The Originators Guide

Timdavisonline (00:00.0)

Hey, your mate Tim over here, originatorsguide.com podcasts, fastest coaching tip, three minutes or less. Listen, I want to talk with you guys today about spending money. Man, during the low interest rate days, there was two types of loan officers, ones that saved and ones that spent. And depending on which bucket you were in at that point, probably has a lot to do with where you're standing today. And I got to tell you in this marketplace, guys, you got to run lean. You have to run lean. You cannot have.

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the expenses that you think that you need. I'm gonna tell you what you really need to be successful in this mortgage business right now. You need two things. You need your cell phone, well, three. Your cell phone, your laptop, and gasoline in your car. That's what you need, right? In order to make it and make it big, you gotta look at your expenses, like your personal expenses. Like what's going on in your household budget? Like if you are stressed every month about making the bills,

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You are going to smell like a slimy fish out there trying to make that sale. And they can spot that a mile away. You're going to forgo building relationships and you're going to try to jump in and sell everybody on everything because you need that commission check, right? And you do not need commission breath right now. So you really need to take a look at your expenses, right? I look at people's expenses all the time with them and I'm constantly saying, listen, you don't need this and you don't need that. I mean, you have been sold a pack of lies that you need all these things to be successful, right?

Timdavisonline (01:27.214)

And listen, there's a lot of good stuff out there and it will add and it will enhance your business. And yes, there is a time and place, but if it's causing financial strain, dump it, get on the phone, get out into the community, shake hands, kiss babies, develop yourself a really solid, unique selling proposition. I'm going to do another podcast on that by the way. So keep listening and make sure you're subscribed. Cause I do have a fill in the blank, a unique selling proposition that's just guaranteed to get leads every time you walk out the door and talk about it. But.

Timdavisonline (01:56.894)

Here's the thing, like you need one of those, you need a good USP and the willingness to go meet people. And people are like, how many people do I need to talk to? Well, as many as it takes, right? You can talk to two people and find your loan. You may have talked to 200 people and find your loan. My mentor that got me in the business ages ago told me, said, Tim, your job, make one loan a day. That's it. And I thought, sounds simple, but I took to it and I still think about that today. Who can I call? Who can I reach out to?

Timdavisonline (02:26.284)

What conversation can I create? Conversations equal contracts, guys, to get me deals. Run lean, run thin, right? Go find business, stack up a reserve, and then reinvest in your business. That's what you do, right? All right, guys, that's your tip today, because here's what I do know somebody in your city, they're looking for a loan. I hope they get it from you, but they can only get it from you if you reach out and make yourself known. Go find it. Lock it in. Have that awesome day.

Timdavisonline (03:07.206)

Keep listening to the podcast and just remember you want four coaching sessions. got you covered. $1 get you in the door. Theoriginatorsguide.com group coaching. Check it out. Have a good one. Talk soon. See you.

How to put a stop to rate shoppers

Timdavisonline (00:00.0)

All right. It's Tim here. Glad that you are listening and appreciate all the listeners to the podcast. Listen, today I want to talk with you about maybe how you're using chat GPT, but more importantly, one of the ways that we're using chat GPT right now and having some good success. So I'm going go back in time. Many, many years ago, I went to a conference and one of the speakers at the conference talked about the power of disk personality reports. And if you're ever around me for any length of time at all, you'll know that I exclusively use disk in hiring.

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team building, my coaching practice. It really is the center of everything. I see too many people believe that someone's capable of this or that when maybe they're not, right? Or maybe they're a hidden gem and you don't know how much time to invest into them. The disc report to me is everything. Well, in my origination career, I began to use the disc report to identify others, whether it was real estate agents, consumers, and I started to adjust my selling style to what I believed would be

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their preferred way of receiving, right? So D's want really sharp, to the point stuff. I's want more of a relational. S's you need to be more calm with and give them choices. And C's, they're to be very analytical. So I kind of played a game of like when I would go networking or talking to people or get a customer on the phone, could I identify their personality style and then adjust my selling style to how they would best receive it. And so I think I did pretty good over the years on that.

Timdavisonline (01:29.344)

Most recently with ChatGPT, we've had people that have ghosted us. I'm sure that's never happened to you guys, but occasionally it does happen. And my partner was thinking one day, you know, can't get this guy back on the phone, this customer, and he's going to miss out. Like, I need to know, like, do you want to go forward or you not? Either way is fine, but I just need to get it off my plate. So she went to ChatGPT and she assumed the guy was like a high D personality. Meaning they just want...

Timdavisonline (01:57.858)

Bottom line, straight into the point. So she said, hey, chat GPT, can you write me a follow up email to this client in the style of a high D personality, asking them if they want to continue the mortgage application or not? And sure enough, boom, chat GPT spit it out. And it was very direct and it was bullet pointed and it was to the point. So she tested it. She sent it to the customer. Within 10 minutes, the customer replied, said, please lock in my loan. Let me know what's next.

Timdavisonline (02:27.99)

And at that point we realized we were onto something with ChatGBT. We can get ChatGBT to talk in the preferred receiving style of the reader. So if I want copy written to high Ds, I ask it to. If I want copies written to high I's, I ask it to. And so we've been playing around with that and having a lot of success. So I just want to throw that tip out there to you. Cause here's what I know. Somebody in your city is going to get a mortgage today. I don't know if they're going to get that mortgage from you. I sure hope they do, but that's your job. Make sure you're known.

Timdavisonline (03:12.032)

Call somebody, ask them for that referral, lock that loan in. And if you need coaching, it's only $1 for coaching sessions. One buck. Can't beat it. Theoriginatorsguide.com. Click on coaching, check out the special. Keep listening. Appreciate all you guys. Have an awesome day. See you soon. Bye.

Hey everybody, Tim Davis over here, the originator's guide, fastest coaching in the mortgage industry. Listen, I got your coaching tip today and it is a good one. They're all good. What am I talking about? All the coach tips are really good. You got to apply them. Let me tell you about today's coaching tip is I see too many loan officers and mortgage companies for that matter, and they share way too much on social media. Like they give away everything, right? They put a post up and it tells the realtor or the consumer everything that they would need to know.

And therefore they, the consumer may or may not call you. And today I just want to talk to you about the art of giving enough information to generate a phone call or a lead inquiry, because what you want is to get on the phone with somebody because conversations equal contracts. And if you need to know more about conversations equal contract, go over to Amazon. wrote a book on it called conversations equal to contracts, the art of turning small talk into big opportunities. And I see too many people and they give away the entire farm.

Right? I read their social media posts. I'm like, okay, got everything I need to know. No need to talk to you. And there's, there's an art between giving away enough information so that people need to request the rest of it and giving away so much that they don't even need to talk to you. Last week in our coaching, uh, we put together, this is a great example of what I'm talking about. We put together a social media post and, uh, this coming week, I'm gonna learn exactly how many leads I've been hearing from the coaching clients over the week.

that they've been generating leads. It's well past 200. 200 leads. It could be in the 300s now. I'll learn this week when we have our call. Of leads that came through social media, because we shared enough to get the audience to say, yeah, give me the rest. I need that information. And from doing that, the audience raises their hand. We provide the information. And then we call them, call them and get involved in a conversation. I started doing my calls Friday.

By the time Friday came around, had 37 leads, 37. And so I started doing my calls on Friday. My second call resulted in a client. Okay. My first one, totally good, man. Just checking in and we re-engaged and I bet you'll be a referral in the next 30 to 60 days off that because we just bought more top of mind awareness. But the second call, it ended in a referral right on the spot, right on the spot. And here's the thing. She has two favorite lenders.

that's been she's been doing business with forever. And I know both of them. I know both personally. But here's the thing. We put out the offer, she called, she's like, Hey, we're gonna give you guys a shot. So make sure you're not sharing too much on social media. Just enough to get the phone to ring. Alright, guys, you know what I know, somebody in your city is gonna get a mortgage today. They're gonna apply. Just like I happened to me on Friday. What I don't know if they're gonna apply with you. That's your call. Get up, get the phone ring and talk to people.

Find like that loan, have a successful day. And if you need coaching, go to theoriginatorsguide.com, click group coaching. You can get four coaching calls for only $1 and access to all of our marketing, including social media posts I just talked about. All right, guys, hope you have an awesome day. Keep listening. Talk to you real soon. See you. Bye.

What the Tik Tok ban should teach us

Timdavisonline (00:51.174)

All right. Hey everybody, Tim Davis here, the originators guide. Want to talk to you today about something we all need. We all need, we've got to make this thing happen. It's called exposure. We have got to get ourselves more exposure, especially in markets like that we're in right now. We've got to know more people and more importantly, we got to get more people to know us and it is a uphill battle, right? And so we've got to be really intentional every day of growing our network. There is always.

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always, always new people to meet, right? And we're in charge of doing that. Like we've got to look in the mirror each and every morning and say, if it is up to be, it is up to me. I got to get myself motivated, fired up, excited, building relationships, getting on the phone, going places, meeting people, working my social media network, creating content. We have got to really be on it. And to some people that seems and feels overwhelming and they just won't do it. And here's the reality. It is, it's a lot of work. Okay. It's a lot of work.

Timdavisonline (01:49.714)

I record my podcast on the weekends for them to be distributed out all week. I get up at 4.30 in the morning and work 45 minutes on my business before I get the dogs ready and I go to the gym and work out. Cause at eight o'clock it is phone call city, baby. We are on the phones talking to people all day long. I can't spend my day watching some webinar playing on Canva, doing something that's not getting me closer to a conversation. I've got to be in front of people, setting up events, teaching classes.

Timdavisonline (02:15.71)

That's my daytime hour. So yeah, I have to steal from or borrow from time early in the morning. And it's not going to hurt anybody out there to get up an hour earlier, because I'll tell you right now in markets like this, if you're looking at your pipeline and it's thin, it's because somebody got up an hour earlier and they're working your leads. They're working those agents that you haven't met, or maybe the agents that you have met. Maybe the agents that you're already doing business with that you would tell me, Hey Tim, that relationship's locked down. No, it ain't. No, it ain't. Cause there is somebody out there as

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crafting their pitch, their unique selling proposition, their value added offer, their class, their social media posts, something out there to get that agent's attention and give them some time away from you and with them. Because that's what you're doing every day. There's not some agent that you're meeting that doesn't have a relationship or doesn't know a loan officer. So yeah, exposure is important. And yeah, exposure takes time. Anytime I talk about building a brand, there's three things that you need. You need time invested. You need energy.

Timdavisonline (03:13.574)

Right? So get some B12 in your life and you're going to need to put some cash in your business. And that's something people don't want to do. Like, well, I don't know about all that Tim. You you need to invest in yourself and your business. Time, energy, money, those three things. You got to find a way to do it. Somebody else will. It's a guarantee. Here's what I know. Somebody in your city is going to get a mortgage today. What I don't know is if they're going to get it from you. You're the only one standing between you and that conversation to get that referral. Make sure you make today productive.

Timdavisonline (03:40.584)

Find that loan, lock that loan in, have that successful day. Keep listening to the podcast, share it with a friend. If you need coaching, it's $1.30 days over at theoriginatorsguide.com. Go check us out. Appreciate all you guys. Have a great day and I'll talk to you real soon. See you. Bye.

Timdavisonline (00:51.184)

All right. Hey everybody, Tim Davis here and today on the coaching tip, I'm going to give you how I use social media to generate a massive amount of leads. And look, there's lots of ways to do it on social media. There's plenty of classes and seminars you can go to, and they're all great. Not taking anything away from them. I just want to tell you what's been working for me. And I know it will work for you because we can put the cookies really low on the shelf. And when we do that, everybody has a chance to eat and win. So here's the deal. It's called social media, not, give me a loan today media.

Timdavisonline (01:21.066)

And because it's called social media, stick with the social part quite a bit. Probably 90 % of what I post is social related. It's things that I'm doing that I'm having fun with, hobbies, interests, but for me, hands down, it's the pets. I've got two German Shepherds and a Cocker Spaniel. The German Shepherds far and away are social media superstars and I can take a picture and post of the German Shepherds and I can get lots of comments and lots of hits. Here's one thing about social media. One of the things that go viral, why is humor?

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so I posted a picture one day of me and Landry, she's my female German shepherd. went over to Chick-fil-A and she had this wide look in her mouth when I got that bag of chicken nuggets. And I was like, man, this is what happens when you take your best girl out to get some Jesus chicken. Well, that, that post went crazy, right? People were commenting on it. I love Landry and I love Chick-fil-A or whatever the case was. Here's what I do to convert that into.

Timdavisonline (02:15.47)

referrals and opportunities. actually wrote a book on this called Conversations Equal Contracts. And if you ever come to one of my events, you're going to be saying conversation equal contracts to the point you're going to want to get a tattoo on your forearm that says conversations equal contracts, because it's true. At some point you've got to talk to people, right? You can try to avoid it all day long, but if you're going to win, you've got to have conversations. So these people are commenting on this post and I'm seeing them and I'm like, Hey, I think I'll call this one. And I think I'll call that one. And I literally pick up the phone and call them.

Timdavisonline (02:44.76)

And lot of times I'll just go to their Facebook profile and if their phone number's in there, it's just two clicks, boom, they're on the phone. And I just have a conversation with them like, Hey Susan, Joe, Bill, how's it going? And they're like, my God, I was just on your social media looking at Landry. And I'm like, yeah, yeah, you know, she's fine. And we just have a conversation and it is strictly relationship building. I'll ask them probing questions, see if there's anything going on. And if I've got a need in my life, I'm going to ask them to help me with it. I might say, Hey, you know what?

Timdavisonline (03:14.5)

I'm really looking to expand my business right now and meet financial planners. Do you work with a financial planner that you're friends with you'd introduce me to? Always looking for opportunities to grow my business, grow my network. That's how I use social media. I use it to generate outbound phone calls that I'm responsible for. I'm going to pick up the phone. I'm going to call the people that liked, hearted, comment, laughed, all that kind of stuff. You make a good, funny social post, you'll get a lot of hits.

Timdavisonline (03:43.344)

Call those people, have those conversations. Listen guys, somebody's going to get a loan today in your town. Are they going to get it from you? Probably just one conversation away from making that happen. Make sure you go find, lock that loan, have a successful day. And if you need coaching, check out theoriginatorsguide.com. $1 gets you in the door, 30 days. Check it out. Keep listening. Talk to you guys real soon. See you. Bye.

Timdavisonline (00:51.761)

All right. Hey everybody, Tim Davis here. Going to talk to you today. I can't even talk, right? Going to talk to you today about the power of taking massive imperfect action. And I was just an example of that right now. See, I could go back and record the beginning of this and make it all pretty and clean and all the things, but you know what the reality is? The secret to success is speed of implementation and getting things done really quickly. Well, when you're doing that, you're not going to be perfect. Nothing is perfect.

Timdavisonline (01:20.255)

Right? And so I see loan officers all the time and they hold back and they wait because they need the perfect script or the perfect thing to say to the real estate agent or the perfect class to teach or the perfect, whatever it might be. And what I have found over the years is the way to get closer to perfect, which doesn't exist is just to get started right now. Right? Call that agent, call that agent. You don't need the perfect script. In fact, a lot of times I think scripting can be

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something that holds us back because we're hoping that we're going to have this magic conversation and somehow, miraculously, they're just going to drop a deal in our lap. And if we look around the marketplace right now, there are fewer deals out there. mean, 47 % of the agents last year didn't even sell one home. So you could be talking to somebody that might not have sold a home recently. Maybe they don't have any leads. And that's OK. You've got to play the long game in this business. And the long game is all about building long-term relationships, not just quick hits.

You need to know more people and here is an easy way to make that happen!

Timdavisonline (00:51.624)

Hey everybody, it's Tim Davis. Hope you liked the new intro, right? We're always looking to tweak, always looking to upgrade. Listen to the originators guide, podcast, your coaching tip in under three minutes or less. want to talk to you last week. I was down in Louisiana, Baton Rouge, and then we flew over to Beaumont, Texas. We did two personal branding mastery events for real estate agents. The room was full of agents, right? It's the beginning of the year. They want to learn. So I want to give you some tips about.

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hosting your own events. And that's your coaching tip today. Number one, people would rather be entertained than educated. They don't want to go to some boring lunch and learn. I hear that all the time from real estate agents that come to our class. They're like, thank God, this was actually the most fun I ever had. get invited to these all the time. They're super boring. There's not great information. People want to be entertained and educated, right? So if you can mix the two together, that'd be huge for your business.

Timdavisonline (01:47.55)

Here's a quick tip on that. I actually took a six month comedy class on improvised comedy and that really taught me how to think fast on my feet and write good jokes. remember they want to be entertained and educated. Do both of those. Your events are going to be a huge success. Number two about the events, get personal, right? I go around and talk to everybody before I actually give my presentation. I go up to them, I introduce myself, I ask them their name.

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how long they've been in real estate, what got them into real estate, how things are going for them, a little bit about their family. I make a personal interaction. It gets them more engaged for the day and it also gets me more comfortable as well. And then the third tip for your events, if you're not doing a survey and asking for referrals at the end and just hoping that you gave great information and they loved you to death and they're just going to automatically send you referrals, you will be leaving money on the table. Here's exactly what I mean.

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In Baton Rouge, we got $9.3 million worth of referrals simply because we ask. In Beaumont, Texas, we got over $4 million in referrals, a little lower loan size, that's okay, simply because we ask at the end of our presentation. That's three tips. Make your presentations go better. Go out there and get it done. Remember to always say, somebody's looking for a loan today, might as well get that loan for you. Go find it, go lock it in, have an awesome day, keep listening to the podcast. If you're looking for coaching, we've got a great deal right now.

Timdavisonline (03:30.56)

You can go over to theoriginatorsguide.com, sign up for our group coaching for only $1 and it might as well be free, right? You'll see this and more of what we're actually doing to generate business. All right guys, have an awesome day. Keep listening, share with a friend. Talk to you guys real soon. See you. Bye.