For Frustrated Originators – Here’s An Unfair Edge

Our job as originators can be very frustrating at times and exciting at other times as we have all experienced regardless of how long you have been in the business.

I am always asking questions and trying to “fix” many of these frustrations because that’s how you grow.

Here are some questions I used to ask myself and I bet you have asked yourself the same questions. 
Why do agents choose other originators over me
Why do the agents who do use me continue to? ( it’s not rates or good service)
How to I even get agents to use me.
How Can I get Listing agents to meet and use me.
How do buyers make their decision to use me or a competitor and how can I tell upfront what they will do?
How Can I “force” these buyers to use me instead of going shopping on or off line.

What do I need to do to get my past clients to refer me?
How Can I get attorney’s and CPA’s to refer me?

Let me very transparent – this has NOTHING to do with on-line or social media etc.
They are all fine and good but you first have to know WHY people do or don’t do things and how  to influence them to do what YOU WANT THEM TO DO.
Please take a second and re-read this

I tried so many marketing tactics over the years – some worked – some didn’t
some worked years ago but won’t work now. It wasn’t until I sat down and became a serious student of influence and persuasion that everything changed in both my professional and even my personal life.

YOU ARE EITHER BEING PERSUADED OR YOU ARE DOING THE PERSUADING!

HERE”S THE BIGGEST QUESTION OF ALL! WHAT IF YOU HAD AN UNFAIR EDGE?

What if you could learn the answer to these questions and many others you have?
What if your success was GUARANTEED ?
What if you didn’t even have to pay for it for six months by using the paypal button  and had the confidence of knowing you had a risk free 12 months to test drive it yourself?
What if you not only learned the persuasion tactic but had the tools to copy and implement it immediately so you could quickly close more loans?

What if- just that question is one you should be asking yourself all of the time.

If you have been to this site you know I don’t often even offer this special program I call the
LO UNFAIR EDGE because I truly don’t want every originator knowing these secrets.

Take a minute -and simply read this letter http://lounfairedge.com/1-2/
because the ideas themselves will help you identify opportunities or places you need improvement

Dedicated to Increasing Your Production
Brian Sacks
http://lounfairedge.com/1-2/

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IS GOOD PRICING – GOOD PROGRAMS AND GOOD SERVICE ENOUGH?

IS GOOD PRICING – GOOD PROGRAMS AND GOOD SERVICE ENOUGH?

You see this scene repeated day after day. An originator works hard and finally gets a meeting with an agent or a referral partner. During the meeting the  originator tries to convince the agent or other referral partner about how wonderful their service is and how many great programs they have along with great pricing.

THE ORIGINATOR LEAVES THE MEETING FEELING GOOD BUT NEVER GETS A CALL TO WORK TOGETHER.

There are 3 things that make this old age scenario problematic and having you leave without the business relationship you want. Unfortunately, no script will fix these issues until you understand fully what you may doing wrong.

1. YOU DON’T REALLY UNDERSTAND THE RELATIONSHIP.

Take a step back for a second and think about what happens when an agent gives you a buyer to work with. In reality, they are actually entrusting you with their commission and their reputation. If they refer you and the deal doesn’t close they don’t get paid. In addition, if they referred you and you did a terrible job then it reflects on them as well.

I actually mention this to agents and referral partners when I am first meeting with them so that they realize I understand the relationship.  Try this because agents love to know you “get it” and will become a valuable partner.

  1. YOU ARE TALKING WITHOUT LISTENING.

    As sales people we all like to tell everyone why they should be using us versus the competition but you must resist this urge when first meeting an agent. I once heard a rule that said you should listen 80% of the time and speak 20%.

    But the bigger issue is that by not listening you really have no idea of whether you could or should be working together. Just because someone is an agent or referral partner doesn’t necessarily mean that you would be a good fit to work together.

    Start by asking some questions about their business and goals.
    Learn about their backrounds. How do they market themselves?
    Who do they currently work with as an originator? What do they like or dislike about working with that person?
    What programs are they missing from their current lenders that you might have access to?

    You have to always remember that this is not an originator /agent relationship or a company to company one. It is a person to person one. Not every person is a good fit for you and you are not always a good fit for them either.

    Some of the best conversations I have with agents are ones where we left friends but decided that doing business was not in our best interest. That may sound strange to you but trust me when I tell you that it will save tons of time and frustration in the future.

    3. YOU ARE COMING FOR A POSITION OF WEAKNESS.

    Go back and re- read that last sentence in the previous paragraph. You are not a fit for every agent and not every agent is a good fit for you. So instead of trying to convince them to use you treat the meeting like an interview.

    You are interviewing them and they are interviewing them. This will not only take the pressure off of you but also make the whole process easier. We all want what we can’t have right?

    But you must also keep in mind that you can’t just show up and say you give you good service and have great programs and prices. Honestly, if you can’t give good service or have competitive programs and pricing than you should not even be having a meeting in the first place.

    Agents are meeting with you because they want to sell more homes and most of those buyers will need a mortgage. You are meeting with them because they generally control the buyers and you want them to refer those buyers to you. I cover this in the Renters Into Loans Program in great detail and also which agents to go after and which I avoid like the plague.
    ( please note that the Renters Into Loans is not always available for new members)

    But what if you were able to flip that scenario where you controlled the buyers and you could then interview the agents to see if they could be a potential partner you refer them to?

    Always be thinking about how you can assist the with selling more homes. What can you do together to help them grow their business and thereby grow yours! When you keep these mistakes in mind you will get more referrals from agents you actually want to do business with.

Dedicated To Increasing Your Production,
Brian Sacks

Brian Sacks is a branch manager with Homebridge Financial in Owings Mills Maryland. He has been originating for 35 years with career closings over 1.5 Billion Dollars and 5833 transactions.
Brian is also the creator of the Top Originator Secrets Blog and has recently published an originator success manual on 48 PROVEN WAYS TO IMMEDIATELY Grow Your Production.
You can learn more at https://48waysbook.com

 

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( personal)The Horrible Feeling Originators Have and How To Fix It

THE HORRIBLE FEELING ORIGINATORS HAVE AND HOW TO FIX IT

We’ve all been there. Sitting in our office or in a car under a tree and having that sinking feeling in the pit of our stomach.
Where will my next deal come from?
Why isn’t my phone ringing or e-mail lighting up?
Our creditors don’t want to hear it’s slow or busy they just want their checks.

I have a son that is going to be graduating college in a few weeks and he has announced that he is going to become a real-estate broker and start selling commercial real -estate. The company he is going with has a great training program but he will be a 100% commissioned salesman.

JUST LIKE US!
When our business is good – life is awesome. What other field could a college drop out who barely graduated high school ( like me) ever have a high six figure and possibly 7 figure earning. But as we all know the bad times are really horrible.

We wonder if we did something wrong.
We desperately search for some new method but usually wind up getting suckered by a snake oil selling guru who realizes we may be desperate.

I TRIED TO TALK HIM OUT OF IT.
My son is a really great kid the kind any father would be 100% proud of. But I didn’t want him to have the same struggles I had when I started. I truly had to fend for myself with no safety net or room for error. My parents were not able to assist me financially or even emotionally. In fact, I supported them emotionally and financially but that’s a story for a different article and time.

During my conversation with my son about all of this he did not change his mind at all about his career path. That actually made me realize that he is focused and that is truly one of the keys to success.

YOU MUST BE FOCUSED AND YOU MUST BE COMMITTED.
It’s what Napoleon Hill called that “burning desire” to succeed and thank goodness he has it. I know you have it too because you are an originator and you are reading this article. Keep that in mind when things get tough.

I SHARED THE “MAGIC” FORMULA WITH HIM.
He has seen my ups and downs but he has also seen how I operate so to speak. I discovered this formula from 35 years of originating and being an avid reader of motivational and marketing books. But I have also taught and coached some of the top producers in our industry. There are currently 5 “trainers” in our industry that I can directly call previous coaching members and I couldn’t be prouder of them.

Here’s the formula.
Choose your goal income.
Break it down to your average loan and note what your average commission is on a transaction
Note now how many units you need to do to make your goal.
EX- 200,000 loans- 100 bps=2000 per deal – If you want to earn 100,000 that’s 50 deals or 4-5 per month.

UNFORTUNATELY THAT’S WHERE MOST STOP and that is called Dreaming.

Now pretend your business is a building and it’s got 4 pillars holding it up.

What are those 4 pillars? The good news is that you can choose so here are some ideas.
1. Agents
2. Builders
3. Referrals
4. Niche marketing like boomerang buyers or renters or divorcing clients
5. Social Media
6. Search
7. PR – radio-tv- print ( keep an eye out for my newest Originator Success Manual -Celebrity Originator)

The list can go on and on but I think you get the idea right.

WAIT- WE ARE NOT DONE YET
SO now you have a goal
You have chosen 4 ways to generate business.

Now you have to actually choose some strategies for each of the 4 pillars. You know people aren’t automatically give you business or referrals. You can’t just want social media or PR leads you actually have to have PROVEN STRATEGIES that work so you can implement them right.

A few months ago I actually sat down and wrote out my top 48 PROVEN WAYS  that I use to generate new business and put it into an Originator Success Manual that you can use to grow your business and not have to worry about costs since most are inexpensive but VERY EFFECTIVE.
Here’s the table of contents and more information  –https://48waysbook.com/sales-letter/

BUT WAIT- WE ARE STILL NOT DONE!
Most originators would not have gotten this far right?  But here we are with a plan and tactics to implement that we already know work.
Each and every month you MUST go back and see if you accomplished your goals. Did the strategies work? If not why not? Should you change them?
Now you can finally start planning for the next month.

This is the exact system I shared with my son during that conversation. He will have his ups and downs and my hope is that I can help him thru the downs and take his ups even higher.

Now what about you?  Would you like to finally have 48 Proven Ways To IMMEDIATELY grow your own production AND the software to make your dreams into a reality. If you do that is awesome but if you don’t you should check this out right now https://48waysbook.com/sales-letter/

I would LOVE your thoughts and comments below and of course you can feel free to share it with whoever you think would benefit from it.

Dedicated To Increasing Your Production
Brian Sacks

BTW- So thrilled that I just sent in my last tuition and rental check and can’t wait his successes
Proud Dad!!

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