Want to gain some business on a Saturday?

Have a turn down file from 6-12 months ago?  Call those clients back, 99% of the time, if the denial was credit related, there is a chance that the client took your advice to improve their credit.  I see this all the time, LO’s forget to call them back down the road.  Go through all those files from last year on one Saturday afternoon and make a list of people to call.   Bet you find a deal you were waiting on the client to fix their credit any how.

Want to gain some business on a Sunday?

Got a lot of Brokers that are like the “good ole Boys” and many in my network are Church bound on Sunday morning.  Or most have a routine at least that may include a social setting.  What I suggest is to get out of your comfort zone, the best part of what we do is helping people you know in your community.  How much did it cost to “advertise” on the church program they hand out at the end?  Or when was the last time your pastor mentioned more about a member of the church and what they do in efforts to give back?  Most Churches even have one of those “pin up” boards right when you walk in.  Or even your local ACE Hardware store, they have pin up boards for homeowners to check out as they buy things they need to improve their homes.

Call to Action

**Think demographics, where can you leave your card to have the most impact to homeowners, a place where they all go on Sunday (coffee shops are popular, I don’t know many renters that go to church)?

Or Think how can I “advertise” for cheap regardless of my ROI…. Bowling Alleys are great, ask a local bar if they have any advertisements over the stalls, GOLF COURSES are actually a good place to do pin up flyer type thing for free, or how about a laundry spot in the local chain of Apartment complexes or the common area (They always have one of those pin up boards basically empty)…. Pin up some cards or a flyer somewhere Free.  The more acts like this that help plant seeds for you now the more leads you “could” have in months to come.. Who knows someone that calls you or you call back may have a 580+ FICO now that can help them become Home owners!

*Who knows you won’t win the lottery if you don’t play. – JUICEMAN

What’s your MO?  Most companies or sales organizations have an inherent feeling of helping other people or satisfying a need or want somehow.  And the fuel of the sales force is from offering the world class customer service or added value with their product.  In the mortgage industry most of the top Loan Originators have an inherent feeling of success in helping people buy a home or save money for example.  In my role as an AE, I really strive and stem from the same inherent feeling of success in helping others achieve the dream of home ownership but do it in bulk.  And as I do, I help LO’s across the Nation learn how to get loans done.  Part of my MO, is that I actually help my Broker network create a business plan to drum up business to send me.  I just don’t ask what’s on the corner of your desk?  By doing so I get the inherent feeling of helping other’s grow a BUSINESS in the mortgage industry.  This year more than ever before I’ve helped LO’s go from 2-3 loans a month to doing 6-8 a month.  I’ve done this by helping “create business plans” for LO’s to succeed in any RATE ENVIRONMENT.  Now’s the time to get on board and plant the seeds with pillars that help the mortgage industry, rates are going up, and the “low low rate” sale is going out the door.  I can help any mortgage company create campaign’s for a successful ROI in any area.  Call me let’s partner together.  Below is an example of how during the year you could do different campaigns to help plant those seeds for future business.  (without buying leads)

The goal would be to diversify your Pillar relationships with small “activities” that can drum up business for you.  Pillar relationships can be for mortgage professionals; Real Estate Agents / CPA’s / Financial Advisors / Business Groups / Chamber of commerce membership / Divorce Attorney’s / Home Builders / Insurance Agents to name a few.  I have detailed a generic version that may help; call me we can custom tailor one for your mortgage shop. 🙂

Jan – Feb 2016.  This is great time to start networking with a new business marketing group.  LBN (Local Business Networking) is an example, more than likely there is a one near you.  Get involved, you can’t expect leads when you go 1 or 2 times.  You have to go for a while get involved, and provide leads to others too.

March- June 2016.  This is a great time to start networking with builders as the ground becomes soft, RE agent networking for purchase season, and title/escrow companies to prepare for the upcoming purchase season.

July – August 2016.  Great time to be networking with literally all pillars including insurance agents and financial advisors.  Remember escrow/title relationships can service you with info on whom bought houses cash too.  (Delayed Financing exemption loan campaign is great).  Remember consistency is key to be going and showing face at the networking groups you signed up with at the beginning of the year.  Stay active.

Sept- October 2016.  This is the time to market to CPA’s, they are past tax season, back from their summer vacation and in the office to round up by OCT 15th all those that file extensions.  Also a great time of year to hit up past cleints from the year before.  (most successful past client campaign marketing results happens at the last quarter)

Nov – December 2016.  This is a great time to touch base with Divorce Attorney’s as a result of the end of the year being their “busy” time.  Every state has different guidelines on the wait for Divorce to be finalized after being filed, but it is historic info that shows during the holiday’s is when more people file for divorce.  Get in front of them now, then in mid purchase season next year they are done with the (6 month wait) and the divorce is final.  Somebody is needing to split assets, and it’s always great to have a pipeline full of purchases supported by a few cash-outs’ or refi’s in the pipeline.  So in July the work with networking can pay off.  Campaign’s thanking past clients and following up for referrals is most effective in the last quarter of the year.

Marketing 101, some of these things every LO was taught or heard someone say to them at one point.  Now let’s create a plan of attack to do marketing activities on these target Pillars, or create a campaign directed to a particular target market.  People don’t plan to fail they fail to plan.  Let’s build something together, 2016 is going to be just as “fruitful” as 2015 was EVEN IN A RAISING RATE ENVIRONMENT.  You just have to plant the right seeds for success.  The difference between who you are and who you want to be, all comes down to WHAT YOU DO!  Here to help add value to you and help you sustain in the mortgage industry for years to come.  Partner with Motive, Partner with Me.  Make it Easy, Make it Motive.

In the office helping other’s get loans done all day; If you want any type of a Free Strategy session let me know.  If you are closing 3 Million a month and are not afraid to spend money to make money, call me.  I have something for those warriors.  – JUICEMAN

The one thing that is prevalent in our “mortgage” industry, that’s “CHANGE”.  Change is not scary stagnation is.  My purpose is to “add value” to those whom originate loans and then hope in turn they will partner with me to get some done.  As an Account Executive my training and experience has come in handy being a top originator at one time.  In all my roles, what’s made me succeed?  I embraced change, always look to learn more, and build relationships.

TODAY, I wish to add value to everyone whom originates mortgages.  I used to do little things and teach other originators to do the same.  Some of these key tricks is what “got me” the numbers to earn the revenue coins, and recognition that I’ve gained through out sales.

SKILLS CHALLENGE:  On every pitch, I challenge you to ask every person, pre-approval or refi, “WHAT IS IT GOING TO TAKE TO EARN YOUR BUSINESS TODAY” or “WHAT IS IT THAT IS PREVENTING US FROM MOVING FORWARD TODAY” or “HOW CAN I TAKE THIS OFF YOUR LIST OF THINGS TO DO NOW”!

If you ask, they will answer.  Yes or no.  The cool thing is, in my LAW OF AVERAGES, I know the more “NO’s” I get, will get me closer to my next “YES”!

ASK AND YOU SHALL PREVAIL, continue dialing and you will get their faster.  EFFORT!

4 Things to mention on every call;

1. About 1/3rd of the companies a client will talk to will PROMISE them a better deal than I present.  Only about 5% of those companies will DELIVER on that promise.  We do things differently, WHICH IS WHY I NEED YOU TO SEND ME YOUR INCOME UPFRONT> SO I CAN QUALIFY THIS CORRECTLY!
2. The Average American does 8-10 mortgages in their lifetime with 8 different companies.  More than likely if they did those loans with the same person over time, they would have gotten better loans, and cheaper costs.  I want to be your Loan Officer FOR LIFE.  I want to help your KIDS Buy their first home.
3. The Number ONE complaint in the mortgage industry is that things are different at the closing table than what was promised upfront.  With the new laws of closing cost disclosures it binds the companies that put things in writing so it can only change to a certain threshold.  The very fact that you will rate me on a customer satisfaction survey at the end of this is why I am asking for 5% of your trust up front and will earn the other 95% through the process.
4. I am the only Loan Officer that you’ll talk to that will tell you up front I don’t have the “best rates and fees”, I have the most competitive rates and fees.  The fact is that most lenders are within an 1/8th of a percentage of each other or 500 dollars per costs difference.  It really is all the same anywhere you go.  More important now than ever before is to know whom your doing business with.

CLOSE CLOSE CLOSE CLOSE CLOSE>  It’s a numbers game.  Weather on the AE wholesale side teaching LO’s and Broker’s across the Nation, or directly on the phone, you ask for business you will get business.  Happy taking 1003’s today mortgage world! – JUICEMAN