#TwoforTuesday – The 1003 and the Offer! I think these two things are commonly overlooked as some of the most important STEPS of the sale. The 1003 first of all is the heart of the transaction and goes incomplete quite often. Go deep ya’ll! Ask them what color their blinds are! Getting a full 2 year history on what that “Person” owns and owes is what it is about.
The Offer, well that is sales orientated and many just forget or don’t take the time to plan a presentation. Or even “DO” a presentation at all. Do NOT just email your “offer” over to the client. That’s a sure fire way to get shopped and lose the deal. When I was a LO we would strive for SDS! #SameDayService for a client that said yes signed the docs and sent everything back to us same day.
This is SALES 101, you need to be pushing the bruise (credit or their WHY) and elaborating on their pains to provide a solution. You write mortgages, an intangible service, that if custom tailored can help that individual reach goals in life. BE PROUD OF THAT, don’t just email the offer over and not have them on the phone to go over it.
When it comes to #SDS – We want to help! Got a file with a fire, and want “Same Day Service” for disclosures and submission to underwriting to accommodate your “YES” you got? We can help you #GetOnPoint! CLICK HERE!
#MondaysMotivation – In Good Faith I hope you disclose all fee’s to your new clients from the weekend today! And do it with all relied upon information at the time of disclosure. In all reality this hasn’t changed at all over the years, sure disclosures changed, names for them changed, but the philosophy of “doing loans” has been the same for decades.
There are fee’s that can change, fee’s that can NOT change and fee’s that can change within a 10% tolerance. And if noted within 3 days of an event, new information can change fee’s all together. A change of circumstance can be issued to do just that. The philosophy is the same as it has always been, the “act” of doing loans has been the same. If the LO disclosed in good faith and information “beyond their control”, or information “relied upon at time of disclosure” or a “discovery of new information” changes it warrants new disclosure of those fees and structure of the loan.
Here’s the chart for your reference, a great one to keep handy when disclosing to clients fee’s. If you do your job right in the beginning and even “over disclose” there isn’t any reason to worry about your loan and structure. (Assuming the loan qualifies) lol. Here’s the chart I suggest you keep handy! ↓
As always – I’m in the office taking “I gotta guy” questions to help LO’s structure a loan they can disclose in good faith.
#WeekendCall2Action – It’s #FollowUpFriday! Many ways to be doing this! But the truth is there is no WRONG way. What I suggest is you ask about new listings and offer help to draw eyeballs to your Real Estate Agent partners listing with shares and social interaction. Tell them you want to support them. You don’t need to spend money doing it. Then GO WIDE!
Idea 2 for you! – Get in with some builders, the ground is softening. As the season’s change you need to be sourcing referral partners of many types. I’d suggest builders as they are just beginning to break ground and gain momentum for the year. Again GO WIDE!
The more Follow Up Friday you do, the more chance you have in doing some additional business. Make it an “activity” that can help you source a new referral partner or help a RE Agent. ↓
I’m doing my own “Follow Up” Friday and giving pricing incentive’s to all LO’s that have not yet submitted a loan in 2019. .25 incentive in pricing for all new LO business in April. Let’s Bloom together! #LetsDoBusiness! CLICK HERE Better yet text the word “Juiceman” to 33655 and use the pricing engine or send me a scenario!
#ThursdayThoughts – Raw unscripted #ThankfulThursday – Wow what an honor to be featured in National Mortgage Professional magazine this past March. They did a special diversity issue, and my article is titled; “Creating Excitement for Inclusion and Diversity in Lending”. Check it out HERE!
I also was featured just at the end of last year in Success Profiles Magazine with my article: “Broker’s Are Back”. Click HERE to read the issue, my article is on page 35. My thoughts today are to say thanks, to you, the small business owner #MortgageBroker across America that contributes to my end goal. Closing loans and making a difference.
I ♥ doing this blog/vlog and having fun with the group. If you ever want to suggest a topic for a video, or guideline you want me to high light, shoot me an email – CLICK HERE!
My goal is to impact my business partners and provide value in many ways. On the left and right of the blog/vlog you”ll see all the banners to the “Tools” I suggest. I endorse these companies for a reason. #JUICYList And in many cases they may be a necessary for your business or required for you to stay in business (Cont Ed).
We’re growing our partnerships now, and want to help you anyway we can in closing more loans. Let’s do business! ↓ As Always – #SellWell
#WhackedOutWednesday – FHA DTI Buckets are the most commonly asked about question in the last several months. It never gets old going over this. DU has these numbers embedded in it. So if you follow the general rules here, you can look at a 1008 and determine if you have a loan without even running DU. Know these three buckets inside and out.
Sure FHA allows up to 57 DTI, or 56.999, BUT, that’s not going to fly with a 585 FICO, it just isn’t. The second bucket would be your magic number more than likely, or something close to it. ↓
Get with the pro’s already to help you structure your loan, and actually close it. After all funding loans is what gets you paid!! $$ Don’t get stuck with loans you can’t close, structure it right in the beginning. #GetOnPoint with #BluePointMtg! CLICK HERE to sign up and be the newest Mortgage Partner to our wholesale family! #LetsDoBusiness
I’m in the office helping LO’s structure and close loans. All new LO’s that send in their first deal in April get an additional .25 price incentive. (excludes Non-Agency and must be locked by April 3oth)
#TwoforTuesday – Manually underwritten or Approved/Eligible! The loans you have are one or the other. Today I want to remind all LO’s some reason’s why loans are manually downgraded. And that options exist.
Bonus reminder, Two 4 Tuesday style, VA loans can be DU Approved/Eligible or LP Accept. Often times LO’s forget to run LP on VA loans. That’s one product that can be either or. ↓
You either #GetOnPoint or you are not hooked up yet! Might as well arm yourself and team with options. Get on Point with #BluePointMtg and have manual and approved options for your borrowers. CLICK HERE – Let’s do business!!
Offering .25 incentive to all new “first” loans from broker’s in April. Let’s bloom together! Want to check out rates, programs or send me a scenario? Text the word “Juiceman” to 33655 and download my app. Take a scroll through the links and submit me a scenario real time.
#MondaysMotivation – Set new #Goals and #ActionPlans to achieve them. It’s a new month and new quarter, time to REACH and create a STRETCH for yourself! What I see is LO’s turn in goals (same with AE’s) but they are all worried about “hitting” them and don’t push themselves. A goal is sometimes NOT going to be hit. Is that ok? Yes.
Don’t fall into the trap of just putting numbers on paper without an action plan to go with it. If you want to increase your business focus on the “how” you’re going to do it. Not just the number you write down. Break your goal down into action-able steps to achieve the goal. Then go hog wild at trying to hit it. You’ll see more success that way!
#GetOnPoint – With #BluePointMtg – We’re growing and wholesale lending is expanding with new #MortgageBrokers faster than ever in the market place. We want to help you and your friends new brokerage get more loans done! With #Niches we offer, we fit in most lending rosters to help mortgage brokers close more loans. Let’s chat business — Shoot me an email – CLICK HERE
#WeekendCall2Action – Do the work! Sounds simple, but I challenge you to look at your daily routine and what your striving for. In all sales there’s a number’s game. Are you working it? Literally – are you making the calls? Are you visiting the Open Houses? Are you putting in the work? Or are you letting email dictate your day?
Are you really PUSHING yourself to be all you can? Law of Averages are something I strive for each day. But recently I’m increasing my numbers game. WHY – Because skill and effort weight each other on a scale. The longer your in the business the more skill you have. The more skill you have sometimes the less effort you place. I CHALLENGE YOU – Go back to your roots and work the effort train. Put in the work! Do the work you used to do. Just so you know – my LOA was 100 calls, 4 credit reports, and 1 deal – PER DAY! Are you putting that kind of work in?
As an AE or B2B sales, I strive and absolutely LOVE ♥ LOVE expanding markets and opening new relationships. IF you’re a mortgage broker and NOT signed up to work with #BluePointMtg – Let’s do business – CLICK HERE!
Simple CALL TO ACTION – Evaluate your own LOA (Law of Averages) – in comparison to your results. Are you really truly pushing yourself right now with the efforts you are taking? And is what you are doing daily as productive as you want it to be?
Plan Do Check Act – All your “daily activities” this weekend. Then start next week with a bang, by doing the work!
#ThursdaysThoughts – Building an audience is the name of the game. It’s all a LAW OF AVERAGE numbers game. The more people you market too, the more opportunity you may find. OK, so Facebook is changing the targeting parameters and has taken away Zip codes, Gender and Age in targeting for Housing ads. This in my opinion is a good thing. Read on to find out why, besides doing all the targeting was like “Digitial reverse red lining” really anyways.
Just like the day of the cell phone being for your friends and family (long gone), the day of Facebook being just for your friends and family are now gone too. Facebook gives you the ability to “build an audience” of people that “like” and interact with you. Heck they allow you to have up to 5,000 friends. If you like local pages of businesses you go to, and get into local groups, what algorithms do is suggest friends with similar likes and interests. And when they are identified to be in a reasonable distance from you, based on their location – Facebook suggests them to be your friend. Seriously, you can actually cherry pick suggested friends and add people you think are local to you. (ie in your state your licensed in)
The idea here, is that you can leverage your friends, to like your page, then run ads to those that like your page and their friends. You can run an ad to a custom audience (past client list) and you can run an ad for those within a certain radius of where you state your “business” is. 50 Mile radius, 30 mile radius etc. So in theory if you wanted to target a specific “zip code” without having that parameter to target, you could create a name of a community page that coincides and represents that area, and then run an ad with a 50 mile radius from that “place”. You set the address, so enter away.
Does this change things, yes. It says to me all day, that those utilizing “ORGANIC” reach to help them run ads, are going to win. More, and more this is becoming relevant that you need to be building a “BRANDING STRATEGY” online. You can’t just throw money at FB ads and see instant success. You have to have parameters in place to help you. Starting with your organic game, can help you increase your page likes, which in turn can be targeted.
I have solutions for both organic marketing for those needing help to start a branding strategy or for those that want a Done4You solution. Even with that, you still have “organic” reach you should be taking advantage of to help your “paid ad” drive home more conversions. Think about it, the more eyeballs you drive organically to a paid ad, the HIGHER the CLICK THROUGH rate, and the LOWER the COST PER CLICK.
My training – The BLUEPRINT can help with those struggling to start to use Facebook for a lead source. The BLUEPRINT Option
My partners – ROBOTS LLC – Can help with those wanting to have a lead generation source and turn it on now. DONE 4 YOU Option
My advice, personally I see it all the time, where people FAIL miserably at ads and claim the leads were crappy credit leads with no money. There’s ways to make small campaigns and big campaigns. You should be running a “big campaign” where you advertise a home (everybody wants a home, nobody wants a mortgage) on a community page. Then run small campaigns of various targeting for various products you may have on your business page. (ie VA loan ad, Investor loan ad, USDA loan ad etc) You will see the best results to any campaign strategy you do if you have a well rounded plan to PUSH and to PULL your messages BOTH with paid reach and ORGANIC EXPOSURE. You can’t just rely on one side any more. You must have both. That’s how you’ll see the best results, and that’s what this all means.
You push and pull your ads/messages by sharing, liking, engaging, tagging others pages etc. There are several ways to gain exposure all FREE! You just need to take action.
#WhackedOutWednesday – LOE/LOX – I don’t care what you call it, I call it a story. Each loan has one, and sometimes individual conditions require more explanation. Why not LOE/LOX it? More LO’s need to do this with conjunction with their processors.
It’s “Whacked Out” that more LOE’s are not in loans. I’m a fan of making sense out of things, and helping the underwriters “see the light”. Help them by telling the story ya’ll. The more you do this with your loans (easy one’s or hard one’s) the more loans you will close.
In some cases, less is more, see your AE if you question what information should be inside a LOE/LOX. I’m always here to help!
Don’t get stuck with loans you can’t close! That’s the theme right, LOE/LOX it! Maybe it will make the underwriter feel all warm and fuzzy! GOT AN I GOTTA GUY QUESTION??
Text the word “Juiceman” to 33655 and download my app. Then submit away on any scenario and I will help you. Or just CLICK HERE and send me an email! 🙂
The JUICEman! 