Parrots and Loan Officers- Part 4 -Begging
This truly is the worst part of our business
In case you have been off line for the past week and not paying attention I have been writing about the various ways we as loanofficers act like Parrots. Just repeating and doing what we are told — and then wondering why we aren’t getting to the levels of production we want or need.
Here are some of the past articles
What Loan Officers and Parrots have in common.
https://toporiginatorunderground.substack.com/p/parrots-and-loan-officers-part-1
MYTH # 1- To Succeed You Must Be Available 24/7/365
https://toporiginatorunderground.substack.com/p/parrots-and-loanofficers-part-2-time
Myth # 2- You Must Have The Best Rates Or Rocket or Some other competitor will clean your clock.
https://toporiginatorunderground.substack.com/p/parrots-and-loan-officers-part-3
Today lets’ deal with myth # 3 which is BEGGING
MYTH # 3- You need to go out and meet people and “beg” - call it what you want- for business …. let everyone know who you are and what you do.
Were you taught to go out and meet agents and get business?
I was trained by a manager that gave me a manual and told me to go out and get’em!
So I did what most normal people would do. I looked around at what the other originators were doing and I did the same.
I went out and handed out rate sheets and doughnuts. I stuffed agents mailboxes with flyers. Heck I even went out to open houses on Saturday and Sundays.
BUT MY SUCCESS WAS SPORADIC AT BEST!
There are a few key lessons to learn.
FIRST- People love to buy but hate to be sold…
Second- People who are being chased are in control- People who are chasing have NO CONTROL and people HATE being chased and hounded.
Stop for a second and ask yourself-
WHY SHOULD A BUYER OR AN AGENT DO BUSINESS WITH YOU?
Please don’t start with this bullshit of because you do a good job - are available 24/7/365 and have the best rates….
If you can’t return calls- have competitive rates ( not the lowest) and do a decent job with the loan file then you shouldn’t even be in the business to begin with… fair?
OH AND ONE MORE THING- PEOPLE WANT WHAT THEY CAN’T HAVE- OR IS HARD TO GET..
I am sure you have head that advice about dating but it is JUST as important in business -especially ours.
STOP ACTING LIKE A COMMODITY- AND YOU WON’T BE TREATED AS ONE!!!
As an example - When I speak to a new agent- I always start by saying I am doing this to see if we are a good fit for each other. That statement automatically puts them on the defense…
Most loan officers call them or zoom and “vomit” benefits on them of I can do this and I can do that and we do this and that.
WHY SPEND ALL THAT ENERGY IF YOU KNOW NOTHING ABOUT THEM —
YOU COME ACROSS AS A BEGGAR — SUBCONSCIOUSLY
Doesn’t it make sense to learn more about them first- and see if you even click with each other.??? Let them know what your “rules” are and how you operate and then learn theirs… Then see if it’s a fit.
HERE ARE 3 WAYS TO GET BUSINESS CHASING YOU
1. I know you might be tired of hearing this from me- but that doesn’t make it any less true-
PICK A NICHE- BECOME THE EXPERT- LET EVERYONE KNOW ABOUT IT
2. If you are a member of the Underground I am going to share a deep strategy -
That costs you zero- and puts you in front of professionals who can refer you.
It’s much better than the advice the “fake experts” are giving you of calling an accountant - attorney and telling them you have a mutual client — blah blah blah
This actually let’s them see your expertise first hand AND get to know you —
Remember - the first WED of every month- is when you get the underground strategy of the month for our paid subscribers
3. BECOME THE CELEBIRTY IN YOUR MARKET!!!
I actually wrote an entire book on this topic called the Celebrity Originator
but we all know the truth is everyone loves a celebrity - and being able to tell their friends that their loan officer is the guy/lady- you see on NBC -CBS- ABC
The bottom line is that all 3 of these strategies work hand in hand to attract buyers- professionals- and agents/builders to you .
REMEMBER- Your job- To Create More Demand For Your Services Than You Could Possibly Have Time For ( seriously -write that down)
Stay tuned tommorow for
MYTH # 4- You Need to make sure that you have a budget so you can co-market with agents and also pay a desk fee to be in the house guy/lady
Do you know someone who would benefit from this article /publication
And as always - I welcome YOUR Comments below
Dedicated To Increasing Your Production
Brian Sacks
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Seriously- who else do you see mentioning any of these important thoughts?
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There are 2 months already in the library and then each month on the first Wed a new one is added
THIS IS YOUR BIG TAKEAWAY
YOUR JOB- IS TO GET BUSINESS AND PEOPLE CHASING YOU !!!
That last sentence is why I created the Top Originator Underground-
To share with my paying subscribers the actual proven strategies I use to attract business and people
This was the GAME CHANGER in my career and it works plain and simple!
Since I started with nothing - did great- lost it all - now doing great again-
Almost all of these proven strategies cost next to nothing to implement yet are extremely effective.
Each month members get a video showing the strategy - why and how it works and
the tools to copy and implement it.
One a month-
Why? - because wanting to do something- agreeing to do something- seeing the benefit of doing something IS NOT DOING SOMETHING
So my hope is to give you 30 days to implement 1 simple proven strategy that WILL help you Close More Loans - Make More Money and Still Have Time To Enjoy Life
Imagine- doing that 1 addtional tactic each month -integrating it into your marketing and then seeing what your income and production is 12 months from today..?’
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