SOME WILL SOME WON’T SO WHAT -MARKETING LESSON FOR ORIGINATORS
We are in what can be a very frustrating business and it’s very normal to get down and maybe even discouraged. Our high’s are really high but unfortunately our low’s can also be very low.
THE ADVICE I AM GOING TO GIVE YOU COMES FROM 32 YEARS OF UPS AND DOWNS.
Before we go any further I have a confession to make. Ready? I have been in the business and left twice and came back twice.
The first time was back in 1988 after having been in the business 3 years and never earning more than 40,000 a year.
I was burned out working 70 hours a week begging for the few deals I could get. Working evenings and weekends when one day I met the woman of my dreams and we decided to get married at the ripe age of 23.
I was not sure that I could keep these crazy hours working 7 days a week, with high stress, but still not making a great living. Actually when I totaled my hours and my income at the end of the year, working at McDonalds would have beaten what I earned. No way to start a marriage right?
BUT ONE DAY ONE OF MY CLIENTS TOLD ME ABOUT A NEW MACHINE.
Hard to believe I am even saying this but the new machine was a fax machine and it was the new technology of that time. This was a client I had just closed a loan for and he was so impressed with my sales skills that he hired me to sell them.
This was like shooting fish in a barrel. I worked from 10-3 most days and took off early on Fridays. No evenings, no weekends, no screaming clients or deadlines. Best of all I earned 80,000 in 9 months.
BUT I WAS TRULY BORED OUT OF MY MIND!
Call me strange but I was bored and quit this job and went right back to the mortgage business. But this time I committed to making my business grow and grow it did.
For the next 2 DECADES I dominated my area and consistently generated 15- 20 loans a month regardless of what was happening in the economy. The key word here is consistently and for decades.
I WAS SO SUCCESSFUL I DECIDED TO SHARE WITH OTHER ORIGINATORS .
During this time I built a training company into a multi million dollar business and also had built a HUGE mortgage business. Life was so good that I decided to kick back and for the first time in my life just enjoy!
As luck would have my timing was a bit off- I sold my entities and held financing right before the big crash. I am sure by now you can figure out the rest of the story right?
THEN I CAME BACK FOR THE SECOND TIME in 2013 and have been back ever since this time with no plans to leave until the carry me away from my desk. I’m only 53 so hopefully that won’t happen for many years.
LET’S PAUSE AND RECAP FOR A MINUTE and PLEASE WRITE THIS DOWN.
“HOW YOU HANDLE YOUR FAILURES WILL DETERMINE YOUR SUCCESS”
Let’s break down all of the things that used to upset me BEFORE this epiphany and my guess is that they upset you too. I discovered this during my time selling fax machines.
Here I was with the most up to date technology and at an affordable price that would literally save my clients hours of wasted time and make their entire business or practice more efficient and profitable.
SOME WILL – SOME WON’T – SO WHAT !
Some of the businesses I went to saw the immediate benefit and bought on the spot.
Some business had to think it over and some wanted to price shop. Others simply would not even meet with me. But at the end of 9 months I had doubled my income from the previous year in a completely new business.
My attitude was “So What” and this attitude switch helped me explode my production once I returned to the mortgage business.
SOME AGENTS WILL BE RECEPTIVE TO YOU AND WANT TO WORK WITH YOU.
There is no way that you will match up personality wise with every agent you meet with. Heck, you are not likely to even get to meet with every agent you want to. But if you don’t let this feel like personal rejection, you will meet enough agents to build a great business and have great relationships.
Some Will – Some Won’t – So What !
SOME BUYERS WILL WORK WITH YOU AND SOME WON’T!
You will prequalify many buyers and not all of them will want to work with you. Truthfully, you may not want to work with every buyer you meet with. Some will qualify , some won’t, so what.
SOME BUYERS WILL SHOP YOU – SOME WON’T.
Some buyers will shop you and some will simply move forward without shopping you with 30 other lenders. This has more to do with your positioning as an expert instead of head of lettuce. But some are just wired for getting a low price and some are just wired to make sure they are working with a PRO.
Some Will- Some Won’t – So What?
SOME AGENTS WILL BE LOYAL – SOME WON’T.
I realize that nothing is more aggravating than doing a great job and not getting more business from that agent. So you can let that get you down or eat you up with anger. Or you can simply say – Some Will – Some Won’t – So What?
The bottom line is that your job- our job – is to always be out there creating more demand for our services than we have time for. Yes, please go back and re-read that.
YOUR ATTITUDE ACTUALLY COMES THRU IN YOUR BODY LANGUAGE AND TONE.
We are all just flesh and blood and you know the old saying – You win some you lose some. But the truth is that no matter how hard you may try to hide your frustration and even bitterness and anger it comes thru.
Your voice changes and others can hear it in your voice. Your actual body physiology changes and you stand and move your body differently. These are all signs the people you are interacting with will pick up on quickly on a subconscious level.
Let’s face it – no one wants to be around or work with a grumpy originator. So please try on a very deep level to go thru this business by continuing to say yourself and developing the attitude of Some Will- Some Won’t So What !
WISH YOU HAD THE TOOLS- MENTOR AND COMMUNITY TO HELP YOU CLOSE MORE LOANS?
Here’s what I know I wanted and you probably do too and now you will have access to it in the member area.
QUICK WIN– a video on a tactic you can implement in 10 minutes and actually see results with
MONTHLY TRAININGS– Every month we will have a live training on a topic to help close more make more and enjoy life and yes they will be recorded if you miss it.
Q and A- Live Question and Answer sessions so you can have your personal challanges discussed and solved.
PRIVATE COMMUNITY– Let’s be honest our spouses and signifcant others have no idea what our days are like but our peers do so you will now have access to a private community where we can all help each other grow and I will there regularly as well to help and share.
MMMM– Monday Morning Mindset Minute Your mindset has more to do with your outcome than any strategy or tactic and you must always remain in the right mindset so every Monday I will share a thought with you to get your week started and headed in the right direction.
CORE TRAINING– I have put together a road map for you to grow your business in this 7 part training in fact it even includes a map for you !
MARKETING PORTAL– Have you ever wanted to send a flyer- create a newsletter- do an open house form or simply create some marketing materials to go out with or give to your past clients or partners. You will now have access to the most advanced marketing portal that i have ever seen in this industry. It’s powerful but more importantly it’s easy to use.
I hope you will join me now because the doors are closing soon and you can try the community and tools for a full 5 days for just one dollar
OH – I almost forgot – there are also some surprise bonuses that I am mailing to TOM community members that will serve as a daily reminder of your journey and membership in this special group.
Hope to see you in the member community
PS- Two things that were also very important to me and I am sure are important to you too.
1. There is no commitment here- either this helps you grow or you just hit cancel and we depart friends – no hard feelings. I only originators in this community who want to be here so we can all grow together.
2. I did some math because I realize how tight funds are for many- been there – done that-
Most of what is shared will not require any funds but I have also chosen to make sure your investment was no brainer If you are member for 1 year- and only close 1 deal from all of these power tools and proven strategies you will have doubled your tax deductible investment