Mortgage Marketing Animals

high rates and head stomping…

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“Is it just me, or does anyone else feel like they’re getting their head stomped on a curb with the recent rate increases?”

This was a conversation that a super cool cat, Tyler Osby had with a few of our Loan Officer Freedom Club members (a group of very high producing LOs and branch managers).

He went on to say…

“Over the past two years I’ve personally had incredible growth. It’s been incredible how friction-free it’s been… you know, loans just falling in my lap.

…And I’m now used to how friction free it’s been.

As I talk to others though, I’m finding everyone’s had the same experience. Even the new folks.

And I’m having to remind myself, “friction free” and “super easy”, is not normal.
 

As I was sitting here reflecting, I’m realizing many of us loan officers are feeling a little entitled.

It’s true. Painful to say, but true.

I thought I was really doing something special. (And, to some extent, maybe we were… but perhaps we still got too used to it being easy.)

When everyone is battling to just have capacity, they aren’t as aggressive at winning EVERY deal. So my capacity has allowed me to crush the past two years. 

Maybe you too? Maybe not. Just sharing my experience here.

The reality: Now, many LO’s “need” loans. Just to pay their bills. 

And some LO’s are finally being more aggressive.

I’m noticing it because…

1. Our competitors are actually calling people back. 

2. Our competitors are out meeting with Realtors. 

3. Our competitors are back to being normal…

The bad news is borrowers are shopping because it’s easier and they aren’t used to hearing a rate that starts with 4.”

Tyler went on to say…

“The good news is I think everyone in this group (Loan Officer Freedom Club) is great at creating more opportunities. 

Better than our competitors are.

From a process perspective, my team has started asking for client’s commitment to close their loan with us… AND IT’s WORKING (game changing script, Steve!) — and I’m sure that’ll cut a lot of the resentment and frustration I have in my current lock-calls. 

A lot of people will get out of the business this year.

And then, it’ll get easier.

Just remember, you are the prize, and there’s a LOT of deals to get out there. Don’t let the shoppers trip you up — keep that glide in your stride.”

I have to say, as always, I completely agree with Tyler.  

The key is to be productive, not “busy” and to surround yourself with a team that helps you become more effective at following up on your leads so that you can focus on lead generation.

If you want to know “who does what” over at my mortgage branch so you can copy what works and implement it in your office, or the scripts we use with the rate shoppers, just give my team a call. (727) 787-2275 


Talk soon

Using the 40 Focus Tracker

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Welcome back to another episode of Loan Officer Freedom, the #1 podcast nationwide for loan officers. Today, I’m joined once again by my dear friend and top coaching strategist, Kristin Simpson. 

We have a lot of proven strategies that we love to share with our members, and it has helped them grow their business to heights they’ve never imagined.

Kristin is sharing a fantastic way to streamline and organize the tracking of communication with qualified agents. In our coaching program resource library, we have a genius way to track communication and outcomes, which we have named the Focus 40 Tracker. It’s what every loan officer needs to be doing in their mortgage business to bring in consistent and ongoing referrals. 

On this episode, we chat about where and how to get a qualified agent list, how many you should be calling, what to say on the phone, and your next steps in the process. 

Kristin even tells us why we need to “FROG” people…hmmm, that sounds interesting. 

Tune in to hear more about it…

Ready to get the scripts and more? Schedule a call today to get access.

I left you a review

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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).

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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

Warming Up Cold Calling Without Reluctance

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On this episode of Loan Officer Freedom, the #1 podcast for loan officers in the world, I’m joined by one of our remarkable coaches here at Mortgage Marketing Animals, Mrs. Kristin Simpson. 

Kristin and I bounce ideas back and forth about how to make cold calling not as chilly as it’s made out to be by sharing ways to melt the ice.

There are proven strategies our program teaches members, such as the Daily Success Plan. Calling realtors, making coffee appointments, and getting it done. Kristin stresses the importance of conversation and how you, no matter how many loans you are currently working, can implement this immediately. How, you ask? Well, that’s why you’ll have to listen in to hear Kristin and I give examples, stories, scripts, and strategies that really (like really,really) work. 


Ready to implement this and many more? We’ve got plenty to choose from…schedule a coaching call…no charge…click here to choose a time that works.