Monday Mindset- Earl Nightingale Advice To Loan Officers

If you think about it this is VERY TRUE!

Mar 18, 2024

This weekend a great book came out that I suggest you get your hands on by Dan Kennedy. It’s called How To Succeed in Business by Breaking All The Rules..
Dan is by far the mentor that has had the most impact on my success and read everything he puts out- you should too..!!!

“If you don’t have a good model for success, just look around at what everybody is doing and do the opposite” Earl Nightingale

I am not sure about you but when I started as a loan officer I did exactly that. I looked around at what everyone is doing and did exactly the same thing.. and I was a miserable failure for about 8-10 of my first 38 years in this business.

What were you taught?
Hunt down agents and build relationships with them… No one really said which agents or what types of agents— JUST CHASE DOWN AGENTS AND MAKE FRIENDS WITH THEM!

We are still being taught that today- maybe in different more subtle ways with social media and other tactics..

HUNT THEM DOWN- ONE AT A TIME- BUG THE SHIT OUT OF THEM- SHOW AS AN UNANNOUNCED PEST - INSTEAD OF AN INVITED GUEST AND EVENTUALLY THEY WILL GIVE YOU BUSINESS!!!

YIKES!!!!

SO WHAT WOULD CHANGE THIS DYNAMIC - WHAT CAN BE DONE SO THAT YOU AREN’T COPYING WHAT EVERYONE ELSE IS DOING — AND JUST LOOKING THE SAME- MAYBE JUST SCREAMING LOUDER?

That was the question I have always asked myself..

Here are a few of the ways I decided to stand out.
First- be known as an expert in a niche!!!
Second- Be selective in what agents you want to do business with - there is a proven formula to follow —
Third- You can attract and control buyers too !!!! Not just be at the mercy of agents.
Fourth- View the transaction as a relationhip not just a transaction
Keep everyone informed at all times and be there .. no excuses!!!!
FOURTH - MAYBE THE BIGGEST OF ALL !!!
YOU MUST ATTRACT AND NOT BEG AND DO THIS 50 at a time instead of 1 at a time.!!!

SIMPLE TRUTH-
Chasing pushes people away
Attracting — brings them to you

Let me give you 2 examples-
We all wonder what the best place to meet agents is…
Well its the Board of Realtors or an educational event you host - * with a title company* where you are teaching — * automatically seen as the expert*
THAT’S ATTRACTION— and with 50 agents in the room

A number of years ago I decided to put more focus on working with couples going thru a divorce and market to divorce attorney’s

What would your first step be?
Probably gathering a list of Divorce Attorney’s in your area and start reaching out to them right?
WRONG!!!! PLEASE PAY ATTENTION TO THIS!!!
They see you soliciting them and they automtically ignore you!
You are not bring value just professionally begging…
WHAT’S IN IT FOR THEM?

SO HERE’S WHAT I DID AND YOU SHOULD TOO!
I contacted the local Bar Association Family Law Division
I asked them if they would like me to provide a course for CE HOURS
to their Bar at no cost on How Mortgage and Real Estate Financing Views Divorce
Alimony and Child support so they can structure their agreements to ensure they are actually fulfilled.. and the big mistakes to avoid

RESULT- They packed 200 Attorney’s in a room and I spoke for 1.5 hours on the topic and the mistakes to avoid…
27 Attorney’s handed me their cards as they left the room and asked me to contact them
WHY- Because they saw me as helping them do their job better !!! PLEASE RE-READ THIS!!!

ATTRACT
ATTRACT
ATTRACT!!!!
That’s what NO ONE ELSE IN OUR INDUSTRY IS TALKING ABOUT !!!

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