The Originators Guide

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 Timdavisonline (00:31.042) 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? Timdavisonline (01:00.748) 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. Timdavisonline (01:28.982) 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. Timdavisonline (02:39.534) 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. Timdavisonline (03:30.611) 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) Yeah, I think a lot of people really have no idea how easy it is to really win right now in the mortgage business because they're distracted with higher interest rates and volume issues and all that kind of stuff. But the reality is volume is still closing. There are still people doing it. One of my coaching clients in two years became the number one loan officer in the company, right? Went from absolute bottom, nobody paid attention to her to number one in two short years. Timdavisonline (00:27.256) did something like eight or $9 million last month in a very rural area with her loan size being around 227, $227,000. That's a lot of units. But here's the thing. I'm going to give you the secret today to winning in the marketplace. And it's really easy. It's just show up, answer the phone and go out and do events. Those three things right now are winning in a big, big way. I was down, you know, I travel around and do the personal branding mastery events and Timdavisonline (00:55.788) We were in Baton Rouge, we did $9.3 million in referrals just from that event. We were there for like two hours. I flew over to Beaumont, Texas. We did another $4 million. And I got to tell you, what I heard from real estate agents constantly at both of those events was nobody else is doing anything. Like other lenders aren't doing anything at all. You know, maybe, maybe they get a phone call from them, right? And I think our mind plays tricks on us and we think that all these other people are doing this and they're not. Timdavisonline (01:25.41) I hear from real estate agents constantly that they are not hearing from or going to events or putting, you know, getting education taught to them by, by loan officers. It's, very few people that are doing that. And if you go and look at production records and I've got tons of proof on this, know, loan officers that are teaching classes are winning at a bigger level right now. It's just that simple, right? Because conversations equal contracts. You hear me talk about that all the time and I can do one-off lunches. Timdavisonline (01:55.35) And that's great. But what if I could get 50 of them in a room? If I could get 50 of them in a room and get 20 % of them to give me a referral, it's a hell of a day. Now I need to get good at speaking and presenting and all that fun stuff, but you can learn that. It's not that hard, right? That's the thing guys. The business is out there. If you just answer your phone, if you just show up, if you just put a little elbow grease to activate the market, the market will respond. Cause here's what I know. Somebody's getting that loan today. Timdavisonline (02:49.844) Probably going to get it from that loan officer that taught that class. Maybe you should consider getting in that group. And if, and if you don't know how to do that, I got a great deal for you. It's $1 to join the coaching. We've got coaching every Monday. You could get four coaching calls for just $1. The originators guide.com group coaching, sign up, get on the inside. In the meantime, keep listening to the podcast. Find the lock that loan. Have a successful day. Talk to you guys real soon. See you. Bye.

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 Timdavisonline (02:13.999) 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. Timdavisonline (02:42.641) 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) You know, over the years I've heard some loan officers and they'll complain about real estate agents, this, that, or the other. And you know, out of the heart, the mouth speaks, right? And when you're complaining about someone or a group of people that you actually earn your living from through referrals, it shouldn't come as any surprise to you if you're not getting those referrals, right? People can sense whether or not you're being genuine with them or not. So I want to give you some tips today. on working with relation, working relationships with real estate agents in a very genuine way. And tip number one is just that, like you have to have a genuine like and want to get to know real estate agents. Like you have to have a genuine appreciation for the hard work that they do every day. They get up looking for business just like you do, right? They have challenges of, you know, income and expenses and which marketing to do just like you do. And so are you approaching them as a peer and as a friend and understanding that they're out there hustling and if they get an opportunity and send that to you, you should be grateful, right? So that's number two, right? Are you grateful for the real estate agents in your community? And they're gonna know if you're grateful for them or not, right? And so you have to be, you know, genuinely care and really grateful. And then number three, you have to be appreciative of them, right? What are you doing to show appreciation to your agents? I've got two of my coaching clients and they throw big appreciation parties for real estate agents every year with awards and all kinds of awesome stuff. And the agents really know, hey, these originators appreciate me. So it's no surprise. Each of those originators are up well over what they were last year in the, you know, closing on, you know, up to a hundred and even over a hundred million dollars in business in a marketplace where some originators are scratching their head wondering what the hell just happened. And so are you genuinely interested? Right? Genuinely grateful. And do you show an abundance of appreciation or do you just behind closed doors complain? Because I'm going tell you right now, if you're behind closed doors and you're complaining about this, that, this, that, or the other, it gets picked up on. Right? And the universe knows, right? And there's no wonder that you don't have business. Right? So get your genuine gratefulness. and appreciation on for other people because we're all in this together guys. We're all in it together. And 2025 is going to be awesome or it's going to be miserable. That's your choice. Here's what I know. Somebody's looking for a loan. Your job is to go find them, right? Go find that mortgage loan. Talk to them. Originate it. Lock it in. Have an awesome, successful day. And if you need help doing that, the $1 for one month coaching special is still going on and you need to check it out. Theoriginatorsguide.com. Get involved. These originators I talked to you about today, they're in the group. Learn from them. Jump in. Y'all have an awesome day. Talk to you guys real soon. See you.

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.

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. Timdavisonline (00:30.114) 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, Timdavisonline (00:58.764) 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. Timdavisonline (00:30.018) 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 Timdavisonline (00:59.692) 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. Timdavisonline (01:19.622) 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 Timdavisonline (02:44.884) 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? Timdavisonline (01:51.574) 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 Timdavisonline (01:46.367) 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. Timdavisonline (01:19.304) 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. Timdavisonline (02:16.744) 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. Timdavisonline (02:46.42) 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.

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, TheOriginatorsGuide.com podcast, home of your coaching tip in under three minutes or less. We are zooming into 2025. It's already January 3rd. And I want to give you today a coaching tip that is what I call the fastest path to the cash. There's a number of ways to generate leads and you need to explore all those ways to get leads into your business. But if you need leads and you know, always say your number one job.   find a loan each and every day. Nothing else matters, but finding that loan. The fastest path to the cash is through a conversation. That's it. Always picking up the phone, intentionally calling somebody, having an offer in mind, building rapport, presenting the offer, closing the transaction. It is the number one way. Conversations equal contracts guys. And it's the fastest way for you to get on track. What I learned over my years is Your first 90 days in every year really matter. So whatever your goal is for the year, you break that down into quarters. And let's just say that you break down, you're going to do say 28 million this year and you divide that by four quarters, that's $7 million a quarter. You got to hit at least 70 % of that target by March 31st. Anything less than 70 % of your goal by March 31st is going to be like pushing a rope uphill the rest of the year. 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 excited about. I want you to be at a hundred percent of your goal by March 31st. But the key to that is a fast start. And the fastest way to put a loan in your pipeline is through a phone call. Who do you know right now that you need to call? What real estate agent, what builder, what financial planner, what divorce attorney, what sphere of influence, right? What neighbor, what friend, who do you need to call right now and activate an opportunity for a referral. That's your goal. No matter what else is going on, spend time on the phone. Nothing else beats conversations. Conversations always equal contracts. I even wrote a book on it. You can check it out on Amazon. Go over to Amazon, look up Conversations Equal Contracts by Tim Davis. I think it's like nine, 10, 11 bucks. Super great investment. It's got all kinds of conversation starters, how to flow the conversation, how to ask for the referrals, all of it's in there. Might be good for this year.   You had a copy of that book. Now we're also running a special on our coaching. If you go over to theoriginatorsguide.com and youclick on group coaching, you can get involved in our group coaching for only $1 for the first 30 days. That is practically free. So if you want some of that accountability, you want to get around to people of high achievers, check out theoriginatorsguide.com, the group coaching section. But regardless of all of that, make sure you have conversations. Thanks for listening to the podcast. 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 real soon. See you. Bye.

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

Today I break down the simple strategy to grow your mortgage business up to 42% in the next 12 months!

Hey, hey, what is up, everybody? Tim Davis over here at theoriginatorsguide.com podcast, home of your coaching tip in under three minutes or less. Let's get started. Guys, I learned this a long time ago. I want to share it with you today. And simple to say, for a lot of people, it's hard to do. But it can make all the difference in your life and your business. Here we go. Success follows speed of implementation. How many times in your career have you heard of a great idea? You went to a conference, you listened to a podcast, you had a coach, you had whatever it was that entered your life, and you're like, that is a good idea. That could change the direction of my business. I'm going to do something with that. And then you don't do anything. Here's what I've learned. Within 24 hours of learning a new idea, if you haven't taken some sort of action towards implementing that new idea, it's almost like you've never heard it. Participant (00:56.462) It just disappears until some morning in the future and you're in the shower and boom the idea comes back and you're like dang it I didn't do anything with it or worse yet your competitor down the street heard the same idea and they took massive amounts of action. See actually a lot of people they try to perfect it right they try to think through it they're like what do I need do I need this this this and this and they overthink their way completely out of opportunity. So remember that success follows speed of implementation, not speed of perfection. All right guys, here's what I always say, and it is absolutely true. Somebody in your city or within the area that you're licensed is looking for a mortgage loan today. They're going to apply with someone. The question is, is that someone going to be you? The number one thing that holds people back from getting new loans is exposure. Just enough people don't know who they are. That's our job. Participant (01:54.584) Go get more exposure for yourself. Make yourself available. Fine. Lock that loan. If you need help putting together a business plan, buzz on over to theoriginatorsguide .com. We have a free webinar on demand. You just put in your information. You get to see it right away. All four phases we use to build our business. We cover the circle of referrals. We cover branding. We cover everything that you need. Go check that video out. All right, guys. Thanks for listening to the podcast, for watching it. We appreciate you guys. Share it with your teammates, and I'll talk to you guys real soon.

Participant (00:00.0) Hey, what is up everybody? Tim Davis over here at theoriginatorsguide .com podcast, home of your coaching tip in under three minutes or less. Let's get started, guys. I want to take you back in time to when I first got into the business. My friend, Chad, his name is Chad, and he was working in the mortgage industry and he called me one day. I was actually working at a finance company, basically handing out 24 % loans and taking your couch as collateral. Participant (00:28.002) And he called me and said, man, you really need to come investigate this mortgage business. We're hiring right now. You can do exceptionally well. Now, I was living in an efficiency apartment. I didn't even own the furniture. But he told me what he was making, and I got in my car and I went right over. And I interviewed for the job, and they hired me on the spot. And I said, OK, just tell me what I have to do, and I will absolutely go do it. And my first mentor in this business said something to me. It's lasted my entire career, and it's today's coaching tip. Participant (00:56.428) He said, look, Tim, all you got to do every day is go make one loan to one person. That's it. And that just stuck, because so often we get distracted with this, that, this, that, and the other when the real purpose is, who are we going to talk with today and have a conversation and lead to an application that leads to a closing? Can you imagine if you just focused on that one thing each and every day in your business, how much more productive would you be? Participant (01:25.486) I know loan officers out there right now that are killing it. My business partner did $28 million in fundings just last month. Plenty of people in our coaching program are doing $4 or $5, $6 million consistently month after month. Closings are happening. So if you're not having closings, you have to ask yourself, why is that? And are you focused on the right things? And the strategy of find a loan every day Participant (01:51.116) really centers yourself, right? It just eliminates all distractions. It puts the blinders on. And it makes you and forces you to think, who am I going to talk to today? Who is going to apply today? And how do I get in front of them? And how do I make sure that I ask for that opportunity? So that's your coaching tip today. If you need more, we've got a couple of resources for you. Go over to theoriginatorsguide .com. Check that out. You can also go over to themortgageprofitplan .com. That's a new site that we built. Check that out. Both of those resources can help you time. Participant (02:20.728) Theoriginatorsguide.com will show you a video of exactly what we're doing to build our business, and invites you to go take a look. Breaks it down, step by step. All right, guys, that's the tip. You know what I always say, somebody's going to apply for a loan. Why don't they apply with you? Make yourself available. Have a successful day. Go find and lock that loan. Share the podcast. And I'll talk to you guys real soon. See you.

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The Power of Creating Conversations

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