Get high off your own supply this 4/20

In honor of 4/20, I wanna share one of my favorite movie lines of all time: 

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“Never get high off your own supply.” - Tony Montana, Scarface (1983)

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And even though that’s become a classic phrase…

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It doesn’t really apply to our business as LOs. 

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In fact, I always get high off my own supply – except my “supply” in this case is my pipeline.

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So today, I‘m gonna break down EXACTLY how you can win more Listing Agent relationships.

Master these 3 steps and you'll 2x your organic lead count in 2024.

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Step #1: The Tuesday Pipeline Meeting

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Schedule a recurring meeting with your Assistant (if applicable) and your Loan Processor every Tuesday morning to review EVERY loan in the people starting with the soonest closing date. 

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Pro Tip: Never schedule Monday morning meetings, it’s been proven through studies that morale is the lowest on Monday mornings, and let’s be honest, Monday morning meetings suck. 

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Have a dynamic (cloud based) spreadsheet created and prepared (Google Sheets or Microsoft Sharepoint).

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Here is a pre-recorded video explaining exactly what is on this spreadsheet directly from the GO! Coaching eClassroom:

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GO! Tuesday Update Tracker

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Now that you have this, it’s time to start wowing some Listing Agents.

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Step #2: Phone Power Hour Prep Work

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Time block this as a recurrence every Tuesday at 10am-11am (minimum one hour) and protect this time at all costs: 

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“Power Hour: Tuesday Updates”

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^literally just like that, every Tuesday, as a recurrence, FOREVER, in your calendar. 

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Take a moment to quickly Pre-Call Stalk (PCS) each new Listing Agent with a quick online search so you can find something unique about him or her.

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This will show your professionalism and one of the top rules of phone prospecting is to affirm people with something that is unique and special to them (scripting example coming to you in 1-2 minutes, depending on how fast you read, lol). 

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Pro Tip: Do NOT worry about pulling up the Agent’s production numbers. 

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Ignorance is bliss and you’ll just psych yourself out, just make the call and build your roster of 500+ Agents that know and like you. 

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Step #3: Tuesday Update Scripting

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“Hi [Listing Agent Name]?” ← Curious and Confused Tone ❌

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“Hi [Listing Agent Name]!” ← Confident Tone ✅

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“This is [Your First Name ONLY] with [Your Company Name]!

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It’s great to meet you! 

[Do not say ‘How are you?’]

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I am the Buyer’s Lender for [Subject Property Address], do you have just 1-2 minutes tops, please? 

[Do not say ‘do you have a couple minutes’]. 

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Great, thank you! First off, congratulations on having this property go under contract, and thank you for accepting our pre-approval letter!

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These Buyers are awesome people and like all our buyers, we go above and beyond for them. We’re honored to be working with you. 

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So listen, I know the two biggest complaints from Agents about Loan Officers are that they don’t provide proactive communication and/or take contract dates seriously. 

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Not us, so here is what we’re committed to doing for you:

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Every single Tuesday, like clockwork, I will call you with a very quick status update, so you and your Seller are always in the know. 

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Second, we will ensure closing on time and accurately. 

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Does all that sound good? Great!

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Well let’s jump into your first Tuesday update, but before I do, three quick questions:

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One, does your seller need this property to close in order to purchase their next place? 

[If ‘yes’, say you will expedite the file].

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Secondly, I show the mortgage contingency date of [2/15] and the closing date of [2/28], have any of those dates changed?

And lastly, have any seller credits been issued since the negotiated contract?

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Cool, here is where we’re at:

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The appraisal [provide a quick status of the appraisal] and underwriting [provide a QUICK status on the loan application, be brief, not overly detailed]. 

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Overall, we worked really diligently upfront at the preapproval stage and I don’t anticipate any issues. 

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That’s your first Tuesday Update. 

[Say the word Tuesday so they don’t bother you in-between days]. 

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Is there anything else I can do for you? 

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[Pause] 

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Are you sure? 

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[Pause]

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Thank you [Listing Agent Name], by the way, I read your bio online and think it’s super cool that you [won Rookie of the Year in 2019] or [have visited 14 different countries]. 

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[Pause, converse about it]

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Last question I have for you [Listing Agent Name]:

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I believe in earning opportunities and look forward to auditioning for you on this transaction. 

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It’s a big deal for me to be in this transaction with you, so if I wow you, will you consider meeting with me? 

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I can share with you what I am doing for my other Top Agents to help them win more. 

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[Pause]

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Nice! Thank you [Listing Agent], you strike me as a person of their word so I’m excited to meet with you.

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Talk to you next Tuesday!”

__

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Bada Bing. 

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Bada Boom.

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Once you get off the phone, connect with that respective Agent on FB or IG. 

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And if you’re an active GO! Coaching Modern Loan Advisor community member, you’ve learned how to optimize your social profile along with having top notch content…

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So when that respective Agent scopes you out, he or she will be blown away. 

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The key now is for you to honor YOUR commitment in calling EVERY. SINGLE. TUESDAY and to give them a quick update. 

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And in the words of Tony Montana in Scarface:

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“The world is yours chico, and everything in it.”

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Go get ‘em.

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-Amir 

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