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[Music] ladies and gentlemen boys and girls children 18 plus you are tuned in to the loan officer podcast with me dustin owen and my main man jay c john coleman d.o was popping hey you're wearing the same shirt that you wore last week it happens from time to time what what like what happens like do you and your dry cleaner get into a fist fight and then no me my mom i mean no i try not to overbear her with too many clothes at once so what happens man you know i have a lot of shirts by the way i thought about this coming and i was like people probably think i have like four shirts because that's all i wear on that because what happens because like you you oh i have to ask you this yes okay do you drop your laundry off at your mom yes yes yes absolutely god you're such an only child and a mama's boy i tell everybody i'll get the niagara spray i got the fancy iron the rowenta you know that should cost like 150 for an iron i'm there doing i'm like nope not working creases and coming out which is white stuff you know what let me just take this to mom's and she's like a magician like sure pants socks underwear when i say not even seven minutes for a full outfit top and bottom crispy smells great and i just kind of wear them until they look like this okay and then somehow they don't get put in the back of the rotation they stay in the front of the rotation yeah i actually have like a whole set of like unused like you know crispy shirts but those are tags are still on them i mean those two but yeah it's just you know all right yeah i'm one day i'm gonna go to tom james shout out my boy jeff to shut up yeah you know one day i'll he'll come in for a duel appointment and i'll be able to get sized up for some nice some nice threads for those tuning in for the first time jeff was a guest that we had on yeah um it was a really cool episode yeah that it was basically dressed for success right and we brought in a clothier who comes in and and dresses right businessmen and business women in tailor-made suits shirts pants skirts the whole kitten caboodle yup i even buy jeans from jeff some of my favorite jeans and most comfortable jeans i got from jeff shout out to jeff speaking of tuning in for the first time if you're tuning in for the first time if you're watching us on youtube thank you hopefully you went ahead and click subscribe if you're not watching us on youtube know that you can actually watch us on youtube we have a youtube channel it's called the loan officer podcast subscribe you can see all 130 plus episodes it's a great place for you to make comments to ask questions so it's become a forum but within itself if you are tuned into youtube but you don't have the ability to take youtube on the road with you you can also listen to us we're on spotify we're on apple podcast we're on google play basically anywhere that you can find a podcast you'll find us it's the loan officer podcast please give us a five star review please subscribe share all of that yep if you want to follow us on our social media we're just about anywhere social media is we're not on pinterest i don't see us ever getting on interest but we are in tick tock yep we're on instagram yep facebook linkedin at the loan officer podcast and you can follow me individually i'm dustin known on linkedin it's a great way to connect uh it's also a good way to ask questions leave comments um or just connect in general for sure cool we got all that business taken care of and eventually if dennis miller gets off his ass if dennis miller gets off his ass and john coleman starts to collaborate better with him whoa we will have t-lop online dot com that is t-l-o-p online dot-com and depending on when you're checking this out this is june of 2021 so if you're listening to this in july or after more than likely the website's up check us out yeah but if you are a um already subscriber already a fan by the way thank you you guys are the foundation girls are what has gotten us this far and what's going to allow us to continue right to level up month after month year after year so please do not think that we've forgotten about you we cherish you we love everything that you've brought to the table and we love the fact that you're tuning in yes but i do know because i just noticed episode five that we did episode five that we did a year ago yeah has has a thousand views just now yeah yeah now because what has transpired and this is pretty much any time that you're starting any thing right whether it's training for a triathlon whether it's a real estate career it's a real estate investment career it's a new dental practice like you name it it's a restaurant a bar it takes time it does it takes time so now when you and i release an episode we hit a thousand views on youtube pretty quickly yeah yeah and then we have some that have 19 000 6 000 4 000 but we hit a thousand pretty quickly but our early episodes that was not the case yeah we're happy if we got yeah 25 50. yeah we hit 100 on one it was like oh my gosh it was so it's really cool knowing that people are going back and they're checking out stuff we did a year ago yeah and one way i want to apologize right because we weren't as good as we are today a year ago just like i hope that we're we're immensely better a year from now than we are today well that was infancy stuff that was we were trying to find our groove we're trying to find our voice our cadence etc yes but it's really cool that episode five i just noticed on youtube has over a thousand views that's awesome yeah because then you multiply that by well how many listings are we getting on spotify how many lessons are we getting on google how many on on apple they're like cool right that means most episodes where we're probably getting a few thousand oh yeah and then some upwards of of 20 30 40 000. absolutely right that's pretty cool yeah that means we're doing something right yeah let's continue doing it let's continue doing let's continue doing it okay so today's topic today's episode yeah you picked it okay i'll talk about it well actually i heard you say and i picked it from one of you know you were just talking because you pick up a lot of antidotes and if you can listen fast enough dio says a lot of intelligent smart things and one of the things he said is uh how you turn your leads in to loans well yeah that that was this is interesting because john his his his officer outside of my office so he eavesdrops a lot and i talk really loud like really loud so bad that sometimes people have to come shut my door because like d.o either shut up or we're gonna shut your door might just shut my door and i think what it is i have a hard time hearing so if i can't hear someone i talk louder which makes no sense but yeah that's how my quirky brain operates right and you were listening in and i think i had a loan officer actually in my in my office and we were just kind of doing what we do which is you have some coaching some some one minute managing and it was like hey i'm getting on these leads but how do i convert them and then later you you said to me you're like yeah you know people get all these loans and how they convert them into leads i go with john that's not what the topic's on but that's a great topic right right so we're gonna do the easy one how do i convert leads into loans okay but because of your wizardry your word smithmanship we're gonna also talk about how you can turn loans into leads ah that sounds a little back ass words but it makes but you can turn a loan into a lead and then how do you turn a lead into a loan okay all right i like it and then what i'm hoping to do is once the website is built is that i want to be able to start housing not just content but also tools that coincides with the content right and i think this is an episode that whether it's a lead tracker that we put out or uh whether it's the 31 day prospect follow-up system that we put out i want to have content on the website that if you listen to this episode and you need some tools that you can hey let's go to the website not only can i can i hear this content again and it's kind of a storefront but there's also going to be some tools right now some of those tools you may have to be a premium member to access some of those tools we'll give you for free for sure that's what you and i and dennis miller haven't quite figured out we'll get there once the website's built but i like the way you said it now so yeah i can work off that yep and i it that was as much for you as it is for the audience anyone tuning in anyone listening yeah all right so we're gonna start with the easy one okay okay we work too hard to obtain a lead right in general a lot goes into it whether you're a bank loan officer you're a mortgage broker you're a life insurance salesperson you're a realtor you're a home flipper right i have friends that have the home flipping business and i talk to them all the time about how hard it is to find someone who is willing to sell their home okay so we business people are in the lead generation business but we work so hard and sometimes spend a lot of money to acquire that lead how do we make sure that we're converting at the highest level let's talk about that okay first things first understand that it takes seven seven attempts to get someone to say yes to you okay so you a lot of times depending on the type of lead that you have you have to reach out and touch this person seven times before you can get them to actively engage in hearing you and understanding your value proposition and agreeing to do business with you so most people fail because they stop at one two or three now three attempts is better than two and two is better than one most people like oh i called them oh i emailed them oh i had a good conversation well now what you had a good conversation but what are you doing to follow up with them so the first thing that i'm gonna i'm gonna teach i'm a teacher from a loan officer perspective that's what i know the best but i want anyone else listening in that this isn't just for loan officers other professionals especially sales professionals or business operators or entrepreneurs can do something very similar right you can swipe and adapt from one industry and bring it into your industry so you as a loan officer you go out and you work hard to get a lead whether you're a bank lo and you build a relationship with the bank tellers within some of your branches or you built a relationship with the private banker or the financial advisors and they're referring you whether you're going out and you're building relationships with builders realtors attorneys cpas hr managers whatever you did to obtain that lead whether you spent a hundred dollars or a thousand dollars or ten thousand dollars with zillow you did something to acquire that lead what are you now going to do to make sure that you convert it so the first thing i want you to understand is what i said is this the seven you are going to have to contact this person up to seven times now once you've had them contacted it doesn't mean that you're able to to to forget it you're gonna have to have some kind of a lead tracker right lead follow-up system my favorite one is the 31-day prospect follow-up system i love it because it does not require technology okay it does not require computer it does not require money being spent besides maybe right 10 20 30 bucks at the local office depot yeah all right and that's where you go and you get yourself a portable filing drawer okay okay think of a um milk crate yeah yeah you go and you buy 31 plus 12 is 43. 43 green hanging folders right okay and then you go out and you buy a few hundred manila folders okay what you need is a way to make sure that you are consistently staying in front of the people you've already spoken to about doing business with you i use the 31 day prospect follow-up system because it's easy it's cheap and it doesn't require technology what i do is when i talk to john coleman who who is interested in using my service or buying my product i create a manila folder from that folder i leave notes under when i need to follow up with john let's say today is tuesday and john's going to go out looking at properties on friday i want to follow up with john on friday to just say hi let him know my availability for over the weekend and i also want to follow up with john on monday after he went out and looked at homes so i'm going to take john's folder and let's say let's say today is tuesday the 15th then i know friday would be the 18th i want to move john's folder into 18. so when i'm talking about a 31 day prospect follow-up system i have two filing drawers or two milk crates one is labeled one through thirty one because there's up to 31 days in every month the other is is is months 1 through 12 or january through december so these are the green hanging folders that have tabs and today i talked to john on the 15th i know i want to follow up with him on the 18th before he goes out and look at looks at properties i'm going to move his manila folder his individual folder with his information on it and in it which by the way i probably used a pen and i wrote my notes on it and then i moved it to friday so when i come to work on friday i know to call john let's say um i then talked to john on friday i know he's looking at homes on monday and on monday i call him and john's like it was terrible we hated every home of the market we're renewing our lease okay that means i'm gonna take john out of that that day let's say he's moved from 18 to 21 i move him out of the 21st and i'm like well we're in june 2021 his lease is a 12 month lease so i now want to follow up with john not in june of 2022 because that would be too late i want to catch them like in march of 2022 because that's when john's lease is going to be 90 days from expiring this is when john should be looking to get pre-approved again and go out and buy a house i then take that and i put it okay so i could do a whole episode on the 31 day prospect follow-up system just know the point of converting a lead into a loan is you have to have some kind of a system that allows you to track your leads and you have to actually pick up the phone and physically call them question for you because what popped in my mind when you said that is like oh we can't find a house i'm just gonna rent what percentages like younger loan officers do you think at that point you'd be like oh it's dead i'll just kind of freak most realtors loan officers um insurance sales people personally just stop that's that's the point i learned this from mike smalley a three-time guest on this show a almost hundred million dollar individual producer right a guy who helps run a 800 million dollar region right that consists of eight branches you know like i learned from mike long ago like how did he achieve the success he did as an originator he relentlessly pursues every single lead better than most and he doesn't need technology to do it he needs an excel spreadsheet that is color coded that allows him to track his leads and he needs a prospect follow-up system at a bare minimum if you can do that you are able to convert more leads into loans because you're not just talking to people who want to do business with you today but you're staying in front of people who are going to want to do business with you or someone like you six months nine months twelve months down the road all you have to be able to do is work that system work that yeah right and you don't need technology or to spend a whole lot of money on it damn now what if what if you utilize technology right whether it's jungo whether it was top of mind whether it was usherpa or or one of the many other industry um forward-thinking client retention management crm systems oh wow you could then take it to the next level but if you notice i discussed a lead tracker and a 31 day prospect follow-up system that makes you utilize your phone and your voice before i ever discussed a crm now you can drop a lot of money and spend a lot of time implementing a crm that would allow you to auto generate text messages and auto-generate voicemails and auto-generate emails that will go out to your clients as a way of staying in front of them and i highly recommend it but before you get there i would tell you dominate a lead tracker and dominate the the day prospect follow-up system yeah nothing's ever going to take away from you personally touching right or someone from your team personally reaching out and touching those people utilizing a phone call right but you can then have a acr in place if by doing those two things that is how you increase your lead conversion now you also have to be just damn good at what you do right like like when that person talks to you you have to give them an experience better than they got when they called their bank when they picked up in the phone and they called the 800 number on the tv commercial they saw or when they went online to one of those disastrous websites like bankrate.com or lendingtree and um they ended up becoming a number right you have to separate yourself what's their experience like are you a true advisor are you talking to them about a holistic approach to them obtaining a home loan to help them purchase a home you know it's like that also in my opinion probably is the number one way to increase your your lead conversion and also get better leads yeah right it's also to get better leads if you want to increase your lead conversion where are your leads coming from right like do you have referral partners who say oh you're looking to buy a house cool you're not pre-approved yet look you need to call john coleman because john is the best person i know to give you advice get you closed on time and get your offer accepted he's who i trust are you being referred that way or you be referred oh you know what here's another name to call call them see what type of rate they can offer you see what type of programs they that they have available when you're referred the wrong way it could be a good lead in terms of they qualify but referred the wrong way so you as a professional you have to teach people how you like to be referred if you can teach how you like to be referred then you can increase your conversion ratio you can turn more leads into loans here's an easy way to have that conversation because it can sometimes be a hard conversation flip the script ask your referral source hey ma'am or sir how do you like to be referred well what do you mean well like there's times whether they're my neighbors or my friends or someone i met at a networking function that they're gonna need your services and when i go to refer you how would you like me to refer you i've never actually thought of it that way okay think about it and let me know right would you like for me to tell you how how i like to be referred okay yeah i thought maybe that could help me out yeah the way that i like to be referred is this way i am a trusted local advisor i understand that in your position you probably have a couple people that are just as good as me what i ask that when you refer me you refer me you let the client know that that i'm the person that you trust to do the best job for them now if they want to go elsewhere and they and they want to compare let them go compare but i prefer that they find that on their own and you can let them know hey look this is who i know like and trust to do the best job for you there's lenders online there's lenders on tv there's your bank if you want to go elsewhere and look for other professionals that could assist you feel free to but this is the one person that i like that's how i want to be referred i would i would rather if a referral partner had 10 referrals to give in a month and they could give all 10 two or three cards or they could give three to this person three to that person three to me i'd rather just be three i'd be three referred the right way than 10 referred the wrong way but i have to have those conversations so if i'm trying to focus on training leads in the loans that's another thing i need to focus on is how am i referred and where am i getting my leads from if i'm getting my leads from some lead aggregator whether it's boomtown market leader zillow realtor.com i'm gonna put it out there this is the word the gospel ing to me dust knowing they're garbage i'm not saying that you can't convert them i'm not saying that that you can't run a successful operation my experience is that lead is garbage i have to sort through 10 times the amount of those leads as i do a lead referred to me by a past client by a realtor a builder a financial advisor a cpa an hr manager so if i'm working those leads i'd have a really awesome systems in place i have to utilize technology dialers text message email campaigns because there's zero trust in that lead it's much harder lead to convert i would much rather not spend money on zillow boom town market leader i would much rather take my money and go build a relationship with a realtor a builder a cpa financial advisor work my past client database throw throw client appreciation events that's that's where i and i have found success in doing so right so those are the four things you need to do if you want to turn more turn your leads into more loans you need to first have a lead tracker and you need to relentlessly pursue all leads by calling them by staying in front of them the easiest way that i know how to do that is utilizing the 31 day prospect follow-up system you need to look into some technology some kind of a crm right whether it's again top of mind network whether it's jungo whether it's usherpa something along those lines that can help automate some of your touch points of staying in front you need to be damn good at what you do when they have a conversation with you it needs to be different it needs to be better than the conversation they had when they talk to the person wearing a headset at the call center because they called some kind of an advertisement they saw on tv or on the internet okay that that's on you when i tell you not to spend money spend the money on you becoming a better professional go to conferences go to conventions pay for a mortgage coach pay for a subscription to mbs highway right like uh take a zenix course like do something that's going to make you better to make you stand out and then the fourth thing is teach people how you want to be referred right focus on who are the referral sources how am i being referred if you're referred better you'll convert at a higher ratio okay so that's a real simple how to high level by the way high level like when and if we launch our coaching program which i'm gonna throw it out there i'm gonna foreshadow i see us doing that i see us by 2022 launching some form of a coaching system and i i foresee us probably having an incubator for people who are newer in their in their industry i see us probably having something that's like a varsity level it's like hey i know what i'm doing i made it through the first two years i'm consistently closing x amount of business and making x amount of dollars but i'm nowhere close to where i need to be and then i had the people here hey i figured out how to really do a lot of business at a high level but i need help being less of a mess right i need le i need help on on scaling i need help on running a business then we'll have a a platform for them so i see us having three platforms all part of the website that we're hoping to build correct but what i just discussed that's high level right you'll you'll need some tools hopefully the website will eventually have and you may need to even talk about or consider spending some money on professional coaching where they can dive deep and answer all your questions on that all right so that's how to turn leads into loans right we want to turn loans and leads yeah you also only because i think it was a bit of a word jump it was but then when i when i stumbled whoa yeah that's how creativity worked yeah yeah yeah you tell yourself that john i mean i don't know but you you threw it out there like yeah we're doing an episode on how to turn loans in the leads i'm like well i think we're doing how to turn leads into loans but i can do one on loans in the lead you like you can yeah and we debate it do we do two separate or do do one so let's just do one let's do one so something to keep in mind when you are fortunate enough that someone has selected you as the person that they're going to trust with their home loan because you got to keep in mind no one wants a mortgage they all want a house they don't want a home and you're the facilitator you're going to help them purchase that home when you're talking to them there are so many opportunities for leads so many and i find that most loan officers are unable to achieve becoming above average or great because they stay in the lane of average because they don't do this these are time-tested proven strategies when you're doing a loan especially a purchase loan your number one goal should be to impress the hell out of the listing agent so the listing agent will agree to meet with you because if you meet with that listing agent you will create potentially a referral source to last years if not decades that can feed you more leads now by doing so you have to do things like tuesday status update calls you you have to close on time practically communicate all things that we preach and teach all over many episodes that we've done throughout the past year year and four months but that's your easiest opportunity to turn a loan into a lead and that's going to be a faucet of leads same thing goes with the title company there's a title company or closing attorney involved in that transaction if you can proactively communicate with status updates to that title company you can have that title company a look your way when they have another transaction going sideways maybe you can come and be a rescue that's a good way to turn one loan into more leads you can also build a relationship with that title company that maybe that title company would partner with you on things like lunch and learns and happy hours and that title company can introduce you to other realtors or builders that need a good lender like yourself now you're talking to at least one person during the home loan process that's your borrower usually multiple people and those people know people at what point or points have you asked them to refer to you like i look at my buddy mike sue at northwestern mutual i look at jeff with tom james those two sales professionals dominate this one tactic sometimes annoyingly but guess what they're still my friends i'm still a client of theirs and i still refer the hell out of them so although they annoy me when they do this it works and they're still my friends i understand i'm still a client question for you on that uh because i could see some people like well i want to follow up you know i need to touch this person seven times but i don't want to be that annoying guy that's like you know always pulling or tugging how do you get around that stigma do you have any tips for that to where you're not you're not you're not being like that annoying sales person but you are being diligent and following up yes you don't need any more friends these people are not your friends if they become your friends great you're going to treat them better than you treat your friends right right you are right yeah i sure as hell hope my buddies treat their clients a lot better than they treat me rob joey jj especially all right peep he's usually always nice to me right the other three okay you know right um but they're not your friends so it doesn't matter they're the person who's gonna help you feed your family feed your retirement feed your kids 529 allow you to go on cool ass vacations like out to the 70 ranch and cody wyoming or just north dakota wyoming sunlight basin right right that's that's you know they're they're the people are gonna want you do a great job for them once they're gonna come back to you three more times they're gonna tell their children when they become adults to call you right there and tell their co-workers so look i'm i'm out to make a client i'm out to make a friend and i've been coached and i've been trained and i've been taught that i need to do these tactics i need to develop this skill set in order to achieve my goals right and if along the way one person is bothered by that that's okay because i'm not looking for a new spouse or a new best friend not looking for a mother or a father like like there's those those voids are already filled if they're not filled i'm sure it's like not gonna look towards a client now does it happen sure i'm sure along the way people have met because they were clients and they got married to this beautiful family and this wonderful life because of it but ultimately that's that's that's a a one-off yep so when i was talking about jeff with tom james and some about mike sue with northwestern what they do really well is they don't let me leave without getting at least one but preferably three names and numbers of people that i think could benefit their services or benefit from their services right so when you are a loan officer or a realtor or a financial advisor or a life insurance salesperson or a dentist or an attorney like anyone you have a client in front of you and you're giving them great experience and great service and value hey john if you like what i'm doing i like to work with people like you you're my ideal client and here's what i've learned birds of a feather flock together you probably hang out with people who a i would like just as much as you and b could benefit from my services off the top of your mind who should i be connecting with right now that's every conversation that you have so when you pre-approve someone you should ask them hey who else do you know there's this thing called the reticular activator the reticular activator teaches me that if i went out and bought a lime green volkswagen beetle a bug i haven't seen one of those in years but the minute i own one i'm gonna see one a day every single day because my reticular activator is turned on john you're currently getting pre-approved to purchase your first house you probably a year ago couldn't have told me one person who was looking to buy a house right but now that you are i'm gonna promise you your reticular activator is turned on and you're gonna be cognizant just aware of other people would you do me a favor if you like the service that i'm doing i'm for the most part buy referral only here would you do me the honor of introducing me it can be via email you can call me with your name and number text me introduce me to that person that you know who also is interested in buying a house i'd love to help them the same way i'm helping you so i can ask for a referral at the pre-approval aspect i can sure as heck make sure i ask for a referral when i'm calling and letting them know that they're fully approved they're clear to close hey who else could i benefit who else you know is looking to buy a house who else wants to be your neighbor if there's a refinance who else can you think of that could benefit from lowering their interest rate from consolidating debt from doing from pulling equity out of their home to do home improvement projects like that is every time now we mentioned all the time that we call on as sales professionals as mortgage loan originators were typically calling on people like realtors and builders financial advisors and cpas attorneys hr managers well during the process of doing a loan for somebody you're going to come across one of those people like we're talking about the listing agent duh right we already have that one but have we talked about the hr manager well you or your processor is going to have to do some kind of a verification of employment right why not reach out even if your processor does the verification employment reach out a day later to thank that person hey i just want to thank you so much for for turning that around quickly you don't know how much that means for mr jones and mrs jones who are buying their first house and then hey by the way do you offer any type of benefits to your employee and to your employees who are looking to purchase a home anyone in hr understands that in order for employees to stay happy and stay retained those that own homes are more than likely to stay with their employer than those that don't if you own a home you're less transient than if you don't own a home so hr managers they want to have more homeowners employed than non-homeowners employed they also want to bring benefits to their employees hopefully benefits they don't cost the company money that's where you come in let's say you're working on a very complex borrower who has crazy tax returns okay a lot of times it's just easier for me to say as the loan officer hey john who's your cpa it'd probably be easier for me and your cpa to hop on the horn and just kind of talk as to professionals that's my opportunity to shine that's my opportunity to audition as a mortgage professional that speaks and thinks and operates at a higher level than that cpa is used to because when i'm interacting with the cpa i can then hit them up for a meeting for a coffee for a lunch remind them what i do for a living let them know that i'm right down the road maybe find a commonality maybe we're both fans of the same college football team where we both went to the same um elementary school you know whatever the case may be our kids play in the same babe ruth baseball program so then divorce attorneys right if if someone doesn't have their divorce decree and it's needed or their marital separation agreement and it's needed instead of you asking them to go get it maybe you say hey do you remember who your attorney was i'll reach out to you yeah i'll reach out to them that's just through the process of the loan process i even understand there's like 17 20 touch points opportunities for you to ask for you know there are not so many opportunities and we as sales professionals we fail because we're lazy we're fair we fail because we're timid it's our fault that we don't do 200 loans a year it's no one else's fault but our own i promise you that it's it this is not a if you build it they will come business when it comes to lead generating this is uh if you lead generate like crazy and you're burning the candle at both ends of the stick you can always hire someone to come in and help you stay organized help you field the phone calls but we tend to not do it because we're for the most part i use the word lazy maybe complacent's nicer we're complacent procrastinate oh that sounds like you're great out of y'all i'll get to it yeah well the best time to start anything is now right i mean the best time you want you want to quit smoking john real easy real easy quit putting the cigarette to your lip that's how easy it is quit buying cigarettes those are the two things you have to do to quit it doesn't have to be on monday it can be on tuesday yeah you want to start doing this do it now don't wait till next month don't wait until your processor's back from vacation or your underwriting manager is this or oh i gotta get to the summer months or no you just start doing it even if you're only able to do it at a level four out of ten level four out of ten is better than then two out of ten or zero out of ten eventually you wanna get to where you're doing at a seven or a nine out of ten ten out of ten i think is basically impossible that means you're perfect that means you never have a bad day now you can do a 10 10 on a wednesday but maybe maybe thursday is a four out of 10 and friday's a nine out of ten but you want to average seven to nine out of ten right and you wanna start doing all these things now but you are the reason why you're not closing more loans period you are the reason why you're not converting at a higher ratio you are in the driver's seat you control i think that's a big thing people um have a hard time swallowing it's the person in the mirror but that's a whole nother conversation that's a whole another time we use that on tick-tock and and quite honestly that that may be something that you have to really dive deep in with a coach or some kind of a coaching program yeah you're like that's that and that may not even be like the incubator coaching that may be towards the end of a semester for varsity level or maybe even like you don't even get into that until master's level coaching but uh this episode was truly about ways that you can convert leads into loans at a higher percentage and then how you can convert loans into leads right if you like what we're doing please continue to check us out if you checked us out for the first time make sure you subscribe make sure you share comment email us reach out to us we love to hear from you show suggestions we're open to criticism if and when you find that i misspoke or john misspoke call us out yeah we're totally open to it we need to get better we only get better by by hearing from you we're on tick tock instagram facebook linkedin at the loan for podcast you can watch us on youtube our channel is the loan officer podcast you can listen to us on apple podcast spotify google play or anywhere else that you can find podcasts yes he's john coleman i'm dustin owen you just tuned in to the loan officer podcast that's all the time we have for you today we'll catch you on the next episode