There’s a reason you’re not making money

When it comes to hitting your sales goals, there’s one thing that differentiates an “average” mortgage professional making $70k-$100k from someone producing $10M+.

Can you guess what it is?

It’s not their education.
It’s not the level of training.
It’s not their location or region.
And, it doesn’t even have anything to do with the economy.

Because the #1 money-making secret on the planet is all centered around your ability to say NO.

Think of it this way…

Take Warren Buffett, for example. He here’s at least 100 business pitches and he doesn’t invest in all of them. He’s mastered the art of saying NO.

Now, let’s look at the average loan originator in the world and how they spend their day.

Notice how their time is spent every day.

24% of the day goes to prospecting for new deals. Yet, only 5% is spent actively selling.

Let that^^^ sink in. The average loan originator is spending 5x more time prospecting than selling.

Translation: Their conversion is not where it needs to be. They’re spending a large majority of their day constantly trying to find new people who they can’t close.

They don’t have a skill issue… they have a major conversion problem!

Now, let’s look at the downtime of 15%. So, out of a 10 hour day, 90 minutes is spent doing NOTHING. That’s enough time for two consultations which could yield anywhere from another $6,000 to $10,000 in revenue every single day.

When you add to that the time spent traveling (11%) and administrative tasks (38%), nearly half of the day is spent on non-revenue generating tasks.

No wonder the average loan originator feels like they’re working SO hard to make pennies on the dollar!


How to Master the Art of Making More Money

So, you see when you can craft your day around the tasks that are bringing in money, then you can actually work less and make more.

Let’s explore how a high performing loan originator spends their day.

See the shift?

Their prospecting (24%) is yielding nearly twice as much active selling (47%). Both travel time (4%) and down time (7%) are minimized, which means most of their day is focused on revenue-generating tasks.

In today’s technology age (especially following the pandemic), leveraging technology like Zoom and FaceTime can easily cut out (or at least cut down) your travel time. 

The ultimate goal is to not to travel or to at least convey your value enough that people will come to you.


3 Strategies to Close More Deals

So, to make sure you’re spending your time as efficiently as possible, you’ll want to focus on these three things:

  1. Prospect the Right People. If your prospecting is not yielding enough real selling, then chances are you’re not talking to the right people. Or, it could be that you don’t know what to say to close the deal. Either way, your conversions are so low they’re working against you.
  2. Have Impeccable Follow Up. The highest performing mortgage professionals are excellent at following up and following through. They have great handoffs from their referral partners, they have great setup, and have mastered disruptive interviewing. And they have a system to ensure that no one falls through the cracks.
  3. Create a Point of Sale Strategy. The best of the best do this so well they don’t even have to think about it. When you have a strategy to turn every buyer into another point of sale then you don’t forget to ask for referrals, you don’t forget to follow up, and you value every relationship because you know it could yield more sales. That’s why the top 1% of mortgage professionals are able to turn every buyer into 2 or 3 more buyers within 30 to 60 days. And, that’s the strategy you need to get 2x returns on your prospecting time. 


Ready to turn one closed deal into multiple? Let me train you how!

If your conversion isn’t where you need it to be to hit your financial goals then let’s work together!

I’ve created a unique 4-week, live training program to help you turn every conversation you have into a CLOSED DEAL.

But, not just that…

I also teach you how to transform one closed deal into multiple closed deals within 30 to 60 days. I promise you, the strategies you’ll learn in Conversion Xcelerator LIVE are what the top 1% of mortgage professionals are using right now to have record-breaking years.

Click here to see what you’ll learn in Conversion Xcelerator LIVE!

Register Now for Todd Duncan’s

High Trust Sales Academy

Nov 28 – Dec 1, 2023
Todd Duncan speaking at a High Trust Sales Academy event

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