Years ago when I was first starting out in the business I wandered in to a new home development and met Roberta. She was a new home consultant but also a very active Realtor. We immediately hit it off and Roberta decided to try me on her next deal.That deal went very smoothly and we developed a great working relationship. But it turned out to be much more than that.

ROBERTA WAS ONE OF MY BIGGEST FANS. She not only used me for her deals but she told everyone in her office about me. When she went to the Million Dollar Roundtables she told all of them about me. When an agent sold one of her listings – she told them all about me.

Roberta was a loan officers dream. Now don’t misunderstand. She was very demanding and we spoke almost every day for 20 years. But we also became great friends. I attended all of her children’s weddings and she attend my wedding and other family functions.

WHY AM I TELLING YOU ALL OF THIS AND WHAT IS THE LESSON?

First- There is no better way to break into an office and get some fast traction than finding the most influential agents and earning their business.

Second- People do business with other People! It’s not an agent doing business with a loan officer real-estate company doing business with a mortgage company. It’s 2 people doing business together and the sooner you realize that important distinction the faster your own production will sky rocket. Sadly, Roberta passed away  and I truly miss her even today! Now go out and find yourself 3-5 Roberta’s that you will get to know and enjoy working with and speaking to and watch your production sky rocket.

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Brian Sacks – Top Originator

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