So many loan officers are freaked out about leads. “I need leads. I need leads. I need leads.” Unless you just started yesterday, it’s very likely you don’t need new leads. They’re almost definitely sitting there right under your nose; you just aren’t looking. I know it’s sexier to go out and get new business than to…
All loan officers get shopped sometimes. Borrowers are trained to call around and ask about rates. Those are just the facts. And you know what? It’s okay. Instead of getting frustrated about this reality, let’s put it in perspective. If you’re closing 25% of your referred leads, you’re good. Our goal doesn’t need to be…
Many loan officers dream of eventually becoming a branch manager. It’s an exciting adventure in any loan officer’s career and could dramatically boost your income. But if anyone’s promising you a quick and easy trip to riches as a manager of a mortgage branch, ignore them. You’ll need to work hard to achieve this goal,…
When you first got started in the mortgage business, did experts tell you that you had to work 24/7 to be a successful loan officer? Did they tell you to be prepared to give up evenings and weekends so you could hustle nonstop? Those “experts” were wrong. Before you get upset about being lied to,…
What if a loan officer is calling agents, using scripts, meeting them for coffee, and following up, but they’re not getting anywhere? What’s the number one reason they’re not getting referrals from those people? My good friend, Richard Smith, says they’re probably talking to the wrong agents. I agree with him 100%. So, how do…
My friend Cindy Ertman is a self-proclaimed Beach Girl located in Manhattan Beach, California. She’s been in the mortgage industry for 32 years, and I sat down with her recently to ask her what loan officers should be doing to ramp up this year. Cindy decided very early on in her loan officer career that…
As a loan officer, you want to get your business to a point where you have systems for growth. Today I want to tell you about a Marketing Blueprint that will help you continue that upward trend. This blueprint will ensure that you always have enough leads, always have enough applications, so you can stay…
I’m going to be completely honest and tell you that the title of this post doesn’t give the whole truth. If you implement these loan officer strategies I’m getting ready to share, you aren’t going to double your mortgage business. You’re going to triple your mortgage business. Maybe even quadruple your mortgage business. Now, that’s…
Some time ago I was chatting with a guy who wanted to pick my brain for loan officer tips. “What’s the biggest reason loan officers fail to reach their full potential?” he wanted to know. This was only the 200th time I’d been asked that question, so I had a ready answer. “That’s easy,” I…
The key to developing a successful mortgage-marketing strategy is to follow it through to completion Think of success as something over there, across a fast-moving river. That success could be more closings, more pre-qualifications, more leads, more deals, but it is unattainable because the water prevents easy access to it. What creates access to success?…
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