Being a top performing Loan Officer isn’t actually about having the fanciest tools or the most cutting edge technology…
It’s the daily habits that set you apart.
Those small consistent actions that build up over time bring you the biggest results.
Here are the top 5 habits I’ve seen in the most successful LOs and why most LOs will never take these seriously.
1. Time AND Energy Management
“Time is money.”
Yeah, yeah, yeah…we know.
But very few of us actually learn what that means.
It’s basically our “effort-to-earnings” ratio.
Are we getting out what is required to what we’re putting in?
Simple algebra.
And the stuff we should have been taught in school.
The best LOs (and entrepreneurs) time block their day to focus on high-impact tasks.
This means carving out specific times for personal requirements:
And time for professional requirements:
No direction, no deeds.
Most people drift through life.
Few people are directed through life.
Have the vision of what you want.
Engineer your calendar to get what you want.
Vision + Engineer = Visioneering
“But Amir, what is ‘energy management’?”
Ah, you are actively reading, I like it.
Time management is self-management.
And self management involves energy management.
See, energy is finite.
Paying attention to your moods and energy throughout certain periods of the day and week is super critical.
For example: I follow a “strength, sell, and steer” framework on Mondays.
I lift legs Monday morning (get the hardest body part out the way first)
I then sell on the phone for three hours on Monday mornings (Monday morning meetings are what amateurs do).
I then steer (train, guide) my teams (quick hit meetings on Monday afternoons).
On Fridays, I am done at 1pm and have 3 hours blocked for me-time.
I realized my mood would be depleted by 12pm on Mondays by having meetings and that I was checked out by Friday at 1pm.
Put yourself in the highest energy levels to do high energy things and protect ya neck from energy vampires.
Look at your calendar for the week ahead…
Is it fully time blocked?
2. Forever Follow-Ups
The money is in the follow-up.
Too many of you work with a microwave mentality.
Thinking you’ll win every relationship in 60 seconds.
It’s not just about making the first contact—it’s about following up consistently.
Successful LOs have a system in place to keep track of their leads and clients, ensuring no one falls through the cracks.
They know that staying top of mind is key to closing deals.
4EVA.
^ Great license plate idea, btw.
3. Never Stop Learning
I led a national sales call the other day.
500+ LOs on this call.
They were really hyped up to have me on.
The first question I asked was this:
“Hey, by a show of virtual hands: how many of you have 1-2 hours of time blocked a week to read a sales book, or to listen to a sales video, or to listen to a sales podcast?”
Literally two people raised their hands.
Pathetic.
And most wasted $100k+ on a college degree…
But won’t invest an hour on their career degree.
The best LOs are lifelong learners.
They’re always attending webinars, reading up on industry trends, and learning new marketing and sales skills.
This past week, I personally finished two sales books.
The more I learn, the more confident I become, the more impact I make (and the money that follows).
If you have read this LO Launch Letter this far, you’re my type of people.
You are committed to learning.
Bravo, keep going.
Go time block 1-2 hours weekly to make an appointment with yourself labeled “Reading Time”.
4. Work in the days, Think in the decades.
I am currently coaching 23 Loan Officers that all have 30+ locked loans in their pipelines.
The major difference between them and the other scratch and dent, excuse-making LOs, is that they are long term minded and focused on moving the needle every day.
They understand this is a marketing and sales industry, so they invest 2-3 hours daily on those activities.
2-3 hours daily, for years.
Simple.
Stop complaining about the market, do the right activity, and live below your means.
I have nothing else to write about this.
5. Maintain a Healthy Work-Life Harmony.
Burnout is real.
The top LOs know that to stay at the top of their game, they need to take care of themselves.
They make time for God, exercise, family, and hobbies outside of work.
A healthy mind and body are crucial for sustained success in this high-pressure industry.
So here’s what you should do today…
Look at your own habits.
No, really, look at your habits.
Are there any areas you could improve?
This morning, I was really frustrated with myself, because I decided to watch an episode of “Fear the Walking Dead” on Netflix last night and went an hour past my normal sleep time, resulting in waking up an hour late this morning.
I will not let it happen twice.
Start small—pick one habit from this list and commit to it for the next 30 days.
You’ll be surprised at the difference it makes.
Remember, it’s the little things you do every day that add up to big wins.
LesssssGO. You got this.
Amir
P.S. We’re only DAYS away from our MAJOR GrowthCon event, and we only have a handful of seats left for those who are ready to take the rest of 2024 into their own hands.
This event is not for the weak minded.
You’re getting the most exclusive industry insights, strategies, and systems we reserve for our GO! Students.
Be in the right rooms with the right people.
Secure your seat at Fall GrowthCon 2024 ASAP.
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