Mortgage Marketing Animals

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>

Success isn’t “avoiding problems”.  “Success” is handling problems quickly.  Success is how fast we identify what the real problem is, and then how quickly we address and fix the problems, and then how likely we are to learn from that experience and not duplicate that same problem.

It’s a funny thing how the different “classes” of LO’s react to our current market.

Those that don’t want to “address the real problem” point at “the market” as the reason things aren’t going as well as they want.

Those that are ready to do what it takes, well, they are asking LOs that are “up” in the current market, they are asking them how they are doing it… what specific action items they are doing.

They then simply copy their activities.  It’s really just that simple.

On a social media post, I was congratulating a dear friend and leader of our mastermind group on closing 42 loans of personal production last month.  (yeah, I verified it)

While most were skeptical (I understand that), only 1 reached out to me and asked if I could get her on a private Zoom meeting with just the 3 of us and map out how she did it.

During that 30-minute Zoom meeting, we identified how her process differed from his, and a couple of action items that she was doing differently than he is currently doing.

I loved listening as these 2 really smart people were exchanging ideas back and forth.

The point is… well, it’s really a question for all of my readers today…
Are we going to spend our time looking at charts and graphs that may help us justify closing less loans, or are we going to spend our time collaborating with those that are actually up this year from last?

Just know that both are available.  We just have to ask ourselves, which will serve us best…

I know you will make the right choice today all while you and I understand and feel for those that choose to look for justification and point at “the market” as the culprit.

I learned long ago, “the market” doesn’t dictate our success… “our actions”, working on the right productive proven things are what dictate our success.

I believe in you!

Your Wingman,

Carl White

PS.  When you are ready for a private Zoom meeting to collaborate and to see what are today’s best success action items, hit me up here.  I totally have your back (because I know you have mine).

I think I can pull this off without being too harsh… read on.

I was at one of our Loan Officer Bootcamps a couple of weeks ago and this super nice lady who is a loan officer was openly sharing what was holding her back.

That’s such an important thing to do by the way.  Find out what is holding us back (and we all have 1 if not a few things), then simply find somebody who has overcome that obstacle and do what they did.

Sounds simple… and the good news, it is simple. 
(That’s why I see so much growth with so many of the LOs that I work with, together we simply identify the obstacles and then remove the obstacles)

Anyway, I asked her what her obstacle was and she said “I need to get my scripts down perfect before I start talking with referral sources.”

“Who said that you need to be perfect?” I asked.

“A loan officer business coach told me I have to have them down perfectly because we only have 1 opportunity to get their business.”

That may be the absolute worst advice ever.

I felt the emotion creeping up on me… one of anger, and then empathy for this very pleasant lady who likely has lost literally hundreds of thousands of dollars in closed loans commissions for her and her family, waiting for that ever elusive “perfect”.

Here’s a couple of things you need to know as you are reading this.

1st of all, NEVER wait until you are “good enough”.  It’s my belief (and experience) that you were “born enough”.  You are already there.  At this point, it’s just a matter of getting guidance, from somebody that personally has the results that you are looking for and then immediately taking action.

2nd, the good news is there are hundreds of real estate agents that have closed 8 or more buyer-side deals in the last 12 months (my definition of “closing enough to go for the ask”) in your area.  
What that means is, we have plenty to practice on.  Heck, we could totally screw up on the first 10 or even the first 20 or even 30 and we still have hundreds and hundreds to get referrals from.

Never forget, there are 1,000 of “them” and only 1 of you!

The cost of waiting is enormous.  It’s the #1 enemy of success… waiting. 
The ol’ “Soon as <something> then I’ll take action” rascal raising his rascal head.

By the way, it wasn’t the loan officer’s fault she had missed out on so much and was at risk to tap out of a very very lucrative career that you and I are blessed to be in.  She just hadn’t had the truth shared with her, but now she knows.

So I shared with her an exact script that my personal loan team uses to help fund hundreds of loans each month. 

We overcame her major money-sucking, success-stealing obstacle in a period of about 5 minutes. 

And now she knows the reality of how success is made. 

1. Take action now, don’t wait for perfection.

2. Hang out with people that are already getting the results that you want and then do exactly what they show you to do.

Easy peasy

I suppose it wasn’t the “coach’s” fault either.  He/she obviously isn’t, or hasn’t ever, actually done the work, so can’t have the personal experience to know what it takes to be successful.  It’s not a blind man’s fault to run off a cliff… even if others are following.

When you are ready to discover what may be holding you back and how to overcome that obstacle(s), hit me up here and I’ll hook you up… all on my dime.

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One of the key benefits of professional coaching is the personalized approach. A professional coach will work closely with you to understand your unique challenges and goals and tailor their guidance to suit your specific needs. Whether you’re a seasoned mortgage professional looking to take your business to new heights or a newbie just starting out, a professional coach can provide invaluable insights and strategies to help you excel.

Another advantage of professional coaching is the accountability factor. Your coach will hold you responsible for your actions, providing the motivation and support you need to stay on track and overcome obstacles. They will help you set realistic goals, create action plans, and ensure that you follow through with them.

Don’t let your mortgage success be a matter of chance. Embrace the benefits of professional coaching and take control of your future in the industry.

If you want to learn more or schedule a demo to see how our coaching program can help your specific business, we are offering free 60-minute coaching calls to give you a peek behind the scenes ... schedule here.

I just had to share a text message that I just got from a Loan Officer Freedom Club leader, Tammy Saul.

“I just had my best week of new purchase originations ever.  I got 23 new contracts plus 7 refinances…”

That’s not 23 purchase deals and 7 refinance deals for the month…
that’s 23 purchase deals and 7 refinance deals for the WEEK!

“Holy kicking butt Batman”…

She said that she’s been getting referrals from agents who just started referring to her because their “regular” loan officer is no longer a loan officer.

The takeaway here is to work a solid plan, stick with it, and be consistent while others exit or fall away.

This is a time of great opportunity.

Stay encouraged, do the activity, and stay away from those who choose to watch things happen while winners like Tammy MAKE THINGS HAPPEN.

That’s it.  Just words of encouragement coming from people who are setting records.

There are no magic beans, just proven plans ☺ 
Learn the plans here