What my Kids taught me about sales

I have four boys, the “why” behind everything I do.  Identical twins 8, (Noah and Luke) a middle child at 10, (Landen) and the oldest 14 (Devin) as of this week.  What my kids taught me this weekend again, is that a lot can be applied to the sales profession from parenting kids and applying steps in creating successful habits can take.

First everyone can be reminded of the “basics” and always have a “steps” chart or check list to complete the 1003 and gain the supporting documentation.  The steps of the sale, to the art of the close.  Basic’s are where it’s at.  The more after Sunday’s brunch that we enforce as parents to “clean” the rooms the more basics of what that means to the kids.  My middle child has caught on fast, he makes his bed, and brings down his dirty laundry without being asked.  But he always seems to forget the to look “inside” the closet to clean out the socks that didn’t make it in the hamper.  Or my twins, for example, we made a “check sheet” to award them with stickers when they completed each task.  They don’t subconsciously do all the tasks in cleaning up their room.  More like half asked… LOL>  But the point is by having a check sheet on the tasks associated with that assignment they are starting to complete each one.  And it helped that I showed them what to expect multiple times as well.  It’s that repetition as a teacher to remind them of the basics.  It’s the check list that helps them complete the actual tasks associated.  The more I stress the basics the more complete the “assignment is”.  This can be applied to sales in any facet.  Every sale has some “bill” or receipt that gets filled out, go back to basics this week in a jump start way.  It will energize your week.

Second, while focusing on the “basics” point out one aspect of that habit to focus on and improve on.  Each week as I help my middle child “check his room” I ask him before I go in there, take one more look at it as if you were me, and pick up something or straighten something out.  Get your eagle eye out Son.  Well that same trick can be applied to sales too.  If you stick to the basics and your flow of sales is good then hone in on one aspect that will help you make a difference.  Then the next week, do it on another “step” in the process of what you do. A step somewhere that can help you.  For example, if you take a 1003 like a fluid conversation, but when you get to the point of asking for a Social Security number you choke up, hone in on planting the seeds upfront that you will need it later in the conversation if something would be done.  Here’s another great example, if you have a CRM, every time you have a conversation with a client or prospective buyer that you keep track of what you talked about or incorporated personal information in your “data” on that contact.  It can help develop “relationships” of which you can add value if you are business partner with that someone perhaps.  (ie Birthdays, or spouses names, or names of kids, favorite sport team, their motivation and goals, etc).  Do this weekly and “develop” successful practices in each “step” of what you do.  Break it down to mini projects if it helps you think of it that way.  Then go through four weeks where you go after that “one” aspect.  At the end of four weeks, your ACT of the basics will be much more in depth and your 1003’s for example could be more accurate.

LAST AND MOST IMPORTANT ASPECT OF IT ALL>  The one thing that wraps each one of the two above in place.  The kids I have are full of energy, and they have the BEST FOLLOW THROUGH.  I can “predict” what my kids are going to say when I tell them to clean up.  I know they will have that follow through, to find a way to divert their energy at anything “but cleaning up”.  And while they are in their room, they are playing.  Same with “predicting” that they will come running to me at exactly 8:00 pm and say “it’s SNACK TIME”.  LOL.  They have the best follow through on the things THEY LIKE.  And while the action of the act of “cleaning” isn’t followed through, I’m working on that habit.  The habits they don’t like, those are the ones you focus on.  Or in sales, the “detail processes” that complete the sale right, and thoroughly.  The fact remains they have a hard time getting over cleaning is something they have to do.  I know all kids go through that stage, but it’s the little acts of cleaning up behind yourself I was explaining that make great habits in being clean.  Each step of the “little acts” is something that in sales you can relate to any aspect of your pitch and then practice.  Hone in on each step, and have TREMENDOUS FOLLOW THROUGH on both the processes you do not like, and those things you do.

spongebob

May you find the luck of the IRISH at the end of the rainbow this week.

Sell Well – JUICEMAN

 

 

 

 

 

The Call Center Energizer

More and more I find ways to always be applying what I have been taught or what I believe and have learned to drive sales success.  The more I manifest my own destiny by taking action the more the power of attraction takes place.  IT’S AWESOME.  And if you’re not doing something to push yourself to see some form of measurable success everyday what are you doing?

I frequently put calls to action in my article’s to engage anyone that reads any post I do.  The number 1 thing that keeps me going everyday to put out VALUABLE content for sales and business people is ENERGY.

No joke, the number one way to succeed at anything is to energize yourself.  I am so good at this.  People tell me they still hear my echo of selling someone on the phone “out side of Jay Farner’s office” or that I am missed in the call center environment all the time when I run into old colleague’s. Some people have the innate ability to Motive-ate others.  It’s the way they “create energy” around them.  That’s a true success trait.  One that is not really taught, but rather developed.  And most sales leaders do this well.

Most top performers in sales also are good at creating energy over the phone.  They develop a persona if you will, that is enjoyable to communicate with.  In a call center I always lead by example, and my effort and attitude was much higher than those around me, I focused on one thing, results.  And I knew if I just put forth the effort sooner or later the LAW OF ATTRACTION (AVERAGES) will play in my favor and I will land a “yes”.  Well I became really good at mirroring my clients, uncovering the true objections or needs by asking questions, and then proposing solutions.  I am hearing impaired if you do not know me.  Yes, I have a 70% loss of hearing and wear over the ear hearing aids.  So part of me “bring the energy” was really just the daily task for me to listen.  I had to concentrate to hear and understand.  So what I became good at in a young age is painting pictures to illustrate my communication.  And what I found out is the more I “did this” in the proposing solutions stage the more convinced borrowers/clients/applications/sales I had. 

The more you make a spin on whatever “mortgage option” your showing your client, that helps feed their inner “energy” to accomplish whatever goal they have in mind, the more success you will see.  Simply put, the more you help others achieve their success the more success you will see.  Bring the energy, be positive, work the law of attraction (LOA), and paint pictures and have fun.  Develop a persona about you that makes others have a memorable experience when working with you.  Then paint a picture ASSUMING OWNERSHIP of whatever your selling/ or trying to do.  If your good at correlating that painted picture at providing a solution to that buyer, the more sales you will see “naturally”.  It’s called the LAW of ATTRACTION.  Try it today 🙂

-Sell Well – JUICEMAN

How Competent are you?

Silly question I know.  However after reading this I will ask that again.  In sales there are stages of competence, heck these can be applied to every day life.  The difference maker is making yourself aware of these stages and reminding yourself to implement along the way.

Four Stages of Competence.

  1. Unconscious incompetence.  This is where the newbie sales guy flourishes and excels.  He/She doesn’t know what they don’t know.  This is also where the “new & fresh” feeling can help change things up.  The best example is the newbie sales role, where they are excited, not worried about what objections they will face, and bring energy and enthusiasm to the table and close the sale.  They just don’t know what they don’t know yet.
  2. Conscious incompetence.  This is the stage where you are aware of what do not know.  Sometimes another great stage to pretend your in if your not.  For example, you know you don’t know as much as you need to approaching your well informed client, and you pull in a manager to help you with the call.  You consciously know you have a weak area and help yourself to be prepared.
  3. Conscious Competence.  This is where a lot of sales folk get stuck in this stage.  They have the competence and the confidence but they have to think about their answer(s) and pitch toward that client.  Many times this is the area where sales people talk to much and sell themselves out of a deal.  Pride can come in the way here, and that sales person doesn’t ask for help as they “think” they can do it all.  Instead of taking a  roll to pull in a manager on their strength for example.  In this stage sales people “try to hard” when they should be KISS (keeping it short simple)
  4. Unconscious Competence.  This is the final stage of competence and a high level brain training for repetition.  The best example is a stick shift or manual transmission in a vehicle.  Those that drive a stick know, unconsciously when to shift their vehicle and how to use the combination of both gas/brake clutch to shift (up or down).   The same principle can be applied to answer objections.  Unconsciously assume ownership, paint pictures that show value, and create emotion, all the while full filling a need or want.  I heard once that Tiger Woods takes 100 practice shots a day.  The idea that he “trains” his mind to hold the club a certain way, point his face open or closed and swings with a fluid motion, helps him perfect his swing.

How unconsciously competent are you in selling mortgages? Or selling title?  Or selling Real Estate?  When was the last time you practiced your art?  Not just selling but perfected the small things in between.  Like the application, or the listing.  Detail makes the unconscious competence grow.  It’s ok to be consciously competent, just know when to ask questions yourself and or ask for help.  Fake it till you make it, only gets you so far.  Then you will need to master your craft.  In my illustrations that’s all about handling the objections, whereas this can be a lot of things in life.  Take a second and ask yourself how competent are you?  And push yourself to take the practice swings too, so you “do your role” better than any one else.  It’s a difference maker in the top performers and middle group in sales.  The top performers “see their goals, and track them”, whereas the majority reach for the starts but don’t increase their competence to get there.  I challenge you this week to increase your competence.  Practice an objection, learn a function of your craft you don’t know so well, or perhaps just practice the art of your craft, taking the 1003. (filling out the listing).  To completely finish an application in mortgages the Loan Officer should be unconsciously putting each supporting document they get into a category (income assets etc) to prove the competence of the 1003 they filled out.  99% of all issues with loans go back to the 1003 some way.  From asking the right questions upfront, to after filling the 1003 out, confirming what supporting documents you have against the information you placed on the 1003.  Do something this week to “level up” your competence.

Sell Well – JUICEMAN

 

50 + WAYS to GENERATE MORTGAGE BUSINESS

Want to increase your cash flow$$$$?

I spent the am going over a business marketing plan with one of my “Broker owners” who is drumming up a lot of business. The main thing he does with his 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>

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.
  2. Offer Specialty Financing- Market special programs on Flyers or print ads
  3. Help Realtors market their listings– Pre qualify the realtors buyers by using programs like listingbooster.com or http://www.singlepropertysites.com.
  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.
  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.
  6. Apartment Complexes: Buy mailing lists (www.ApartmentToolKit.com) and send postcards on a regular basis.
  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.
  8. Auctions: There are a ton of “cash only” that need Delayed financing right away.
  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.
  10. Blogs: Check out blog spots to social networking where top real estate agents blog. Connect with them.
  11. Business Cards: Use different ones with different messages on the back: one for sellers, one for buyers, one for professionals (banker, attorney, CPA).
  12. Builders Models: Stop by and leave your financing flyers.
  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
  14. Classified Ads: Great place online and in newspaper to see FSBO and call them
  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.
  16. Direct Mail: Target a couple of subdivisions and regularly send out mortgage information using the good old U.S. Post Office.
  17. Door Hangers: Door to door blitz anyone?
  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.
  19. Expired Listings: Offer to call expired listings for the real estate agent.
  20. Facebook/LinkedIn: There is a great way to drum up business on FB now and have leads come to you.  Facebook Marketing for LO’s
  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.
  22. Farm an Area: Become the local neighborhood expert.
  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
  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.
  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.
  26. Garage Sales: Is there a for sale sign in the front yard?  Do they need a mortgage?
  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
  28. Homebuilders: Find out what they are looking for in a lender and see if they will refer business to you. Network, Network, 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.
  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.
  31. Insurance Agents: You can also refer your clients to them who need to buy homeowner’s insurance.
  32. Large Employers: This is where setting up a corporate benefits program (www.corporatebenefitskit.com) can help you get your foot in the door by offering exclusive savings to their employees.
  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.
  34. Lists: You can buy lists for pretty much anything: neighborhoods, properties with no mortgage, mortgages older than five years, etc.
  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.
  36. Market Bulletin Boards: Grocery stores, coffee shops, restaurants, gas stations, even apartment complexes have pin up boards in common laundry areas for example.
  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.
  38. Neighborhood Newsletters: Create them or bring a fresh zing on an article to life with a small published article.
  39. Networking: This would include 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.
  40. Pens: Buy cheap ones and leave them everywhere with your logo on it.
  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.
  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.
  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.
  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?”
  45. Relocations: Get in touch with relocation companies or local companies who move their employees around a lot.
  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.
  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.
  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.
  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.
  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.
  51. TV: Cable companies may offer community service spots for free.
  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.

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.

Take your time and take the application correctly

Let’s talk habits!  Do you have a schedule taped to your desk?  Do you have a routine to ensure your LOA habits of successful sales is consistent month in and month out?  Yeah me too…. But, how many of us take the time to do the little things of detail to show the next person in line to execute your sale that there’s no information missing.  What I mean, is more than likely weather you accept credit cards, or have to fill in a “listing” or perhaps an “application” for the actual sale to happen, there is an exchange of information as well.

Some examples are Verification of ID, name, email address, how about how HOW LONG they have worked at any particular place.  And to PROVIDE a full 2 year history and then prove that with supporting documentation.  This is just application taking 101.  Same with Real Estate Agents.  I know they can probably relate with me saying there are listings they look at with their perspective client and then they notice certain info isn’t filled out.  That otherwise would be helpful.  Or there is a “kickback” in your close through the “underwriting” of the clients information and asks for a new card number.  lol.. Concentrate and take a complete app today.  In fact KILL IT, and use every angle to ask for a referral or to take the time to relate to build a relationship.

Take your time and take the “application” correctly.  Then when you get to a LENDER like MOTIVE we can work together to obtain automated approval in my system together.  I am a master at manipulating DU to make loans work.  PERSEVERANCE is the key.  Not in having just successful habits to PROSPECT and OBTAIN INTEREST, but to close the sale completely with all needed information on the basic 1003 for example.  Filling out your “bill of sale” so accurately with certain info it can be cross referenced to reinforce your “marketing” to close a loan on time.  Meaning slam it home.

The reason why some loans close fast and others take a long time, have to do with supporting information not matching the said 1003 application information to begin with.  Hence the condition on your loan that should’ve been addressed at time of application.  Best practice advice, READ your DU findings and use that as a basis to obtain info.  And base your DU information off your accurate 1003.  Be curious, ask as many questions as you can.  I used to make it goal to find out what color someone’s blinds where in their house throughout the application process.  The deeper you go in the application taking process on filling it out correctly, the more opportunity you will have to identify potential issues up front (ex. house not completed and you didn’t know at application).   Heck you better ask WHY, the answer is not to have a lower rate.  They want a lower rate because they need more money.  They need more money cause they are sending a kid to college next year.  That’s a cash out transaction uncovered by the application questions and digging deep.

Best practice tip, application 101, referral opportunity, uncovered true desire, and money in the bank.  All with having successful habits to take your time and uncover your “bill of sales” secret information left commonly blank.  FILL IT ALL OUT JUICY STYLE –

Sell Well today – JUICEMAN

TOP 10 REASONS TO SUBMIT TO MOTIVE LENDING:

**#1 JUST GOT JUICED – USDA PRODUCT ENHANCEMENT-620+ FICO now allowed/Residual income need removed, DTI overlay removed, WE MADE IT EASY and underwrite to USDA requirements.

10.       We allow Brokers to order their own 4506-t results from any major 3rd party vendor and submit for their loans.  (Must be direct from IRS)  Do you use, Data verify, or CBC Innovis to pull credit?  And have the option to obtain transcripts directly from them for your clients?  IF so, submit it in the loan we can use them.

9.       We allow Brokers to “Switch” from Lender Paid commission to BORROWER PAID commission in the middle of a loan (as long as CD isn’t disclosed) to reduce the costs for a borrower.  The act of closing loans did not change based on TRID.

8.       We allow Brokers to disclose a CD prior to being clear to close so you can start the 3 day wait ahead of time.  (Account Managers must have fees accurate)

7.       We have 18 AMC’s on our approved panel, which one is best for your clients is up to you to pick

6.       We allow loans to be submitted, either Broker disclosed (where you send in all pages of application package) or Lender disclosed (where we send the disclosures to your client for you).

5.       We go by Findings and allow manually underwritten loans for FHA/VA currently.  Let’s get a loan done today!

4.       We allow Brokers to talk directly with underwriters.  In fact I have my own team, and not only do I want you to talk to them, but I want you to develop a relationship with them.

3.       We allow Brokers to RAPID rescore credit and will use your credit report from any Fannie Mae approved vendor.  Never let a lender pulled credit report kill your deal.

2.       We allow Brokers to SIGN UP FOR FREE in January.  Add Motive Lending to your lender arsenal, and I will earn the right to stay there inside of 12 months.  (each BP is a 12 month contract that’s why all the lenders ask you to renew)

1.   ME.  Yes I am the biggest advocate in getting loans done.  I know how to steer my massive ship of loans to get to the end result.  CONTACT ME TODAY on any loan questions that start with “I gotta guy”.  My favorite, and the beauty is getting loans done because they are set up right.  I am a master at manipulating DU (even obtained a PROPERTY INSPECTION WAIVER today) and can help you know exactly how to structure your file upfront.  USDA just came out!

Sell Well Today and JOIN the JUICE (Join Us In Creating Excitement)

The Mortgage Juiceman Facebook Group

OLD GFE VS LE = New ways of doing loans.

How does TRID really affect me and what do I really need to know?

My answer is 3 parts of importance for you to know on how it changes the way the Mortgage Broker does business.  PS I SAID THIS BEFORE TRID EVEN ROLLED OUT>

Now LO’s need to IMPLEMENT these best practices.

1. The way Broker’s can switch lenders in doing business now changes.  The thing to know is the GFE and the TIL are combined.  So the fact the GFE wasn’t signed made it easy for brokers to “switch” lenders.  Now some companies are doing the disclosures, and some require the Broker too.  MOTIVE LENDING GIVES YOU THE OPTION.  You will now need to “create” a new LE if you are switching lenders assuming comp plans are different or the fee’s are different.  Then the borrower would need to sign that new LE (Loan Estimate).  OR you can submit to MOTIVE LENDING and have us DISCLOSE for you.

THE SKINNY PACKAGE IS BACK! Best Practice tip, even if the lender allows you to generate disclosures on their site, it’s always a best practice to disclose your own version out of your LOS.  (caylx, byte, encompass, whatever you use) CFPB won’t ever come after you for over disclosing.

2. The Tolerance items on the GFE as it is now are changing.  This could be a big movement in the industry.  And we could/SHOULD see “more” upfront fees on LE than we do on the GFE in the past. Here’s why…  The shopper will have a handle on Brokers that go skinny in the fees.  DON’T BE THAT GUY.  The average cost of mortgages just went up on initial disclosures, you should be displaying/implementing this more in your fee worksheets and LE’s upfront.  You know how the transfer taxes and owners title are a “ZERO Tolerance” item…. well guess what, that section of the “LE” or new GFE if you will, has changed to include more items.  Pretty much all the items in box 3 right now.  What that entails is the Credit Report fees, the Appraisal fees, Tax Service fees, Flood Cert fees.  So, better make a new BEST PRACTICE as a Loan Originator in my opinion.  At the beginning you should disclose the cost of an appraisal and 1004D upfront at least.  Better disclose the credit report fee and at least two credit sups upfront.  Hope to see Flood cert’s and Tax Service fees more common on the new LE as well.  These would be mandatory to disclose in my mortgage company if I owned one.  Because if your fee’s end up 1 dollar more we all know that the 1 dollar becomes a Broker cure on the difference and shorts your income.

Grab at an OLD 2010 GFE right now as you read this.  Look at the 3rd page of the GFE at the top where the chart is, you will see this;

This is and has been the “Bible” of rules of what can change and what can NOT change and what has a 10% tolerance allowed.  This HAS CHANGED and some Brokers don’t realize that they should change their disclosure habits as a result..

THREE major changes in Zero tolerance items that CAN NOT INCREASE (red) is changing to include some new items.  The zero tolerance category now includes;

1. Affiliate Charges – Zero Tolerance must disclose fees.

2. Fee’s paid to unaffiliated third party providers that consumer can NOT shop for/ FLOOD CERTS/ 1004 D/APPRAISAL/TAX CERTS = IMPLEMENT THIS, PUT ON LE

Then there is another change in the GREEN area of charges that are ALLOWED to change.

3. Charges paid for third party services not required by creditor, even if an affiliate

What this means is any third party service that is the clients optional cost to incur on any loan.  Such as an inspection would fit in here.   This means an Inspection is about the only thing that can be added to fees throughout a loan.  (assuming as a non required creditor fee)

Know your “Bible” of fees and how much and what can change, what can NOT change, and what has a 10% tolerance.

The act that I have preached to all my network prior to TRID about “creating a HUD1” out of calyx or encompass after verifying fee’s is going to be a big deal.  At the end of the process under TRID there is a new disclosure called the CD (Closing Disclosure) that goes out and you have to wait 3 days from acknowledgement to get docs.  Hopefully everyone knows this by now.  SO, that means no last minute changes.  IMPLEMENT THIS.  About the time the loan is CTC’d Broker’s should be verifying fees from Title/Escrow and then having processors verify all those fees and structure with a HUD1 you create out of Calyx/Encompass/Byte etc.  Or CD to be exact, or even an old fashion fee worksheet.  I don’t care, as an AE the biggest issue I see is that LO’s and Processors need to balance their file prior to closing more accurately than ever before.  Right about the time the loan is CTC’d.  Again the point is changes will delay loans and burn locks.  So it is important for all loan originators to adopt a new process that verifies structure and fees on a loan prior to closing.  Like a week before.  As the last conditions are sent in for example.

Happy Application Taking – JUICEMAN BEST PRACTICE

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How to have a lucrative sales career.

The most successful people in America are those that pay themselves first. That means they implement and take action to create results. In the SALES WORLD the best sales career’s are broken down into a few categories and almost always follow a similar theme. That theme is a TREND, or long term value through the use of services or products that are capable of being bought multiple times. The most successful income stream to make is one that has some type of residual component. Weather based on a service relationship monthly, or a consumable product that is reordered. The theme that is shared here is the impact for supply/demand is commonly found in following trends. SO BEFORE YOU GO AND SIGN UP TO SELL ANYTHING READ THIS.

Some of the biggest Trends in SALES COMPANIES now are health and wellness, energy, pharmaceutical, mortgage, real estate, insurance, consumable drinks (energy, water, beer, coffee etc), and fast food franchises just to name a few. Which one is best to make multiple six figures is up to you. The concept I illustrate here is that these “trends” are marked for a reason. When gold goes up, someone makes money. When the value of the dollar goes down, someone makes money. (Millions, and it happens daily).

So following the right “trends” is key to success in making a brand awareness campaign, or drawing traffic to sell whatever you sell. The baby boomer generation is a great first example. They lead the pack in setting “trends” that dictate what marketers should sell to them. Demand rules. So lead with that. If Real Estate is hot in your area why not do it? Why not get in while’s it hot? It’s never to late to start “SELLING SOMETHING THAT PAYS YOU COMMISSION”. What about one of those health lotions and potions companies people hear about called PYRAMID schemes and helps you look younger, healthier etc. Proven with testimonials the products can extend life in plants. Why not humans. I’m not a scientist, but I know of several that do this. It’s amazing stuff, and hear about people losing weight to building muscle’s. To even the younger crowd. MY POINT IS IT’S A TREND. Holly cow how many exercise P90X versions of hyped up dance routines are we going to see? Lol… Remember the purple dress? Or was is black or silver?

Trends are easy to identify, and if you SELL SOMETHING THAT FOLLOWS A HIGH DEMAND OR IS A CURRENT TREND, the ability to move on to the second step of positioning yourself to win.

SETTING YOURSELF UP TO WIN!
There are a couple of key concepts to grasp here. Look nothing sometimes really needs to be ORIGINAL. It can be other people’s IDEAS. Be careful as I always say, if those that you are taking an “opinion” from do not have what you want, why are you letting it bother you? You have to be THICK SKINNED in life. Heck especially in SALES. Vacuum sales man, to the door to door meat guy. You got to grow some GRIT about you, a swagger of confidence that portrays your belief in whatever your message is. (Selling whatever you do_) The sales concept is to pick a trend and then plug into a system of duplication that is already set up. RESEARCH the sales company and know what values they provide. Know how the potential sale can be repeated.

ENTER SECOND MAJOR STEP.
So consumables example, Lotions and potions, (health and wellness) get used up and need to be reordered. Even if you don’t sell anything, you can order the same thing yourself that your already using and share that ability to do so with others at a discounted price with more value. IF THAT PRODUCT OR SERVICE is already something you pay for monthly, why not find a sales company that allows you to make money using it. WHY not have a residual aspect of sharing that discounted plan to someone you know and create a big funnel of business on which you get paid. Let’s say for cell phone service that you pay for monthly. Instead of paying Verizon your money, why not pay about the same to some company that you SELL CELL PHONE SERVICE TOO, that allows you to get paid on that service every single month from the existing sales you’ve already made. Just a thought. Or how about GYM MEMBER SHIPS. This was a common TREND in the recent past. Saturated now I think. Pharmaceutical companies are a dream sales career. They pay a lucrative base and commission structure on the sales you get monthly from pharmacy’s for example. Would’ve loved to been a rep for Viagra, lmao. Again they sell on pharmacist and they re-order all the time. What about mortgages and Real Estate another TREND that makes the most money… Well Car sales like Mortgages have a longer cycle of which they can be re-ordered. So as a result, following this “trend” is a result of success of marketing and demand for what your selling. Well they have been in the top areas to make sales and income for a long long time. The point is to find a company that has a SYSTEM all set up so you don’t have to reinvent the wheel. Look for a great CULTURE to work at. Seriously the office walls are normally of color and not just plain white. There are obvious signs of success around you, and more than one car in the parking lot is one you wish to drive. Look for a system that promotes growth within, and look for a COMMISSION PLAN that allows you to do one of several things;

LOOK FOR A COMMISSION PLAN;
1. That pays you on developing a relationship with the end user. I know NO ONE that is successful that doesn’t sell something without the inherent feeling of HELPING OTHER PEOPLE! So may be a good idea to make sure your product does that in one way or form. Then as you develop the relationship perhaps that SAME SALE is just repurchasing an amount that you generate commission on. THE BEER GUY EXAMPLE> I live in a nice area a suburb of Detroit and there is a “high end” Beer Wine and Liquor store that sells all the rare wines, and special brews. The wholesale rep for some beer company is always there with a clip board going over a new order. I kid you not. The idea is that you have something that is used up, when is the next time you can “resell” that person? 7 Years down the road, 4 years down the road? How about every Quarter can you resell them your product? Do they pay for the service monthly and you get paid? Once you find one OR TWO OR THREE different companies that have a system in place for you to duplicate and see results all you need to do is COPY SOMONE ELSES IDEAS.

2. Look for a commission plan that allows you to not only get paid every time the sale occurs, but allows you to GROW A TEAM to leverage your efforts. THIS CONCEPT ALONE IS HOW THE RICH GET RICHER. They leverage their efforts on others or leverage their efforts by making their money work for them. To say they delegate is an understatement. For example you BOUGHT THIS TRAINING or were GIVEN IT FREE as way for me to show you value in the concepts of SALES. How many different sales companies do you think I belong too that allow me to leverage my efforts off of something that other people use monthly and just need to be reordered, or perhaps is a service to business partners that they use monthly multiple times? So any one client I have can have 10 sales in one month or more to me. It is through the business relationship that I create residual income as an ACCOUNT EXECUTIVE FOR A MORTGAGE WHOLESALER. I DO HOME LOANS IN BULK. So each month many of my broker partners may use me for my underwriting services to complete a loan or two or three. And I teach them how to drum up business in a total SEPARATE TRAINING THAN THIS. I HAVE A LOAN PROCESSOR TRAINING, I TEACH LOAN OFFICERS HOW TO PUT TOGETHER LOANS AND MARKET TO GAIN THEM. I HAVE A SEPARATE TRAINING FOR MORTGAGE ACCOUNT EXECUTIVES TO HELP GROW THEIR BUSINESS. I SELL HEALTH AND WELLNESS NUTRITION FOR WEIGHT LOSS BECAUSE I LOOK TO HELP OTHERS THAT CARE ABOUT THEIR HEALTH. TO FOLLOW A TREND, TO SELL IN REAL ESTATE, SELL SOMETHING ONCE TO HAVE MULTIPLE SALES and DOING IT MULTIPLE WAYS. The most successful sales folk do not just have ONE stream of income.

3. Look for a support system in sales companies, the tools they offer to help you have “ammo” to add value to those you serve.  Look for a system of duplication as I said, but utilize these concepts of OPE/OPI/OPM. Which is other peoples efforts, ideas and money. Money in the wealthy community just makes their money work for them. IT CREATES TIME! OPI is training and information that will help you see the same success as the top sales guy there. OPE is the ability to build other people in some way shape or form. Some people don’t want to “manage” others. But there is a way to leverage your efforts to create time without managing someone. Which is the last aspect of looking for something to sell, that can have a residual effect when that one sale pays you MORE THAN ONCE. Hence leveraging your efforts to get more done and creating time. Either through automation on individual sales following a popular trend with high demand or that relationship or service paying you over and over for the first single sale. (insurance for example). Once you create “time” and a “money” machine that works even when you are NOT working. That is when you create successful sales career..

I recently saw a very wise old salesman jump into a facebook commentary and note “A Sale is NEVER CLOSED”. That is correct. This follows the gold rule of marketing, that it is cheaper to sell something to an existing client than to find a new one. That is the concept that makes SALES THE TOP PAYING PROFESSION IN THE NATION. Once you find your product/service to sell weather you use up yourself or believe in it, or care about that product/service, do it to inherently feel great about helping other people, then you will succeed. Nobody care’s about how much you know until they know how much you care. Believe in something that you sell, that helps you plug into a system that you can get paid multiple times on one sale. Then hopefully you can share your success with others and show them how to get paid too. And then get paid when they get paid. Growing a sales volume with an override. I’ve been in sales leadership positions where the value I placed to other’s helped them make a sales, so in turn I got paid when they made a sale, along with myself leading by example.

The biggest part of MY SUCCESS was choosing GREAT COMPANIES to WORK for, that have an engaging CULTURE, a great COMP plan with some residual component, and the ability to duplicate yourself and build a team to leverage your efforts. Then I always have a great attitude, I take action, even if I fail, I get up faster than everyone else around me. MY ATTITUDE AND EFFORT ALWAYS SEEM TO SHINE. No matter where I worked I always felt like I worked the LOA harder than anyone else. As a result my attitude was of “can do” and my results always followed my effort. It’s a numbers game, plug and play as I say.

Bottom line in reading this, I hope you seek out a sales company that follows a trend or high demand product or service and one sale can be made into multiple reoccurring sales. If you are lucky and good at leading by example maybe they have a culture you like and they promote within and you grow to become a National Sales Manager yourself! Find a way to teach others your success tips and tricks along the way. THEN ONCE YOU FIND A COMPANY AND COMMIT THE ONLY OTHER ADVICE IS TO MAKE YEAR ONE THE FOUNDATION. GO ALL OUT! The idea is I hope you sell something that allows you to create a residual component to it that allows you to enjoy life and create TIME for your FAMILY AND LOVED ONES. Sell well. – JUICEMAN

The ULTIMATE Sale

You have a client on the fence and you stop pitching and be personable.  TELL them about a sales contest going on, tell them about your CULTURE.  The “pillars” as I think Dan Gilbert “branded” across the mortgage industry, are these foundations of “client centered focus and service” that most companies in the mortgage industry have plastered on orange walls somewhere.  **Note to self, paint walls.  Motive does have pillars much like other past workplaces of mine such as UWM.  The area in Detroit is saturated with high end mortgage company training dominance and the training most LO’s/AE’s come out of in this area are of top notch.  Much love to my man Toe-Knee Knuckles.  Same with Matt Boshi at UWM.  Stellar coaches.  Most great coaches will tell you sell yourself.  Selling your company and their values is a part of that.

BUT in all the hard work in the call centers, you must ignore the noise, and take the roast out of the oven with intent to do the right thing…lol… These PILLARS are your BEST SALE and sit right in front of you.  Share your pillars with others in your sales today in whatever you do.  Remember in my article Believe In Better I say the first step is to BELIEVE.  And part of having that belief in sales is leaning on the “Pillars” that founded your CULTURE.

AT MOTIVE LENDING our pillars are AACC.  Accountability, Accessibility, Communication, and Consistency.  My management does the best job Motive-ating these through the company.  And live up to our pillars we stand for.  Love how Motive does this.  And today at the END of the month the time when relationships and timelines are tested, it’s with great pleasure that I get to lean on the foundations of Motive.

Sell well today, sell your CULTURE and Pillars you stand for! – Juiceman

Who is this Mortgage Juiceman?

Who is this “I got a guy” guy?  Who is http://www.themortgagejuiceman.com?

WHO is this Shawn “Juiceman” Devlin? A top producer at some mortgage company?

Nope. I once was, I did “been there done that”, but did retail and did it subprime. So I learned the hard way.  I learned actually how to read a title report and appraisal or inspection. Took a 1003 the long hand way without all the software we have now days.  I hit the cowbell 7 times in one day on multiple occasions. We would ding a bell when a “book” came back with all the TILA/RESPA disclosures with supporting income & assets for a mortgage application to be submitted.  The most mortgages I wrote in one day seemed to never go past 7… I just stayed consistent. And I have got boxes full of awards collecting dust. lol

So, where do I come from. Well in 1997, I walked into a car dealership a week from graduating high school from my small hick town. Went to a main street big city dealership with a smile, a suit, a great attitude and shit load of enthusiasm. Dressed in a suit with a clip board in hand holding my resume. I was there to report to the parts department regarding some clerical position I found in a Sunday news classified section. No shit. I can’t make this up. What happens next CHANGED MY DESTINY. And as I stood there in the middle of the showroom floor waiting holding a clip board in a suit, all the sales guys were smurking at me. I walked over the purple Plymouth Prowler in the middle of the show room floor and picked up the window sticker that wasn’t on the window but the front seat.  I placed it on clip board and started reading and going through in my mind what and where each thing noted was.  18′ Rims yada yada… All the sudden in deep reading a guy walks over with jeans with a hole in the knee and a white stained t-shirt.  The T-shirt had red stains on it that I just ignored and offered a warm enthusiastic hello.. Thinking I was waiting for him, not he was waiting for me…

In the proceeding next 4 or 5 minutes every sales person, parts person, clerical person watched me walk this guy around the car and do a formal 5 point touch.  (walking through each aspect of the car) With exception of actually sitting in it, starting it and driving it… I painted this guy the picture of the PURPLE Prowler going down his drive way.  When he asked me “how much does it cost?”, all I could do is smile and say actually, “I don’t work here!”.  KID YOU NOT.  I will never forget the next moments as the hand that touched my shoulder says “sure you do” why don’t you come in my office to the customer and I.  We walked into his office and the owner of 6 different chains of Marco’s Pizza buys it cash, and I get the “job”.

So that’s how I entered the world of sales.  And bought my first motorcycle.  lol. Key here; Enthusiasm is the key to persuasion without pressure.  Now I help others take 1003’s (Mortgage applications) and close home loans with my Motive-ating team.  Today I offer free consultations to LO’s to know how to drum up business.  I do free strategy sessions almost every day.  I do this all the time and coach broker owners to individual LO’s and help them add value to their clients and help them find more clients to help.  And as a result I have a ton of LO’s across the Nation that call me when ever they have a question that starts with “I got a guy…”  I’ve become a go to JUICEMAN for guidelines and tips to generate mortgage referral business and ways to put together mortgage loans.

My call to action today, is to like;

http://www.facebook.com/themortgagejuiceman

My call to action today, is to join a support group for those in the mortgage industry.  It’s Sales Talk with Mortgage Pro’s.

http://www.facebook.com/groups/MortgageJuiceman

I will share what I see as PROBLEMS all the time in the mortgage origination world and provide solutions to these common problems.  I will share best practices, origination tips, networking, ways to handle objections, and ways to actually DRUM UP BUSINESS.  Hit me up with your next “I got a guy” question. I can’t wait to help to be your Juiceman.  – Shawn “Juiceman” Devlin

Mortgage sales expert. Helping mortgages close everyday.

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