2. 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.

3. 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.

4. The Common Trait = Research the targets Without exception the top producing Loan Pro’s have researched the agents they are targeting. Every Marketing guru and coach out there all start their teaching with this action.

5. Some places you can research your Targets RealTrends.com LinkedIn.com Facebook.comGoogle.com Get Access to the Local MLS

6. 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

8. The Common Trait = Tracking the Targets All the top producers I know track the A agents the B and The C agents **If you have people you consider D agents, just delete them. They are not worth your work time.

9. They Track Their Targets You can create your tracking spread sheet with Excel or Google Drive Company Contact Info Called Face to FaceReferralsClosings Notes Long term Follow up

10. 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

11. They Have a Follow Up Plan Weekly callsWeekly videos Live presentations Coffee MeetingsLunch or DinnerGolf Outings Greetings Cards

12. 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)

13. The Common Trait = Consistency The top producing Loan Pro’s are top producers because they are consistent

14. 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

15. 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 high dollar activity you can do) 3. They ALWAYS ask for the business…Period!

16. 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.

18. Find ways to ask for business that is different They Ask for the Business “Who can I help you get an approval letter for” “Who do you know, that needs an approval letter”.

19. 1. Research and find Targets – 50 to 100 to start, then 2 a day. 2. Put your Targets on your tracking sheet and USE it. 3. Follow Up with them like crazy. 5. Ask for the Business every time. 4. Be consistent with your plan.