Always the Numbers

Always the Numbers by Mike White

June 20, 2024

I love movies. Always have and my favorite genre is crime drama’s with sports genre falling in the number two spot. In the crime-drama genre of gangster movies, 1995’s Martin Scorcese film Casino clocks in at #6 on my ALL-TIME favorite list(PM me for my TOP 5). In Casino – Deniro plays Sam ‘Ace’ Rothstein, a dapper sports handicapper that because of his work ethic and skills gets put in charge of a Las Vegas Casino.

Sam is an expert with numbers…kind of resonates with me. The story concludes with a wynorrific montage of death scenes as justice is doled out by the mafia. SPOILER: Ace is almost killed but survives and is the only character in the film that continues to work for organized crime. The film is fiction but based on the real life bookmaker Frank Rosenthal.

You can read all about the real Frank here. https://en.wikipedia.org/wiki/Frank_Rosenthal

It’s suggested in the film that the ‘hit’ on Ace was an amateur act and not one sanctioned by leadership. So WHY spare Ace? What makes him so special? Although he’s not italian or a boss – Ace ADDS value. He is very precise, business centric and ADDS value to any project. I like Ace because besides the flashy clothes, Sharon Stone wife, he is an EXPERT at winning.

Ace’s fatal flaw is his inability to manage relationships and this is inevitably which leads to his downfall. Being effective means building relationships.

It’s a NUMBERS Game

In 2022, our company hosted an event to feature video content with the purpose of educating 160 sales professionals on video content for social media marketing. At the time – we had about 15 MLO’s on our roster so we generated a little more than 10x the amount. In the end, we did not see the results I personally wanted BUT it awakened within me a greater pursuit of contacts.

From that event, consider HOW many combined followers those 160 had AND what results could have been achieved IF everyone could get on the same page. Doing some math – if 160 participants had 1,000 followers each on facebook – imagine the potential of a marketing campaign to 160,000 contacts. Results with 3% would mean about 4800 transactions. If ONLY we could look beyond our immediate needs and embrace the abundance mindset.

The VALUE of the RELATIONSHIP BASED ORIGINATOR

Sales is NOT just a NUMBERS game…Ask Ace! Ask TOP attorneys, financial Planners and discretionary professionals with private client lists. Referral based mortgage originators have a cache of contacts to grow with. Growing your business is a combination of smart numbers based startegies BUT you need smart leadership at the top.

Smart loan officers look to build relationships from every transaction. The REALLY smart ones work to SCALE their business and support the growth of their partners. Understanding social media marketing is critical to hit your sales goals BUT building with the wrong mortgage loan partners is a crime. The punishment is mediocre results.

For more information about the author of this article, here is his Digital Referral Card: https://stepupreferrals.com/listing/1st-securities-mortgage-nmls-116848/

By, Mike White