The Mortgage Millionaire is designed to draw you into an interview between ghost-writer and mortgage trainer. This method allows you to relax and eavesdrop on the conversation, opening up your mind and allowing for creative thought. As the interview progresses, deeper and more creative ideas are discussed, offering the kind of help most loan officers never get. This kind of intuitive training is rare. The Mortgage Millionaire attempts to bridge the gap between the industry and this rare look at real world, experience-based, training. It is a must read for anyone wishing to better their sales ability and closing production.
William Bronson started out in finance in 1998, winning multiple sales awards and working his way up through the ranks to become one of the fastest promoted vice presidents The Associates National Bank (AHES) had ever employed. When The Associates was bought by Citigroup in 2000, he made a leap to brokerage lending. After careful planning and investigation he joined Carteret Mortgage Corporation in 2001, expanding to two offices in 2006. William worked for seven years as a vice president, national recruiter, mentor, and trainer for Carteret Mortgage Corporation, and is now involved in a variety of mortgage and real estate related fields. He is Founder of JobsForLoanOfficers.com, offering to help mortgage banking and brokerage job seekers and employers come together. Mr. Bronson is constant in his desire to better the mortgage industry, one person at a time.
...I was thinking about telling you about “pump it up.”
Pump it up?
Yes, sales managers typically and routinely tell their people to “PUMP IT UP” at their meetings.
I’ve heard it many times over the years. But some salespeople silently say, “HOW?” and then end up unhappy with their careers because they couldn’t answer that question or reach their potential.
I always say that it’s simple but not easy. If that’s the case, anyone can do it, it’s just a matter of effort and direction. The direction part is important. Without it, you’d look like a balloon sputtering around the room after being blown up and let loose. This is the primary problem with “pump it up.” No direction is given. They rely on sheer enthusiasm, which will burn out any sales force and require consistent hiring and firing.
Like running uphill against the wind.
More like running up a muddy hill in the rain, but I see you get the point.
Pumping it up the right way, with direction, is not rocket science. In martial arts, golf, and many other things in life, when you don’t know what to do, the coach tells you to go back to the basics.
The trouble is that many loan officers were not properly taught the basics, so they were kind of “self taught.” Teaching yourself is great, in some ways, and I don’t want to change what they’ve learned during their struggles. It builds tough skin, character, and strength.
However, I do want to bring up some basics that have brought me, and my group, great success over the years....