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Tips & Tricks For Mortgage Loan Officers Looking To Gain An Edge
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These posts have been transcribed from videos, so please excuse errors and omissions.
What Top Producing Loan Officers Do That Averages Ones Don't - Part 2
5-20-19 - by Brandon Robertson
I wanted to continue on these posts here about what top-producing loan officers do that average ones don't. Again, if you don't know me, I talk to a lot of, I work with a lot of loan officers, and I have the fortune to work with some very high producers. And I've seen the way they do things, and they definitely do things differently than your average loan officer, ones that are just closing a few deals per month.
And today, the tip I want to talk about is essentially the way they view their opportunities. Right? So, the thing I've noticed is that the top producers never discount or write off leads or opportunities or referrals that they have, even if they seem like they're not going to qualify for a loan right now. So that's one thing that I see a lot of average guys do. They go and look. They're like, "Oh, well, this person's no good. I'm not going to talk to them. I'm not going to follow up with them. I'm not going to do anything." They're just basically thrown away, right.
What top producers do, is they nurture these people, even if it's going to take a year, two years, three years. And this is how they have, one of the reasons why they have such booming businesses, why they have so much business is because they have this huge pipeline, and one of these days, even those people that seem like they're not going to qualify right now, they're going to pop, and that they're going to turn into an opportunity or they're going to into a deal, I should say.
So, basically what I'm saying is look at every opportunity as actually an opportunity, regardless of whether or not it's going to come to fruition soon or later. So, hopefully, you found this tip useful. I know it may be a little hard to do, but the thing I would say is you know definitely involve some automation. I know most of you folks have CRMs of some sort. Every now and then, I talk to some loan officers that don't. If you don't, you got to get one. Use something. We use Liondesk, that's one of the systems we recommend, it's awesome. But hopefully, you already have one. Do whatever it takes to keep these people in your pipeline, no matter how long it may be before they become ready because it's really well worth it, especially if you have automation do the work.
How To Prevent Losing Mortgage Referrals From Your Realtor Partners
5-20-19 - by Brandon Robertson
I just really wanted to address real quick loan officers who've been in business for 10, 15, 20 years or more. And the common problem that I see happen to a lot of them that's actually totally avoidable. And so as a little background, so if you don't know me, I talked to dozens of loan officers every week. And so I'm in a unique position to understand a lot of the problems that people encounter. Like, see the trends. Sometimes you, you know, in the trenches can't really see because you're not, you know, networking with as many loan officers as I am. So one of the problems that I consistently see is like I said, it's totally avoidable.
It's just most people just don't really think about it. So I have loan officers that come to me all the time and there's like suddenly their business has been cut in half or even a third. And it's really all about the situation is, is because the agents that they have that they've had for many years potentially have suddenly had a life event happen or a death or health issues or retirement and all of a sudden they get, you know, a lot of their businesses has gone out the window and they see massive decreases in business in, it's actually totally avoidable as long as you think about it, right? So one of the things you could obviously do is go and get more referral partners. But what we recommend and what we actually teach and a supply for our clients and students is as a way to get consumers consistently predictable business on your own without even relying on referrals and then actually taking that business and then a building more and stronger referral partnerships out of it to buy, you know, feeding leads and pre-approved buyers to other agents or new agents or things of that nature so that you don't encounter this problem.
So again, this is just a little tip like, so if you've been in the situation, you may have already experienced this and say, okay, yeah, this might get that. I've had that happen to me before. So you know, you may be scrambling at this point in time to replace what you've lost. Or if you're in a situation where we're lucky enough you haven't experienced that yet. Cool. But get or get ahead of the curve here. I'm giving you a little bit of warning because this happens way more than you probably think if, especially if as it happened to you yet.
So if you want to learn more about what we do to prevent this kind of stuff, just go to www.mortgagegrowthsystem.com. You can check out our several programs, have a couple of different programs where we teach people how to do it or do it for them. They make sure they get around this, this problem right here.
How To Leverage The Trend Of Home Shoppers Getting Pre-Approved Before Finding A Realtor
5-20-19 - by Brandon Robertson
Today, I just wanted to talk about one of the biggest changes that are happening in the mortgage industry right now, and how it's affecting loan officers. I see this all the time, I talk to hundreds of loan officers every month or two. The trend is very clear, and, honestly, a lot of people just don't step back and think about what's causing it and even what to do about it as well.
Anyway, the trend, the thing that's happening right now more than ever is that more consumers are going online to find their lenders. What that means is, well, it's a double-edged sword, right? There's a couple of things that it's, a lot of loan officers say, "Oh, wow, that's great, that's the thing that we've always wanted." But the problem is, if you don't have a way to capture those people that are online searching for you or capturing them first, then you haven't really gotten anywhere, right? It's a double-edged sword, so you're actually probably losing people.
Here's how you know if this happening to you, right, so I hear this all the time, actually, more than ever all the time, is that loan officers saying, "You know what? My agents just aren't referring to me anymore. They're not referring to me very much or it's greatly reduced, and I keep being told by them that they have more and more customers that are coming to them pre-approved," which is totally the case, right? I've seen statistically that, say, 70% of people find their mortgage provider online.
This is not just, I think I always tell people, this is not just like realtors like out there like BSing you, telling you something to get you off their back, this is what's happening, right? The thing that most loan officers have always wanted is actually happening, but the problem is, again, you have to get out there and you have to capture these people first, you have to be the first to capture them. If you are, the likelihood that you will have their deal is extremely high.
That is one of the things that we help loan officers solve, right? We have systems in place that attract consumers, attract mortgage clients before anyone else. Then, of course, the upside to that is then you can also refer these out to your realtor partners so that you can leverage that with your relationships.
If you have any interest in checking out our systems that are designed to do just this, to get you ahead of this trend and actually, basically, give you a directed consumer approach to your whole business, then check it out, www.mortgagegrowthsystem.com.
1
What Realtors Really Want From Loan Officers
5-19-19 - by Brandon Robertson
I just wanted to talk to you guys out there, your loan officers out there, about getting more referrals from realtors. And talk a little bit about their psychology, and the thing that they really want, which is what most of you guys struggle with, right? When you're trying to get more referrals.
Anyway, let's talk about getting more referrals, right? So a lot of loan officers are just super confused, or they don't really think about a realtor in the way that they should. At the end of the day, the thing that a realtor really wants the most is the same exact thing that you do, they want more business.
So the truth is, being able to reciprocate and give realtors actual business is the number one thing you can do, it's an absolute game changer. We have dozens of students and clients that do this, and I see the success that they have with this process, being able to reciprocate. There's just nothing that speaks louder than that.
Going and talking to them about products you have, how good you are, how knowledgeable you are about the business or anything like that is just a broken record, quite frankly, they all hear that. I've talked to dozens of realtors too, and they say that. They don't want to go to a coffee meeting with you, they want to get business.
So if you can show them a way that you're going to produce business for them, or actually do that, that's a huge game changer. What most loan officers find, when they're able to do this is that all it takes is about two or three pre-approvals per year, and you should be able to get all of their business back from them. In fact, you should demand it.
This is one little strategy that a lot of loan officers just aren't taking advantage of. Mostly because you have no way to generate your own customers. You're not doing anything to be the first to connect with the customer before a realtor does.
When you have systems in place that allow to do that, you have this huge leverage. So a lot of times, people think about lead generation processes and things of that nature. They're only focused on, "Well, what's that business going to generate for me? How much money can I get out of those loans?" Well, that's a total mistake. You're totally forgetting about the much bigger picture, which is dominating your referral partnerships.
So if you don't have a system like that now, where you're able to get in front of customers before the realtor does, before other lenders do, you should definitely explore one. That's something that we teach students and do for clients. If you're interested in checking out our stuff, that's www.mortgagegrowthsystem.com.
1
What Top Producing Loan Officers Do That Averages Ones Don't - Part 1
5-19-19 - by Brandon Robertson
Today, what I wanted to do was talk about what top-producing loan officers do that your average loan officer doesn't do. If you don't know me, I actually run a mortgage marketing agency, and so we work with tons of loan officers in mortgage companies all across the country. We have the good fortune to work with several top producers. When I say top producers, I'm talking about guys that are averaging 30 to even 80 loans per month. Not per year, per month.
One of the things I've noticed is, there are definitely some big differences between the way these folks operate and your average loan officers operate, and I wanted to cover them all. There's a whole bunch of things that I've noticed are different, and I'm going to cover these all in different videos. Today I'm just going to talk about one simple one to keep the video short.
Today, I think maybe this is the most important one, which is, loan officers that are top producers, they have a different mindset. They have a different mentality about what they're doing. It typically comes down to this, right? They operate from a CEO standpoint rather than an employee standpoint. They look at their business as though they have a business, rather than being an employee of a business, even though they may be a W-2 loan officer as well.
Secondly, they operate from a standpoint, a mindset of abundance rather than scarcity. The big thing they do all the time is ... even from the beginning, right? This is how they became a top-producing loan officer. Just like anybody else, they started closing just a few deals per month, and then scaled and scaled and scaled. But it's the scaling, it's the secret to the scaling that I'm trying to talk to you about here today.
What they do is, they look at like, "Okay, so if I do this thing, and it produces this result or this many loans, how can I do more of this so I can get more of that?" Right? That's the simple question they ask. Now, the way they operate, the way they answer that question, is really the big difference between the two, because now they're operating from a CEO standpoint, abundance standpoint. They take risks. They take tons of risks, and they figure out how they can do that, right?
Typically, it's going to take some sort of investment in themselves. That could be a myriad of things. It could be investing in a marketing company like ours, it could be hiring a loan officer assistant, it could be hiring some other assistant, a software program, any number of things. But the main thing is that that's what they do, right? They're really dialing in. They're figuring out, "Okay, how can I exponentially grow this component of my business? And I'm going to do anything it takes to figure that out. I'm going to try and try and try until I solve that problem." That's exactly what they do.
I know this may sound like a simple little tip, but it's a huge thing. If you can stop and think about the way you operate your business, do you operate from a scarcity mindset where you're like, "Ooh, I'm just so afraid to take any sort of risk, I'm so afraid to invest in my business, I just need to hold on to every dollar and just wait and wait and wait until the day comes that I can become a top producer"?
Well, don't wait. Start doing this now. This is how every great business, not even mortgage businesses, any great business, operates, right? They look at their problem, how can I expand upon this thing that's been successful for me, and invest, invest, invest, keep trying until you figure out the solution.
If you found this video helpful, you like it at all, leave some comments in the post, ask questions, whatever. Like my page, and you can follow and check out the other videos where I talk more about what top producers do, as opposed to average loan officers.
Why It's Getting Harder To Get Mortgage Referrals From Realtors And What To Do About It
5-19-19 - by Brandon Robertson
I just wanted to talk about one of the biggest changes that's happening in the mortgage industry right now, and how it's affection loan officers, and is see this all the time. I talk to hundreds of loan officers, you know, every month or two, and the trend is very clear, and honestly a lot of people just don't step back and think about what's causing it and even what to do about it as well.
But real quick though, I am live, so if you're on here, go ahead and give me a thumbs up. Let me know you can hear me. Comment in the posts, whatever you want to do, ask questions, chat at me.
Anyway, so the trend, the thing that's happening right now more than ever is that more consumers are going online to find their lenders, and what that means is, well, it's a double-edged sword, right? So there's a couple things that, you know, it's a loan officers say, "Oh, that's great, you know, that's the thing that we've always wanted," but the problem is if you don't have a way to capture those people that are online searching for you, or you're capturing them first, then you haven't really gotten anywhere, right? It's a double-edged sword, so you're actually probably losing people.
Here's how you know if this is happening to you, right? So I hear this all the time, actually more than ever all the time, is that loan officers saying, "You know what? My agents just aren't referring to me anymore. They're not referring to me very much or it's greatly reduced, and I keep being told by them that they have more and more customers that are coming to them pre-approved, which is totally the case, right?"
I've seen statistics that say that 70% of people find their mortgage provider online. So, this is not just, the thing I always tell people is this is not just like realtors, like out there, like BS-ing you, telling you something to get you off their back. This is what's happening, right? So the thing that most loan officers have always wanted is actually happening, but the problem is, again you have to get there and you have to capture these people first. You have to be the first to capture them.
If you are, the likelihood that you will have their deal is extremely high. And so that is one of the things that we help loan officers solve, right? We have systems in place that attract consumers, attract mortgage clients before anyone else. And then of course the upside to that is then you can also refer these out to your realtor partners that you can leverage that with your relationships.
So, if you have any interest in checking out our systems that are designed to do just this, to get you ahead of this trend and actually, you know, basically give you a direct-to-consumer approach business to your whole business, then you know check it out: www.mortgagegrowthsystem.com
The Mortgage Marketing System That Delivers Quick ROI, Long-term Exponential Growth & Works So Well It Is Literally Guaranteed!
How To Consistently Get Mortgage Clients Without Relying On Referrals
Referrals are great and should be a part of any MLOs growth strategy but there are BIG PROBLEMS in relying strictly on referrals for all of your business.
Referrals are often unpredictable & out of your control. Who really knows when the next one is coming or when your best referral souce will have a sudden life-change & can no longer refer business.
Getting referrals often feels like 'begging'. Many MLOs give up on it because of the energy-sucking, demoralizing burnout.
Referrals often must be 'bought' at the request of Realtors who ask for co-marketing dollars on efforts that normally yield no results.
And most importantly... Statistics show that more home buyers than ever are going to a Lender before a Realtor, and they're often starting the process online.
So what can an MLO do about all this?
Predictably Attract Mortgage Clients Before The Realtor or Other Lenders Do
More home buyers than ever are turning to online sources to shop for mortgages, even before talking to a Realtor. And this means you must have a direct-to-consumer component to survive in today's market.
Fortunately, there's a rather simple way to do this.
While options like buying leads, using SEO or Google™ Ads can work, the fact of the matter is Facebook™ & Instagram™ dominate right now for a good reason.
There's no platform with as much knowledge about it's users as they have. And there's no platform that can deliver results anywhere close to the cost that they can (as long as you know what you're doing).
On average our clients & students will generate a pre-approved buyer every time they spend $100-300 on these platforms.
These platforms excel at attracting qualified leads that have NOT started working with other lenders or Realtors. In fact 90-95% of the leads we're able to generate do not have a Realtor or Lender yet.
Leverage Your Time By ONLY Talking With Motivated, Qualified Mortgage Leads
Most lead generation system completely discount how valuable an MLO's time is and have nothing in place to minimize wasted time.
We understand how important your time is. It's the only thing you can't get more of.
Talking with unqualified, low-credit prospects is often a waste of time.
So is tracking down leads who aren't responsive.
With our proprietary logic and algorithmic learning systems, we minimize the need for you to chase down leads and prevent you from talking with anyone except for the truly serious and likely-to-qualify
Our system is more convenient and solid than live transfers.
Watch the video below that explains how it works.
Leads Are Great... But An Effective Marketing Strategy That Delivers Exclusive, WARM Buyers In Your Lap Is Better!
There's a million sources where you can get leads. But not all lead sources are created equal. Here's the difference between what we do and others do.
Be very careful who you work with and just know there are many different social media strategies out there. Some are definitely better than others.
With well over 200,000 leads generated in the mortgage space, we know the difference and have built our system from the rigorous demands of professionals looking to leverage their time and get a huge ROI.
Some "social media lead gurus" use Lead Forms which produce garbage leads, while we use long-form data collection that helps our AI systems to learn and segment your leads into viable and non-viable leads so you're only spending time with qualified prospects.
We also do NOT target real estate leads. A loan officer shouldn't be talking to someone about the houses they want to buy. They should be pre-qualifying them for the house they want to buy. You should have the conversations that matter to you and your business. The ones you're best at.
Most social media marketers think their job is done once the lead has been generated. We know it's not as simple as that, hence our advanced automations that account for every scenario imaginable.
Go Beyond Just Getting Leads... Get Leverage With Your Referral Partners Too!
The loan officer that can reciprocate with Realtors wins every time!
90-95% of the leads generated are NOT working with a Realtor yet, meaning this strategy is more than just getting loans, it's also about getting referrals.
If there's one thing a Realtor wants more than a get-it-done kind of MLO... it's more business on their books.
When you can refer pre-approved buyers and hot leads to Realtors, that changes the game.
The difference between marketing and just leads is a big one, and here's why.
Our process is real marketing. It's educating the consumer, creating warm leads who know exactly who they're going to talk to before they even start the process.
They know they're talking to a loan officer, who that loan officer is and the conversation will be about the mortgage.
There's no bait-and-switch real estate stuff here. You're not talking to people about homes or properties. You're having discussions with qualified prospects looking for the thing you do best!
Leave the real estate leads to the Realtors.
Since this is marketing, and the prospects know who they'll be talking with before they even begin the process, this ONLY works if the leads are exclusive.
We don't sell leads. We create relationships between you and motivated mortgage clients.
Watch the video below that explains how it works.
The Mortgage Marketing System That Delivers Quick ROI, Long-term Exponential Growth & Works So Well It Is Literally Guaranteed!
There Are Only 3 Ways To Grow A Mortgage Business...
By Getting More Leads
By Getting More Referrals
With Strong Brand Awareness
The Mortgage Marketing System That Delivers Quick ROI, Long-term Exponential Growth & Works So Well It Is Literally Guaranteed!
But Most Loan Officers Focus On Just One...
Leaving The Other Two Out Of The Equation...
To Their Detriment
The Mortgage Marketing System That Delivers Quick ROI, Long-term Exponential Growth & Works So Well It Is Literally Guaranteed!
The Mortgage Growth System Changes Everything...
Even if you don't have the time or know-how...
You Can Now Leverage All 3 Areas Of Growth With Less Time & Effort Than Ever Before!
See How The Primary System Works
We actually have a 2nd system designed to get buyers into seminars at a cost-per show that is untouched by anything you've seen before.
CHOOSE FROM TWO OPTIONS:
Become a Client of our Done-for-You System
-- or --
become a Student of our Done-with-You System
Both options are equally good and should yield similar results for you.
The DONE FOR YOU opton is typically better for teams, branches and companies that do not have a dedicated marketing specialist and want to "feed" everyone tons of business. It's extremely scalable. We even have some clients who use us as their entire source for business.
With this option, we do everything for you. You just deal with the customers.
The DONE WITH YOU option is great for individuals or companies that want to do it themselves or train an internal marketing person to do exactly what we do and implement and manage the system on their own. It's a great option for anyone who's a bit limited with their budget, has a knack for technology or likes do their own marketing.
With this program, you implement, but do-it-with you to ensure a 100% success rate!
Want to know more about the training program? Click Here To Watch A Video
It's Easy To Use And Get Started With!
It takes very little to start using the system. In fact, with the fully-done-for-you service option, it's plug-and-play (at least on your part).
It only takes about 5 days to get going from the day you decide to start and requires about an hour of your own preparation time.
There's also a training program, where we teach you exactly how to what we do in the done-for-you program, which is a great option for those who want to control the process and save money. We've had students get up and running in as little as 7 days, generating real results that end up in more closed loans!
What Is The Mortgage Growth System?
It's a system that combines the unchanging, decades-old principles of marketing with most cutting-edge digital marketing capabilities allowing mortgage professionals to flip the traditional mortgage marketing paradigm upside-down for easier and quicker business growth than previously thought possible. This marketing strategy is both a short-term and long-term solution for business growth & expansion.
Who Should Consider Using The System?
It's for any individual, team or branch looking to grow their business with a new or additional stream of leads backed by a fully-developed system for turning leads into deals and leveraging referral relationships with Realtors. It's life-changing for Loan Officers who are stuck at a plateau, and a "no-brainer" add-on for those who are already successful in the business.
Achieve Bigger Goals With A System That Is Truly Scalable!
Most mortgage marketing systems are not very scalable, if at all. The Mortgage Growth System is designed to leverage your time in a way no other can, work even better as your team grows and become increasingly more cost effective the more you leverage it's capabilities.
It's truly a game-changer.
So Effective... It Comes With A Guarantee
What Kind Of Results Can You Expect?
Like anything, results will vary and depend upon your commitment and capabilities, but this system is designed to allow you to 2-3X your business within 6-12 months just to start with. Truly serious, motivated users can leverage the system even further. And don't forget... the system also delivers quick, short-term ROI so you don't have to wait 6 months to see results. It typically only takes just a few weeks before significant increases in business occur.
What Makes It Different Than Other Systems & Programs?
Most loan officers are taught to develop their agent relationships to increase referrals. Most systems and programs teach the same thing. No doubt, there's great value in developing agent relationships, but this is literally putting the cart before the horse.
In this competitive world, building relationships with agents is like pulling teeth unless you bring real value to the relationship. Being fast-to-close, having great rates and getting the deal done IS NOT ENOUGH. Too many competitors already do this, and some can even do it better. Don't be "the same" as everyone else!
This system literally flips the traditional business-growth paradigm on its head by putting the power back into your hands. It gives you leverage in your agent relationships and allows you to offer real value to agents that few other loan officers can while simultaneously growing your business without concern about where the next referral will come from.
Here's An Interview With A Client Talking About His 700% ROI ($240,000 in revenue) Working With Us For 6 Months
CUSTOM JAVASCRIPT / HTML
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And there are tons of other interviews, emails & texts just like this...
These results ARE TYPICAL!
The Mortgage Marketing System That Delivers Quick ROI, Long-term Exponential Growth & Works So Well It Is Literally Guaranteed!
The highest earning loan officers are NOT the best loan officers...
They're the best marketers.
You don't have to figure out how to be the best marketer...
We'll do it for you!
Just Some Of The Companies We've Worked With
Please note: This program is offered in geo-exclusive territories. Inquire to see if your territory is still available.
Learn Exactly How This Proven, Guaranteed, System Works, Why It's So Effective & How To Get Started Today.
Watch The FREE Video Training & Book A Strategy Call With The System's Creator
Brandon Robertson
I'm eager to show you the system I've developed and talk with you should feel this system might be a fit for your goals. The system has been developed based on my 15 years of experience in marketing where I've personally spent or been responsible for multiple millions of dollars in advertising. Everything I've learned along the way has been injected into this system that is literally (yes, literally) guaranteed to produce!
Come Join Me Along With The Many Other's Who Are Growing Their Mortgage Business With This System!
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