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officer sales training with the mortgage calculator today's topic is going to be how to call mortgage leads we're going to talk about what kind of leads we're going to be calling we're going to be talking about the mindset that we need to go into these calls uh and what we need to do when we're making calls so we'll go over that here in just a moment we'll wait just a second to get started here to go live on all the different platforms we put the chat up on the screen so feel free to drop a comment there in the chat as you tune in we appreciate it you can also drop any questions that you have in the chat as we go through the training here today hope everyone had a great weekend happy Friday since we're going to be talking about leads today I should definitely remind everyone that the weekend is actually the best time to call so don't forget to go ahead and make some calls this weekend and it looks like we're live on all the different platforms so we will go ahead and get it started so welcome everyone my name is Kyle Hershey I am the COO of the mortgage calculator and this is our loan officer sales training that we do every weekday at 12: PM eastern time where we go through the front end and the sales end and the leads end of the mortgage business today we're going to be talking about how to call mortgage leads the mind set we need to have going into it and all that kind of good stuff so let me go ahead and get it started here so first off we're going into this assuming that you have done your training uh that you are knowledgeable in you know the products right that's obviously the first step before we hit the phone so uh in this training we're assuming you know you've already completed all the things you need in order to start calling right and so we're going to kind of pick up from there so first of all we're going to need leads to call right before we can start making calls we need the leads to call so since we're talking about how to call mortgage leads we need to have mortgage leads first right well luckily at the mortgage calculator for loan officers here you have live leads coming in via text all day uh you know make sure you're staying on top of that make sure you're paying attention uh to your phone some loan officers have even routed their uh phone through a Google number and then have that uh coming in on their computer and getting you know Google uh voice notifications on their computer so that when they're on their computer working a notification will pop up and they can try to claim the lead faster so there's different ways you know obviously uh those of you some of uh the loan officers typically will use you know uh facial recognition login to log into their profile quicker to claim the leads quicker right so if you don't have your phone automatically you know logging in when you go to claim a lead that can definitely help to set up things like you know facial recognition login uh where you know going to log in instantly when you're just looking at your phone when you claim that lead so um any newer loan officers make sure you don't take these leads for granted right especially because there's no companies out there giving real live leads to uh you know there's not a lot of companies out there giving actual live leads to their loan officers period And there's as far as I know no companies out there there giving actual live real leads to brand new loan officers but we feel that if you're not calling leads you're never going to uh you know get the traction to not be a new loan officer right to have experience so we're one of the only companies out there providing that newer loan officers you know this may be like the first place you've worked trust me and and take the word from the people who've worked at other places uh you know typically places are not providing leads and they're definitely not providing the type of leads uh that we're providing and the quality of leads that we're providing so I would say make sure to not take those for granted stay by your phone stay engaged stay plugged in and make sure you're claiming as many of those live leads that come in as possible also we have thousands of leads in the auto dialer remember that you can call any list that you see so even if you're not not licensed in that state remember that's just the area code of the phone number you can still give them a call you have no idea where they are where the property is necessarily right so there's plenty of calls in there from uh leads coming in from your state that maybe haven't been picked up yet or leads in another state that you could call or recycled leads that used to be assigned to somebody who you know may have left the company or you know there's all kinds of different leads in there I think the lead lists or or some of the most underutilized lead lists that we have as far as being able to use the auto dialer to call Realtors to drum up leads and then of course you can purchase leads from third parties and bring them into our system automatically with our web hook keep in mind that you can also do your own Facebook campaigns with that web hook if you'd like it's as simple as setting up your Facebook campaign and putting the web hook link into your uh Facebook you know for you need to be using Facebook for business obviously to set up your campaigns and you can put your web hook in there as the link so um you know I wouldn't really recommend it obviously you know that's what we do uh and you know what we do best that's what we did before we got into mortgages is uh marketing and lead generation so you're probably not going to come up with a better campaign on your own as far as a Facebook campaign uh you know than we would as a company so if you're going to do Facebook leads I would say you know maybe just get a lead campaign from the company remember we can you know put your budget on our campaigns and send you those leads directly so you don't have to claim them and you don't have to pay a lead split on them so uh third parties is great Zillow Lending Tree free rate update things like that but again you can use your web hook to do your own campaigns on you know Facebook and Instagram and stuff like that I just probably wouldn't recommend it I would just say let us you know do it for you since we've already proven that out and it's easy as clicking a button right instead of setting up all your campaigns and monitoring them and all that kind of stuff and you also have leads in your sphere I can't tell you how disappointing it is sometimes when newer loan officers refuse to call their sphere now you know some more experienced loan officers will tell you most places most companies you work for that's all they want you to do is call your sphere call trigger leads they're not going to give you any real leads they need your business right most companies you go to especially right now they're counting they want your business that you already have you have to bring something to the table or they're not interested at all now of course we want you to use your sphere and your leads but we give you leads as well which is the huge difference right we're not only interested in you for who you already have and can bring to the table so that we can make money on that we're interested in boosting your production and your pipeline and your leads so that we can all make more money instead of just trying to feed off of what you already have so a lot of places that's all they say is you got to call your sphere call your sphere call your sphere so I know it's something that a lot of loan officers don't like to hear and a lot of loan officers don't like to do it but you have to uh we talked about in the sales training yesterday that you're going to have to speak to people you're going to have to have customer service skills you're going to have to answer the phone and there is no way around it no matter how many leads we give you if you're going to be a successful loan officer you have to call your entire sphere we have a whole training on this and it is absolutely crucial and what you don't want is to start seeing people on social media that are your friends friends and family posting that they just bought a house and it wasn't with you but guess what that's your fault if you didn't specifically call them and tell them this is what you're doing that is your fault that you just lost that money and trust me it's frustrating when you see your cousin Aunt Uncle uh a good friend doing a refinance or a purchase or something with somebody else it hurts you're going what the heck I'm a loan officer and that was your money anybody that you know that does real estate transaction that's your money and if you didn't call them you just lost that money it was supposed to be yours because you know them right if you know someone that is 100% you got it in the bag you just need to do your job to let them know what you do to show them what you do we talk about this on the social media trainings all the time how you need to be posting your success stories constantly posting yourself going to events that is what's going to let your spear know that you do this keep it in front of their face let them know that you are a professional that you attend professional events in this industry that you're actually closing people's deals you know it just has to happen you're not going to have a sustainable career if you don't contact your sphere so I know people hate that word they don't want to call people they know and talk to them about more ages they feel like they're selling people that they know and they don't want to do that it's got to happen right you have to get out of your comfort zone and you have to tell everybody you know because I promise you you're G to start if you don't do that you're G to start seeing people that you know that you should have had that deal you're going to say oh wow $10,000 just fell out of my pocket because I didn't take two minutes to call this person to call my cousin and tell them that I do mortgages so guess who they use whoever the realtor recommended they don't care they didn't oh I don't know the loan officer I used my realtor just put me connected me with a loan officer and said here do the deal and that's your fault because you didn't specifically tell them so posting on social media is not enough in itself every person needs to be called and texted and uh you know just make sure that everybody knows what you're doing or else it's your fault when you lose that $10,000 commission that you should gotten because your friends or family decided to do a transaction without you now when we go into making calls here we need a mindset right mindset Mastery we need to adopt an unwavering belief in your ability to close deals Embrace a sales machine mindset pushing yourself Beyond conventional limits we are sales machines right there's a whole back end that we have to do which is logistics but on the frontend then we are sales machines we are calling hundreds of people per day we are doing whatever it takes to get the business we need to cultivate a positive attitude and see every sales call as an opportunity to serve understand that success is a result of daily disciplines this is this is it you know and a little bit later I have a slide here talking about the journey this is the journey making these calls right we got to a positive attitude going into it and we need to know that we are a finely tuned M Sheen that's done uh we've done our homework we've we've we've made sure we know the products we've uh you know put our lead list together we've called them and we are prepared and we have the right mindset now when we're calling mortgage leads remember make multiple calls we have to make follow-up calls calls we got to be relentless in pursuing leads persistence is key to overcoming objections and closing deals right so we have to get on the phone now some of you have already heard this and I just love it it's just a perfect example of how important persistence is uh he might even be watching right now one of our loan officers Mike Vasquez uh closed you know5 million dollar in production almost in his first 90 days not only first 90 days as a uh here at the mortgage calculator the first 90 days as a loan officer which is crazy right but it he has the perfect example of that person who gave him millions in production one per he he closed three of our leads to to make that production right now of course he called hundreds of leads but he closed three of them one of the people he closed he did multiple deals with that person that person has t tons of properties worth over a million dollars but but Mike called him eight times eight follow well seven follow-up calls right the F the first call Seven follow-up calls and it just so happened that when he made that eighth follow-up call the other lender for a transaction had just fell through and he said you know what the other lender just fell through for this uh refi or whatever it was uh I'm going to give you a shot you called me at the exact right day it's the I mean millions of dollars in production we're talking about tens of thousands of dollars $50,000 or something like that in Commissions in Mike's pocket that he never would have had if he didn't make the eighth follow-up call some of you would look at a lead and say I've called this person seven times I'm done I'm just you know and of course you need to put them on an action plan at least in set you know but at the end of the day not everybody's going to make that third fourth fifth sixth seventh eighth call so when you're when you're following up always keep that example in your head of Mike where if he didn't make that eighth call he'd have $50,000 Less in his bank account or you know around whatever the the number was right so I I want that to be a driving force and every to say I'm going to make the eth nth 10th follow-up call we're never going to stop calling because you never know circumstances change things change people start answering the phone rates go down their situation changes especially with how many investor leads we call their situation changes month to month year to year I got to refy this to pay off this a balloon payment is due on that I'm going to need to sell this property and then I'll buy another one and I need to cash out this one to pay for this one I mean they it's constant uh musical chairs with them so you can never stop calling because again that was the same thing with that investor that he called the guy has 12 15 properties and so of course he's rearranging and refy and purchasing and doing all kinds of stuff and so it just so happened that when Mike called him he was in the middle of doing something that Mike could have helped him accomplish but if he didn't call him that person didn't reach out to Mike and say hey I you know need help with something Mike had to call at that right time and get in front of that person and then he said you know you know what you're great you've been following up a lot you obviously you know are serious and I'm going to go ahead and give you a shot and we need to understand that Success is Not an overnight achievement it's consistent efforts that compound over time we talk about this on our goal training we need to celebrate small victories on the past to the larger success and just know that this is all a part of the journey now when we're calling people and actually talking to them we need confidence in communication right we need to speak with confidence and Authority believe in the value of our product and communicate that conviction yesterday we talked about the fact that you should be using your own products if you have the means to refinance your home to buy a new home to buy an investment propt property you should try to use your own products as soon as possible and as much as possible so that you can truly believe in it you can truly have lived it and gone through it yourself and you'll be able to relate to clients a lot more uh we need to develop effective communication skills we need to listen actively to understand the process uh prospects needs before articulating how the Mortgage Solutions can address them so again we have to do our interview questions remember in the call script we have the questions to ask them and when you're asking these questions wait for them to answer them fully don't just cut them off when they say the the direct answer to the question that you ask give it a second let them explain let them expand you know the the time that you let them talk that's when you're going to get the real info when when when they say something when they answer a question and then you give it a second and then they you know start volunteering more information in addition to that that's when you get the real stuff of what you need to know in order to get this deal done they might not volunteer that information when you're directly just asking them question after question but when you let them have some time to uh you know really tell you about what's going on that's how you get to the bottom of it because uh we talked about on a training the other day how uh you know people May uh you know borrowers may be kind of hiding stuff sometimes you got to tell your borrower hey I'm not the IRS or the police like just tell me what's going on and we can fix it and a lot of the times that comes from just listening more than talking and of course goal setting we got to set ambitious goals for the number of calls uh obviously appointments closures for us more so quotes than appointments um and we need a vivid vision of the success now uh we had Christina on earlier this week one of our top producing loan officers and she talked about how when she first got into mores she called a hundred people a day no matter what every single day until she had enough business coming in and follow-ups to do to where she couldn't call the hundred people per day right she envisioned it she said I know if I call a 100 people a day then something's going to happen happened within a few months and it absolutely did right she had that vision of I know that if I just put my head down and do this then it's it's going to happen it's going to work and you know on our goal training we talk about how you have to have the goal but then you have to actually break it down into the daily activities that it's going it's going to produce that you have to reverse engineer it and figure out how many calls daily are you going to need to do in order to hit that goal uh and then of course as it says here understand that the journey is as important as the destination uh we talked about this the other day on how uh you know these are skills that you're building for the rest of your life the actual Journey it's it's more important that the money you're making now is that the person that you've became through the Journey and again one of the best Industries to be in one of the highest pay Industries to be in in a skill that you will always be needed and you'll be able to make great money from for the rest of your life as we're building these skills whether it's the actual back end of mortgages or whether it's the front end of just sales right even if you were to stop selling mortgages and selling anything else sales is the most you know lucrative career type that you can typically have you're always going to have good sales jobs available right now handling rejections we have a whole training on this check out our YouTube channel an entire training on handling rejection we need to turn rejection into motivation right Embrace objections as opportunities to provide more value and overcome concerns when we are you know rejected we need to turn that around if possible we need to not take it personally here's a a a little example here of something you can actually do while you're making calls to handle rejection if somebody says that they're not interested or that they're not ready right now or that you know they don't need your services one of the best ways to handle that rejection is real quick before you get off the phone you know you say hey no problem uh would you mind if I follow up with you in a few months to see if your circumstances have changed and most of the time they say sure fine yes I mean you know you're getting off the phone anyways that's all they want to do so they're typically like yeah you know sure whatever and so now you just save the lead from having to press unsubscribe on them and never talking to them again and H them having no value at all to you anymore to somebody staying in your pipeline somebody that you're going to be following up within a few months and keeping them active so that's an example of turning a a rejection into an opportunity to keep following up with somebody and that's literally I mean if you call 10 leads and and two of them say that and you can slip in real quick and get the opportunity to follow up with them that's 20% of your leads 20% of your money uh if you spent the money on the leads or our money if we spent the money on the leads but really that's your opportunity right two of the opportunities that you got that's 20% of what you got you're going to you know keep that in the game and so that's that's very important and remember rejections are temporary setbacks especially in that case okay you say you're not interested you say you're not ready well let me follow up that could be temporary right and we always want to learn you know from rejection andove our approach and again we have a whole uh sales training on this on our YouTube page and of course when we're doing mortgage calls we're going to build rapport now building quick Rapport by being energetic and enthusiastic that's like the instant kind of way to start the Rapport remember we talked about this before you want to match the person's tone so while we want to be energetic enthusiastic excited when we get on the phone with them if they're if we're up here and they're way down here with their tone they're very monotone and quiet and not excited at all well it's going to be really weird it's going to be this Clash if we're staying super high energy and super enthusiastic and and excited right so while we do want to stay positive we do want to stay you know upbeat some we have to come down a little bit sometimes to their level or it just seems so and weird and off and uh salesy right we need to connect with the lead on a personal level now again one thing that can always help that is you using the products yourself so that you can talk about what it's done for you and how you've used it and uh knowing how you know good it is right and remember we want to develop genuine relationships and understand that people do business with the people they know like and Trust we also have a whole training on this about building trust with clients and one of the things that I like to talk about is genuinely form the relationship with them as a friend friend them on Facebook right and this is more so for people you've probably done business with already now you're their personal friend now instead of you you know pushing things onto them now you're liking and commenting on their their their post about having a new child and you're congratulating them and they're doing the same thing for you or you know whatever it is and now you're really integrated into each other's lives so that's a a kind of a newer age way uh to do that uh now of course we need continuous Improvement when we're making calls right we need to commit to constant Improvement regularly assess our performance seek feedback and refine your approach uh here's a great way that you can uh you know utilize this at the mortgage calculator uh you can always ask in the WhatsApp chat and stuff like that or talk to teammates especially like on your uh Team meetings where it's a little more smaller and you know more feedback um about the approaches that you're taking ask your team leader what approach they would take to this type of situation or ask in the WhatsApp chat you can get feedback on the approach you're taking get feedback on the approach that other loan officers on your team are taking with the same products that you have what's the approach they're taking to a foreign National who might want a dscr loan right your team has the same products as you a lot of the times talking to the same type of leads as you so you can get feedback from the team as well on on what you're doing and also investing in personal development is also Super Key when you we want to read we want to attend seminars surround yourself with positive influences you you know for newer loan officers you are now in the sales business you got to live the sales you have to get motivated stay positive all that kind of stuff stuff and here's a big one when we're making calls time management we need to maximize our time on the phone and set specific time blocks for prospecting and stick to them that's the hardest part stick to them life happens we're busy personal life happens business issues come up the hardest part is sticking to making that amount of calls that you you set out to do that's the hardest part about all this it you know it it's simple we know the things we have to do we have to pick up the phone it's not rocket science but it's not easy it's simple to say yeah if I make a 100 calls a day it's pretty simple it's going to equal you know about x amount of money very simple concept but it's not easy to do it's not easy to do on a daily basis day in and day out it's pretty easy on a day where you're working the whole day and you're focused Hunter calls is nothing could take an hour two hours right but it's hard when there's other things going on but we have to make sure we do it daily and understand the value of our time prioritize the activity that lead to productive outcomes which is calling right that is where the money is coming from calling New Leads filling the PIP Pipeline and following up with old leads don't get too involved in trying to make you know a like Tik Tock videos that you think are going to generate business sure make some Tik Tok videos do you know spend some time on social media but I see so many loan officers getting caught up in things like that spending all kinds of time on anything but making the calls which is all that matters you know that that's it don't waste your time with the other things because you don't want to get on the phone you got to do it and here the value proposition we got to clearly articulate the value of our mortgage products and be a problem solver we talk about this on almost every training it's going to come down to the knowledge of the products and you're going to be solving people's problems we have to deliver value remember the more you contribute to others the more success will naturally flow so in this business we're talking about contributing to the success of our client clients of them buying a home refinancing a home a lot of the times we deal with investors so it's their success of making money off of real estate and the more money they make off of real estate the more money we're going to make off them doing more real estate transactions I don't know any Real Estate Investors that if they have a successful real estate deal don't put it into another deal right I've never seen that happen I've never done it Nick's never done it I've never seen any other investors have some kind of successful real estate transaction and then just say oh I'm not going to buy buy anything else or do anything else the game doesn't stop right it keeps going forever in this real estate investing game and so the more money you make your clients the more transactions they will do the more money that you will make and it will just be a cycle so we have to solve their problems and we have to deliver value and here's the last bullet point here which is one of uh our favorite things to talk about now Jose talks about providing value to the transaction bringing value to the transaction our sales manager Jose talks about that all the time now what I have written here is provide value to the marketplace uh I definitely recommend people watch the Jim ran speech uh one of my favorite speakers about providing value to the marketplace and he talks about how that the marketplace is reality right that is reality you might be a valuable uh person or a valuable uh you know member of your community or a member of your family but the marketplace is reality if we're not providing value to the marketplace we're not going to get paid we only get paid for the value that we provide to the marketplace so don't fool yourself uh you know by any any way thinking that you're going to get paid without providing value now to provide value what do we have to do do something that other people are not doing we had to get our license we had to get with a company we had to uh you know do all of our training and learn all of our products and then we have to hit the phones and get clients to do successful deals for so that they can do more of them and we can make more money we only do that by providing value to the marketplace and so that's you know again I would recommend watching that speech uh Jim Ron one of my favorite speakers I I love the speech on that and uh last slide here commit to Mastery right Mastery is the ultimate goal we're continuously striving to be the best in our field and it is a journey again it's not a destination enjoy the process of becoming excellent in your craft enjoy making the calls enjoy talking to clients that's what's going to keep you going and remember the only way to master calling leads is to just do it only way to master calling leads is to call leads there's no other way around it you can't uh you know you have the people sometimes that will want to prepare themselves to death you know and are are not actually getting on the oh I need to learn more I need to learn more I'm not ready I don't feel ready yet I you know you got to just do it right at the mortgage calculator if you've finished your required training get on the phones right you you can't sit there and plan it to death you can't overthink it you can't feel like you have to know every single little thing in order to get on the phone those things will come we have have to just make the calls the only thing that's going to allow us to learn how to do all these type of loans is to make the calls and do all these type of loans right so the only way to do it is to actually do it that is what we have to do when we are making calls as a mortgage loan officer and we are calling mortgage leads very important practice makes perfect right you can and we have trainings on what type of leads to call and how to call them uh remember that uh you know cold calls are great to practice uh you know recycled leads are good but you know you got to kind of be on your toes with the Recycled leads because they kind of come out too fast and you have to kind of elab you know sort through what's going on and you know the prior person talking to them right but uh you know these things are good practice we have realtor leads where you can call Realtors just to practice talking to them so if you're scared don't sit there and think it to death don't be one of the people that does everything but calling get your training done get as good of a grasp as you can on things for right now the rest will come as you do it so again the only way to do it is to just do it so with that being said I recommend everybody who is out there that can call leads to set your goals if you haven't yet call 100 leads today those of you at the mortgage calculator call a 100 leads today it'll take you couple hours do it today do it tomorrow do it every single day until you can't do it anymore I have some loan officers asking me well uh at the mortgage calculator how would you know what do you recommend to be successful well Christina just came on and told us earlier this week what to do make a 100 calls a day it's not rocket science again it's not easy to do but a lot of people sit there and ask like there's some magic bullet well what should I do what did these people do to be successful well they they told you right that she told you that that's what she did now she's got more deals coming in than she can even handle more referrals coming in and a lot of people ask me what should I do to be successful here and we go through it and talk about it all the time and one of the successful people came on this exact training and told everybody that's exactly what you need to do but guess what most people are not going to do it or did not do it or are not doing it because even though it's very simple what she said it's not easy to do but we need to do it if we're going to be successful in this business we have to call leads and that is just a fact we need to get better at calling leads every single day always and every time we call leads we're gonna get better at calling the next one so the only way to master it is to do it uh I see a couple comments here but no questions I appreciate everybody tuning in uh next week we have some new topics and I'm also going to line up another special guest next week to talk to us about um you know their journey and mortgages and some success you know some ways that they've had success so we'll have another special guest next week along with some new topics appreciate everybody tuning in everybody have a great weekend remember weekends are the best time to call so I recommend everybody on this call a 100 people today call a 100 people each day this weekend and keep it up and you're going to see a lot of results and I'm sure you're going to see a difference of how many people answer on Friday verse Saturday right A lot of people are at work all day every day you call them on the weekend you might get them so have a great weekend everybody hit those phones make those calls we'll see you next week on Monday 12: PM Eastern for the next episode of the loone officer