In the News

Every loan officer has been there – on the brink of losing a deal that you’ve poured your heart and soul into. The stress, the uncertainty, and the feeling that all your hard work might slip away can be overwhelming. But then, there’s that sweet, sweet save that makes it all worthwhile.

The Story: My Recent Sweet Save

Just a couple of days ago, I found myself in a situation that could have ended disastrously. We were working on a fast-close loan with short contingency dates, putting in the effort to make sure everything went smoothly. Out of nowhere, I discovered my borrower was shopping around for better rates. Another lender had come into the picture, offering a slightly better deal and making my life miserable.

The real kicker? The difference in rates and price was negligible, something I could easily match. But here I was, in a race to the bottom, scrambling to keep the deal. I knew I had to step in and fight for it. I had to get tough with the borrowers, explaining that I’d have to pull the plug until we resolved the issue. It wasn’t fun, and it was nerve-wracking for everyone involved.

But in the end, I won. The feeling of potentially losing the deal was terrible, but the victory was incredibly sweet. It wasn’t just a win for me but also a huge relief for all the realtors involved, who knew they could trust me to get the job done.

The Counter: Confirming Commitment

In hindsight, I realized that the borrowers had initially come to me for a pre-approval letter over the weekend because they couldn’t reach the other lender. Steve Kyles always reminds us to “get the commitment” from the borrowers by asking, “Is there anything that would prevent me from being your lender?” Reaffirming this commitment before issuing any pre-approval letters, especially on weekends, can save us from working for nothing. Had I known they were talking to another lender, I wouldn’t have issued the letter until the shopping issue was resolved.

The Moral of the Story: Fight to the End

The moral here is clear: even when it seems like you might lose a deal, fight for it until the end. It’s not always fun, but if you’re victorious, the satisfaction and relief are immense. And remember, when we’re in these situations, we’re not just fighting for ourselves – we’re fighting for our realtor partners as well.

Action Steps:

1. Stay Vigilant: Always keep an eye on your deals. Regular check-ins can help you spot potential issues early.
2. Communicate Clearly: If you suspect a borrower is shopping around, address it head-on. Clear, honest communication can often resolve issues before they escalate.
3. Confirm Commitment: Before issuing pre-approval letters, especially on weekends, ensure the borrower is committed to working with you.
4. Know Your Worth: Understand that sometimes you need to stand firm and fight for what you’ve worked hard for. It’s about knowing your value and conveying that to your clients.
5. Support Your Team: Remember, you’re not alone in this. Your success is tied to the success of your realtor partners. Fight for them as you would for yourself.

The next time you find yourself in a tough spot, remember the sweet save. It’s worth the fight.

Let’s get out there and make today a great day!

Today, I want to share a quote that I came across while watching a real estate reality show featuring agents in Manhattan, New York. The broker said something that really resonated with me: “Take care of the work and the work will take care of you.”

This simple yet powerful statement encapsulates a fundamental truth about achieving success in our field, especially for those of us involved in loan officer training and mortgage loan officer coaching. Here’s what it means for us as mortgage originators:

1. Dedication to Excellence: By focusing on the quality of our work and ensuring that we deliver excellence in every interaction, we naturally build a reputation that attracts more business. Whether it’s meticulously preparing loan applications, promptly following up with clients, or providing outstanding customer service, our commitment to doing the job well will lead to long-term rewards.

2. Consistency Pays Off: Consistency is key in our industry. When we consistently take care of our daily tasks, such as making those prospecting calls, following up with leads, and nurturing our client relationships, we build a solid foundation for success. This regular effort ensures that our pipeline stays full and our business grows steadily.

3. Trust and Reliability: Taking care of the work also means being reliable and trustworthy. Clients and referral partners need to know they can count on us to get the job done right. When we demonstrate reliability, we earn their trust, which leads to repeat business and valuable referrals.

4. Long-Term Vision: It’s easy to get caught up in the pursuit of immediate results. However, taking care of the work involves having a long-term vision. It means investing time and effort into building relationships, enhancing our skills, and continuously improving our processes. This long-term perspective ensures that the work we do today will bear fruit in the future.

5. Personal Satisfaction: There’s a deep sense of satisfaction that comes from knowing you’ve done your best. When we take care of the work, we also take care of ourselves by fostering a sense of pride and accomplishment. This positive mindset fuels our motivation and keeps us driven to succeed.

As we move forward in our day, let’s embrace this mindset. Let’s take care of the work, knowing that by doing so, the work will take care of us. Let’s focus on excellence, consistency, trust, long-term vision, and personal satisfaction. Together, we can achieve incredible things.

Remember, success is not just about chasing the next deal; it’s about laying a strong foundation through diligent, dedicated work. This is what we emphasize in our Carl White podcast, the Mortgage Marketing Animals, and the Loan Officer Breakfast Club. Through our loan officer training programs and the Daily Success Plan, we can all become better loan originators and achieve more in our careers.

Good morning, everyone!

Yesterday, we had the privilege of hearing from Owen Lee, who provided some invaluable insights about our market positioning. He highlighted how the activities we are diligently performing today are setting us up for incredible opportunities at the beginning of next year. It’s a crucial reminder that what we do now is more than just about chasing the next deal.

By sticking to our daily success plan and maintaining consistency in our efforts, we are positioning ourselves to thrive when the market conditions become even more favorable. Every “just ask” call on Tuesdays, every “pre-approved and looking” call on Thursdays, and every follow-up we do is an investment in our future.

As loan originators, it’s easy to get caught up in the short-term hustle. Each call, each follow-up, and each appointment can sometimes feel like we’re just scrambling for the next deal. But in reality, every single action we take today is laying the groundwork for our future success.

We’re not merely chasing deals. We are positioning ourselves to be in a place of strength and readiness when rates come down and inventory rises. Think of this period as a training ground, where we sharpen our skills, strengthen our relationships, and solidify our presence in the market.

So, as we go about our activities today, let’s remember the bigger picture. We are positioning ourselves to be the pillars and beacons that our referral partners and clients will rely on when the time comes. This consistent effort and dedication will empower us to dominate and excel in the upcoming months.

Stay focused, stay committed, and keep positioning yourself for success. The future is bright for those who prepare today.

Let’s make it a great day!

There’s a common trait among many of the world’s most successful individuals: they are early risers. Waking up early can provide you with the quiet, uninterrupted time needed to set the tone for a productive day. Here are some insights and examples of why getting up early can make a significant difference in your success, especially in our line of work.

Why Wake Up Early?

Quiet Time for Focus and Planning: The early morning hours are typically free from distractions. This quiet time allows for uninterrupted focus, which is perfect for planning your day, setting goals, or getting a head start on tasks that require deep concentration.

Mental and Physical Well-being: Many successful people use their early morning time for exercise, meditation, or reading, which helps boost their mental and physical health. A healthy body and mind are crucial for maintaining high levels of performance and energy throughout the day.

Inspiring Examples

● Tim Cook, the CEO of Apple, starts his day at 3:45 a.m. to send emails, hit the gym, and plan his day.
● Howard Schultz, the former CEO of Starbucks, wakes up at 4:00 a.m. for a bike ride and is in the office by 6:00 a.m.
● Richard Branson, founder of Virgin Group, rises with the sun around 5:45 a.m. to exercise before starting his workday.

These leaders have harnessed the power of early rising to stay ahead, manage their time effectively, and keep their stress levels in check.

Applying This to Our Business

In our industry, being an early riser can provide a strategic advantage. Use the early morning hours to:

● Plan Your Day: Outline your top priorities and schedule your tasks, including prospecting calls and follow-ups.

● Prepare Mentally: Take time to visualize successful interactions and outcomes for the day ahead.

● Exercise and Meditate: Boost your energy levels and maintain a positive mindset.

Adopting the habit of waking up early can transform your approach to work, helping you become more disciplined, focused, and ultimately more successful. Remember, success doesn’t just happen; it’s the result of deliberate, consistent efforts.

Let’s embrace the power of early rising and see how it transforms our productivity and success.

Today, I want to share a story and a powerful lesson that can help us all boost our business. Let’s title it: “Be the Other Guy or Gal.”

Recently, I was following up on some open house leads and started a conversation with one of them. Initially, the lead mentioned they were already working with another lender. Instead of stepping back, I responded, “That’s great. I’ve been in the business a really long time. If you’d like a second opinion or a rate comparison, let me know.” This simple, non-confrontational approach opened the door to a meaningful conversation.

To my surprise, the lead replied positively, saying a second opinion would be good. We started texting back and forth, and it turns out they are first-time homebuyers. The other lender never offered them a first-time homebuyer class, something I have ready to go. They registered for my class, and we’ve since discussed numbers. Now, I’m in a strong position to win this borrower over.

Here’s the takeaway: sometimes, just being the other guy or gal who makes the effort to reach out and offer value can turn the tables in your favor. Over my career, I’ve seen deals slip away because I didn’t maintain communication, only to find out they went with another lender who did.

For our Loan Officer Breakfast Club attendees, this is a crucial reminder. Always be the one who follows up, who offers value, and who stays in touch. Consistent communication is key. That small effort of offering a rate comparison or a second opinion can make all the difference.

It’s unfortunate for the other loan officer that I’m likely to win this deal, but it’s a win for me because I was proactive. Don’t let deals slip away because you assume your initial contact was enough. Be the other guy or gal who gets the deal done.

Remember, sometimes all it takes is a simple, “Would you like a second opinion?” to start a conversation that leads to a new client.

Let’s go out there and be the proactive professionals that get the deals done!

P.S. For those looking to dive deeper into effective communication strategies, visit DailySuccessPlan.com and join our live coaching calls at LoanOfficerBreakfastClub.com. Let’s make it a great day!

In the dawn’s early light, we rise with the sun, Together we gather, our day’s just begun. With energy high and spirits so bright, Me and my tribe, we’re ready to fight.

No challenge too great, no mountain too tall, With breakfast club’s wisdom, we conquer it all. Each call that we make, each lesson we learn, Together we flourish, together we yearn.

Through Call Stars we gather, our goals in sight, With focus and drive, we reach for the light. No whispers of doubt, no shadows of fear, Me and my tribe, we hold each other near.

When setbacks arise and clouds fill the sky, With unwavering strength, we soar and we fly. Encouragement flows, like a river so wide, Me and my tribe, in unity, we abide.

No noise can distract, no hurdles too steep, With hearts full of passion, our victories we keep. Through laughter and tears, through triumph and grind, Me and my tribe, success we shall find.

With every sunrise, our journey unfolds, A story of triumph, a vision so bold. In the face of the storm, our spirits won’t break, Me and my tribe, our dreams we shall make.

We lift one another, we stand side by side, In the heart of the struggle, our strength is our pride. Through the highs and the lows, our spirits entwine, Me and my tribe, our stars always align.

So here’s to the journey, the path that we pave, With the power of unity, the battles we brave. Together we conquer, together we thrive, Me and my tribe, forever alive.

This is your moment to dominate, to crush your goals, and to show the world what you’re made of. Today, I’m going to tell you how to be a warrior in your business, in your prospecting, and in your life.

How to Be a Warrior

Listen up, warriors!

1. No Doubts. No Second-Guessing. No Hurt Feelings.

Thick Skinned: A true warrior embraces every “no” as a step closer to “yes.” Each rejection is just another brick in the fortress of your success. Remember, those who say no now may be the ones begging for your services later.

2. Focus Like a Laser.

Laser Focused: Channel your inner warrior and zero in on your targets. Every call, every email, every meeting is a critical strike in your mission. There’s no room for distractions—your eyes are on the prize. Focus on what matters and ignore the noise.

3. Be Fierce and Relentless.

Fierce Contender: Show no mercy to your competitors. They’re out there, resting on their laurels, while you’re here, sharpening your skills, ready to take the market by storm. Be relentless, be unstoppable, be the apex predator in your field.

4. Plan Your Battle.

Preparation is Key: Have your list ready. Know who you’re calling, why you’re calling them, and what you want to achieve. Warriors don’t go into battle unprepared. Your preparation will be the foundation of your domination.

5. Execute Relentlessly.

Attack with Determination: From the moment your feet hit the ground, attack your tasks with unwavering determination. Each call, each conversation, each follow-up is a step towards your ultimate victory. Relentless execution is the warrior’s way.

6. Reflect and Adjust.

Adapt and Overcome: After each interaction, take a moment to reflect. What went well? What could be improved? Adjust your strategy and move forward with even greater intensity. Warriors learn from every battle and come back stronger.

7. Take Charge and Own Your Success.

No Blame Game: True warriors don’t blame others for their failures. They take charge of their lives and make success happen. Own your actions, learn from your mistakes, and continuously strive to improve. Your destiny is in your hands.

Final Charge

This is your moment. This is your Monday. You have the power, the skill, and the drive to make it epic. So rise up, Loan Officer Breakfast Club! Be a warrior. Attack the day with ferocity. Let no obstacle stand in your way. Your success is not just a possibility—it’s a certainty, waiting for you to claim it.

PS: To learn more about how we can help you hone your skills and sharpen your focus, visit DailySuccessPlan.com. Join our live Zoom coaching calls every Monday to Friday from 8:30 AM to 9:00 AM ET at LoanOfficerBreakfastClub.com. Also, register for our upcoming Loan Officer Boot Camp on July 18-19, 2024, by visiting MastermindRetreats.com.

Now go forth and conquer!

Today, I want to talk about the importance of small steps and how each one can lead us toward achieving our big, hairy, audacious goals (BHAGs). It’s easy to get overwhelmed when we look at our goals in their entirety, but breaking them down into manageable tasks can make all the difference.

Focus on Small Steps

1. Every Phone Call Counts: Each individual phone call you make might seem insignificant on its own, but collectively, these calls add up to significant progress. Whether it’s reaching out to a past client, a new lead, or a referral partner, every call is a step closer to your goals.

2. Consistency is Key: Consistency is about showing up and doing the small tasks daily. Carl White often breaks down the goal of making a million dollars in a year into daily actions. For example, he calculates how many leads you need to bring in each day, which often turns out to be a surprisingly small number. This approach makes the goal seem much more attainable.

3. Building Momentum: When you focus on completing small tasks regularly, you build momentum. This momentum not only makes it easier to achieve your goals but also boosts your confidence and motivation. Remember, success is often the result of many small actions performed consistently over time.

4. The Cumulative Effect: Think of your efforts like compounding interest. Small, consistent actions might not show immediate results, but over time, they compound and lead to substantial outcomes. Whether it’s making calls, sending emails, or meeting with clients, each small step contributes to your overall success.

Action for Today:

Identify the small steps you need to take today to move closer to your goals. Focus on making those phone calls, sending those emails, or setting up those meetings. Remember, it’s the accumulation of these small actions that will lead to big results.

PS: To learn more about how we can help you break down your goals into manageable steps and achieve success, visit DailySuccessPlan.com. Don’t forget to join our free live Zoom coaching calls every Monday to Friday from 8:30 AM to 9:00 AM ET at LoanOfficerBreakfastClub.com. Also, register for our upcoming Loan Officer Boot Camp on July 18-19, 2024, by visiting MastermindRetreats.com.

When the phone starts to ring and your heart feels tight,
Remember, dear originator, they’re just trying to give you money.

A client’s upset, their voice filled with spite,
Stay calm and think, they’re just trying to give you money.

Emails are flooding, deadlines in sight,
Take a deep breath, they’re just trying to give you money.

Agents and partners calling day and night,
Tackle it head-on, they’re just trying to give you money.

Problems arise, but don’t lose your might,
Solve it with grace, they’re just trying to give you money.

Questions and doubts, making you feel unsteady,
Keep your focus clear, they’re just trying to give you money.

Challenges come, and your mind feels so heavy,
Push through the storm, they’re just trying to give you money.