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Paul Yamilkoski

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Obi Wan’s Lost Planet


“Lost a planet Master Obi Wan has. How Embarrassing.”

A scene from Star Wars points the way to moving up to the top of the loan origination rankings.

Two loans per month? Two loans per month? Wow. That is a number that really surprises me. What does this have to do with Star wars? I’ll get to that. This is short. Be patient.
Two loans per month. That is the number of loans per month that separates the top third on average and the bottom third on average, when looking at the top 150 individual mortgage originators in the nation. That is according to the 2014 Stockman Guide rankings.
I have to admit that I thought it would be a little more than that. Maybe I am a little out of touch since my mortgage origination days, but I thought the number would be more significant. I know a lot has changed over the last 15 years in lending, but I would be really frustrated with myself if I missed out on being in the top 50 originators in the country by an average of only 2 loans per month.

That got me to thinking about what the difference would be. I know that we only have so much business that comes our way, and that bringing in more business can sometimes mean a much greater advertising expense.
But that would also mean that if I want to improve the number of people I can help get a mortgage, then I would have to make sure fewer of those opportunities failed to close.
I would rather not spend more money, if given the choice, to try to get more loans to close. So, if I were to use that as my primary limiter, I would be able to narrow down my options to consider.
One obvious thing to consider is if I am providing a great service, such that people want to come to me for their loan. Or, are my clients acting as advocates for me? Am I getting their repeat business and referrals from them? If not, I will want to see hat I can do to change that.

But, if I’m doing those things well, what can I do with the supply I have, to improve my closings?

This will sound funny, but the question reminds me of a scene in Star Wars Attack if the Clones, when Yoda asked a group of Jedi younglings what the answer is if there is evidence of gravity on the star map but the star and it’s planets are missing. One of the younglings states the obvious and says that someone erased it from the archive memory.
So the answer to my question about improving my numbers is obvious too. I need to make more of the opportunities, that come my way, turn into successful closings. I need to look at the clients that came to me that I turned away for credit issues.
I may or may not have time to help them correct heir situation, but I can get them to someone who can. If I can help 2 clients like that per month, I move from the bottom third to the top. Even better, I can do it at no cost of time or money for me, and my clients will appreciate it.

Yoda - there is no try.jpg

This would be a great time to call a reputable credit repair company, that is well known for bringing clients back to those that referred them, loan ready, like Heartland Credit Restoration.

If you are one of those realtors or lenders that could use a few more deals closing each month, give me a call so we can see if Heartland Credit Restoration can help your clients get back to you for a loan or sale/purchase of a home.

Feel free share this socially and to let me know if you have questions or comments. If you have any topics you would like me to touch on, please let me know and I hope you have a wonderfully blessed day!

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