Realtors and my book offer

Today I republished my book.  “Persuasion as an Art”  I have a ton of new things going on with growth personally and professionally.  Mostly I am thankful for the opportunity to create my own destiny with a sales career that engages relationships.  Through a need noted by several of my Broker partners whom always call me for guidelines and mortgage scenario’s.  Multiple people told me to do this years ago.  Well I did it 30 days ago.  I created this blog; the mortgage juiceman dot com.  And I’ve published over 50 articles and video’s in a short time.  And while it’s becoming a normal everyday habit now for me to do, and fun.  IT’S PAYING OFF BIG TIME.  I am servicing a need for guidance to the REALTOR network on a need for good LO’s.  I am servicing Realtor’s with guidance on guidelines for mortgages.  And as a result, more and more Realtors are just PM’ing me or using Facebook messenger on my group online.  Yes Group.

If your not on Facebook doing funnels in originating loans your missing out. Here’s a link for that;   Facebook Marketing for LO’s  There is also a large GROUP need for mortgage pro’s to network and gain referrals.  I have created a persona online of “The Mortgage Juiceman” and also have a Facebook group to go with it.  The Mortgage Juiceman Group

Now, I have more and more Realtors giving me leads to borrowers to pass on as LEADS to my Broker’s.  So I am using social media to essentially get leads for the very people that send me business.  WANT TO BE A PART OF MY ELITE GROUP OF BROKERS GETTING FRESH LEADS FROM ME?  Well you got 9 days left to get partnered with the JUICEMAN and MOTIVE LENDING for FREE.  Click here to sign up, Motive Lending Free Broker Package

Realtors any referrals to local Brokers to be signed up with me to close loans too, have them click the link above.  I look forward to helping as many people as I can and will be starting with anyone in sales. A great read for those of you into investing in yourself to get better at sales.  My Book; “Persuasion as an Art”

Sell Well, here to help Realtors, Loan Officers, and Processors make it easy and close more loans. – JUICEMAN

 

Attention Real Estate Agents, please help me.

ATTENTION RE AGENTS, I NEED YOUR HELP.  Today, my JUICE (Join Us In Creating Excitement)  is for a call to action from RE Agents.  I encourage LO’s across the Nation to network with Realtor’s for business but have not had the chance to do so on a mass scale myself.  Today I am sending that message.

I AM ASKING RE AGENTS to SHARE my BLOG “The Mortgage Juiceman” dot com, to their favorite Lender today.

WHY?  I can help you get paid by closing more loans.  I am an AE at a National wholesale lender.  What I do daily is teach LO’s how to originate.  In fact I HAVE AN LO TRAINING, a PROCESSOR TRAINING, and an AE TRAINING that I help others in my industry get better at what they do.  By knowing guidelines, and giving tips to ensure the application is done right upfront and your PURCHASES close.  I am a go to guy, whenever the application or credit has blemishes and LO’s have “I got a guy” questions.

I WANT TO BE THAT RESOURCE FOR YOU REALTORS THIS YEAR.  It is my commitment in my endeavor to close more than 100 loans a month this year, to help Realtor’s have the communication they want.  The answers to why sometimes, and the correct expectations with timing due to TRID.  As a liaison between the Broker’s/LO’s and Realtors I’ve found a HUGE GAP in understanding lending laws, to underwriting guidelines and truly having a pre-approval worth accepting an offer on.  And this year I am bridging that gap by being interactive and posting the video’s on what works and what doesn’t.  By networking with more and more RE Agents I am actually helping prescreen borrower’s that Agents have and then getting “leads” for Brokers in my network.

Please reach out to me on FB or LinkedIn and let’s partner together this year.  Share my contact information with your favorite go to Lender/Broker this afternoon.  It could be the referral that pays you on multiple loans this summer.  I am looking to grow my presence in the following states, PA, CA, FL, VA, WA, CO, TX, MO, NJ, GA and MI.  If your in these areas I have Broker’s there, and they are really good.  Not only can I recommend you to one but I want to network with WHO you like as a Lender.  Please help me by referring my info out to your favorite lender today.

-Making a difference in the lending world and helping others make a living by closing more loans.

Shawn Devlin – The Mortgage Juiceman

sdevlin@motivelending.com / 586-737-7456 Office Line.

PS. Broker Packages are FREE in the month of March! Let’s get your favorite lender on board and do business together.

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S.M.A.R.T

Maybe you’ve heard of this analogy before.  It has to do with setting goals.  Having goals is a key to success and knowing the end vision will help you create smaller goals to help you hit the big one’s.  Goals must be conceptualized and then written down.  Once established then implementing action to hit the goals is key.

Get creative in goal setting and use your imagination.  A lot of millionaire’s visually connect with their goals.  They have a dream space.  A picture of the car they want to buy, or a model car to stimulate their imagination.  It’s funny how I found a old sales book not to long ago and reviewed it’s contents with awe.  I had pictures of a house, a family, an SUV, and various other things on a collage that I made in high school of things I have now.  At one point in my sales career I went to a BMW Motorcycle dealership and had a famous racer sign a poster of the motorcycle I wanted to buy.  I made into a mouse pad, and today, I’ve had that motorcycle for a few years now.

A goal should be Specific, Measurable, Attainable, Realistic, and Timely.  A goal should be specific to you, it’s ok to dream a little and shoot for the stars.  That’s why it’s a goal.  Make sure it’s measurable, as I always broke down my commission pay and found out I only needed an extra 2 sales a month to reach my goal in a few months for example.  Goals should be attainable, even if a little stretch, they should also be flexible.  Getting a new Ford Taurus is a little off from a Porsche 911.  However, flexible in that a new family car was needed.  Goals again should be written down and shared with others.  While subconsciously if you make a goal and make it a picture or collage if you will, it can help feed that subconscious part of us.  By seeing that goal everyday on my mouse pad, it enforced the action of making that extra call or two or five.

The difference between the top 5% of any sales team and the other 95% is the goals they have, and how the top performers focus on productivity to get them there.  Not just hope for the production to happen.  The smaller goals help reinforce and bring the bigger goals to life.  Then provide a framework for timing your goals.  Make long term goals 10 years out, then mid-range goals 3-5 years to reach, along with annual goals.  Then break down the activity needed to do quarterly to reach those goals, even monthly to focus on hitting the goals set.  The more you analyze this and break it down.  The more obtainable your goals can be.  Then reinforce those visions with something that can help you see the goals daily.  A dream space collage or picture to help the subconscious mind work with them is best.  The more you do this in life, the more goals you will reach.

This week, as we wrap up the first quarter of 2016, revisit your goals from New Years.  Check to see if you’re on pace to hit them, or perhaps create new one’s that help you achieve your goals.  Then create a dream space to allow yourself to “see” these goals daily.  Heck, at least write it down and place that note in your closet, then as you get dressed re-read what you wrote down everyday.  Subconsciously doing this will embed your dreams and goals in your mind and small things will happen to help you achieve your goals.

Sell Well – Juiceman

Happy St. Patty’s Day Lad!

May your day be touched with a bit of Irish Luck, brightened by a “why” in your heart and warmed with smiles by the people you love.  My “why” is the family I have like most.  It’s also the joy of the partnerships I have and ability to help grow small businesses across the Nation.  For all my why’s I drive myself to make extra calls, be available late at night to take a call, make efforts around 10:30 pm to check my emails before I wrap up the day. I have high energy and a great attitude to never give up, and have created successful habits that drive my luckiness.

LUCK is created, someone “finds” the four leaf clover.  You have to be looking down at the ground and see a little 2 inch plant.  Seriously, if you’ve ever found one you either looked down and then it hit you as you recognize immediately what was in front of you, or you actually “looked” for it.  And if you happened to ever gaze in a field of green leafs on the ground you were doing something.  Thinking deep probably.  You created your luck.  Luck is a by product of your efforts.  THE HARDER YOU WORK THE LUCKIER YOU GET.  So in theory the more I work my law of averages and spread out my reach to partner with broker’s the more loans I close.

I love the fact that the more relationships and more people I help see success the more success I see.  Today, do the normal “adding of value” during your pitch.  But try something special.  Today, call as many people as you can and limit your calls to 3 minutes.  Call as many people in your contact list and be short and sweet.  Just spread the joy in your voice, and touch base, ASK for the sale, and then move on.  SPREAD YOUR LUCK OUT TO AS MANY BUSINESS CONTACTS AS YOU CAN.  Say Happy St. Patty’s Day and make the other party smile.  Wrap up a business matter or better yet, tell them your calling to “make an appointment” with them for a follow up call.  Gain a commitment inside of 3 minutes to call the prospect back tomorrow.  For those of you that have multiple steps in your sales process, Holiday’s like today are the most enjoyable on the phone and in person.

Have Fun, spread your Irish Luck out and reach out to as many people as you can in your network.  I bet you gain a ton of business doing this in the next week.  🙂

Happy St. Patty’s Day

The Little Leprechaun’s nonverbal way

The little leprechaun’s way (sales pro) of communicating is often the most advantageous of all.  It’s the non-verbal communication queue’s and is often times the most important.  This concept works hand in hand with old saying, “it’s not what is said, but how you say it”.  This involves the nonverbal communication at the time of persuading, and will include but not limited too; body queues like stance, posture, facial queue’s and hand gestures during the act of the communication that will determine the effectiveness of the message.  And ULTIMATELY can impact the created meaning.

In sales of all types and in communication, the little leprechaun (sales person) develops habits of non-verbal queue’s that could help or hurt their intended meaning.  Non-verbally this could be the way a person leans on something, or the way they hold their hands.  It could be through voice inflection as well to stress words.  Over the phone it is easily transposed when someone is smiling. Hence smile and dial :).  Sometimes a message’s content needs to be delivered over the phone or in person to stress importance versus another communication medium.  The nonverbal that accompanies it can be the trick to get the best intended meaning across.  Try non-verbally communicating by placing the widget your selling in the prospects hand, or having them drive home to see how the car fits in the garage. Go deep and have fun with it as you paint pictures and assume ownership.  Nonverbal communication is a great aid to paint the picture of *the client hanging blinds in the new house decorating or *the money saved to be in the bank or help a new purchase.    The best trick to this is get your hands out of your pockets.  Wave at a client, give someone a high five, or even STAND UP when your selling.  Motion creates emotion.

The little leprechaun’s of the world (Sales Professionals) should want to focus in on both the message and the nonverbal queue’s that go a long with it to create it’s intended meaning. This is the act of the presentation, and this is where “practicing” helps to develop those good habits.  Verbal and nonverbal queue’s to communicate go hand in hand.  Nonverbal communication can help reinforce words or show agreement (nod), or even help dictate the emotional state someone is in.  Nonverbal queue’s can provide feedback (thumbs up) or help regulate the flow of communication to signal to the other party when done.  There should be a nonverbal or visual that correlates the meaning of the message delivered verbally every time in sales, in person or over the phone. Try starting with a smile over the phone, trust me it works.  Try this;

As you sell today, paint pictures and use your hands to visually display that picture of your product or service helping your prospect.  The more visual, your verbal and nonverbal’s get working together, the more that client is “actually picturing the end result“.  The painted picture of a new car, new mortgage etc.  Stand up straight, try subconsciously to display the positive, confident, and enthusiastic message with your nonverbal communication in your pitching to sync with your verbal communication.  Remember “Enthusiasm is the key to persuasion without pressure”.  Stand and sell, paint pictures and let your hands help in doing so nonverbally.

Sell Well – JUICEMAN

Enter the LUCK of the IRISH

Luck you say?  Luck is in you is what I say..  Luck is the fruits of hard work. The harder you work the luckier you get is the saying.  Well, I will endorse that if the luck your working has to do with the Law Of Averages in sales.

The Law of Averages is just the Luck of the yes’s compared to the no’s.  That’s the end result of you asking for the business over and over.  When I wrote loans, to selling cars, to giving away security systems door to door, no matter what I sold, I got lucky because I worked harder than others around me.

Well, not so sure it was luck.  I just always came with a positive attitude and a want to copy the most successful person in the room.  So I displayed the same amount of energy the top producer had, and then some.  I studied to know ways to “benefit” the prospect. Then when ever I got the chance to deliver one of those “bullets” I studied, I would try.  Over time the more and more I did it, the more and more interest I would gain from the prospect and turn them into a customer.  I got lucky a lot.

From knowing my angles of the sale to having the ability to bond with people, I got lucky when I asked for the sale.  And over time the ratio of no’s to the ratio of yes grew and grew.  My law of averages improved.  Now, some say that’s skill.  Well I didn’t always have that sales swagger, I just didn’t know what I didn’t know.  And as a result I just knew if the top guy/gal was the one to beat, I had to move to do it.  So while everyone else was walking to the next door, I was running three houses ahead.  In stead of taking breaks to think about the next call, I was on a mission.  I pounded the phones.  Instead of waiting for someone to come into the dealership, I was on the internet fishing for prospects to come into the store.  Instead of driving across town to meet a Realtor face to face, I called 20 more.  It all boils down to your effective use of your time “prospecting”.  The harder you work at getting in front of someone to pull out the bullets you have, the more success in sales you will see.  Or Luck shall I say.

There is no magic wand, or a pot of gold at the end of the rainbow, just fruits of ACTION.  Action is the things that drives the luck.  And if you are in a hurry to get “lucky” then out call, out knock, out pitch your top guy/gal in the office this week.  The harder you work taking action in sales, the luckier you get.

Sell Well – JUICEMAN

Got an action taking story yourself? Post it on “the mortgage juiceman group” on FB.

Mortgage Juiceman Group

 

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.

Mortgage sales expert. Helping mortgages close everyday.

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