mortgage industry

A while ago I received a course on “How To Get A Zero Inbox of Emails”. 
 
After spending about 12 or so hours reading the course and then implementing it, I came to a shocking conclusion: 
 
Zero Inbox Is Not A Prize!! 
 
After doing everything it said, which took a good part of a day, I found that I had ZERO more deals; Zero more income; and really accomplished absolutely nothing that is measurable. 
 

There is no magical check or money order that pops into your inbox when you get that “zero inbox” notification… 

I also shockingly discovered that just more emails pop in 3 minutes later. 
 
I remember that early in my career, feeling overwhelmed with all the emails, that I actually did an “email bankruptcy” and just deleted all the inbox, and never saw a difference… 
 
I discovered that when I really wanted to see a difference in my productivity, when I really wanted to increase the purchase deals in my pipeline, that I had to do actual “Loan Getting Activity”. 
 
I spent the next 30 days in “lockdown mode” and mapped out, then implemented a simple 4-step plan to bring in more purchase loans… 

… and not just a few more loans, but A LOT OF PURCHASE LOANS. 

I did this by doing an intensive study of my last 50 purchase deals that came in. 

I asked myself this simple question: 
 
“What specific activities brought in the last 50 purchase deals?” 
 
and “What do I need to do to do more of that / those things?” 
 
I was actually shocked to see how simple this was going to be. 
 
I found it was 4 basic activities: 

1. Talk to more agents that were currently closing 8 or more buyer sides in the last 12 months. 
 
2. Ask for more referrals from the agents and buyers that I was currently working with in current deals in my pipeline. 

3. Contact my past database using 3 methods (phone calls <gasp>, monthly mailers, and emails (the emails were the least effective even though I could automate them) 

4. Call my pre-approved buyers once a week, encouraging them (by having them mentally visualize why they were buying a new home in the first place), and then using a very simple and cool script, ask them for referrals of their friends, family, and co-workers who were looking to buy, sell, or refinance. 
 
That’s it.  Just sooooo simple. 

That’s how I drastically increased my purchase deals in a very very short period of time, and that’s how my team still does it today to have one of the most successful teams in the nation, all while I am working a 32-hour work week with frequent vacations. 
 
If you are going to work, if you are going to put effort into something, let’s make sure it has actual measurable results (more closed loans). 
 
I know that doesn’t sound sexy, I know it all happens without having to “build a funnel, I know it all happens without me paying for a bunch of Zillow leads or using some fancy schmancy widget of some sort. 
 
It’s just following a simple 4 step process that I now call the Daily Success Plan. 
 
It is just that simple. 
 
That’s exactly why I now help thousands of loan officers across the nation. 
 
Just to show you how simple it is, I’ll give you a completely free and LIVE 1 hour 1 on 1 Zoom call, just like the ones that these high-producing loan officers and branch managers get on our private one-on-one calls, and walk you through it step by step. 
 
Go Here to schedule your free and private 1 on 1 sample coaching call and we’ll map out in detail, along with scripts we use on our Daily Success Plan.  I’m convinced this will be a very very good use of your time. 
 
See you on the inside (and don’t waste time getting to “zero inbox”)… 

There’s a phenomenon I’ve been talking about for years, and I call it “getting ready to get ready.” One of the biggest things that holds loan officers back is the feeling that they need to be “ready” before starting something new.

This inevitably leads to procrastination, and it holds LO’s back from making major progress in their businesses. Over the years at Mortgage Marketing Animals, I’ve found myself having the same conversations over and over again with LOs in the program. One of those conversations goes a little like this:

“I knew about Mortgage Marketing Animals 15 years ago, but I kept putting it off. My biggest regret is that I didn’t join back then—I would be way further ahead if I had just joined when I had first heard about it! I had friends that did and I could see them growing, but it took me another six to seven years before I joined.”

The reason so many people say they wished they had joined us earlier is because even within the first few minutes of their onboarding call, they developed a completely different view of their business and their lives.

Only after that first call did they understand the changes they needed to make and how to get ready to maximize their success. They realized they didn’t need to get ready to join Mortgage Marketing Animals, because they had no idea what to get ready for. It was just procrastination.

If you need help overcoming procrastination in your mortgage business, I think there’s one lesson we can all learn here. Just dive in and get started!  Schedule a Discovery Call to see how our Program can help you overcome procrastination and other loan officer obstacles. You’ll be energized that you took the first step, and you’ll enjoy the process.

Check out the text that Tara McCafferty, a great friend of mine (and Freedom Club member) sent me.

What you may not know is, she just moved to Jacksonville, FL from Reno, NV knowing literally nobody here, and yet working Thor’s Hammer strategy, 67% of her scheduled closings are from her new connections in Florida.

#RealCourageRealLeadsRealClosings

Come to find out, good ol’ fashion prospecting works!

Proud of you Tara!!  Leading through inspiration.

So I just got a message from Jennifer Roy, a super cool loan officer out of the Orlando area where she mapped out just how simple closing an extra few loans each month is…  Read on..

Here’s the message she sent:

“Had a call today with an agent for one of my preapproved clients – I met and preapproved this client today (referred by a friend) and called the buyers’ agent to connect after emailing her the preapproval.

I explained when I send updates that I’ll also call every Tuesday during the transaction to give file updates. Y’all – she referred me another buyer ON THE SPOT.

I have never in my career of 35 years had that happen. These scripts are powerful. Work the system, trust the system.

Just for additional clarity – this agent is not in my market, she’s several hundred miles from me, and I have never once spoken to her before.”

First of all, congrats to Jennifer for taking action and being a great inspiration for all of us.

She just reminds me how simple it can be and to just follow the plan.  Sometimes we / I get caught up in complicating the plan, and instead, we / I just need to do what actually works and follow a proven plan that now ten’s of thousands of LOs have started.

That’s it. 
1. Get a plan that is proven and actually works TODAY.
2. Follow that plan
3. Get results
4. Inspire others

Want to see the plan that Jennifer is using as a step by step roadmap, email our office at support@themarketinganimals.com with “Show Me The Plan” and I’ll hook you up.  <no charge>

Do you find yourself getting sucked back into the files once you’ve submitted the file?   
 
See, the problem with that is it’s not something we can grow with.   
 
Having a team that closed around $105,878,352 last month, one thing I have learned is, we have to act like we are a real business, or better yet, like we are the CEO of a big business. 
 
We can’t allow ourselves to be sucked into the files.   
 
We have to surround ourselves with amazing people…  People who can solve problems instead of asking us/you what they should do about a situation.    
 
I have this policy that has worked for me very well.  Any time somebody on the team asks me to solve a problem, I ask them “well, what do you think we should do?”, and then just be quiet and see what they say. 
 
I find that about 95% of the time, the solution they came up with is the right one, and it empowers them to make decisions in the future. 
 
Now, 5% of the time, perhaps they do something that I may disagree with, and sometimes that does cost me a deal or even a referral source.. 
 
.. however, because I/you can now focus on bringing in the next 20 loans and the next 20 referral partners instead of worrying about that “1”, well, I think you get the idea. 
 
We have to focus on the big stuff that really moves the needle and not concern ourselves with who parks where in the parking lot. 
 
That’s what I think, what do you think?