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Time to head to the orchard and start picking.

Something came up on Loan Officer Breakfast Club today that needs to be talked about. We spoke of qualified real estate agent lists and had Richard Smith on with us who provides them to our Mortgage Marketing Animals members. It was a great meeting, as always.

If you’re not sure what we mean by a qualified agent, it’s an agent that does at least eight buyer sides a year. We’ve found that it’s best to focus on agents that fit into this box or higher when making our Thor's Hammer calls. Somehow the question, or statement, came up about giving our time to newer agents because some will become superstars.

Carl’s response was excellent as always, and in typical Carl fashion, he laid it out using an analogy. He said something like this; If you wanted to eat oranges, would you plant an orange seed and go through the growth process, or would you instead go to a mature orange tree full of oranges and start picking?

We would go to the mature tree. Indeed, some new agents will become superstars, and it’s great to get to know them at networking events or when doing office presentations. And it’s OK to stay in touch with them using automated systems like email drips and Facebook marketing. But when we’re getting down to business, making our outbound Thor’s Hammer calls, let’s focus on the orange trees already producing oranges. It’s simply using our time as effectively as possible.

I understand that we have this “fight or flight” thing going on in our minds that convinces us that the top producers won’t want to talk to us, let alone start sending us business. This is not true, and we have many in Freedom Club, Marketing Animals, and Loan Officer Breakfast Club that would prove otherwise. Day after day on LOBC, we have loan officers nailing appointments and getting deals from these big orange trees. MMA Call Stars also confirms that anyone can start doing business with a whale.

Most loan officers feel the same way, are scared to make the call, and opt-out from trying even once, let alone twelve times! Scott Hudspeth teaches us repeatedly that 92% of salespeople stop calling after the 4th call. Hey, make it to call number 5, and you’re better than 92% of your competitors.

You can do this. What is the worst thing that could happen? Someone yells at you on the phone? It’s highly doubtful it would happen, and even if it did, SO WHAT? Move on… Next… Richard Smith can get you a list of over 1,000 qualified agents in your area. 1,000. That’s like a giant orchard of producing orange trees. All you’re trying to get is like 30 or 40 of them. That’s it. Do you think there are 30 or 40 agents on that list that will vibe with the unique vibe you’re throwing down? Of course, there are. Just call and find them.

So, yes, be nice to new agents; some will become superstars. But for the sake of your business, head to the orchard and start finding some mature trees you can pick from.

If you want to learn what to do each day, schedule a call with us. It's free and you'll be able to get all our scripts. To take it a step further, join us on Loan Officer Breakfast Club Monday - Thursday at 8:30AM Eastern time, again, completely free. There's a lot of free help at your fingertips, take advantage of it. here are the links:

Get the plan here: https://bit.ly/3wHwky9
Join LOBC here: https://loanofficerbreakfastclub.com/

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