Category Archives: Marketing

Dear Loan Officer: Captain Charlie Plumb & Me

Dear Loan Officer, Happy Wednesday! I recently had an opportunity to listen to the esteemed Captain Charlie Plumb on a leadership meeting call. As a former POW, he served in Vietnam for 6 years. During his captivity, he was stuck … Continue reading

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Dear Loan Officer: How are you planning to invest in your top clients in 2021?

Dear Loan Officer, Good afternoon! I wanted to share a video with you all, that I shared with my coaching clients this past Tuesday. We’ve all been collectively drinking from the fire hydrant (so to speak) with opportunity. Some of … Continue reading

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Dear Loan Officer: Focus on the 80 Percent!

Dear Loan Officer, Coming to you with a lesson from Brasada Ranch in Central, OR! I wanted to get a lesson out to you today from a book called Ninja Selling by Larry Kendall. It’s a great book for any … Continue reading

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Dear Loan Officer: The Law of the Scale Part 2

Dear Loan Officer, Happy Tuesday! Last week I shared about the High Trust Law of the Scale which states, “If you want more business, have fewer clients.” The victory isn’t getting a client to do business with you once, it’s … Continue reading

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Dear Loan Officer: The Law of the Scale

Dear Loan Officer, Happy Tuesday – I hope this week finds you in good health! This month, I am diving into the… drumroll….¬†Law of the Scale. The Law of the Scale remits that if you want more business, have fewer … Continue reading

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Dear Loan Officer: Are You Getting Tired?

Dear Loan Officer, Conversations with Dave Savage are always fun, insightful and thought-provoking! On his Mortgage Coach platform, Dave and I share our playbook on how to finish 2020 strong.   I wish you all the best!  

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Dear Loan Officer: High Trust Tuesday!

Dear Loan Officer, I hope this message finds you well. Walking into this week waving my High Trust flag high! As many of you know, I’m a High Trust coach, and was recently a panelist for the Sales Mastery conference … Continue reading

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Dear Loan Officer: How do Billionaires Think?

Dear Loan Officer, As some of you may know, each week I get a chance to roundtable with some of the top mortgage thinkers and producers from around the country. We recently had a profound discussion about identifying key components … Continue reading

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Dear Loan Officer: 5 Steps to Multiplying Referrals

Dear Loan Officer, We’re all trying to build with our clients, in a way to turn them into long-time fans. Loyal customers will keep you top-of-mind, and will not only buy from you again, but refer you to their greater … Continue reading

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Dear Loan Officer: Creating Your 90-Day Business Plan

Dear Loan Officer, Happy Tuesday! I wanted to pull this one up from the archives – a powerful tool for you, to think about how you’d like to engage and make your Q3 the most successful quarter yet. It focuses … Continue reading

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