How Originators Can Use The P-I-T System to Close More Loans.

We work in a business that can often be quite frustrating for many different reasons. If your days or anything like mine than you are constantly working on the following aspects of your business every day.

BRINGING IN NEW DEALS

GETTING THE DEALS YOU HAVE CLOSED

MANAGING STAFF – even if you are a loan officer you still need to make sure your processor , closer and assistants are doing their jobs.

CREATING NEW RELATIONSHIPS AND MAINTAINING YOUR EXISTING ONES FROM POACHERS

None of this of course includes taking the applications, dealing with the day to day issues on files, and all the other issues with the people you are or have pre-qualified.

THE BEST PICTURE I COULD FIND IS A JUGGLER – WHICH IS WHAT WE ALL FEEL LIKE SOMETIMES!
LET’S COMPARE THIS TO WHAT WE WOULD LIKE….

CONSISTENT AND PREDICTABLE DEALS– NOT 5 DEALS 1 week and zero for the next 3
Agents that were loyal only to us
Staff that actually did what they needed to do and get paid to do
TRYING EVERYTHING TO MARKET YOURSELF AND “HOPING” IT WORKS

WONDERING AND PRAYING…..

It doesn’t matter where your work – banker – broker – bank -credit union -we all have the same issues.  I have had them all myself and to be perfectly transparent, I still have challenges from time to time.

But many years ago, when I was struggling and at a crossroads , I made a decision to actually stay in this crazy business that allows me – a high school graduate with no college degree- to earn more than I could doing anything else.Where else could I earn a 7 figure income working 40 hours a week?

At that time I was seriously considering leaving and trying something else 0r once and for all committing to build my mortgage business. You already know which one I choose but here’s how I made it work.

 

I CREATED P-I-T

This is going to sound very simple to you and it is which is why most don’t practice it.
Here’s what I decided to do and why I call it PIT. I will break each one down for you as well.

PLAN
IMPLEMENT
TRACK

If you are being honest with yourself you know you don’t really do this do you? You find some new “tactic” or “guru” and you decide to try what they are pushing and then you hope and prey like hell it works. And sometimes it actually does but most of the time you just feel like you were suckered one more time.

LET ME BREAK DOWN EACH PART OF P- I-T-  for you .

P is for Plan
I is for Implement
T is for Track

Maybe you do some of these or maybe you don’t but if you truly want to succeed ( I know you do ) than you need to pay attention. You might be asking why you should listen and I am not going to go into my whole story here but I have been originating since 1986 and I have also managed and coached thousands of the most successful originators in every market in the United States and Canada and a few in Australia.
Go google me and see for yourself – I am NOT the runner or realtor Brian Sacks – just an fyi

Let’s start with P- FOR PLAN
Notice I did NOT say H- for HOPE- because that is what most of us do each year.

We hope rates will not skyrocket
We hope that past clients will refer us
We hope our agents will stay loyal
We hope for a good year but HOPE will NEVER allow you to achieve your goals. In fact, hoping is what I call
VERBAL MASTURBATION. If that offends you great. Keep reading because I am going to give you the cure.

Planning means that you have a firm figure that you want to earn. Not a good year, but rather I want to ( or will) earn 120,000. You pick your number.
Now break it down
What is your average loan amount
How much do you earn per loan
Now you have REAL FIGURES and you can actually know how many loans you need to do each month and week.

EXAMPLE- Want to earn 120,000 average loan amount 250,000 earn 100 bps so you need 48 loans a year/4 month

BUT HAVING A PLAN IS NOT ENOUGH UNLESS YOU IMPLEMENT !

You need to have proven strategies that work now.
There are a couple of challenges with the implement part of P-I-T

The first issue  is know what to implement . I am probably the most easily distracted you will run into which is
why I created this plan for myself and feel the need to share it. We are bombarded daily with fake experts trying to sell us crap. Most have never ever originated a loan and have no idea if it works or not.

Others originated many years ago and have no clue of our reality today.

THINK OF YOUR MARKETING AS A CHAIR WITH 4 LEGS.
To be successful you must always have multiple ways of generating new deals. But you must control it.

So like a chair you need 4 major pillars – here are some examples
– past client referrals
– realtor referrals
– direct to consumer ( renters or others in a specific niche)
– PR – becoming a celebrity with articles -radio -tv – social media
– Employer programs
– Other professional referrals.

The other mistake many originators make is only using 1 strategy. If that strategy stops working or is no longer allowed ( think faxing or google ads or e-mail spams) you are in real trouble.

So going back to our example- You need 4 loans a month and you need to pick 4 strategies and get 1 loan per month from each strategy.

BUT WAIT WE ARE STILL NOT DONE- HERE COMES THE MOST IMPORTANT PART OF P-I-T

There  is nothing worse that sitting at your desk waiting for the phone to ring or e-mail arrive in your inbox.
NO- you must be proactive and implement your plan.
But you MUST also know what’s working and what is not. So on the first day of every month you need to go back and review ( TRACK). Did you make your goal or didn’t you?
Did what you had planned to generate new business actually generate those deals?
What worked and what did not?
Now you must go back and either tweak the strategy that didn’t work or replace it with a different one.
Unfortunately most of us don’t do this at all. Some only do this at the end of each year.
To be successful you must do it monthly.

SUCCESSFUL LOAN OFFICERS- Plan-Implement- Track- 
Use the P-I-T system to grow your production now!!!
If you would like to have 48 PROVEN Ways To Immediately Close More Loans and The Top Originator Software
to create and track please visit  http://48waysbook.com/special

Dedicated To Increasing Your Production
Brian Sacks
http://48waysbook.com/special

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