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.