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Have
you ever wondered how some people keep increasing their profits
even in a market downturn?
My name is Jack Bentler, I am one of "those people"
and I want you to know how I do it!
You
see, years ago I discovered five simple ways to be
successful. But before I share my "secrets,"
I want you to know that it hasn't always been this
easy for me. In fact, eight years ago I had
a debilitating illness that was so severe that I had to conduct
my mortgage business from a hospital bed for four months.
Using only the telephone, a pager, and my Myers website
was a tough sell, but I originated $28 million that year.
What I learned from that experience was how important it is
to have a website that introduces me on a personal level to
my clients.
I
am successful because I am reliable and accountable.
I do what I say, when I say I'll do it. Success
is not a complicated thing!
The same things that create a diamond (pressure and time)
can be used to create success; just like diamonds,
we all "start off as rocks." With lots of
pressure over a long period of time (like learning our products,
developing our great sales approaches), we become brilliant.
With patience and persistence, we eventually turn
into diamonds.
I've
learned that if you really want an easy life, it's important
to do things right the first time. This is why I'm such
a raving fan of Myers. Myers has the consummate sites
to make things easy for the loan officer and convenient for
the clients. When clients see what you are about, they
want to do business with you. I use Myers as
a big recruiting tool.
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This
year, out of my own 100 plus transactions, all but 8 were
received via my Myers website.
Plus,
I'm no longer "a prisoner of my own office."
My website gives me the ability to deliver great service
regardless of my location. I frequently
conduct my business via phone and laptop from our vacation
home. The combination of allowing a prospect
to see my picture, read about my company and philosophy,
combined with strong "tele-selling", has thankfully
provided me with a great career.
Did
you know that referral partners and past clients are around
eight times more likely to do more business with you if
you take the time to send post-closing marketing to them?
I speak with each individual two times every year, send
newsletters four times a year, and everyone receives a monthly
postcard. I doubled my business the year after
I started sending out monthly postcards to my client database.
Also,
it is becoming increasingly important for a loan officer
to become an educated, knowledgeable consultant rather than
someone who just executes a transaction. The
"Day of the Transactional Loan Officer" is over.
To continue in that direction will result in diminished
productivity.
Getting
to $50 million in production has been very easy
- I got here by staying in touch with my clients regularly,
by not being afraid to ask for referrals, by becoming a
good consultant to my clients, and by having a Myers website.
Lastly, there's a saying, "If you want
to be successful yourself, make people around you successful."
I introduce all my new loan officers to Myers to
help them in their own success, and that exponentially
contributes to my own success.
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