I think you’re gonna like this!! #TwoforTuesday – Fun edition – I got creative in the last week and got a new video opener! I am sure it will help Pump you up, and get ready for the day! Join Us In Creating Excitement and get the JUICE’s flowing! You’re in sales right? – #JUICE
Two for Tuesday as I always have branded is two tips on guidelines or something mortgage related that you can take with you in the field. Today’s topic – VOE’s and Pay Check Stubs! Yep, both are needed to calculate the right income, and both work coherently together. Supporting each other! #CheckItOut ↓
For those needing to gain more leads so they have more paycheck stubs to check and VOE’s to order – I got your back! I’m doing a discount for those that want to take charge of their 2018 and learn to earn on Social Media! If you have a fan page and it doesn’t get you leads every week, I can show you how to change that with my BLUEPRINT! It’s not rocket science and definitely not hard. In fact, it’s fun to have a social media presence and YOU can be known as the expert in your area!
Reach out to me, I’m here to help you take #SocialSelling to the next level in 2018! Sign up for the BLUEPRINT today! – Disclaimer – You do have to actually do work! lol #SellWell
#WeekendCalltoAction – And I believe we have a new hashtag this week going forward I will use, #FollowUPFriday! I do write these blog’s for myself, and they really just apply to anyone in sales. It’s funny because I will do a video or give out a suggestion and then follow my own advice. #LeadbyExample – Right?! – So the moral of this today’s posts is all about just this, Follow up and Follow Through. Different but one in the same “action step”! The DOing, that I talk about.
80% of prospects turn into converted sales after the 5th contact. Somewhere between contact 5 and 12 is when they convert on average. Here’s the thing, if you’re getting into online lead generation (which I teach with my BLUEPRINT) they you should be reaching out to engage with that person on social media. Every 5 touches would be considered equivalent to 1 phone call (5 minutes or less). What I mean by that is the nature of social media. You see, on average as you engage, comment, like, IM etc with others on social media strategically (don’t always be selling, but always ABC) you are essentially building a relationship. After (on average) 8 touches with someone online they begin to think they know you. Might sound silly but it’s true. Are you following up with your leads on social media with this intent. And if every 5 interactions you make count as 1 call, how many calls do you need to convert. 5 like the statistic shows? Law of Averages is different with everyone, but social selling is a game and if played right, the art of the follow up and follow through can reiterate the old saying: “There’s a fortune in follow up”!
Don’t forget to follow up as a HUMAN contact too! I think some rely on too much automation now, with email drip campaigns and autobots! lol. The real statistic is close to the first one, except, 79% of leads are NEVER followed up with! ARE YOU KIDDING ME! $ucce$$ is in the follow up for sure. There is a fine line between being tenacious and annoying, or persistent and harassing. Words cast spells, that’s why there’s so much importance on “Spelling”! If you collectively gain interest through being genuine and show a social being, trust me others will reach out. You can’t just have a fan page and not post. You can’t just post on your social media wall every two weeks and expect everyone to see what you do! Consistency is key. And following up is the master lock. Combine them together to open the door of success stories.
#FollowUpFriday The Blueprint will help. CLICK HERE!
#ThursdaysThoughts – Have you thought about your goals for 2018 yet? How about your management, have they asked you about this yet? It’s all fine and dandy to write down you will do 100 Million or something like that as results, but the real secret sauce to obtaining those goals is writing an ACTION PLAN to hit them. Yep, I wonder how some are going to “hit” these goals they speak of without a social media presence or plan of attack at least.
For the longest time in the wholesale world I’ve helped LO’s and Broker’s create campaigns to source business. It was the “how” to help them get a loan in the door. Now this year I opened this skill of mine to help others not in my network. The social media BLUEPRINT I have has helped others “stay” in business. Results are a aftermath of the action plan put to work. Do you have an action plan yet?
If not, I’m available to help you create campaigns to drive business and build branding in 2018 for you planners out there! One thing I’m certain of, the more people I help, the better results I have. My action plan is to go wide fast, I want to help LO’s all across the nation, I want to provide added value for the community of LO’s that want action steps to help them achieve their goals. It all starts with my BLUEPRINT I’ve put together to help others. Whatever you do, do a “Power Move” to help you get on track!
#WhackedOutWednesday – Instead of goals and dreams what if you just take “massive” action and see what happens! Seriously, this is what people pay for all the time in the land of coaching, and information. It’s shocking to see what people do, they are willing to pay for information but not take that information and put it into action! So odd to me.
This is what seperates what I do from a lot of others. I don’t just sell any digital product or information and send you on your way! I help you take action and walk you through the action steps to implement it. If you are an action taker, my blueprint that I have will help you. LO’s say they want exposure and leads, but they don’t take action enough. Or they take the first step gaining the information but don’t actually implement those teachings. It is WhackedOut!
Where I excel and always have is the LOA. It’s a numbers game. I’m looking for a numbers person, not a lazy LO. I can explain what the blueprint consists of all day, but for those that buy and do nothing it turns into no success story. I ♥ success stories, and what I’ve been doing for years now is helping Broker’s and LO’s actually source business online. This year I finally opened this up to others that are not in my network. And technically if you’re in sales of any kind you can take the information that I provide in #theBLURPRINT and apply it to your business and gain results. Key word is apply.
You have to take action and be willing to get out of your comfort zone. For those that have, the best is one LO that got 17 viable leads in one week. Another tripled his exposure and likes in one weeks time on his fan page. Just about every person that has implemented the blueprint and took action after gaining the information has seen some form of success. The key is this helps you gain leads free by pushing and pulling your messages into social media land. And that has to be consistent. Without consistency it doesn’t work.
It’s funny cause I see and hear stories almost everyday about someone whom tried a Facebook ad, and are “waiting” for leads. (Did it fail for you too?) There is two ways to have paid ads really work on Facebook. **PRO TIP – Either have some econ geek optimizing your ad for you (costs $$) or learn to help your ads click through rate, and lower cost per click by having an organic presence around the ad. There are a ton of ways to do this. #TheBLUEPRINT is a stepping stone and gets you ready to take the next step of paid ads if that’s what you want to do. I don’t teach that, I teach the organic side that you need to know PRIOR to running ads. It makes all the difference in the performance of the ads. Also, why not be gaining free leads because you incorporate a weekly organic ad campaign that doesn’t cost a dime? Seems to make sense to me, but why people don’t take action I just don’t get.
It’s #WhackedOut for sure, but the name of the game is to take action. And for those action takers out there, I can help you leverage social media and level up your game in 2018. Click the link HERE for the #TheBLUEPRINT! Get started today!
#TwoforTuesday – An announcement from Fannie & Freddie and a website to look up DPA’s in your local area! A great resource! Quick hint on tips for LO’s to boost listings that are REO’s from HUD or FNMA as well! If you know more about that let me know. Someone brought it up I was talking too and seems like a great idea for easy leads for an LO!
1st, is the announcement! Fannie and Freddie are both suspending evictions for foreclosures during the Holiday’s. (thanks Guys!) 🙂
2nd, a great resource was found doing some research the other day and wanted to help you LO’s be able to utilize this. It’s a list of local DPA’s that you can look up in any state. You can see if your borrower is eligible as well it looks like. Definitely check that out!
If you are looking to increase your online social selling for 2018, I can provide the BLUEPRINT to help you gain more referral partners and FREE leads on Social Media! I even have a group now for those that have done the BLUEPRINT and provide posts and campaigns to help LO’s with ongoing weekly campaigns. There are several others in here that are helping provide posts that you can #Copy #Paste #Post and #Profit from! My goal is to help as many LO’s double their business as possible in 2018!
#MondayMotivation – Great day to discuss, as we start the week! – YOUR WHY? Or in my case Whys, as today is the Twin’s bday. Noah and Luke are 10 years old! WOW! I’ll never forget the day I left Quickenloans right before a “Power hour” to go to the doctors with my wife. She was expecting a C -Section in the coming days, and while I had skipped a few appointments she had, she told me she had a feeling this was it. We even went to the visit with our “special bag” all packed up just in case. Sure enough, Luke was stealing from Noah (food) and she was low on ambiotic fluid. While being pregnant with twins she was considered High RISK! So naturally everything was very sensative at this time. I didn’t have a choice. I remember walking out and others saying go gett’em daddy-o!
Sure enough, they were delivered on this day mid afternoon. That whole story we can save for another day. Today, is obviously about the WHY! I suggest you create some vision board or some “why” you can keep in front of you daily in sales and use that as your own #MondayMotivation over and over. I’ve done it with “things” to pictures of my kids. Your WHY should drive you to keep pushing in sales. It’s always a numbers game. Maybe the numbers where in my favor when I had the kids as identical twins are not hereditary, it’s the luck of the draw!
Work your Law of Averages everyday to the best of your ability and you will create your own LUCK! Luck comes to those that work for it. It’s always worked this way, and if you attempt to work for your luck, you can create your own luckiest days! Today I challenge you to create a collage or make a picture, or find a snip from a magazine of something you want. It can be your why, your motivation, and your reason to work your LOA everyday! Law of Averages are created when your subconscious mind see’s the goal, even if you don’t think about! You see it and your mind will help you work for it to create your own luck. #SellWell
Don’t rely on luck, create your own luck! I help others do just this with advertising and marketing plans to increase their social media reach! Ever gain a lead on Facebook FREE? How about doing it daily with pure intent as a marketing plan! I can show you how – CLICK HERE!
#TGIF – The Grind Includes Friday – You got it! I ♥ doing these #WeekendCalltoAction segments as I attempt to help LO’s across the country learn how to build a pipeline. I give out viable activities that any LO can do to help themselves gain more leads, close more business, and connect with more referral partners.
Someone at the beginning of your career told you to “Go wide” with Realtors, and to network with them to gain a referral partnership that can help your pipeline. Most LO’s do this, however, most miss the boat on when to go after different pillar referral partners, or to even do it at all. I talk to a lot of LO’s with various levels of experience all the time. And the one common denominator is that the successful one’s have multiple “types” of referral partners in their own roster. It’s NOT just Real Estate Agents.
I suggest you do the same, and do this EARLY in your career. You should be networking with all types of pillar partners, like CPA’s, Financial advisors, maybe a credit repair person, insurance agents, of course RE Agents, builders, attorneys’, heck even carpet cleaning services, moving services and inspectors. I would have a spread sheet I develop with tabs for each and make it a goal to add 5 in each category quarterly. lol
The key to all this is TIMING! My advice is to follow trends. You see right now we are in December, and at the end of the year each year is the time more divorces are filed than any other time of the year. Most states have a waiting period and typically it’s 6 months. Start following up and engaging with this pillar partner now. Then in late FEB early March follow up, and in June July in the heart of purchase season you could add some refi’s to your pipeline when someone’s divorce is finalized and needs assets split. No matter how you look at it each and every one of these pillar partners has a prime time. Use these trends to engage and partner with them.
Want to learn to do this online and how to social sell at a whole new level to increase pillar partners? This is what I teach LO’s to do. And those doing it are KILLING it, they are not slow. They are implementing #TheBLUEPRINT! You can too, hit me up or CLICK HERE! #SellWell
#ThriveThursday – Don’t shut down, advertise up! There is SOOOO much business out there to be had it’s not even funny. It seems to me that the real numbers don’t lie. While exec’s are looking at what they think is the total “volume” of application numbers, they don’t look at the numbers of population. More and more people turn 18 every day. That’s the legal age to sign a contract. There’s more people in our population eligible to buy a home than ever before. Yet, companies are shutting their doors or stopping operations, I would assume because it’s not profitable?? hmmm.
To bad to hear about US Bank exiting wholesale, I hear they were a go-to lender for big loans too. (Jumbo program was nice I hear) I don’t know much about them, other than reflecting 24 hours after their announcement, I wish I knew some exec’s there. I wish I could’ve helped their wholesale stay in business. Funny to say out loud, but in many ways I know I can be a difference maker at any company I am at. In reality, you should too. Have that confidence, and ADVERTISE UP! No joke, there’s clients of mine that have doubled their business in the last two months with my BLUEPRINT to help them advertise on social media.
It doesn’t matter if you do advertising organically or you use paid advertising. The goal is to get your messages out there! This is marketing 101. I don’t know about you, but if I owned a big mortgage company already running, I wouldn’t want to shut down a segment or operations part, I would look to make it profitable. There is so much business out there to be had, it’s not even funny. And no one person or company dominates the market in any one area. Personally, I am here to help you! Do not give up, reach out to me. I will teach you how to set up a business page, and then hold your hand and teach you the tricks to push and pull your messages FREE on Facebook. That way you will have a shoot at gaining FREE leads. Which can be a stepping stone to help you increase your referral network, and eventually get into paid ads if you wanted. No doubt about it, this stuff works like a charm. If your not onto social selling yet, you are absolutely missing the boat. Here is the link to start your training and BLUEPRINT class with me personally to hold your hand and show you how to do this. Your not alone – CLICK HERE
On a personal note, I could help a wholesale lender increase their market share by teaching the TPO partners how to advertise on social media. By helping someone step up their social selling game you will gain business! Hands over fist. I could do that to a retail group and help the LO’s increase their business as well. Heck I might just get a license hang my hat and kill it myself. My goal in 2018 is to help some company that wants to grow leaps and bounds. INTERESTED? Reach out to me. – Let’s chat! Let’s build a company together, don’t shut down, ADVERTISE UP!! #SELLWELL
#WhackedOutWednesday – QM Fails – Really?! You have a 400,000 dollar loan the borrower can’t even obtain any rate on the ratesheet? Really?! Yep, this stuff happens if you have a comp plan accustomed to Government loans. If your comp plan is 2.75 and you’re doing a cashout conventional loan that is getting killed by LLPA’s (loan level pricing adjustments) then odds are you could be in this situation too. Even with a 680+ FICO, depending on how the break down goes.
I want to share something today, a best practice tip and a way to look at this stuff to help you Broker’s and LO’s in TPO to avoid this mess. If you’ve been in mortgages long enough more than likely you’ve had some QM fail happen.
**Compliance disclosure – JUST FYI – You’re NOT supposed to just be able to switch from Lender paid comp, to borrower paid comp just for the purpose of passing QM. It specifically states that in the rules/laws. (I can show you if needed) Your Change of Circumstance must be recorded as something else. FYI
Ok now that’s out of the way, let’s look at a RATE SHEET! If you see the top of the rate sheet at the top rate pays back “less” than the rate below it, then the rate that pays back the most is the rate considered the “top”. Second, the SPREAD between the top rate and the next eighth below it will change pricing, but most likely “less” than a whole point. You have to go down probably two or three eighths’ in rate in order to have a whole point difference between the TOP rates premium. The KEY TO UNDERSTAND is that rate where the spread is more than 1 point (from the top rate) is where you can start to bonafide a discount point.
The simple way to look at this is to take the indifference after the bonafide discount point and add that to your comp plan. So if the rate picked was a COST of 1.125 for example… Your comp is 2.75, and as long as the (base premium before adjustments) spread between the top rate and the rate your picking is more than a point, you can bonafide a discount. So for example, 2.75 + .125 = LESS THAN 3. Assuming you have bought out the underwriting fee and there are no affiliate fees in the equation, this would pass QM.
Remember in order to bonafide a discount point you can NOT be at the top or the bottom of the rate sheet. (meaning highest or lowest rate) Sometimes I don’t even see how this is good for a borrower, but the reality is it is tied to the comp plan. If you are in the situation where the comp you have with that lender is higher, then watch or do a QM test PRIOR to submitting so you know what your up against. BEST ADVICE I CAN GIVE. Do not wait until the loan is submitted or even attempt to lock in process without having an idea of how this plays out. IN FACT, MOST LENDERS have a FREE QM test available on their “portals” that you can run this test as you register the loan. I suggest you know how to do this. Problem avoided. If you have questions about this hit me up, I’d love to help you understand how this works. In some cases it is #WhackedOUT – But hey these are the rules we have to play by. Lower your comp if you’re doing conventional loans, they don’t have a spread like the Govie loans do.
Another “argument” is this is why you have the ability to set up multiple different comp plans with different lenders. NO, in my opinion you do NOT need to have the same comp across the board with all lenders. The law doesn’t say that. (for Broker’s of course). What it does say is that each LO (MLO) should be paid the same based on type of loan. And be incentivized based on volume. But that is another post for another day. – #SellWell
#TwoforTuesday – Non-Traditional groups are needed to help when someone needs to qualify with non-traditional credit. There are two groups that you need three things from. I will detail this today in efforts to help you pre-qual someone whom has “thin” credit. NEED ALTERNATIVE TRADE LINES? Here’s what you need to know;
There are two groups, and you need at least 1 thing from group number 1. Group 1 consists of Rental history, a utility company, or telephone service. Group 2 can consist of a personal loan, insurance payments (car, medical, renters, life), Child care payments, rent to own payments, or school tuition. This second group also consists of car lease (rental) payments or retail store credit cards, however I don’t know why an auto lease or retail store wouldn’t report that to the bureaus though. lol
Here’s a break down of guides for you: Happy Selling!
I am helping LO’s left and right learn how to generate business online. No doubt anyone can do this and dominate in their market. My suggestion, get going start social selling today! It changes people’s whole outlook on how they use social selling when they start seeing results. (Facebook is no longer just for Friends and Family)
Get involved implementing the BLUEPRINT today, it will change your pipeline 30-60 days down the road. Don’t struggle into the new year, get growing today! Learn how to set up your business fan page to actually get you leads. Learn the best posts to drive engagement and interaction. And learn how to set yourself up to gain more referral partners! – This is only 250 dollars – If you are an action taker, I would ♥ to work with you! You will double your business by implementing the BLUEPRINT.
The JUICEman! 