Three Words to Eliminate From Your CRM (and life) Today.

Summary: Language is a facilitator of action. How we use language profoundly impacts results. There are three words I see popping up in CRM systems that should be eliminated to maximize the effectiveness of your team. These words create mental traps that prevent you from reaching your potential. With that, let’s try to examine how we should improve our CRM subjects.

The Number One Reason You’ve Been Avoiding Online Leads

Summary: Have you been avoiding online leads? Relationship based mortgage pros often think that online leads don’t work because they lack the systems and capabilities to properly nurture home buyers from exploring to transacting.

I am in my fourth year of working with relationship based mortgage pros on online leads and wrapping up my tenth year leading consumer direct mortgage teams. It is with a tinge of embarrassment that I admit it took me a long time to really understand how hard it is for the traditional MLO to integrate the buying cycle into their workflow.  

Automation: The Great Lie

Automation done right frees you up to spend time on the things that matter. Most of us real estate and mortgage folks are obsessed with the idea of automation. We are told automation is a magical gateway to more time, more money and greater recruiting prowess. Consider the last five sales pitches you have seen about automation. There is a good chance it was similar to “We can automate that thing you don’t like doing!” Are you on FB? Every add is “guaranteed to convert” and is basically a promise to generate more money without work. Seems like a good idea, right?

I was squarely on ”team automation” for a long time. The CTO of the F250 company I worked for looked me right in the eyes at an especially intense meeting and said, “I don’t do automagic, you shouldn’t make technology do what humans are getting paid to do.” He was right.  I was wrong, (although I didn’t admit it at the time and I continued to make John’s life hell… sorry John).

One Habit: How No Lead Left Behind Can Double Your Production [Repost]

Summary: One habit can double your production in the next 12 months.  A defined No Lead Left Behind process forces you to prioritize, increases your conversion rate, builds future pipeline and gives you a real value proposition.  

The keystone holds the arch up. Without it, the entire structure is compromised. With it, you can build the production team of your dreams. Running a successful business is an art and science: the science is discovering the right thing, and the art is making a habit of doing it every day. 

Charles Duhigg said that “there’s nothing you can’t do if you get the habits right.” Establishing one habit creates a trickle down effect. It creates systematic improvement in your entire business. What if I told you there’s one habit that when turned into a business discipline will double your business in the next 12 months? The No Lead Left Behind habit can do exactly that. 

The 7 Commandments of The Digitized MLO

[Free Assessment]

The term digitization is everywhere.

It has become a mantra, a strategic planning cornerstone and the source of nightmares for entrepreneurs and Fortune 500 CEO’s alike. I met with a big time Mortgage Planner a few weeks ago. By big time, I mean 7 mil per month, small team, all self sourced. Before we wrapped up, I asked if they would grade their team on digital strength. They looked me in the eyes and said 9 out of 10.