I get this question an awful lot… “If you were me, what would you do to jumpstart your paycheck?” It’s a fair question as I can see where many of these loan officers are coming from. Just look at how much the market has changed.
The inherent problem in answering a question such as this one though, is I am not you. I have no clue how hard you work, if you will stick with it, what you are, or are not willing to do etc… There’s many variables involved here.
HOWEVER, let’s make a few sweeping assumptions to better allow me to answer this question. I’m going to assume that you work hard, I’m going to assume that you are telling me the truth when you say “I’ve tried everything” and I’m going to assume you’re actually working when you’re in the office, instead of emailing, and surfing the web… (Haha - You knew I couldn’t resist ribbing ya a bit there)
Ok, so what’s a great way to jump-start your pipeline?
#1 - Think big, think fast
If you listen to all the people who tell you to not expect quick turnaround for your marketing efforts, you’ll only do small minded marketing, because you EXPECT failure. When you expect failure, you “play it safe.” Can any of us really name any business, or person who has just exploded their business by “playing it safe?”
I can see an interview on TV now: “Well Bob, see, we reigned in our marketing efforts, and stopped meeting prospects and waited for them to call us, and BAM!!! Next thing you know we’re going Fortune 500!”
No. You need to THINK big before your actions will reflect and mimic your dreams.
loan officer #1 - Is thinking big. Knows he’s valuable and has a lot to offer, and he plans on getting at least 3 loans this month just from his realtor partners
loan officer #2 - Has heard that it takes 4 - 6 months from the “guru’s” to get any business from realtors
Who’s going to win this? Even if these 2 laon officers are identical in every single way EXCEPT for their mindset, who’s going to win? When you play to win, you do things you normally wouldn’t. When you do things you normally wouldn’t, you stir things up, get people excited, and HAVE FUN!
When you’re getting great results, you’re having fun right? Who can’t help but smile and laugh a bit when the loans keep piling in? It’s a great feeling. If you expect to win, you will win.
So that’s my advice for today. Try changing your thought process a bit and see what happens. ASSUME that your efforts this week will pay off big time, and then act like it’s already a reality. You’ll pick up the phone more, you’ll meet more agents, you’ll touch base with past clients, you’ll ask for referrals etc.
We’ll continue this discussion in my next post. I want to talk about the actual marketing efforts now that we have your mindset on the right path…
Chad Webre - www.loanofficermarketinglab.com - Have you watched out online demo yet?
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{ 11 comments… read them below or add one }
True that you have to make things happen. Especially in a tough market. Instead of cutting back, you need to work twice as hard to ensure that you get at least what you used to, when times were good.
Keep up the hard work, and it will pay off! Especially in these tough times, the only thing you can do is step up your game and think positive. Don’t assume anything!
You must believe it if you are to achieve it! I appreciate your comments on thinking BIG…
Building relationships with real estate agents can be done. I would submit that historically the LO/Realtor relationship has been somewhat one-sided in who benefits from it. However, we are seeing incredible success with LO’s that sponsor real estate agents with services such as ours at Buyer Acquire (I know it sounds like a sales pitch but it is true!). You may consider sponsoring your agent partners with a service that helps them build their business where they too can benefit from the “partnership.”
As an example check out our video at http://www.buyeracquire.com
Todd… love this post. I wanted to grab some attention the other day, so I released a post about Gas Prices in relation to Consumer Confidence and titled it Hey Winter Haven, I Have Gas! (But That’s Not Why I’m Smiling!). Am guessing a few of the “Properati” here in my area may think me crass… but hell… ya gotta let it all hang out there once and a while, eh?
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Contact information: 734-662-4989 ext.202
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Lots of great posts here guys. Thanks for the comments - Hope you are all lined up to have a wonderful week!
Chad Weber - Http://www.loanofficermarketinglab.com
Very good points. Collection Agency
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All we can do is keep going, calling, mailing etc and hope the optimism is catching.
I enjoy reading your posting.
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To get a mortgage loan, you should have good credit. But if you have lots of debts and if you can manage to pay them then debt consolidation program is a good solution for you
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