In today’s episode, I get to sit down with Dianne Crosby, an unbelievably high producer in the mortgage lending space. She was ranked #73 in Scotsman Guide’s Top Originators of 2016, and closed over $155m in just 2016. Tune in for her tips on how to become a successful loan officer!
[:29] Jennifer introduces her guest for this episode — Dianne Crosby.
[2:25] Dianne has a degree in economics and a degree in law. She shares the story of how she got into the mortgage lending space.
[4:44] How has Dianne’s law training helped her in her career?
[6:21] What are some of the techniques that Dianne uses to convert people who are rate shopping?
[10:50] Dianne has no idea what her conversion ratio is!
[11:30] Dianne shares something she learned from another loan agent that has been really helpful to her — She converts rates to payments from the beginning of her calls.
[13:11] What was the tipping point in Dianne’s career that started exponentially growing her practice?
[16:30] What is Dianne’s perspective that creating a niche for yourself closes the door on other opportunities? How should you go about discovering your niche?
[19:55] Jennifer agrees with Dianne — lots of people recommend becoming a “chameleon” but that often causes you to lose your authenticity.
[23:55] How does Dianne use her authenticity to help her with conversion of deals? What kind of follow ups or strategies does Dianne use to generate more business for herself?
[28:00] What are some things that are in the forefront for Dianne?
[30:53] Is it just advanced approval that Dianne seeks for her clients, or does she take other steps to differentiate her offer?
[34:15] Dianne is engaged! And along with getting married, she’s also planning to buy a house together!
[37:12] Jennifer has an elaborate communications system that incorporates the human touch into her process, and that is incredibly important.
[39:13] What are Dianne’s sources to close as many deals as she’s closing?
[41:51] As a Certified Mortgage Planning Specialist, one of the things that Dianne does is annual reviews. How does she manage that?
[43:25] What does Dianne do on a regular basis with her regular real estate agents? How did she build up these relationships in the beginning?
[47:09] Dianne talks a little about her community involvement, and how she’s reaching out to people in her community.
[54:20] How does Dianne’s community involvement translate into getting business?
[59:24] Dianne leaves us with some advice and motivational words to turn our struggles into success.
[1:02:55] Remember to keep an eye out for Jennifer’s new book “Launch! Stop Talking. Take Action.” that will be released on July 1st!
Mentioned in This Episode: