Marketing Strategies For Loan Officers

Ok, no shenanigans or anything here (that’s not the way I roll), I didn’t put “I left you a review” as the subject line to trick you.  I did it to share a simple and great idea that was shared at our Freedom Club meeting on Tuesday (that’s us in this pic).

I love the SIMPLE IDEAS THAT WORK and that somebody else can do for you, thus taking zero of your time, yet you get even more referrals… you know those leads that actually close. <gasp>

OK, here’s how it works.

Every time you have a closing, give the buyers’ agent, the listing agent, and the title company an on-line review.  You know, on FB, Google, Linkedin, basically any and every site that they have a profile (remember, an assistant can do all this for you… automatically).

Then, call them and let them know you enjoyed working with them and their team and that you left them a review.  In that call, just use a simple “call to action” to either have a coffee meeting or simply ask them for a referral…

Yeah, it’s just that simple.

Now, some less experienced LOs may think the ol’ fable of “I need to bring something of value before I can get a referral”…
Ok, no shenanigans or anything here (that’s not the way I roll), I didn’t put “I left you a review” as the subject line to trick you.  I did it to share a simple and great idea that was shared at our Freedom Club meeting on Tuesday (that’s us in this pic).

… but see, that’s the beauty of this, YOU ALREADY DID GIVE SOMETHING OF VALUE..

You left them a review and you said, in a very cool way, that you liked them.

And we all know, people do business with people they like..

And people like people who like them.

Now one thing to keep in mind here, we only do this with agents that we actually liked working with.  If somebody wasn’t pleasant, well, don’t do this, because this strategy likely will have you working with them more… perhaps MUCH MORE.

If you catch their voicemail, simply leave a message stating what you did, that you would like to meet with them or, if they are further than you care to drive, that you would like to meet with them virtually or simply tell them you would like to work with them some more.

Then send them an email with the subject line “I left you a review” and just repeat the same message in the email.

I love these simple ideas that actually work, and the dude that shared this idea with us said it’s really a cool way to get referrals (and an assistant can do it automatically every time).

If you need any help with the scripting, or what to say during these “coffee meetings” (whether you do them face to face or virtual or simply on the phone) and actually get referrals from these meetings, just schedule a strategy call and I’ll totally hook you up <no charge>.

The key is to take action with this right now.  Whoever does “it” first and fastest will always win.  It’s not who does things best, it’s who implements the fastest.

Talk soon.

Carl White

I can hear my mom telling me dozens of times growing up, “you are going to poke somebody’s eye out with that..”

We were all taught to always be careful and never put yourself at risk for taking a tumble, stubbing our toes, or skinning our knees.

I can tell you with 100% confidence that while that may have been good advice when playing with the ol’ dime store slingshot, in our business that same fear and hesitancy is likely what’s actually holding us back.

See, it goes back to the “fear of rejection” or the “fear of failure”…

… those 2 things raise their ugly head way too often.

First of all, people think about us way less than we think they do.  They are too worried about what you think of them.

For instance, the other day I saw a loan officer comment in a group page that he was afraid that if he called Realtors on Mondays, that they would be mad because the agents are busy putting together offers and following up from the leads they got during the busy weekends.

My gosh, that’s exactly the time you DO want to be talking to those agents!!

That’s when these buyer agents need your help to get the listing agent to accept their clients offers, then you can be the lender.  There truly is no better time to call them.

Now, feeling for this LO and the amount of fear he must live in, I checked his production on one of those new software programs where it shows all the LOs production.

Sure enough, he averaged about 1 deal a month all of last year.  It may be that the fear of rejection or saying the wrong thing has totally paralyzed him and his ability to help families out in his area.

Now don’t get me wrong, we all started there, myself included, I just made the decision to risk skinning my knees so not to stay at the low levels of closing loans. I wanted to help even more families (along with my own).

If you have also made that decision in the past, or are just now making that decision today, I give you a standing ovation.

It’s just that I’m looking to help loan officers grow from where they currently are, and it’s not until they actually take action, risk looking “stupid”, or risk skinning our knees, that’s when the growth happens.

So why was this LO (and many like him / her) so afraid or hesitant to speak to the very people, Realtors that have contracts and referrals that they need help with by getting their prospects pre-approved?

.. keeping in mind that this fear and hesitancy is resulting in him / her losing out on the truly Cinderella and Prince Charming dream life for them and their family…  which I believe them AND everybody else (you) are worthy of.

So what holds them back, what steals their epic life?  I think most of the time the LO simply doesn’t know exactly what to say.  It’s likely they haven’t had somebody help them doing some “phone role playing”.

And it’s not their fault, heck, if somebody hadn’t of shown me, I wouldn’t know either.

But here’s the thing, while it may not be our fault before, now that we know there is a solution, it is our responsibility to learn and take action.

The best part of doing phone role playing and learning “scripts”, which I prefer to call “designed conversations” (thanks Steve), is that once you know what to say, you can now just simply have those same conversations over and over and get predictable results from them, which are outstanding, over and over again… 

..you know, more closings and more income for you and your family to do even more things for yourselves and others.

… that’s the secret of top producing agents!

In addition to that, once you know what to say to get those predictable (great) results, the fear of those money making calls melt away.  Fear is replaced by confidence.  Confidence and action results in… well, it results in YOU GETTING EXACTLY WHAT YOU WANT…

… all while helping so many families… including your own ☺

If you need help with scripting or “structured conversations with predictable great results, let me know and I’ll set you up with a 1 on 1 zoom meeting where we can do exactly that.  <no charge>


It will be a complete example of the exact calls and scripts that we have with our Freedom Club members, which is a large group of hundreds of the top LOs across the nation. 

I think you will like it and benefit from it greatly.  Whether you are closing 2 or 3 loans a month or closing 20, 40, or 80 loans a month, this will be a good use of your time.

Freedom Club Demo Scripting 1 on 1 zoom meeting  <no charge>

Talk soon.