Timdavisonline (00:00.0)

Too many loan officers out there trying to do this deal by themselves and your reach is only so far. You have to enlist the help of your friends, family, neighbors, people that are close to you and they will help you only if you let them know that you need help, right? Sometimes we just don't ask and if we ask not, we have not. And so we have to ask other people and I'm gonna give you today a really good example of that, right? So let's say I know my neighbors in the immediate area really close like my

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five, six, seven neighbors all right here, really close. And one of them happens to have a big, huge roofing company. Do you think he could introduce me to some people? Well, hell yeah, he could, but he's not going to volunteer it because he's got his own thing going on. He's thinking about what he needs to do in his business. So I have to interrupt him and say, Hey brother, listen, I was thinking about it and I could really use some help right now. If I ask you for a favor to introduce me to a few people, would you be open to doing?

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And of course he would because we've been neighbors and I've helped him and he's helped me, but I got to go to him and prompt that. I can't just sit back and go, you know, I just don't know why I know these people and they know what I do. And I don't know why they don't think about me all the time. Well, here's the deal. You don't, you're not the center of the universe and neither am I. I have to do a podcast every day. Try to get in the ears of loan officers. Right. Maybe that ain't even enough. Right. I mean, I have to be out there.

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letting people know, hey, here I am. Here's what I'm doing. Here's what I'm offering. And by the way, could you introduce me to some of the people that you know? And I want to ask you this question right now. Are you being proactive in doing that? Or are you sitting back just wondering how come people just don't call you all day long? Because you've been in the business 20 years, because you've helped a lot of people out. Here's the reality. We're in a new season right now and you have to really work at it. You have to really go out there and activate the marketplace. I've said it before, originators,

Timdavisonline (01:58.21)

When you look up the definition of originator, it says someone who makes something happen, not somebody who sits back and thinks, I've paid all my dues. I deserve it right now. So make yourself a list of 20 friends and family today. Call each one of them, ask them how they're doing, be genuinely interested in them, and then say, hey, by the way, I'm looking to grow my business. Do you know anybody in these professional categories that you're real good friends with that you could introduce me to? Let's get busy getting proactive, guys.

Timdavisonline (02:26.274)

Stop being reactive because there's loan officers out there closing loans. My business partner did $170 million last year. My number one coaching client became the number one loan officer in two years in her company. Another one of my coaching clients is number five in his company. You can do this, but you have to get off your butt and get out there in the game. Somebody's looking for a loan today. I hope they get it from you, but they can't unless you go ask for it. Unless you go activate the marketplace, do that. And if you need help,

Timdavisonline (03:08.506)

Get involved in our coaching program. Go to the originators guide.com sign up for group coaching and you'll only pay $1 for 30 days. You can't lose. Have an awesome day. Keep listening to the podcast. Talk to you guys real soon. See you. Bye.

Timdavisonline (00:50.542)

I know you've had that letdown when some agent somewhere told you that a referral was coming your way and days went by and it never happened. And then you were sitting there thinking to yourself, man, what happened to that referral? I was expecting that referral and it never came through. I'm to give you two methods to absolutely reduce that ever happening again in your business. And it's going be something you can teach your real estate agents, which we need something to talk to agents about anyway. So here we go guys. These are the two best ways I've found that you, for you to actually get the referral.

Timdavisonline (01:20.634)

talking to you and into your pipeline. Number one, when an agent says, hey, Bob and Sue are going to call you this week. They're looking at one of my homes. This is what I say. Hey, let's do this. Cause I know it's important to you to know if they contacted me and we got in communication so that you can know the next steps that you need to take. How about you text them right now, include me on the text, make that introduction.

Timdavisonline (01:44.792)

I'll respond to the group text once and then I'll never blow up your text again. I'll take that conversation offline and then get back with you and let you know how that worked out. That way you're not wondering if they've ever called me and what's going on and we can expedite this for you and for them. That's number one. Number two, I would say, hey, listen, I know it's important to you to know that they are moving forward and what they're capable of doing. How about this?

Timdavisonline (02:11.728)

Would it be okay for me to call them if you give me their number? I promise you I will take care of that right away today. Get right back with you on the status and then you're not left wondering what's going on. Because I know it's important to you to wrap things up and move pretty quickly. Those are the two methods that you can avoid ever having that said to you, so and so is going to call you and they never do. Right, they get busy and things happen in their lives and it's not intentional or.

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somebody else comes into it and swoops and takes that deal right off your table and you never even knew it happened. You gotta be proactive, not reactive in this business. You have gotta work with a sense of urgency. And you gotta make sure people understand that you're in it for them and helping them get to their goals. Use those two methods. You need something to talk to your agents about anyway because your agents are sitting on business. Because somebody somewhere is gonna get that mortgage loan today, but they can't get it from a secret agent.

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They got to get it from a loan officer that's putting themselves out there with a really big ask. Okay. So have a big ask this week. Go talk to some people. Find like that loan, have a successful day. If you need some help along the way, coaching is still only $1 for 30 days at the originators guide.com. Love to have you apart. Check it out. But until then keep listening, have an awesome day and I'll talk to you guys real soon. See you. Bye.

Timdavisonline (00:00.0)

Timdavisonline (00:50.833)

You know, the question is how many calls does it really take to get that referral? And I'm going to answer that for you today on the fastest coaching tip in the mortgage industry. Now there's been formulas for years and we love formulas as human beings. Like we love to say, oh, if I do 25 calls, then I'm going to absolutely lay in my referral. And maybe that is true, but what I have found over the years, the answer to that question is really this, as many as it takes, as many as it takes our job, our responsibility.

Timdavisonline (01:19.203)

According to the definition of originator is to make something happen and I'm going to take it one step further and that's find one loan each and every day. And so if that's our job, I can't get caught in the, the, in the tumbleweeds of all this other stuff that's distracting me. I've got to be really laser focused on finding that loan. And the fastest path to the cash is always going to come through a conversation, right? Who can I get on the phone or who can I go see? That's always going to be the fastest way to generate that business. And so the question then becomes, well, how many?

Timdavisonline (01:48.303)

Conversations do I need to have per week? And the answer is really simple as, as many as it takes. you ever come to one of my seminars, you'll hear me talk about your network and your net worth are tied together. I grew up in the housing projects, right? My dad died when I was three. My mom was addicted to prescription medication. And so my network was really not that great. And so I had to leave and escape that situation. And then

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grow a network over time and I had to learn how to do that. And over time, as I improved my network, the calls I had to make became fewer, right? Because I got around quality people that were growing their businesses themselves, I became their trusted advisor and they turned to me. But wherever you are in the journey, the answer is still this. You have to make as many calls and contacts as it takes. Maybe that's 10, maybe that's 110, but the goal still remains the same.

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find one loan each and every day. And here's how I know that that's possible because every day somebody's looking for a loan in your area. They're talking to somebody, applying with somebody might as well be you. You cannot be the secret agent. It's your responsibility to get known. You have to leave the cave. You have to shout from the mountain tops. You have to build a brand and get out there and build relationships. And if you'll do that, you'll find that loan today. You'll get it locked in. You'll have that awesome, successful day. And then guess what? You could do that again tomorrow. It's, it's that simple guys.

Timdavisonline (03:12.557)

Stop getting distracted. Focus intensity. That's what works. And if you need some help with all that, we've got an awesome coaching special. It's $1, $1 for 30 days worth of coaching. That's four coaching sessions and access to all the marketing stuff that we're using. You can get in. Go to theoriginatorsguide.com. Sign up. We'd love to have you apart. Meantime, keep listening to the podcast. Share it with a friend. I'll talk to you guys real

Timdavisonline (00:50.63)

All right guys, we've all heard about the unique selling proposition, the 60 second elevator speech, right? And what that really is at the end of the day is when somebody asks you what you do for a living, what is your answer? And do you have a compelling enough answer that causes them to think of a referral for you? Okay. Now we're going to cover that today. So I'm going to give you a fill in the blank, unique selling proposition. And I guarantee you, if you get really good at this and you use it, you'll generate more referrals in the next 30 to 60 days than you ever thought possible.

Timdavisonline (01:20.582)

So here's what the fill in the blank is. My name is blank and I work with blank who want blank so they can blank. Okay. That's it. So let's say a real estate agent comes to me they're like, Hey, tell me about yourself. My name's Tim. I'm in the mortgage business and I work with real estate agents who want a loan officer who answers their phone, gives the approval.

Timdavisonline (01:46.704)

keeps them updated and doesn't call them with last minute problems and closes on time so they can focus on building their real estate business. See how that addresses the thing that they really would love to have? Let's go with another example. Let's say I'm out and I meet a financial planner, right? And they say, well, what do you do? Well, my name's Tim, I'm in the mortgage business and I work with financial planners who want a really good loan officer that they can trust.

Timdavisonline (02:13.808)

to get their clients into good financial positions so their clients can free up more cash to invest with you as the financial planner. See how that works? We can use that with anybody. Let's just say we meet a young couple, maybe at church or at the gym. They're like, hey, tell us about yourself. well, my name's Tim and I work with young couples just like yourself who are getting started and looking to purchase that first home. And I'll walk them through the process so they completely understand and they can get a home and start.

Timdavisonline (02:43.386)

building a family and building wealth and really getting involved in their community. So it's a real easy fill in the blank, but you have to practice it. You have to practice it so that you can, whenever you meet somebody, you can easily adjust. So you have to practice the script and you also have to practice walking in their shoes because the key to the script is addressing the problems that they have. So you really have to think and walk in their shoes. Does that make sense, guys?

Timdavisonline (03:10.766)

Okay. That's the fill in the blank script. Use it for years. Works great. Now, obviously all these years I've been practicing it, you've got to do the same. Cause here's what I know guys, somebody out there is going to get a mortgage today. They're going to call somebody. Why don't they call you? It can't be a secret agent. You got to get yourself known. You got to go find and lock that loan and have that successful day. And if you need more help, we have coaching. It's our group coaching program. You can get involved for only $1. Get you involved for 30 days, four coaching sessions, access to all the marketing.

Timdavisonline (03:40.654)

material. It's a great deal. Check out theoriginatorsguide.com. Keep listening to podcast. Have an awesome

Timdavisonline (00:00)

Timdavisonline (00:50)

You know, I was thinking about it I want to know, are you leaving money and opportunities on the table that you don't even know that you're leaving? And I'm going to give you some examples of this. Number one, it's shocking to me how many professionals that I call loan officers or real estate agents for that matter. And I get some kind of automated greeting or no greeting whatsoever, right? Their voicemail is just nothing. I mean, it's either the factory installed greeting or nothing. It's just like, leave a message at the tone and I don't...

I don't know if I've called the right number or not. You know, I might be multitasking or something. And so I think that's an untapped opportunity for you if you don't have a great voicemail. I mean, you're missing opportunities. How do people even know, right? They may hang up and think, well, I might have misdialed or dialed the wrong number. So check your voicemail, right? Is that telling people who you are? And do you have an energetic voicemail? I don't want to call the morgue for God's sakes. I don't want to call your voicemail and say,

This is Jane and you reach my no, hell no. I need an energetic voice on the other side. Like this is Jane, your local mortgage expert. Thanks so much for calling. We've served over $800 million in families in our lifetime and yours is going to be next. Something exciting. Like let me know who I've called. Number two to go along with that is your social media profiles. Can I link up with you and call you from your social media? mean,

What, what if you're running an ad or make a post on social media and it really strikes a chord with somebody and they go to your profile and there's no easy way to push a button and dial your phone number. Maybe they're in traffic and they see it and they're like, Oh, I'll just dial this person. Oh, there's no phone number there. You're going to lose that person. We live in a very instant gratification society. Like we want it when we want it. And if we can't get to it, then probably we're missing opportunities and we don't even know that that happened to us. Right. So, you know,

Making sure your contact information is in all the locations, in your email, on your social profiles. Making sure your number is out there. Making sure that when they do call you that they get a voicemail that tells them who they reached and that you're excited to actually call them back or give them options. These are just overlooked by way too many people. You'd be shocked. I don't know if it's happening to you, but it's definitely happened to me. I call people a lot and I just get blank voicemails.

It's unbelievable. And I think it's just missed opportunity. So I don't want you to miss that out on those opportunities because somebody today they're calling a loan officer and they're going to get a mortgage. Right. And if they call you or can't even get you on the phone because they don't and cannot find your phone number, that's no good. Right. So since they're going to be looking for a mortgage, it's your job to go find them. I hope you find them. I hope you lock them in. I hope you have a successful day and keep listening to the podcast. And if you need coaching, it is only $1 for 30 days to get in our group program.

and see what we're doing every month to close business. Guys, I hope to see you on the inside. Keep listening to the podcast. I'll keep giving these tips. Have an awesome day and I'll talk to you real soon.

Timdavisonline (00:50)

I was looking up the definition of originator or actually mortgage originator. And it was interesting what I found. was said basically someone who out, who goes out and makes something happen. other words, originates something. And I think a lot of times I, me included, I would love for the phone just to ring inbound, right? Like just sit around and take calls all day. And certainly did that a few years ago and that was awesome.

But at the end of the day, if we're going to be mortgage originators, we have to get up and go activate the marketplace. We have to get known. And that's the coaching tip for you today is how well known are you in your marketplace? And I'm going to give you some uncommon places that you may not have considered about getting known at, but could lead to a great amount of opportunity. So let's go.

Number one, mean, do you attend a church? And if so, are you involved in that church? Whether you're involved in groups or ministry efforts or whatever that might be. What about gyms? Do you go to the gym, right? Or take classes? Do people in your class know what it is that you do for a living? Right. Where else are you going during the week? Do the people that you go to the grocery store and see all the time and the people at the checkout, do you build relationships with those people and introduce yourself and talk to them and then

Do they know what you do for a living, right? Do the people in your neighborhood know what you do for a living? Sometimes I think we get really center focused and we just, you know, talk to real estate agents and real estate agents only, but we've got all these people around us at church and at the gym and in our regular days of shopping and, and, and go in places that we go, right? the, the ball fields with other parents, whatever that might be, or even in our own backyard, our neighborhood.

I bet you, have a neighborhood Facebook page. And the question is, are you active on that in a professional and friendly manner trying to build connections and relationships? Because maybe they're gonna need a mortgage from you. Or maybe their best friend is the top real estate agent in town or the top financial planner or whatever the case might be. We need to be on the hunt every day to originate, originate relationships, originate mortgage loans.

That's our sole focus each and every day. So yeah, we just have to ask ourselves. We're doing a good job of getting ourselves known and that begins with us extending our hand to another person saying, you know, my name's Tim. I see you here all the time. What is it that you do? And then that will lead back them asking what you do. Over time, you'll get known and then those referrals will come in from those unlikely sources. Guys, here's what I know. Somebody's going to get a mortgage today. If you're not known, they're not going to be able to call you. You've to go originate it. Find them.

have built a relationship, lock them in, have a successful and awesome day. Keep listening to the podcast. Remember get coaching for $1 over at theoriginatorsguide.com. Check out the group coaching. We'll talk to you guys real soon. See you.

Timdavisonline (00:00)

All right. Hey everybody, Tim Davis over here, the originators guide.com. Got a question for you today. Are you tired? It's hard to a lot of originators and they're a little tired, right? I mean, it's been rather exhausting, but here's a different question. Are you tired from putting in really good strategic effort or are you tired because mentally you just think about

the heel and how big it is to climb every day and you just don't do anything to actually climb that heel. So there's actually two types of tired. There's the tired from really putting in a great effort and you're tired with any day, but you're proud of the fact that you actually put in the effort. And then there's the other kind of tire, which is the mental draining kind where you just feel like the mountain is too big to climb and the odds are too stacked against you. And so you don't do anything, right? You don't create any motion in your life. And so the only emotion that you have left is

tiredness and when you're that type of tired it can lead to an immense amount of burnout. Now here's the deal. We all need to take a break, right? We all have to recharge. We all have to replenish that energy that we put out. But you have to ask yourself, you really putting in the effort, right? Because the effort today is a lot more than people realize and it isn't for everybody and that's fine. There's nothing wrong with that. And that's where you have to decide for yourself is

Are you putting in the effort or do you even want to put in the effort that's required? Because deals are still happening, right? There are closings. We could pull reports for your city and your backyard and see all the closings that are happening. And if you're not getting your fair share of them, you just have to ask yourself, why is that? Why is that? Am I just allowing the negativity that is plentiful out there? There's plenty of ways to get negativity in your life. It seeks you out. I'm allowing that to creep in and pull me backwards.

Or am I hopeful? Am I working on myself, improving myself? Am I hopeful about my business? Am I putting together strategies and plans and really getting excited about what's possible for me and my business and then doing something about it during the week? So if you're tired, I get it. I'm tired too, but I'm tired from putting in an effort, not from worrying. And those are the things that you need to consider.

All right, guys, here's what I know. Somebody out there is going to be looking for a mortgage loan today and they're going to be calling the loan officer and applying and going through the terms and all the fun stuff. And if you're not that loan officer, the only difference is you haven't got yourself enough exposure. Go originate and find that loan and talk to that customer and get them locked and have that awesome successful day and get yourself fired up. And if you need some help, we've got an awesome coaching deal. It's $1 for one month. We're going to include

four coaching sessions and all of the marketing and scripting and everything that you would need to grow your business. One buck. Theoriginatorsguide.com group coaching. Check us out. Keep listening. Have an awesome day. Talk to you guys real soon. See you. Bye.

Timdavisonline (00:51)

All right. Hey everybody. Tim Davis over here, the originators guide.com your home of the fastest coaching tip of the mortgage business. Listen, I don't know if you saw this post floating around Facebook. I've seen several people share it or post it. Here's what it goes. It goes out of the 1.5 million real estate agents, only 87,000 closed 6 million or more volume in 2024. That's less than 6%. So, you know, we talk about, uh, we're all going to average about one closing per year per real estate agent that we know.

So we have to know a lot of real estate agents, but I want to talk to you about diversification today and five other sources of business that you need to be working and cultivating for referrals throughout the year. So number one is your database. People that you've closed loans for, people that haven't closed with you, right? Both of those categories. I would even throw in your friends and family into that, right? You need to be working that. You need to have a strategy that consistently works and outr-

reaches to your database and has conversations and shares information and earns referral business. Number two, financial planners. I have relationships with financial planners and they are fantastic for referrals. And sometimes loan officers get intimidated by financial planners. We'll do a podcast on the whole going after financial planners soon, but they need to be in your sphere of influence to get referrals from. Number three, CPAs.

CPAs are a great source of referrals. We're getting ready to roll in when I'm cutting this episode. It's in January. Getting ready to roll in the tax time. How many other clients might need to grab some equity out of their house to pay some tax bills or maybe restructure some things? Relationships with CPAs can be fantastic for your business. Attorneys, specifically divorce attorneys. Unfortunately, the divorce rate in America is well over 50%.

So having relationships with divorce attorneys can be a real good source of business and it can be a real good service to those people that are going through those difficult times. And lastly, builders, right? Builders are out there. They are making it happen. And do you have relationships or can you build a relationship with a builder? So those are five other categories that you need to work into your business plan in 2025 and become proactive about going after those sources. Okay guys, because here's what I know.

5.4 million is the projection of deals gonna be done this coming year. How much of the share are you gonna get? Because here's the thing, somebody today is looking for a mortgage loan. I don't know if they're gonna get it from you. I hope they do, but you have to make yourself available. You have to go and originate that loan. Go find it, make it happen, get it locked in, have that successful day, keep listening to the podcast, and here's the deal. If you want step-by-step strategies and accountability, we have a group coaching program and we're offering

a full month, which is four coaching calls for only $1. Go over to theoriginatorsguide.com, check it out, get involved. Let's have an awesome 2025 together. Keep listening. Talk to you guys real soon. See you.