Category Archives: Mortgage Originators

Weekend Call to Action – 50 Ways to Generate Business!

Want to increase your cash flow$$$$?

I spend time going over business marketing plans my “Broker owners” who want to step up their game all the time.. The main thing those successful in leadership do with LO’s is similar to what I do.  WE ACTUALLY GIVE OUT IDEAS TO HELP LO’s DRUM UP BUSINESS.  The going get’s tough on a referral based business from time to time, and the LO’s that come to me in a slow moment have done ONE or multiple ideas of the 50+ ways to drum up business below.  IT WORKS> If you’re a small shop or big, you should have some “marketing plan” in place to take advantage of several of these on the list.

Weekend Call to action = Ways to generate leads! Find one or two below and implement some idea that helps you drum up business.

Most LO’s are commission driven, which means you are your own business. Get marketing some way to allow you to transition from making calls to receiving calls. The most important system to establish in any business is any lead generation marketing system. Without exposure there is no customers, without customers there is no business. So I challenge you to attempt an angle that is here.  There is no shortage of ways to generate leads. I suggest that you pick only two or three of them to begin with, then once you have a solid pillar partner you work on the next one.  Here’s over 50+ ideas to drum up a mortgage.

  1. Real Estate Pillar referral partners.  – Ton’s of ideas on how to market Realtor’s and develop lasting relationships. Reach out to me I can give you at least 10 more ideas in this segment, from hosting lunch and learns, to visiting open houses.
  2. Offer Specialty Financing- Market special programs on Flyers or print ads, or on social media.  But key here is segmentation.  Like a VA campaign, or a specialty product like a construction loan or 203k for example.  When you niche market you can gain a lot of exposure.
  3. Help Realtors market their listings– Pre qualify the realtors buyers by using programs like listingbooster.com or http://www.singlepropertysites.com. *BIG ONE – This is major JUICE and for those that “get it” on social media are helping their pillar partners drum up leads.  (hint doesn’t have to be just RE Agents)
  4. Accountants and CPA Firms: They have clients who are buying or selling a home or need a cash-out refinance.  Just don’t call them in April.  If you’re all referrals and don’t buy leads, you should have a marketing campaign strategy to reach out to “different pillar partners” at different TIMES of the year.  (October is for this)
  5. Advertising: Never stop. Use simple ads with a unique headline; for example, “Don’t sell your home until you get pre-approved for another one.” Print ads can be every where, even digitally now on social media.  I am a fan of always having multiple mediums to advertise on, Radio, print, and social are the top one’s for sure.  I’d spend time learning social if I was you.  (hint I have the BLUEPRINT that can teach you to the basics of driving traffic FREE to your fan page – The BLUEPRINT social media training workshop
  6. Apartment Complexes: Buy mailing lists (www.ApartmentToolKit.com) and send postcards on a regular basis. Heck I would go there and find some pin up board in the laundry room and post up a flyer or a business card at all the local apt complexes around me.  – Do some leg movement here.  Partner with them.
  7. Attorneys: Attorneys know when people need money, often to pay their fees. Not just probate but divorce, family law and real estate attorneys. Divorce attorney’s are hot right now.  More divorces are filed during holiday time than any other time of year, call them now, more than likely anything filed 6 months ago is rip to be a lead for you. So here we are in Jan, did you reach out to a divorce attorney yet?  No, make a list and reach out next week.  Thank me in six months.
  8. Auctions: There are a ton of “cash only” that need Delayed financing right away.  This is a great way to segment and can be a great source to follow up and gain referrals with.
  9. Apparel with Logos: Hats, T-shirts, golf shirts and handbags—I’ve talked with a ton of LOs who got leads while standing in line at the grocery store. – Are you branding your brand?  At closing how many of you Mortgage Companies are giving the client a white glove treatment.  Do they any goodies they leave with?
  10. Blogs: Check out blog spots to social networking where top real estate agents blog. Connect with them.  Some have them, but rarely do I see them shine.  Do you advertise on LinkedIn like I do when you post?  Do you post a video like me?  Do you have banners or ways to actually drive “revenue” from this outlet?  Oh yeah I just said that – and Blogging can be lucrative enough to create a pot of extra cash you give back to your sales force for contests even.  But as an LO, you can use it to drive exposure and post on multiple platforms all at once.
  11. Business Cards: Use different ones with different messages on the back: one for sellers, one for buyers, one for professionals (banker, attorney, CPA).  Look if you haven’t heard of a virtual business card yet, look into it.  As an LO, if you give someone a business card you would want to know when they are thinking about you (or your rate) and call them when they are “hot”.  This is what they do.
  12. Builders Models: Stop by and leave your financing flyers. – You know builders are on social, they do have models and from a financing standpoint, many LO’s just think they have their own lender.  Well guess what, they want you to stop by.  Most builders I talk too only do the whole “preferred lender” thing because no other LO’s stop by.  They actually have a LACK of options and don’t speak up.
  13. Carpet Cleaners: Many of their customers are getting ready to sell their home. Great to network with carpet cleaners to offer an incentive to start the deal… hint hint.  What’s funny is this is part of the while glove experience I am talking about! Partner with movers and carpet cleaners too, not just RE Agents, think outside the box.  Being creative is what will gain you results.
  14. Classified Ads: Great place online and in newspaper to see FSBO and call them. What you thought RE Agents are the only ones to call expired listings?  Or FSBO homes.  Funny thing is, in a short as 10 calls I bet you can find one person interested in cash out that might have the equity.
  15. Credit Repair Agencies and Counselors: Ask them to refer clients to you who have gotten their credit scores in order and are ready to buy a home. WHAT? You don’t have a corporate go to credit repair company?  You should.  And they are a great referral source for mortgage LO’s.  Many forget about them.
  16. Direct Mail: Target a couple of subdivisions and regularly send out mortgage information using the good old U.S. Post Office. – If your creative, and have good ad copy, there’s no reason why you couldn’t see a decent ROI from a mail campaign.  – It’s not completely dead, and with the right targeting it can drive results.  (FYI- stay away from VA mailers, this is overkilled)
  17. Door Hangers: Door to door blitz anyone? – How about a community give back event or a barn raising.  Or habitat for humanity home build your team takes part in and then blitz’s the nearby neighborhood? – Just outside the box thinking.
  18. Estate Sales: Attend with your real estate agent and see if they need the property listed or have a relative who wants to buy the home.  – These happen every weekend, are you in tune>
  19. Expired Listings: Offer to call expired listings for the real estate agent. – Depends on how hungry you are, you could actually make calls to help a RE Agent.  Just stay in your lane, (keep your license in mind).
  20. Facebook/LinkedIn: There is a great way to drum up business on FB now and have leads come to you.  – Want a full done for you solution custom tailored with a CRM and 6 month email drip campaign all built in.  Yep turn on the robots yourself and sit back and call the leads that come flowing in.  Done 4 you Facebook marketing funnel solutions
  21. Family Members: Explain what you do and ask for referrals. Put them on your mailing or email list and keep them updated on what’s happening in the real estate market and with interest rates. – We are told to do in the beginning, however rarely a LO goes back to their “family” and really push the matter.  When was the last time you reached out to your uncle and let him know what you do?
  22. Farm an Area: Become the local neighborhood expert. – Literally, either segment in like a USDA area (farm area) or just know the local area enough to be marketing as the expert.  (Grocery stores should be added to this list – Have you ever seen a RE Agents face on a bus, or a bench, or a grocery store shopping cart?)
  23. Flyers: Cut your cost in half, print two to a page and distribute at shopping centers, Wal-Mart, Home Depot and malls. Put on car windshields, heck hang them at your local convenience store.  – There are some wholesale lenders that provide broker’s these.  I encourage it, and helped create them in my day, and I have a ton of ideas you can actually use these for, hit me up. (see end of article)
  24. Friends: They know who will be buying or selling a home this year. Heck when was the last time you called your HS class mates. – Facebook and social selling is where it’s at.  If you’re not “checking in” to your business page at least once a week you are missing out!
  25. FSBO Sellers: Offer to pre-approve them before they sell their home. It’s also a good way to refer listings to your real estate agents if the FSBO seller gets tired of trying to sell it himself. – Again this is gold, and I’d be on the look out for those you drive by as well.
  26. Garage Sales: Is there a for sale sign in the front yard?  Do they need a mortgage? – Ha, GOLD here.  You know there are more garage sale groups on facebook than any other type of group.  How many in your area are you in?
  27. Hair Salons: Lots of talking going on. You can ask your hair dresser to refer you and give him/her a stack of business cards to distribute. Great place for a flyer.  You kidding me, one of my best TX broker’s owns a salon, and she gains all her business from just shop talk.
  28. Homebuilders: Find out what they are looking for in a lender and see if they will refer business to you. Network, Network, Network. Ummm did I say network.
  29. HUD Foreclosures: Link to HUD’s website (http://portal.hud.gov/hudportal/HUD?src=/topics/homes_for_sale) and regularly email the list to your client and Realtor database. – Inside tip, check your state regulation, but an LO can absolutely advertise in many states the HUD foreclosures. (certain disclosure and or state jargon needed look it up)
  30. Internet: Check Craigslist and FSBO websites and offer to pre-approve seller for a mortgage. Even Rent to own sites or Zillow, to Trulia a great way to even “co-brand” with RE Agents. – Not just co branding, but actually sourcing leads that want a house.  Yep, another funnel system, do you see a trend yet?  Complete done for you option for this type of ad copy.  And done by one of the pro’s – Buyer/Seller lead Funnel Campaign
  31. Insurance Agents: You can also refer your clients to them who need to buy homeowner’s insurance. I think you’re beginning to see that I suggest you expand your referral network beyond just RE Agents.  Insurance agents are a great source of referrals, and apart of your “White Glove” treatment.
  32. Large Employers: This is where setting up a corporate benefits program can help you get your foot in the door by offering exclusive savings to their employees. – Mentioned in the video, and I think its super hot.  Many don’t do this from a mass perspective.  If you’re in small town USA and half the town works at that one manufacturing plant I would be all over this.
  33. Lenders: Bank and credit union loan officers may not be able to offer the same mortgage programs as you do. They are also a great resource for loans that you cannot do. – UMMM – Yeah, I hear of Broker’s that gain deals from Wells guys all the time that they can’t do.  Got a person to send your turn downs too? (mind RESPA and do the right thing peeps)
  34. Lists: You can buy lists for pretty much anything: neighborhoods, properties with no mortgage, mortgages older than five years, etc. – While this is older and not as viable I don’t think, what is GOLDEN now days is “internet cookies” you see INFORMATION is the new gold rush.  You can buy lists that target those that may be looking based on behaviors now, and they may not have filled in a form yet.  If they looked up “mortgage rates” you can find out.
  35. Magnetic Car Signs and Wraps: While this might cost you thousands of dollars, it’s a great way to advertise. I know a loan officer who gets calls on her cell phone from people waiting in traffic behind her. – One of my best brokers in Cali has his shops smart car wrapped.  It’s awesome.
  36. Market Bulletin Boards: Grocery stores, coffee shops, restaurants, gas stations, even apartment complexes have pin up boards in common laundry areas for example. – Again these are everywhere, hardware stores have them too.
  37. Military Transfers: Check out military bases for those needing to sell and buy off-base housing.  Heck go to the base and do a presentation for all Vets on their VA home loan benefits. – If you’re in an area that is near a VA base I would suggest you stop by, offer to do a presentation on VA home loan benefits etc.  This is a huge segmentation niche I would suggest you jump into.
  38. Neighborhood Newsletters: Create them or bring a fresh zing on an article to life with a small published article. – I pay a HOA, and I get a news letter in the mail, and you know what I looked at the back and saw who advertised before I threw it away.  – Maybe your ad could be eye catching enough.  FYI. CHURCHES have programs like this handed out every week.  Some don’t charge to advertise.
  39. Networking: This would include LBN/BNI groups, clubs you belong to, the church you attend, PTA, etc. There are groups in every county that meet super early in the am and refer business to each other.  Get involved in some business networking group. Chamber of Commerce in your area meeting? Join these events.  And go for the long term, they pay off big time. (Local Business Networking – look it up)
  40. Pens: Buy cheap ones and leave them everywhere with your logo on it. – Do you have some leave behind that has your name on it that you leave all over the place? These are great ideas!
  41. Public Speaking: Offer to speak at Rotary, Lions and Kiwanis clubs, Realtor meetings and builder associations. Prepare a bio and a short description of your topic and what people will learn from your presentation. – I’d go a step further and get into a VFW hall or something and do a presentation on VA home loan benefits.  – Just a thought.
  42. Radio Ads or Host a Show: It’s not as expensive as you think to host your own radio show. Invite real estate agents, appraisers, home inspectors, insurance agents and interview them. Then post the audio recording of your show on your website or social media.  I had another one of my broker’s sponsor a concert with the goo-goo dolls and it was a hit.  They got to be on the radio, go to the show, meet the band and got a TON of leads.  Are you thinking outside the box?
  43. Real Estate Investors: Know the underwriting rules for non-owner-occupied home purchases. Join RE investor clubs. Let real estate agents know that you specialize in this niche.  If you have a construction loan of any type to market I would be all over groups that have my target audience in it.  Just me “typing” out loud.  lol
  44. Referrals: Don’t “ask for referrals” but say this instead—“If you know of anyone buying a home or who mentions the word ‘mortgage,’ would you mention my name and phone number?” – Funny thing is referrals come from testimonials, and if I was you, I’d be attempting to get a review online every chance I could get.
  45. Relocations: Get in touch with relocation companies or local companies who move their employees around a lot. – Again if you think outside the box, there’s tons of leads here.
  46. Rent with an Option to Own Deals: Educate real estate agents on the underwriting rules regarding “rent with option to own” and tell them you’ll prequal them so when ready to buy, they will be qualified. – You could even talk to a landlord about putting renters in a land contract to help him be bought out 12 months down the road.  I call it property planning.
  47. Property Managers: They usually manage rental homes for investors. They know who is moving and can often refer the investor to refinance their homes. Even land contract companies can be a great target too. – Again referral network expansion.
  48. Seminars: One size does not fit all. Think about holding “niche” seminars: first-time buyers, women only, buying investment property, refinancing your home, new construction, FSBO seminars. – Somewhat overkilled but still viable with certain niche marketing.  I’d go after the niche’ stuff.
  49. Testimonials: Ask for them on a regular basis. At closing is a good time to ask them to write a little testimonial for you. Post them on your social media pages and website. – Fan page marketing anyone? When was the last time you had someone post one of these on your fan page?
  50. Title Companies: Not all transactions close like they are supposed to. Let the title companies know you can help if the deal does not close.  What about ask them for a list of homes bought in the last 3 months with no mortgage, and all cash.  You can call them and ask if they want to do any improvements and can help them with a special “delayed financing” loan. – I think often times title companies are forgot about because their “service” is used in all loans.  When was the last time you had this conversation with your title rep?
  51. TV: Cable companies may offer community service spots for free. – Just a thought.
  52. Websites: The National Association of Realtor’s states that over 85% of people search the Internet for information about you before they decide to do business with you. Get your bio out there and state how you can help them get a mortgage. Every Mortgage company should have some website now days in my opinion. Now market it.  If you do not have some landing page or website, I network with lender home page, a great company to help you get a viable website with calculators and the whole nine to become more social media prevalent. See the banner on the far left of website. 🙂

Hope this ignites a fire, on ideas to drum up loans with little overhead.  The rest is just taking action.  I have a ton of ideas and can give specific examples of real life stories on about each one of these.  WEEKEND CALL TO ACTION OFFER: For a free strategy session next week PM me.  I can help create a tailored marketing plan people typically pay for with your team.  Sell Well – Juiceman.

Thursdays Truths – The reason why you fall into slumps

#ThursdaysTruths – Stay out of slumps by focusing on what you do well.  Then look to understand your LOA.  Your Law of Averages is directly correlated to your (attitude) Skill and your Efforts.  It’s funny because we see this all the time when young blood comes into the industry and has massive “attack” mode on.  Their Efforts are through the roof.  Then as you see their skill increase, the effort plateaus and they let off the gas!  —– NOOOOOO – Don’t do that! Keep the gas on.

Most people fall into a slump sometime in their career of sales, and the piece of the puzzle that can solve it for them, isn’t changing what you say or how you pitch normally.  It’s getting back to the basics, and focusing on the LOA.  You see I just focused to be consistent all the time in sales instead of being the break out kid.  No matter what I sold, I was typically the guy across the board that had consistent results.  Why?  Well I focused on my LOA all the time.  I do this now.  I knew in the past, I needed to make 100 calls a day, pull 4 credit reports, review them and pitch to get 1 deal potentially a day.  By focusing on this there was absolutely months that I wrote over 25 loans a month.  More than one.  Most of the originators now days seem to top out at 10, or 15, and or even 5.  They all seem to have an excuse to not let themselves get higher numbers.  IF YOU WANT IT BAD ENOUGH, focus on the activities that drive results.

Now in my “wholesale sales” life, I know I need to make a certain amount of calls per day to NEW relationships, sign up several new Broker’s a month and keep servicing those that are in my network.  It’s a balancing act and I block my day off to accomplish each task.  My LOA, fluctuates, but my attitude and my effort do not.  I keep them high at all times, you should too.  When your optimistic you can manifest your destiny, when you keep your efforts going, your bound to connect.  Make it happen today in whatever you sell.  #SellWell.

Oh yeah, I am growing my workshop and will be changing it up just slightly.  That just means more added value to those already in my network.  If you’re a LO and want to double your business this year, I have the #Blueprint that can help you increase your LOA.  By actively calling those that want you too.  Get in the blueprint and start social selling at a whole new level.

The Blueprint – Ultimate Facebook Fan page Marketing campaign guide

 

Whacked Out Wednesday – Want free tools to help you build a list?

#WhackedOutWednesday – If you are not building a list and marketing to them you’re missing out on business.  Today’s tools out there are extravagant and each one has a subscription cost of a few hundred dollars at the least.  The good news is I have a marketing tip for you today to help this.  I absolutely suggest that you market to your clients daily, weekly, monthly, and do it in a fun way to Brand you.  Weather you send out letters (mailers), or simply go down a list you have on excel and email them manually.  I suggest you set yourself up to automate some aspects of your business.  Lead capture, and email campaigns go hand in hand.  And both can help you build a list and gain more business.

It is whacked out that each of these needed application costs so much, but it is what it is.  How I started was FREE, and you should too if you’re not doing any of this.  In today’s video I give two tips to use free applications to both capture leads with an interactive form you can advertise, and a way to build a free email campaign list.  My attempt to help you with solutions as always.  – Make it a great day – #SellWell

Workshop with Shawn? – Check it out, I put together this training that I was able to help individual Broker’s use to increase their business and now I’m helping others not in my network learn how.  You have Facebook Fan page but don’t get leads from it?  You don’t have a list built yet? No lead capture pages as suggested.  I can show you how to integrate these all on a Fan page and learn to push and pull your messages so you gain FREE leads.  It’s a work shop, and it’s the Blueprint guide to campaigning on Facebook with a Fan page.  Check it out below ↓

The Blueprint – Ultimate Facebook Fan page Marketing campaign guide
As Always – #SellWell

Two for Tuesday – DU Updates and IPC’s

#TwoforTuesday – DU is being updated this coming weekend and we discuss a commonly asked question about Interested Party Contributions.  The loan limits have been increased in 2018, are you promoting that?  And this weekend DU Updates to programming will install the final programming for FHA loan limits and VA loan limits will be programmed.  Great to know.  Something like 3000 counties went up this year in loan limit and shouldn’t affect any DU approvals, but if you were waiting for official time to run it, Monday will be it.  Second, Interested Party Contributions seems to be a commonly asked question regards to RE Agents or other parties in a transaction giving gifts.  Or contributions to the borrower in other words.  Well if you are involved in the transaction on the RE side, Fannie Mae doesn’t like it.  So builders, this includes you.  This includes developers and Real Estate Agents as well.

For example, the borrowers Mother is a RE Agent on the home being sold, and they want to gift a down payment monies to their son.  Can’t do it.  Just know these rules on Interested Party Contributions as there is a line that can’t be crossed.

Today I’m social selling all day, and will be following up with those that interact with me.  I am helping more and more people gain leverage on social media.  It’s actually fun to see others thrive as a result.  This is not hard and easy to do “organically”.  The best part is it helps you gain an edge when you are going to boost ads for a Pillar Partner.  I show you exactly how to do this in my training.  Click below and get IN the groups and trainings top LO’s have done.  ↓

This has everything you need in it to start taking advantage of tools to increase mortgage business, check it out; The Mortgage JUICE you need is here!

 

Monday’s Motivation – “I have a dream”

#MondaysMotivation – “I have a dream”! – A dream that impacts many business owners Nationwide, and Loan Officers far and near, with service to help them close more loans, gain more pillar partners, and get more leads! A dream that grows someones pipeline, and a business plan that double’s the impact! Yep I have a dream.  A dream that in every valley, and every mountain top across the country, will be exposed to funnels! A marketing dream, to increase the chances of owning a piece of the American Dream all across our great Nation.  Let Mortgage Marketing Freedom Ring! Let it ring, let it ring.  I have a dream to let mortgage marketing freedom ring, I commit to helping my business partners learn to perfect a marketing strategy that helps them preserve and offer the American Dream.  I commit to helping Mortgage Marketing Freedom Ring! Let it ring! When a new lead is input, let it ring, when a email drip campaign begins, let it ring when we help Pillar partners source business.  Let freedom ring to Mortgage Marketing when new referral sources are added.  Let Mortgage Marketing Freedom ring! Thank God Almighty, Let freedom ring!

Ha ha, I had to be fun and entertaining, while placing light to a little source of business.  This is what marketing’s about, and it’s fun.  If you didn’t laugh at least once, don’t bother filling in the form.  I make this mortgage stuff fun, and am a great Account Executive with a fantastic support staff.  I always place myself in the position that most impact my clients.  With great rates, speedy turn times (1 day right now fyi) and a product mix that can supplement where some other lenders have overlays.

If you’ve had a dream, of a responsive AE that can get stuff done and push a file if needed I’d like to connect! If you have a dream to obtain a lender that help you where some others have overlays, I’d like to connect! If you have a dream of learning social media but don’t know where to start (in my network or not) I’d like to connect! If you have a dream of helping more homeowners in 2018, I’d like to connect to help you develop a plan to do just that! I have a dream to help you make Mortgage Marketing Freedom ring! 🙂

Click below, let’s work together

Weekend Call to Action – Cadence Frequency creation action plan

#WeekendCalltoAction – TGIF – The Grind Includes Friday – Create a cadence frequency plan of attack! Actually write it down! YOU WANT TO CONVERT MORE LEADS RIGHT? Well what are you doing to actively “attack” and proactively gain interest.  We talk about funnels and lead gen all the time.  The common question is, Shawn, what’s the conversion rate?  Well, Bob, it depends on the sales person and how hungry they are.  lol – My typical response.

Here’s the call to action to help you CONVERT more leads.  If you have a CRM great, see if you can “program” in it a reminder to set actions like, on the second touch Text them, IM them and send them a message on LinkedIn.  On the third touch (day 3) maybe send them yet another email, call, and then Facebook them.  Reply to a comment they have done, or follow them and or post on their wall, or comment on their post.  Friend them, see if they are on twitter, instagram etc.  You should have a cadence frequency set up for at least TWO WEEKS, before you just let your “email drip” campaign take over completely.  In my opinion, this is where most sales people fail, not only are they “giving up” after the 1st or 2nd no (or no contact) they aren’t thinking outside the box to actually reach the client.   Not every client is on Facebook, some may spend more time on LinkedIn and that’s the best place to reach them.  The job of the sales person is to figure this out.  A PROFESSIONAL SALESPERSON is like a PRO STALKER, literally.  Sad to say to most sales organizations do NOT have any frequency in place to help guide their salespeople to success.

So you needs to create a frequency for?  I got your back, hit me up, let’s start you off with something organic that teaches you how to PUSH and PULL your messages on Social Media to increase your reach, relevancy and results in free leads! It’s called my Blueprint.  And is the ultimate fan page guide to help you gain leads.  It’s a stepping stone for those that want to get into paid ads.

The Blueprint – Ultimate Facebook Fan page Marketing campaign guide
#SellWell and #TGIF!
PS – I’m going wide next week.

Thursdays Thoughts – Testimonials and Culture

#ThursdaysThoughts – Are you working with a company that has an awesome culture?  Are the walls painted orange, yellow or blue?  Do you have motivational quotes or some mission statement that is often heard in the meetings.  How about any type of community events?  Do you do those?

You see now days people don’t want to work with just a “company” they want to work with “PEOPLE” that they know like and trust, more than ever.  And expressing your people centric focus internally with culture is a great idea to share.  People want to hear these stories.  Same with testimonials.  When was the last time you gained a testimonial on any social page and shared it on your personal profile.  Or perhaps make light of it in any way shape or form?

Again it’s the “fact” that facts tell, stories sell.  And I encourage you to embrace your company culture if you have one, and tell others about it.  Get testimonials and share stories of how you impacted someone’s life.  This is a difference maker and will be what creates more reach for you than saying you have the programs or lowest rate.

I embrace all of this and would love to show you how as well.  I teach social selling in a whole new way to those LO’s that want to level up their game.  Hit me up personally today, you’ll be glad you did come purchase season.

#SellWell

Whacked Out Wednesday – Credit, Pricing and the “Mortgage Balancing Act”!

#WhackedOutWednesday – Oh YEAH… The struggle is real folks.  Funny thing is some LO’s don’t take the time to do this stuff.  They sell a file, throw it to a processing queue, and never attempt to “see” how the numbers shake out until the end.  First thing firsts, credit! I had a post in my group, Sales talk with Mortgage Pro’s not to long ago where someone didn’t know how the pricing was calculated with a credit that had two duplicate scores.  Pricing is apart of the balancing act too, not just credit that gets you there.  Obviously both play hand in hand.

What I suggest, is not to just set it and forget it.  If you make changes, like any and all, you should see how the file balances and not just the fraction, the dollar amount.  Actually balance your file along the way.  Want to be really high level, I suggest that every step you get exact fees, like the title report, or as 1004D costs are added etc, you re-balance your file.  And actually update the client.  In essence the client should get a break down every week on how their file is coming together.  Just my opinion.

THE JUICE IS LOOSE – I am having fun this year and helping those that want help building a pipeline more than ever before.  I have this organic campaigning program that is taking off, and so much fun to do.  My #Blueprint is the key to opening a door for exposure, more influence, growth of your referral partners and overall social selling strategy for 2018.  Want in an Elite group of LO’s that are using social media to grow their business?  They share posts, ideas and ways to generate business.  Check it out here —->The BLUEPRINT

As Always

#SellWell

Two for Tuesday – Installment and Revolving accounts!

#TwoforTuesday – So many people fall into this trap and attempt to qualify a client with 10 payments or less and omit that debt.  Make sure you do make sure that the payment is 5% or less of the overall income of the borrower.  If it is, and has 10 months or less that’s when you can omit that debt.  Revolving accounts that are paid off monthly are also a good one, yes, you can omit those.  As long as you can prove that every single month for the last 12 months the client paid off, completely.

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Yep FREE, while paying for ads is great, and where the “numbers” are, there is an art to this online stuff.  If you have a poor organic campaign, and you attempt to run ads, well you better know stuff about optimization because your ad just might have limited results.  You see this is taught in the marketing books, you should have an “push” and a “pull” campaign working hand in hand.  When you do that results are inevitable.  My suggestion – Get the #BLUEPRINT into action.

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Motivational Monday – Reviewing Credit and collection accounts!

#MotivationalMonday – The biggest advantage any one LO can have over another to “win” the business is truly educating the borrower and not just selling them a loan with the lowest rate.  It’s being a consultant, a financial advocate to the client to educate them about their own credit and understanding how guideline work.

Today’s video I go over some common “collection” questions and a way to look at a report to know in advance if the borrower will qualify.  Without having to run DU.  I suggest yes, you run DU to actually “read” what DU says.  But there are some guidelines written in stone.  You should know what to look for up front.

Some people are good at doing this and calculating DTI correctly to begin with.  99% of bad applications has to do with, missing information and or guidelines not understood or taken into consideration.  This is absolutely one of them in regards to manual underwrites.

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