook up here <no charge> 
 
Get the results you are worthy of!  It’s your turn now.

Ok, this may be the weirdest message I’ve ever sent to somebody, but it’s a message that really needs to be shared. 
 
I went to this gas station the other day while driving to Daytona Beach.  The name of the place is Buc-ee’s.  This was not your normal gas station, as it was about 80,000 square feet of a 7-11 type of place and has 104 gas pumps (yes, I counted).  
 
Picture a gas station the size of a Walmart.  It was incredible. 
 
And the place was PACKED!!  There were literally hundreds of people walking around this mammoth 7-11 store.  I had never seen anything like it. 
 
Being the marketer that I am, I started asking random people inside, why they stopped here for gas and refreshments instead of the Chevron station right across the street.  (it certainly would have been a lot easier going to the smaller place, less congestion, shorter lines, and quicker to get in and out). 
 
Out of the 6 random people I asked, most said the same thing… 
 
“This place is known for having super clean bathrooms.” 
 
Come to find out there is an entire chain of Buc-ee’s (primarily in Texas and Florida for now), and come to find out, clean bathrooms is what they are famous for… 
 
… and apparently, because they are known for something (bathrooms in this case), they are absolutely crushing their competition and making money hand over fist. 
 
So it got me thinking, “What am I known for?” that can create raving fans. 
 
For me personally, I’m known for “helping loan officers and branch managers work toward a 7-figure income and beyond, while taking evenings and weekends off.”  
 
And then in my mortgage branch, for our Realtor partners, we are known for referring deals back to them using my patented “Follow Up and Refer Back” program for our real estate agents. 
 
The more people know that, the better I am and the better “they” are too. 
 
So I’m writing this today to remind you, that you HAVE TO have a process or result that YOU ARE KNOWN FOR. 
 
It’s a big deal to identify what it is, and then think of cool ways to get the RIGHT people to know that. 
 
It’s a very big deal to do that. 
 
Ok, well I took a leap of faith that we are good enough friends that I could send you a message about bathrooms and Buc-ee’s ☺ 
 
Cheers! 
 
Carl White 
 
PS.  If you want help with picking out “What you are known for…”  
 
..or when you are ready to see what mine is and how we attract referral partners with our Follow Up and Refer Back program (that costs $0 to do), just hit me up here and I’ll get you hooked up to walk through it <no catch> 
 
Just put in the comment on that page “Tell me about Follow Up / Refer Back” in the comment section.  That will be a very very good use of your time.