assigned to handle their file, so it’s not just you personally providing stellar service. It means having a person answer your office phone every time it rings. It means no unwanted surprises in the deal — communicate, communicate, communicate. Second, elite producers are generally willing to do what others can’t or won’t do. For example, they find a way to make more connections, have more face-to-face meetings, attend more local networking events, and cultivate more relationships and referrals every week. Whether that’s through a marketing strategy that opens doors, sitting down and making calls, or using social marketing creatively, these loan officers go above and beyond to create the results they want in their business. Third, the depth of their network is more important than the breadth of it. That might sound like the exact opposite of what I just said, but read both of these points carefully. They do what it takes to meet people, and they go deep in those relationships. People have to know you care if you want them to do business with you. Fourth, they know that leadership is, in a sense, ordained by others. Leaders do not stand up, proclaim themselves
a leader, and simply become one; they need followers. Without followers, without a team, and without a tribe, a leader does not exist. Leaders earn their title every day. Smart loan officers build their teams and communities successfully when they remember this fact. Fifth, elite loan officers pay it forward. When they get a referral or get handed a great opportunity, they acknowledge where it came from and pay it forward somehow. When they participate in their community, they feel good about what they do and who they help. Generous people generate. Sixth, no conformist has ever made history. Very successful loan officers push the edges of the status quo to do what’s needed. They follow their nose to go outside the box and do the right thing for their clients. Lastly, they choose themselves first. This is not about being selfish! Instead, this about not waiting for anyone’s permission to be successful or to take the right actions for their team, their clients, their business, and their families. Wealth is a byproduct of doing the right things in the right order based on the right mindset. By knowing they deserve the rewards of their hard work, they experience them.
SCRIPTS WITH SCOTT
‘SHOP ME ON GOOGLE’ SCRIPT The following script was developed by one of our Freedom Club Members, Craig Bland. Many of our members have experienced great success with it. “Good morning, I appreciate you asking about my rates and, to be honest, that is a very, very important question. As a consumer, one of the greatest tools available to you is the internet. In fact, Google posts interest rates daily, and with that information being so readily available, I have to be very competitive to stay in business.
Being in a very competitive market, my rates, points, fees, and so on are very much in line with everybody else in the industry. If we weren’t, we would not be so successful, and you would not have been recommended to me by either a satisfied customer or a real estate agent. Once you are under contract, you can be assured that I will give you the best interest rate available.” I find that by giving clients permission to go shop me on the Internet, they very rarely do because I’ve given them the mindset that I have the best rates.
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