Living Life by Design

Most originators want one of three things: they want to make more money, they want to work fewer hours, and they want to have less stress. Are any of those on your list?

Not surprisingly, the only way to have any of those is to commit to a high performance game plan that involves a specific mandate, Keeping Your Customers for Life! That game plan involves three key success strategies, that when executed well, will typically double or triple an originator’s business in as little as 12-24 months. And, in our ever changing industry, it is the best insurance policy you will ever have.

These three strategies: acquiring new clients, optimizing the client experience and retaining & cultivating existing clients will take your business to the next level. There is too much opportunity for you not to implement them immediately and begin benefitting from being a high performance originator.

1. Acquire New Customers

Without borrowers applying for a loan, there is no business. Every mortgage professional must have a prospecting strategy that involves business relationships with agents, builders and executives/business owners who have “tribes” of people they influence and, who at some time in the future, will need a loan. There is nothing more important than this starting point.

High-performance origination is about understanding the power of the one-to-one referral. It’s easier for you to call someone who is a direct referral than it is to call someone cold. Effective mortgage pros target the right referral partners, commit to an integrated plan of regular and effective lead-generation conversations with those partners and, over time, build a trustworthy, friendship-based business.

In addition, every borrower will know people who at some point in the future will need a loan. This is the most untapped business development sector there is.  Consider the opportunity if every client you have in a given year refers you to one more person who also will need a loan, that year! The most important front-end objective for any originator in seeking the next level of success is to manage the client-acquisition strategy so that it produces a constant flow of referrals.

Step two tomorrow…