[jotucker1983]

You guys are hilarious. I am curious... all of you are in competition with eachother, do you all do the same thing the same way? Everyone runs their businesses differently... are you competing because you are both brokers? lenders?

While I can't speak for anybody other than myself personally, I believe that the means of success in this industry comes down to the ability to create your own formula of producing consistent quality leads. You should be able to produce consistent quality leads to always have a ton of people left to call (that you run out of time to call), you always have a ton of people in your pipeline that you are awaiting documentation on, and you always have a ton of people in your underwriting/renewal pipeline.

Doing this involves sales "talent," but I believe it mainly comes down to science, business intelligence, business acumen, market research, and trial/error.

From doing this over time you develop a formula, that formula then allows you to determine an ROI for your office, where if you invest let's say $25,000 this year in marketing and operations, that turns into $200,000 in revenue over the course of 24 months in the form of new deals, renewal deals, processing deals, value-add deals, and free referrals that then turn into deals. That's a 700% return over two years by the way, which is why I tell people that the best investment you can make is in a business that you manage well. No Stock or Bond investment will ever produce returns like that and unlike those investments, you have direct control over the business.

So with that being said, when someone comes on this Forum and asks, "Can you guys tell me how you produce quality leads?" In a nutshell, they are asking other professionals on here that have spent time, energy, money, etc. in developing their formulas to share it for free, which is an insult. On top of sharing it for free, it also directly eats into the profits of said professional because you have just created your competition by telling them how to generate the same leads that you do.

If people want to come into this industry and succeed, they can review the amount of free articles, discussion and research already out there across Google. But they have to go out and do their own trial/error, formulate their own formulas, etc. to create a successful office.