1. Overwhelmed / Growth Is Hard
1.1. 80/20
1.2. Clarity
1.3. Don't know where to start
1.4. Lack of Income
1.5. To much on my plate
1.6. Fear of failure
1.7. Fear of the unknown
1.8. Lack of buyers
1.9. Lack of Realtor Relationships
1.10. No assistant, do I need one?
1.10.1. What would the assistant do?
1.11. No follow up in place
1.12. Sole Income earner
1.13. People don't like me
1.14. Lack of sales skills
1.15. Lack of communication
1.16. Lack of presentation skills
2. Fear
2.1. Fear of failure
2.2. Fear of letting go of what I think I should be doing that I don't believe someone else can do better.
2.3. People telling me I am crazy and can't do that
2.4. Fear of looking bad
2.5. Fear of loosing the dream
2.6. Fear of rejection
2.6.1. How fast you recover from the the noes
2.7. Fear of not knowing what to say
2.8. Fear of not being techie enough
2.9. Fear of warm and cold calling
2.10. Fear of competition
2.11. Lack of income to provide for my family
2.12. Fear of hiring the right person
2.12.1. could be a 9 month mistake
2.13. Fear of firing the wrong people
2.14. Fear of Success
2.15. Fear of the unknown
2.16. Fear of letting go and enjoying life!
3. 4 Parts to a sale / Bottleneck
3.1. Traffic, Buyers, Realtors and Refinance leads
3.1.1. Do you have buyer and refinance leads coming in on a regular basis
3.1.1.1. What percentage are good, doable loans?
3.1.2. Do you have Realtor referrals coming in on a regular basis?
3.1.2.1. What percentage of your agents are giving you crap loans.
3.2. Relationships
3.2.1. Are the refferals that come in working with you
3.2.1.1. Are the agents you are meeting with working with you?
3.3. Call to action
3.3.1. Are you asking
3.3.1.1. For business From your realtor partners on a weekly basis (Those that have giving you business in the past)
3.3.1.2. For referrals from your past clients, approved and looking and clients in process?
3.3.1.3. For Face2Face appointments with current referral partners and new ones
3.3.1.3.1. Thors Hammer
3.4. Follow Up
3.4.1. Are you helping people to remember you and what you do for a living
3.4.2. Tuesdays "Just Ask"
3.4.3. Wednesday "Past Database" connect, engage and interact
3.4.4. Thursday "Approved and Looking"
4. Some Other Questions
4.1. BPS Or Salary?
4.2. Marketing Department / Program
4.3. CRM
4.4. National Banker / Banker
4.5. States you are licensed in?
4.6. Every 90 Days War Room
4.7. Branding department?
5. "Nothing Bad Will Happen"
5.1. When making calls
5.2. remove the want from the conversation, throw out the scripts, go in wanting to help the other person in some way shape or form, not want something from them
5.3. Persistence / Consistence is the name of the game
5.4. What if you went in asking questions like 1. Where is your bottleneck 2. Any ideas removing the bottleneck 3. Want an accountability partner
5.5. You must ask for business and can do it in a cool way.
5.6. You must have a follow up system in place.
5.7. You must always be selling, selling isn't a bad thing, its what we do.
5.8. You must always be building a relationship / We are not in the real estate or mortgage business we are in the marketing to our database on a deep lever.
5.9. No agenda / No expectations period when making the calls.
5.10. Everyone you call is a student / We will teach you how to make this a reality
5.11. How to make sales calls without it affecting you!
5.12. Its not about you, its about them! Get Over It!
6. Fear of Loss isn't you having the fear of losing its you fearing what others will think about you if you lose?
7. Loan Officer Unlimited Success Program. What would your business look like if you did this on a weekly basis?
7.1. Take complete 1003 into Point
7.2. Evaluate loan applications and documentation by confirming credit worthiness
7.3. Approve loans or submit to 24 hour help scenario desk. (Staffed by underwriters)
7.4. Reject loans by explaining deficiencies to applicants
7.5. Deliver the good and bad news directly to the client and realtor
7.6. Free Access to Agent Mastermind
7.7. Monday – Thor’s Hammer – 12 weeks to get a coffee – Then 12 weeks of follow up (30-12-5) Current Partners – Did you work or did you play?
7.8. Tuesday - “Just Ask” campaign – Update everyone in transaction followed with a CTA – “Who do you know?” Or “Can I treat you to coffee”…(both agents, borrowers, seller, title or escrow agent, insurance agent (30% increase in pipeline)
7.8.1. 1-3 per month per 10 in process
7.9. Wednesday – Past Database of closed clients, Circle of Influence, BNI/leads group
7.9.1. 1-3 referrals minimum from every 100 in your database
7.10. Thursday - Pre-Approved looking Other partners – CPA, Financial planners, Atty, Brokers/Title to teach classes Text current partners – Are you working this weekend? Let’s get them pre-approved.
7.10.1. 1-3 per 10 per month
7.10.2. Send a text to all the realtors we have ever worked with.
7.11. Friday - Off from phone calls
8. You want to build your own Plug and Play team?
8.1. Managing Other People Training http://www.wikihow.com/Learn-to-Manage-People
8.1.1. 10 Steps On How To Manage People
8.1.1.1. Figure out what is going to change about your role now that you are a manager
8.1.1.2. Prepare for the transition
8.1.1.3. Identify your goals
8.1.1.4. Know your team
8.1.1.5. Match tasks with staff
8.1.1.6. Meet with your team members
8.1.1.7. Be visible
8.1.1.8. Document team activities
8.1.1.9. Reward performance
8.1.1.10. Learn coaching
8.2. 8 "Be-Attitudes" of Holding People Accountable
8.2.1. Be clear about your expectations
8.2.2. Be sure of your facts
8.2.3. Be timely
8.2.4. Be Kind
8.2.5. Be Consistent
8.2.6. Be Discrete
8.2.7. Be Gracious
8.2.8. Be Balanced
8.3. P&L training
8.4. Compliance training
8.4.1. Social media
8.4.2. Documents
8.4.3. Email
8.5. HR Training
8.5.1. How to properly hire someone
8.5.2. How to property fire someone
8.5.3. Proper paper work
8.5.4. Benefits
8.6. Freedom Club training and accountability
8.7. sexual harrasment training
8.8. Talent search specialist
8.9. Leadership - single most important to branch management.
8.9.1. buy in from your team
8.9.2. Never lie
8.9.3. Set the right example
8.10. Quarterly 2 day events on not so fun stuff
9. Loan Officer Limited Success Program
9.1. Input complete 1003 into (LOS)
9.2. Pull credit
9.3. Evaluate loan applications and documentation by confirming credit worthiness
9.4. Approve loans or submit to 24 hour scenario desk (Staffed by underwriters)
9.5. Reject loans by explaining deficiencies to applicants
9.6. Deliver Bad News directly to the client and Realtor
9.7. Structuring or Re-Structuring Loan Program
9.8. Initial Disclosures
9.9. Re-disclosures
9.10. Agent Follow up
9.11. Builder Follow ups
9.12. Approval issues
9.13. All client conditions
9.14. All Real Estate agent and builder conditions
9.15. Weekly Pipeline Calls
9.16. Rush requests
9.17. Credit re-scores
9.18. Run files through AUS system
9.19. Email out Application Documents
9.20. Updating 4506T address if discrepancy
9.21. Status for all appraisals orders
9.22. Overnighting documents to clients
9.23. Hire Loan Partner / Fire Loan Partner
9.24. Hire and Fire Processor
9.25. Email Management
9.26. Marketing / Social media Management
9.26.1. Facebook
9.26.2. LinkedIn
9.26.3. Youtube
9.27. Phones
9.28. New leads coming in
9.29. Approved buyers getting contracts
9.30. Past database management
9.31. Build new realtor relationships for continued growth
9.31.1. Realtor face2face appointments
9.31.2. Weekly Realtor follow up
9.32. Maintain Realtor relationships for continued business
9.32.1. Persistent / consistent follow up
9.33. New Business
9.33.1. See 4 parts to a sale
10. Plug and Play Team In Place For Your Growth, Freedom And Coolness
10.1. 24/7 Answering Service
10.1.1. Forward your phone when ever you wish and they will answer your calls. They will email within 2 minutes after the call
10.1.2. Forward your phone on weekends and only call back those that are important / rest wait until Monday
10.1.3. When in an appointment for any period of time
10.1.4. When on vacation
10.2. Freedom Caller
10.2.1. Call to set realtor appointments on your behalf
10.2.2. Call past database
10.3. Marketing Assistant with your agents / Chelsea
10.4. Social Media Branding and training / Chelsea
10.5. Loan Partner
10.5.1. Pre qualifying loan files (Licensed as a LO)
10.5.2. Initial Disclosures
10.5.3. Re-Disclosures
10.5.4. Agent Follow up and "Just Ask" on Tuesday
10.5.5. Approval issues
10.5.6. All Realtor and client conditions
10.5.7. Rush requests
10.5.8. Credit rescores
10.5.9. Run files through AUS system
10.5.10. E-Docs / Email / or Overnight docs to clients
10.5.11. Update 4506T address if discrepancy
10.5.12. Babysit and status on all appraisal orders
10.5.13. Answering upfront questions from clients & Realtors
10.5.14. Lock loans for you after you approve
10.6. Senior Processor
10.6.1. Pre underwrites file before submission for minimal conditions
10.6.2. Helps Clear conditions if needed along with contacting borrower
10.6.3. Keeps Realtors up to date on current status of files
10.6.4. Schedules closing with Realtors, Title, & Borrower
10.6.5. Hud approval with closing dept
10.6.6. Licensed
10.7. Jungo
10.7.1. Before Campaign (Start Of Loan)
10.7.2. During
10.7.2.1. 11-15 Touches to everyone by email and text
10.7.2.2. Every Friday email and text is sent with updates
10.7.3. After closing
10.7.3.1. Closing it out with gifts and thank you's