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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