Challenges from other LOs

A guy from a different mortgage company called me up. He wanted to inquire about the Mint Capital.

He told me he had to hire and train his own processor. He didn’t have the time and knowledge to train the processor.

He was new in the loan officer field and he didn’t yet know everything. On top of that, his producer was too busy to answer his questions and fully train him.

He asked me, “Lou, how does it work at the Mint Capital? I am overworking, I need to train my processor plus I still need to learn some things myself. I am totally overwhelmed!”

The answer is: The Mint way is exactly the opposite!

We support our loan officers all the way! Our LOs do NOT HAVE TO DEAL WITH PROCESSING AT ALL.

All they need to do is structure the loan and put it into the system. From there, our LOs hand the loan over to our capable, fully-trained processing team.

Our full staff of processors take care of every detail, including dealing with the:

accountants

lawyers

bankers

and preparing for the closing.

When comparing any mortgage company with the Mint — it’s not even apples to apples. It’s a completely different criteria. Our LOs can double the amount of loans since they don’t do any processing work.

At the end of the pipeline that makes all the difference!

Book 7. Day 68: Objections

It’s important to put things into context.

Some people are just rude…

That’s life.

Today’s episode of Daily Burst of Inspiration reading “Objections” by Jeb Blount

Link in the comments section

Have a great day!

Book 7. Day 67: Objections

Back to lesson one.

To get what you want, you must ask for what you want.

Today’s episode of Daily Burst of Inspiration reading “Objections” by Jeb Blount

Link in the comments section

Have a great day!

Winning with the daily tax

“Nobody wakes up and intentionally sets out to gain 100 pounds,
Or lose their house,
Or lose their job,
Or see their kids in rehab,
Or go through a painful divorce.
It happens unintentionally, due to our small choices.” — Darren Hardy

As Dr. William James says, “It’s the tiny, little daily taxes that add up to huge dysfunction.”

One penny, and another penny, and another, if you keep on adding it ends up to thousands of dollars.

What will your daily choices add up to?

Every day when you make a choice; think: will this make you a winner or loser?

Write it down and track it.
W = winner
L = loser

Are you a winner? Or are you a loser?
Is this choice a winning choice? Or a losing choice?

Should I eat this — or not?
Should I go to the gym — or not?
Should I make my cold calls — or not?
Should I get distracted with my emails — or not?

Winning…
…. Or losing?

It’s up to you!

Every tiny win will lead to bigger success.
Every little losing choice will lead to failure.

Book 7. Day 66: Objections

Your prospect has been conditioned from hundreds, if not thousands, of prospecting calls.

Disrupt his pattern!

Today’s episode of Daily Burst of Inspiration reading “Objections” by Jeb Blount

Link in the comments section

Have a great day!

Winning or losing?

A LOs had eight files “cooking” at once. 
(Meaning, eight super-hot leads that are going to sign soon.)

I had a conversation with him one day.

He told me he didn’t submit a single file for the past two months. He had an empty pipeline.

For two months straight he has been making calls every day. The cold calls turned into warm leads and turned into eight files that are cooking at the moment.

Two months ago, when he had an active pipeline, he did not make any calls. He didn’t find the time for it.

This clearly brought out the notion I learned from #Carl White, that “You roller-coaster cycle is a choice. Your green time today is your pipeline for 60 days from now!”

We need to work on our green time in order to grow our future pipeline.

“Work will stretch to the time allotted” — Parkinson’s Law

If you will allot 8 hours for paperworks, it will take 8 hours.
If you give it 6 hours, it will take 6 hours.
If you will only allot 2 hours, it will take 2 hours.

Your time should be divided between prospecting, green time, calls, and paperwork.

Discipline equals freedom.

If you will keep to your discipline — your green time, your cold calling, etc. — you will have a full pipeline waiting for you!

Motivational review

Are you in sales?

Being in sales requires commitment. 

Full commitment. 100% commitment.

Commit yourself to a minimum amount of tasks you will complete daily.

Minimum amount of cold calls daily.
Minimum amount of green time daily.
Minimum amount of people you will talk to daily.

Minimum commitment. No negotiations.

3 months. 6 months. 9 months.

According to your commitments.

No negotiations.

As Jocko Willink says, “Discipline equals freedom”.

How can discipline equal freedom?

In a good moment, when you are in a good mood, you CAN do your job. The problem is that we are not in that higher moment often enough.

As I always say, “If you can do it sometimes, you can do it all the time!” — Lou Landau.

The same with my daily push-ups. If I’m able to do 60 push-ups in one morning, that means that my muscles have the capacity to do it.

Whenever I’m tired or plain not in the mood, I will tell myself, “If I can do it sometime, I can do it all the time!”

Of course, we shouldn’t set our “minimums” according to our best performance, because our capacity keeps on fluctuating. 

We need to set our “minimum” at a good average. 

Once you have that minimum set; 
remember: there are no negotiations. A commitment is a commitment.

Because, if you can do it sometimes, you can do it all the time!

Book 7. Day 65: Objections

Frameworks give you agility in the heat of the moment to
shift your message to the unique situation and prospect.

A chance, to respond with something that is completely unexpected.

Today’s episode of Daily Burst of Inspiration reading “Objections” by Jeb Blount

Link in the comments section

Have a great day!

GWC

The EOS system incorporates a powerful tool.

In order for a person to succeed in their role, they need to “GWC”.

G = “Get it”
W = “Want it”
C = “capacity”

⭐

GET IT:

The person needs to ‘get’ it. They need the smarts and insights to understand their role.

For example, the role of playing music. If a person doesn’t ‘get’ the music theory, they obviously should not apply for such a job.
Or, a person that’s into numbers and data should not apply for a job that requires solving emotional problems.

A person needs to have the innate ability for their particular role and responsibility.

⭐

WANT IT:

A person needs to want the role. It needs to fit with their dreams, aspirations, and long-term vision of themselves. 

It should be like a dream job that makes the person jump out of bed in the morning.

The more the person “wants” the job, the more well suited they probably are for the job.

⭐

CAPACITY:

A person needs to have the capacity and skill set to actually do their job.

If their job requires lifting 50 pounds of flour, they need to have the capacity and bodily muscles to do that. Or, if they need to compute numbers, they need to be able to do it.

The ‘G’ and ‘W’ is something that needs to be within you. You either have it or you don’t have it.

However, the ‘C’ is something you can learn and train for.

Every employee and team member needs to be measured according to the GWC.

There’s no use to force a fish to fly, or a monkey to swim. Everyone has their own unique strengths, weaknesses, talents, and skills.

The key is to figure out what the strengths/weaknesses are, and then do more of the strengths and less of the weaknesses. 

Then, we need to “Delegate then Elevate”. #EOS

Delegate your weaknesses and do more of the things you like to do. Thereby, you will elevate yourself, your productivity, your capacity to accomplish more!

Have you implemented the EOS system?

There’s No Quality Without Quantity + “Chatting Is A Bonus”

Business is all about building relationships.

Which begs the million-dollar question: HOW do you build the relationship, to begin with?

What do you do?
Where do you start?
What do you say?

Both introverts and extroverts wonder how to develop a relationship.

The truth is, that building a deep meaningful relationship only comes with time.

There is no quality without quantity.

Step number one:
All you need to do is call and call and call and call!

As Warren Greshes says, “Never stop calling. Only stop calling when they start buying, or when they have a restraining order against you!”

Step number two:
Prepare a script that you say to each prospect.

Something like this:
“Hi! I know your busy. I see your work out there and it’s great. If I can work only with guys like you would be amazing. I sell ABC and can deliver in X amount of days. Let me be your first second option. I’m here for you when you need ABC.”

Step number three:
Keep the call short and sweet. Stay focused on how you can help them. Keep it short, just two minutes is enough for that first phone call.

“Who can I help in your business?”
“Who are you doing business with that needs the kind of support that I can help you with?”

The initial calls do not need to be personal. You don’t need any questions like “How’s the family?” or “How’s the weather?”.

Just keep it short and sweet. “You’re busy, I am busy, how can I help you?”

Chatting is a bonus. Chatting on the first few calls doesn’t mean building a relationship.

Eventually, this call can lead to more calls which can lead to meaningful relationships.

Because there is no quality without quantity!