WHAT BRUCE LEE CAN TEACH ORIGINATORS

WHAT BRUCE LEE CAN TEACH ORIGINATORS

Bruce Lee, the famous martial arts master had a very famous quote that I believe all mortgage originators can learn a great deal from.

“I don’t fear the man who has practiced 10,000 kicks. I fear the man that has practiced one kick 10,000 times.”

Now let that sink in for a second before you continue ok?

As originators we are always trying to grow our business.  We want agents to send us business and we invest in scripts and coaching. But most of the time that leaves us just wondering why we aren’t succeeding to the level we want.

Then we see an ad promising us that we can buy leads so we try that. Wait, how about the ways to get business from Facebook, Instagram, and of course the new bots that are being promoted.

DON’T MISUNDERSTAND! SOME DO ACTUALLY WORK.

But the problem with operating this way is that you are treating your business like a ping pong ball and hoping something will work. Now go back to the wisdom Bruce Lee stated above.

You are far better going deeper than wider.

That may sound confusing so let me explain and even give you some examples.

Have you ever said you want Agent business?

Of course you have but have you actually tried to figure out a plan or are you just hoping to meet agents, use the script you just got, and hope they will use you and be loyal?

Let’s do some calculations for a second ok.  Let’s say you want to earn 100,000 a year. Your average loan is 200,000  and let’s just say you earn 100bps per loan.

So you need 50 loans a year to earn your 100,000. Of course, some will fall out and some will be higher or lower than the 200,000 average.

YOU DON’T WANT OR NEED EVERY AGENT TO DO BUSINESS WITH YOU !

If you can identify 12 agents who sell 4 houses a year you will 48 closing a year. Now instead of constantly trying new things to find new agents you can actually start to build deep relationships with these 12 agents.

The same goes with your other marketing efforts. If you want to be successful you need to go deep on 3-4 strategies that you can make work for you and that can generate consistent new business for you.

The problem with most originators is that we all suffer from marketing ADHD. It’s far better to do 3-4 things better than anyone else in your market than it is do all 34 tactics and get the poor results you may be experiencing.

Become a Bruce Lee originator and practice 1 thing 10,000 times until you have it nailed down before you move on to the next shiny object!

Dedicated To Increasing YOUR Production
Brian Sacks
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