NMP - December 2016 - 68
Why What You Are Doing Is Actually Hurting Your Produc What to Do Instead By Brian Sacks hat I am about to share with you will not only help your business, but it actually affects every aspect of your life. Every once in a while we all have that big 'a ha' moment that truly transforms our business, our income and our lives. When I first started out in the mortgage business, I did what many others do. Probably the exact same thing you are doing or have done ... I looked around at what everyone else was doing and did exactly the same thing. W Yes, I was young and naive At 21-years-old, I was certainly young and not very well-educated in the areas of marketing and finance, but I did know that I could sell. So, I grabbed a bunch of rate sheets and business cards and went out to about 20 offices. I stuffed rate sheets in boxes and brought in food and even met with some of the agents. But I was not really getting very much business from my efforts. The good news is that I had a crazy work ethic, and worked seven days a week for many years, stuffing those boxes and meeting those agents. Can you relate? See the truth is that I knew I could simply out work my competition, and I was truly a great schmoozer ... I still am. But these days, you cannot even get into these offices, and even if you can, there are few agents who come in to their offices daily. But wait ... you have great rates and great service right? Yes, I do too and so does every other originator. So the days of having the best rates and doing a good job are gone. Every one pretty much has competitive pricing and most provide good service. You can bring in food or sponsor parties or give away pens and toys, but that will still not help you get your business to the next level. What should you do? These days, it's all about social media and other tools. But let me guess, those aren't working too well for you either right? Ever wonder why what you are doing simply isn't working? Let me let you in on a big secret that will totally change how you do business. It's not that these tools don't work. It's not that you aren't working hard enough. It's not that the business has changed. All of these are excuses that don't pinpoint the true issue of whether an originator will succeed or fail in this business. Stop for a minute here and write these next two sentences down. Whoever is chasing is at a disadvantage. Whoever is being chased is in control. Take a minute and digest that one thought because once you truly understand it your business and your personal life will change for the better. This was the big 'a ha' that changed the game for me and hundreds of originators and company owners I have coached. Take a look at Facebook or LinkedIn, and you will see that everyone is simply screaming louder. Go online and visit sites or look at ads in papers and everyone is simply trying to scream louder than their competitors. Think about all of the programs you are considering to generate new business. Which ones have you doing the chasing and which ones have you set up so buyers and agents are chasing you? I'm sure by now you are wondering how to get customers and agents chasing you. There are a number of ways to do this, and I have spent my entire career perfecting them and teaching them to others. I couldn't possibly list them all here, so let me share some of the top ones with you. Want to get real estate agents chasing you? Here are a few methods, but of