Loan Officer

A Business Plan To Close More Loans

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Someone once said, “If you don’t know where you’re going, you’ll likely never get there.”

On this episode of Loan Officer Freedom, your #1 podcast in the world for loan officers, you are in for a treat as Carl White is joined by special guest, dear friend, and business partner – Tammy Schneider. 

The main concern that we’ve heard in the recent weeks is “how do I map out my 2023 Business Plan?”

Well, this episode shows you exactly what that looks like, broken down into bite size pieces for realistic, attainable results as we approach the new year.

Tammy is specialized in this specific topic and literally teaches this class frequently to our top producing loan officers that are part of our exclusive coaching program, The Freedom Club. In this 40-minute podcast, you’ll get the scoop on how to create a plan, starting with the questions you will ask yourself, the numbers you’ve done and want to do, and the exact format to map all of this out within the four quarters of 2023.

As Carl says, “we are building castles, not tents.” It takes time. It takes a plan, and the success of that written out plan comes down to accountability, productivity, structure, and consistency.

This isn’t something to start January 1. This needs to start now for Q1 to be on solid ground.

Are you ready to start now and have a head start into 2023? If you’d like help mapping out your 2023 Business Plan for Loan Officers, here’s a link to schedule your totally free call with my team, where one of our top strategists will walk you through it all.

Schedule your one-on-one free coaching call here.

Magic Beans for LOs…

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The vast majority of LOs want to be sold a “magic bean” to build their business.  Virtually all the ads we all see today are proof of that. 

But you personally want to remember that smart people don’t believe in magic beans.

If you want to make serious money in a serious business, then you need to acquire some skills and knowledge, preferably from people that are actually doing, at a very high level, what you want to do.
Let’s get you hooked up with a plan, a serious plan, done by people that are seriously successful. 

Your 90 Day Plan <no charge>

…. and no magic beans included…

The “I Have To Give 3 Cards” Script

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So I was sitting in my office the other day and Sue, a loan officer that is a private consulting client of mine, sent me over a message as a quick SOS signal.  Here was her message:

“I have a realtor with me right now – here’s the question: Her brokers (she is in FL) tell her that there is a “law” that she has to recommend more than one lender. I know there is no such law, but what do I say to her Carl?  I need to know ASAP as I’m sitting with her now.  Thanks!”

How many times have we all heard the ‘ol “I have to hand out 3 cards” response from agents?!

Now, some of the time, this is a real situation that is in agents’ minds that they really think they do need to hand out 3 cards based on some erroneous information that somebody has given them.  Other times it’s nothing more than a “deflection” response from agents, you know, meaning that you really haven’t given them a reason to give out just your card…

… or better yet, YOU WANT AGENTS TO BREAK OUT IN A COLD SWEAT EVERY TIME THEY GET A BUYER LEAD UNTIL THEY HAND THAT LEAD OFF TO YOU!

You don’t actually want them to give your card to a prospect, who may or may not call you, by the way. 

Instead…..

…you want the agent to tell the prospect you will be calling them, then that agent call you and give the referral to you.  This ensures a solid connection, instead of the ol’ “well, I gave them your card, I’m not sure why they didn’t call you…” response from agents.

So here’s the script that I sent over to Sue, my private consulting client:

“Awesome, it’s an honor to be one of the 3.  At least we know that 1 out of every 3 of your referrals will close on time and you will have great communication on the loan process, and that 1/3rd of the time that your leads will be followed up like green on a pickle, so at least on those, you will get even more referrals from them once they are in your past database.  On the other 2, well, all bets are off.”


Now, let’s talk about that script for a minute and I’ll explain why it works so well, and give you some follow up information that will help you get a lot more referrals in other ways too.  

A few years ago I sent a survey out to around 15,000 real estate agents asking them what their #1 complaint was with loan officers that they refer to.

Here’s what came back in the order of importance to them.

#1:  They don’t close on time

#2:  They don’t communicate with me on the loan process, I don’t know what’s going on with the file.

#3:  The loan officer doesn’t follow up on my leads

So I knew right then what to focus on in my marketing to agents….

I call this my “Realtor Referral Getting” Checklist

1.  Close on time!

2.  Communicate with them every Tuesday morning on what’s going on with the files we are working on together (either me or my team calls them with updates)!

[by the way, there’s another script my team uses to get tons more deals when we do those weekly updates.  Be sure to ask me about the “Just Ask” script when you do your complimentary strategy call with us by going here:  www.LoanOfficerStrategyCall.com

3.  Follow up on their leads relentlessly! 

So you want to weave those 3 things in all of your marketing and scripts because those are the things they said are most problematic with their current lender they are giving all their referrals too.

When you cover those 3 things, you’ll get a deluge of business from agents… 

…IT’S WHAT THEY WANT!!


But listen to this, it’s one thing to say you’re going to do those 3 things, it’s another to actually do them. 

WE HAVE TO STRUCTURE OUR ACTIVITIES AND OUR STRATEGIES SO THAT WE ARE COVERING THOSE 3 THINGS!

But we can talk about how to structure “who’s doing what” in your current day to day activity to show you how to use your current resources to make those 3 things happen like clockwork during your strategy call.  It’s way easier than you think…

…it’s just prior to now, nobody has shown you how…
… but once you know just a few things, you’ll see how epic your mortgage business can be, getting even more referrals and all with less stress ☺

Talk soon!

PS.  On your strategy call, we will be going over some other “loan getting” scripts too.  This call will be a great source for even more free scripts ☺

Go here now to see if there are any openings left for your complimentary strategy call:

www.LoanOfficerStrategyCall.com