WHAT LOAN OFFICERS CAN LEARN FROM ELEPHANTS

Strange title I know but stay with me – I was reading an article about Elephants and it immediately made me think of our business. We place so many limitations on ourselves that are not necessary and then we get very frustrated.

 

LET ME EXPLAIN SOME TRUTHS WE BELIEVE
-We have to rely on agents and referrals for our business ( income)
-We have to have the best rates to do business.
– We can only do well when rates are down and people are refinancing
— name your false belief that frustrates you right here___________

If you’re unsure as to the utter power of the mind, consider this perfect illustration in the story                 of an elephant. An African elephant is one of the strongest creatures on the planet. It can tip over automobiles and even railroad
cars… right off the track.
The 
elephant is so strong it can grasp a tree with its trunk and pull it out of
the ground, root ball and all. It is powerful beyond limits.

However, now consider the alternative
An elephant born in   
captivity had a chain placed on its  ankle when it was very young. The
chain was attached to a simple stake in the ground. The baby elephant would walk as far as the chain would reach in one direction, and then be stopped. So it would change direction and repeat the process, stopping when the chain had reached its length.

This baby elephant was conditioned to believe that he could only walk so far
in any one direction, but no farther. He could look around and see the trees, water, and perhaps the other elephants roaming free, but  he could not move beyond the length of the chain.
As he grew, 
even becoming an adult, he certainly had the strength a hundred times over to pull that stake out of the ground and walk wherever he wanted.

The elephant born into captivity with a chain around its ankle had the strength… perhaps even the desire. Yes, he certainly had both, however, because his brain told him he couldn’t do it, he
never pulled that simple stake from the ground to go where he wanted. His mindset had been conditioned throughout his young life to cause him to believe that little stake limited and dictated his movement.

 


Now what if 
– You could stop chasing business and have business coming to you
– You were not dependent on agents for your business
– You had a success mindset
– You were not worried about rates going up or down since you would do business regardless

If you want to stop being an elephant and grow your production let me know
I am putting together a small 90 Day Mastermind Group – and will only be allowing 20 Originators in this group.

I will work with you in a group and one on one individually during these 90 days — unlike the other gurus who want you to pay them until your credit cards decline.
We will meet once a week for a training – once a week for a Q and A and you will have one on one sessions with just you and me. You will have access to all of the forms-secrets- tactics and tools I use everyday in my own business.

3 spots are already gone so if you would like to be one of the 17 remaining originators in this special group send an e-mail to toporiginatorsecrets@gmail.com and my staff will send you an application.

Either way- don’t be a baby elephant !!!

Dedicated To Increasing Your Production
Brian Sacks
author of 48 PROVEN Ways To Immediately Grow Your Production

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WHEN ORIGINATORS FEEL LIKE CASPER THE GHOST

I gave a presentation yesterday to a group of young marketing executives for a mortgage company that were trying to get a better grip on ways to help the originators they perform for.

After a lot of thought I opened the presentation with the perfect graphic….. A Juggler 

Ever feel that way? I know have many many times.

As originators we have to :
Bring in new business.
Manage the business we have in process.
Be a psychologist for the buyers and often for the listing and selling agents too.
Oh- and did I mention bring in new business again…

BUT MANY ORIGINATORS I SPEAK WITH FEEL LIKE CASPER THE FRIENDLY GHOST
Ever feel invisible? You know there is business out there but you aren’t getting it.
You go to offices and get shunned away.
You make calls to agents and hear their excuses.
You visit open houses and “spend” ( waste) time with a part -time or low level agent who can’t send you any business if they wanted to.

BUT THEN YOU FINALLY CRACK THRU….
You  finally get your phone ringing and your e-mail dinging but the buyers are all comparing you to the on-line lenders or big banks that are buying the market with ridiculous rates you can’t compete with.

YOU HAVE NO MONEY AND ARE GETTING FRUSTRATED

Does all this sound like I’ve been there- well it’s because I have. I had no money to pay a desk rental or even do all that co-op Zillow Marketing.

THE GREAT NEWS IS THAT THERE IS A SOLUTION RIGHT UNDER YOUR NOSE

Remember our friend Casper The Friendly INVISIBLE Ghost?

Stop being invisible!
No I don’t mean going out to offices and builders and open houses and begging.

Try this instead

You don’t need a ton of money to become a celebrity in your area and get FREE EXPSOURE

Oh- and one of other BIG IDEAS I shared with this group is the fact that the only reason most buyers shop is because they don’t know what else to do to compare lenders. 
UNLESS- they already see you as being the OBVIOUS EXPERT in your area!

I would love your thoughts!

Dedicated To Increasing Your Production
Brian Sacks
Author of Celebrity Originator – How To Instantly Become The Obvious Go To Expert In Your City
available here

BTW- one last thought- everyone- including you and I love to work with Celebrities!
So why not become that Celebrity for your town?

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DO YOU ASSUME TOO MUCH?

DO YOU ASSUME TOO MUCH?

As  a commissioned one of the worst things you can possibly do is
ASS-U-ME yes -break the word apart and of course you already know what it spells out right.
BUT HERE ARE SOME THINGS WE ASS-U-ME

  1. We do a good job and the agent will use us again.
  2. We do a good job and the buyer will refer us
  3. We do a good job and the listing agent will have coffee with us
  4. Our processor will order everything on time.
  5. The buyer we spent an hour with prequalifying and explaining programs to will use us and not shop
  6. The buyer we issued a pre-approval letter to will come back when the contract is accepted to make loan application
  7. Everyone will open our e-mail newsletters
  8. The agent you just visited at an open house or had coffee with liked you and will send you their next deal
  9. Some newer originators may even assume that these low rates will stay around forever and refi’s will always be plentiful.

I can go on and on here with all of the assumptions we make but the point is that you should actually take out a sheet of paper and a pen and list of all of these assumptions.

Then you need to have a plan in place for each and everyone of these assumptions. If you don’t then you truly just hoping and assuming instead of ensuring your success!

Dedicated To Increasing Your Production
Brian Sacks
PS- If you want to close more loans here are 48 PROVEN WAYS TO IMMEDIATELY CLOSE MORE LOANS … even if your ad budget is ZERO!
Check it out at https://briansacks.samcart.com/products/48books

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