Exercise For Loan Officers To Do In June

This week instead of a video on how to close more I am swamped with closings and in the middle of my new book that will be coming
out soon. called Cracking the Agent Code- hope to have it out in the next 60 days.

Now that we are halfway thru 2018 you should be going back and seeing where your business came from.

I have been letting my Top Originator Mastermind members know how important it is to have more than one source of new business almost like a chair that has 4 legs.

But I wanted to share another thought with you from my new book since so many of us are easily distracted and don’t often act as strategically as we want to or should. So let me give you a formula and some examples.

Ready? Grab a pen

Let’s say your goal is 100,000 and your average loan is 200,000 and you earn 100bps so 2000 per closed deal.

In a year you need 50 deals

Now- can you find 12 agents who can get you 4 deals a YEAR —

Think thru this formula- it’s digestable and can be accomplished. My book of course will go into much more detail but actually put this down on paper right now while you are reading this.

Now identify and track!

Dedicated To Increasing Your Production,
Brian Sacks

PS- If you can’t wait till the book comes out and want to get started with proven tools for growing your business right now take a 5 day test drive of the Top Originator Mastermind while it’s still available
http://toporiginatormastermind.com/onedollar

If you have 8 minutes I put together a video tour for you right here
https://youtu.be/Qtk3R2_EC7g

Share This Secret:

WHAT IS THE BEST PLACE TO MEET REALTORS?

WHAT IS THE BEST PLACE TO MEET REALTORS?

Before we even dive into this topic I think it’s critical that we come to one important realization and truth. This may shock some of you so be prepared.

REALTORS ARE PEOPLE JUST LIKE YOU AND I.
Yes we are all in the same overall business and we should start thinking of each other more as partners than adversaries. Realtors work hard just like us.
They are commissioned sales people just like us as well and our incomes are often very dependent on each other.

Stop and think about that for a minute. When a Realtor refers a client to you they are actually trusting you with their income and their reputations. Keep that in mind next time you speak with an agent who is irritated or upset.
They care about what you know but they first need to know you care before they will do business with you. Please don’t tell me that you give great service and have great rates because honestly everyone does or they wouldn’t be in the business.

Maybe what’s more important is that they won’t know about your service or rates until they start working with you.

NOW WHERE SHOULD YOU MEET THEM?

Please don’t be upset at me for the simplicity of what I am about to share. The best place to meet Realtors is ……. Your Local Real Estate Association.
Yes, you should join and get active in your local Board of Realtors.

The top agents ironically are also the most active in their Associations than the part time or less successful agents. Funny how that works huh?
Get active in the Association by going to the events and meeting agents. You should also get active on some of the Association’s Committees.

This will be your opportunity to actually meet these agents in person. No begging for a lunch meeting or coffee. They already know you and hopefully like you since you serve on the same committee.

One of my top agents currently is someone I met by serving on a committee of which this Realtor was the chair. But hold on because there is one other important way to position yourself in front of these agents.

THEY NEED CE CREDITS JUST LIKE WE DO.

Realtors need continuing credit hours to renew their licenses just like we do. One of the best way to position yourself as an expert in front of these Realtors is to teach one of these continuing education classes.

I teach a course on Boomerang Buyers and also working with buyers who have had a credit challenge. The beauty of this strategy is that the Board of Realtors advertises your class to its members.

It’s usually held at the Board Of Realtors offices and they are also the one who gets the courses approved with your state and issues the actual credit certificates.

If you are nervous please don’t be because it’s highly likely you know more than any of the agents in the class and you will have an outline you prepared to work off of.’

You simply show up – teach the class and walk away with new deals and relationships. Go ahead right now while it’s on your mind and find your local Realtor Associations’ website. Print out and complete the membership form.
Most Associations offer affiliate members ( non realtors) a large discount to be part of the Assocation. Oh and I almost forgot- they also will provide a list of the members and their contact information which is priceless.

Try this now and share your success story with me at TopOriginatorSecrets .com
Dedicated To Increasing Your Production
Brian Sacks

PS- If you truly want to Close More – Make More and ENjoy Life you need proven strategies from an originator who is in the field just like you. check out this 4 video series while it’s still up
htt://toporginatormastermind.com/mpa

Share This Secret:

Personal Thoughts On Fathers Day

Happy Fathers Day to all of you that are fathers!
I wanted to share some personal thoughts on fathers day and some regrets.

My two children are now 25 and 21 and doing very very well and I couldn’t be prouder of them. They have grown up to be fine adults with bright futures. But I have to give most of the credit for this to my wife who is an awesome money.

MANY OF YOU IN THE MORTGAGE BUSINESS WILL RELATE TO  THIS.
AND MY HOPE IS THAT YOU WILL LEARN SOME IMPORTANT LESSONS….

 

When my children were born I had no real method for generating new and consistent business. I had good months and terrible months. Each day I woke up not knowing which loan would blow up and not close or where my next deal would come from… or if  I would even get a new deal.

Of course this made me work even harder. I left the house at 6:00 in the morning to work on deals before the phone rang and worked well into the late night to try take apps or generate new business.

That’s when business was good and I was busy- but I worked even harder when things were slow to bring in more business. TO be fair- I had become a very skilled beggar.

THEIR EARLY YEARS  I truly was not there.

I did not see their first steps
I did not hear their first words
I did not teach them how to ride a bike. A neighbor taught my daughter how to ride a bike and my son just jumped on the bike and started riding. … at least that’s what I was told.

When I was there – I was always on the phone or mentally absorbed with thoughts — so as my wife always said
“Your ass is in the chair but you are clearly somewhere else.”

THE BAD NEWS IS THAT YOU CAN NEVER REPLACE THOSE YEARS… BUT THERE IS ALSO GOOD NEWS!

The good news is that eventually ( guess I am not that bright) I did find a better way.
See there are a few keys to being able to CLOSE MORE LOANS- MAKE MONEY And STILL HAVE A LIFE AS A LO

Here are just a few

  • STop chasing and become attractive as an expert
  • Have systems in place that AUTOMATICALLY create and maintain relationships and referrals
  • Know what YOUR HOUR is worth and ONLY work on income producing activities not clerical ones
  • Picke a Niche – Let Everyone Know about your expertiseOnce I discovered direct response marketing and learned from my mentor Dan Kennedy my income exploded and my life changed.

    The good news is that I was 100% there for my kids teen years. I went to all of their sports games and was 100% available for them to interact with them. Heck – we were even able to take 2-3 long vacations a year which included at least 1 cruise and trips overseas mostly to Israel.

    If you are a DAD – or even a MOM – you DO HAVE A CHOICE and THERE IS A BETTER WAY.

    I hope you enjoy your fathers day and wish you much success.
    Brian Sacks
    www.TopOriginatorSecrets.com

  • BTW- If you can relate to any of what I said above and are not yet a member of the Top Originator Mastermind
    for a very limited time you can take it for a 5 day test drive for just one measly dollar. Like and stay – if not just hit the cancel button. I doubt you will once you see the powerful tools and strategies you will now finally have at your disposal as part of the TOM community.
    http://toporiginatormastermind.com/onedollar
Share This Secret: