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Do you have the Dr. Phil Syndrome?

You may know that my Loan Officer Tips Newsletter is one of the fastest growing groups in our ​industry on LinkedIn. But as I watch the posts on social media, I am starting to see something that is very disturbing.

There are lots of “Gurus” in our industry providing advice and I see many originators who are struggling to find ways to consistently grow their production with purchase deals.

So who do you listen to?
Over the years I have learned a few important things:

1. If you try to do everything you will wind up doing nothing.
2. You MUST be careful who you listen to.

WHAT DOES THIS HAVE TO DO WITH DR PHIL? …. EVERYTHING

If you have ever watched the Dr. Phil Show you will see he is not exactly skinny right? But he offers weight loss advice.

For years I studied Napoleon Hill who is the author of Think and Grow Rich. This is supposed to be the manual on how to build a business and lead a successful life. One day one of my high level coaching members gave me a special present. The Napoleon Hill Autobiography.

GUESS WHAT- Napoleon Hill lived most of his life broke and with a family that absolutely hated him.

So who should you listen to? Here are some criteria.

1. Does the person DO (not did) what they are telling YOU to do?

2. Can they show you the success they are having or mistakes to avoid?

3. If they are selling a program or system- Do they guarantee it?

4. Are they true to their mission and acting and speaking consistently with it.
Often you will find “Guru’s” just saying a number of things- none consistent with each other just to see what resonates with their group.

So what am I ABOUT?

  • I originate every single day just like you.
  • My beliefs are built on 30 years of originating and here’s what I have learned.
  1. You MUST control the buyer- when you do agents will chase you and you will control your income – not put it in the hands of someone else.
  2. You must Pick a Niche- Become the Expert – And let Everyone Know about it so you are not always price shopped. Stop trying to be everything to everyone which only turns you into a commodity.
  3. You must have systems in place that provide a consistent flow of new leads who are already sold on using you BEFORE they even speak with you.

If this is resonating with you – leave us your thoughts.

In fact- the two systems I am working on right now- and using successfully in my own business – meet all 3 of the criteria above and will be guaranteed and showing real life samples of what works ( today!) and what mistakes to avoid.

I hope to have the first of these systems available soon…so stay tuned.

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Brian Sacks – Top Originator

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DO YOU SEEM DESPERATE?

We all seem to be very busy these days which is good news. But I want to share something with you that could be a game changer in your business.

EVERYONE WANTS WHAT IS HARD TO GET – please re-read that

While you are watching your cell – sitting by your computer and watching your e-mails – you are stressed. You DON”T want to miss a call or an e-mail – or a text.

Now think about this for a second – I understand we need to be responsive. But are you acting like a commodity or an expert? Are you giving off subconscious messages to your prospects and referral sources-

DO YOU SEEM DESPERATE?

A few years ago I was diagnosed with a tumor that was likely cancer. My wife immediately called the head of the head and neck cancer center at U of M hospital- We expected to need to wait months for an appointment since he was one of the top specialists in the country.

Years before- We needed to have my son tested by a specialist. Everyone we called was booked for months but we didn’t have months to wait. Finally we reached a specialist who said they could see us tomorrow or the next day. Morning or Evening were available.

GUESS WHAT? – WE WAITED FOR THE BUSIEST PERSON

​Why? Because we wanted to see an expert and what expert is open all the time. STOP Sending the message that you are desperate.

Act like a pro. Of course I’m not even going to go into the whole discussion of picking a niche – becoming the expert and letting everyone know. But the next time your cell rings- a text comes in or an e-mail- just try waiting.

Let them feel like they are chasing you !!! Once you do the rate question will often go away and you will finally be seen as the true expert you are!

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If It’s Going To Be– IT’s Up To Me

This article recently appeared in The National Mortgage Professional Jan 2015 Edition

“IF IT’S GOING TO BE …. IT’S UP TO ME”

As we start 2015 many originators have made their goals and are ready to implement them.  Some will reach those goals while others simply will end 2015 wondering what went wrong.

The best way to start the year is to look back at 2014. What went as planned? What didn’t go as planned? Why?

There is usually much more to learn from your mistakes then there are from your successes. How many times have you put a plan together and seen it thru to success. Than you move on to something else that catches your attention and never go back to what was working?

THERE IS A LOT MORE TO LEARN FROM MISTAKES.

Recently I posted a survey to my subscribers at www.AgentsChaseYou.com and asked them this very question.

“What Was Your Biggest Mistake in 2014?”

Here are just some of the responses:

Goal setting and review was weak.

Not enough contact with Realtors!

Staying in the mortgage business

Not networking enough.

Not working hard enough

Not effectively expanding realtor referral base

Spending money advertising with Angie’s List

Not staying in touch with my database of past clients.

staying with the wrong company too long

Being completely unmotivated

Taking my eye off the ball. Not asking enough  questions when speaking to new clients

Choosing the wrong recruiter.

As you read this do you see a pattern?

During my almost 30 years in the business I have been an originator, a manager, a regional manager and the founder and president of a large training and consulting company.  I have seen all sorts of markets and every type of originator.

The responses above made me think back to my first years in the business. I was working for a bank owned mortgage banker. My manager was a great guy but my “training” consisted of handing me a manual and a rate sheet and telling me to go out and bring in some deals.

OK COACH- NOW WHAT?

Naturally I started going out and trying to meet Realtors and builders. When I didn’t see success quickly ( who would) I started to place blame.  In my mind I wasn’t succeeding because our rates were too high, we had a bad reputation, we didn’t provide any advertising etc.

It’s very natural to place blame but the key to success is the day you wake up and finally realize that YOU are the problem. YOU are also the solution.

Don’t misunderstand me here. You must have a company with a platform built to originate and close loans. You must have a company that provides you with support. You must also have a company that has a good array of programs and decent pricing.

PLEASE NOTICE WHAT I DIDN’T SAY.

I did not say you need a company with the BEST pricing because there simply is no such company in this business. To be fair, we are all pretty much the same with some slight differences. But what you need to focus on is YOU!

What are you doing to generate new business?

What are you doing to get referrals?

What are you doing to get YOUR name out there ?

What are you doing to sell the programs you DO have?

What are YOU doing to make the customer experience excellent?

What are YOU doing to get referrals?

What are YOU doing to make your self “referable”

What are YOU doing to make YOUR process smooth?

I would suggest that you take out a sheet of paper and copy these questions down right now.  Think about what your current answer is to each of these questions. Then think about your end goal of what the answers should be. Now plan out exactly how you implement this.

WHICH TYPE OF LOAN OFFICER ARE YOU?

Before I get into this topic I want to be very clear that I am NOT suggesting which type you should choose. But you must realize that there are 2 types of loan officers and you must make a conscious choice as to which you want to be. Once you do your life will become much clearer.

Loan Officer #1  works for a company and expects the company to always have the best pricing, every imaginable product available, and strong internal support. This loan officer also expects the company to provide them with leads. In addition to the leads, the originator also wants strong marketing support and a  done for you program for bringing in new business with strong marketing materials.

Loan Officer # 2-  This loan officer wants the same items as Loan Officer #1. But loan officer 2 will go out and start working on bringing in business in spite of any of the areas above that his /her company is deficient in.

This loan officer realizes that “If it’s going to be – It’s Up To Me”

This is the time of year that you must choose which loan officer you want to be for 2015.  This will be a year of change. This will also be the year that separates the  “Purchase” loan officers from the “Refi” loan officers.

There is nothing wrong with being Loan Officer # 1 but you must realize that margins in our industry are being squeezed tight and that there is only a certain profit in each loan originated.  That is a fact we all have to live with.

But if you really want to make a nice six figure income in this business than you must consider being Loan Officer # 2.

Please write this down and pin it to your computer!

IF IT’S GOING TO BE —– IT’S UP TO ME!

Make these your words to live by in 2015 and here are my wishes to you for a happy –healthy and prosperous 2015!

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Brian Sacks – Top Originator

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Brian Sacks is a nationally renowned mortgage expert who has career closing of over 5924 transactions for over 1 BILLION Dollars. He has trained, consulted and coached, tens of thousands of loan officers and company owners over the past 29 years on How to Close More Loans – Make More Money – And Still Have A Life. You can download his FREE REPORT The 4 Tools You Can Use To Immediately Grow Your Business at www.AgentsChaseYou.com

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