Two for Tuesday – Noah & Luke – My Story Part 2.

#HappyHalloween – #TwoforTuesday – My story part 2, loving this story as this is where all the marketing started, almost 10 years ago.  I wanted to make a special shout out to two people that helped me develop my legacy, Jay Shienbuam and Tony Nuckles.  I probably spelled their names wrong.  We always used to just refer to Toe-Knee-Knuckles. – Hands down what a great experience at this time, the ISM’s of the Quicken culture I still embed in my business today.  In fact, I’ve helped develop culture at other places in my career and they all had a similar focuses.

My Legacy is this; I am the possibility of other people living the life they desire – through positive thinking, dreaming big, having blind faith and in the pursuit of sharing success with others.

It is through a passion behind other people that helped me do what I’ve done and continue to do what I do.  (more on that tomorrow)!  The best thing I had in my origination game working for me was the skill to work my LOA, and to read the information given to me.  See the video.  We used to make 100 calls per day, with a goal of pulling 4 credit reports and gaining 1 deal.  100-4-1! That was the average we aimed for.  To hustle like that with leads any decent sales guy had a potential to rack in 20-30 deals per month.  It was just very time consuming.  And eventually I left to help my TWO FOR TUESDAY’s that had just been born.  Noah and Luke my identical twin boys.

When I stopped working at the Q, I took some time and wrote my first book, “Persuasion as an Art”.  – Grab a copy today!  – If anything the subliminal messages today, invest in yourself, create content, and always be learning.  And second if not the more important one for you LO’s out there, READ the conditions prior to sending them in to underwriters.  Read your title work, read the appraisal.  Look at it of issues that may stick out.  It can help you avoid pitfalls.  #knockwell today!

Monday’s Motivation – My Story Part 1.

#MondaysMotivation – My story I’m going to share with everyone this week.  How the birth of the JUICEman came about, and how I got where I am today! – In college I worked full time and went to school part time.  Well only one class less, so instead of 4-6 classes a semester I did 3-4 depending on the times they were offered. I typically tried to either take an am class or evening classes 1 to 2 times a week.  Then during the day I worked at an ADT special promotions dealership.  Located in the hood of Grand Rapids, MI. I was the only team lead, besides the owner, his wife (receptionist) and two other installers.  We had a team of 3 to 10 other people working with us at any given time.

We went DOOR TO DOOR, giving away home security systems FREE in exchange for
“free advertising” with a sign out front of the home.  (the special promo) The catch, the person had to sign a 3 year contract to continue the monitoring service with ADT.  We would all jump in a van, and go to the neighborhoods outside the city to promote and get people to sign up.  It was all leg work, literally.  lol.  Fun stuff, but this is where I learned about contract law, and as the team lead, I was the closer.  Most other door knockers got some interest, radio’d me in with a Nextel phone, and I went in the home and got the contract signed.

Even from Day 1, there was an inherent feeling of helping other people that I carried in what I did.  I was a sophomore in college making 60k, running a team of door to door sales people, helping others learn to sell.  I did meetings, recruiting, and even helped the owner set up business to business relationships so leads could be generated.  Funny thing was while everyone was just reading the marketing 101 books, I was taking that information and actually applying techniques at a young age.  When I was done with meetings and the team was about to load up and ship out for the day, we would chant JUICE at the end of the meetings.  It was something that stuck with me from a prior sales job selling Cutco knives in Ann Arbor.  – Join Us In Creating Excitement (JUICE) – JUICE was merely a way a pump up myself and others after a team huddle.  That’s where it all started.

So here’s the story on how I entered the world of sales prior to moving across the state and going to college.  Know what a purple Plymouth Prowler is?

#SellWell – The BLUEPRINT is available for anyone that wants to know how to use social media to help them gain more leads free.  The BLUEPRINT is here!

TGIF – 1003 Commonly asked ?’s

#TGIF – The Grind Includes Friday (everyday for me) 🙂 – Very frequently I am asked about rules of the 1003, and wanted to drop two commonly asked questions as guides today.  Number 1, the 1003 is going to changed, yep you’re going to have to learn a new one! But not until 2019.  So you still have 1 more year with the current version of the URLA.  So good news there.  Number 2, the most commonly asked question I get asked is about the work history.  Most get confused about the rules for using income, and how to fill out the 1003.  Let me clarify. – You need to detail a 2 year housing and a 2 year work history on the 1003.  It’s as simple as that.  If they have only worked at their current job for 30 days, just keep asking the client “where did you work prior to that?”.  Make sure you detail 2 years as a history of working.  Now high school does NOT count, but trade schools and college do.  If there is more than 30 day job gap all you need to do is get a letter of explanation from the client (loe/lox).  Simple.  Number 3, the rule of 5.  I love this rule.  And many do not know it.  So here’s a cheat sheet to refer too.  Commission, bonus, over-time, self-employed or working two jobs are the 5 things in this rule.  And really you only need a TWO YEAR HISTORY OF WORKING TWO JOBS AT THE SAME TIME!  The rest of the rule of 5 you only need a 1 year history of doing.  With exception of being self employed and actually working in the same field for 2 years or more, but you can be self employed for 1 year only and do a home loan.

Better yet, you can use our #SponsoroftheWeek PERFECT LO to help you take an accurate 1003 from the start!  #SellWell

I’m growing again and today calling Broker’s I do NOT know at all.  If you watch this, share it with a fellow Broker or Bank that could use a great Account Executive to help them close more loans and gain more business!  #FilloutBelow

Thrive’in Thursday – Tips & Tricks for websites and Fan Pages

#ThrivinThursday – Ok, if I go to a website and within 30 seconds something doesn’t tell me your available to chat or prompt me to enter a name, phone or email address, I might not stay on it.  If I am surfing your website, I’m intentionally there.  So wouldn’t your clients be too.  I wonder how many leads you miss because you’re not collecting the opportunity to have them opt-in.  If you go to close the website does a pop up come along and say “WAIT – click here!”??

Same thing for a fan page on social media, many have “buttons” at the top of the page, is it taking them to a sign up form, again collecting name, phone number and email addresses?  If not your missing leads!  Bottom line is make it easy for the technology you pay for (or in Facebook’s instance free) to actually gain you leads.  In fact, I would have my PERFECT LO application link in the sign up button on the fan page and I would intentionally invite people to my page to fill it out.  Makes sense to me, why not utilize that button to the fullest.  🙂

#SellWell

Wisdom Wednesday – Plan Do Check Act

#WisdomWednesday – Plan Do Check Act, in every aspect of your business.  Where you communicate should be checked, (is it the best medium) how you advertise, to when you strike for the sale, is there automated follow up, to the actual client/customer experience.  Enhance and upgrade your game if you want to grow.  There is no other way around it.  My advice, do some planning and make a plan of attack.  Then take MASSIVE ACTION, and do a lot of DOING.  Then go back and assess/check your results, then optimize and change based on the NEW FOUND INFORMATION!  Know what works best.  What works well in one corner of the country may not work well in another.  The idea is to grow, and you can’t grow without #CHANGE.  The best way to know what to do is to analyze what’s working and what’s not.  Where you gain feedback from complaints to common dropped balls.  Assessing your performance even your HR does yearly.  Who’s got one of those coming up??

In order to THRIVE and really grow in sales you must always be DOING a lot of DOING, and then change up what works and what doesn’t.  RE TARGET your own sales strategy, your own method to your madness.  Make efforts to stick your neck out there and then realign with what works and what doesn’t.  That’s how you grow.  PLAN DO CHECK ACT! Remember that.

#SponsoroftheWEEK ** PERFECTLO.COM is an interactive 1003 application that can help you take more applications while you’re busy doing something else.  Imagine being in a meeting or driving down the road, a client calls and you say, “Sounds great, I would need you to go to my Facebook Fan page and click on the SIGN UP button and fill out the application. I will call you once I get done.”  or Something along those lines.  lol Bottom line, use resources, all in front of you to grow.

Sales Talk With Mortgage Pro’s group – Click here to join.

#SellWell

Two for Tuesday – Creating Omni-presence & differentiation!

#TwoforTuesday – Time for a great Article to shine in the feed.  Something that gets you going and helps you think of the next best way to gain business.  How to set yourself apart from others.  This is what it’s about.  1. – Creating Omni-presence in your market place so you are seen as a go to person, and 2, – Differentiating and adding value that your competition does not!  This is what can help you stand out from the crowd and be the preferred LO for your agents.

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  1. Creating Omni-Presence in any field is easy now days, it’s all about how many “see” your messages, engage, or often times scroll by, but they saw your advertisement.  – Yep I’m talking social media again, and many see my posts daily and read it, take tips, guidelines etc, and I am looked at as an industry go to guy.  You can too for your local area.  One of the most advantageous ways to do is this by having a Facebook fan page that you use to “promote” your referral partners.  You can pull a post from that Realtors page, or tag the realtor in the post, or better yet give them a raving review.  The more you do these things the more opportunity you have for exposure.  Syndication is key!  And what I mean is get other “people” to interact with your posts, even ask them straight up to do so.  Create that Omni-presence over time by being CONSISTENT, and add value and content others can use.  VIDEO is a big way to do this.  But even just posts with pictures and growth in your exposure in many areas can help others “SEE YOUR NAME ALL OVER THE PLACE”.  And when that happens, you gain authority, you gain that Omni-presence your looking for.  It doesn’t take much to be honest, it just takes time, and persistent adding of value.  It has nothing to do with like’s or comments, and has to do with how many times people see your messages.

I teach tricks to do just this, and show others how to use a Fan Page for marketing purposes to gain FREE leads.  I also show others whom want to run paid ads the most effective and efficient way to do it.  (A done for you solution!) #hitmeup Click here to get the BLUEPRINT

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2. Making an impact in your market can start with differentiation between you and the “other guy”!  I offer something from my wholesale sales channel that can help you LO’s stand out!  It’s a way to offer a client Down Payment Protection and can help you be unique with your marketing as you see the yard sign above.  Just this alone could drive traffic to see a home for the purpose of those interested in protecting their investment.  What’s funny actually if you think about it in the mortgage industry is there is protection for the seller in contracts, protection to the buyer on the home with a warranty, legal signage and other contract law all designed to protect something involved with a mortgage transaction…. All but one thing is protected in the current market place, THE DOWN PAYMENT the buyer/borrower brings to the table!!  Now you have a solution that can help you STAND OUT IN THE CROWD and protect a borrowers down payment on a home.  If the houses value drops in the relative area within 7 years of purchase and they are moving, the down payment is protected!!  Check out these FACTS:

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Millennial’s will be driving the market’s of many things to come in the future.  Much like the Baby boomer generation did.  Here’s some additional speculation;

Millennial2

The average person is not staying in the same home 30 years now days.  They are moving or doing some additional transaction with a 3-7 year time frame typically.  More and more are moving in this window, due to increase family size or new job for example.  This is just one way to differentiate and those that partner with me can offer this to your clients.  Hit me up, I can show you how to do both, add a ton of value to your network and STAND OUT with products no one else has.  (and there’s a big need).

#SellWell – I’m here to help on many levels 🙂

 

Monday Motivation – What I do well!

#MondayMotivation – What I do well is close FHA/VA loans.  I ♥ these loans.  I coined the “I gotta guy” questions for a reason.  While I have a full suite of products these are my strong suits.  I also help LO’s learn how to advertise on Facebook and JUICE their pipelines big time.  Focus on what you do well!

*Sponsor #OftheWeek is PERFECTLO 1003 application.  Here’s a short video that explains it all #Checkitout PERFECT LO VIDEO !

#SellWell – Need leads? – Learn to JUICE your pipeline, CLICK HERE TO DOUBLE YOUR PIPELINE

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Weekend Call to Action

#WeekendCalltoAction – Show’em you have a pulse! Get involved! Do some cool activity for the kids!!  The idea here is that there are several holiday activities coming up that can be great to sponsor events in your local area for.  My suggestion, get involved, gain more exposure and who knows more leads too! 🙂

#HappySweetestDay as well!

This whole week the #SponsoroftheWeek – LEADPOPS – Take advantage of the FREE TRIAL!

#SellWell

PS… The BLUEPRINT is here —>> CLICK HERE

Thriving Thursday – Social Media Pay’$

#ThrivingThursday – Social Media pay’s dividends to those that work it right.  It is a new art called “social selling”!  Some don’t realize that you can use social media backwards.  Yes, you can connect with those you know, but more importantly start using to connect with people you don’t.  I’ve been teaching my #BLUEPRINT product which is a step by step guide on how to build a Facebook Fan page and learn to leverage it for FREE EXPOSURE! And it works wonders!

I am getting feedback that LO’s are networking with new referral partners as well as gaining more leads FREE on social media.  Just saw feedback from another LO doing this and social media has helped him go from 4-7 apps a week, to 4-7 apps a DAY!  KILLING IT!!!

For those that don’t know, there is TWO ways to do this, the FREE organic way (which I teach to all in my network) or to use PAID ADS to help you gain more qualified clients.  The results are self explanatory, what would you do with another 80-100 leads per month?  What I teach is how to generate leads free first, as what this does is prepares your page for a paid advertisement (funnel) to get more results.  The purpose is to create leverage and increase click through ratios so more people fill out your (short or long form) and the cost per click becomes less.

Once you see results and are provided analytic’s that show you buyer or seller leads being generated at approximately 3 dollars or less per lead, or VA/FHA leads being generated at 8 dollars or less per lead…. Well bye bye Zillow! Why pay 40-80 dollars per lead when you could be getting them EXCLUSIVELY for yourself at a FRACTION of the cost.  WOW is what I have to say!  I am changing people’s paychecks and would love to include you.  Weather you want to learn more yourself by the “free” way or you are interested in “paid ads” to boost your lead count like yesterday… 🙂

Click here to have a call to go over how these instruments are critical to help your company remain competitive in your market!  In fact DOMINATE your local area.

**Sponsor #oftheweek is an element that we can’t get these leads without, it’s the funnel platform, the lead page, the landing page, the lead capture formula! It doesn’t matter what you call it, my take, it’s necessary to have one! LEADPOPS is  great company to utilize to help you do these funnels by yourself.

#SocialSellWell – There are three options to dominate your area.

  1. Get the info and learn to run funnels yourself.  (this is when you get your own LeadPops)  Takes longer time, however some are ready for this. Take advantage of the tool, and LeadPops is giving away a FREE TRIAL.  Click above for that.
  2.  Get the info to start learning how to use Facebook fan page organically to create FREE LEADS yourself with push and pull campaigns on your own.  (for those that have little to no money for advertising and want to start) —> CLICK HERE FOR THE BLUEPRINT!
  3. Get a done for you solution where professionals have leveraged CONVERTING funnels, analytic’s and the ability to turn on a LEAD FAUCET for you! This is for those that have an ad spend budget.  —> CLICK HERE FOR DONE FOR YOU FUNNELS TO GET LEADS IMMEDIATELY!

#SocialSellWell – Can’t wait to help you double your business! 🙂

Whacked Out Wednesday – Zero Down and client got a check at closing for 4k

#WhackedOutWednesday – What a great success story to use as an example, a Broker of mine recently closed a FHA 203H loan, where the client brought ZERO down and gets a check for 4 grand at closing!!  Talk about balancing a file and maximizing the benefit for the borrower.  What a great success story.  \

It is #WhackedOut that most LO’s and Broker’s either don’t know how, or don’t take the time to do this in advance to advantageous to the borrower.  Many just let the escrow’s/title and the closing docs be minimized or let me say, not maximize the seller credits if any.  I personally preach and teach LO’s to help them balance their files in advance, know exactly how the file should unfold and hold the hand of escrows and even the lender if needed to be the best situation for the borrower.

This weeks #SPONSORoftheWeek is LEADPOPS, an interactive landing page that can replace your non-converting websites, it makes converting prospects into paying clients easy.  #Checkitout —-> CLICK HERE TO TAKE YOUR MARKETING TO THE NEXT LEVEL – LEADPOPS

Balance your files, sign up for the BLUEPRINT to learn how to do marketing on Facebook and gain more leads.  Then partner with my team and we can help you close’em!! 🙂  Click here for the BLUEPRINT

 

Mortgage sales expert. Helping mortgages close everyday.

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