This is year 7 of publishing the top 10 videos from the Mortgage Coach YouTube channel, and I think it’s very telling to see what gets the most views and clicks and why. For instance, SCRIPT-A-PALOOZA, which is focused on scripts that loan officers can start using now, is consistently in the top 2 year after year. And ALL the videos that make the top 10 are those that:?
#1 Have the most strategies and scripts for loan officers and branch and regional managers.
#2 Are given away freely by top producers who have been very successful using them.
The popularity of these videos comes from their ability to be a free, year-round resource for sales training and personal development. Whether you want to be a $100M+ loan officer, you’re a new loan officer, or you simply want to manage incremental growth, you can use Mortgage Coach top producer scripts, strategies, and best practices to drive your success and achieve your goals as a mortgage professional.
It’s been a tough year for everyone, but it's also been a great year for personal growth, process improvement, and improving your sales and advice skills. I couldn't be more grateful for the mortgage executives and top producers who were interviewed this year.?
Here are the TOP 6 MEGATRENDS to optimize your success in 2023:
- THE DATA-DRIVEN ADVICE ERA. Going forward, local referral-based loan officers can only thrive if they play the data-driven advice game. That means they need to educate first-time and move-up buyers on how to achieve financial freedom faster through homeownership. This will require a new level of skills and advice with move-up buyers when 67% of mortgages are under 3%. To win in 2023, LOs must become masters at getting first-time buyers to get off the pre-approval fence and get into contract and to close escrow, and LO’s must get move-up buyers to move up even when they have a current interest rate starting with 2% or 3%.?Strategies always beats price. Seller buydown strategy, 2-1 buydowns strategy, date rate, marry the house strategy, and divorce the rent strategy are the leading strategies for getting pre-approvals under contract in 2023.
- DATABASE ARE BECOMING DATABANKS. You can do this too?by monitoring your database for signals and insights you can proactively use to deliver the right mortgage strategy at the right time. Annual mortgage reviews are valuable, but calling someone in your database on the day or month they most need your advice to achieve financial freedom faster is even better.
- Real-World REDEFINED. Prior to COVID, the real-world assumed by everyone was being in person and the things you do in the physical world. However, post-COVID, grandma loves Zoom, which has become commonplace in all walks of life. Most top producers have mastered the high-touch, high-tech experience using platforms like Zoom, Mortgage Coach, video, and text daily with both borrowers and Realtors to deliver an experience that is both digital and in person. It’s especially important for local referral-based loan officers to become masters of the new REAL-WORLD we live in now, and it is especially important for trend #4, Expanding Marketplaces.
- EXPANDING MARKETPLACE. Successful loan officers are expanding outside their geographic market. Live anywhere you want and still maintain 90% of your business in your primary city and/or support Realtors within a 1-2 hour drive. With today’s digital technology, it’s never been easier to expand your marketplace and grow new partnerships outside your primary market, or use your self-driving smart car to make driving one hour to a Realtor meeting easier than ever.??
- REALTOR LEADERSHIP. The best of the best LOs help Realtors close more sales through coaching, leadership, and mentorship. Realtors leadership has become the #1 focus of top producers for growing market share and increasing production. Think of your Realtors as your tribe. You are the community builder and leader who is going to help Realtors become better and more successful. 5 of the top 10 videos totally focused on Realtor success.?
- FIRST-TIME-BUYER MARKET MAKERS.?According to Zillow’s?2022 Consumer Housing Trends Report
, fully 45% of homebuyers are FIRST-TIME home buyers. This should be, without a doubt, a key part of your survival and thrive strategy for 2023. No group out there needs your education and advice more than first-time home buyers. Start by being able to quote the local statistics to every real estate agent in your market. This is your WHY—why you are a first-time homebuyer expert in the first place and why you are best positioned to help them, the Realtor. Then?become an expert at creating Rent vs. Own Analysis and delivering a compelling advice experience that helps get first-time buyers off the fence and into escrow.??
Lessons learned from 2022 and things LO's need to do more of in 2023:
Today we have a choice—we can find things that will either numb our minds or we can continue to pursue knowledge and grow. I always want to continue pursuing knowledge and equipping others through education. This is why I’ve been interviewing the most successful loan officers in America for over 15 years—I want to help them be their best and most successful selves based on their goals. Consider these suggestions:
- “I think you need to be bringing more people who are actually putting in the work in the trenches, talking with Realtors, and are very good at sales,” says Dan Keller, “and can provide instructional direction, rather than simply inspirational speakers.”
- Loan officers need to become Mortgage Coaches—lenders who are laser-focused on financial freedom and how debt can be used to achieve the American dream of home ownership where the home either is paid off or they have enough money to pay it off.
- Become a master at handling objections and becoming a better salesperson. “A good salesperson can persuade and influence a client or a person to make a great decision for themselves,” says Keller. “So I think that's what my motivation was this last year–getting better at that and doing less consumption and more implementation.”
- If you’re not offering 2-1 buydowns and seller buydowns to every borrower, you're not helping Realtors get buyers under contract and to close escrow; the bottom line is you’re leaving money on the table.?
- Your advice needs to make a difference. It needs to be the entire thing your business is built on. Pay attention to the masters. Watch videos of top producers and learn from them while also using the videos as sales training material.?
- Get your database dialed in and build relationships with your people.?
- Get your message out. Maximize social media to stay in front of your Realtors and customers. Communicate and educate. Create more content and elevate your video game.?
- Continue to master technology that can drive more closed sales, process improvements, and help build relationships.
- Monitor your database for signals and proactively deliver service and value by giving the right mortgage strategy at the right time.?
Here are the top 10 interviews of 2022 based on views and engagement.
1. SCRIPT-A-PALOOZA 2022
#1 most viewed video | 9,533 views
2. How Dan Keller is Getting More Realtor Meetings Than Ever
| ?#1 most shared video of 2022 with 350 shares #1 most LIKED video of 2022 + #2 most viewed with 7,164 views
7. 2022 HALFTIME REPORT
debrief with Ryan Hills | 3,340 views
8. Trigger Alert Scripts
with Jeremy Forcier | 3,333 views
9. NEW LOAN OFFICER PLAYBOOK
with Todd Bookspan | 3,033 views
There are so many amazing videos this year, I just had to also include the top 20 videos below.?
Top 20 Videos of 2022:
- 3,485 NEW SUBSCRIBERS: A 34% increase in new subscribers over 2021.
- 20,146 TOTAL SUBSCRIBERS: Up from 15,442 last year. We increased subscribers by?30% and added 4,704 new subscribers.
- 425,382 VIDEO VIEWS: This is a 39.9% increase in video views over last year, plus we?had hundreds of thousands of video views in our Mortgage Coach Productivity?Mastermind Facebook group.
- 10,619 SHARED VIDEOS
- 10,000+ LIKES AND COMMENTS?
- 10 videos that had over 4,000 views
- 37 videos that had over 2,000 views. This is more than double last?year.
Here’s a few more of the most valuable videos to loan officers in today’s higher interest rate market:
WHAT'S YOUR RATE? a question that gets asked daily of every loan officer in America. Watch this video to hear 10 top producers share how they answer this borrower questions.
Date The Rate, Marry The House, Divorce You Rent >> Watch this video to hear how Jermey Forcier is helping Realtors sell more homes to first-time home buyers with interest rates over 5%.
Mortgage Broker Helping Families and Realtors Win
1 年Fantastic article and list and congrats on Trust Engine. ??
Regional Director at Movement Mortgage
1 年Love this Dave! So much value here!!!
Mortgage Broker | I help people build wealth through real estate. Specializing in financing for First-Time Buyers, Self-Employed, New to Canada, Investors and Borrowers with credit challenges.
1 年Tomo Brank Lorne Andrews Rhea Ramprashad Suganthan Mahalingam Kiruban Kana
This is pure gold for guiding loan officers and branch managers in 2023. And it's organized in such a way that it can be broken up into weekly bites for sales meetings. I.e., review one video a week and/or do a deep dive on one megatrend a week.