Either you have a process of generating customers or you wake up every morning unemployed and looking for a loan. Sound familiar.
The process is actually very simple but hard to grasp.
Different subject: Last Friday I had dinner with a salesperson that spent the first 30 minutes critiquing the company that they worked for. Yes, they still work there, but I use the past tense because in reality they quit working there a while back. The company is actually a public company. In addition to being a critic they had also become an analyst.
But as a salesperson, one hired to sell loans and one that is paid for the loans that close, they did not benefit in any way from their job as an analyst or critic. They performed those services for free.
Now as a person that believes that people don't change, at all, or relatively very infrequently, the next statement is a waste of time. I asked the person, "Why do you work for the company that you work for if you think they are so stupid?"Stop being a critic. Stop being an analyst. If you don't like the company you work for, quit. If you don't like the agents you work with, fire them," I yelled.
Back to the first couple of paragraphs: Most, nearly all, of the complainers that I know, the critics that I try to get off my phone as fast as possible that I encounter, they are all unemployed every morning. They have not developed a specific well thought out method that causes potential customers to call them. They only want to "deal with qualified customers ready to close tomorrow." Every one, and I mean everyone that I have ever met, of these types, are standing on the street corner with a sign: "will work for a loan." Men too by the way.
In an attempt to prove me wrong, in a personal attempt to change a few folks way of doing business, I want to offer to you my personal e-mail address. If you care to, write me a personal e-mail. I will answer the first 100.
Tell me that you want to improve. Tell me that you want to overcome the negative way you deal with your business and your life. Tell me that you are ready for a change. Tell me why.
Of course, I'll keep the e-mails confidential and I will respond to ONLY the first 100. At the end of the day, I want to understand if it is possible to help people adjust themselves from being "negative Nancy" and turn themselves into "positive Steve." I will schedule five hours per week to work with all of you for the next two months and report back in this article if I find even one person that has gone from being a critic/analyst to a professional loan originator that is making money in this business. Any one want to place odds, email me at
My email address for the folks that need and want to do better is
Hope to be helping you soon.
