The Road to the Big Leagues
The Top Producers Recipe
• I have the honor and privilege to hang out with some of the
Top Producing Loan Professionals in the industry. I ask a lot of
questions. The answers I get are surprisingly similar.
• Over the years of observing what the Top Producers are doing,
I have discovered that there 5 very specific things that each
and everyone of them do.
They Know Who Their Target Is
• The Common Trait = Research the targets
• Without exception the top producing Loan Pro’s have researched the agents they
are targeting.
• Marketing guru and coach out there all start their teaching with this action.
They Know Who Their Target Is
• Some places you can research your Targets.
Homes.com
RealTrends.com
(http://www.realtrends.com/best-real-estate-agents-america#.U4yPfvnxqHg)
LinkedIn.com
Facebook.com
Google.com
***Get Access to the Local MLS
They Know Who Their Target Is
• Start with 50 to 100 specific and researched Targets
• Then add 2 New researched Targets – 5 days a week 50 weeks
a year.
Lets do the Math
2 X 5 = 10
10 X 50 = 500
Lets say 75% Opt Out. Your list at the end of the year is 132.5
(don’t worry about following up with the half person)
They Track Their Targets
• The Common Trait = Tracking the Targets
• It is absolutely essential to track the progress of the targets.
• All the top producers I know track the A agents (MVP’s) the B
agents(the Farm Team) C agents (the recruits)**If you have people
you consider D agents, just delete them. They are not worth your
work time.
***Make your OWN tracking spread sheets if
you do not have a CRM that will do this.
They Track Their Targets
• You can create your tracking spread sheet with Excel or Google
Drive.
Name
Company
Contact Info
Called
Face 2 Face
Referrals
Closings
Notes
90 Day Follow Up
They Have a Follow Up Plan
• The Common Trait = A Plan for Following Up
• The top producers All have a plan in place for how they are going to stay in
contact with their prospects
Weekly Videos
Weekly Calls
Live Presentations
Coffee Meets
Lunch or Dinner
Golf Outings
Fishing Trips
The Key to all these things is Ask For the Business. Every time.
They Have a Follow Up Plan
• Your Follow Up Plan should include action steps for your A
agents, as well as a plan for the B and C agents.
Example:
A agents get a call every Monday to bond and build
relationship and ask for the business.
B and C agents get a call on Tuesday to set up a face to
face (to see if they are worthy of making it to the A list)
They Have a Follow Up Plan
• Monday call to A list–
Hey Freddy, it’s Paul Baxter. Hope you a great weekend. Did
you get to goof off or were you working?
Goof off – Great hope you are well rested and ready for a great
week. Is there anyone you need me to call to get pre-approved
for you this week?
Working – Keeping that top producer status I see. Who did you
meet this weekend that you need to get pre-approved?
They Have a Follow Up Plan
• Tuesday call to B and C
Hey there Fred Agent, This is Paul Baxter over at Legacy
Mortgage Group. I’m calling today because I’ve heard that you
are serious about building your Real Estate business. I would
love to treat you to coffee and explore how I may be able to
help you build your business.
I’m only asking for 20-30 minutes of your time. Is Thursday at
3 or Friday at 2 better for you?
They are Consistent
• The Common Trait = Consistency
• The top producing Loan Pro’s are top producers because they
are consistent.
• Consistent with their research for Targets
• They consistently track those they are targeting
• The follow up plan allows them to communicate with their
Targets consistently
They are Consistent
• What does consistency look like
1. They do a video EVERY week to keep their Face not just
name in front of Targets
2. They time block to make sure that come hell or high
water, the Monday and Tuesday calls are made (single most
money making activity you can do)
3. They ALWAYS ask for the business…Period!
They Ask for the Business
•
•
•
•
The common trait = Ask for the Business
The top producers are not shy about this.
Every communication is an opportunity to ask for the business.
They know that “no” only means not right now.
They Ask for the Business
They Ask for the Business
• Find ways to ask for business that is different.
“Who can I help you get an approval letter for”
Dean Jackson says that referrals are either “passive” “reactive” or
“orchestrated”.
Learn to “orchestrate” asking for and getting leads.
“Who do you know, that needs an approval letter”.
The Top 5 Common Traits
1.
2.
3.
4.
5.
Research and find Targets – 50 to 100 to start, then 2 a day.
Put your Targets on your tracking sheet and USE it.
Follow Up with them like crazy
Be consistent with your plan
Ask for the Business