The Originators Guide

Timdavisonline (00:01.762)

Hey, hey, what is up everybody? Tim Davis over here, the originators guide.com podcast, home of your coaching tip in under three minutes or less. And today is a little bit about the state of the industry. And I don't know if you've noticed this, but I certainly have seen it is there is a wide gap between the haves and the have nots in our industry. In other words, you're a loan officer that's got quite a bit of business or you're a loan officer trying to struggle to tweak out one, two, three loans a month.

Timdavisonline (00:29.74)

And I want to talk about that gap and the difference between the two. Cause I think if you want to have more consistent business, if you want to close five, six, seven, 10 loans a month, you can do that. And you can do that in this marketplace because it's proven other people are doing that. So the question is, that where's the gap? mean, how do we fill that gap? What is it? And what do we need to do to fill the gap? I think number one is if you're at the lower end of the spectrum, resist the urge to blame the market for your circumstance.

Timdavisonline (01:00.11)

Because loans close every day. You know this, I know this. They just may not be closing with you. So how do we bridge the gap to get them to close with you? Well, that is on the person in the mirror. You have to look at yourself every day and go, where's my loan? If someone closed a loan today and it wasn't with you, it's simply a matter of like you weren't in that situation. You didn't know that real estate agent, you hadn't talked to him in a long while, you didn't ask.

Timdavisonline (01:26.818)

Like you didn't put yourself in a position to win that business. And so that's how you fill the gap. Like you decide and become intentional that another day in your industry is not going to pass without you making yourself visible, making yourself known. And I don't mean just sitting around typing on a keyboard on social media. That's great. I get a lot of business from social media, but when's the last time that you were actually at an event shaking hands?

Timdavisonline (01:52.876)

Have you crafted your unique selling proposition that 60 second commercial, like when you meet a real estate agent, are you saying something really impactful? What's your value add? how are you helping the agent? Right? You're just going in with your handout. Are you really helping them? And how consistent are you at building that relationship with the agent? Guys, I'm telling you right now, if you were to pull the numbers of closings in your market, I guarantee you they're down from where the peak was. That's true. But if you're not getting your fair share, the only person to blame,

Timdavisonline (02:22.67)

person in the mirror. Now's the day to take, take a change and do something about that. All right, guys, listen, if you want some help, you can go to the originators guide.com and we are giving away our coaching. Just like it's practically free. It's only $1 for 30 days. Love to have you a part of our group. We're doing some pretty cool stuff. We're motivating each other. getting it done. The originators guide.com check out group coaching and get involved for $1 until then. Remember your job. Find one loan every day. Let's start today and do that.

Timdavisonline (02:58.164)

Have a successful day. Go find and lock that loan. Share the podcast with a friend. Thanks for listening. Definitely appreciate all you guys. Have a good one. We'll talk to you real soon. See you.

Timdavisonline (00:02.338)

Hey, hey, what is up everybody? Tim Davis over here, the originators guide.com your home of your coaching tip in under three minutes or less. And today we're tackling the conversation ever lone officer faces out there today. It's rate objections, right? And I want to talk to you about how to respond with confidence and shift that conversation to what really matters. Right? So here's the truth. If you let the conversation stay focused on rates, you're going to be playing on defense and that's not where you want to be. Yeah.

Timdavisonline (00:30.998)

Rates are part of the mortgage, but they're not the whole story. So when your client says, I'm looking for the lowest rate possible, here's some ways that you can confidently guide that conversation. Number one, you want to acknowledge and then reframe, right? So you start by acknowledging their concern so it shows that you're listening. So for example, you can say, totally understand wanting the best rate. That's certainly important. But let me ask you, is the lowest rate your biggest priority or are you looking at the best over?

Timdavisonline (00:58.838)

overall fit for your financial goals, and even more importantly, the best monthly payment that you can afford. Because at the end of the day, people shop payments. That's what they're really asking you is like, how low can I get my payment? Everything's so expensive these days. Milk, bread, eggs. I got to have a great payment. Then number two, you can shift to the cost involved and

Timdavisonline (01:21.546)

actually how the payment is gonna work out, right? So maybe there's a way that you can structure the loan with a little higher rate that maybe includes upfront mortgage insurance, right? Or it's rolled into the rate, in other words, and that provides a lower monthly payment than if it's financed on top of the deal, right? So maybe that's a way. Maybe you can use discount points paid by the seller to permanently buy down the interest rate so that the payment is lower, right? That's where we wanna be. That's what they're looking for is the payment, right?

Timdavisonline (01:49.006)

And then number three, share a success story, right? Talk about a previous situation where maybe you used discount points paid by the seller to lower the interest rate, maybe a whole percent or more. And that resulted in a $472 lower payment for the client, right? But most importantly, I want you to end with confidence. So when you make your presentation, as you wrap it up, you want to say, hey, does that make sense? Right? I mean, I want to make sure, here's what I recommended based on your goals.

Timdavisonline (02:17.102)

Right? So let's make sure this mortgage fits into your life, not just your interest rate expectations. Right? You want to make sure you end with confidence. We're going to get these rate objections, right? And certainly people are out there. You see them all the time. They get a lower rate and they pay these exorbitant cost. You want to get in front of this. And that's the way to go about doing it. If you want to learn more about how we're handling objections for rate and actually getting more clients in the door, our coaching program is running a special. It's only $1 for 30 days. mean,

Timdavisonline (03:13.086)

Heck, I'm sure you could afford that. But you get involved, meet every Monday. We talk about scripts and marketing and all the great things that we're using to grow our business. We would love to have you a part of that. If you're interested, check out theoriginatorsguide.com. But until that day that you join, make sure you do one thing. Find that one loan each and every day. So go have a successful day. Find that loan, get it locked in. Keep listening to the show. Refer us to your friends and I'll talk to you guys real soon. See you. Bye.

Timdavisonline (00:01.518)

Hey, what is up everybody? Tim Davis over here. The originators guide.com podcast home of your coaching tip in under three minutes or less. Hey guys, today I want to talk to you about consistency and not falling for the new shiny objects all the time. mean, it's something that happens a lot to us in this business and we're sort of conditioned that way. You know, growing up in America, we're taught constantly that we need

Timdavisonline (00:28.194)

the new colors for fall and the new computer and the new iPhone and new, new, new, new, new. And if we don't have the new, then we're missing out and FOMO, which is the fear of missing out is a real big factor for a lot of people. And so we're just conditioned to get stuff new all the time. And so we're constantly on the lookout for new that it's going to improve our lives and it's going to change your life. And it's going to do all these things for our business. But I want to tell you a story about the power of consistency and exposure, because I think most

Timdavisonline (00:58.222)

people in our industry, most loan officers, they just need more exposure. More people need to know who they are and it's up to that loan officer to create that exposure. And so when I was getting started, I was told that, you if I taught classes to real estate agents, it was a great idea and it was a great way to grow their business. And I thought, sure, I'll go do that. Now I didn't have any formal training on speaking and presenting and I'd fumbled my way through it and try to figure it out and that kind of stuff. But

Timdavisonline (01:23.982)

At the time I created a class called 60 second marketing and it was about a 20 minute class and it was really teaching people how to answer the question. What do you do for a living? So what does a realtor say when they're asked what they do for a living and how can it be impactful and different? And more importantly, how can what I say create a referral from the person that I'm talking to? So I created this fill in the blank scripts in this class called 60 second marketing, how to get more referrals from your networking.

Timdavisonline (01:52.084)

And I started to put this class out there and it was a hit. People liked it. And I taught that same class in Nashville for two solid years. you know, coworkers and people in the industry thought I was crazy. They're like, don't you have any new material? Like you should need something new. And I'm like, why do I need anything new? I keep getting requests to go to speak at real estate offices and luncheons.

Timdavisonline (02:16.215)

for this topic, like this is my topic, like why would I change it? It's working, it's getting me in the front door, it's creating influence, it's helping the agents, it's generating referrals. You guys keep trying to find new stuff all the time and I'm just doing the same. And even this week, I'm gonna be in Baton Rouge in Beaumont, Texas teaching my personal branding mastery class to several hundred agents at each one of these events. And I've been teaching that class for 15, over 15 years now. And other people will be like, don't you get tired of it? I'm like, it works.

Timdavisonline (02:46.272)

So the coaching tip is pick what works and stick with it. Keep diving deep. If you want more help in your business, we're running a special right now. You can get coaching for only a dollar, dollar. And it's like free. All you have to do is check out the originators guide.com. Go to the group coaching section, sign up for a dollar. Meet every Monday. We're talking about really great ideas like this and more people are growing their business. We'd love to have you a part of it. Till then have a successful day. Go find and lock that loan.

Timdavisonline (03:17.374)

Talk to you guys real soon. Keep listening and share it with a friend. See you.

Timdavisonline (00:01.658)

Hey, what is up everybody? Tim Davis over here. The originators guide.com podcast home of your coaching tip in under three minutes or less. Cause today I want to talk with you about controlling your mind's expectations and stories that develop. And here's what I really mean by that. we get opportunities to meet with real estate agents or real estate groups, or even, you know, owners of real estate firms, managers, team leads, whatever the case might be.

Timdavisonline (00:31.586)

And that's exciting, right? And it should be. You should be wanting to expand your business and meet new people all the time, right? It's critical to continue to grow your network and get known as they say out there, right? So that's super exciting that you get those opportunities. But here's where I want you to be really careful. And I think this happens to all of us way too frequently. We get these opportunities and then our subconscious starts to develop this story, right? And the story is something like,

Timdavisonline (00:58.21)

Hey, you got this meeting and you're going to impress them and they're going to send you all of their business and it's going to be such a big account for you. And it's going to be amazing. Don't screw this up, you know, make sure you have everything together, et cetera, et cetera, et cetera. And so we get this great story going on in our minds and we go on the meetings and you know, the meetings are great successes and the agents maybe say, you know, we're going to send you your, business and get super excited. And then things kind of fall flat, right? They go silent and nothing happens right away.

Timdavisonline (01:28.398)

And maybe, maybe even you have gotten to the point where you're getting a good follow-up system in place, right? That's probably something we all need to work on. I need to do a podcast on that. But let's say that you do have a good follow-up system in place and things are going well. And then a few weeks later, you know, no referrals have come in. And now all of a sudden that story's getting interrupted. It's like, Oh, what? mean, I thought that meeting went well and they said they would send me business and now I'm not getting anything.

Timdavisonline (01:55.202)

You get on social media and you see that they've been tagged in the closing with a competitor down the street. And you're like, that's it. That's it. See, I am not falling for this anymore. And it just ticks you off. Here's the thing guys. Our research has shown us that by and large, more than 90 % of the real estate agents you come in contact with are going to close one deal per year per law and officer. And if you're not careful with these stories, you're going to manufacture some story.

Timdavisonline (02:24.074)

only to have yourself let down and then give up on the pursuit of the relationship. So the coaching tip today is play the long game, not the short game. Stay in the relationship. Keep adding value. Keep educating, appreciating, having conversations and asking. Your hard work will pay off. Don't give up on somebody. in for the long run. That's the tip today. Listen, guys, if you won't help building your business, got a special run in $1. Get you coaching for 30 days.

Timdavisonline (03:08.494)

should go check it out, theoriginatorsguide.com. Love to have you apart. We're doing big things this year. Keep listening to the podcast. Remember what I always say, go find, unlock that loan today. Have a successful meeting and business out there today. Keep listening to the podcast. I'll talk to you guys real soon. See you,

Timdavisonline (00:02.029)

Hey, hey, what is up everybody? Tim Davis over here, theoriginatorsguide.com podcast, home of your coaching tip in under three minutes or less. We are rocking and rolling January 6th, 2025 guys. And I want to talk to you today about conversions and how important it is to get your client off the street and put a barrier of protection around them so that you actually can secure the client and close their transaction. There is no doubt, no doubt.

Timdavisonline (00:30.38)

Right? People are shopping around for everything these days. Milk, bread, eggs, loans, rates, insurance, you name it. Everybody seems to be in the shopping game. And that can be frustrating. But I was working with a personal coaching client just recently, and this is something we dove into. And I think we uncovered a way for their conversions to be higher. So they were getting successful, following the plan, and starting to get a lot of leads. And they said to me, they said, you know, I sent my application link out.

Timdavisonline (00:58.894)

And sometimes they don't come back right away. It can take a day or two, or they'll start it and they won't complete it. And I said, you know what? In really busy times, and you have to assess your own business, like if you've got all the business in the world right now and you're just pumping on all cylinders, what I'm getting ready to share may not apply to you. But if you're trying to pop out three, four, five, six, seven loans a month, listen up. You get somebody that calls you or inquires about a mortgage.

Timdavisonline (01:27.648)

it is so easy to send them our online application link. And I love it, right? There is a lot to be said about efficiencies with things like that. However, right, if you're finding that a smaller percentage of people are actually filling it out or it's taken them a long time or haven't been, they are starting the process and then not completing it, that could be an issue, right? Because how many times have you said, you know, hey, I think need to buy a new pair of socks. And next thing you know, Facebook is full of sock ads.

Timdavisonline (01:57.218)

You're like, man, is my phone listening to me? Or you've done a Google search on microphone stands. And they say, know, boo, every microphone stand company in the world is advertising to you on social media. The same is true with your clients. You send them online, and you could be putting yourself and them in a death trap of advertisements. If I get a lead in today's marketplace, remember, we're always talking about be cognizant of the market. If I get a lead right now, I'm going to get them on the phone.

Timdavisonline (02:27.032)

get enough information to take them off the market. Old-fashioned, right? Somebody can call me old-fashioned, that's fine. But Everlead is so valuable, I need to lock them down and secure them. So take a look at your conversions. People are going on your app, and they're not getting online app, and they're not getting it done right away. You could be losing opportunities. Everyone's important right now. Remember what I always say, your goal, find one loan each and every day. And if you need some help, check out theoriginatorsguide.com. We're offering a coaching special right now. You can get in our program for one month for only one.

Timdavisonline (03:05.798)

TheOriginatorsGuide.com. Appreciate you guys listening. Share it with a friend. You'll have an awesome day. Go find it secure to lock that loan. I'll talk to you guys real soon. See you.

Hey, hey, what is up everybody? Tim Davis over here,

find a loan each and every day. Nothing else matters, but

You're going to feel the stress from that. You might even give up. on your initial goal that you're right now, you're super

I even wrote a book on it.

You had a copy of that book. Now we're also running a

Remember to always say, go find that loan, lock it, have a successful day.

Keep listening, tell your friends, and I'll talk to you guys

Welcome to 2025! Here is the plan we are using to reach our goals this year

Tim Davis (00:01.814)

Hey, hey, what is up, everybody? Tim Davis over here, the originatorsguide .com podcast, home of your coaching tip in under three minutes or less. Let's get started. Guys, I want to talk to you today about the number one thing that holds loan officers back from getting more business. And this happens to every loan officer at every level. It doesn't matter your production. This is the one thing that if you can conquer this, you'll end up with more business on a consistent basis. Here's what it is.

Tim Davis (00:31.646)

It's the little voice inside your head says, don't. That little voice that says, hey, don't send a text every week. That's too much. Hey, don't send an email every week. That's too much. Hey, don't ask for business right now. That will offend them. It's that little voice that says, don't, that stops us because we give way too much attention to that little voice. Instead of going, hey, by the way,

Tim Davis (00:59.722)

I haven't worked with you yet on a customer. I would love the opportunity to work together. Do you have a customer right now that maybe I can provide a mortgage rate quote to or give a pre -approval? I'd be honored to have an opportunity if you have somebody right now. Or, hey, are you getting my regular email? I provide tips every week that help you with branding and marketing and sales and our closing cost specials and all those type of things. If you can ever get past listening to the voice that says don't or stop,

Tim Davis (01:27.936)

and just go for it anyway, I promise you more business will end up in your pipeline. It's just that simple. Guys, here's what I know. Somebody in your city is going to apply for a mortgage loan today. It's not their fault if they don't know who you are. It's your fault for not having enough exposure. Get on the phone. Make that call. Go to that event. Introduce yourself. Call that agent that just listed a home in your neighborhood. Introduce yourself. Find that loan. That's our number one job. Find one loan every day. I know you can do it. It's out there. All you to do is just...

Tim Davis (01:57.612)

Put yourself in the way of that loan happening. Go have a successful day. Find and lock that loan. And if you need a four -step blueprint on what we're doing to grow our business right now, go over to theoriginatorsguide .com. Sign up. Watch our free video. We walk through all four phases of exactly what we're doing from lead generation to systems to personal branding to marketing, closing, funding, all of it. It's right there for you. Go watch it. I think it'll help you out. All right, guys. Keep listening to the podcast. Share it with a friend. Talk to you real soon.

The Best Conversation Starter With Agents

Don't Miss This One Part to Gaining More Business