NMP - December 2016 - 69


ction ...

course, you must provide great
service and have competitive rates.
1. Teach classes at your local
board of Realtors and let them
see you as an expert.
2. Provide them with pre-approved
buyers.
3. Provide them with pre-approved
buyers. This is not a typo,
because nothing is more
powerful than this.
4. Help them with their marketing.
Perhaps you can do some joint
mailings to apartment
complexes or other targeted
prospects. They must see you as
a true partner.
5. Help them with buyers other
lenders cannot help them with
203k, boomerang buyers or
buyers who are self-employed,
but don't qualify. Yes, there are
programs out there for buyers
who are self-employed and don't
show all of their income or have
high expenses. There are also
investors out there who will
assist buyers one day after a
bankruptcy, foreclosure or short
sale.

How do you get buyers
chasing you?
Buyers need to see you as the
obvious expert and go to
resource.
1. Be a guest on a radio show or
have your own radio show. I
have personally helped more
than 50 originators with their
own radio shows, and of
course, have had my own
shows.
2. Be a resource for your local
newspaper and TV stations
when they want stories on the
local real estate market. You
can even suggest stories to
them when there is news in the
industry, which is every few
months.
3. Don't just advertise telling
everyone how wonderful you
are and all of the great
programs you have.
"EDUSELL" them, meaning
that you should be providing
free reports and good
education that allows them to
see you as the expert and
builds rapport with them. Then

it should encourage them to
contact you for a consultation.
4. Don't forget to make your past
clients and referral sources
your biggest advocates. Make
yourself easy to refer and
make sure they are constantly
referring you. You must, of
course, stay in touch with
them in order for them to refer
you.
5. Market to people you know
you can help based on the
programs you have. I suggest
picking a niche and marketing
to those who fit the profile of
that niche and would qualify
for the programs you can offer.
As an example, one of the
largest niches right now are
boomerang buyers who have
had a bankruptcy, foreclosure
or short sale. Few, if any, loan

officers are marketing to them,
yet they are eager to buy again.
If you have skimmed this article,
I would strongly suggest you go
back and read it in-depth and
think of the tactics you are now
using versus what I have just
shared with you.
Your job as an originator is all
about creating more demand for
your services than you have time
for. This allows you to be selective
and in control. But just in case you
want the Readers Digest version,
here you go:
Your success generating new
business and referral relationships
is all determined by who is
chasing who. Your goal is to get
real estate agents and buyers
chasing you!

Brian Sacks is a nationally-renowned mortgage expert
who has career closing of more than 5,924 transactions
for more than $1 billion. Brian is the host of "Top
Originator Secrets," which can be seen weekly on
Mortgage News Network and on his blog. You can get
more information and grab your free report on "How to
Get Agents Chasing You" at TopOriginatorSecrets.com.


http://www.TopOriginatorSecrets.com

Table of Contents for the Digital Edition of NMP - December 2016

Contents
NMP - December 2016 - Cover1
NMP - December 2016 - Cover2
NMP - December 2016 - 1
NMP - December 2016 - Contents
NMP - December 2016 - 3
NMP - December 2016 - 4
NMP - December 2016 - 5
NMP - December 2016 - 6
NMP - December 2016 - 7
NMP - December 2016 - 8
NMP - December 2016 - 9
NMP - December 2016 - 10
NMP - December 2016 - 11
NMP - December 2016 - 12
NMP - December 2016 - 13
NMP - December 2016 - 14
NMP - December 2016 - 15
NMP - December 2016 - 16
NMP - December 2016 - 17
NMP - December 2016 - 18
NMP - December 2016 - 19
NMP - December 2016 - 20
NMP - December 2016 - 21
NMP - December 2016 - 22
NMP - December 2016 - 23
NMP - December 2016 - 24
NMP - December 2016 - 25
NMP - December 2016 - 26
NMP - December 2016 - 27
NMP - December 2016 - 28
NMP - December 2016 - 29
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NMP - December 2016 - 31
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NMP - December 2016 - 33
NMP - December 2016 - 34
NMP - December 2016 - 35
NMP - December 2016 - 36
NMP - December 2016 - 37
NMP - December 2016 - 38
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NMP - December 2016 - 40
NMP - December 2016 - 41
NMP - December 2016 - 42
NMP - December 2016 - 43
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NMP - December 2016 - 45
NMP - December 2016 - 46
NMP - December 2016 - 47
NMP - December 2016 - 48
NMP - December 2016 - 49
NMP - December 2016 - 50
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NMP - December 2016 - 53
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NMP - December 2016 - 55
NMP - December 2016 - 56
NMP - December 2016 - 57
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NMP - December 2016 - 60
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NMP - December 2016 - 62
NMP - December 2016 - 63
NMP - December 2016 - 64
NMP - December 2016 - 65
NMP - December 2016 - 66
NMP - December 2016 - 67
NMP - December 2016 - 68
NMP - December 2016 - 69
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NMP - December 2016 - 110
NMP - December 2016 - 111
NMP - December 2016 - 112
NMP - December 2016 - Cover3
NMP - December 2016 - Cover4
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