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.

  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

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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
Leave your thoughts after you read it- I read them all
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Originators Dilema – What Should You Do?

Rates are low. Buyers are out and buying homes.
Business should be good but your phone is not ringing and your email inbox is empty.

We have all been there… yes, me too!

There are only 2 ways to handle this situation.

You can become depressed and withdraw or you can create your plan and start marching forward.

OH- I DON’T HAVE ANY MONEY … yeah I can hear you saying it because I have said that too.
Nothing is stopping you from using the shoe leather or the phone right?

GO out and start visiting some agents and new construction sites.

Pick up your phone and start calling past clients who can refi.

Pick up your phone and start calling agents and referral sources you haven’t spoken to in a while.

Send some personal one on one e-mails to those you don’t reach.


Over the years I have heard just about every excuse a salesperson/originator can give. To be perfectly transparent my inner voice has sometimes allowed me to make some pretty good excuses too.

But at the end of the day- you have to make a choice. YOU and no one but you!

You can either withdraw and be depressed or get up and get going!

But you must be careful you aren’t just doing “Busy Stuff” so you feel productive but are actually using your time to do income generating activities.
Please stop and re-read that!

If you don’t know what to do or can’t figure out how to create your plan then you need to immediately check out 48 Proven Ways To Immediately Grow Your Production and use the Top Originator Software
that comes with the program. here’s more info

If you are a member and are having the feelings I described above- time to go back and revise your goals and the strategies you are using.

I personally believe in “magnatism” meaning that you attract what you are putting out there.
Now stop reading and start doing and let me know how it’s going – leave your thoughts and comments below!

Dedicated To Increasing Your Production
Brian Sacks

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