Who Should YOU Be Listening To?

Be careful who you listen to

If you have been in the business for for than 20 years than you were probably trained the same way I was..

My alcoholic manager ( who I adored) gave me a manual - a desk - a phone and told me to “Go out there and bring in some business”
Not the best way to learn anything but it forced me to learn just so I could survive.

I read and found some other loan officers who were just a bit more experienced and learned from them.

THE PROBLEM WITH THAT IS …
They were using what I called “Incest Marketing " meaning they looked around at what everyone was doing and did exactly the same things.
The result- we all looked and sounded a like so it becomes more of a who can shout the loudest and spend the most shouting.

THE OTHER PROBLEM IS…
Buyers have no way of distinguishing us from one another other than our rates which turns us into a commodity - Just Like A HEAD OF LETTUCE!!!
If one store has a head of lettuce for 79 cents and other for 99 cents why wouldn’t you just get the one for 79 cents since they are both the same right?

THE OTHER PROBLEM ARE ALL OF THE FAKE GURU’S OUT THERE

We are easy prey for snake oil salesmen and women since we are commissioned sales people who were never really trained in selling services per se. It’s much easier to sell a pair of shoes ( like I used to as a teenager) than it is to sell money …. and yourself.

HERE ARE SOME CRITERIA TO JUDGE WHO YOU LISTEN TO
1. Does the person actually still originate every day?
How can people tell us what to do when they have never originated a loan? What’s even worse are the “guru’s” who originated years ago.
I don’t need to tell you how different our industry and challenges are then they were 1 year 5 year or 10 years ago.

2. Do They GUARANTEE WHAT THEY OFFER WORKS WITH PROOF?
No need to explain this one right?

3. THIS IS A BIG ONE.. SO PAY ATTENTION!
Do they share ways for you to attract business or do they have you chasing business - begging and hoping…?
Think long and hard about this one… because if you aren’t succeeding to the level you want to .. this could be the reason.

Let me give you a quick example-
One “guru” sends you a script you can use to call agents and beg them to speak with you or meet with you..
One tactic I share- gives you the ability to show 20-50 agents your expertise - costs ZERO to implement and has them actually calling you to meet since they immediately see you as an expert and someone who can help them sell more homes.

Dedicated To INCREASING YOUR Production
Brian Sacks
Publisher of the Top Originator Underground

https://toporiginatorunderground.substack.com/