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
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.
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
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
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