Silly question I know.  However after reading this I will ask that again.  In sales there are stages of competence, heck these can be applied to every day life.  The difference maker is making yourself aware of these stages and reminding yourself to implement along the way.

Four Stages of Competence.

1. Unconscious incompetence.  This is where the newbie sales guy flourishes and excels.  He/She doesn’t know what they don’t know.  This is also where the “new & fresh” feeling can help change things up.  The best example is the newbie sales role, where they are excited, not worried about what objections they will face, and bring energy and enthusiasm to the table and close the sale.  They just don’t know what they don’t know yet.
2. Conscious incompetence.  This is the stage where you are aware of what do not know.  Sometimes another great stage to pretend your in if your not.  For example, you know you don’t know as much as you need to approaching your well informed client, and you pull in a manager to help you with the call.  You consciously know you have a weak area and help yourself to be prepared.
3. Conscious Competence.  This is where a lot of sales folk get stuck in this stage.  They have the competence and the confidence but they have to think about their answer(s) and pitch toward that client.  Many times this is the area where sales people talk to much and sell themselves out of a deal.  Pride can come in the way here, and that sales person doesn’t ask for help as they “think” they can do it all.  Instead of taking a  roll to pull in a manager on their strength for example.  In this stage sales people “try to hard” when they should be KISS (keeping it short simple)
4. Unconscious Competence.  This is the final stage of competence and a high level brain training for repetition.  The best example is a stick shift or manual transmission in a vehicle.  Those that drive a stick know, unconsciously when to shift their vehicle and how to use the combination of both gas/brake clutch to shift (up or down).   The same principle can be applied to answer objections.  Unconsciously assume ownership, paint pictures that show value, and create emotion, all the while full filling a need or want.  I heard once that Tiger Woods takes 100 practice shots a day.  The idea that he “trains” his mind to hold the club a certain way, point his face open or closed and swings with a fluid motion, helps him perfect his swing.

How unconsciously competent are you in selling mortgages? Or selling title?  Or selling Real Estate?  When was the last time you practiced your art?  Not just selling but perfected the small things in between.  Like the application, or the listing.  Detail makes the unconscious competence grow.  It’s ok to be consciously competent, just know when to ask questions yourself and or ask for help.  Fake it till you make it, only gets you so far.  Then you will need to master your craft.  In my illustrations that’s all about handling the objections, whereas this can be a lot of things in life.  Take a second and ask yourself how competent are you?  And push yourself to take the practice swings too, so you “do your role” better than any one else.  It’s a difference maker in the top performers and middle group in sales.  The top performers “see their goals, and track them”, whereas the majority reach for the starts but don’t increase their competence to get there.  I challenge you this week to increase your competence.  Practice an objection, learn a function of your craft you don’t know so well, or perhaps just practice the art of your craft, taking the 1003. (filling out the listing).  To completely finish an application in mortgages the Loan Officer should be unconsciously putting each supporting document they get into a category (income assets etc) to prove the competence of the 1003 they filled out.  99% of all issues with loans go back to the 1003 some way.  From asking the right questions upfront, to after filling the 1003 out, confirming what supporting documents you have against the information you placed on the 1003.  Do something this week to “level up” your competence.

Sell Well – JUICEMAN

**#1 JUST GOT JUICED – USDA PRODUCT ENHANCEMENT-620+ FICO now allowed/Residual income need removed, DTI overlay removed, WE MADE IT EASY and underwrite to USDA requirements.

10.       We allow Brokers to order their own 4506-t results from any major 3^rd party vendor and submit for their loans.  (Must be direct from IRS)  Do you use, Data verify, or CBC Innovis to pull credit?  And have the option to obtain transcripts directly from them for your clients?  IF so, submit it in the loan we can use them.

9.       We allow Brokers to “Switch” from Lender Paid commission to BORROWER PAID commission in the middle of a loan (as long as CD isn’t disclosed) to reduce the costs for a borrower.  The act of closing loans did not change based on TRID.

8.       We allow Brokers to disclose a CD prior to being clear to close so you can start the 3 day wait ahead of time.  (Account Managers must have fees accurate)

7.       We have 18 AMC’s on our approved panel, which one is best for your clients is up to you to pick

6.       We allow loans to be submitted, either Broker disclosed (where you send in all pages of application package) or Lender disclosed (where we send the disclosures to your client for you).

5.       We go by Findings and allow manually underwritten loans for FHA/VA currently.  Let’s get a loan done today!

4.       We allow Brokers to talk directly with underwriters.  In fact I have my own team, and not only do I want you to talk to them, but I want you to develop a relationship with them.

3.       We allow Brokers to RAPID rescore credit and will use your credit report from any Fannie Mae approved vendor.  Never let a lender pulled credit report kill your deal.

2.       We allow Brokers to SIGN UP FOR FREE in January.  Add Motive Lending to your lender arsenal, and I will earn the right to stay there inside of 12 months.  (each BP is a 12 month contract that’s why all the lenders ask you to renew)

1.   ME.  Yes I am the biggest advocate in getting loans done.  I know how to steer my massive ship of loans to get to the end result.  CONTACT ME TODAY on any loan questions that start with “I gotta guy”.  My favorite, and the beauty is getting loans done because they are set up right.  I am a master at manipulating DU (even obtained a PROPERTY INSPECTION WAIVER today) and can help you know exactly how to structure your file upfront.  USDA just came out!

Sell Well Today and JOIN the JUICE (Join Us In Creating Excitement)

The Mortgage Juiceman Facebook Group

The most successful people in America are those that pay themselves first. That means they implement and take action to create results. In the SALES WORLD the best sales career’s are broken down into a few categories and almost always follow a similar theme. That theme is a TREND, or long term value through the use of services or products that are capable of being bought multiple times. The most successful income stream to make is one that has some type of residual component. Weather based on a service relationship monthly, or a consumable product that is reordered. The theme that is shared here is the impact for supply/demand is commonly found in following trends. SO BEFORE YOU GO AND SIGN UP TO SELL ANYTHING READ THIS.

Some of the biggest Trends in SALES COMPANIES now are health and wellness, energy, pharmaceutical, mortgage, real estate, insurance, consumable drinks (energy, water, beer, coffee etc), and fast food franchises just to name a few. Which one is best to make multiple six figures is up to you. The concept I illustrate here is that these “trends” are marked for a reason. When gold goes up, someone makes money. When the value of the dollar goes down, someone makes money. (Millions, and it happens daily).

So following the right “trends” is key to success in making a brand awareness campaign, or drawing traffic to sell whatever you sell. The baby boomer generation is a great first example. They lead the pack in setting “trends” that dictate what marketers should sell to them. Demand rules. So lead with that. If Real Estate is hot in your area why not do it? Why not get in while’s it hot? It’s never to late to start “SELLING SOMETHING THAT PAYS YOU COMMISSION”. What about one of those health lotions and potions companies people hear about called PYRAMID schemes and helps you look younger, healthier etc. Proven with testimonials the products can extend life in plants. Why not humans. I’m not a scientist, but I know of several that do this. It’s amazing stuff, and hear about people losing weight to building muscle’s. To even the younger crowd. MY POINT IS IT’S A TREND. Holly cow how many exercise P90X versions of hyped up dance routines are we going to see? Lol… Remember the purple dress? Or was is black or silver?

Trends are easy to identify, and if you SELL SOMETHING THAT FOLLOWS A HIGH DEMAND OR IS A CURRENT TREND, the ability to move on to the second step of positioning yourself to win.

SETTING YOURSELF UP TO WIN!
There are a couple of key concepts to grasp here. Look nothing sometimes really needs to be ORIGINAL. It can be other people’s IDEAS. Be careful as I always say, if those that you are taking an “opinion” from do not have what you want, why are you letting it bother you? You have to be THICK SKINNED in life. Heck especially in SALES. Vacuum sales man, to the door to door meat guy. You got to grow some GRIT about you, a swagger of confidence that portrays your belief in whatever your message is. (Selling whatever you do_) The sales concept is to pick a trend and then plug into a system of duplication that is already set up. RESEARCH the sales company and know what values they provide. Know how the potential sale can be repeated.

ENTER SECOND MAJOR STEP.
So consumables example, Lotions and potions, (health and wellness) get used up and need to be reordered. Even if you don’t sell anything, you can order the same thing yourself that your already using and share that ability to do so with others at a discounted price with more value. IF THAT PRODUCT OR SERVICE is already something you pay for monthly, why not find a sales company that allows you to make money using it. WHY not have a residual aspect of sharing that discounted plan to someone you know and create a big funnel of business on which you get paid. Let’s say for cell phone service that you pay for monthly. Instead of paying Verizon your money, why not pay about the same to some company that you SELL CELL PHONE SERVICE TOO, that allows you to get paid on that service every single month from the existing sales you’ve already made. Just a thought. Or how about GYM MEMBER SHIPS. This was a common TREND in the recent past. Saturated now I think. Pharmaceutical companies are a dream sales career. They pay a lucrative base and commission structure on the sales you get monthly from pharmacy’s for example. Would’ve loved to been a rep for Viagra, lmao. Again they sell on pharmacist and they re-order all the time. What about mortgages and Real Estate another TREND that makes the most money… Well Car sales like Mortgages have a longer cycle of which they can be re-ordered. So as a result, following this “trend” is a result of success of marketing and demand for what your selling. Well they have been in the top areas to make sales and income for a long long time. The point is to find a company that has a SYSTEM all set up so you don’t have to reinvent the wheel. Look for a great CULTURE to work at. Seriously the office walls are normally of color and not just plain white. There are obvious signs of success around you, and more than one car in the parking lot is one you wish to drive. Look for a system that promotes growth within, and look for a COMMISSION PLAN that allows you to do one of several things;

LOOK FOR A COMMISSION PLAN;
1. That pays you on developing a relationship with the end user. I know NO ONE that is successful that doesn’t sell something without the inherent feeling of HELPING OTHER PEOPLE! So may be a good idea to make sure your product does that in one way or form. Then as you develop the relationship perhaps that SAME SALE is just repurchasing an amount that you generate commission on. THE BEER GUY EXAMPLE> I live in a nice area a suburb of Detroit and there is a “high end” Beer Wine and Liquor store that sells all the rare wines, and special brews. The wholesale rep for some beer company is always there with a clip board going over a new order. I kid you not. The idea is that you have something that is used up, when is the next time you can “resell” that person? 7 Years down the road, 4 years down the road? How about every Quarter can you resell them your product? Do they pay for the service monthly and you get paid? Once you find one OR TWO OR THREE different companies that have a system in place for you to duplicate and see results all you need to do is COPY SOMONE ELSES IDEAS.

2. Look for a commission plan that allows you to not only get paid every time the sale occurs, but allows you to GROW A TEAM to leverage your efforts. THIS CONCEPT ALONE IS HOW THE RICH GET RICHER. They leverage their efforts on others or leverage their efforts by making their money work for them. To say they delegate is an understatement. For example you BOUGHT THIS TRAINING or were GIVEN IT FREE as way for me to show you value in the concepts of SALES. How many different sales companies do you think I belong too that allow me to leverage my efforts off of something that other people use monthly and just need to be reordered, or perhaps is a service to business partners that they use monthly multiple times? So any one client I have can have 10 sales in one month or more to me. It is through the business relationship that I create residual income as an ACCOUNT EXECUTIVE FOR A MORTGAGE WHOLESALER. I DO HOME LOANS IN BULK. So each month many of my broker partners may use me for my underwriting services to complete a loan or two or three. And I teach them how to drum up business in a total SEPARATE TRAINING THAN THIS. I HAVE A LOAN PROCESSOR TRAINING, I TEACH LOAN OFFICERS HOW TO PUT TOGETHER LOANS AND MARKET TO GAIN THEM. I HAVE A SEPARATE TRAINING FOR MORTGAGE ACCOUNT EXECUTIVES TO HELP GROW THEIR BUSINESS. I SELL HEALTH AND WELLNESS NUTRITION FOR WEIGHT LOSS BECAUSE I LOOK TO HELP OTHERS THAT CARE ABOUT THEIR HEALTH. TO FOLLOW A TREND, TO SELL IN REAL ESTATE, SELL SOMETHING ONCE TO HAVE MULTIPLE SALES and DOING IT MULTIPLE WAYS. The most successful sales folk do not just have ONE stream of income.

3. Look for a support system in sales companies, the tools they offer to help you have “ammo” to add value to those you serve.  Look for a system of duplication as I said, but utilize these concepts of OPE/OPI/OPM. Which is other peoples efforts, ideas and money. Money in the wealthy community just makes their money work for them. IT CREATES TIME! OPI is training and information that will help you see the same success as the top sales guy there. OPE is the ability to build other people in some way shape or form. Some people don’t want to “manage” others. But there is a way to leverage your efforts to create time without managing someone. Which is the last aspect of looking for something to sell, that can have a residual effect when that one sale pays you MORE THAN ONCE. Hence leveraging your efforts to get more done and creating time. Either through automation on individual sales following a popular trend with high demand or that relationship or service paying you over and over for the first single sale. (insurance for example). Once you create “time” and a “money” machine that works even when you are NOT working. That is when you create successful sales career..

I recently saw a very wise old salesman jump into a facebook commentary and note “A Sale is NEVER CLOSED”. That is correct. This follows the gold rule of marketing, that it is cheaper to sell something to an existing client than to find a new one. That is the concept that makes SALES THE TOP PAYING PROFESSION IN THE NATION. Once you find your product/service to sell weather you use up yourself or believe in it, or care about that product/service, do it to inherently feel great about helping other people, then you will succeed. Nobody care’s about how much you know until they know how much you care. Believe in something that you sell, that helps you plug into a system that you can get paid multiple times on one sale. Then hopefully you can share your success with others and show them how to get paid too. And then get paid when they get paid. Growing a sales volume with an override. I’ve been in sales leadership positions where the value I placed to other’s helped them make a sales, so in turn I got paid when they made a sale, along with myself leading by example.

The biggest part of MY SUCCESS was choosing GREAT COMPANIES to WORK for, that have an engaging CULTURE, a great COMP plan with some residual component, and the ability to duplicate yourself and build a team to leverage your efforts. Then I always have a great attitude, I take action, even if I fail, I get up faster than everyone else around me. MY ATTITUDE AND EFFORT ALWAYS SEEM TO SHINE. No matter where I worked I always felt like I worked the LOA harder than anyone else. As a result my attitude was of “can do” and my results always followed my effort. It’s a numbers game, plug and play as I say.

Bottom line in reading this, I hope you seek out a sales company that follows a trend or high demand product or service and one sale can be made into multiple reoccurring sales. If you are lucky and good at leading by example maybe they have a culture you like and they promote within and you grow to become a National Sales Manager yourself! Find a way to teach others your success tips and tricks along the way. THEN ONCE YOU FIND A COMPANY AND COMMIT THE ONLY OTHER ADVICE IS TO MAKE YEAR ONE THE FOUNDATION. GO ALL OUT! The idea is I hope you sell something that allows you to create a residual component to it that allows you to enjoy life and create TIME for your FAMILY AND LOVED ONES. Sell well. – JUICEMAN

Who is this “I got a guy” guy?  Who is http://www.themortgagejuiceman.com?

WHO is this Shawn “Juiceman” Devlin? A top producer at some mortgage company?

Nope. I once was, I did “been there done that”, but did retail and did it subprime. So I learned the hard way.  I learned actually how to read a title report and appraisal or inspection. Took a 1003 the long hand way without all the software we have now days.  I hit the cowbell 7 times in one day on multiple occasions. We would ding a bell when a “book” came back with all the TILA/RESPA disclosures with supporting income & assets for a mortgage application to be submitted.  The most mortgages I wrote in one day seemed to never go past 7… I just stayed consistent. And I have got boxes full of awards collecting dust. lol

So, where do I come from. Well in 1997, I walked into a car dealership a week from graduating high school from my small hick town. Went to a main street big city dealership with a smile, a suit, a great attitude and shit load of enthusiasm. Dressed in a suit with a clip board in hand holding my resume. I was there to report to the parts department regarding some clerical position I found in a Sunday news classified section. No shit. I can’t make this up. What happens next CHANGED MY DESTINY. And as I stood there in the middle of the showroom floor waiting holding a clip board in a suit, all the sales guys were smurking at me. I walked over the purple Plymouth Prowler in the middle of the show room floor and picked up the window sticker that wasn’t on the window but the front seat.  I placed it on clip board and started reading and going through in my mind what and where each thing noted was.  18′ Rims yada yada… All the sudden in deep reading a guy walks over with jeans with a hole in the knee and a white stained t-shirt.  The T-shirt had red stains on it that I just ignored and offered a warm enthusiastic hello.. Thinking I was waiting for him, not he was waiting for me…

In the proceeding next 4 or 5 minutes every sales person, parts person, clerical person watched me walk this guy around the car and do a formal 5 point touch.  (walking through each aspect of the car) With exception of actually sitting in it, starting it and driving it… I painted this guy the picture of the PURPLE Prowler going down his drive way.  When he asked me “how much does it cost?”, all I could do is smile and say actually, “I don’t work here!”.  KID YOU NOT.  I will never forget the next moments as the hand that touched my shoulder says “sure you do” why don’t you come in my office to the customer and I.  We walked into his office and the owner of 6 different chains of Marco’s Pizza buys it cash, and I get the “job”.

So that’s how I entered the world of sales.  And bought my first motorcycle.  lol. Key here; Enthusiasm is the key to persuasion without pressure.  Now I help others take 1003’s (Mortgage applications) and close home loans with my Motive-ating team.  Today I offer free consultations to LO’s to know how to drum up business.  I do free strategy sessions almost every day.  I do this all the time and coach broker owners to individual LO’s and help them add value to their clients and help them find more clients to help.  And as a result I have a ton of LO’s across the Nation that call me when ever they have a question that starts with “I got a guy…”  I’ve become a go to JUICEMAN for guidelines and tips to generate mortgage referral business and ways to put together mortgage loans.

My call to action today, is to like;

http://www.facebook.com/themortgagejuiceman

My call to action today, is to join a support group for those in the mortgage industry.  It’s Sales Talk with Mortgage Pro’s.

http://www.facebook.com/groups/MortgageJuiceman

I will share what I see as PROBLEMS all the time in the mortgage origination world and provide solutions to these common problems.  I will share best practices, origination tips, networking, ways to handle objections, and ways to actually DRUM UP BUSINESS.  Hit me up with your next “I got a guy” question. I can’t wait to help to be your Juiceman.  – Shawn “Juiceman” Devlin

There are a lot of questions/answers techniques out there for sales people in the mortgage business.  The one thing that stands out to me is the ability to relate, make the client comfortable, and aid/guide them to custom tailor their own mortgage.  You just give them choices.  The best way to do this is by asking the right questions during the application process.  Then paint pictures to appeal to the needs/wants of your client and walk them to the finish line.

Top Questions by Top Bankers;

1. What type of mortgage are you currently in?
2. What kind of programs are you looking into?
3. If you can be 100% honest with me, how comfortable are you with your current financial situation?
4. Who is the decision maker in the financial arena for your household, you?
5. How many people are currently on title? (or will be on new loan)?
6. What have you been hearing about rates?
7. What email should I be sending information too once we are done? (foreshadow esignature process)
8. What goals do you have for your financial future? (be careful here, but great lead in)
9. How was your last mortgage transaction?
10. Tell me about the family vision (how many kids, where do we want to have them grow up, retirement plans, geographic moves etc)
11. Is the glass half empty or half full after you pay all the outstanding bills monthly?  Trick question, and they will tell you if they are struggling to  save money or consolidating debt could be option or if they have enough to get by.
12. How much credit card debt or consumer debt do you have?
13. What is your PRIMARY GOAL with this transaction?  (works great for Refi apps, as it helps you dig deep and find the why).
14. As far as payment goes, what payment do you feel really comfortable with for a mortgage?  (ask for a range)
15. Has the MORTGAGE LOAN OFFICER /CO you did your loan with called you since the last transaction?

THIS IS THE DIFFERENCE MAKER>  When going through the application, have a conversation, plant the seeds that you may need more info, paint the picture of your process and what will happen all the way through closing.  Then foreshadow the use of their cc for appraisal/inspection means and or insurance if needed.  Once you have them engaging, the number 1 thing to say to help disarm any objections is…

“I don’t look to do just one transaction with you and your family.  As a mortgage expert I am looking to be your mortgage Pro for life.  Lots of people nowadays have CPA’s/Financial Advisors/Lawyer etc on their “financial team”.  I am the newest addition to your financial team.  Actually the average person will do 7-10 mortgage transactions in their life time, if they do this with one person/company, they can often help custom tailor their mortgage to help them hit their life goals.  Not to mention potentially have lower costs and better opportunity to take advantage of interest rates. I want to be that guy/gal for you and your family.”

Hope the application taking tip helps, now go make some phone calls, I’m taking all “I got a guy” questions today on my cell.   – JUICMAN