I have always wondered why we do things so backwards in the mortgage industry. Think about what you do everyday. You get to the office, you pray the phone rings and then when it does you pounce on the opportunity. Often times it is a strange situation and you really have no idea where to even place the loan. Then of course you go into your usual “rap.”

2 Extra Loans in the Next 30 Days
Low Cost and No Cost Marketing Techniques.
Some can be applied in minutes!
www.mortgage-marketing-secrets.com

Stop what you are doing NOW and take out a piece of paper and a pen and just write down how many times you repeat the same selling “rap” this week. You will be shocked how many times you repeat yourself.

What I am about to tell you is so simple I am almost embarrassed to say it. It is so simple that it took me almost a decade (I am a slow learner) to finally figure it out. Once I did -my business skyrocketed and my schedule filled up with lots of time to enjoy doing the things I like to do. So here it is…

• Pick a niche
• Learn all you can about it.
• Meet with all investors who offer this product.
• Learn every little thing you can about the program guidelines.
• Market yourself only to people who meet those criteria.

In my case working with buyers who have had a bankruptcy or other credit issue I have picked the three lenders I like to work with. I have learned all of the ins and outs of their guidelines and so I am able to “target” only the buyers who meet these guidelines. This allows me to not waste time or spend tons of advertising expenses on people I do not want to work with.

If you have been following my suggestions for any amount of time or if you are a member of LoanOfficerSuccess.com, then you are aware of the ways you can stop having the same conversation over and over again by simply using technology to have buyers sold on using you BEFORE they even meet you. This is true satisfaction. It really does not get any better in this business.

©2004, Brian Sacks. All rights reserved. Brian Sacks is a nationally known speaker, author and educator with 20 years experience and thousands of loan originators trained through his books, courses and workshops. Sign up for his FREE email mini-course, “How to Take Away the Fear and Uncertainty of Your Roller Coaster Mortgage Business and Replace It With a Steady Stream of Buyers Who Are Sold on Using You Before You Even Meet.” For more information, visit www.LoanOfficerSuccess.com. Brian is a member of the National Advisory Council for GoGetLoan.com, GoGetNotary.com, GoGetEscrow.com and GoGetRealEstate.com. Visit Brian’s page here.