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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PERSONAL – WHICH OF THESE 2 TYPES OF ORIGINATORS ARE YOU ?

 

THIS ONE IS PERSONAL
Today marks 19 years that my father passed away and truthfully I still miss him everyday.  His life was always a challenge growing up right in the heat of the big depression and then immediately going off to WW2 to fight.  He was forced to drop out of elementary school ( crazy right?) to go to work in a factory to help support his parents and 8 siblings.
When he came back from WW2 he opened a shoe store and bought some real estate but one of his tenannts got injured and he was forced into bankruptcy. I can still picture him standing on the corner in front of his store and saying It’s too hot- that’s why no customers are coming in It’s too cold it’s Raining  It’s snowing The people don’t have jobs This was going on in the 70’s which were tough times economically and he had a small store on a major downtown street.
This was before malls came into being but the other stores on the street seemed to all be doing ok. My dad was a great dad but he always struggled. He worked hard yet it never seemed to work out for him so he always came up with logical reasons why.
These memories and experiences taught me a few life lessons.
1. Excuses don’t pay bills and you must always keep moving forward
2. I never wanted to be in retail and tied to one location 7 days a week.
I unfortunately find that many originators also make excuses.
1. Agents aren’t loyal
2. They have their own in house company
3. If only our rates and programs were better
4. That guy is paying for their ads or desk  so of course he gets their business

Honestly- there is ALWAYS business to be had and your job is to make sure you are always getting your share.

You can make excuses or you can close deals. Please take this one to heart and be honest with yourself.


Dedicated To Increasing Your Production
Brian Sacks
BTW- If you don’t have a plan or a way of making sure you are on track and only using tested and proven methods to close more than you should immediately check out my latest manual for originators
48 Proven Ways To Immediately Close More  https://briansacks.samcart.com/products/48books
Leave your thoughts after you read it- I read them all
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