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jsarausad
179 Posts |
 Posted - 04/27/2008 : 1:58:44 PM
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I haven't had a loan fund in three months. My old broker closed down so I moved to a new one.a month and a half ago. We do direct mailers and I get about 3 apps a day off them. I must be losing motivation because of all my denied files that I've been working on. What can I do to motivate myself to come into work at 6 30 am tomorrow and work until 7 PM? I need to stop pouting and work harder than ever but I'm so bummed I didn't have a loan fund this month. I keep reading on how many loans people are funding and I'm thinking to myself if I really have what it takes. I went from making 4 hours of outbound calls a day to receiving 3 inbound leads a day. I just have to keep callin and let the inbound leads be the icing on the cake. Any suggestions please email me at
john.sarausad@Gmail.com |
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fund-n
318 Posts |
Posted - 04/27/2008 : 2:07:53 PM
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| why are you not closing those inbound apps? 3per dy @ 22 wrk dys = 66 apps per mo. even in this market with that many apps you should do 5-7 units per month. Maybe you are not prequalify your apps and taking too many apps which leads you becoming inefficient. Have you asked you broker to look at you numbers, something is defenitly off! |
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hpmfinancial
1444 Posts |
Posted - 04/27/2008 : 2:10:13 PM
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| We will pay you cash for your turndowns due to bad credit. If you have a good amount we could talk about a potential advance on those deals. |
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MoneyLenderP
1270 Posts |
Posted - 04/27/2008 : 2:11:59 PM
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smile and dial bro. You should be calling out as well...avg 5-10 apps per day you should be good.
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Brianquigley
1773 Posts |
Posted - 04/27/2008 : 2:21:56 PM
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| You need to listen to Eric Websters CDs for free. Loan Officer Survival |
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frank drigotas j
762 Posts |
Posted - 04/27/2008 : 2:25:37 PM
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The details vary from market to market around the country. One generalization is that the ratio of doable loans has fallen precipitously because so many of the borrowers got financed a few years ago through programs that allowed them to lie, and, I am sad to say, allowed LO's to lie. There were other programs that were just too liberal, liberal to the point of absurdity.
Many applications cannot be brought to closing because of declining RE values, which continue to decimate certain markets (yes, I realize we all know that).
And of course there aren't that many lenders left, and programs have been slashed and cut back left and right.
So, don't be too quick to say it is you fault. It may be that no matter how hard you work, the opportunities for deals happening have been snatched from you, and no matter what you do, the payoff will not be there. That is a possible, cold hard fact.
If other LO's criticize you for not working right, etc, let them. Some are fortunate to have areas that are faring well, still others are lying about their success to you, and to themselves.
What to do? It all depends upon your own resources, job skills, desires, and family situation.
But don't question yourself, above all.
Good luck.
dollar |
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jsarausad
179 Posts |
Posted - 04/27/2008 : 2:43:56 PM
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| Thanks. I did listen to Eric Websters loan officer survival and I bought the complete mortgage salesperson kit and listened to it about a year ago when the material wasn't outdated. Maybe I will listen to his cold call kit again for some motivation. Maybe ill just clean my lexus right now then spend the rest of the night studying. Thanks for the advice guys. |
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mantixmortgage
2660 Posts |
Posted - 04/27/2008 : 2:49:24 PM
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dont work harder, work smarter
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ppulatie
2203 Posts |
Posted - 04/27/2008 : 3:19:01 PM
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Been there. Know what you mean.
You must expand your business model. Create other methods to develop income streams.
I always said when I started this business that I needed 3 different marketing methods for ensuring enough leads come in to generate loans. Now, we need six.
And I have 5, of which combined keep me going to cover all expenses. |
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jsarausad
179 Posts |
Posted - 04/27/2008 : 3:41:45 PM
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| Yeah I've only used direct mailers and cold calling ARM title leads and triggers... I guess that's 2... I want to use realtors but I think they are dumber than donkeys.... any other suggestions? Should I go to PTA meetings and flirt with all the milfs and tell them they are going to need cash for their kids college tuition and expenses? |
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rtrefflich
2634 Posts |
Posted - 04/27/2008 : 3:52:28 PM
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| One thing I would mention, which up to this point has been the only way I have marketed, is through referrals. Call up people you have worked with in the past, old friends and family members and ask them if they know of anyone out there you can help. Look at the reason you are not closing loans, is it because they don't have the equity, is it because they don't have the credit or income? If this is the case, these loans will not close with anyone. Try to find alternative ways you can help them through loan mods, short sales or credit repair, don't know about WA, but in CA, I can get paid on RE transactions because I am licensed. You can work something out with a REALTOR to help with short sales for compensation (once again, check with state law, this may not be legal in WA). |
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jsarausad
179 Posts |
Posted - 04/27/2008 : 4:15:04 PM
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| Yeah... Good idea... call back my old clients.... as far as RE transactions, kickbacks are illegally and the license test asked several questions related to that topic... hmm thanks |
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mantixmortgage
2660 Posts |
Posted - 04/27/2008 : 4:23:34 PM
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| try sending out an email blast to licensed realtors with program highlights. your phone will ring. |
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Douggie
1360 Posts |
Posted - 04/27/2008 : 4:28:58 PM
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Im with you on the no closures. But then again, have had my own handfulls of BS to deal with so I havent been marketing like I should. This will all change this week.
GL, and hang in there. |
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rtrefflich
2634 Posts |
Posted - 04/27/2008 : 6:25:59 PM
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In CA kickbacks are illegal, however there is a federal decision that shows if you help with the transaction you may be entitled to a "referral fee". In CA since there is only one license for both RE and Loans I as a broker can receive a RE referral fee from another broker who received a referral from one of my LO's. If my LO were to receive the referral fee from the other broker directly this would be in violation of the law. It is usually 25% and just has to be disclosed to all parties.
quote:
Originally posted by jsarausad
Yeah... Good idea... call back my old clients.... as far as RE transactions, kickbacks are illegally and the license test asked several questions related to that topic... hmm thanks
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NJLoanAgent
26 Posts |
Posted - 04/27/2008 : 6:44:01 PM
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If you are broke and have that many loans in your pipeline you should be asking the broker for a draw or something. Without having money for peace of mind you can't focus on servicing the customers the way you should. In this market, it's not hard to bring in calls because so many potential borrowers are being turned down, etc. Therefore, you have to screen, prequalify and be quick to turn down those that don't qualify so you can focus on getting real deals closed to earn some money for yourself. Don't lead the sub prime customers on. It will drain you and your pockets. They have jobs (or should) and this is yours.
Do what you can to get some money in your pocket, then start again with a different mindframe! |
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d_damiano
522 Posts |
Posted - 04/27/2008 : 7:54:33 PM
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quote:
Originally posted by jsarausad
I haven't had a loan fund in three months. My old broker closed down so I moved to a new one.a month and a half ago. We do direct mailers and I get about 3 apps a day off them. I must be losing motivation because of all my denied files that I've been working on. What can I do to motivate myself to come into work at 6 30 am tomorrow and work until 7 PM? I need to stop pouting and work harder than ever but I'm so bummed I didn't have a loan fund this month. I keep reading on how many loans people are funding and I'm thinking to myself if I really have what it takes. I went from making 4 hours of outbound calls a day to receiving 3 inbound leads a day. I just have to keep callin and let the inbound leads be the icing on the cake. Any suggestions please email me at
john.sarausad@Gmail.com
This is a perfect case of not a lack of leads or a lack of apps but a lack of closed deals.
This sounds like to me you really need a seasoned mentor to structure these deals so they close.
It's a sign of the changes in our industry, great salesmanship, prospecting skills, buying leads, app capture technology, etc is all great... only now it's only part of the equation.
I'm curious, what are some of the reason why your loans are not closing, maybe we can coach you along.
Are you just trying to do Jumbo's, how many are FHA how many conventional, what is the break down between refi's and purchases, how many refi's are cash out?
Maybe it's the category your working?
Sometimes the best thing to sell is only what will close.
I mean I love a fancy wine, but it's still bud and a lottery ticket that keeps most of those fancy wine shops open. |
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fundid
114 Posts |
Posted - 04/27/2008 : 11:09:54 PM
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quote:
Originally posted by jsarausad
I haven't had a loan fund in three months. My old broker closed down so I moved to a new one.a month and a half ago. We do direct mailers and I get about 3 apps a day off them. I must be losing motivation because of all my denied files that I've been working on. What can I do to motivate myself to come into work at 6 30 am tomorrow and work until 7 PM? I need to stop pouting and work harder than ever but I'm so bummed I didn't have a loan fund this month. I keep reading on how many loans people are funding and I'm thinking to myself if I really have what it takes. I went from making 4 hours of outbound calls a day to receiving 3 inbound leads a day. I just have to keep callin and let the inbound leads be the icing on the cake. Any suggestions please email me at
john.sarausad@Gmail.com
I would say you need to improve your salesmenship. Read books like "How to win friends & influence people", "The 21 laws of leadership" "Walk like a giant, sell like a madman". You may want to hop in the car buisness, I attribute much of what I learned by my 4yrs in the car buisness prior to the mortgage biz.
Also, do you try to give the customer loads of information or are you doing needs based selling. For example, does the customer want cashback? If yes, focus on the benifits, ask questions like what "is there anything you'd like to payoff". Find out why they want the cash out. If there paying of debt and saving $300 monthly show them how much they will save yearly, in 5yrs, 15yrs and 30yrs. Talk to them about building a savings account with that savings or saving for there dream vacation or kids college. Always sell the dream. Whether they follow the program is on them.
If your just selling a rate... your loosing. I don't sell rate, I sell what they will be saving over 30yrs. Sell the long term benifit. Rememeber asking questions puts you in control. Ask open ended questions like, Buying a home is a great tax advantage, wouldn't you agree? Talk to them about there kids (your kids), there job, there hobbies. When you take that 1003 and they give you there job info take time to talk about there job. Find common ground with your customers. Anybody can quote a rate... What will seperate you from your competion is how you build a common ground with your customers. Talk about the weather. There are so many ways to build a relationship with your customers your first 10 mintutes with them on the phone.
One more thing, remember WIIFM, What's In It For Me! (THE CLIENT). Many times we sell like we want to be sold, not how the customer wants to be sold.
Assume the sale before you get it. Your attitude with the customer makes a huge difference. Don't ask them what they would like to do. Assume they are ready to move foward. Let them stop you, dont stop yourself.
Hope this helps |
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assassin17
3328 Posts |
Posted - 04/28/2008 : 04:27:22 AM
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quote:
Originally posted by NJLoanAgent
If you are broke and have that many loans in your pipeline you should be asking the broker for a draw or something.
If you were the broker, would you give an advance to someone who is not closing loans and producing revenue? |
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darkstar
15855 Posts |
Posted - 04/28/2008 : 04:51:31 AM
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| If you need a draw, I recommend looking for other work...When you're hurting and start borrowing against future earning, that's a flag, start looking out for your(and your family's, if you have one) future...Plus, that is a terrible state of mind to be working from... |
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HollywoodLO
261 Posts |
Posted - 04/28/2008 : 08:53:38 AM
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| I've been in the business for just shy of 2 months now and haven't closed a loan yet, but I do have 2 in UW right now (both with Security Atlantic) so maybe I'll get a few this month... |
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HollywoodLO
261 Posts |
Posted - 04/28/2008 : 09:03:13 AM
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| Needless to say, I'm DEAD BROKE! |
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williamspeaking
4043 Posts |
Posted - 04/28/2008 : 10:20:04 AM
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quote:
Originally posted by NJLoanAgent
If you are broke and have that many loans in your pipeline you should be asking the broker for a draw or something. Without having money for peace of mind you can't focus on servicing the customers the way you should. In this market, it's not hard to bring in calls because so many potential borrowers are being turned down, etc. Therefore, you have to screen, prequalify and be quick to turn down those that don't qualify so you can focus on getting real deals closed to earn some money for yourself. Don't lead the sub prime customers on. It will drain you and your pockets. They have jobs (or should) and this is yours.
Do what you can to get some money in your pocket, then start again with a different mindframe!
If I was a broker that had an LO working for me that hadnt funded anything in 3 months:
A)he/she would not be working for me
b)if for some reason he was, a draw isnt something that would be in his/her future |
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Carpet Muncher
1378 Posts |
Posted - 04/28/2008 : 10:24:19 AM
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"You got to know when to hold 'em, know when to fold 'em"
K. Rogers |
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jsarausad
179 Posts |
Posted - 04/28/2008 : 11:24:40 AM
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| Well here's the thing... My old broker shut down... I produced $35,000 in Rev in December and $15,000 in January and since then, nothing. All that money went to my bills... Scary huh... As some of you may know, whenever you switch to a different broker it does 2-3 months before your first loan funds... I've been at my new one since March 23rd, which is only a month and a few days but I had four approve/eligibles and accept/accept's I expect to close next month, as well as one subprime :) Good luck all... maybe I will get a part time job somewhere just to get me by until I get over the hump. |
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jhaaland
79 Posts |
Posted - 04/28/2008 : 12:13:22 PM
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| This is a bizarre and unfortunate post |
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CreditRepGal
584 Posts |
Posted - 04/28/2008 : 12:40:16 PM
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| Instead of turning your clients away due to bad credit you need only refer them to a credit repair specialist. There is no cost to you, you are not involved or in violation of your credit reporting contract because you are not doing the repair or paying for it, and you will get your client back with much better credit in 30-45 days depending on their credit. Please call me if you want further information. |
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jsarausad
179 Posts |
Posted - 04/28/2008 : 12:55:03 PM
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| Nice picture! How do you make your money off the credit repair? I guess with a picture like that nobody would refuse to pay you for anything. |
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msancheznj
2127 Posts |
Posted - 04/28/2008 : 1:06:20 PM
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| Title, Processor and Credit Repair chicks are always hot. |
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evperry
76 Posts |
Posted - 04/28/2008 : 1:22:57 PM
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i see a problem.
if you think realtors are "dumber than donkeys" then i dont see how you can win.
i would say that 85-90% of realtors need loan reps to send their deals to. thats a major source of leads. most realtors have no allegiance to who did their last loan unless the loan officer was amazing. most loans officers that i have dealt with are not amazing and i only worked with them once, which is a shame. primarily i am a realtor but when i look at the real estate business from the side of a loan officer, you have very drastically different businesses that happen to be related.
most loan officers or brokers get the deal started and then just send everything over to the processor and then its terribly difficult to communicate with them unless you have "new business", even by email. the problem with this is that as realtor when i want an update on a file, on a deal that i have sent you (basically put money in your pocket) then i want to speak to you. i dont wanna talk to anyone else. the client doesnt wanna talk to anyone else, they wanna talk to you. i cant begin to describe to you how utterly frustrating it is to not be able to speak with the loan rep. in my experience most loan officers / brokers just dont understand this. ive met 2 guys in 10 years who get it. realtors typically dont have as many deals in the pipe and we spend way more time with a client so we need each and every deal to close. its not a numbers game like the loan side where you need to take 70 apps and pray that 10% close. we work with 5-10 motivated buyers or sellers and we need every deal to close, every one of them. i tell people to burn the prequals they get from their banks or brokers because they mean nothing to me. most of them are bogus and the clients situation hasn't been examined at all. someone runs their credit and they have a 700+score and somehow that qualifies them for a loan, silly.
from the loan side i do see why its a numbers game because many, if not most deals dont close. why spend allot of time on one deal when it only has a 30% chance of funding? im starting to understand how this side of the business works (im new) so to some extent i see why people who do loans can be difficult at times.
the thing that keeps me sending referrals out to banks/brokers is when they communicate well and they dont say yes to every deal and waste everyones time involved. i personally dont see how one can survive this business without referrals from realtors / builders / investors / old clients / family etc.
the only reason im getting my license is that i want to control and know that people are qualified before anything starts. im not even gonna charge on the properties that i own. a little more work is worth piece of mind to me.
my opinion only.
quote:
Originally posted by jsarausad
Yeah I've only used direct mailers and cold calling ARM title leads and triggers... I guess that's 2... I want to use realtors but I think they are dumber than donkeys.... any other suggestions? Should I go to PTA meetings and flirt with all the milfs and tell them they are going to need cash for their kids college tuition and expenses?
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happym3al
1 Posts |
Posted - 04/28/2008 : 4:12:41 PM
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i don't see a picture..
is it b/c i don't have premium?? hm.. |
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MortgageBoarder
3027 Posts |
Posted - 04/28/2008 : 4:16:53 PM
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My vote is no. Her name is that of a native Hawaiin, that photo is not.
quote:
Originally posted by Banker0679
is that really you in your profile picture?
quote:
Originally posted by CreditRepGal
Instead of turning your clients away due to bad credit you need only refer them to a credit repair specialist. There is no cost to you, you are not involved or in violation of your credit reporting contract because you are not doing the repair or paying for it, and you will get your client back with much better credit in 30-45 days depending on their credit. Please call me if you want further information.
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fund-n
318 Posts |
Posted - 04/28/2008 : 5:17:31 PM
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| what happen to the picture? |
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cnoiroux
55 Posts |
Posted - 04/28/2008 : 5:29:06 PM
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I have a solution for you.
You should sell debt settlement for all the prospects that do not qualify for a home loan.
You can make more money doing that for the moment. Ask me how. |
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AndrewP
28 Posts |
Posted - 04/28/2008 : 5:38:42 PM
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It's easy to get discouraged in anything in life. You can make money
in ANY market in the mortgage business. No matter what the market/economy is
doing, there will always be people buying or refi-ing. You need to
figure out what your strength is and market yourself towards that strength.
Here's a though, go out and try something totally off the wall
to get your name out there. Talk to others in the office who
aren't accomplishing much, find out what they are doing and then DON'T DO IT!
Go out and do something totally different.
If you focus on being discouraged and how "bad" the market is, there
is no way you'll grow to where you want to be. Get your head on straight.
The optimist will say:
"There is probably MORE opportunity to make money now than 3 years ago because
there are a lot less brokers in the business, which means there is a lot
LESS competition out there."
The pessimist will say: "I'm a realist and when there isn't as many people buying/refi-ing, there isn't as much business to make money."
the question is, which one is right for you?
Which mindset will you follow?
Which do you think will get you in the money making direction you want to be in?
Really think about it.
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jsarausad
179 Posts |
Posted - 04/28/2008 : 11:07:18 PM
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| Great advice. I'm going to call my childhood friends who are now realtors who I haven't had time to contact in a long time! |
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mudshark
3737 Posts |
Posted - 04/28/2008 : 11:32:04 PM
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| This is all good advice, but maybe you will also need a sharper lender rep to start double checking and prequalling your deals. Perhaps some of these things died due to bad structuring and incomplete/conflicting documentation. |
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evperry
76 Posts |
Posted - 04/29/2008 : 06:36:48 AM
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the real joke is that it is not a bad idea....
you are in the wrong business right now. once a month i meet someone who just quit the business because it got too hard, music to my ears in one way and sad in another.
quote:
Originally posted by jsarausad
Great advice. I'm going to call my childhood friends who are now realtors who I haven't had time to contact in a long time!
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refiguy123
242 Posts |
Posted - 04/29/2008 : 06:46:38 AM
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| I make a list of everyone that I know, when things slow down I pull the list out. I always get a few deals right away with this. Either someone on my list needs financing, or they know someone that is in need. I do allot of marketing now, so I haven't had to get it out in awhile. This does work very well. |
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jsarausad
179 Posts |
Posted - 04/29/2008 : 07:58:59 AM
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| I stay pretty damn busy for about 10 and.a half hours per day... Inbound leads, working on file stips, more inbound leads.... I stay BUSY... Broke now just trying to make it over that bump |
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evperry
76 Posts |
Posted - 04/29/2008 : 12:36:29 PM
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isnt that the fun part!
quote:
Originally posted by Banker0679
there are many LO's like this...and it's a shame that they probably spent it on booze/women/etc
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Carpet Muncher
1378 Posts |
Posted - 04/29/2008 : 12:44:01 PM
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| Previous to 2007, we experienced some pretty good boom years. Didn't anyone save a dime? In this business you need to live below your means. Cap the spending at X amount per month and all extra goes into the nest egg. Otherwise you will end up like Shelly in Glengary Glen Ross. An old pathetic salesman. |
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jsarausad
179 Posts |
Posted - 04/29/2008 : 10:47:25 PM
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I agree. I have been in the business for over a year now. I gave up makin a true $100,000+ a year as a lead sales manager for at&t wireless. However, I would party every night and lose about $3,000 per month gambling, $2,500 per month gambling, $1,500 month for rent, $1,500 drinking per month (all averages based on three years of my bank statements 2002 - 2005)
and I even had to take out pay day loans to get by until my next pay day. Now I don't drink and have my head on straight. I'm 25 years old now planning for the future. I still have a ton of debt to take care of but at least I know how hard a dollar is to make these days that when I make as much or more money than before, I will be able to invest it so I can retire in 10 years at age 35... $2,000 / month put towards investments with a 35% yearly return on conciere rental properties averaging $250,000 per home in starting value... With equity gained over the next 10 years I will have over $3,500,000 in assets ($2.5 million in equity and over $1,000,000 in rental income) if I sell those houses after 10 years assuming that I will own 10 properties in 5 years in non declining markets. So in theory, $2,000 per month towards investments only that are never touched for 10 to 15 years years can turn into a few million when you retire in only 10 to 15 years but the real question is how many people can actually budget to put $2,000 away every month? Thanks for letting me share. My name is John and I live and breathe real estate.
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JohnnyLoanz
22 Posts |
Posted - 04/30/2008 : 03:11:09 AM
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| I also share the feeling of not being broke but going broke, I have had to take out large loans for breathing room at 9.99% and heavy monthly payments. I dont know whats wrong with me because it seems I have alot of potential buyers on my desk but im having trouble with VOR documentation on all files or husband lives with wife and doesnt pay rent and house is on wifes credit....... but they have money down for a new property and his income is good...... i havr borrowers who wanna do 10% down on investment properties but they are self employed and wanna go stated to buy the property...... Im totally lost on so many of my scenarios and it ***** because I see other people getting the easy loans....... I tried putting out something on craigs list to obtain clients....... Are mortgages dead? I cant believe VOR's kill the deals! |
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darkstar
15855 Posts |
Posted - 04/30/2008 : 03:35:09 AM
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| Dkendall is guaranteeing if you work with him you will make ONE MILLION dollars this year!...Thread in announcement section...No more being broke! |
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kbaker
654 Posts |
Posted - 04/30/2008 : 05:20:15 AM
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quote:
Originally posted by darkstar
Dkendall is guaranteeing if you work with him you will make ONE MILLION dollars this year!...Thread in announcement section...No more being broke!
Must meet the Two Million per year prerequisite and agree to a 50% consulting fee.  |
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terrapin52
61 Posts |
Posted - 04/30/2008 : 05:41:20 AM
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quote:
Originally posted by Carpet Muncher
Previous to 2007, we experienced some pretty good boom years. Didn't anyone save a dime? In this business you need to live below your means. Cap the spending at X amount per month and all extra goes into the nest egg. Otherwise you will end up like Shelly in Glengary Glen Ross. An old pathetic salesman.
LOL. "You'll be in the bar with your loser buddies... 'I used to be in real estate.... It's a tough racket.'" |
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htdifinancial
1512 Posts |
Posted - 05/13/2008 : 06:13:54 AM
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quote:
Originally posted by jsarausad
What can I do to motivate myself to come into work at 6 30 am tomorrow and work until 7 PM?
I'm thinking to myself if I really have what it takes.
Unfortunatly if you're asking yourself this then you're probably right.
If you're local, drop off a resume. http://careers.htdifinancial.com |
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htdifinancial
1512 Posts |
Posted - 05/13/2008 : 06:18:09 AM
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quote:
Originally posted by jsarausad
I agree. I have been in the business for over a year now. I gave up makin a true $100,000+ a year as a lead sales manager for at&t wireless. However, I would party every night and lose about $3,000 per month gambling, $2,500 per month gambling, $1,500 month for rent, $1,500 drinking per month (all averages based on three years of my bank statements 2002 - 2005)
LOL, I just read this. Disregard the resume  |
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Brianquigley
1773 Posts |
Posted - 05/13/2008 : 06:20:46 AM
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Agree. Wanting a draw in a down market, will land you at one place.
A Bank, with a salary, making small Bps on each deal. If security is what you want, that is where you want to be. |
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jsarausad
179 Posts |
Posted - 05/13/2008 : 06:42:52 AM
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| LOL thanks for the semi offer there... I'm happy where I'm at. I had a loan fund yesterday and I have a few more on their way for this month. Life is good. |
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