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Top producers aren’t made overnight and the skills they use to generate more business can’t be learned in a day. However, I’m going to try and isolate the skills that I’ve seen in the top producers that I’ve worked with, and the reason for their success. 1. Top producers are extremely organized and on top of things. They never let a small detail slip through the cracks because they know that tiny problems upfront can lead to BIG problems at the closing table. 2. Top producers are proactive. They look ahead. They have foresight and try to steer clear of problems before they arise. 3. Top producers hedge their bets. They have thoroughly analyzed the customer, and have multiple loan scenarios ready to sell them on. If the customer’s needs change or they want to compare multiple loan programs, there is a proposal already prepared. 4. Top producers know the mortgage market. They watch the rates closely and lock only when the customer feels comfortable with the rate they are getting and are ready to move forward. This way, the customer feels a part of the process and you, as the trusted advisor, have worked with them to get the best rate available given their situation. 5. Top producers communicate. They stay in constant contact with the customer, their processor, and any other third parties they are working with on the loan. 6. Top producers know when to draw the line. They know that they can’t do everything themselves and they have systems and processes set in place to streamline their mortgage business. Once they push the loan file up to a certain point, they know where their job ends and the processors job begins. 7. Top producers have a start and stop time. Their work doesn’t take over their whole life. They know that things have a tendency to take over whatever available time there is. By setting firm deadlines they know they can accomplish much more than leaving things open-ended. 8. Top producers make the hard sales calls first. They don’t put off the trouble customers. They take care of issues upfront so that the rest of their day is trouble free. 9. Top producers don’t socialize in the office. They go to work to work and make money, not to meet new drinking buddies or get a date. They also don’t hang-out in the cafeteria, lunch room or at the water cooler. They come into the office on a mission to sell loans and they get straight to work. 10. Top producers make to-do lists then cross them off. At the end of the day, they update the list and start over again tomorrow. By writing things down they hold themselves accountable. 11. Top producers are extremely well dressed and take pride in their appearance. They know that a sloppy exterior communicates a sloppy loan experience for the customer. People trust people that are successful and look the part. 12. Top producers know that they are only as good as their last loan. To sell loans you’ve got to SELL LOANS, and they know they can never take their foot off the pedal. As soon as they do, the pipeline dries up. 13. Top producers love what they do. They enjoy the challenge of the mortgage industry and the daily excitement. They also love helping people achieve their dreams, buying or refinancing their home. 14. Top producers read daily. They study the mortgage trade press and know what’s happening in the larger industry overall. This gives them a much broader appeal as they understand the multiple dynamics in the marketplace. 15. Top producers know the rate sheets inside and out. They can add numbers in their head and they have a “price” in mind when quoting to the customer. They don’t get lost on the rate sheet because they know exactly where to look on paper or online. 16. Top producers are fair. They know how much money they want to make on every deal, but price loans within reason. They understand that a customer getting a fair deal is worth at least 2 or 3 more loans over the customer’s lifetime. 17. Top producers ask for referrals. They tell the customer to keep them in mind if they come across anyone who needs a mortgage or wants a free quote. 18. Top producers market daily. They take at least one step a day towards getting the word out about them by contacting new referral partners, associates and past customers. 19. Top producers know their wholesale lender account reps, appraisers and underwriters on the loan. They know that no loan happens in a vacuum and that if they have bad relations once with a particular partner, they will have even more issues the next time around with another loan. 20. Top producers listen to advice. They know that being in the mortgage business is a daily education and they aren’t afraid to ask the hard or stupid questions. This, in turn makes them a better trained loan officer and more successful. Remember, to be effective, these 20 success habits must be implemented daily over the entire course of your career. Doing a step or two for a few days, then forgetting to do them, is just as good as not doing anything at all. You won’t see results and you’ll get frustrated with the process. To move your business moving forward and become a top producer, do what top producers do and you’ll have what top producers have. Click here to see a printout from a recent commissions report with my biggest month ever! Download the entire system now and start earning more money immediately. Click here...
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