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How to Become a More Confident Loan Officer · Mortgage Marketing Radio

• 0:00
  Hey, what's up, Jeff?
• 0:12
  Zinfra, welcome to this episode of the Mortgage Marketing Radio podcast.
• 0:16
  Coming at you again, just you and me.
• 0:19
  And this is a continuation of a previous episode released about a week ago that was also
• 0:23
  just a solo episode.
• 0:25
  And I'm going to be sharing with you a couple of key takeaways, thought, constructs and
• 0:30
  frameworks to evaluate where you're at in the business and perhaps this will help you
• 0:35
  with the direction of where you might need to focus on pivot and make some adjustments.
• 0:41
  But before I get into that, of course, I've got a win of the week that I wanted to share
• 0:44
  with you that just came over the wire a couple of days ago and this is coming from one
• 0:49
  of our members at my Asian classes.
• 0:53
  This comes from Norbert, Gabbledon, Norbert with GFS home loans.
• 0:59
  So Norbert's been a part of our platform, my gym classes, where we help originators move
• 1:03
  from solicitor and vendor to partner and peer, leading with content and education so
• 1:07
  that we don't chase, don't call, don't have to co-pay for leads.
• 1:10
  We actually build a platform that helps us rise above the noise to create engagement, awareness,
• 1:17
  that leads to conversations and contracts.
• 1:20
  And Norbert had this great story I wanted to share with you guys because here's his biggest
• 1:25
  takeaways.
• 1:26
  He says thus far being in the platform and he says less than four months.
• 1:32
  First of all, he's gained a lot of insights and benefits listening to the Friday mastermind
• 1:36
  and coaching call that we do.
• 1:38
  It's a key part of our platform where we get together with originators from around the
• 1:40
  country and work on best practices and mindset and we bring a special guest in once a
• 1:44
  month and that in and of itself is a phenomenal kind of personal development platform if you
• 1:51
  will.
• 1:52
  But in addition to that, of course, Norbert put into action some of the systems and process
• 1:55
  we have in place for helping you capture more agent referrals.
• 1:59
  Here's what he said.
• 2:00
  I've gained a lot of benefits listening to the conversations.
• 2:02
  It motivated me to do what I know how to do.
• 2:06
  See, that's the key there, guys.
• 2:08
  Sometimes it's not necessarily we need to be told something new or it doesn't have to be
• 2:12
  earth shattering, right?
• 2:14
  Sometimes we just need to be reminded what to do and maybe sometimes kick in the ass
• 2:18
  a little bit of what you know you should be doing, right?
• 2:20
  You could be doing, but maybe you're not, which leads me into today's episode in just
• 2:24
  a moment.
• 2:25
  But before I get there, back to Norbert's story, he says in turn, by the way, again, in
• 2:30
  less than four months, I have written over 32 prequalifications, converting 19 into
• 2:37
  closed loans and the rest are now under home new home construction or shopping.
• 2:44
  My question for you is what marketing system process product are you engaged in activity
• 2:53
  that in less than four months time can generate for you 32 prequals into 19 closed loans?
• 3:02
  And maybe you've got something that's doing that for you.
• 3:04
  I don't know, but if not, maybe you might want to be open to learning more about what
• 3:11
  we do in the My Agent Classes platform.
• 3:14
  To learn more, I want you to go to getmoreagentreferrals.com.
• 3:19
  There's a link in the show notes to this as well, coming up on Tuesday, June 11th.
• 3:23
  So if you're listening to this before then, you've got time to still go register, learn
• 3:30
  more about a very new platform.
• 3:35
  I'm launching.
• 3:36
  That's exactly the types of activities that we had Norbert doing.
• 3:41
  It is the Agent Referral Accelerator.
• 3:45
  June 11th, getmoreagentreferrals.com Okay, so let's pick up this week's episode.
• 3:55
  Next week, we were talking about how to 10X your business.
• 4:01
  We're going to carry on that conversation with a couple of questions to get started.
• 4:06
  And the first question I have for you is, are you a good originator?
• 4:13
  When I've asked this question before in our private coaching calls, generally I get the
• 4:18
  positive response that yes, of course you believe you're a good originator, right?
• 4:22
  And you should have a certain level of confidence.
• 4:24
  Now, I don't know where you're at in regards to confidence, experience level and so forth,
• 4:29
  but confidence is a result of doing things.
• 4:32
  Confidence is a result of getting results.
• 4:35
  So you might have a very different level of confidence, but I would tell you that you
• 4:39
  get more confident by doing the thing more often, right?
• 4:43
  So I don't know if that's you need to have more conversations.
• 4:45
  I don't know if that's you need to have more face-to-face meetings.
• 4:48
  We need to do more pre-approvals, need to get more closings, whatever it is, but you
• 4:51
  got to do the thing, right?
• 4:54
  And I want to share with you one exercise you can do right now to build your confidence.
• 5:01
  So I want you to go back to the transactions you've closed in the last three to six months,
• 5:05
  depending on how many of those are.
• 5:07
  And I want you to call five pass realtors per day.
• 5:11
  That could be on the buy side and the listing side, I would encourage you to do both.
• 5:16
  So if you call five realtors a day, that's 25 in a week.
• 5:19
  And I want you to ask them a question, right?
• 5:22
  So you get through the small talk, reconnect, hey, we did that transaction on 123 Main Street
• 5:25
  or, hey, Sally, it's been a long time since we talked or it's been a moment, hey, just
• 5:29
  wanted to connect with you.
• 5:30
  Hey, Sally, here's why I'm calling is in the market that we're in right now, I'm really
• 5:35
  looking to make sure that I fill any holes in my bucket.
• 5:39
  I'm looking to level up my business, my skill set, and I'm looking to identify any opportunities
• 5:43
  I have to get better.
• 5:45
  So I wanted to ask you, if you go back to that transaction that we did together, that
• 5:48
  most recent one, or if you have a history of transactions, you can ask it from that
• 5:52
  context.
• 5:53
  But I want you to ask them something like this, hey, Sally, so in one word, how would
• 5:57
  you describe the experience of working with me and my team?
• 6:01
  Like, how would you describe that?
• 6:05
  And assuming they have something positive to say, first of all, doesn't that make you
• 6:11
  feel good, especially look at the markets a little tough, it's a little challenging, we
• 6:15
  can get a little down on ourselves.
• 6:18
  This would be a nice little pickup for you, right?
• 6:22
  And so it would be cool to get that feedback, but also I want you to be, I want you to not
• 6:25
  just use this as a gimmick or technique, I want you to sincerely be curious because the
• 6:32
  best script is the truth, and if you're truthfully curious, you don't need to fake it or come
• 6:38
  up with some fancy introduction to this, it's like, hey, I'm just calling because I really
• 6:41
  want to understand how I get better.
• 6:43
  And I wanted to ask you a question and please be fully transparent with me, like, oh, this
• 6:48
  is, you know, if you don't tell me straight up, how you truly feel, there's no way I can
• 6:52
  get better.
• 6:53
  So Sally, in a word, how would you describe the experience of working with me and my team?
• 6:59
  And then listen, and listen for what's good, maybe you might need to press for what
• 7:04
  the idea is, can I get better, if there was one thing you would change, what would
• 7:07
  that be?
• 7:08
  And I want you to start off, start to deal, you know, peel back the layers of the onion
• 7:11
  and find out the opportunity of where you can get a sharp in the acts a little bit.
• 7:17
  So you can see, here's the funny thing, right, at a conversation with Mike Seminari, who
• 7:22
  runs the consumer experience division over at Stratmore, and we had a conversation about
• 7:26
  reviews and getting online reviews.
• 7:28
  And everybody thinks that online reviews is the holy grail of look at this, this means
• 7:32
  I'm doing a great job.
• 7:33
  And here's what Stratmore knows from the data.
• 7:35
  When online review does not mean they enjoyed your process, leaving you four or five stars
• 7:40
  does not mean they enjoyed your process.
• 7:43
  They may feel pressure to do it, they may like you as a person, right?
• 7:46
  But that doesn't mean your process kicks ass.
• 7:51
  And so the only way to discover how to get your process better is to actually ask the
• 7:54
  people on the other end of it, sincerely, truthfully, and be ready for the truth and ask
• 7:59
  for the truth genuinely.
• 8:03
  And then take what you've learned, evaluate, don't take, don't personalize it, right?
• 8:08
  Look at, look at it through the lens of improvement.
• 8:14
  And by the way, what kind of impression do you think this makes on your referral partners,
• 8:20
  right, these 25 realtors you're going to call?
• 8:23
  What kind of impression does that make to them when you're calling it?
• 8:26
  And sincerely, I underline, sincerely asking for true feedback.
• 8:33
  That really stands out.
• 8:34
  That really, you know, they say, wow, what a real professional, wow, right?
• 8:40
  Jeff must really care about his client experience.
• 8:43
  I've never had another loan officer ask me that, or if they did, it's rare.
• 8:48
  And it's been quite a long time.
• 8:51
  Now, if you feel you had a great experience working with the agent that you called, by
• 9:00
  the way, a way to multiply this activity for you, is once you've gotten that feedback
• 9:08
  from the agent, good, bad, or indifferent, I want you to feedback to them, briefly, because
• 9:15
  they might ask you, they might say, hey, you know what, this is kind of a cool little
• 9:19
  exercise.
• 9:20
  I wanted to ask you the same question.
• 9:21
  How would you describe what it was like working with the ABC Realty team?
• 9:27
  And then you can tell them, right, in an elegantly honest way.
• 9:32
  Now, you don't have to throw anybody under the bus if it was bad or if the person's,
• 9:36
  you know, a nightmare or a drama queen, however, if overall you've enjoyed working with
• 9:45
  the agent, you feel that they care about their clients and they took care of their clients
• 9:49
  and it was overall a positive experience.
• 9:53
  If you've not done this yet, you could leave them a Google review.
• 10:00
  Speaking to those words, descriptors, emotions that you felt about working with the ABC team,
• 10:07
  right?
• 10:08
  Hey, working with Sally Aremax is such a great experience.
• 10:11
  She cares about her clients.
• 10:12
  The process was smooth.
• 10:14
  Her team was intentative, right?
• 10:17
  She really goes the extra mile for her clients, you know, something simple, just like that.
• 10:22
  And then you can take a one extra step and you can grab a screenshot of that review.
• 10:31
  You just left them.
• 10:32
  You can do it with your phone, screenshot text.
• 10:34
  You can grab a, you know, clip it with your computer and send it over email, but you
• 10:38
  can just send that little screenshot to them and just say, hey, Sally, you just want
• 10:41
  to let you know.
• 10:42
  Really enjoy the conversation.
• 10:44
  I took a moment just to leave you a review and wanted to just, you know, draw your attention
• 10:48
  to that.
• 10:49
  Here's what it is.
• 10:53
  Without expectation of, oh, let's, you know, let's give or take, give me one.
• 10:56
  I'll give you one unless that's the level of your relationship.
• 10:59
  Some of those are like that.
• 11:00
  They're close enough.
• 11:01
  They're like best friends because if I called my best friend today and I said, hey, you
• 11:04
  know, Robert, would you leave me a review online about my business?
• 11:07
  He'd probably do it, right?
• 11:08
  And I would do the same back to him, right?
• 11:10
  Because we're long time friends.
• 11:12
  And if that's appropriate, do that in a lot of cases that won't be appropriate, the more
• 11:16
  appropriate response or approach would be what I just laid out for you, which is ask
• 11:21
  the question in one word, how would you describe the experience of working with me and my
• 11:25
  team?
• 11:26
  Please be honest.
• 11:27
  Please be candid in your feedback.
• 11:28
  I'm a grown grown up.
• 11:29
  I can handle it.
• 11:30
  This helps me get better.
• 11:31
  Great.
• 11:32
  Hey, Sally, by the way, I just want to let you know this was my experience.
• 11:34
  Really enjoyed this, this, this.
• 11:36
  Cool.
• 11:37
  And tell him you're going to go leave a review, just go do it.
• 11:41
  Then send that screenshot or that email as a follow up.
• 11:45
  And again, the key point here, the key takeaway is sincerity.
• 11:48
  This is it in gimmick, if it's a gimmick, it'll come through as a gimmick.
• 11:52
  Got to be sincere.
• 11:54
  All right, so that's this week's quick tip of the week.
• 12:01
  And once again, as a reminder, if you're looking to double your realtor referrals in 90 days
• 12:05
  or less, if you're looking to stop chasing, co-calling, begging, you want to move from
• 12:10
  being seen as a solicitor and vendor and you want to become a partner and a peer, you
• 12:15
  want to attract agents, you want to get the kind of results you heard just like at the
• 12:18
  beginning of today's episode.
• 12:22
  Then go check out getmoreagentreferrals.com June 11th, a brand new opportunity I'm releasing
• 12:31
  for just a small group of loan officers to work directly with me to double their referrals
• 12:36
  in 90 days or less.
• 12:37
  You can go there and see some of the success stories, getmoreagentreferrals.com.
• 12:41
  And this is, if it's after June 11th, you're listening to this, still go to that website
• 12:46
  because you'll get notified of the next opportunity we have to work together.
• 12:50
  So I hope you enjoyed this episode.
• 12:52
  Appreciate you tuning in.
• 12:53
  I'll see you on the next one.
• 12:54
  Bye for now.