The Originators Guide

Timdavisonline (00:00.0) Too many loan officers out there trying to do this deal by themselves and your reach is only so far. You have to enlist the help of your friends, family, neighbors, people that are close to you and they will help you only if you let them know that you need help, right? Sometimes we just don't ask and if we ask not, we have not. And so we have to ask other people and I'm gonna give you today a really good example of that, right? So let's say I know my neighbors in the immediate area really close like my Timdavisonline (00:31.042) five, six, seven neighbors all right here, really close. And one of them happens to have a big, huge roofing company. Do you think he could introduce me to some people? Well, hell yeah, he could, but he's not going to volunteer it because he's got his own thing going on. He's thinking about what he needs to do in his business. So I have to interrupt him and say, Hey brother, listen, I was thinking about it and I could really use some help right now. If I ask you for a favor to introduce me to a few people, would you be open to doing? Timdavisonline (01:00.748) And of course he would because we've been neighbors and I've helped him and he's helped me, but I got to go to him and prompt that. I can't just sit back and go, you know, I just don't know why I know these people and they know what I do. And I don't know why they don't think about me all the time. Well, here's the deal. You don't, you're not the center of the universe and neither am I. I have to do a podcast every day. Try to get in the ears of loan officers. Right. Maybe that ain't even enough. Right. I mean, I have to be out there. Timdavisonline (01:28.982) letting people know, hey, here I am. Here's what I'm doing. Here's what I'm offering. And by the way, could you introduce me to some of the people that you know? And I want to ask you this question right now. Are you being proactive in doing that? Or are you sitting back just wondering how come people just don't call you all day long? Because you've been in the business 20 years, because you've helped a lot of people out. Here's the reality. We're in a new season right now and you have to really work at it. You have to really go out there and activate the marketplace. I've said it before, originators, Timdavisonline (01:58.21) When you look up the definition of originator, it says someone who makes something happen, not somebody who sits back and thinks, I've paid all my dues. I deserve it right now. So make yourself a list of 20 friends and family today. Call each one of them, ask them how they're doing, be genuinely interested in them, and then say, hey, by the way, I'm looking to grow my business. Do you know anybody in these professional categories that you're real good friends with that you could introduce me to? Let's get busy getting proactive, guys. Timdavisonline (02:26.274) Stop being reactive because there's loan officers out there closing loans. My business partner did $170 million last year. My number one coaching client became the number one loan officer in two years in her company. Another one of my coaching clients is number five in his company. You can do this, but you have to get off your butt and get out there in the game. Somebody's looking for a loan today. I hope they get it from you, but they can't unless you go ask for it. Unless you go activate the marketplace, do that. And if you need help, Timdavisonline (03:08.506) Get involved in our coaching program. Go to the originators guide.com sign up for group coaching and you'll only pay $1 for 30 days. You can't lose. Have an awesome day. Keep listening to the podcast. Talk to you guys real soon. See you. Bye.

Timdavisonline (00:50.542) I know you've had that letdown when some agent somewhere told you that a referral was coming your way and days went by and it never happened. And then you were sitting there thinking to yourself, man, what happened to that referral? I was expecting that referral and it never came through. I'm to give you two methods to absolutely reduce that ever happening again in your business. And it's going be something you can teach your real estate agents, which we need something to talk to agents about anyway. So here we go guys. These are the two best ways I've found that you, for you to actually get the referral. Timdavisonline (01:20.634) talking to you and into your pipeline. Number one, when an agent says, hey, Bob and Sue are going to call you this week. They're looking at one of my homes. This is what I say. Hey, let's do this. Cause I know it's important to you to know if they contacted me and we got in communication so that you can know the next steps that you need to take. How about you text them right now, include me on the text, make that introduction. Timdavisonline (01:44.792) I'll respond to the group text once and then I'll never blow up your text again. I'll take that conversation offline and then get back with you and let you know how that worked out. That way you're not wondering if they've ever called me and what's going on and we can expedite this for you and for them. That's number one. Number two, I would say, hey, listen, I know it's important to you to know that they are moving forward and what they're capable of doing. How about this? Timdavisonline (02:11.728) Would it be okay for me to call them if you give me their number? I promise you I will take care of that right away today. Get right back with you on the status and then you're not left wondering what's going on. Because I know it's important to you to wrap things up and move pretty quickly. Those are the two methods that you can avoid ever having that said to you, so and so is going to call you and they never do. Right, they get busy and things happen in their lives and it's not intentional or. Timdavisonline (02:39.534) somebody else comes into it and swoops and takes that deal right off your table and you never even knew it happened. You gotta be proactive, not reactive in this business. You have gotta work with a sense of urgency. And you gotta make sure people understand that you're in it for them and helping them get to their goals. Use those two methods. You need something to talk to your agents about anyway because your agents are sitting on business. Because somebody somewhere is gonna get that mortgage loan today, but they can't get it from a secret agent. Timdavisonline (03:30.611) They got to get it from a loan officer that's putting themselves out there with a really big ask. Okay. So have a big ask this week. Go talk to some people. Find like that loan, have a successful day. If you need some help along the way, coaching is still only $1 for 30 days at the originators guide.com. Love to have you apart. Check it out. But until then keep listening, have an awesome day and I'll talk to you guys real soon. See you. Bye.

Timdavisonline (00:00.0) Yeah, I think a lot of people really have no idea how easy it is to really win right now in the mortgage business because they're distracted with higher interest rates and volume issues and all that kind of stuff. But the reality is volume is still closing. There are still people doing it. One of my coaching clients in two years became the number one loan officer in the company, right? Went from absolute bottom, nobody paid attention to her to number one in two short years. Timdavisonline (00:27.256) did something like eight or $9 million last month in a very rural area with her loan size being around 227, $227,000. That's a lot of units. But here's the thing. I'm going to give you the secret today to winning in the marketplace. And it's really easy. It's just show up, answer the phone and go out and do events. Those three things right now are winning in a big, big way. I was down, you know, I travel around and do the personal branding mastery events and Timdavisonline (00:55.788) We were in Baton Rouge, we did $9.3 million in referrals just from that event. We were there for like two hours. I flew over to Beaumont, Texas. We did another $4 million. And I got to tell you, what I heard from real estate agents constantly at both of those events was nobody else is doing anything. Like other lenders aren't doing anything at all. You know, maybe, maybe they get a phone call from them, right? And I think our mind plays tricks on us and we think that all these other people are doing this and they're not. Timdavisonline (01:25.41) I hear from real estate agents constantly that they are not hearing from or going to events or putting, you know, getting education taught to them by, by loan officers. It's, very few people that are doing that. And if you go and look at production records and I've got tons of proof on this, know, loan officers that are teaching classes are winning at a bigger level right now. It's just that simple, right? Because conversations equal contracts. You hear me talk about that all the time and I can do one-off lunches. Timdavisonline (01:55.35) And that's great. But what if I could get 50 of them in a room? If I could get 50 of them in a room and get 20 % of them to give me a referral, it's a hell of a day. Now I need to get good at speaking and presenting and all that fun stuff, but you can learn that. It's not that hard, right? That's the thing guys. The business is out there. If you just answer your phone, if you just show up, if you just put a little elbow grease to activate the market, the market will respond. Cause here's what I know. Somebody's getting that loan today. Timdavisonline (02:49.844) Probably going to get it from that loan officer that taught that class. Maybe you should consider getting in that group. And if, and if you don't know how to do that, I got a great deal for you. It's $1 to join the coaching. We've got coaching every Monday. You could get four coaching calls for just $1. The originators guide.com group coaching, sign up, get on the inside. In the meantime, keep listening to the podcast. Find the lock that loan. Have a successful day. Talk to you guys real soon. See you. Bye.

Timdavisonline (00:50.833) You know, the question is how many calls does it really take to get that referral? And I'm going to answer that for you today on the fastest coaching tip in the mortgage industry. Now there's been formulas for years and we love formulas as human beings. Like we love to say, oh, if I do 25 calls, then I'm going to absolutely lay in my referral. And maybe that is true, but what I have found over the years, the answer to that question is really this, as many as it takes, as many as it takes our job, our responsibility. Timdavisonline (01:19.203) According to the definition of originator is to make something happen and I'm going to take it one step further and that's find one loan each and every day. And so if that's our job, I can't get caught in the, the, in the tumbleweeds of all this other stuff that's distracting me. I've got to be really laser focused on finding that loan. And the fastest path to the cash is always going to come through a conversation, right? Who can I get on the phone or who can I go see? That's always going to be the fastest way to generate that business. And so the question then becomes, well, how many? Timdavisonline (01:48.303) Conversations do I need to have per week? And the answer is really simple as, as many as it takes. you ever come to one of my seminars, you'll hear me talk about your network and your net worth are tied together. I grew up in the housing projects, right? My dad died when I was three. My mom was addicted to prescription medication. And so my network was really not that great. And so I had to leave and escape that situation. And then Timdavisonline (02:13.999) grow a network over time and I had to learn how to do that. And over time, as I improved my network, the calls I had to make became fewer, right? Because I got around quality people that were growing their businesses themselves, I became their trusted advisor and they turned to me. But wherever you are in the journey, the answer is still this. You have to make as many calls and contacts as it takes. Maybe that's 10, maybe that's 110, but the goal still remains the same. Timdavisonline (02:42.641) find one loan each and every day. And here's how I know that that's possible because every day somebody's looking for a loan in your area. They're talking to somebody, applying with somebody might as well be you. You cannot be the secret agent. It's your responsibility to get known. You have to leave the cave. You have to shout from the mountain tops. You have to build a brand and get out there and build relationships. And if you'll do that, you'll find that loan today. You'll get it locked in. You'll have that awesome, successful day. And then guess what? You could do that again tomorrow. It's, it's that simple guys. Timdavisonline (03:12.557) Stop getting distracted. Focus intensity. That's what works. And if you need some help with all that, we've got an awesome coaching special. It's $1, $1 for 30 days worth of coaching. That's four coaching sessions and access to all the marketing stuff that we're using. You can get in. Go to theoriginatorsguide.com. Sign up. We'd love to have you apart. Meantime, keep listening to the podcast. Share it with a friend. I'll talk to you guys real

Timdavisonline (00:50.63) All right guys, we've all heard about the unique selling proposition, the 60 second elevator speech, right? And what that really is at the end of the day is when somebody asks you what you do for a living, what is your answer? And do you have a compelling enough answer that causes them to think of a referral for you? Okay. Now we're going to cover that today. So I'm going to give you a fill in the blank, unique selling proposition. And I guarantee you, if you get really good at this and you use it, you'll generate more referrals in the next 30 to 60 days than you ever thought possible. Timdavisonline (01:20.582) So here's what the fill in the blank is. My name is blank and I work with blank who want blank so they can blank. Okay. That's it. So let's say a real estate agent comes to me they're like, Hey, tell me about yourself. My name's Tim. I'm in the mortgage business and I work with real estate agents who want a loan officer who answers their phone, gives the approval. Timdavisonline (01:46.704) keeps them updated and doesn't call them with last minute problems and closes on time so they can focus on building their real estate business. See how that addresses the thing that they really would love to have? Let's go with another example. Let's say I'm out and I meet a financial planner, right? And they say, well, what do you do? Well, my name's Tim, I'm in the mortgage business and I work with financial planners who want a really good loan officer that they can trust. Timdavisonline (02:13.808) to get their clients into good financial positions so their clients can free up more cash to invest with you as the financial planner. See how that works? We can use that with anybody. Let's just say we meet a young couple, maybe at church or at the gym. They're like, hey, tell us about yourself. well, my name's Tim and I work with young couples just like yourself who are getting started and looking to purchase that first home. And I'll walk them through the process so they completely understand and they can get a home and start. Timdavisonline (02:43.386) building a family and building wealth and really getting involved in their community. So it's a real easy fill in the blank, but you have to practice it. You have to practice it so that you can, whenever you meet somebody, you can easily adjust. So you have to practice the script and you also have to practice walking in their shoes because the key to the script is addressing the problems that they have. So you really have to think and walk in their shoes. Does that make sense, guys? Timdavisonline (03:10.766) Okay. That's the fill in the blank script. Use it for years. Works great. Now, obviously all these years I've been practicing it, you've got to do the same. Cause here's what I know guys, somebody out there is going to get a mortgage today. They're going to call somebody. Why don't they call you? It can't be a secret agent. You got to get yourself known. You got to go find and lock that loan and have that successful day. And if you need more help, we have coaching. It's our group coaching program. You can get involved for only $1. Get you involved for 30 days, four coaching sessions, access to all the marketing. Timdavisonline (03:40.654) material. It's a great deal. Check out theoriginatorsguide.com. Keep listening to podcast. Have an awesome