#WhackedOutWednesday – The most under utilized program is the USDA loan in my opinion. And today, because it is a #StrikeZone for me, I wanted to highlight some things for you mortgage pro’s. This is a fantastic program, and guidelines and “zones” have been updated. You’ll be surprised, you might find this is a great loan to segment an advertising campaign with.
I’m including a few links today, and the 1st will be a link to gain GUS approval on your end. Many Broker’s seem to not have this set up, and you can do so right from my website. 2nd link will be the calculator to help you see if someone qualifies for this loan. I go over several guidelines you should know, from what constitutes a large deposit to DTI ratios to look for.
I believe this is a great program, and a #StrikeZone for me. Here’s the links to help you;
The link for the GUS sign up for you brokers — CLICK HERE!
The link for the qualification calculator for USDA —- CLICK HERE!
For those of you that like ideas to source new business, here’s definitely one of them to segment and see if there’s a USDA zone near you. #SellWell
#WeekendCalltoAction – Build Your audience on social media this weekend. I go over a few key things in this video, but the main thoughts to focus on is whom are you connected with? Are you growing your target market?
Think of this way, you get 5000 people max to connect with on Facebook, are you topped out? Better yet are the majority of your connections in the States that your licensed in? – If your using “LinkedIn” to connect with professionals, are you growing your referral network on there? Just thoughts I see and suggest people to do all the time.
Grow your audience and whom you are marketing too. Plain and simple #WeekendCalltoAction! If you want a great support staff for you wholesale loans, click below, I’m still growing! Fill in below, the next Broker Package we approve could be yours! #SellWell
#WonderfulWednesday – Transition into market dominance by investing in you! Trust me all the top dogs do it! Everyone dominating in their market uses tools. No doubt and they have invested in themselves to learn how to leverage social media. In some fashion they have marketing working for them.
The first today is all about the good old never out of style website. You all should have one of these that at least helps you collect names, phone numbers and emails. In some fashion. Maybe have a mortgage calculator on it – I don’t know, but if your website is from 1983, might be a time to upgrade. – Jus Saying!
Second is my BLUEPRINT! This is what I’m doing with each of the LO’s for years that have been in my network. I’ve helped a lot of people in and out of my network now. It’s a way to learn to expand your referral network and ultimately increase your relevancy, reach and results in getting “organic” traction on social media. This helps when you get started into paid ads and various other “advertising”. I do this generously and add a ton of value to help any one get started. Mine is not 1000’s of dollars. However, I’ve been told I should be charging 997. If you want to begin to taste the rainbow of marketing online, CLICK HERE!
Last and certainly not least is the #NextLevelLO training that I endorse. I know the coaches and the content in this can help any struggling LO level up. From scripts, to processing tips, to marketing ideas to lead generation techniques. This has it all. If you’re ready to Level UP – CLICK HERE!
#TwoforTuesday – A great idea to know these as more “departing primary” scenario’s are coming up. People are #Downsizing and #MovingUp this year and we will probably see more of this in the summer. Gift guidelines are also gone over as a reminder when you have multiple units. Then the URLA info is a BONUS, link will be below the video today if you want to #Checkitout!
If you want to see the new URLA as Fannie Mae’s team has announced it’s completion just last week. It doesn’t come out officially until July 2019 and not required to be used until 2020 sometime I believe. Check out the look and feel of it HERE!
#TwoforTuesday – How are you using social media? As a search engine yet? As a way to search for new referral partners? Two things, groups and pages! If you don’t have a page yourself and you sell RE or Mortgages, make one. Then grow it. Second, join groups all the time, don’t just add a bunch at once FB will block you for that. There are groups for just about everything, I suggest you join groups that support your past times, hobbies and likes. That way it’s easier for you to develop a presence that you can leverage later.
Do not “advertise” in groups unless you add value to the group first, just thoughts. As owner of over 10 groups, most around 3000 people, I segment the content and group focus for the types of people I want to “gather in there”. It’s a way for me to build an audience and add value to everyone. You should do the same, and join groups that are not yours and develop a presence in them to be seen as an authority. It’s easy to do if you are adding value to the group based on the groups focus. As far as pages go, you should be advertising on your page and then sharing that relevant post into groups that coincide with that content. Pages are also a great thing to “look up” and expand your referral network with. Most LO’s spend too much time focusing on just RE agents when they could be getting leads from different types of partners. Use FB pages to search those in your area that could be a good fit for you to network with. As an added “bonus” make sure you are gaining testimonials and looking at testimonials other pages have. It helps to give them too. 🙂
Social selling is an art, and there’s a way to “reverse” sell to those you connect with. You just need to nurture this practice with your prospects more, or referral partners in order to gain exposure. Comment on enough things, like enough of their posts, be omni present in many groups – those people that see and engage along with you on your posts or someone elses are people that have grown to see your “value proposition”. What you can do is leverage this, contact them directly and then the call is warm and not so cold. There is a fine line between being stalker-ish and happen to be showing up. If you do it right, networking on social in groups, pages, and on peoples posts can help you social sell big time. If you engage with someone “new” on purpose over the next week more than 8 times, and then go back and call or PM that person, I can bet you my lunch they will openly have a conversation with you. All because you engaged on social with them for a week. Funny how this works, but if you “show up” more than half a dozen times in someone’s feed, they seem to think they are getting to know you. Use this technique to grow relationships. Besides #SocialSelling is fun when you do it right. 🙂
#WeekendCalltoAction – There’s GOLD in them lists you develop! You have to go back and update them, add to them constantly, re-market them and stay in front of them!
If you’re in the mortgage industry for any length of time I’d suggest you go back through your lists and update them, reconnect and re-market your database. A great in is to know or “remember’ what each person does, and that person may be able to open a new networking opportunity for you. Even if it’s being the newest addition to some corporate benefits program at some corporate USA role your past client is at. You’ll never know if you don’t market to them.
Especially those “self employed” borrowers and offering to help their employee’s get a home too! There’s GOLD in them lists, you just have to market to them with a little tenacity. Consistency is key in everything, even email marketing. There is definately something to be said about those that build and develop a list over time. If you go back and maintain that list, add to it and retarget them periodically you will be surprised at what “bites” you get. It may not be them looking, but it’s a great way to gain referrals and keep your name top of mind when it comes to home loans.
Hope you find some GOLD at the end of the rainbow too! Happy St. Patty’s day weekend ya’ll – #SellWell
#ThursdaysThoughts – Each lender has their product mix for an angle to help you mortgage brokers. My non-qm product is advantageous for INVESTOR loans BIG TIME! Today I highlight some advantages on this program.
When filling your brokerage with a lending roster to help you close all types of deals you want to evaluate who does what in regards to the BRAWL movement. Yesterday was a big webinar on the “score cards” for this. A great webinar given by a fellow colleague and head of the movement, Anthony Casa. Great guy, and did a really good job breaking down what Broker’s should be looking for in regards to lenders.
Well guess what, I’m one of the “Good Guys” and on this list. No I don’t flaunt and advertise my home base brand too often, but this is where the mortgage JUICEman started. And I’m glad to be back at a lender that cares about the vary businesses I help grow, Broker’s. To me, one of the biggest things that has made me successful is offering tools for the teams that I help. If your a mortgage Broker and you want a lender that will help you retain your clients, and advocate for your business. Hit me up, we are a great addition to the finance team you have on your lender roster.
Check out the video today, I go over a ton of cool guidelines quickly and can help you know the in’s on the program. To view the full product mix today, click here!
If your interested in having the mortgage JUICEman help you and your team close more loans with great rates, fantastic service and the ability to help you generate more loans click here! – I’ll call you next!
#TwoforTuesday – Some great conversations happening out there recently and wanted to highlight some conversations recently about LO comp and Borrower paid transactions. Assuming you are a LO at a Broker shop, whom does TPO business, you still have to have a set compensation agreement for all loans. The Broker is allowed to incentivize you based on volume, however, for the most part you are to be paid the same amount on all deals. Borrower paid or Lender paid!
Now I am not a lawyer by any means, I just make sense out of these laws and attempt to spread the word. As an AE, no LO should be in a position where they “send” loans to any one lender to be brokered and be paid “more” for doing so. The LO should be picking the best lender for the given loan and borrowers situation. AND that doesn’t mean the lowest rate or highest spread. There’s customer service, there’s turn times, there’s a handful of other things that could be taken into consideration. Rate doesn’t dictate the “best option” for your client. Period.
Second point today, Borrower paid transactions. If you are a LO, and you have a set comp plan with a Broker, and decide to go borrower paid, you should still be “making” enough to cover that comp plan. OR the Broker should put a clause in their comp plan to LO’s that states they are not allowed to charge less than the agreed upon comp per deal. That way the “house” never has to pay out of pocket to pay the LO. That’s not good business obviously.
I am expanding and still helping new Broker’s in 2018 to grow their business. I am not a typical AE, what I do is help my broker’s actually source business. So not only do I help with guidelines, scenario’s and pushing your existing loans to the table, I help you learn to source new business. And I do it online, where I teach Broker’s how to expand their referral network, and help their business grow. More leads = More closings. If you’re struggling with business, or just happen to be on a mission to grow this year, I’d like to work with you. CLICK HERE and we can chat! #SellWell
#MondaysMotivation – Creating urgency to help clients get off the fence and start with you is an art. A form of persuasion at it’s finest in the sales industry. One of the best ways in the mortgage industry to do this is with the rates. What you quote you want to be able to deliver. But if a client hangs on to your quote for two weeks and comes back to you things could be different. We are in a rising rate environment at this point. The trend is upward. This isn’t a new thing, but rather just more “noticeable” recently.
Explain just that to your clients. What they get quoted today will be different tomorrow. In almost all mortgage situations. Things change daily, us mortgage pro’s know that. But your clients do not. Use the “changing times” to create urgency within your pitch and gain a commitment to do business!
I always sell in ranges when quoting rate(s), but now more than ever it’s important to explain how things can potentially change, and advise your clients to commit and move forward with you!
When in doubt, ask for the business again. Don’t hesitate to say your going to do your best to deliver on what you show them today, but it’s important that they act now! The only way you solidify costs is with real invoices from all third party fees and a locked rate. Simply state; “Lets start the process today!” #SellWell
#WeekendCalltoAction – Facebook’s new algorithms explained! Facebook recently changed algorithms on Fan pages so you see more of your friends and family. And less business page posts. – Unless, you either follow that page and assign to see posts first, and or you are friends with someone that posts it on their personal profile. Or you are tagged in the post on the fan page. Either or, will do it I’ve found.
So what’s all this mean! – It means you can’t just post on your Fan page and expect enormous reach without pushing or pulling your message organically or with a paid targeted ad. (Boosted Post). The weekend’s call to action is to help you plan post actions. For example you should schedule a post that allows you to “tag” your other team mates. I call it a “PEOPLE POST”. Like in the middle of the week do a picture of your office or a post that describes your culture. *(remember all posts do not have to be selling – make it fun) Then tag all teammates in the picture or that work in your office on it. When the posts shows up, ask those teammates to engage with it.
Here’s another one, make a post of a “selling bullet” you have, could be anything. Then once that hits, plan to “share” that post to your own personal page from your fan page. Make a small comment when you do and ask your followers on your personal page what they think.
The concept is simple, PUSH or PULL your messages. This is technically marketing 101, however it starts with a phone call for many to spread their message. Now a days you can get your messages or campaigns seen by many from driving campaigns online this way. You have to have a plan and then execute on it. It’s the actions after the planned post that matters. Many just post, and have lost exposure since the new changes. This is why. #SellWell
When you want to know how to do this yourself I have #TheBLUEPRINT for you. If you don’t want to learn it and just want someone else to do the campaigning for you, there’s a service for that too! 🙂 The BLUEPRINT is here!