We Just Lost A Deal—What Great News! Part 1

Now before you start going ahead and thinking we are crazy let me explain a few things that are critical to your success.

First, another loan officer referred this deal to us. I have been friends with him for about 20 years. The problem for him was that he doesn’t originate in New Jersey and we do. To be fair, we only do reverse mortgages and he does forwards as well. So we often refer our clients to him on deals we can’t handle. There’s a lesson here—are you networking with your “competition” on a regular basis? It just makes sense.

But that’s not the point of this article. I remember when I was just starting out as a loan officer in the 1980’s. Whenever I “lost” a deal I got in a foul mood. My manager would come up to me and say, “Brian, You can’t lose something you never had.” That didn’t make me feel any better but he was right.

The point here is that it’s all about creating opportunities for business. That’s exactly what Sue Haviland and I teach our members at www.reversemortgagesuccess.com.

To put it in baseball terms, the more chances you have at bat the more chances you have to hit a home run. It’s all about creating those opportunities.

Most reverse mortgages originators we have consulted with only use one or two ways to generate business. That’s a big mistake. And one we address with them right up front.

You must have multiple ways to generate business. Here are a few Sue and I use daily:

1.   Direct mail

2.   Networking

3.   Ads on radio

4.   Internet presence/on-line marketing

5.   Referrals from past clients

6.   Referrals from professionals

7.   Guests on TV and radio shows.

The trick of course is to be tracking and knowing which activities are producing results and which are not. Our goal is to create more opportunities for business than our competition. Doing this will ultimately lead to more business and of course bigger commission checks.

Now grab a pen and go write down three things you will do to have more opportunities than your competition. If you get stuck we have many tested and proven ideas you can “swipe” at www.reversemortgagesuccess.com.

Check out our posts and videos. We’d love to know what you think.

We wish all our readers and Happy and Prosperous New Year.

Sue Haviland and Brian Sacks are the co-founders of www.reversemortgagesuccess.com. They have been in the mortgage industry for over 25 years. Unlike many other experts Brian and Sue originate reverse mortgages each and every day! If you would like to profit from the largest niche to ever hit the mortgage industry grab their free course and profit producing tips at www.reversemortgagesuccess.com.