The mind trick for origination success

by Brian Sacks05 Nov 2018

Let me ask you a very strange but important question.

Do you or anyone you know ever get married on the first date? My guess is that your answer is no so, let me show you why this question has everything to do with your production.

Last week, I met with one of the loan officers on my team about several builders, all of whom I suggested as targets of this officer’s marketing efforts. He went to see all of the builders and reported back to me that all of them said they were not interested in working with him.

So he just stopped calling on them!

They all gave very good reasons why they would not entertain using him. Some said no because they had their own preferred lenders. Some said no because they were not looking to add any new lenders.

The truth is that no agent or builder or any other referral partner is likely to meet you the first time, be totally enamored with you, and immediately start sending you business.

Do you know the story about Acres of Diamonds?

If you don’t have this book, look it up and download a copy. In fact, I just provided it to the members of my Top Originator Mastermind members because I think it’s so important.

The point is, we all give up way too soon, generally right before we would have succeeded. Let me share a quick story with you. Many years ago, I targeted a real-estate office that I wanted to do business with.

These agents sold a lot of homes, mostly higher end homes in my area. I went to this office three times a week for three full years. Did you read that—three times a week for three years!

I got a few deals a year from them but was not able to make any real progress. Then, one day, their in-house agent really messed up a loan and there I was. For the next 15 years I did 90% of all of the business in that office until the company was finally sold.

No one likes rejection, but the truth is we all give up way too fast. You should view a NO as “I just haven’t convinced you yet.” Stay in front of your targets and wow them until you do get a YES!

If your ship hasn’t come in yet, go out and swim to it!

Dedicated to increasing originator production, Brian Sacks is a national mortgage expert with HomeBridge Financial Services Inc. in Owings Mills, Maryland. He has over 30 years of mortgage experience and career closings of 8,000 loans in excess of $1 billion. A recognized leader in the mortgage industry, Sacks is the resident expert for NBC Channel 11, and he has also appeared on the CBS and ABC stations. Brian has appeared in over 42 states and is considered the national expert on working with credit challenged buyers. Brian is also a respected coach and speaker, and the founder of the Top Originator Mastermind. Watch his four-part free video series on How to Close More Loans—Make More Money and Still Enjoy Life.


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