Questions Originators Ask

I’ve been originating for over 34 years and yet I still find myself with some very nagging questions
about this business and how it works.

Have you ever wondered
– Why Agents Will Chose One Originator over another when the one they choose is less competent?

– Why Buyers get pre-approval letters from you but then shop your quote around and wind up using another company?

– How to get past clients to refer you?

– Why you kill yourself and your team to get a tough deal done – on time and yet never get another referral from that agent?

I actually could go on for a few pages about all of the questions that have troubled me in this business but I am sure you have many you could add as well. It’s almost like the questions men ask about not understanding women and vice versa.

See most of us think the key to success is running Facebook, or having coffee with agents , or going to offices to beg for business.

Some will tell you that they have a script you can use.

Well how’s that working out for you ?

The real path to success is to understand WHY people do what they do … or don’t!

Then you need to have the tactics and psychology in place to MAKE them do what you want and need to do.

If you wonder why what you are trying doesn’t work it’s mainly because NOTHING WORKS unless you know how to
– ATTRACT instead of chase.
– PERSUADE instead of SCREAM
– Motivate and Influence instead of hope

That’s why I actually became a student of persuasion and learned from the best over the past 20 years.
It’s truly like having an UNFAIR EDGE and once you have this edge you have the ability to actually control your business, your income and your life.

I have also wondered why no one else in our industry has ever shared these tactics. I can only think of two reasons.
First – they know them but don’t want anyone else to learn them?
If that’s the case they are selfish and have a scarcity mindset.
Or the most likely answer they simply don’t know these little known but career changing information.

Actually there is a third- There are so called “gurus” who either never originated or did so 100 years ago and they would rather just have you buy their “tools” They use these secrets to get you to buy their materials.

Let me ask you a simple question-
If you are using Facebook or Zillow or whatever – and you are getting calls-
That is all of ZERO value if you can’t close them- and you can’t close them without understanding persusaion and WHY people will or will not choose you.

Anyway- become a student of persuasion – it’s the most important skill you can have to grow your production.

I have put together a program called the LO UNFAIR EDGE that not only shares the 22 Persuasion Secrets
but I took this all a step further and show you how to use them in the mortgage business. Then I actually give you the actual tools I use everyday so you can simply copy and start using them immediately to explode your prodution and have the UNFAIR EDGE in your city.

Check it out here
Dedicated To Increasing Your Production
Brian Sacks
PS- BTW- here’s how to learn more about the program.
I also added a way for you to try it for a full six months
Would love your thoughts and comments – leave them below

Share This Secret:

How To Raise Yourself From Failure To Success As An Originator

I have been famous in our industry for doing exactly the opposite of what the other “gurus” teach.

Let me explain. The average loan officer and expert teaching them is basically teaching creative ways to go CHASE BUSINESS. Yes sometimes it works but more often than not it’s very frustrating.

Think about everything you hate for a minute

1. Rate Shoppers
2. Begging Realtors for business.
3. No Loyalty from referral partners
4. Not knowing if you can get a deal done and staying up at night with worry.
5. Not knowing how to break in to a new referral source.
6. Working nights and weekends scratching for new deals.

I could obviously go on and on but I know you get the point.

It’s actually pretty simple once you are the expert.
See my success formula is really really basic – maybe so basic that I did things the hard way myself for the first 15 of my 31 years in the business.

Pick a niche-
Let everyone know about it.

The next obvious question is which niche?

How about a niche that has almost ZERO competition.
A niche that has 7.3 million people who are easy to reach and WANT to buy. Many don’t think they can but they are in fact eligible and would jump at the chance.

I will be conducting a webinar on July 13th – and I hope you can make it –
I will show you exactly how to do work with these buyers and change your production and income forever.

Dedicated To Increasing Your Production
Brian Sacks

Share This Secret:

One Loan Officers Regrets on Fathers Day

Happy Fathers Day !
Today is Fathers Day and while it’s a very happy day since I have 2 great kids and a great wife. It’s also a very sad day. My Dad has been gone almost 16 years. Hard to believe.

All of the years I missed watching them grow up because I was working too hard and not too smart.
During these years my wife would often call herself a “mortgage widow’ and describe me as a mortgage 7/11 that was open 24/7/365

I would leave the house at 6 am so I could get work done before the phones went crazy. Then I would come home at 9 pm after a long day of meeting clients, taking applications and marketing for new business. Actually it would be more technically accurate to say -Begging for business. Although at the time I truly believed it was marketing.

I may have spent a few hours on Sunday with my wife and kids but I was attached to my cell phone and not mentally there. When business slowed down and the calls slowed down, I worked even harder to drum up new business.


1. Whoever controls the buyer – controls their income.
Sounds simple but it is one of the most important discoveries you can make in this business.
YOU – Must control the buyers and be able to refer them to agents. I don’t have enough room here to go into all of the details but I did a training on this and you can watch the replay at or  go to 

You must be able to reach buyers in an automated way – where you can track every penny you spend to reach them – and allow them to hear your message without  you needing to speak with them.
Think about it- when a prospect calls don’t you say the same thing over and over to each one so they decide to work with you?

Now every  one hears my sales pitch without me needing to leave the dinner table, or my childs sports event , or the movie I was watching with my wife. I put together a system so you can simply copy and paste what I do now.


We all look alike so the only way people can decide which of us to use is by price- But the problem is none of us will always have the best price

So here’s a formula

  1. Pick A NICHE
  2. Become THE GO TO Expert for this niche in your area
  3. Let everyone know about it.See when people have a problem they need an expert. They don’t shop the experts price and they meet with the expert during the experts business hours. Think about Doctors and Attorneys and Accountants.
    You do what they say and they only meet with you during business hours- never on weekends and at night.

    There are many niches in our business but most are pretty competitive except for one.
    BOOMERANG BUYERS- these are the people ( 7.3 MILLION OF THEM) that are NOW eligible to buy a home.
    Do you know there are programs now for people 1 day after a BK- Foreclosure or Short Sale. Heck there are even No -Income verification loans coming back.

    I put together an entire step by step system called the Boomerang Expert Implementation program and  a Live training.

    BOTTOM LINE- When you are THE GO TO EXPERT in a niche- and YOU CONTROL THE BUYERS – you can spend time with your family or just enjoying yourself without worrying that you are missing a deal.

    Brian Sacks

    Want to control buyers and be the originator who gives them to agents you select?
    go to  or watch the training at

    Want to be the GO TO BOOMERANG  EXPERT in your area- go to  or

Share This Secret: