Automatic sales for mortgage

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or how I can help you most right now based on what you've seen my content how did you find sales remastered by the way um honestly was just one day I was on use who I was doing some searches and then I saw one of your videos popped up and I was like wow this is it has to do so much at my field because I was looking up you know how could I get better in my field and alright I was finding more you know like Grant Cardone videos videos videos like that's not really pertaining into the sales at hyman okay so then then I found your contact you know what loan officer sales what we can do to improve and help so that that's how I really found you and I've been you know I followed you on obviously all the platforms snapchat and surround Twitter and it's really been helping me out to be honest with you so where do you do you find most value from like it is just like the emotional technique and how to connect with them on a different level basically yeah because what what I'm personally and now I'm in my third month of being a loan officer um I work from okay so this is my third month in and what we're really doing now it's like we're practically cold-calling in a sense so you know we're reaching out to this clientele you know but one thing I really feel like I struggle with the most it's like the pitch in a sense and you know trying to gain these people's business right so one thing I've noticed you know a lot of times I get blown off saying oh I'm not interested this that they'll hang up right away swear you can't really rebuttal in a sense so then that that's one thing sets I think I need to work on um and sometimes you know actually keeping that clientele with you throughout the entire process you know you have to break sometimes bad news like oh your appraisal came up short you know things like that yeah you know so that that's one thing I feel like I need to kind of get better in you know building a better bigger pipeline as well because I'm fairly new to this business you know I'm young I'm only 19 years old you know so it's a good business to be in you know and it really does give you an opportunity to build a book of business so as young as you are right you know if you do it right you're gonna deal with the same clients for for years and years to come you know I mean of course more but I got a question for you with with the way that you're getting your leads in right now are you the first initial contact or is it going through like dialer to sorry than you it's going through a dialer system so it's it's practically more like credit increase where there was a credit check for it good so you know the credit was mostly pulled for a mortgage refinance sometimes yeah oh no was pulled for a car you try to card you know things like that and so that's the way you've got that trigger inquiry is is because they used to be with you like they did a loan with you in the past or are you just buying trigger leads from the credit bureaus it's basically trigger leads yes okay cool so I got a lot of experience with that primarily with portfolio triggers right but what I do what I do know is that with the trigger lead it's an inquiry that comes from anything so it could be you know a credit card application in a car application right they might have like four life insurance and so it's not necessarily means of them applying for credit but most time they are applying for credit right and so it's really just based on like how your initial approaches with them um where like I've seen both angles one angle come in where they're like hey you know we we just received an inquiry on the account that we had for you back in you know 2014 and we just want to make sure that you received you know that you that you authorized that request and if you ever are in a position with that because you know I don't know how big your portfolio is if you happen to work with the past client but I would definitely consider learning how to work with your your company's about past clients right especially light-hearted agents and I'll cover that a little bit later but um what I found was that when you're approaching someone who's done a credit inquiry the chances are is that they apply they're applying for credit because they need something whether it's as small as like a little finance on a credit card or or like a home improvement loan and so and so you know my content if you if you watch the last it was for video series on how to cold-call yeah it's not that one yeah it's really based on bringing some sort of initial kind of in cider information the reason why inside information is helpful is because you are trying to put them to consider - and - right and so if we if we assume that they applied for like a credit line it's because they didn't necessarily have the money available right to fund to buy it outright and so they're relying on credit and and if I knew that they that say the criteria of that inquiry because I'm gonna do homework first and that's probably you know maybe the disadvantage of having it connected right away from a dialer is because you use game on right you didn't necessarily know what state it is what street it is and so you're kind of being thrown in the mix but if in the event that you you do get a chance to to at least do some research you can you can create a lot of inside value that you could deliver them right and so in your case how I would adapt it to your your processes because you're being connected to them right away and you into the game on in essence there's two things you got to pay attention to is their street name I imagine you probably should have their street name depending on your CRM if you have their county name and when you when you when you have it tonality that you're just contacting them as a courtesy call and and there's gonna be a courtesy report being done in their area let's say they're their street would name was Wilson right like I used in that example Wilson within your on Wilson Street within the community of Orange County or whatever county it is and say this is just a courtesy report we do a lot of business within your area and there's we're notifying homeowners of different different eligibilities that they're available to in 2018 i'd highly leveraged 2018 right now i'd highly leveraged things that that our prospects already see in the media like the tax reform the new information on equity lines of credit you know what I mean because these these helped us kind of funnel them in the correct direction that we want them to go but right when we come in with like a I'm just saying you could courtesy report what its gonna do is it's gonna show you what your property would appraise for and you don't even need to do an appraisal so this actually is pretty helpful a lot of our clients love it and we've opened it up to your community right so this is just an automatic release and they may say well how how did you get my contact information say well actually we we were in contact with you a while back but we didn't have the opportunity to actually work with you and so as our our recognition is becoming more saturated in your area right you're you know we want to make sure that that you're kept aware of these these updates that our clients in your neighborhood are aware of and when you try to bring it in as a community thing then them look though they'll invite it in a little bit more does that make sense right right I got you there so I want one thing with my initial approach you'll be like so saying you know your name's Dan it'll be like hi Daniel available yes hey Daniel this is how are you okay and then we'll go hey down your knowledge is calling in our darts at the refinance you're working on then you'll obviously then jump right in you know what were you looking to do lower the rate or pull some cash oh and that one are you assuming that the inquiry is a refinance yes sir got it and so sometimes they might say I'm not doing a refinance exactly yep okay so those are two things that are gonna there's two things that are going to kill the momentum of that engagement right the very first thing is when you when you say actually it's it's unorthodox it's untraditional but when you say your company's name and then you ask the question like but how are you right okay you're immediately positioning them to think of an excuse that makes right and so and so when they're in the train of thought thinking to make excuse you've triggered a reaction from them to not want to engage then they cry so if we contacted the same prospect let's say it's Daniel you know hey Daniel you know I'm just actually sending you a quick courtesy report you're within a community that we're actually notifying homeowners because we have a lot of clients in Orange County and I just want to make sure that this email is valid it's actually going to be sent it's gonna have your street address in the subject line so there's a tonality to it right it's ROG if it's already on its way and and and now they can't necessary fight that but I'll never give them control by asking them a question if I do ask the question I'll just confirm it's an email address right and then and then that invites them say well you go yeah what's this report about and I want them to ask me what the reports about but it's inside information and I'm not giving them any inside of hey you know I'm calling about the mortgage or refinance that you're applying for because if I if I said that and they're not applying for refinance they're gonna be like whoa who's using my information Brian so that's what I've noticed I've gotten a lot there's like oh you know I didn't even acquire about a refinance then boom you know I've lost a potential client right and so if you put him in that state then then for sure there's gonna be no chance of you moving forward right right exactly it's of what we what you what you'll do in that process or using that process actually put yourself in a state where you're doing more D since right well you're actually defending yourself more rather than rather than offense and just saying hey I'm just giving you a quick courtesy report but the reason why that tonality works is because typically when you get when they get contacted they're not expecting your call right right so as a consumer they'll do a quick analysis for those who even pick up the phone a lot of them will just for you at the voicemail sets you to another campaign which if you're crafty enough it'll give you the opportunity to I don't know how it works on your CRM but if you get to claim the lead claim the lead and maximize the potential from your current CRM so see items have like drip campaigns right and some dried you know what a drip campaign is I actually do not no worries so so get to know what a drip campaign is it's gonna help you with your book of business it's gonna help you with farming leads because sometimes you're not gonna slip a lead with for maybe you know a year right but it doesn't mean you should lose contact with that lead and so what a drip campaign does or what a drip system does is it's basically a CRM sending an email from it looks like it's from you so it you know right it's automatic and so for every month or every quarter ill check in with like a fun fact like most five things that you know years five like we have one where where it's like ten ways to clean your kitchen and it's so random right but but consistently because that drip is effective I'm getting a lot of responses from clients that I never even thought of but brian koz clients right and so they'll reply back to one that says five facts about your credit score and then they'll reply back and say hey you know i was just thinking about refinancing but i never even sent that email as my drip campaign okay yep so so you could set different campaigns where it's campaigns for past clients and then you have a specific drip campaign if your crm doesn't doesn't have that you can actually create it through Outlook both you guys use Outlook yes okay cool so so with Outlook you know how you can save your signatures yeah okay so there so in your cycle right you're you're consistently going to face either either voice messages or you're going to send them the complimentary inside a report right and so new consistent messages and so if you saved them as a signature right just very vague statement and then you just change you modify the name right like hey Jim and then you just drop signature retention one or credit pool one rights like the name of the signature it auto-populates right and so it saves you good five minutes or two minutes and then you send it send it on its own way when they reply back you have another signature already preset and so it's saying like yeah go ahead and send me the report right say okay cool I'll go and send that over to you right now just a quick confirmation you know this is your primary homes just some initial kind of immediate information and like one of the questions would be if I can improve your term what would you use the monthly savings for right and so right then they'll get it'll get them thinking like oh I could use it for home improvements I can use it for debt consolidation and that's really what you're doing is you're just opening up the dialog but create some sort of system where where you're able to farm it and keep keep it in your serum to attach later because those who don't you know you never want to think you want to get out of the mindset of what can I do this month what can I do this month right it sounds like how can I build yeah exactly and that that's one thing you know I've kind of I've come across I'm you know watching videos I see how you opened up like oh you want to lower the bring in payment so what initially would you benefit off of lowering your payment's oh you know I I have some high credit card debt then boom that opens up another window well hey you know there's some equity in the homeowner you just pull some cash on stead to obviously consolidate all your debt so that that I I've seen has been working as well because then I'll be say you know like you said it opens up a new window of conversation with the clientele yeah but would you bring up a good point there is um it's important also with the timing that you use certain words right of course some of our consumers like the way that they would react where if we told them about a refinance application they might think well who's using my credit you know my identity it's because they're triggered from from things that they that they see in their own atmosphere their own environment and so when when we say certain things like well why don't you cash out your equity they're gonna be to what they may heard in their circle so like cash outs bad right use your equity and these are things that they're getting from people that they care about right like their family like we as family we tell people what to do to be safe right and so and so if the markets up and they're like oh yeah if they had a friend who try to do refinance but the rates are high they're gonna remember that right and so like okay I'm gonna do cash out but the rates are high oh yeah you know my friend Judy once you can only rethink that triggered it was cash out it's the name right so and so if we if we say certain names or programs that trigger reaction like cash out or debt consolidation they're gonna they may have a negative reply back so right so swayed them away I see what you're saying is that make sense so what better is that the immediate like like how you're doing with you know if I were to help you improve your term what what would that look like you know what would you do with the monthly savings and then they say oh I do this and that right and say okay well based on your current situation you know how are you able to get by like how much do you have left for yourself and you're trying to figure out how much what their total you know net net is right right and then and then elaborate on that and go a little bit more so if they want to talk more and more about it let them talk right but don't offer the solution until we get information we need right because because that that offer that we wouldn't usually offer right away like we'll help well how come you don't just pay off any debt and and you'll save $500 you know we kind of we will try and pitch them right there but the rapport is not there yet right and so if you go on and you learn a little bit more what you'll find is you actually collect more and more leverage and and all the pieces of leverage that you pick up anytime they show resistance like oh I don't you know I don't want to give you any personal information or I don't have time I'm not in the market you know then you can refer back to that those points of leverage to benefit the pain right and say you know what I completely get it but since you mentioned that you know you're paying $500 in credit card debt right now or you don't have assets in the bank or no cash in the bank I I had an idea and I was thinking about sending it over to you so here let's do this let me let me confirm real quick right and then bring them right back into the application what you want to avoid is you want to avoid asking questions like asking if you can proceed right always try to almost force them like you're the tour guide you're bringing them towards the end exactly I always always try to you know pivot pivot through that always you know finish with like I guess a question and sense like once you are confirm like okay yeah you know we're gonna be using this this that I'm sorry right now but um so let's we're gonna be using you know the money to consolidate for this okay now boom jump into that now what's the rate you're paying for currently you know obviously just keep going through may can I even seen like you're taping taking the application on the REC you know it's very important yes it sound like an initial conversation exactly you know and and and and I I prefer like you know when you look at the 1003 the declaration is actually at the end of the conversation typically right it's right before the HMDA right so like I always I always did the declaration I noticed that I would do it at the very beginning because it would help me siphon which direction I can go to so if I can talk conventional someone because they had a bankruptcy or foreclosure this was important over the last four years because a lot of people were affected by the you know by the collapse of the market right right so there's a fairly season from bankruptcies and foreclosures and a lot of times when people are pulling credits like they're it's they're using their credit their financing everything they could be like in a real bad spot where you can't even help them anyway and that brings up later on right like when you're running issues like of like debt to income ratios or you run issue because the value was too high right came in low and then you got a pricing adjustment and then you got to go sell them again right so and so what we notice in the process of we just got to pay attention to in the forefront so if we you know if we have been bit before on value coming too high then what then our next round we're just gonna do a little bit more diligent work on on be more realistic right right even if even if like like this the borrower because the the borrower or our prospects are always gonna believe their house is worth more of course and so and so we have just just have a plan B and so if you see comps that support let's say 254 value but they're adamant that they're at 300 just have a back-up plan for 250 that make sounds right but that can also become leverage for you to say well let's find out let's get the report I can have an appraiser out there by this weekend that make sense but again it's it's selective timing on when you when you show your cards and I think of that series the the right I did release on a video yesterday it was like I forgot the name of the video dude there was I think like the business book right yeah and so but there is there's a portion where I was like you know the report in itself has to be synced it's like if you've ever watched that movie avatar have you ever watched it avatar I would the newest one no it's it's a whole movie tome it's uh it's avatar with anyway there's a point where the he sinks right with his it's like his drea it's a crazy movie yeah you know but he sinks with like his I don't know it's like it's bird or whatever he flies on a bird and you know but until then they're a battle right and and until they actually lock and see then they can actually build a relationship and so that's that was the whole thesis about like connections or relationships and so when you have a tonality right now for example where where you're calling them about an application your whole motive and energy is just about an application right or as if you came from came from a position of hey I just want to send you some real good value I think you'll like it it's pretty cool you know I mean like almost like your friend like you know when your friend has some gossip right and buy a hot dude check this up and so that's the natural reaction so that's what we're teetering off of and so I think you have the right ideas like you know kind of what what pain to look for what what my signs to look for it's just a matter of positioning and kind of timing right so time in essence of when you when you release certain information like I could pitch them within the first three minutes but I prefer rather to to get all my nuts and bolts together and then present it at the right time where they need it most that's right notes as well a lot of my clients they tell me like you don't even sound like a Salesman they say that that's why we like doing business with you because you're not pushy you know you don't want to push us but like at the same time I may be passive aggressive when they say you know they're you it's not like I'm rushing them like other you know competitors are doing this when I'm more calm but like still at the same time I'm pushing them but they don't really see it as selling you see what I'm saying oh yeah we're a lot of like we're definitely a lot you know when we sell we're we're a consultant exactly and that's why they don't feel like they're being sold and and that's where my whole message of making noise in a different way that's how you make noise in a different way right you just you just sound completely different and and the funny thing is that regardless of what Magnolia Bank pricing is the the prospect will buy from point of experience like convenience right like they really like the experience they'll pay the premium they don't care about price right and so here's your opportunity to you know when they mention that when you hear like oh man I really like work with you saying no worries I you know I have been doing this for a very long time because they don't know how young you are let's say unless you tell them and say I've only been doing for a couple months they say hey you know why I take a lot of pride in my service I actually I rely on my clients and so this is not the first time we're gonna work together as a matter of fact we're probably gonna work together in the next six to twelve months after we deliver these benefits and so why my clients choose to come back to me or refer other people to me like their friends or family their co-workers is because of the service that you're experiencing right now the reporting available yeah and they're reporting like oh yeah you know what I can think of a family member a friend but you're also planting the seed of long term really exactly you know those are money you know if you like that's if this is your - the second or third month when you're about a year into it you're doing it right your next year is actually going to be a combination of the lead or the loans that you closed this year and so it's just this repeat business right that's how you see veterans doing 20 to 30 per month is because majority of that it's referrals and redo business over a years and but but the the one the agents that I see who maximize their potential in this book of business is the way they initiate the connection and so it sounds like you're doing it right because they're they don't feel like they're being sold and so they're they want to protect them they're people and they don't want their people to be sold so more likely they'll get a referral to you but you have you have to be able to stay in front of them and so that's a drip campaign you know learn about your CRM see if there is capabilities of a drip campaign and creates something that keeps you in front of your prospect gotcha yeah not honestly Manuel I say you've been you've been great help I swear I found you on two months ago I even told my colleagues about you and then like you're those things you put out there doing it's been helping us a lot honestly I just have to say thank you and I appreciate you I appreciate the support glad you found the channel man and yeah continue to share any any of the you know content that you see with your colleagues and and also comment you know the only hesitate to put like hey this is my take away or or hey you know can you elaborate on this more and you'll see that I'll reply back and I'll actually make the content you know right he keeps it new for me so it's a win-win and of course the process is to build a brand right and to be kind of that alternative resource and so yeah man I appreciate I appreciate you jumping on with me you know and any time we could probably set up another call another time and go through some other as you get a little bit more seasoned in your job that sounds great I'll be sure to do so you know I'm always on top of my game tell my brother I'm talking soon Danny - thank you [Music]