There are skills you MUST have in the mortgage business that no one tells you about. Most people focus on finding lenders and discussion scenarios. Their focus is on learning the lending, paperwork and real estate side of the business. There is nothing wrong with that knowledge. However, that knowledge doesn't help you earn commissions, especially in today's market.
There are 3 skills you MUST have to succeed in the mortgage industry.
They will allow you to finally achieve all of your goals. They will serve you in good markets, bad markets, high rates, low rates, even in market crashes and meltdowns. The good news is, these 3 skills are essential in any business you create. So once you master them, you can succeed in any business, in any industry and in any economy.
I'm revealing them here, because if you are reading this, you are a serious student. Most people will browse this tip and never know the information revealed in this section. However, this information is available here, for you, because you have proven yourself to be a serious student.
You Must Be a Student of Human Nature
You need to learn peoples' body language and motivations. You need to learn the ways people buy. What motivates them? What stops them from buying? What I am really talking about here are learning persuasion skills like scarcity, reciprocity, and social proof along with how to sell to auditories, visuals, and kinesthetics.
See, once you know these skills you are almost unstoppable. These exact skills took me from struggling LO and Company owner to multi-millionaire who could retire at age forty. I don't tell you that to be stuck up or to brag. Idefinitely don't need to impress anyone. Rather, I tell it to you so that you can see for yourself just how powerful these skills can be once you master them. They totally change the game in your favor - an unfair advantage!
Imagine for a minute being able to convince your prospects, family, and friends to do exactly what you want them to, and feel good about it!
You Must Be a Student of Marketing
You must become a student of emotional direct response marketing tactics that will generate a constant stream of new business for you, but most importantly, you must only use tactics that allow you to leverage your time and make every single red cent you spend accountable and track-able. It has always amazed me when I see people spending money on ads and then have no idea if they worked or not. That's just DUMB!
You Must Become a Student of Copywriting
This is the skill of creating ads and sales letters that allow you to speak to thousands of prospects at one time. Then only the most interested ones will sort themselves out and do business with you. This is what I call TOTAL FREEDOM - write a simple letter, using a formula, and watch the business pour in.
Copywriting is using the marketing and persuasion skills I mentioned above and putting them all into a formulaic letter or ad that is sent to prospects who are looking for the products you have to offer.
It is "salesmanship in print" Once you have these skills under your belt, you become your own marketing expert. No need to invest in anymore old template garbage that doesn't work now or maybe never ever worked. NO! You are now the expert, and who knows, you might create your own products and services to help others achieve the same successes you have - just like me!
In your next Loan Officer Formula Marketing Tip I will talk about getting things done and the problem with doing $10.00 an hour work!
Brian Sacks is the CEO of
