July 22, 2024
Pressure is a Privilege
When I was at our Mortgage Marketing Animals Boot Camp last week, I had a conversation with a gentleman named Steven Cooper. Steven, who has 15 deals in the pipeline with 7 closing this month, shared an insightful lesson from his basketball days. His coach used to say, “Pressure is a privilege.” This concept resonated deeply with me and can be effectively applied to the mortgage industry.
The Essence of Pressure
What Steven’s coach meant was that not everyone gets the privilege to be in a position where they can directly experience and influence great success. In basketball, there is the pressure to perform well, the pressure from the opposing team, and the pressure to win. These pressures are not burdens, but privileges. They signify that you are in a position where your actions and decisions have significant impact.
Applying This to the Mortgage Industry
Similarly, in the mortgage industry, we face various pressures:
• Pressure to Originate: The constant need to find new clients and opportunities.
• Pressure to Perform: Ensuring that every client receives the best possible service and outcomes.
• Pressure to Overcome Objections: Navigating challenges and objections to ensure smooth closings.
• Pressure to Close Deals: Managing all the moving parts to successfully close deals on time.
These pressures can seem overwhelming, but they are actually indicators of the opportunities we have to succeed. Being in the mortgage industry offers immense rewards — financial freedom, professional growth, and the satisfaction of helping people achieve their homeownership dreams.
Embracing the Privilege
Recognizing pressure as a privilege shifts our perspective. Instead of feeling burdened, we can feel empowered. Each pressure-filled day is a testament to our ability to make a difference and achieve success.
• Revenue: High performance in the mortgage industry leads to substantial financial rewards.
• Freedom: Successful originators often enjoy a level of professional and personal freedom that many other careers don’t offer.
• Impact: We play a critical role in helping individuals and families achieve their dreams of homeownership.
Conclusion
So, as we face the pressures of our work, let’s remember how privileged we are. These pressures are not obstacles, but opportunities. They are the markers of our potential to achieve great things. Let’s embrace them, rise to the challenge, and enjoy the immense rewards that come with being in this dynamic and impactful industry.
Let’s attack each day with the mindset that “Pressure is a Privilege.”
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July 19, 2024
You’re Worth It
There was a 30-year study done by researchers Dudley and Goodson that summarized call reluctance as “all the thoughts, feelings, and avoidance behaviors that conspire to keep otherwise talented, motivated, and high-potential salespeople from earning what they are worth.”
Breaking Through Call Reluctance
Call reluctance is a common challenge among salespeople, even those who are incredibly talented and motivated. It’s the mental barrier that prevents you from reaching your full potential and earning what you’re truly worth. But here’s the truth: You are worth it.
Believe in Your Worth
1. Acknowledge Your Value: Understand that you possess unique skills and talents that are valuable. Recognize the worth you bring to your clients and the difference you make in their lives. Your success isn’t just about making sales; it’s about providing solutions and helping people achieve their dreams.
2. Overcome Mental Barriers: Call reluctance is rooted in fear and self-doubt. It’s the anxiety of rejection or failure. But remember, every successful salesperson has faced rejection. What sets them apart is their ability to push through these barriers. You can do it too.
3. Take Action: The best way to combat call reluctance is through consistent action. The more you engage in prospecting activities, the more you desensitize yourself to the fear of rejection. Each call you make, regardless of the outcome, is a step toward your success.
Join Call Stars and Overcome Together
At Mortgage Marketing Animals, we understand the struggle of call reluctance, and we’ve created a supportive environment to help you overcome it. Our Call Stars program is designed to provide accountability, encouragement, and practical strategies to help you break through these barriers. Here’s how it works:
• Daily Support: Join us Monday through Thursday for live call sessions. Surround yourself with like-minded professionals who are also committed to breaking through their call reluctance.
• Expert Guidance: Benefit from the expertise of seasoned coaches who can provide tips, techniques, and encouragement to keep you motivated.
• Accountability: Stay on track with your goals through regular check-ins and accountability partners. Together, we can push through the fear and achieve our full potential.
Take the First Step
You deserve to earn what you’re worth. Don’t let call reluctance rob you of your potential. Take the first step toward overcoming your fears and achieving your goals by joining us at Mortgage Marketing Animals.
Action Steps:
1. Believe in Your Value: Recognize the unique talents and skills you bring to your clients.
2. Push Through Fear: Understand that rejection is a part of the process, not a reflection of your worth.
3. Join Call Stars: Get the support, accountability, and encouragement you need to overcome call reluctance.
Let’s make today the day you start believing in your worth and taking action toward your success. You’re worth it!
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July 18, 2024
Sweet Saves
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:
- Stay Vigilant: Always keep an eye on your deals. Regular check-ins can help you spot potential issues early.
- Communicate Clearly: If you suspect a borrower is shopping around, address it head-on. Clear, honest communication can often resolve issues before they escalate.
- Confirm Commitment: Before issuing pre-approval letters, especially on weekends, ensure the borrower is committed to working with you.
- 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.
- 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!
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July 16, 2024
Your Best Is Yet To Come With The Daily Success Plan
The Daily Success Plan Builds Confidence
The Daily Success Plan is the key. As mortgage loan officers, it’s crucial to hold the belief that our best is yet to come. If we lack this constant belief, something is fundamentally wrong. This mindset drives us to push harder, aim higher, and reach new levels of success. But having this belief alone isn’t enough; it must be backed by a solid plan and unwavering confidence in that plan.
Without this belief, we are being robbed of our potential. We are getting ripped off. Every single one of us here on Loan Officer Breakfast Club has a plan rich in proof and results right at our fingertips. This isn’t just any plan; it’s the Mortgage Marketing Animals’ Daily Success Plan, which has been proven time and time again to deliver outstanding results for those who commit to it.
The Mortgage Marketing Animals team is phenomenal! I’ve been signing on to their morning zoom meeting for about two months now and they are some of the most motivational, informative, uplifting and helpful coaches. They have proven tactics and ideas to build and grow your book of business which has helped significantly increased my production. I wish I could rate them higher than 5 stars 🙂
taylor bergen
Loan Officer
Don’t miss out on the opportunities waiting for you. Don’t deny yourself what you deserve.
Join us, become a member, and tap into a community and a system designed to help you succeed. Your best is yet to come, and it starts with a decision to take action today.
If you’re ready to see what your future holds
and you want to take the first step toward unlocking your full potential, visit >>>
Your Daily Success Plan Action for Today
Reflect on your belief in your future success. Do you truly believe that your best is yet to come?
If you do, ensure that you have a plan in place and the confidence to follow it through. If you don’t, it’s time to make a change and join a community that supports and empowers you to achieve your greatest potential. Visit WantMoreLoans and join us in the journey to greatness.
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July 15, 2024
Take Care of the Work and the Work Will Take Care of You
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.
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July 12, 2024
Positioning Ourselves, Not Just Chasing a Deal
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!
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July 11, 2024
The Power of Early Rising
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.
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July 10, 2024
Be the Other Guy or Gal
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!
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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.
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July 8, 2024
How to Be a Warrior
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!
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