Now before you get your mind wandering all over the place let’s try to keep it clean ok?

To be successful in this business there are KEY NUMBERS that you must know. I will give you a list of them here but common sense says that the BIGGER your list of referral partners, past clients and pre quals are the more money you will make.


So let’s dive into the numbers and check out what you need to be paying very close attention to.

WANT TO CLOSE 20,000,000?
This would be a stretch for some of you reading this and for others it would be what you close each quarter. Regardless the concepts are very much the same so please pay attention ok?

Let’ suppose your average  loan is 250,000
To close 20 MILLION you will need to close 80 loans.
Now do you have 20 Realtors who can give you 4 loans a YEAR???
If not you need to make this your mission in 2018. Get 20 Realtors you can depend on for 4 deals a year. If they give you more that is fantastic. But you need to concentrate your efforts NOT JUST on any Realtor that will refer you but instead on ones that sell at least 4 houses a year. Notice I did not say LIST 4 houses but sells 4 houses.
THIS IS WHERE SIZE MATTERS. The more referrals you can count on the more loans you will close. Bigger is Better.
You also must realize that you need to always be adding to this list of realtors since some will stop using you , quit the business or stop using you for some other reason.



These of course are the lifeblood of our production and income. How many prequals you do will determine ultimately how many loans you close.
So sticking with our 80 loans a year you need to be asking yourself the following important questions.
– What is my percentage of Prequal to Closed Loans
– This will tell you how many you need to have each and every week to reach your goal.
Let’s say your figure is 80% – well you need to prequalify 100 people If you want to close 80 loans. The truth is that this is a bit deceiving because prequals may take months and in some case years. So best to make this number 20% higher

To close 80 loans in 2018 I need to prequalify 120 clients. Write this down for your own production goals.


It actually often takes more effort to close a 100,000 loan than it does to close a 400,000.
Once again you must go back and know your numbers.
What is your average loan size?
Who are the agents or referral sources in your area that are selling the more expensive homes and how can you build a relationship with them?

Yes- this may sound like Captain Obvious but are you actually doing it?


How big is this database. Unfortunately for many of you reading this the better question may be do you even have a database of referral sources and past clients?

The more loans you close the more opportunites you have to grow your list. The greatest day for most originators is when you start getting a consistent flow of referrals from past clients and referral sources other than realtors.


Bet that’s not one you had thought of before is it? But the truth is that the person who has the largest marketing budget can generate more deals or at least more opportunities.
Think of the big company we all know that has it’s own arena and advertises all over TV, the Internet and on the radio. They literally spend millions weekly and they have become the # 1 lender in the US by volume.

You might be reading that and be discouraged because your marketing budget is ZERO but I have to tell you that there are still ways to compete with these big players even on a modest budget.
It’s so important that I actually just covered this with my Top Originator Mastermind members

Take a test drive of the Top Originator Mastermind for 1.00 here 

I hate to sound corny but the expression “If you fail to plan than you plan to fail”  really is true. You simply must know your numbers or you will be open to all of  the shiny objects and scripts that are being pushed on us.
Know your numbers and know that SIZE DOES MATTER and BIGGER IS BETTER.
Now go out there and make your production the BIGGEST it’s been !


Brian Sacks

Want to grow your production take a 5 day One Dollar Test Drive of the Top Originator Mastermind—one-dollar

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How Frustrated Originators Succeed

No doubt our business can be frustrating and for many years I was frustrated.
We have to convince people to use us even if we are not the cheapest.
We have to convince Realtors to refer us even when they have relationships in place and in house loan officers they are incentivized or subtly forced to use.

Then We Get A Pre Qual and We Have To Worry About Them Shopping .
Just because we pre qualified them doesn’t mean they won’t shop us and possibly leave.

Then we actually get a deal and new frustrations set in.

We need to get our processor to make our final their priority.
We need to get our closer to meet the TRID dates.
We always have to argue with our underwriters about something right?

By some miracle we have closed the loan but how do we get them to refer us since we know that referrals are the key to our long term success.


If you struggle with any of these areas then you should watch this on demand training right now.
This is not about scripts – they don’t work and you already know that.
This is not about a new social media tool or trick.
This is not about buying an expensive program from a guru who doesn’t even originate.

IT’S NOT ABOUT A COACHING PROGRAM– you need new business now and don’t have the time to wait 6-12 months for the guru who doesn’t even originate to suck all of the money out of your account before giving you some nuggets that may or may not work right?

Watch this on demand training  now – in fact I share the most embarrassing moment in my own career with you and how I overcame it.

We don’t need to become masters of the internet or social media but we do need to become masters of persuasion and know how to get people to do what we need/want them to. I may not be the brightest bulb because it took me almost 15 years of frustration to figure this out. But the good news is that I DID FIGURE IT OUT and now you can just copy what works.

Dedicated To Increasing Your Production,
Brian Sacks

PS- You should do this right now because in this training is a way to get your accountant to refer you. Think about it- your accountant knows who needs to refinance and who can and should be buying a new home. There is an entire campaign I created to get your accountant to refer you!
Watch it now

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LOVE- A Dollar and An Originators Dream

Happy Valentines Day and make sure you show and spread the love.

Our business is a challenging one so here are few things I know you will love.

  1. A Community of like minded -success driven fellow originators who share their thoughts, tactics, successes and challanges in a closed door  members only community.
  2. A Series of 10 Minute QUICK WIN Videos with proven tactics you can use right after the video to generate new business, get referrals and build realtor relationships. Most cost Zero to implement.
  3. A Monday Morning Mindset article to make sure your head is in the right place so you can have a productive and profitable week. Many members share these with their Realtors and Prospects.
  4. A MARKETING PORTAL that gives you
    – Done For You Newsletters
    – Done for marketing for FSBO’s -RENTERS – Realtors – Referral Partners
    – Open House Forms you can complete in less than 5 minutes that look professional and informative.


5. A Monthly Training Session where you will learn the Insider Secrets and Proven Strategies for Closing More
Loans- Making More Money and Having the Time and Finances to Finally Enjoy Life.


6.  7 Core Training Modules that will help you set the correct goals and make sure you accomplish them.

and much much more !

Look I am going to share the love here too-

For a limited time you can take the whole system for a 5 day test drive 
for only ONE DOLLAR.

Enjoy the Day and I hope to see you in the TOM Community I know you will love it.
Brian Sacks

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