Category Archives: Sales

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: 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: Focus on Your Victories and Learn from Your Failures

  Dear Loan Officer, Everywhere I look, I can see a hurdle, a problem, a stumbling block.  Sometimes, things just go wrong, and perhaps continue to go wrong.  I recently talked with two dejected Loan Officers who were each dealing … Continue reading

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Dear Loan Officer: Loan vs. Relationship

Dear Loan Officer, I hope this message finds you well! Few would argue with the idea that building relationships is critical to success in our mortgage lending industry. However, with current rates at historic lows and phones ringing off the … 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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