Mortgage Marketing Animals

 

We are coming into the holiday season already. 

The question that always comes up is, “Should we take time off, or should we “grind” while everybody else is taking time off?”

Here’s what has helped me the best…

First of all, do good focused work on a 32 hour work week for 11 months out of the year, and, as long as we have focused on building up our referral network, and not focused on chasing page 3 of the bank statement, we will build up our business so much that you will have earned the right to take off the entire month of December.

But here’s the thing, most LOs are so busy “waiting for things to get better” that they don’t take the time to work on building up their referral network.  

We are coming into the holiday season! What is the one thing that most loan officers and real estate agents stop doing as the holidays approach?

That’s right! They stop selling!  Have you ever heard this from one of your real estate agents? Let’s wait till after the first of the year. Or, Let’s talk later.  Or, Hey I want to take some time off! Have you perhaps said those words yourself?

Let’s chat about that for just a second.  As you know, I am a huge NASCAR fan! Did you know that on the superspeedways like the Daytona 500 that they virtually never put their foot on the brake the entire race, other than when they come in for gas or tires.  They have their foot on the gas pedal the entire time.  When they need to slow down they just take their foot off the gas for a second and then back to full throttle.

This holiday season, take a lesson from NASCAR and consider not slamming on the brakes!

Continue to make your phone calls.
Just consider different topics.  For example, invite them for a coffee just to catch up! Ask about their families.  Ask about what kind of presents they are going to get for their spouse or their kids. Ask what they’re going to do for the holidays. Do they get a real tree or an artificial tree? Do they Open their presents on Christmas Eve or on Christmas day? Meet them at the mall and have the coffee with them while they’re shopping!

Of course we don’t call on the actual holiday day, but the days leading up and immediately after, these can be very productive days.

And as always, we only work from 9am to 5pm.  The mornings, evenings, and weekends are times that we spend with our families, friends, or just recharging our batteries because we have earned the right to do so (and our families deserve our time).

The key is, when January comes, instead of trying to restart your cold engine, simply change your conversations back to “sales mode” and start asking for the business again.

You can encourage your real estate partners to do the exact same thing. It’s much easier to go from 50 to 200 miles per hour than it is to go from 0 to 200. There’s a lot less wear and tear on the car and the engine!

This holiday, do what other loan officers are not willing to do! Keep making your calls! Come January, you’ll be thanking me.

When you are ready to have me hook you up with a step by step plan of exactly what to do to close an additional 4-6 more loans per month in the next 90 days, we’ll map it out for you on a 1 on 1 zoom call <no charge>.

This is the same plan that the Top Producing Loan Officer Freedom Club are currently having continued great success with.

Get Your Free Plan Here

To Your Success!

One thing we must do, particularly in this new market that we find ourselves in….

PROSPECT NOW with the DSP (Daily Success Plan).

Here’s why…

Understand that the effort you do in prospecting this month will give us our results for January, February, or even March (which historically can be the slowest months for LOs). 

See, we are in a pipeline business.  The pipeline is at least a 90 day process.

I get it, sometimes when we prospect, we get a deal right then.  But most of the time, the vast majority of the time, it’s about a 90 day delay from prospecting till file in process.

First of all, 67% of all home buyers get their financing from the loan officer their real estate agent recommended!!

So….

We have to make sure that we take around 2 hours at the beginning of each day to:

1. Prospect with agents in our area that are closing at least 8 buyer sides per month but not currently referring to us.

2. Giving appreciation and asking for even more referrals to agents that are already referring to us.

3. Updating the buyer agent, the listing agent, the borrower, the co-borrower, and the title company and then using my “3 X 3” script to ask for even more referrals from those people in a super cool way that has even more referrals rolling in.

4. Marketing to your past database by phone, text, snail mail, email, and targeted social marketing.

5. Calling your pre-approved looking prospects with the “Future Casting” script to help ensure we actually close on those people that we have already put all the effort in getting the lead and pre-approving them.

6. Texting our referring agents with the “Thursday Text” to get even more referrals on Thursday and Friday so that we can take the weekends off.

The reason why most LOs are down this season is because they forgot how to prospect or perhaps they never had to because with rates in the 2’s and 3’s, we were too busy patting ourselves on the back with all the business that was coming in… heck, who could blame us..
We started thinking that we don’t need to prospect like every other sales people do because loans were just pouring in from everywhere.

That thinking is costing most LOs from achieving truly epic results.

Understand that it’s not your fault if that is your thought process, it’s likely that nobody has ever shown you how to actually prospect in a super cool (and easy) way and how to have ever increasing production (ie, EVEN MO’ MONEY IN YOUR POCKET)

If you want to see a step-by-step approach on how we time block our week so that we can do all those things, about who does what, resulting in even more $$$ to you, all while taking evenings and weekends off….

Let’s set you up with a 1 on 1 zoom meeting where we’ll walk you through exactly how to do this <no charge>

Schedule 1 on 1 zoom meeting here to see how

We’ll also share scripts to get more referrals and past database stuff.

It’s your turn now!!

Talk soon!