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How to Go from Closing 2 to 10 Loans Per Month · Mortgage Marketing Radio

• 0:00
  Hello, my friend Jeff Zimper host of the Mortgage Marketing Radio Podcast. Thank you for tuning in. I'm so thrilled to bring this conversation with you.
• 0:20
  Hey, what can the power of one connection be? What can the power of one engagement on social media be? Well today you're going to actually hear
• 0:30
  exactly what that powerful connection can lead to. And that is a podcast interview, a new relationship, a potential business opportunity. Who knows?
• 0:39
  The question is, is are you connecting on the social medias? So today my special guest I connected with originally months ago overlinked in because the content he was putting out was really eye opening and impactful when it comes to being a more successful mortgage professional.
• 0:54
  I'm talking about Sam Abazzari and Sam is the founder and director of level up sales coaching with you mortgage using experience loan officer in the industry and he has a special skill dare I say is special skill is helping loan officers get to 10 loans a month in 18 months.
• 1:14
  He has a project called the four 10 project, which is all about helping you the loan officer grow from average of four loans a month to 10 plus loans a month. And if you don't think there's a specific strategy and system to get there. Well listen to today's episode because I think what you'll hear is proven methods tactics mindsets and strategies.
• 1:33
  That Sam has witnessed coaching hundreds and hundreds of loan officers to go from right for the 10 loans a month or more. And so get ready to take notes.
• 1:43
  Check the link in the show notes to connect with Sam on LinkedIn. You've got to follow him at least for his content that he posts on LinkedIn because every post Sam posts is a mini coaching session that will help you level up your skill set mindset as a mortgage professional.
• 1:58
  So definitely check out the link of the show notes you'll be glad you did and contact Sam let him know your big takeaways from today's episode if you've got any questions for him.
• 2:08
  Without further ado, let's get into this weeks show Sam welcome to the show. It's good to be here. How are you Jeff?
• 2:16
  You know, this is what's amazing about the world today is we can virtually connect on LinkedIn for months and then say, hey, you know what, why don't we have a conversation and then there's already this kind of built in rapport that we already have because we've been kind of communicating back and forth on LinkedIn.
• 2:30
  It's true. I feel like I know you really well because I've been consuming your content nonstop and I'm a fan of yours and then I realize that we actually haven't properly actually talked and then this is the first time we get to see each other face to face.
• 2:45
  So that's the magic of social media for me magic of social. All right. So for people who are not familiar with you Sam, what would you like to share with the listeners about you, what you do, whatever.
• 2:57
  So I'm Sam. I run the internal coaching program at you mortgage level up coaching has about 120 loan officers is just for people in law in you mortgage.
• 3:09
  And I work with everyone from people that are brand new and just want to learn how to get loans to people that are already doing 20, 30 loans a month and they want to take it to the next level.
• 3:18
  It's level made the working lets or doing a lot more loans. I work with everyone and it's why why work on with people is different.
• 3:26
  But my goal is for everyone to make a ton of money, have great work life balance and save a lot of money and make sure that their life is as high quality of the possible as quality possible through their professional life.
• 3:39
  There's I imagine a fair amount of loan officers listening right now who just heard that and are saying tell me more.
• 3:46
  So I'm going to set you up for this because you know I talked a little bit before hitting record is a fair amount of your content.
• 3:53
  And by the way, it's really good. We'll link it up in the show notes to follow you on LinkedIn every post you have is like a mini coaching lesson.
• 3:59
  And there's always these little nuggets of wisdom too, which is you give us a lot to chew on. Let's say that.
• 4:05
  But your specialty correct me if I'm wrong is to take loan officers who might be closing right now two to four loans per month and grow them to to ten or more units per month.
• 4:16
  Is that accurate? That's exactly a two to four a month right now and it's not always a consistently doing two to four sometimes they go to one sometimes they go to seven.
• 4:25
  And you know how this business business is but I take them to ten by teaching them the skills they need to to get to the ten one.
• 4:34
  And this is about skills not just giving strategies about helping them build the skills and then building a team around them so they can do ten loans a month because that ten was a month.
• 4:43
  I think that's when the highest life quality happens in our industry that's when you have team supporting you.
• 4:48
  You do the most fun activities you make the most money that you can and you have great work life balance and your family is really happy with you.
• 4:57
  10 is the magic number I like that all right well then what would you say just let's just start at a high level here.
• 5:04
  What do you see as the how would you articulate somebody listening okay that's me I want to I'm at two to four I want to get I'm that guy or gal wants to get the ten where do I need to start to do that.
• 5:17
  So if you're two to four it depends where you are some people coming with really good sales skills but really terrible organization and time management so then we would work on the building the systems building in the time management and processes that will actually help you just leverage your sales skills.
• 5:35
  So you can improve other people come in with actually terrible sales skills but they have such a good actual product like they're so good at their craft being a loan officer that once they get someone in they keep getting referrals.
• 5:48
  So with those people is all about building the sales skills and just building the rights network around them so more people refer them to them and that's the that's the foundational like where we start that that gets you to about six loans a month at six loans we start to focus on team building.
• 6:07
  Whatever that is sometimes for people it's processors sometimes for people it's assistance and then for some other people it's like front and assistance again it really depends on individual strength and weaknesses and then with one help you can comfortably get to ten loans a month and there is just about leadership management systems on how you delegate how you check quality of work and everything from there and after ten loans a month.
• 6:34
  Most people just want to either stay there but if they want to grow it's a whole different skill set after that interesting different skill sets that are required for each stage.
• 6:45
  Oh yeah absolutely absolutely I think the hardest part of this business is going from zero to one.
• 6:54
  Doing consistently doing one loan a month is a huge pain that's the hardest part I have at least for me getting people to that the skill set for that is so much different than going from two to four then from four to eight and eight to ten you know it's all ranges so different skills for different milestones.
• 7:12
  Okay so let's let's back up then I laughed because I think it's relatable to go from zero to one is like the hardest thing right and that's so true though because you're depending on your situation most people they if you're if you're trying to get to one loan even two loans a month you probably don't know a lot of people right that's your struggle you're probably new in the business so you have no reputation little reach you know I thought I heard this phrase a while back that I love which is everything you want is on the other side of your reach and your reputation.
• 7:41
  Love that and so let's let's I want to briefly go through the phases somebody's starting out they're looking to build their career they're at about two loans a month like what what should they be doing what should their primary focus be throughout the week is it prospecting what is it.
• 8:02
  I like to break up the day into three parts the first part it's only like 15 to 30 minutes is learning learn wherever you're the weakest learn that for some people it's guidelines for some people skills for some people it's mindset doesn't matter the first 30 minutes just learn.
• 8:22
  The second part of the day is lead generation for that I like to do the theme days on top of some prospecting theme days are more like you already have your network and your system built so you're just kind of servicing it but if you don't have that you really have to go prospect for new business as part to just generate more leads and then part three I call it fulfillment and conversion and that I like to do that either mostly in the afternoon.
• 8:52
  And that's you got leads just go convert them doesn't matter if it's from earlier today it's from earlier in the week or from two years ago just keep converting your leads and fulfill do everything that you told people you would do.
• 9:05
  You told them you're going to send an email with numbers that's what you got to do setting up your files you proving that's what you got to do.
• 9:12
  And then if you do that that's when your day has and if you do those three things you've had a successful day and if you just consistently do those three things you are no doubt going to grow to where you want to be.
• 9:24
  Well, it sounds like a fairly easy recipe to follow what trips people up.
• 9:29
  I think I see I see too many people get into that fulfillment side or into that learning side.
• 9:38
  And fulfillment they get bogged down by feeling bit good by being busy not being productive.
• 9:46
  I'll give you an example that I actually saw last week that I see all the time.
• 9:52
  One of my loan officer students said like I'm so busy I have this loan that I've been working on.
• 9:58
  I'm like oh you're so busy working on one loan how many loans do you have?
• 10:02
  It's like six I'm like how many leads did you get last week 15 like what happened to them so I totally forgot but I was busy with that one loan.
• 10:09
  That's not being productive that's being busy so people really get bogged down in that like oh I'm busy I must be doing something right.
• 10:16
  Whereas you really want to just focus on being productive and I might get a lot of hate for this but I'll die on this hill.
• 10:24
  I don't think you should spend more than two hours on a file realistically like total until like total total time or like a week or what.
• 10:35
  Like per file like I think from when you get a lead up until pretty much like I used to say closing but I realized that some files are just nightmares and takes longer so I'll go say until like disclosure like no more than two hours total time.
• 10:51
  Oh yeah there's a lot of people right now getting like what are you talking about.
• 10:57
  So you get efficient that's why like guideline knowledge is going to come in learning your systems is going to be good and like applying to 80-20 like you don't have to find every dollar that the client can save the moment they're pre-approved like and I see a lot of loan officers doing it.
• 11:14
  No you do that once they're under contract understanding like what she got to do right now is the priority is really important and I find my loan officers to struggle with that a lot so just getting them out of that rhythm of don't be busy be productive allows you to kind of apply that perfect formula of the three things you got to do every day.
• 11:34
  Yeah that's such a great point because my recall is just like what what's attracts some people to this business is they are you know what tactician they love structuring deals solving problems you know getting deep in the thick of figuring it out and therefore all of a sudden a week has gone by you're like I figured it out right 17 hours later.
• 12:00
  Exactly exactly and you know funny funny note can I share one other anecdotal story with this open mic baby.
• 12:10
  So something I tell to loan officers that are like past that five loans a month is you have to realize that if it's going to take you 10 hours to find out if the client is pre-approved or not maybe that's not the right client for you.
• 12:24
  I was going to ask you is there businesses that you should say no to 100% I learned this from I don't remember who took taught me this but I want to like the top loan officers in the country taught me this and I live by once you have a team.
• 12:41
  Your team gets to say no to one deal or one client every month it's going to make them so happy because it's just such because it clogs on your pipeline it takes you away from everything it impacts your life quality so if your team can say no to one per month you as a loan officer who is living with it can definitely say no to one deal every month as well.
• 13:02
  Yeah listen I don't disagree with you and yet as you know there's the loan officers who are just like but they got their teeth in that one deal because that's all they have.
• 13:12
  So maybe is that also the nature of your early on in your in your unit production per month you know you're at four or less or two is.
• 13:22
  And you just like that pit bull is not going to let go of that bone because you're like no man I got to like I need this and there's a way to get this done is that.
• 13:31
  Acceptable in the early stages.
• 13:34
  100% yeah only say that to people that are consistently doing five and above okay if you're if you're do if you're barely getting two or three loans a month.
• 13:43
  I don't really learn how to do it is a great learning is about learning at that point as well so the harder files that you get the more you learn the more you build your reputation totally fine.
• 13:55
  All right well let's talk about then how do we get business because you made a post yesterday on LinkedIn.
• 14:02
  This is one example about meeting referral partners and but you could use any example you want of just how do I get leads get prospects so let's just again take that person who's not yet over five loans a month what are the activities they should be doing to bring in business.
• 14:19
  Identify so I made a post about this the other day which kind of actually it started our conversations about me being on the podcast I used to think like the strategy is the most important thing.
• 14:30
  But now I think like understanding yourself and understanding your communities the best I still think realtors are the easiest way to build your business.
• 14:40
  No Sam don't say it you're going to piss people off.
• 14:45
  It's the most efficient way to get the clients the realtors know what your value is to them.
• 14:50
  They understand your importance and consumers at the end of the day are going to realtors first so like I'm heavy on realtors first then I think like direct to community I call it.
• 15:00
  Is like going to the community of consumers is good and then I love financial advisors I love attorneys even property managers I love them all but like if you're a brand new one officer.
• 15:10
  Sorry understand who you are first and I'll give myself as an example.
• 15:18
  I play soccer I'm an Iranian American this is just like understanding yourself a little bit I love numbers I like business owners I don't actually have a ton of patients or first time home buyers who have like a million questions about buying homes which isn't a bad thing it's just me.
• 15:38
  You know I can't provide that emotional handholding that some first time home buyers have so it would be logical for me to go after that community of first time home buyers.
• 15:49
  But if you're someone who wants to house hack you know if you're in your 30s like high 20s to low 30s you're you might be a first time home buyer but you're looking at a very logical sense.
• 15:58
  And you like you like soccer or you're like you're an immigrant we're going to get a lot great because that's that's why I am and I understand your needs first which kind of leads to the second point understanding your community because and I'll you I use some extremes here.
• 16:14
  But buying a home means completely different things to different people.
• 16:19
  You know if you're an investor buying a home is just numbers if you're a fifth generation or you're someone like the fifth person in the family who's tried to buy a home and it hasn't happened no one in your family line has ever owned a home that is as emotional as it gets.
• 16:36
  So it's like once you understand your community you can relate to them at that point like if you understand your community so well you're so in line with them there's no sales skills required because you can just connect so well and speak the same language.
• 16:49
  So to answer your question Jeff like if you're doing less than five loans like where should you start is first understand yourself on what you like to understand the community that you'll be best able to serve and then three once you know that go find that community.
• 17:04
  So and the way to do that I think social media is fantastic because you can attract a lot of people but also reach out to a lot of people I'm a big fan of LinkedIn because you can literally find the exact type of people that you like.
• 17:17
  And then go to to communities like again like I mean Iranian American I can go to Iranian community Iranian American Center in Chicago and I'll meet hundreds of people just like myself sure I can go play soccer and I can meet people like a so find your own community and just meet.
• 17:36
  Yeah so that's somebody you have a rapport connection with I love the fact that you actually said you're not ideally suited for first time home buyers because of all the hand holding and I think that's a brave statement but also one back to you know know that I self that thing.
• 17:54
  And I think that's that's like I usually don't hear people say that because it's usually you know like hey man first time home like you know what I mean the usual default focus of like this is the biggest segment of the market are used to be that's that's pretty pretty bold and that's I'm just jealous on that for a minute because I've never heard anybody actually.
• 18:13
  I want to say reject but let's just say not want to go after that as a market segment.
• 18:20
  I actually think that I don't I want to I might get a lot of hate here again.
• 18:25
  That's what people do on my show they get hate.
• 18:31
  I actually don't think one I don't think that's the best market to go after and two first time home buyer people think it's a niche it's not a niche.
• 18:39
  You know like something like 30 to 40% of home buyers are first time home buyers every year that's not a niche first time home buyers coming across so many like from the such different shades and needs.
• 18:51
  So if you say oh that's my niche like I think you're kind of missing the mark like niche is small small small part of the market and by the way like any niche can still make it great living.
• 19:02
  You know I know people that literally in Chicago they just do DSCR loans in Chicago not even Illinois just Chicago and they're making well into six figures that great life quality.
• 19:14
  So any market is big enough for any niche you don't don't have to go get everything just find your people and there's a lot of loans to be done in that one middle market.
• 19:23
  I love that I applaud that greatly and I also again I'll applaud the fact that you pointed out that the first time home buyers is not a niche when it's 30% of the market right and it's just that rolling moving parade every year.
• 19:36
  You know fluctuates a little bit rate based on affordability but it's also very crowded quote niche like you know everybody's going for the first time home buyer.
• 19:43
  I often say that if I was to get back into originating I would be well one of the things I thought about a lot as a divorce as a potential niche because it requires a high level service and expertise it doesn't get shopped a lot right all the stuff with that.
• 19:56
  But then there's a few friends you might know as well that do reverse you know so and those are to me those are special skill sets and if I'm going to be an originator today I want to be known for some type of a special skill set right or the ability to solve a unique set of problems.
• 20:11
  And I think what you just struck a chord with that I'm double tap and on here is this is the first time home buyer a unique set of problems.
• 20:19
  What do you think?
• 20:21
  No, I mean everything can have a unique set of emotions maybe emotions.
• 20:26
  I don't want to say like don't don't go out there and like say like you love working first time home buyers if that's your community please.
• 20:33
  But yeah if you love it right if you're pat you can remember when you bought a first or whatever yeah where I think that the headline is Sam you said find your community find your people.
• 20:43
  Exactly exactly so yeah I have a split have something that you add so much value to that pricing isn't a problem anymore like people don't even think about the price anymore.
• 20:53
  You don't become a commodity so here's an example with like if you're going to go first time home buyers again is such a big market like it's not a niche like you can say I do first time home buyers who want to house hack.
• 21:05
  Well now that's that's a much smaller market and those people have unique skill sets you need or have unique desires and needs and you need to have a unique skill set.
• 21:16
  And then the value you can provide there can be hey how do you actually leverage the house hacking to buy your next property and that can be an entire like PDF document with every step how you can like step by step process of how to what to renovate if you're going to renovate if you're going to do a burst strategy.
• 21:35
  You know this is adding so much value to your client that they every time they come across anyone who's even considering house hacking they're going to give you a name out and they're never thinking well Sam's rate is at 7.5 but this guy is 7.49 so I think I'll go with it.
• 21:53
  It your value has to be indisputable you can only do that like you said if you're solving very specific problems with a specific skill set.
• 22:04
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• 23:08
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• 23:18
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• 23:26
  Just to recap that you talked about the three pillars to success is number one sale skills connection to community and then thirdly understanding self those according to your post ranked by easiest to hardest to achieve.
• 23:40
  If you have only one attribute this profession will be very very hard.
• 23:46
  Do you find it a lot of elbows are or what should I say which of the three do you think they miss are missing the most.
• 23:56
  I can recap those if you need.
• 23:59
  I live with them every day.
• 24:03
  So if you had zero to one zero to one you're missing all three up until three you know some people feel like they understand themselves pretty well.
• 24:15
  But they lose that on the way to getting to five to six months a month they develop sales skills and then they just go get any deal that comes to them.
• 24:23
  So they under they lose themselves and they lose their side of like the community that they like but they build that sales skills.
• 24:30
  So when it comes to how do you how do you get to 10 then you have to have sales skills to get to 10.
• 24:38
  But then we go understand like your community and understand yourself like you kind of start to explore it along the way.
• 24:45
  So people start with nothing then they have better understanding of themselves but in the process of learning sales skills they lose it.
• 24:53
  So we have to rediscover it.
• 24:57
  Do you when you say sales skills or do you also mean by that like marketing right building awareness.
• 25:04
  So that's such a you brought up such a good point yes I do mean marketing I I actually think we do a bad job of labeling things in our industry.
• 25:18
  I don't think there's a whole lot of sales required in mortgage sales.
• 25:23
  You can never convince anyone to buy a home if they don't want to buy it.
• 25:27
  The best you can do is be there when they're ready to use you.
• 25:33
  So it's a lot of marketing.
• 25:36
  I just to be clear I'm a big believer in sales skills and as I'm sure you are you know scripting per se which which I I don't know if you have posted much about scripting but conversion right.
• 25:46
  It's because what I love that you've laid out is like this this this this pipeline if you will or processes are various steps along the growth pattern of being a producing loan officer.
• 25:58
  And this is I don't know about you because you coach a lot of LOs.
• 26:03
  I see that conversion sales skills if you will the ability to communicate and move people towards action.
• 26:12
  That is a place when somebody's at four or five loans a month that's an easy place to get another couple more lift.
• 26:19
  Would you agree?
• 26:21
  That's very much so.
• 26:23
  So I think 10 leads a month.
• 26:27
  It's a good investment to learn how to convert how to stay organized to convert what are the scripting and frameworks for conversion.
• 26:35
  Because even if you increase your conversion by like five to ten percent you know that's that's almost a loan a month or at least a loan every other month.
• 26:44
  10 leads and that's pretty significant if you're making even three grand a loan that's that for a little investment that's a lot of money.
• 26:54
  Now if you're getting 20 to 30 loans now we're talking about a seriously high ROI.
• 26:59
  So I agree like understanding your sales funnel from the moment someone enters the journey with you down to when they close and how they refer you really really valuable skills to learn.
• 27:11
  That's the sales skills for sure.
• 27:15
  Interesting.
• 27:17
  Do you believe in scripting?
• 27:20
  I'll use that word.
• 27:22
  Minimally.
• 27:23
  I believe in and minimally.
• 27:25
  I think our parts that are really useful like how you ask certain questions words matter.
• 27:32
  But generally I'm a bigger fan of frameworks.
• 27:36
  And for that is like if you you can you can.
• 27:40
  Frameworks are like having a bunch of different tools so you can assess the situation and understand how you can use the framework to solve that.
• 27:48
  If you have a script you have one tool for every problem so it's like you have you bring a hammer to solve every problem if you only use scripts.
• 27:56
  So I like to use frameworks but teach like wording to ask certain questions for best results.
• 28:02
  So for example I'll put a little coaching here and that when you when you're discussing like with a with a realtor because I think like you market to generate enough leads for realtor to understand your value but you have to do kind of a hearts.
• 28:19
  You have to do a lot of skills to convert interest into actual referral partners.
• 28:23
  And at the certain point you have to be very upfront and clear with what you want and what you're going to provide.
• 28:29
  And once you make it clear you have to say does that sound fair.
• 28:32
  And that's my favorite like script or wording for winning over because everyone wants to be fair.
• 28:38
  So when you say yes and when they say yes congrats you really want something over because no one.
• 28:44
  No one's going to say yeah that's fair but I'm not going to do it if they say yes it's fair they're very likely going to follow through.
• 28:51
  I like that like that so frameworks too.
• 28:54
  And so I guess I would agree with you is that I don't like scripting as in its robotic but I love the way that you kind of set that up with frameworks transitions right simply because some people need to be better at language and you know the use of language if you will to move people forward.
• 29:11
  All right let me go back to something else you posted in here earlier in your career you learned there's about five ways to meet referral partners the read of them are your favorites for 2025.
• 29:21
  They are the most effective and fun I'll read these three and then you can like give me your two cents on it introductions from others transactions and social media why have you chosen those and what would you like to add.
• 29:37
  So the five are referrals so introductions and referrals to his transactions three is events so like open houses networking events for social media and five is cold calling or cold emailing those are the five that I know I don't think there's any more.
• 29:56
  But the three are my favorite introductions transactions and social media because.
• 30:04
  One those are the highest our eyes and that's the least effort for the most reward but also the kind of people that you get they're highly committed to you so if you get an introduction like think about.
• 30:20
  Even where you're like if your best friend tells you I just bought x y and z from this guy was awesome and if you have a need for it right and you get that introduction you're going to go use that person like there's no questions so if you get introduced to realtors by another realtor or by your best friends.
• 30:38
  Highly likely that realtor is going to take the meeting with you you don't have to sell any more upfront you're just going to get that meeting actually we just we didn't exercise like a month ago how like how many introductions you can get from just your best friend or sibling the lowest number we got was four introductions really.
• 31:00
  Yeah four introductions to realtors the highest I saw was 19 to real so yeah everyone knows on average five realtors and the four introductions was how the lowest we got the highest I think we got someone said they know more than 20 but made 19 introductions like made 19 introductions wow like on a coaching call.
• 31:23
  But the second thing it transaction is like you get to show how good you are and that's the best you'll ever be so the expectation is set everyone just to see what you are if they want it it's great if they don't want it no problem we just built a great reputation for yourself in the market.
• 31:41
  And finally social media like you and I are perfect example like we've been seeing each other on social media talking like our best friends for months we had never truly talked so if you are willing to use law of attraction which your platform is fantastic for adding value to your community.
• 31:59
  And just engaging with the people that are connected with you it's you're building the trust before you even have that first interaction and everything else is just about how do we do it instead of do we do it so really built it's like the pre sale is down for you.
• 32:16
  Yeah love that a lot in your coaching with L those which of I don't want to ask like the same I was going to ask you which of the those those the five do you think they struggle with the most but answered any way you want you know which of those five moves the needle the most because I'm thinking contextually here we are January 2025.
• 32:40
  We're off to a bit of a slow start in the market right all that stuff like I mean is there a short list of because I'm going to come back to tactical of activities of like listening right now get in the market over the next 30 days and you know I mean of those five which which would you execute on.
• 32:57
  It really depends on your strength and weaknesses if you don't have any social media obviously don't do that like if you don't know how Instagram linked in Facebook works like that just don't do that one it's too hard to build.
• 33:10
  But also if you would just move to a brand new city and you don't know anyone and no one not offing your family knows it will like introductions isn't going to work so great either.
• 33:20
  So understand where you are and leverage what you have now those are five different things and all of them can work depending on where you are and what your interests are.
• 33:31
  But assuming everything you're is just about equal I like your average loan officer I think everyone should do introductions like just literally five five people in your phone book like siblings best friends.
• 33:45
  Like just five people there or even family member ask for introductions to realtors and do you want me to give the scripting for that one actually yeah it's send a text say from the top of your head how many realtors do you know you'll get an answer back and then say how many of them do you feel comfortable making introduction with.
• 34:03
  And then there you go you just got to get at least everyone should get at least three yeah from there you just give them the text so they can copy pace and make it three way text so almost every person should use that to meet realtors the second one I think everyone should do is if you have any transactions right now.
• 34:24
  Or you've had even more than 10 or 20 put some focus on it go back to the listing agents and when those listings are legit listing agents over also title is really good yeah people sleep on title a lot attorneys in Chicago we get it's an attorney state so people they have they know a lot of realtors and no one talks to them so if you talk to them you're good.
• 34:46
  And then at the end I would do so if you've done one and two and you've gone through it which you can realistically doing like a week then go put some energy on.
• 34:57
  So priority yeah yeah I love that and just to put a cap on this again back to another one of your posts which is why you should follow the link in the show notes everybody and go follow Sam on LinkedIn.
• 35:08
  But this most recent post from actually two days ago your focus right now mastering two key skills lead generation which is building a network of referral partners using social media correctly and providing consistent and aligned value and then to lead conversion you know understanding clients needs providing clear and honest advice and closing deals efficiently.
• 35:28
  I obviously lead lead and heavy on lead generation because you know it's all about top of the funnel like and that's where I think a lot of people struggle back to your point of you know they spend too much time on alone.
• 35:41
  Then the leads dry up right and then they're like up and down up and down I got to reinvent myself every month my gosh what a difficult life.
• 35:49
  It stops once you get to 10 with a team member that's a lot of magic of 10 but Jeff I got to say like what you what you've built out with you know realtor classes leading with education and that for me that's like that is direct to community as well for the community of the people that you want because the people that are with if you're willing to provide education.
• 36:13
  The people that are coming to you are the people that value education that's that's a alignment and interest in values and that's really important that's finding your community.
• 36:23
  So if they keep coming back as long as you understand how to transition from the top of funnel the value of education to all the other values that you add as a loan officer to your realtor partners.
• 36:34
  Then now you have a winning formula that's the sales skills that we talked about the funnel and I think a lot of people don't understand their value to realtors frankly.
• 36:45
  So they they get confused and they tried to work with too many realtors which I think it's not feasible you got to have a cap on how many realtors you're truly willing to work with.
• 36:55
  Yeah yeah invest time with you can be available at an arms length for those two deals a year that they send you but yeah if they're sucking your time that's a no go.
• 37:05
  Okay do me a favor would you mind telling us a little bit about this project you have which is the what is it for four and ten what's it called again.
• 37:18
  Project for ten.
• 37:20
  Thank you trying to find it right here in front of me but yeah what is project for ten.
• 37:25
  So I'd like to get loan officers that are doing two to four loans a month that want to get to ten and I help them get there help them build the skill sets that they need leverage their strength and.
• 37:38
  Either ignore the weaknesses if you can ignore them or leverage another system to overcome their weaknesses to get them to ten and then if they want to stay in ten that's great if they want to go above and beyond that's possible as well as just a different ballgame but ten it for me is the magic number that's when you make them money that you want your family is happy with you you have plenty of time you actually work less doing ten loans a month and you did do if you do four to six or even honestly two loans a month can take a lot of time your time.
• 38:07
  You have the best systems and processes built out so ten loans is fantastic so project for ten is getting loan officers that are doing two to four and getting them to ten.
• 38:17
  But that doesn't mean I don't help anyone else I actually believe that education should not be a barrier to success in the industry so everything I do all my coaching all of that is available for free completely.
• 38:33
  I post on LinkedIn if anyone reaches out to me by coaching sessions I share them for free education for free is the skills that building in project for ten you come work with me at you mortgage you have a line interest and we get you to ten loans a month.
• 38:47
  Fantastic well once again we'll link it up in the show notes and at a minimum go follow Sam on LinkedIn because it's like I said earlier every one of those posts is a clinic and it's going to make you pause and think and really go and I think you can take away at least one thing from every post I've seen of yours so you must be spending a lot of time putting these posts together because they seem very well thought out.
• 39:09
  I think a lot about origination so my background is I got a business degree and before mortgages I was going to be a consultant so I got trained to break everything every problem down to either the file like all the moving parts and fix that one tiny problem and then put it back together to have a functioning role system so that's my training.
• 39:38
  So I just do that with mortgage sales right now that's that's what I love to do that's what I love to think about so every post is me breaking a problem down fixing one that I'm putting it back together well that's cool it's a valuable skill and I bet some allows could use that kind of a skill so.
• 39:54
  Hey I've really enjoyed the same was great to finally connect and do this over the podcast and I think everyone else enjoyed this as well so thank you for being here.
• 40:01
  Thank you for having me was a joy and an honor my pleasure listeners you know what to do follow links in the show notes go to Sam's LinkedIn follow him comment let them know that you heard about him from this show and we appreciate you tuning in we'll see you on the next one.
• 40:14
  Bye for now.
• 40:15
  Okay that's it for today's episode before we wrap up I just wanted to remind you about my agent classes your proven system to double your agent referrals in just 90 days.
• 40:25
  Imagine never having to call call again instead building real lasting relationships with top producing agents who want to send you business with done for your presentations marketing automation weekly coaching it's all designed to make growing your business easier and fun.
• 40:41
  So if you're ready to take control of your agent referrals and grow your income visit mortgage marketing dot pro or check the link in the show notes and why you're there don't forget to check out the success stories from other mortgage pros who've already seen incredible results.
• 40:53
  Thanks for listening and I'll see you on the next episode.