I get this question an awful lot… “If you were me, what would you do to jump-start your paycheck?” It’s a fair question as I can see where many of these loan officers are coming from. Just look at how much the market has changed.
The inherent problem in answering a question such as this one though, is I am not you. I have no clue how hard you work, if you will stick with it, what you are, or are not willing to do etc… There’s many variables involved here.
HOWEVER, let’s make a few sweeping assumptions to better allow me to answer this question. I’m going to assume that you work hard, I’m going to assume that you are telling me the truth when you say “I’ve tried everything” and I’m going to assume you’re actually working when you’re in the office, instead of emailing, and surfing the web… (Haha – You knew I couldn’t resist ribbing ya a bit there)
Ok, so what’s a great way to jump-start your pipeline?
#1 – Think big, think fast
If you listen to all the people who tell you to not expect quick turnaround for your marketing efforts, you’ll only do small minded marketing, because you EXPECT failure. When you expect failure, you “play it safe.” Can any of us really name any business, or person who has just exploded their business by “playing it safe?”
I can see an interview on TV now: “Well Bob, see, we reigned in our marketing efforts, and stopped meeting prospects and waited for them to call us, and BAM!!! Next thing you know we’re going Fortune 500!”
No. You need to THINK big before your actions will reflect and mimic your dreams.
loan officer #1 – Is thinking big. Knows he’s valuable and has a lot to offer, and he plans on getting at least 3 loans this month just from his realtor partners
loan officer #2 – Has heard that it takes 4 – 6 months from the “guru’s” to get any business from realtors
Who’s going to win this? Even if these 2 loan officers are identical in every single way EXCEPT for their mindset, who’s going to win? When you play to win, you do things you normally wouldn’t. When you do things you normally wouldn’t, you stir things up, get people excited, and HAVE FUN!
When you’re getting great results, you’re having fun right? Who can’t help but smile and laugh a bit when the loans keep piling in? It’s a great feeling. If you expect to win, you will win.
So that’s my advice for today. Try changing your thought process a bit and see what happens. ASSUME that your efforts this week will pay off big time, and then act like it’s already a reality. You’ll pick up the phone more, you’ll meet more agents, you’ll touch base with past clients, you’ll ask for referrals etc.
We’ll continue this discussion in my next post. I want to talk about the actual marketing efforts now that we have your mindset on the right path…
Chad Weber – www.loanofficermarketinglab.com – Have you watched our online demo yet?
Great article, getting results is the key to success. We all need to put a liitle more effort into our business.