NMP - February 2018 - 49

Some Will, Some Won't ...
So What!? Marketing
Lesson for Originators
By Brian Sacks

W

making my business grow, and
grow it did.
For the next two decades, I
dominated my area, and
consistently generated 15-20 loans
per month, regardless of what was
happening in the economy. The
key words here are "consistently"
and "for decades."
I was so successful that I
decided to share my secrets
with other originators
During this time, I built a training
company into a multi-million dollar
business, and also had built a
huge mortgage business. Life was
so good that I decided to kick
back, and for the first time in my
life, just enjoy!
As luck would have, my timing
was a bit off. I sold my entities and
held financing right before the big
crash. I am sure by now you can
figure out the rest of the story
right?
My return (again)
Then, I came back for the second
time in 2013, and have been back
ever since, this time with no plans
to leave until they carry me away
from my desk. I'm only 53-yearsold, so hopefully that won't happen
for many years.

Some will, some won't ...
so what!?
Some of the businesses I went to
saw the immediate benefit of a fax

Some agents will be r
eceptive to you and will
want to work with you
There is no way that you will match
up personality-wise with every
agent you meet with. Heck, you
are not likely to even get to meet
with every agent you want to. But
if you don't let this feel like
personal rejection, you will meet
enough agents to build a great
business and have great
relationships.
Some will, some won't ... so
what!?
Some buyers will work
with you and some won't!
You will prequalify many buyers,
and not all of them will want to
work with you. Truthfully, you may
not want to work with every buyer
you meet with. Some will qualify,
some won't ... so what.
Some buyers will shop you,
some won't
Some buyers will shop you and
some will simply move forward
without shopping you with 30 other
lenders. This has more to do with
your positioning as an expert
instead of a head of lettuce. But
some are just wired for getting a

low price, and some are just wired
to make sure they are working with
a PRO.
Some will, some won't ... so
what!?
Some agents will be
loyal, some won't
I realize that nothing is more
aggravating than doing a great job
and not getting more business from
that agent. So you can let that get
you down or eat you up with anger,
or you can simply say: "Some will,
some won't ... so what!?"
The bottom line is that your
job-our job-is to always be out
there creating more demand for
our services than we have time for.
Yes, please go back and re-read
that.
49
Your attitude actually
comes through in your
body language and tone
We are all just flesh and blood,
and you know the old saying, "You
win some, you lose some." But the
truth is that no matter how hard
you may try to hide your frustration
and even bitterness and anger, it
comes through.
Your voice changes and others
can hear it in your voice. Your
actual body physiology changes
and you stand and move your
body differently. These are all
signs the people you are
interacting with will pick up on
quickly on a subconscious level.
Let's face it ... no one wants to
be around or work with a grumpy
Originator. So please try, on a very
deep level, to go through this
business by continuing to say
yourself and developing the
attitude of "some will, some won't
... so what!?"

Brian Sacks is a nationally-renowned mortgage expert who has
career closing of more than 5,924 transactions for more than $1
billion. He has trained, consulted and coached tens of thousands
of loan officers and company owners over the past 32 years on
how to close more loans, make more money, and still have a life.
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.

n National Mortgage Professional Magazine n FEBRUARY 2018

Let's pause and recap for
a minute and please write
this down ...
"How you handle your failures will
determine your success."
Let's break down all of the
things that used to upset me
before this epiphany and my guess
is that they upset you too. I
discovered this during my time
selling fax machines.
Here I was with the most up-todate technology and at an
affordable price that would literally
save my clients hours of wasted
time and make their entire
business or practice more efficient
and profitable.

machine and bought one on the
spot.
Some businesses had to think it
over and some wanted to price
shop. Others simply would not
even meet with me. But at the end
of nine months, I had doubled my
income from the previous year in a
completely new business.
My attitude was "So what," and
this attitude switch helped me
explode my production once I
returned to the mortgage business.

NationalMortgageProfessional.com

e are in what
can be a very
frustrating
business and
it's very
normal to get
down and maybe even
discouraged. Our highs are really
high, but unfortunately, our lows
can also be very low. The advice I
am going to give you comes from
32 years of ups and downs in the
industry.
Before we go any further, I have
a confession to make. Ready? I
have been in the business, left
twice and came back twice. The
first time was back in 1988 after
having been in the business just
three years and never earning
more than $40,000 a year.
I was burned out, working 70
hours a week begging for the few
deals I could get. Working
evenings and weekends, when one
day, I met the woman of my
dreams and we decided to get
married at the ripe age of 23.
I was not sure that I could keep
these crazy hours working seven
days a week, with high stress, but
still not making a great living.
Actually, when I totaled my hours
and my income at the end of the
year, working at McDonald's would
have beaten what I earned. No
way to start a marriage right?
But one day, one of my clients
told me about a new machine. It's
hard to believe I am even saying
this, but the new machine was a
"fax machine," and it was the new
technology of that time. This was a
client I had just closed a loan for,
and he was so impressed with my
sales skills that he hired me to sell
them.
This was like shooting fish in a
barrel. I worked from 10:00 a.m.3:00 p.m. most days, and took off
early on Fridays. No evenings, no
weekends, no screaming clients or
deadlines. Best of all, I earned
$80,000 in just nine months. But ...
I was truly bored out of my mind!
Call me strange, but I was bored
and quit this job and went right
back to the mortgage business.
But this time, I committed to


http://www.TopOriginatorSecrets.com

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

Contents
NMP - February 2018 - Cover1
NMP - February 2018 - Cover2
NMP - February 2018 - 1
NMP - February 2018 - Contents
NMP - February 2018 - 3
NMP - February 2018 - 4
NMP - February 2018 - 5
NMP - February 2018 - 6
NMP - February 2018 - 7
NMP - February 2018 - 8
NMP - February 2018 - 9
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