NMP - May 2018 - 41
e all want to
based on the conversations I have
with other Originators, we also
want to generate this new
business quickly, without much
effort, and of course, with no out
of pocket cash.
Let me share with you five ways
to generate new deals and
relationships quickly and without
spending any money. Honestly, I
know what it's like to have a ton of
money and I also know what it's
like not to have any at all.
First though ...
a reality check
Sorry, I just have to get this off my
chest. If you truly want to succeed
you must invest in your business in
First, you must invest in
education about the industry and
also about marketing-
salesmanship and persuasion. To
say it a little more simply, you must
know your programs and
guidelines and you must also know
how to "sell yourself" and
persuade others to use you instead
of your competition. I actually have
an entire course on this called the
"Loan Officer Unfair Edge" that
tells totally with the psychological
part of our jobs and persuasion
tactics that few others know.
Second, you must invest in
marketing. The good news is that if
you are one of my Top Originator
Mastermind members or
subscribers, then you have already
been exposed to marketing that
makes every penny you invest
accountable and trackable to you.
It's ridiculous to be in business
and think you will make six figures
without investing in your own
business. I suggest setting aside
10 percent of each paycheck to
invest in your business. You can
also take out a loan and view it as
a business loan or educational
loan. That will motivate you to
make it happen!
Okay, now that this topic is off
my chest, let me share five simple
and fast no-cost ways to start
generating some new business
Method 1: Pick up the phone
and grab a pen and paper
While the whole world is now
communicating with texts, Instant
Messenger and other online and
impersonal methods, why not go
ahead and be different? Go old
school for a change.
Pick up the phone and hold an
actual conversation with an agent
or a potential referral source.
Write them a letter and mail it.
Yes, there are actually still
mailboxes scattered around your
Go meet them in person and
have a conversation so you can
find out if you are a good fit and
can work together. Get in your car
and drive to them or have them
meet you in your office.
Actually one of the best
methods is getting active in your
own Board of Realtors and
Call and visit or write a letter to
agents and referral sources you
haven't worked with in a while.
Write a letter to your past clients or
call them to see how they are
doing and if they know of anyone
who they can refer you to?
Method 2: Join a group
I have always been active in many
charitable organizations and have
been president of many of them. I
don't mention this to brag, but
rather to tell you that when you do
good, good things happen.
Get active in your religious
organization, schools, civic
organizations and others. While
doing good, let people know what
you do for a living. You will likely
also find many professionals,
including Realtors, Builders,
Financial Planners and Attorneys
who are also active.
The beauty of this idea is that
you are building relationships with
other charitable and good people.
You have a mission in common.
You will now get to know them
personally because of your
involvement. These are people you
would likely never ever meet or get
to know under any other
This strategy also allows you the
opportunity to get some great free
publicity and while that should not
be your sole motivation it certainly
is a good result.
Method 3: Teach a class to
professionals and agents
This is one of the top no cost
methods to position yourself as an
expert. No begging or expensive
lunches. Find a great topic and
For example, I teach a course to
Realtors for continuing credit hours
on "How to Sell More Homes to
Boomerang Buyers and Others
With Credit Challenges." Yes,
lunch and learns and office
meetings are also great, but they
require you to buy food and incur
When you teach continuing
credit hours, the Board of Realtors
pays for advertising the class to fill
it up. You use their conference
room or facility and they issue the
continuing credit hours.
You show up, teach for 90
minutes and you will leave with
that group of Realtors seeing you
as an expert. Simple and powerful
with zero out of pocket cost to
Method 4: Become a celebrity
expert (free PR, create a
This is one of my favorite
strategies, but it does require
some expertise in a specific niche
and knowledge of how the media
works. All media outlets, including
radio, television, print publications
and online sites are always
searching for new stories.
Your job is to present them with
the story that has a hook. For
example, let's say you are the
expert in working with the creditchallenged or Boomerang Buyers.
Another idea is just to comment
and give your take on what's
happening in your local market or
to the interest rate markets.
You could contact the editors or
publishers and offer to provide
them with an interview or statistics
or an article on how buyers can
now purchase a home one day
after a bankruptcy, foreclosure or
You could also be a guest on a
local TV news station, or a radio
show as I have done. In fact, I
have been on 42 radio shows and
helped more than 29 other
originators set up and structure
their own weekly radio shows so
they dominate their markets.
You could create a book on the
topic and also have a weekly
All of these position you as a
celebrity, but the key is having a
great hook and also believing in
yourself as the actual expert.
There are Web sites out there
that connect reporters with experts
in different industries so they can
be used as a resource when the
reporters need a story or a quote.
Once you have this free PR
make sure you use it in all of your
marketing and promotional efforts.
Method 5: Create
a Webinar or teleseminar
One of the things I find difficult is
filling up a room with buyers who
are wanting information about
buying a home. The truth is that,
most of the time, the Loan Officer,
Title Rep and Realtor wind up
eating the donuts and drinking the
coffee waiting an hour, and then
leaving bloated and disappointed
at the poor turnout.
If you live in an area where there
are all four seasons than you also
have the weather to contend with
which often prevents people from
coming out at all. When it's nice
they want to do outdoor activities
and when it's cold or snowing,
they won't come out.
One of the best ways I have
found to address this concern is to
provide educational sessions via
Webinar and teleseminars. We
thankfully live in an age of
technology where many of these
services are actually free and
provide great value. One in
You can use social media posts
on LinkedIn, Facebook and even
Pinterest to get people to attend
your homebuyer workshops.
Oftentimes, you will find better
attendance than a live homebuyer
session because people can
remain anonymous and learn from
the comfort of their homes.
So there you have it. Five no
cost ways to generate new
relationships and business. Each
and every one of these strategies I
personally use and have taught to
my members and subscribers, and
my coaching clients.
But remember one thing ...
once you do start generating new
business, start setting aside a
special account so you can scale
this. Take 10 percent of every
commission check and put it into
this account so you can continue
to be seen as the go-to Originator
in your market.
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 and learn
more about the Top Originator Mastermind at