mortgage industry

I love strategies that are super simple, super successful, and actually work.

I’ve seen several different versions of this, and at our last Freedom Club meeting, it was brought up again, so I thought I would share it with you here today.  <you’re welcome>

So 1^st, we have to recognize that when we want to help somebody (ie, bring a “value add”), we have to know what their actual problem is…

Real estate agents are not the best at following up, and they have a ton of people, and leads, that they worked with the last 12 months that didn’t buy… and they aren’t calling to follow up with them.

So here’s what you do…

1. Call up agents, ones that you worked with in this past year, even if it was a listing agent on one of your deals.

2.  Ask them this simple money-making question:  “Who did you work with this past year that should have bought a house, but didn’t?”

You then explain to them that 85% of people that actually buy a home, buy AFTER more than 90 days from the first contact.  Only 15% buy in the 1^st 90 days.  (real numbers). 

Most agents (and LOs) are fighting over the 15% and have totally ignored the 85%.

Then explain how you are going to contact those people with a proven script (the “9 Word Conversation” one combined with the “Future Casting” one) which will all result in more closings for them… and you. ☺

We find when we do this activity, we don’t just get closings from their older (but still very good) leads, we also get even more of their current referrals too because of the results in advance that you have given them.

In their mind you have created magic… taken older leads and got them (and you) new contracts right now.

In reality, it’s just simple math.  Those “older” leads are actually way better than most people think because they don’t know about the “85% that buy, buy 90 days or more after the initial contact.”

So it’s not really magic at all, it’s just sticking to the basics while avoiding the distractions.

Really, the bottom line script to the agents is “Don’t buy more cows until you milk the ones that you already have.”

In other words, let’s work the leads that you already have had this year before we go through the time and expense to get even more leads when we really haven’t worked the leads that you already have.

That’s pretty much it.

Those are your marching instructions.  Now it’s time to go do it!

When you need help on how to convert these “Oldies but Goodies” calls and go over the “9-word email”, and “future casting”,
Just Go Here and we’ll walk you through it <no charge>, just another random act of coolness. ☺

Here’s what you missed out on at our last meeting:

1. Yours truly walked through the 12-Step Sales Message Template that I have used for years and have never shared until this meeting. It’s been a game changer for me as I use this template on my calls, my emails, my texts, social media posts, pretty much everything.  This attracts clients like tourists to a beach!

Following this template will drastically increase your conversions on your “call to actions”. Whether it’s to meet with you, or to start referring to you, knowing these 12 steps is a game changer for sure.

2. Podcasting For Results: Devon Dubuc shared how he gets leads every time he does a podcast.

3. How Creative Presentation Skills Landed A Partnership With 1,500 Real Estate Agents: Emmanuel St. Germain

4. How To Leverage AI To Get Even More Referrals: Chris Johnstone

5. The Presentation And Planner That Has Agents Running To Me Like Cats To The Fish Docks: Jason Wagner

6. “What I Wish I Would Have Known, That I’ll Share With You Now” Top Producer Panel: Suzanne Downs, Ken Prost, Dave Tallman, and Cynthia Rock.

7. “Done For You Agent Presentations That Actually Work”.
Our own Tammy Schneider has put together over a dozen “Done For You” classes that have been pulling for us like a pack of mules.

8. State Of The Mortgage Industry… And It’s Good News For The Action Takers: Kevin Broughton (this dude is one of the smartest people I know)

9. Getting Agents And Buyers Off The Fence, The Art Of Persuasion For Their Good And Your Profit: Steve Kyles the Scripting Ninja

10. How To Use AI To Maximize Production And Automation: Toni Taylor

11. Social Media Daily Success Plan: Chelsea Gardner

12. Execution Of Your Plan, The Art Of Getting Things Done (even when you don’t feel like it): Dan Ellis

13. Tracking Your Numbers Like A Boss, How The Winners Do It: Doug Cadaret

14. “Cutting Out The Negative Thoughts That Lie To You”: Glenn Geraci

15. “How I Got 129 Referrals From Realtors In 30 Days”: Leon Belov

16. “Printing $100 Bills Via My Database”: Dave Wicki

17. “How I Met With 99 Agents… 1 At A Time”: Bobby Welch

18. “How I Had My Best Month Ever In October”: Dean Hayes

19. “How We Went From 2 Closings A Month To Closing 9 Last Month… while we traveled Europe….”: Patty Davis and Paul Barrett

…. And there’s actually more.

This doesn’t even account for all the magic that happens during our lunches and dinners that we are doing together.

Getting together with like-minded people is sooooo critical. It’s how the winners win.

When you are ready to see what you have been missing…
Just Go Here and we will walk you through the website and you can see what’s under the hood.

Do it now, and you can come as my guest to our next meeting ☺

You are worth your time investment to be here.
This is what the winners do.

Here’s your private link to register.

It’s soooo predictable, yet strange but true…

It happens every single time, never fails. 

I’ll be a guest speaker at a conference.  I ask everyone to stand up.  I then say, “If you know with 100% certainty that if you called your past database from A-Z, with a proven script to get purchase and refi referrals, the kind that actually close, if you know for sure that you would get at least 3 more closings in the next 45 days when you make those calls, stay standing.”

Almost always, 100% of the room stays standing.  But of course, we all know that only works always!

Then I say, “Now, if you have actually called your past database from A-Z in the past 6 months, stay standing.”

In an average room of about 300 loan officers, usually all but about 5 or 6 of the LOs will sit down.

In other words, only about 2% will actually do the very activity that 99.9% of them know will bring in referrals that turn into closings RIGHT NOW.

I have done the above exercise at least 50 times, literally, and the same thing happens over and over.

Oh, and when I ask the very small handful what their loan volume is, predictably, they are almost always the top producers of the room.

And even with this demonstration and knowledge that this is what the top producers do, most will still not do the very activity that they themselves said they knew would work and they saw firsthand the results of those that are actually doing it… the top producers.
Strange but true.

See here’s the problem, they are actively looking for new things to do, instead of doing more of what they know already works.

I see droves of loan officers unnecessarily going through hard times right now because they have bought into the notion that “doing sales activity is a bad thing, and to be avoided at all costs.”

See, I’ve always thought of it the other way around.

You aren’t “selling mortgages” to people, YOU ARE SOLVING PROBLEMS.

Look, the seller wants to sell their home.  You help solve that problem by funding the buyer.

The listing agent wants to sell the seller’s home.  You help solve that problem by funding the buyer.

The buying agent wants to help the buyer buy a home.  You help solve that problem by funding the buyer.

The buyer wants to buy the home.  You help solve that problem by funding their new home purchase.

Your processor wants to process a loan so he/she can earn a paycheck to buy Christmas presents for her/his kids.  You help solve that problem by creating a loan file for each buyer.

… and it goes on and on.

YOU ARE SOLVING PROBLEMS, oh, and you get paid well when you do so.

And the more loans that you generate, you solve even more problems.

Now you can see why I’m so eager for my team to close hundreds and hundreds of loans that we close each and every month.

You see, me and my family would be totally ok with just closing 2 or 3 loans per month.  I’ve saved money, I have great investments, I could never close another loan and we would be just fine.

But you see, it’s much more than that…

… people are counting on me to help solve problems. 

People are counting on you to help solve problems.

It’s our obligation as decent human beings to help solve as many problems as we can.  There are so many people that need help… and you and I can help.

When you look at it that way, you can see why I’m a life-long student on how to get better and better and to make sure I’m maximizing my skill set to help even more people.  It’s what cool people like you and me do.

You and I are students of success, and we understand that we aren’t just selling loans, we are solving problems and will do whatever it takes to do that.

Thanks for being part of “the few”.  I knew I could count on you.

<Stepping off the box and going back to my seat>.

PS.  I just finished doing a complete revamp of my website of my #1 rated loan officer coaching/training program.

I would love to walk you through and get your suggestions and feedback.

Go Here and I’ll set you up with a 1 on 1 walkthrough and demo of what’s in there and how it may be able to help you too, and to get your feedback.

Thanks so much, and thanks for being you.

Oh, and if you want a copy of the proven script that we use with our past database to get purchase referrals AND refi referrals from them, just remind us on the 1 on 1 call and I’ll give you that too for your trouble.

Pick A Time Best For You Here

One thing that has really helped me to have long term relationships is the “25% Rule”.

This rule has also saved me a ton of time avoiding time sucking, one sided relationships.

Here’s the rule, it has 4 parts:

1. 25% of the people LOVE YOU no matter what you do.

Now of course we need to do the right things with them, treat them with amazing love, but these people are the dream to have in your life and will forgive you of the occasional “Oopps!” (we all have those from time to time)

2. 25% of the people DON’T like you, no matter what you do.

Even if you toss these people gold coins, they’ll complain that you are throwing something at them.

3. 25% of the people LIKE YOU, but are on the fence, and at the whiff of an issue of any sort or size, they fall into the camp of “DON’T LIKE YOU”.

These are the relationships where “you are only as good as your last “thing” together.

4. 25% of the people DON’T like you, but are on the fence, that if you juggle just enough bowling balls, they like you for a period of time, but as soon as you drop one of the balls, they don’t like you again. 

The secret to life is to find and hang out with the 25% that love you no matter what! 

These relationships/friends will be long term and lead to a business life of Happy, Joyous, and Freedom. 

Hanging out with the other 75% is a wasted effort, and leads to a life full of Restless, Irritable, and Discontent. 

The key to all this is identifying who is in which group, which takes a bit of time. 

I have found that to do this requires a bit of patience and effort to get out and meet people… as it’s all a numbers game. 

The more people that you meet with, the more of the “25% that will love you no matter what” you will find. And when you find those that fall into your 25% “Love You no matter what” category, it’s just the coolest thing ever! 
Just wanted to share with you the 25% rule so perhaps you can have an even more epic life of love and coolness particularly with the holidays coming up.

It’s that time of year to double down.  While most loan officers check out and hold off, the winners check in and put together and work a successful proven plan.

When you are ready to see what my plan is, and perhaps make it your plan, Just Go Here and I’ll make sure you get a private tour of it ☺

See ya inside… with the winners 😉

As I write this, I am streaking across the sky at 36,000 feet above the ground at a speed of around 526 mph.  

But here’s the weird part, had Orville Wright not caught Typhoid Fever, which almost killed him, it’s possible that I wouldn’t be in this jet…  read on.

I’ll tie this in with loan officer success, just give me a couple mins here.. it’s worth it. 

So years before they even thought about flying, when Orville with deathly ill with Typhoid Fever, and couldn’t work at their bicycle store, his brother, Wilbur, sat beside his bed for 6 weeks reading to him in the attempt to keep him from becoming unconscious. 

It was thought that if he could stimulate Orville’s brain, that he had a better chance of survival.

Well, several of the magazines that Wilbur read to him, just by pure chance, had articles about the theories of flight.  They were part of a Scientific American style of magazines that a buddy gave him as something to read to Orville.

6 weeks later when Orville was well enough to speak and have rational thought, he asked Wilbur, “Hey, I remember you reading to me about the possibility of human flight, can you reread them to me?  That sounds very interesting.”

The rest is history.

So if Orville hadn’t gone through the very challenging “hard time”, he wouldn’t have had his period of life-changing massive growth…
… and the world would have likely never heard of the Wright Brothers, they wouldn’t have become multi-millionaires (back when that was some serious money), and who knows how long before the next person would have advanced such a wonderful gift to all of us… the glory and convenience of flight.

So what does that mean to us today as mortgage professionals?

Look, I know it’s a challenging time for many.  The industry may feel like it’s sick in bed with Typhoid Fever.

But we all need to keep in mind 2 things.

1.  We have our biggest growth in challenging times. 

We learn so much during these times.  We don’t grow muscles until somebody puts weights on our barbells.  Embrace these times, we can change the world with our learning and then take action.

2.  Some loan officers are having their best month ever, find them then do what they do.

I just got a text about one of our members, Erica Bille in Kyle, TX.  She closed 10 units last month which was her best month ever.  She said she simply ignores the “noise” and follows the Daily Success Plan.

I know it seems challenging, but I believe you are up for the challenge.

Stay away from those people that say things like “everybody is down” or “you have to get a side job” or “nobody answers their phone” or “Realtors have no closings”.  None of that is true.  Statements and people making those statements are absolute poison for the winners like you and me.

Hang out with the winners.  You see, winners will always find a way to win.  Just simply follow their same path and it’s my belief that you will arrive at their same destination of success.

Oh, and if you need somebody to read to you, give me a buzz, I got your back.

I can hook you up with a Daily Success Plan meeting with a step-by-step of exactly what the winners are doing.  <no charge>