Why LOs Resist Recruiting Realtors (And How to Fix it) w/Peter Fickeisen

09/26/19 • 21 min

Something most loan officers seem to struggle with is a resistance to recruiting Realtors. What keeps holding us back? How can we overcome our call reluctance and get rid of the almost universal mind block? On this episode, mortgage industry legend and coach, Peter Fickeisen shares why LOs resist recruiting Realtors- and how to overcome our reluctance.

Takeaways

Most loan officers avoid recruiting Realtors because we’re scared to get out of our comfort zone. To become more comfortable around others, we need to be more comfortable with ourselves.
For more successful interactions with Realtors, we need to know what we’re going to say to them. Write a list of points to speak about and guide an effective conversation.
Build relationships with Realtors by organizing appointments and reminding them of your purpose. Don’t arrive at their offices unannounced, and don’t waste time.

At the start of the episode, coach Peter Fickeisen shared the top 3 things holding loan officers back from reaching out to Realtors. He then explained what we can do to combat the issues, and reminded us of the importance of our mindset.

We also discussed:

How to start the day with confidence
What value we can offer Realtors
The importance of working with people whose personalities suit our own

Call reluctance is something that affects most loan officers, but it can be easily combated. We need to focus on our mindsets and build our confidence to overcome anxieties over leaving our comfort zone. We can also overcome our anxieties by becoming more prepared. Calling Realtors doesn’t need to be a source of distress- we just need to stop overthinking the process.

Guest Bio

Peter Fickeisen is the Director of Business Development at Luxury Mortgage Corp. With over a decade of experience in mortgage banking, Peter has originated over $1 billion in home loans. He is passionate about creating and maintaining great relationships with clients and partners alike, and is known as a shining star in the industry.

To find out more about Peter, visit: https://www.linkedin.com/in/peterfickeisen

And for more on Luxury Mortgage Corp., see www.luxurymortgage.com

Takeaways

Most loan officers avoid recruiting Realtors because we’re scared to get out of our comfort zone. To become more comfortable around others, we need to be more comfortable with ourselves.
For more successful interactions with Realtors, we need to know what we’re going to say to them. Write a list of points to speak about and guide an effective conversation.
Build relationships with Realtors by organizing appointments and reminding them of your purpose. Don’t arrive at their offices unannounced, and don’t waste time.

We also discussed:

How to start the day with confidence
What value we can offer Realtors
The importance of working with people whose personalities suit our own

Guest Bio

To find out more about Peter, visit: https://www.linkedin.com/in/peterfickeisen

And for more on Luxury Mortgage Corp., see www.luxurymortgage.com

Previous Episode

How Samuel Borthwick Went From $11k/month To $87k+/month In Just 10 Months- Without Sacrificing His Family Life

We all want to go further in business, but sometimes we spend too much time focusing on small issues and not enough on the bigger picture. How can we increase our production and productivity, without sacrificing our personal lives? Where do so many coaching programs get it wrong? On this episode, branch manager at Integrity Mortgage Group, Samuel Borthwick shares how we went from $11k a month to over $87k a month- without sacrificing his role as a husband and father.

Takeaways

Don’t bully yourself into thinking it’s impossible to be a successful mortgage professional with a healthy personal life. It is possible- and within reach!
Know the motivation for success. While we want to make more money, most of the time our drive is based on a desire to do more for our families.
Be wary of coaching programs that teach us to work harder and longer- it’s not necessary.

At the start of the episode, Samuel explained the moment he realized he could achieve more. He then shared the process he went through in order to get to where he is now- from bad coaching programs that taught him to work harder, to a more sustainable approach. Samuel mentioned that while he’s in a better place now, he’s still motivated to keep learning and moving forward every single day.

We also covered:

The importance of perspective.
How ‘smile and dial’ tactics not only drain you, but push prospective clients away.
How to move from a mindset of ‘have to’, to one of ‘get to’

Many coaching programs get it wrong by suggesting we need to work harder and sacrifice more of our time in order to reach our goals. The reality is, we have the ability to maximize our production without giving up any of life’s more important moments. Once we understand what’s motivating us, we have a better chance of working with the bigger picture in mind.

Guest Bio

Samuel Borthwick is the branch manager at Integrity Mortgage Group. After joining the Mortgage Marketing Coach in October 2018, Samuel has seen tremendous success in both business and in life. Samuel is a dedicated husband and father, and relishes any opportunity to spend more time with his family.

To find out more about Samuel, head to https://www.facebook.com/waloanexperts.com

Next Episode

3 Traits of Top Producers (That Separate Them from the Mediocre Majority)

The vast majority of loan officers are earning under $75 000 per year, while the top earners are earning upwards of $500,000 annually. What is it that separates the top earners from this mediocre majority? Do they have a secret recipe that the rest of us don’t know about? On this episode, we’re discussing the traits shown by top producers.

Takeaways

Commitment and decisiveness are vital traits. We need to go all-in on achieving our goals, and refuse to entertain back-up plans or option B’s. Top producers don’t even consider failure an option.
Top producers don’t automatically have a secret recipe; they learn it from other high achievers. To be successful, we need to be willing to learn from others and leave our egos at the door.
We have to be resourceful to win. That means finding a way to achieve, no matter the circumstance.

At the start of the episode, we spoke about the vast difference in income between top producers and the mediocre majority. We discussed the importance of mindset in cultivating success, and learnt that being a top producer doesn’t mean sacrificing more. In fact, if we believe that sacrifice is needed for success, we’re only holding ourselves back.

We also discussed:

Why staying true to our values is necessary
How we need to accept that success doesn’t always come easily
How to view big obstacles as a prelude to big successes

The massive disparities in income between the average, mediocre loan officer and top producers all come down to mindset. Top producers are in the 1% of loan officers because they’re unwilling to compromise on their dreams. However, no one has all the answers right at the start. If we want to get ahead in the mortgage business, we need to be willing to listen to those who have achieved our goals. We can separate ourselves from the mediocre majority, but we have to be willing to find a way to win regardless of our circumstances.