Five Step Guide to Getting More Mortgage Sales

Every loan officer is always looking for new business. The never ending question is where to find it.

The best place to  start is by using a tool you already have...your database. If you kept excellent track of every client you've ever helped to buy a home, then you are on the right track. If you don't have a great database in place, then now is a great time to start.

Many times we already have the resources to gain more mortgage sales in front of us, we just need the key to unlock the secret chest. Here are a few great keys to unlock  your database treasure chest:

 

 

1. Letter Per Week Call -Organize your contacts alphabetically. Then focus on a certain letter group to call every week
2. EOS Postcard -Send an evidence of success postcard every month to your database to show them how you have helped other happy clients
3. Send an E-News Letter - Send an e-newsletter every month to tell your clients what's going on in your business. You can also include links to current listings in the letter. If you don't have a program to use, then try a few trial subscription to online e-mail companies to see which one works best for you.
4. Write a Letter From The Heart -Share a personal experience with your clients to make them connect with you.
5. Client Parties- Throwing a client party is an awesome way to get in touch with your database. There are many different ideas you can try. Such as renting out a movie theater, having a small gathering at your home, hosting a picnic, or holiday themed parties.

 

Rick Ruby

The CORE Training Inc

Finding The Right Mortgage Coach – 5 Important Tips to Look For

While there are some reputable Mortgage Coaching companies out there, we all know that it's impossible for them all to be experts. A simple Google search for "Mortgage Coaching " can yield 10,600,000 results. Who has time to look through all of that information? I know we don't. So, how can you we make sure we pick the right coach for our business? How do we make sure when we invest in our business that we are hiring a coach that has a proven track record with results to match. Here are 5 tips to make sure you pick a mortgage coach that will help you increase your income, decrease your work hours, and enjoy life!

 

Finding The Right Mortgage Coach – 5 Tips on what to look for

1. Working in the Mortgage Industry

Why would you want to hire someone who is NOT currently in the working in the mortgage industry? How can someone claim to be a mortgage coach if they are not actively running a branch, taking a loan application, or meeting with Realtors? They can’t!  Yes, they may have been great years ago. However, the truth is, you want a coach that is great right now, in the same market you are in. We all know the mortgage industry was completely different just five years ago. You want to hire a coach that is currently working in the mortgage industry, actively producing, and is at the level that you aspire to be.

2. Guarantees
If you are going to invest in yourself and business, you want some sort of guarantee. You want to know that you are going to get a huge R.O.I. When interviewing a mortgage coach, look at the cost of the product and what you receive with it. Some coaching companies have various coaching levels. For the higher coaching levels, see if they offer a contract. If you’re going to pay for a mortgage coaching company to increase your income and savings, then the contract should state how much your income & savings will grow as a result of them coaching/training you and you doing the work to achieve those goals. If they can’t offer a guarantee in the contract, then look elsewhere because that means that they have not been able to deliver in the past and they simply aren’t confident to deliver for you.

 

3. Numbers don’t lie

When looking for the right Mortgage Coach you want someone who knows their personal numbers. How much do they net per year? How much do they currently have saved? Are they debt free? What’s their business overhead? To obtain financial freedom you must know your personal numbers. If they can't tell you that information, then how are they going to help you? Don’t hire a coach, and then sit back and wonder how much they make or if they make more then you. To make more money, you have to surround yourself with people who make 3 – 4 times the amount you make and who currently is in the mortgage industry just like you.

 

4. Testimonials

Do a little research on the testimonials  that are boosted on their websites and marketing materials. Try looking up the name of the person online. If you plan on doing a higher level of coaching,  take it a step further and email or call the person who wrote the testimonial. Hear it first hand, so you know it’s not a made up person or testimonial for that matter.

 

5. Accountability

We see a lot of “theory” in the business and not much hands on. You need to know, “These are the results you will get.” This sounds a bit military but we find this discipline in execution is what all great companies and business people have.  The bottom line is it’s easy to say “I’m going to get in shape & work out” but, it’s even easier to say “Well, something came up, I will get to it tomorrow.” If you were paying a personal trainer to help you reach your diet & weight goals, then they would not want any excuses from you. You are paying them to get you the results you want and they are going to hold you to those! This same principle should hold true when picking a mortgage coach.  You want to choose a mortgage coach that is going to push you to be your best and get on you when you’re not.  At the end of the day, if you are being held accountable, your income will increase, your hours will decrease, and your life balance will be better. Systems and tactics are what’s important, not fluff.

The CORE Training, Inc is mortgage coaching company with mortgage coaches that are IN the business producing TODAY.  All of our mortgage coaches make between $450k - $3.5 million net per year. We are in shape and will help you get in shape. We offer  6 levels of coaching.  Our Level 1 Mortgage Coaching has no contract, and proven results. Try us out, or try it for free just click Mortgage Coach Demo  Even if you don’t pick us as your coach, you should still get one! If we followed Tiger Woods and Michael Jordan (two of the most dominant athletes ever) we would find that they have coaches; someone to help them work “on” their game and not “in” it! 

Rick Ruby

The CORE Training Inc

CORE Mortgage Coach Spotlight - Jim Reed

The CORE has several top producing loan officer coaches that you can learn from. All are willing to share the secrets of their success with you.

This weeks mortgage coach spotlight is on:

Jim Reed

What you can learn from him: Increasing your personal production and how to build your business

Why he's awesome: Jim is the Branch Manager and the top producing Loan Consultant at Summit Funding in Sacramento, CA. He has been a Loan Officer for over seven years, and is the preferred lender for some of Sacramento's top Realtors and Builders. Jim personally closes over 240 home loans per year. He is currently an amazing performance coach for The CORE Training, Inc., teaching our students what it takes to be the very best.

Recent CORE Training Podcasts/CDs:

• Prospecting Your Way to More Money
• Time Management for Dummies
• Generating 50 Per Month
• Setting Appointments with Referral Partners

To learn from our awesome coaches start with Level 1 Coaching

5 Simple Mortgage Sales Tips

 

Take a loan application in a Realtors office (great way to show your stuff & get more face to faces)

• Power Hour every day; use four simple steps:

1. Give them honor (“I have never met you, but you have a great reputation!... )
2. State your purpose (I would love to see if I can make you another $5,000 per month in commissions…)
3. Limit you time (I would like 15 minutes of your time, I promise I will not take more than 15 minutes)
4. Offer specific date and time (How about Tuesday at 10 a.m. in your office? )

• Power Hour buddy: if making appointments is hard, meet with someone in your office and take turns making calls. Complement each other and take turns, it’s a great way to make it easier.
• Always let the agent know you cross sell them! (Tom, have you ever worked with Cindy at Coldwell Banker? Oh, she is great; she has one of the best reputations of anyone in the business…. )
• Client does not have time to meet? Take them a brown bag lunch and do the loan application over a sandwich (you may meet two or three other prospects!)

 

 

Bonus tip: Have your borrower call the agent in front of you towards the end of your loan application and let the Realtor know how the meeting went. “Mike, did you enjoy this meeting? Do you feel comfortable? Great! Would you do me a small favor? You see, I have two clients doing loans, one is of course you and one is Carol at Coldwell Banker, she sends me numerous referrals every month. Would you mind if we call her together right now and you let her know how you feel and how this meeting went?”

Rick Ruby

The CORE Training Inc

 

For more detailed Mortgage Sales Training Coaching check out our Level 1 Coaching Program

On-line Mortgage Sales Training - Time Managment

Do you have trouble managing your time or getting everything in your busy day accomplished? However, the CORE Training has developed an awesome time management system that we would like to share with you. This just one of the many tactics we teach to our Level 1, 2and 3 loan officer coaching clients.

 

In this E-Book you will learn:

• Top 3 Time Management Tips
  
• Example of how to time schedule your Mon-Fri work week
  
• Time management keys to achieving your goals
  
• Accountability time management homework assignment

 

CORE Loan Officer Coach Spotlight - Dixie Sanders

The CORE has several top producing loan officer coaches that you can learn from. All are willing to share the secrets of their success with you.

This weeks loan officer coach spotlight is on:

Dixie Sanders

What you can learn from her: Referral Accounts and How to build Realtor Relationships

Why she's awesome: Dixie is the senior vice president of her company in Sugarland, Texas. She ranks as one of the Top Mortgage Originators in the nation. Dixie is an exceptional professional, having in excess of 20 years in mortgage banking and having provided over 5,600
families. Her wealth of experience and an attitude based on "customer service first" has achieved her the reputation of getting it done and getting it done right!

Recent CORE Training Podcasts/CDs:

• More Fun = More Profits
• How to Creating Raving Fans
• The Realtor as Your Client

To learn from our awesome coaches start with Level 1 Coaching

Networking Through Social Media

Networking Through Social Media Sites

As soon as you identify a prospect or potential referral partner, be sure to look them up on Facebook and LinkedIn. You can get a lot of background information and hopefully find some common ground or identify mutual acquaintances. All of that intelligence will help establish rapport and develop a connection. You can then determine whether to“play up” your social media presence based on their personal investment in that media.Walk into every meeting as though it were a job interview.If you are not taking advantage of the technology that is readily available then you are making a huge mistake. 

Be sure to visit The CORE Training on Facebook to connect/network with others in the business.

 

 

Dayton Schrader

The Schrader Group/REMAX Associates & CORE Coach

(The CORE will never disclose or sell your information to a 3rd party)

Do You Really Need a Lender Coach/Mentor?

Almost all of the most successful people of our time have been coached or mentored. For instance, Warren Buffet currently has a net worth of $50 Billion. He was mentored/coached by Ben Graham. Bill Gates has a current net worth of $56 Billion and he was mentored/coached by Warren Buffet.

So what does that tell you? There is no need to reinvent the wheel to become successful. Learn from others who have already accomplished what you want to achieve. All the coaches at The CORE Training, Inc are willing to share their secrets to success with you. Here’s why you should choose us to be your coach/mentor:

 

•  All of our coaches are actively in the business - learn from people who make $450k-$3.5 Million per year
• We teach by example - we do everything we teach
• We focus heavily on accumulating wealth - we guarantee in writing to double/triple your income in a two year period in our Level 3 coaching program.  We show you how to get out of debt, manage and track your finances as well as plan for retirement. However, you must do the work to achieve your goals.
• Work Less Make More - we help you run a more efficient team and business.
• We have a 92% success rate - we take a personal interest in helping our clients reach their goals.
• We keep up with the ever changing market and show you how to adapt accordingly.
• We provide extensive training - through our CDs/Podcasts, Summits and one on one coaching

Rick Ruby

The CORE Training Inc

From Lead to Raving Fan

“Perfecting each step, from taking the lead to closing”

 

Perhaps the greatest challenge in our industry is to do a great job for the client, while at the same time constantly attracting new clients. The lending and real estate field really call for the same skills as a great attorney, financial planner or commercial Realtor. All these professions can make a lot of money; however, they are careers that require two key ingredients:

1. Client acquisition skills
2. “Deal making” skills

 

The first thing I want everyone to realize is you cannot have one with out the other and produce at a high level in our business. If you cannot obtain new clients, you cannot do well; likewise, if you get a lot of business but just can’t close it, you will not achieve success in this business. How do we do both?

 

There are three major steps to follow in order to go from a lead to a raving fan:

1. Perfecting the lead intake

2. Meeting with the client

3. Structuring the deal and updates

 

Today we will cover how to perfect the lead intake -

 

Perfecting the Lead Intake

This is the first impression with a new client and sets the tone for the entire relationship. There are three steps to this: answering the phone correctly, asking the big questions, and setting the appointment.

 

• o Answering the phone correctly
• o Asking the big questions over the phone
• o Setting appointment with out giving up the “candy”

• Fill out a lead sheet. Have one sheet where you make notes to yourself in detail so you know exactly what the client wants.
• Triangle for trust: “How to do you know Mike that referred me? What did he say about me? Great, I have known Mike for five years and my commitment to you is to give you the same professional service I gave Mike, sound good to you?”
• Get off the phone! Answer a few qualifying questions and if they appear motivated and have potential for completing a deal, set the appointment and get off the phone!

• On a scale of 1-10, how motivated are you to take action? Why, why not?
• Technical questions (questions you need to know before setting up a meeting):
  • Value
  • Cash, credit, income

• Do not answer questions such as “What is your rate? What are your fees?”
• A good comeback I have used for years is, “Does your Doctor diagnose you over the phone? Neither do I, as a professional I set up informational meetings to discuss your goals and needs and then offer solutions. There are no obligations and if you like the solutions I offer, then we can/ will do business together.”

Have you set your 2012 Goals Yet?

 

Have you set your 2012 goals yet? If not let The CORE Training assist you with set your clear goals. Click below to listen to a FREE copy of our 2012 goal setting session: http://thecoretraining.com/podcastgoals