They Aren’t Referring To You Because Of You..

Loan Officer Freedom

Carl White

Education, Business, How To

4.9 • 753 Ratings

🗓️ 8 March 2023

⏱️ 13 minutes

🔗️ Recording | iTunes | RSS

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Summary

Welcome to your #1 podcast for loan officers in the country. In this episode, Carl White explains the psychological reasoning behind referrals. This may open your eyes as to why asking for the business actually works - and it may not be the reason you think…

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Transcript

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0:00.0	Hey, gang, Carl White here, and you are listening to Lone Officer Freedom, number one podcast in the world today for loan officers.
0:16.3	And thanks for you guys.
0:17.4	Hey, so this is going to be a little bit shorter of an episode, much to probably
0:22.8	some people's relief. I'm actually here for what we call our Freedom Club meeting in Puerto Rico,
0:29.4	and it's where everybody that's at our Freedom Club, which is at a high level of loan officers
0:34.4	that have learned to close a lot of loans yet have the freedom to
0:39.2	have the evenings and the weekends off. We get together three, four times a year, and this is one of
0:47.2	those times. And so we're in Puerto Rico. We're here for the next three days, and I'm getting
0:52.8	ready to go downstairs to hang out with
0:55.0	Kevin Gillespie and part of our group, which is called the Branch Manager Academy.
1:00.5	Real good group, it's where some of the top branch managers and company owners in the entire
1:06.6	mortgage business, myself included as one of the top branch managers of the nation, where we all
1:12.9	share ideas on day one of what's working best in our branches. So, and how can we help our
1:18.1	loan officers get even more production, have freedom of their own? Anyway, so I'm sitting here in Puerto
1:23.5	Rico. I'm getting ready to head downstairs. Those of you watching this on YouTube, I'm literally sitting here in my, in my hotel room doing the recording. Might have a little bit of
1:32.0	an echo here. But this is a real important message that I want to make sure you got today.
1:37.2	And so I'm going to do this solo. Yeah, this is a big part of the message, a big message here.
1:47.0	So I'm going to title this one,
1:53.5	they aren't referring to you because of you. They aren't referring to you because of you.
2:06.6	And what I mean by that is, like, once we understand why people refer to us, it's a lot easier to get more of the referrals, right? And we all know, I think we all know, that referrals are the highest closing ratio.
2:13.4	So like online leads close at around a 1%, maybe if you're really at the top of your game,
2:19.1	2%. In other words, you got to talk to 100 people. You got to get 100 leads just to get to one,
	...

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