Three Sentences That Will Change EVERY Originators Business Model
Ever feel like you are banging your head against the wall and not making any progress?
Well if you have been an originator for more than 1 week than you probably already know this feeling all too well. Our business is challenging with many ups and downs but I am sure you already know that.
You work hard to get a meeting with an agent. If you are successful you go to the meeting and tell them all about the great rates you have and your programs.
They tell you that they are either a listing agent to get rid of you or that they are forced to give out 3 names.
Some will tell you the truth which is that they already have a favorite lender or that their company has an in-house lender that they are “forced” to use. The truth is that the in-house lender statistically only does 27% of the business in that office.
What can be more common is that they are simply very nice to you and just never ever return your calls or call you with new business. It’s very frustrating to work so hard to get the appointment, leave it feeling it went well, and then never getting any calls from that person.
HOW DO YOU CHANGE THIS ONCE AND FOR ALL?
There are 3 important sentences that will change this dynamic for you once and for all. Ready?
PICK A NICHE – BECOME THE EXPERT – LET EVERYONE KNOW ABOUT IT…
The question becomes which niche right?
There is a niche right now that has 7.3 million buyers in it that are anxious to buy, ready to buy, and very few originators ever market to. That is the niche of boomerang buyers that had an issue during and post meltdown.
2018 thru 2020 are predicted to be the largest volume years for these buyers which is why we are seeing so many NON QM lenders coming into the market with programs for them.
THINK ABOUT WHAT THAT MEANS FOR YOUR BUSINESS?
You can now go into a national builder, that has their own mortgage company and offer to help them with these buyers. You can simply say, “ I know you have a great in-house lender but what are you doing with these buyers?”
Now you can also go into any real-estate office and do the same regardless of their in-house lenders. Imagine that!
You can now also get some FREE PUBLICITY for yourself since you have an area of expertise that few others are speaking about. This gives you the opportunity to contact your local media with an important topic that is new and different.
See the hard truth is we all have very similar rates and pricing. But very few of us every differentiate ourselves enough from the competition by being the expert in a niche.
I am having a webinar on August 23 2018 on this specific topic but there will NOT be a replay
Hope you can make it
Dedicated To Increasing Your Production