THE BIG DIFFERNCE IN SUCCESS MOST LOAN OFFICERS MISS
Yesterday during one of my one on one consultations the loan officer on the other end of the phone asked me a question that might be one you are asking as well.
We all want to succeed but how?
This loan officer was doing 3-4 loans per month and wanted to double that business. But he had a few problems that he wanted my advice on.
First- He realizes that refi’s will have to eventually slow down to a crawl and he will need to actually go out and generate purchase business. He has very few realtor relationships in place and has no real idea how to build them.
Second– He has a very limited budget of about 500 a month top spend on marketing. Like all of us he is being bombarded with pitches all day long for programs that will send him leads.
WHAT I TOLD HIM MADE HIM DROP THE PHONE.
No really- I had to call his name a few times before he got back on. He had fallen into the same trap that most of us are either in or have fallen into. His big idea during our call was to figure out which trigger lead company would be best and wanted my opinion.
What I told was that he could NOT possibly be successful until he had buyers and realtors chasing him. That’s when he dropped the phone.
NOW TAKE A MINUTE AND RE-READ THAT LAST SENTENCE.
All of these tactics simply make you an ANNOYING PEST instead of being an invited guest.
You are chasing people who don’t know who you are and you are “pushing “ yourself on them as a salesperson.
WHAT SHOULD YOU DO ?
I showed him the system I created and use. I simply laser target the person that I want to call me. This person has a certain income level and is currently renting.
They receive my mail which simply offers a FREE REPORT. They opt in – hear my sales message and then either call me or don’t.
If they call me they have already heard my message and realize why they should be using me. REMEMBER- I have NEVER SPOKEN with them yet.
If they don’t call I have a systematic e-mail system that follows up with them for at least 12 months.
Compare that to trigger leads or Zillow leads etc.
Let’s be honest you are one of many calling them. You have NO IDEA if they are qualified or not. They HAVE NOT invited your call. If you do reach them they will likely blow you off or simply tell you that they will call you back and never do.
My system allows me to be one of one instead of 1 of many marketing to them. But worst of all is that these leads are treated as one and done while my system allows you to follow up on auto-pilot for a full 12 months without lifting a finger or needing to remember to follow up.
Now you know why he dropped his phone right? In sales it’s all about who’s chasing who. Your job is always to get buyers and realtors chasing you. Best of all your follow up is on “Set it and Forget it” mode so you can have buyers calling you who are already sold on using you BEFORE you speak with them.
That’s true freedom!
THAT’S HOW SUCCESS HAPPENS !
Dedicated To Increasing Your Production
PS- This is exactly the same process and system my members at http://rentersintoloans.com use to grow their production each and every month.