NMP - May 2018 - 29

Is No Way to Go
didn't know anything about
anything. All I thought I knew
was that I wanted to be like my
father. I wanted to be in the
mortgage business. My dad was
a Real Estate Broker, Builder,
Mortgage Broker and Deal
Maker like you've never met. He
was a master at getting people
to do business with him. Mel
taught him everything.
So picture Mel, who was so
respected in the South Jersey
real estate market, there was no
one, and I mean no one, who
didn't know him. And there I
was, I'm figuratively sitting at
the feet of the master ... the
man everyone wanted to do
business with. There were no
more than 25 people in that
basement room that night.
That's why I was on the steps.
So, he has his hands spread
out in front of him and then
takes his right-hand and points
to the tips of the fingers on his
left hand and then does the
same with his left hand on his
right-hand fingers and while he
is doing this he says.
"This is the secret. This is
what you need to do. If you
want to make money, you need
to be in as many places as
possible all at the same time.
You need to be in front of as
many people as you can be all
at the same time. You need to
spread yourself as thin as
possible to spread the word that
you're around and available to
do business with."
I had no idea what he meant,
but I never forgot it, just like
when I went to work as a Loan
Officer in 1972, and Bill Schor,
my first boss, told me I had to
visit 20 offices a day and keep
records of my conversations, so
I wouldn't forget them. Yes, I'm
not kidding, 20 offices a day!
Five days a week, 100 offices a
week. Would you try it?
So, I'm in business for myself
... it's early in the 1990's and
I've got salespeople who I'm
teaching how to make money.
I'm wanting to be Mel. One of
the things I did was to insist
that they stay out of the office
and visit real estate offices
every day. I tried to keep track
of what they were doing, but I

"You're in the business of
persistence. If you cannot take
'No' for an answer, you better
toughen up. I don't care if people
say 'No' 50 times, what I care
about is that you don't quit."
was busy doing my own
business. Then, my son taught
me how to use e-mail, and I
started to think it was a pretty
cool way to be in front of a
bunch of people al at the same
time. My son taught my
salespeople how to use it and I
started to insist that those same
salespeople try to teach it to
their real estate offices. That's
when we started to apply
principles that I had learned so
many years earlier. Instead of
just my salespeople being
required to send an e-mail to
everyone they knew, I knew it
would be something that every
Realtor should also do every
week. That easy, we became
known as the place that people
went to learn how to use their
computer. Not only that, we
were the place that had other
ideas that would help Realtors
do more business. That's
marketing. Help people do
things they can't or won't do for
themselves. It is no more
complicated than that.
I've called all over the country
and it's a mix of how people
work. There doesn't seem to be
any absolute as to how or where
they work from. But to me, it
doesn't matter ... just find them.
Engage with them. Stop looking
for the quick fix. You think I was
able to get business by visiting
Realtors once or twice? It took
months in some cases. It took
years in others. It also took only
four visits sometimes. But you
want to market yourself? You
want to make money? You want
to know marketing?

You're in the business of
persistence. If you cannot take
"No" for an answer, you better
toughen up. I don't care if
people say "No" 50 times, what
I care about is that you don't
quit. What I am letting you know
is that you can buy all the fancy
software you want, but if you
don't use it, you've wasted your
money. LinkedIn is terrific, so is
Facebook. Let's talk about how
you can use them to make
money.
Who do you want to do
business with ... Realtors,
Divorce Attorneys, Financial

BY RALPH LOVUOLO SR.

Advisors? Spend the time to
add them to your connections
on both applications. Send them
ideas, better yet, go to visit
them. Find them. Stop saying
they're not in the office because
I don't care about your little
issue. You're afraid of "No" and
you won't follow up. You won't
keep hammering away with an
idea that will help them make
more money. You want lower
rates. You want new programs.
You want people to just give
you because you're a nice
person. You have to work,
spread out, go see people, find
them, engage with them with
ideas that help them, not you. I
don't want you to beg for
business any more than any
other coach. I want you to stop
and think and if you cannot
think of ways to get them to do
business with you right away
then keep hammering away with
ideas that help them. Put them
first. Make them believe you
care about their success and
actually do it.
You have no choice. Or you'll
have to quit. Give up. Never! I'm
going to call a guy I've been
trying to do business with for four
years. I'm calling him right now.

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. The Mortgage Godfather is available to help your
salespeople do more business. He does sales rallies,
Webinars, personal coaching. Call, text or e-mail (917) 5761230 or e-mail Ralph@MortgageGodfather.com.

We are once again looking for
The Most Connected
Mortgage Professionals.
These are individuals who have
a large number of followers on
Twitter or likes on Facebook
or maybe have a very popular
blog or video show.
These individuals will be
featured in our July 2018 edition,
which has a special focus
on Social Media.

Go to http://nmpmag.com/mostconnected


http://www.nmpmag.com/mostconnected

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

Contents
NMP - May 2018 - Cover1
NMP - May 2018 - Cover2
NMP - May 2018 - 1
NMP - May 2018 - Contents
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