"The Long Game"

I speak to loan officers and leaders in the mortgage industry every day.

What I know is that you used to compete with loan officers who were playing the short game. The majority of their business was refi, and they simply had no strategy for purchase. They’re gone, or leaving. Buh bye.

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The pain of our current market is real. You’re working twice is hard for half the money (or less.)

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So. It’s time to reimagine your business and build for the future. The time of reminiscing about the great years of our industry are behind us, and it is now time to get real.

Get Educated. Now is the time to master all of those “nice to’s” that are now “have to’s.”

• Mortgage Coach
• MBS Highway
• Reach
• BombBomb
• Video
• Lender Launchpad

Over the years, I’ve known so many people that have invested in these systems, but never really mastered them and made them part of their daily/weekly routine. Now is that time. Select one and schedule an appointment with yourself to master it, then move onto the next.

As the number of Loan Officers drops from 180,000 to an estimated 60-70,000 by the end of the year, those that survive to take advantage of the better market in front of us will have;

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• Stepped up their video and social game to be visible to an ever-increasing audience with value.

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• Committed to Mortgage Coach and MBS Highway to substantially separate themselves as debt advisors to borrowers and referral partners.

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• Doubled-down on their database with a goal of finally building a book of business; A growing group of people that think of them when they think or mortgage, real estate or anything related to home-ownership.

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• Expanded the number of REALTORS that they market to. The days of 10-15 are past. Those that are set to gain market-share are marketing to hundreds and thousands of agents.

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Additionally, you must commit to these 3 things;

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1. Educate. In the past, you could send an email or text that said “It looks like you could save $300 a month…” and you’d have 3-4 new leads. In today’s climate, now is the time to educate people as to their options and showcase how other people just like them are winning in this market.

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1. Stay Connected. Eliminate the term ‘”cold-calling” from your mind. It’s nonsense. Instead, focus on staying in touch with the people you know, have helped in the past and those that you add to your database every single day. EVERY SINGLE DAY.

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1. Control What You Can Control. Waiting for things to get better is not a strategy, it’s deception. Control your day. I’m an enormous fan of the Win By Noon Planner. Why reinvent that wheel when the perfect planner designed for YOUR profession can be yours for $20 a month. Buy it and commit to its daily use for 90 days and tell me (seriously, text me at 805-469-0341) about your results.

Our amazing industry will improve, and your lead count will naturally pick up, but before that happens, don’t miss this opportunity to optimize your systems and disciplines so you are in a much stronger place to play The Long Game.

Decide.

Commit.

Succeed.

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