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You can have star loan officers and star teams, but if you want to build a top 20 lender, the best formula is to map out a real formula to win. Joe Mazzulla has this rare trait. This is why he can stay steadfast in the storm. Listen to him here and ask if your leader is a culture guy or a numbers guy. What got us here will not be what works in the future, even the Culture guys would be smart to find a new leader who is like this. 🙏 (pause to listen to the video please) 👁️ As I am helping my clients sign up top 20 lenders who see the need to move to digital labor and an inside out approach to decisioning I am noticing one common theme of the real winners in the industry. 💪 A strong Brand of Culture or a strong strategy leader who understands advertisement spend in a new age world.  We know the companies with a strong brand and strong culture, they face the same challenges the other 200 lenders do in my rolodex.    The companies who have given a new strategy leader to someone with a background in top of the funnel KPIs, but also experience in the technical engineering space of LLM modeling, UI Path, Machine Learning, the why behind OCR verse the what.   These are the companies who will win from a volume stand point, but also be profitable along the way.     🖥️ The companies are building models around the understanding of .bps of consumer direct and .bps of their retail loan officers.    These companies understand what the result is of each ad dollar on social, ad dollar on physical, and KPIs around recruitment.   📈 This allows a leader to understand if they are able to offer a lower rate by .125 what is their lead rate, application rate, click to close, and life time value of the customer in this new rate environment.      📊 These leaders understand why reducing the cost on operations cannot be a liquid flow with no time to cost motion studies.     📉 The people who got us here are not going to be the ones who get us out.   100% of all home buyers start online.   50% of purchase business comes from buyers agents who do not close enough they will want to negotiate with the buyer in a new world.     🧠 What I am saying is this new position is not going to be inexpensive, and the hardest part will be the traditional roles of CIO, CTO, Head of Innovation, COO, etc will have to answer to "the brain".     I am happy to elaborate on this in the future, but this is real rare.  Some companies have someone close in the CMO role, but with no pull in operational or digital labor decisions.   This is all connected.

Perhaps the greatest differential between a $70,000/year loan officer and the mid to high 6 figure earner in our industry is the existence of a team. The truly high-dollar sales activities—the phone calls, coffees, lunch and learns, networking events, and the all-important follow ups afterwards—should occupy the bulk of our time, because it’s those actions that lead to deals in the pipe. If you’re a loan officer, who chases your conditions? Orders your credit supplements, reviews your tax returns, extends your locks and restructures your deals when things go off the rails? These are important tasks to be sure, but if you want to take your career to the $300 - $500k in annual commissions level, those tasks need to be done by someone else so you can build the next relationship, set the next meeting, and make that next phone call. At Tabor Mortgage we excel at taking mid-range LOs and helping them build a support team dedicated to them, freeing our loan officers up from all the support-work so they can dedicate all their time to prospecting, nurturing referral partners, and growing their pipelines. If you made less than 150k in this business last year and want to 3x that over the next two years, give us a call and let us show you how building the right team around you can make your life easier, your pipeline more full, and your paycheck fatter.

For loan officers building their businesses and personal brand, it’s important to keep the 3 G’s in mind and to implement them throughout the workday. Realtors/referral partners, list agents, loan partners, processors, underwriters, closers, attorneys, and paralegals, the borrower… each closing has dozens of folks who touch it along the way and keep it moving to the closing table. It’s easy to collect the commission and move on to the next one, but if you’re building your origination business and not just doing a job, integrating the 3 G’s into your workflow is imperative. Gratitude—Do you like that feeling when your processor/loan partner tells you one of your deals is clear to close? That’s the perfect time to thank the folks who helped it get there. Did you close 2 million bucks in volume last month and make 24k in commissions? A gift card to your processor or loan partner, or a handwritten thank you note to the paralegal or underwriter, will go a long way to making sure months like that keep happening. Graciousness—This is a tough business on the best of days. People make mistakes. Go easy on them when they do. It’s easy to blame, get angry, point fingers, and fire off an angry email. Most folks do when things go off the rails. When you don’t—when you give grace and latitude—it stands out and is remembered. Kindness has a way of coming back to us. Generosity—Give generously. Keep a list of people who have assisted you thus far in your career. Referral partners, your spouse, your circle of influence, 3rd party vendors, underwriters, ops staff…whatever you’re getting done, you aren’t doing on your own, and if you want to do more and make more, slow down long enough to give—gifts, thanks, assistance, acknowledgment, appreciation, praise, courtesy—to those around you helping you grow your business. To see if our team is the right fit for you, email a copy of your resume to todd@tabormortgage.com.

"Look beyond transactions – you can win a customer for a lifetime" Your existing customer is a real treasure (pokkisham) and a great value. If you want to become highly successful in Banking, you need to become the go-to person for your customers to discuss any financial need. We often see tellers in a Bank (once they finish the transaction) saying – “Next”.. indirectly indicating that you can move on! A few chit-chats or interaction with customers would give immense opportunities to understand needs and cross sell. This is true to any industry, not just Banking. Below is a real story (but names changed): Joe is a sales officer in a Bank, handling Car loans in the Mumbai region. One day he met Jack in a car dealership. Jack runs a small factory on the outskirts of Mumbai. Jack’s business is in an unorganized sector, he does not have adequate financial statements, hence was struggling a bit to get a loan. Joe was proactive, he assured Jack that he can help with an “assessed income” product from his Bank to buy the car. Joe visited Jack’s factory, observed the stocks, inventories and bills to assess his income. He also visited Jack’s residence, met up with Jack’s cousins & friends. Loan was quickly processed and disbursed. Jack took delivery of the car the next day. Jack was very happy and Joe was in constant touch with Jack. What happened subsequently was very interesting! 1. Jack’s cousin took a car loan from Joe. 2. Jack took a home loan from Joe. 3. Jack opened salary accounts for his employees from Joe’s Bank. 4. Jack’s son got admission for higher studies in Singapore. Joe helped with an education loan. 5. Jack’s father went sick suddenly and was hospitalized. Joes helped with a quick Personal loan. 6. Jack’s second cousin took a car loan from Joe. 7. Jack took Joe to his “association of manufacturers” and introduced Joe to the members. Joe booked multiple loans from that pool. 8. Jack upgraded his business, took machinery / equipment loan from Joe. 9. Jack took term loans, current account, and OD products from Joe. 10. Jack wanted insurance for his family, vehicles, equipment, etc. Joe liaised with the Bancassurance team in the Bank to get these policies. 11. Jack’s son (student) wanted a credit card. Joe gave a credit card to Jack and an add-on card for his son. 12. Jack started exporting his products. Joe helped with LCs, BG and Forex. Joe is still in the car loans division of the Bank, but he is the go-to-person for Jack for any of his financial needs. Joe never misses an opportunity to support Jack. He goes extra miles to cater to the needs of Jack. Joe liaises with every team in the Bank to ensure that the experience is great. Now, Jack, his family, his associates are all the lifetime customers for Joe. How many of us think like & act like Joe? "Look beyond transactions – you can win a customer for a lifetime" #bankonbalaji

Every year our agents experience the joy and excitement of helping families realize their dreams and reach their goals. We are skilled in brain-storming, trouble-shooting, guiding and counseling. Sometimes it feels easy, other times challenging and times that lead to tears. By identifying potential problems and preparing for them you learn what to do well, what to look out for and avoid and how to get consistency in your customer service. In our on-going effort to increase our store of knowledge and share helpful information on the team, we work through our issues together and support newer agents on their journey. Here are some broad categories and issues encountered. Buyer gets cold feet This happens. Do more buyer education and ask questions. Get to the heart of the matter while maintaining the relationship. There could be deeper issues present. Listen to the actual words used and note body language. If buyers are purchasing as a couple they will need to agree as to criteria, timeline, urgency, financing, etc. Buyer thinks problem is bigger than it really is This requires housing knowledge - go to inspection and ask the right questions. Learn about houses to your best ability. Ask questions. Give support not defiance. Buyer & Seller too far apart on price This issue is usually solved by your market expertise and your ability to find and show comparables to justify price. Your reading of the market, inventory levels, interest rates, micro and macro economic news is important to guide the buyer. Financing issues - getting FHA / VA approved Use your expertise to determine up front whether a property will likely pass FHA/VA appraisal guidelines so as not to waste our buyer’s time. Check for condo approval on the FHA/VA websites. Talk to listing agents as well to see if seller will accept FHA/VA even when not listed in MLS. Agent in transaction is hard to work with Communication is poor, not enough, slow to respond Different styles, personalities, friendly, arrogant, aggressive, aloof Incomplete MLS info or insufficient additional documents provided Don’t be afraid to call the agent and ask for performance Financing issues Buyer’s not communicating or cooperating with lender Poor performing loan officers - demand service, identify and communicate with processors or assistants Appraisals Value came in low - talk with listing agent, make sure your conventional PAs include the low appraisal language to protect your buyer and determine if he can cover any shortfall if the seller is unwilling to cooperate Work orders - talk with listing agent, talk with the lender, get exact instructions what needs to be done and who can do the work Walkthrough issues Damage, debris or personal property left behind, inspection repairs incomplete Buyer can accept condition without concession and close Postpone closing, buyer finds interim housing If you are willing and it’s within your budget, offer to pay to facilitate $$ Inspection items not completed

This is for my loan officer friends. Why you? Loan officers spend the majority of their time trying to set meetings with realtors and other referal partners to try to “earn their business” Why should they send that business to you instead of the other 271 loan officers calling them for it? Is your answer any of the following? I answer my phone I have great rates I have a bunch of programs I am “seasoned” If so, that’s what EVERYBODY is saying and should be the bare minimum as that is your job. They’re betting their reputation, their paycheck, and their time on you. The buyer is betting their family’s home on you. Yet your answer is “I’ll answer when you call and I’m cheap”? Loan officers all say that and then wonder why the borrower leaves for a lower rate. Because those “specialty” products are only 10% of the market, the other guy answered his phone, and the great rates you told them about were undercut by that call center LO. The reason most loan officers cannot answer this is in a meaningful way is because they do not have a defined “who” WHO are you helping? What is their problem and how do you solve it for them? Are you selling process or price? For me, it’s mid-luxury buyers. They value time over money, they are good with tech, and they communicate in the way I want to (text) I understand their issues because I study them (and flat out ask) and I craft my offers and process around them. When agents ask me “why should I work with you?” My answer is “I don’t know if you should, tell me about your buyers and problems” What problem do you solve, who do you solve it for, and how? When you answer that, you answer why you.

Attention Loan Officer friends! As the first quarter of the year is coming to an end and sprint being upon us; it is a great time to make sure you have all the tools in your arsenal for a successful 2024! After over 20 years as a Loan Officer, I get asked a lot why I chose @the_moneystore and why I LOVE it here. Here are my top 5 reasons and a little video to go along with it. TRANSPARENCY, TRANSPARENCY, TRANSPARENCY.... Transparency in Pricing, true cost to produce, company status, reasons for decisions made. How many of you really know what your company is charging for margins, costs, salaries, etc. This was my number one condition. 2. The Money Store is not a public company or substantially held by an outside entity such as an insurance company, builder, or private equity. These ownership models all require companies to sell their souls in hard times ( like now) and put pressure on every single aspect of your daily life at the company. We are held by a private family trust. 3. We do not have layers upon layers of management in every department run by committees making decisions that only have the best interest of management and investors in mind and do not fully support the individual needs of the branch sales teams. We have a direct line to management. 4. We adapt quickly to market conditions and add programs in a very prompt and timely manner to accommodate our sales teams. Our requests do not sit in a que or committee waiting for all the various departments(compliance, legal, IT, etc) to agree (usually late to market) and implement. 5. And my fifth point has many components. No AMC's required, great marketing platform and an entrepreneurial way of allowing managers to run branches as they see fit and finally and very importantly, a Low cost to produce ( see #3) which allows us great rates and margins. #success #team #callmetoday Like, comment, share + follow for more DM me with questions FOLLOW ME @giesermama_homeloans Hi, I’m Marla Gieser, YOUR Mortgage Lender. I am looking forward to being on your homeownership team and helping you bring your dreams of homeownership to life! Marla Gieser | Loan Officer NMLS 669357 661-645-5618 Marlagieserteam.com

Dealing with a significant decline in the auto loan business can be challenging, but there are several strategies to address and potentially reverse this trend. Here are steps to cover up and ultimately mitigate the impact of high degrowth: 1. **Analyze the Root Causes**: - Conduct a thorough analysis to identify the primary reasons for the degrowth. Factors could include economic downturns, increased competition, changes in customer behavior, regulatory changes, or internal inefficiencies. 2. **Improve Customer Acquisition**: - Enhance marketing efforts to attract new customers. Utilize digital marketing, social media campaigns, and partnerships with car dealerships to reach a broader audience. 3. **Refine Targeting and Segmentation**: - Focus on specific customer segments that are more likely to need auto loans. Tailor your products and marketing messages to meet the needs of these segments. 4. **Enhance Customer Experience**: - Improve the loan application process to make it faster and more user-friendly. Offering online applications and quick approval processes can attract more customers. 5. **Competitive Pricing and Offers**: - Review and adjust your interest rates and fees to be more competitive. Introduce special offers or promotions, such as lower interest rates for a limited time or zero down payment options. 6. **Strengthen Relationships with Dealerships**: - Build strong partnerships with car dealerships. Offer them incentives to refer customers to your auto loan products. 7. **Diversify Loan Products**: - Introduce new loan products that cater to different customer needs, such as loans for used cars, refinancing options, or loans with flexible payment terms. 8. **Leverage Technology**: - Use data analytics to better understand customer behavior and preferences. Implement advanced risk assessment tools to reduce defaults and improve loan approval rates. 9. **Customer Retention Strategies**: - Focus on retaining existing customers by offering loyalty programs, refinancing options, and excellent customer service. 10. **Operational Efficiency**: - Streamline internal processes to reduce costs and improve efficiency. This can include automating parts of the loan approval process or improving risk management practices. 11. **Training and Development**: - Invest in training for your sales and customer service teams to improve their effectiveness in acquiring and retaining customers. 12. **Transparent Communication**: - If appropriate, communicate openly with stakeholders about the challenges and the steps being taken to address them. Transparency can build trust and support. 13. **Explore Alternative Markets**: - Consider expanding into new geographic markets or customer segments that may be underserved. 14. **Monitor and Adjust**: - Continuously monitor the performance of your strategies and be prepared to adjust them based on what’s working and what’s not.

Why Most Brokers Fail Back in 2001, while working as a Mobile Development Manager for Wizard Home Loans, I was astonished to find that after recruiting brokers and putting them through a six-week training course, about 80% of them would fail within a couple of months. This attrition rate is mirrored throughout the industry even today. So, why do so many brokers fail? I believe it primarily comes down to the skill sets required to be a proficient broker. Effective brokers need a mix of skills: ✅ Being personable to build rapport, understand a client's needs, and establish relationships. ✅ High attention to detail to dot the i's, cross the t's, and be good with numbers. ✅ Creativity and lateral thinking to devise solutions and work out serviceability, enabling them to think outside the box and make deals work. ✅ A methodical approach to ensure all the right documents are collected and checked. ✅ Patience when dealing as an intermediary with various partners such as clients, referral partners, banks, relationship managers, credit assessors, and solicitors. Throughout my years in broking, it's been rare to find someone who excels in all these areas. These diverse skill sets seldom allow individuals to fully exploit their potential or 'zone of genius'. Once I identified the areas where I excelled—building relationships and devising solutions—and embraced the 'blue ocean' thinking necessary for business growth, I focused on these strengths. I then surrounded myself with people who were passionate about and skilled in the areas I was not. As a result, my business thrived. It's tremendously gratifying to have a record month without feeling like you've worked all the hours to achieve it, thanks to a team that owns their roles, drives outcomes, and works harmoniously in their zones of genius. If you'd like to discuss how you can stay on the right side of the statistics and develop a business you're proud of, please respond below, and I'll be in touch to show you how I can help.

We are looking to hire 20 Licensed Consumer Direct loan officers!!!! YOU MUST BE LICENSED AN HAVE A ACTIVE NMLS LICENSE! We are licensed in 24 states, and pending approval in 4 others. We have world class tech and inbound leads, and rates as high as 6.5% and as low as 5.375%. Average rate being sold is 6% to 5.75%. This is a ground floor opportunity with extreme room for advancement as we continue to GROW! Loan officer compensation plan is as follows: 35k base salary 12k sign on bonus (Paid bi-weekly over first 90 days of employment) $0 - 1 loan closed $500 - Per 2-3 loans closed $1250 - Per 4-6 loans closed $1500 - Per 7+ loans closed (NO COMMISSION CAPS) 100 bps - Self Generated Loans ****This comp plan is a retro active comp plan, meaning if your closing 7+ loans a month here you would get $10,500 for 7 loans + your salary, and if you close 8 loans you would get $12,000 + your salary, etc. ****Our loan officers have a FLEX schedule. Meaning they choose when they want to work M-F its either 9-5, 10-6, 11-7, or 12-8. Monday through Friday. No weekends. If weekly sales goals are hit by end of business every Thursday then Fridays off!!!! Family is Important to us and worklife balance is a cornerstone of our culture. ****Our Average turn times right now are 24, 24, Same day close. We are closing refis and Purchase in 2-3 weeks tops. Processing and underwriting all in house with ability to broker if below a 560 credit score. ****OUR LEAD SOURCES. We are currently working Freerateupdate.com live transfers and branded exclusive web leads for both purchase, cashout refinance, and HELOC. We also have credit data direct mail for cashout/debt consolidation, and daily trigger leads that get loaded directly into our CRM every morning from experian and loan officers just take them as they please. We are also in process of onboarding with Lending Tree for there long form debt consolidation leads. ****TECHNOLOGY. TO MUCH TO LIST! BUT TRUST ME 90% OF THE CLERICAL STUFF YOUR DOING WHERE EVER YOUR AT IS AUTOMATED HERE. EVEN CUSTOMER SERVICE 💪💪💪🦾 WHAT MORE COULD A LOAN OFFICER ASK FOR IN THIS MARKET!?!?