WHY MOST ORIGINATORS HATE THIS TIME OF YEAR?

December here in Baltimore is always pretty bitter both business and weather wise.

Things slow down and we are left wondering what next year will be like and what we did well and maybe not so well during the past 12 months.

Last December was a particularly brutal one;

I wondered what rates would do?
I hoped certain agents would give me business but they didn’t.
Three of my top loyal agents actually turned out not to be so loyal and to this day I am still wondering what I did??
Frustrating and confusing right.

BUT IT’S ACTUALLY WORSE THAN THAT AS WE ALL KNOW

I know I have to be on social media- but don’t really have the time or desire to post all the time.

I know I have to be everywhere and in front of everyone all the time but how?

THEN WE HAVE THAT SAYING WE ALL KNOW SO WELL!
“you have to spend money to make money”

It honestly makes me physically ill when I hear  “Oh you have to sponsor our ads or pay for a desk”

Then of course we have all of the “snake oil” salesmen selling us all sorts of crap.
They have never originated a loan so how the hell do they know ( or even care) it works or not.

Looking back at my career and listening to the people I have coached many share the same issues.
and of course I was no different.

Here are the 3 categories I think we all fall in – choose the one the fits you – I have been all 3 at one time or other.
– Know what to do – but just get distracted and don’t do it

— Don’t know what to do

– Don’t know what to do AND Don’t have money to spend even if they knew what to do.

I HAVE HAD ALL OF THESE ISSUES DURING MY CAREER!

Its much worse when you have a family to support and have that sinking feeling of

  • Not knowing where your next paycheck is coming from
  • Spending your last money from a credit card and PRAYING that the tactic you just invested in will work.

THIS IS THE TIME OF YEAR- ALL OF THESE EMOTIONS COME OUT….

Then we “verbally masturbate” with our managers and give them some half baked prayer of a plan for the coming year with the volume /units we “HOPE” we will close.

TO put it simply – this SUCKS!!!!

But there are proven ways to generate new business even if you don’t have a large budget and still be very very successful. I wrote down the TOP 48 Ways To INSTANTLY Grow Your Production and the way to implement them right here.

Dedicated To Increasing Your Production
Brian Sacks
Author of the 48 Ways To Instantly Grow Your Production
and the Top Orignator Software available at
https://briansacks.samcart.com/products/48books

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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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