****REPLAY****

All I can say is WOW!  Lisa Mason, our guest for this interview, gave out SOOOOOOO MUCH great information
I don’t even know where to start!

Here’s some of the topics we discussed:

*Ways To Make Money Writing On The Internet
*Using Online writing to promote a business
*Internet writing common mistakes
*Top Tips for internet writing
*What to do if you’ve never written before

*For you mortgage folks: Ways to win over
Real Estate Agents with writing and promotion

*Sales Letters and Videos

And a WHOLE LOT MORE!  We had a TON of questions from folks that were listening as well!  

You can hear the replay now!

Oh, and Lisa gave an unbelievable offer!  I’m pushing for her to raise the price so you had better jump on it before
she actually does!

I won’t tell you what it is but if you’re serious about writing to make money, this is a MUST have!

Check out everything, including the replay in it’s entirety at: http://instantTeleseminar.com/?eventid=7661649

Oh, check out the cool new song I have at the beginning and end of the call!

And tell Lisa to RUSH YOU THAT OFFER!

If you were doing business with someone for a financial transaction as important as a mortgage, wouldn’t you want the person you’re dealing with to have some sort of pride in how he presents himself in public?

My belief is if a person doesn’t have pride in themselves in public, what kind of job will they do for me in private? Now, I’m sure there are people in the world that have no pride in themselves what so ever and do excellent work. 

The point is, have pride in yourself. No, don’t go walking around in a 3 piece suit everyday. (I go out all the time in jeans and nice shirt and cowboy boots and I feel great about it) No, don’t go buy a fancy new sports car and drive around. But do present yourself in a positive and professional manner.

If you’re in an area where you can possibly run into your past and present clients, be presentable. Think of it as if you were talking to a current client and a friend of theirs came up to you and got introduced. Do you think it would be to your benefit if after you walked away your client had to say “you could never tell by the way he’s dressed or by the shape of his car, but that guy does great work.”

Sure, you get a good review for your work, but why would a client have to “explain” your appearance? Maybe this example is extreme, but I’m sure you get my point.

Here’s a test, if you go to the mall parking lot and your car isn’t as clean as 50% of the other cars, go wash the darn thing. If you’re out in public and feel you have to change cloths to visit your lawyer’s office, maybe you shouldn’t be wearing what you’re wearing in public.

Are you feeling me here? Have pride in yourself. You’re in business, a legitimate professional, cut throat business. The little bit of pride in the way you present yourself may be the advantage you need to gain a few extra closing per year.

“Loan Officer Lead Generation Online: What No One Else Is Telling You!”

Just anounced teleseminar with featured guest Chad Weber!  (He’s an expert in Online marketing)  This is one you don’t want to miss!  Check it out at www.RealMortgageTraining.com/021109

Tues Feb 11th, 2:00pm est

Rejection is something that every LO faces. From the person who’s been an LO for 1 day to the season manager that’s been doing it for 10+ years, rejection happens, it’s part of the Mortgage Business.

Yes, you hear all the time that “the borrower isn’t rejecting you, he is rejecting the product you’re offering.” If you’re like me, that explanation still didn’t make me all warm and fuzzy inside.

I often wondered what would it have taken to get the borrower to take that program. What more could I have done, what could I have explained better/differently?

The more I refined my speeches, the more I refined my “comeback responses” the simplest of questions from the borrower, something just didn’t set right with me. Why was it that a borrower who didn’t take a mortgage with me, took the same mortgage offered by my competitor.

The truth is, there is no set answer to that question. Each borrower has his/her own reasons why they did or did not go with you.

So, since I couldn’t change the programs being offered, I had to look towards something I could change, and that was me.

Then I remember something someone told me long ago, you don’t need to sell the program or the mortgage, you have to sell YOU. The borrower already wants a mortgage, all you have to do now is sell you.

So, in a way, the borrower IS rejecting you. Yes, I know, that goes against everything we’ve been taught. But you tell me, if the fear of rejection is so much that you can’t stand it, then what are you gonna do about it?

Sure, understanding the product or program is a HUGE part of it, but understanding the human element of doing a mortgage is just as huge. If you’re not constantly improving yourself, especially in this people driven mortgage business, then you’re missing a big part of your business.  Find things and do things that will make you more interesting. Give the borrowers a reason to do business with you other than offering the “lowest rate”. Working on you is just as important as working on understanding programs and guidelines better.

Oh, here’s a reality check as well….as long as there are people we deal with, there will always be rejection. Your job is to make it harder and harder for people to reject you.

Some LO’s biggest fear is finding loans that will close. This is understandable, but how about rethinking this fear and see how you can overcome it. Let me explain; when I hear comments about this kind of fear, the one thing that stands out in my mind is that the Loan Officer is throwing a blanket over the entire borrowing world and hoping to get someone caught in his net and then hope they qualify for any mortgage program being offered.

If that’s you, that’s fine, as long as you understand that’s what you’re doing. I believe if you target a particular market, the chances of getting more closeable deals will be greater in the long run. If you want to be all things to everyone, then you have to accept that you’ll lose potential borrowers because they won’t pay attention to your advertising, whatever that would be.

Think about this, when you hear ads saying “we’re the cheapest” or “we have the lowest closing cost” over and over, they tend to run together and not one really stands out, right? The same goes for when you are asking for referrals. Most Loan Officers say “If you know anyone looking for a mortgage, send them my way.” That usually doesn’t register with the person you’re talking to right away because it’s not specific enough.

But, if you say something like, “I’m doing a program with people that drive BMW’s. Do you know of anyone that may fit that category?” All the sudden, that person can focus better as to what you’re target audience is, so you’re more likely to get some kind of response, as long as you have a good report going with that person to begin with? Make sense?

If you’re in a slump, do something completely out of the ordinary and see what you come up with. Targeting a specific group just might do the trick!