NMP - February 2018 - 29

Am I Supposed to Do?

t are YOU supposed to do?

There are helpful things
every salesperson must do in
order to be productive. If you
don't do them, like the guy out
West or the guy in Jersey, the
competition will beat you to
the deal. You cannot compete
with them, so you might as
well go and become a plumber
or some other tradesman, not
that there is anything wrong
with that. My father started
out as a paperhanger, became
a plasterer, home
improvement guy, builder, real
estate agent and eventually, a
mortgage broker. I can still
hang wallpaper today and
know how to use a hawk and
trowel.
There are enough deals if
you will fight for them.
Do three things: Give value

to your prospective referral
sources, ask them for
business and explain the law
of reciprocity (I'll help you and
you'll help me) and then most
of all, you cannot give up. You
need to figure out how to do
something that is different
than what your manager
taught you to do, because
those things will force you to
have to make a decision to
stay or leave.
Follow my plan, call me and
ask me to help you. Watch my
videos. Tell your boss about
my direct approach to making
money because making money
is fun and easy ... you just
have to go to work. Learn how
to be a professional and
professionals never give up!
Ever!

29

Ralph LoVuolo Sr. has nearly 60 years history in the
mortgage business. He was a Co-Founder/President of
the NYAMB and a long-term member of the Board of
Directors of NAMB. Presently, Ralph is Director of Sales
Coaching for Lenders Compliance Group. He may be
reached by phone at (917) 576-1230 or e-mail
RLoVuolo@gmail.com.

n National Mortgage Professional Magazine n FEBRUARY 2018

him high and dry, but now is
doing business, ensconced in
a real estate office two days a
week who helps the brokers in
that office figure out how to
do better and they give him
business. When he joined the
community group, there were
eight other mortgage people in
the room. When they were
asked to tell everyone what
they did, they got up and said
they are in the mortgage
business and give great
service. They said their rates
are terrific and they can get
deals done in a hurry. But
what my guy did was say, "I'm
in the mortgage business, but
I'm not like anyone you ever
met who does what I do." He
went on and said, "What I
believe is that I have great
ideas that will help you grow
your business. If you are an
accountant, real estate agent,
lawyer or financial advisor,
please come talk to me after
the meeting because you've
never met anyone like me."
And after the meeting, an
accountant came up to him
and asked him what he meant.
My guy shared with the
accountant an idea that could
help him grow his business
and they set up a meeting for
the following week to discuss
other ideas.
Then, there's my client out
West who called me today
because every time he gets a
deal, he's calling the listing
agent to tell them what's
going on, and they love it
because none of the other LOs
they do business with are
doing that. And today, we
were working on an e-mail
he's sending ... a set of four
questions to every listing
agent on the other side of the
deal and then calling them
after the closing to ask if he
could meet with them. What
we emphasized during our
five minute chat was that he
would continue to send out a
helpful e-mail to the listing
agent until they told him that
they would either meet with
him or conversely, they
threaten to call the police to
make him stop!

NationalMortgageProfessional.com

need of the population. We've
got immigrants who cannot
buy because they cannot get a
mortgage because they don't
have a green card. We've got
Millennials living in the
basements of their parents'
house who think they are
entitled because they got
trophies when they came in
last, just for participating.
Their parents told them they
could be anything they wanted
and when they got out of
school, they found out the
world doesn't work that way.
You actually don't get paid
unless you do some work. And
they don't want to work, it's
too hard and the people they
met on the job they got don't
like them as much as their
parents told them they would.
Rates are going up. Just ask
Barry Habib. I watch him every
week and he said so. The Fed
just raised rates. Geez ...
maybe we'll have a market like
1980 again. Rates were 17
percent and 18 percent and
nobody could buy and we
we're all going to go out of
business, starve to death, but
there won't be any business
anyway, so we might as well
just quit!
But wait, what about the
guy in Jersey who I just
started to coach who told me
that he's having the best
January he's ever had. His
pipeline is bigger than it's ever
been. He has been doing
mortgages for seven years and
is having the best January
ever? I wonder why?
It's so simple.
And what about the guy
who told me he was watching
Frank Garay and Brian
Stevens who were giving all
those statistics I showed
above? He thinks the best
thing to do is start to do
reverse mortgages because
there is an overwhelming need
for that particular product.
But what about the guy I
coach who tells me he joined
a community business group,
and after 10 years of working
at a company that was buying
leads and doing streamlines,
went out of business and left

BY RALPH LOVUOLO SR.



Table of Contents for the Digital Edition of NMP - February 2018

Contents
NMP - February 2018 - Cover1
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NMP - February 2018 - 1
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NMP - February 2018 - Cover3
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