February 21, 2025 • 31 mins
What if your credit score was the only thing standing between you and your dream home? Discover the transformative journey of a client whose credit score soared from 578 to 718, thanks to the guidance of Eric Rank, a seasoned mortgage loan officer with Leader One Financial Corp. Through personalized plans and a deep understanding of clients' stories, Eric reveals how empathy and financial products, including grant programs, can make homeownership a reality for new graduates and early career professionals. It's a story of resilience, strategic planning, and the power of not letting numbers define one's future.
Join us as we explore the art of building a client-focused mortgage business that prioritizes people over profit margins. By bringing junior loan officers into the fold, the episode highlights the importance of personal involvement with clients and the central role of faith, family, and work values. Learn how a positive attitude, quantified amusingly by the numeric value of "attitude" equaling 100, can shape a successful career. A chance encounter with a well-dressed sales professional adds depth to the conversation, challenging the notion of appearance versus genuine connection in business.
Eric Rank sheds light on the parallels between the real estate and jewelry industries, illustrating the significance of trust and value in sales. Listen as we recount the journey from selling luxury items to handling mortgages, finding that the core of any successful transaction is a genuine relationship. From mentorship to the importance of integrity, this episode underscores the idea that success doesn't have to be a zero-sum game. Join us for a reminder that authenticity and a commitment to serving others can lead not only to personal success but to lifting others along the way.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
I want to share this with you.
So one of the deals I closedabout 90 days ago, a guy called
me up and he was like, yeah,someone told me you're the loan
doctor.
I'm like okay, I'll come andgive you a diagnosis.
And he started cracking up.
He goes I'm not sure how muchyou're going to do for me
because I'm a 578 credit score.
I'm like, okay, and I won'tmention the company names.
(00:29):
But he went to two local banksin Ohio and went other broker
lender out there as well.
Speaker 2 (00:31):
I said okay so let me ask you this question.
So you're a 578 score.
Speaker 1 (00:33):
Yeah, they told you that.
Much Correct.
I said okay.
Did anyone go over your creditreport?
No, I said so.
Nobody took the time to reviewyour credit report with you so
you can go over and understandwhy you're a 578 credit score.
No, he had a medical collectionfor 600 bucks.
He had a chartered self creditcard for like six or $700.
He had a medical collection for$600.
He had a chartered self creditcard for like $600 or $700.
He had a credit card that was anewer one that was maxed out
and had $900 or $1,000.
Paid the medical collection offand jumped to a 640 score.
(00:54):
After the 640 score got him aconsolidation loan with one main
for $2,000.
Paid off that collection, paidoff his credit card.
Speaker 2 (01:06):
In three weeks.
What do you think his creditscore was?
Take a guess, if you objectedjust under seven, seven 18.
Speaker 1 (01:10):
I closed him on a $350,000 house.
I did all that in a matter ofnine weeks Because, again, loan
officers and I say this to youas we're out there the value of
your customer is not determinedon the credit score.
Listen to their story, Begenuine, Be real and understand.
As a commissioned individual,you know we are blessed by the
(01:33):
people that are put in our lives.
My faith actually is Godblesses us with everything.
After my son passed away, youknow, a little over a year ago,
my whole thing was, you know,one of the things I always told
him was confidence.
I struggle with confidence.
I mean, I do, it's the littlethings here.
Speaker 3 (01:48):
I said but you know, I can't.
If you actually took time tolearn about how incredible you
were, nothing would ever stopyou.
Speaker 2 (01:54):
So this is being done as a as something I've been
thinking about for a long timein terms of being able to
identify people that are doingthings to see if we can help
them go to another level.
I've been privileged to be ableto work with business owners,
athletes, professionals to helpgive some insights, to help them
(02:16):
grow and build, and all theseother great things.
I want you to meet someonetoday and we're just going to
have this conversation happen,mr Eric Rank.
What's up, my man?
How?
Speaker 1 (02:27):
are you?
Speaker 2 (02:27):
I'm doing well, how are you, sir?
I'm doing great, buddy.
So everyone, I've known Ericfor quite some time and this is
a good man and I don't just meanlike a good business person, I
mean like a good human being.
And we were having theconversation I said to her like
(02:49):
look, you just need to get on,just get on camera, and people
need to know who you are.
So, eric, could you share whatit is you do, because we're
going to talk about going to thenext level and they need to
know who you are, what you do.
So go ahead, buddy.
Speaker 1 (03:04):
Oh, Eric, it's Eric Rank.
I'm a mortgage loan officer.
I work for leader one financialcorp.
I've been a mortgage loanofficer serving my clients for
about 22 years, licensed inabout eight or nine states
directly and with my company Ican do loans in 48 different
states.
So love what I do and a lotit's been.
It's been a.
It's been a fun run.
If you would ask if I was goingto get in the mortgage business
when I graduated high school orcollege or anything like that,
(03:26):
I'd be like no, and 22 yearslater it's been great.
It's been a great job for meand my family.
Speaker 2 (03:33):
So I want to think about this for a second.
You have a lot of people rightnow that are trying to figure
out this home conversationbecause it's crazy, right.
So I'm going to start there.
Then I'm going to kind of sothe gap right now between people
and home affordability has beenall over the news because it's
been complicated.
How can you help me get into ahouse?
(03:55):
Right?
I'm a new college graduate, I'mnew into my career.
Are there like programs orthings like that that you have
access to for a person like me,who's kind of just getting
started, to be able to get whatI need done?
Speaker 1 (04:09):
Yeah, there are a lot of grant programs out there, a
lot of great products that wehave.
You know, one of the things Ilove working at LeaderWin
Financial is we're a directlender.
But not only that, but we alsobroker.
So, for instance, one of thelenders I use is Rocket.
They have a Home Plus programor One Plus program where they
give you 2% of your 3% down andone of the greatest benefits
about that product is that thegrant, the gift they give you,
(04:31):
is forgiven right after closing.
You know you can be a 660, 680score, go confidential and make
that loan work.
There are also grants that areavailable in different states,
you know, with LeaderOne, and ifthere are certain states that
we have a client that hadquestions on, I can research
with my company to find out.
We have grants that are there.
But one of the biggest things,james, I try to do with people
when I set the stage for them isreally, you know, hey, let's
(04:53):
pull your credit, let's look atwhere you're at and set a plan.
For me it's never been aboutthe quick, okay, let's get this
done now.
It's always about serving myclient.
It's seeing their situation,understanding their need.
You know it's not about yourcredit score oh, your credit
score by so many people.
They feel like that's the valueof who they are, that's their
worth.
I'm a 550 score.
(05:14):
I'm terrible?
No, you're not.
You just didn't understand thecredit you had at that time.
So I try to set the stage withthem where I'm like let's
evaluate that, let's see how wecan get it to the highest credit
score possible, because that'sa lower potential, your down
payment, your actual cost, thecost of the rate and everything.
So I really try to set thestage for them that way.
(05:39):
And then you know, hey, I tellthem understand something.
For me it's to educate andadvocate and serve.
So I work for you.
So when I'm working for you,you need to tell me what's best
for you.
It's not about me saying, oh,this is the max you can go buy,
let's get that house.
It's what are your setparameters, what makes you feel
comfortable, and then I'm goingto serve you with everything I
(06:01):
can to make this process thebest I can for you.
So that's kind of how I've doneit for 22 years, you know, just
really trying to look out forthem.
Speaker 2 (06:09):
You know this is important and this is why I say
it's important, because youmoved to Arizona.
I remember when you moved toArizona.
Speaker 1 (06:14):
Yeah.
Speaker 2 (06:17):
Out of Ohio.
A lot of your business stillcomes from Ohio, correct?
I want to know something, andthis is really important for
anyone.
That is looking to be great,because the market has been
challenging for a lot of people.
But you were, I mean, you'vebeen crushing it.
You've been, you've beentearing it up.
I, what are you?
(06:38):
Why are you different?
Because there's a whole lot.
I can google a whole lot ofloan officers and I talked to
some people in the industry.
I work a lot of people in realestate and a lot of them are.
It's a tough time right now.
Why are you crushing it andother people are struggling?
Speaker 1 (06:57):
You know, I don't know what the secret sauce is,
totally, james.
But for me, honestly, it'snever been about the transaction
, it's always been relational,it's a, it's a relationship, and
I tell my clients that from theget go.
Hey, this is a relationship.
You know, like I have a clientI was speaking to yesterday who
has been waiting for two weeksfor someone to get back to him.
I said tell me your situation.
And I sat down with Oren, Ipulled their credit, I looked at
(07:18):
their income and everything andwithin 45 minutes they were
good to go.
And I said you know?
And then I said this is goingto be where we start Now, when
we're done, we're going tocontinue to work on your credit
because we're going to go FHA.
Right now, but with fourdifferent things taken off your
credit report, you'll be a 740score, the guy's a 630.
But he has to, in his situation, get closed in 25 days, right?
(07:40):
So I said, okay, this is wherewe're going to go.
But for me it's always been arelationship.
It's about looking into whattheir needs and their goals are
and serving them.
If that means that I don't keepit in house and I go to a
broker where I make 30% lessagain, it doesn't matter, it's
about serving them right.
It's about serving them likefamily.
I tell people look, you'reblessing my family with an
opportunity to make income, soin turn I'm going to bless you
(08:02):
with everything I know in thisindustry to get you the best
product and the best rate andgive you the best service that I
can.
Is every deal perfect?
Honestly, no, not every deal isperfect.
There are deals that are harder.
There are deals that we go intounderwriting and it'll come out
and we need a few more things.
So there are some that take alittle longer, that are a work
in progress, but for the mostit's always been about
relationships.
(08:22):
For me, I want to know aboutyour family, I want to know
about what your goals are.
What goals are, what yourlong-term goals are.
Is it a short-term house?
Long-term house?
Because you know, for me, again, it's about serving them.
So I can be a numbers guy.
I can sit there and say yourcredit score, here's what you
got.
You know here's oh, you're a640 score, go FHA or a 620.
(08:47):
And you know, and we're goingto serve you and your family and
help you.
And that's kind of the simpleside of how I've done it for 22
years, the reason I wantedpeople to hear you say that.
Speaker 2 (08:57):
By the way, he has no idea what I'm asking him.
Speaker 1 (09:00):
We didn't have this conversation beforehand he said
hey, I'm sending you a link here, we are, it's a link.
Speaker 2 (09:07):
I had no idea what to expect, but I'm telling you
everyone I've told peopleforever that if you're someone
that is value driven meaning youwant to give people value, that
you'll never there's noshortages for people who want to
give people value.
This man I know has been.
You know, if you go to hissocial media, if you go to
(09:28):
Facebook and you look up EricRank, that's CK.
At the end you're going to seestuff about family.
You're gonna see like there's,like you'd never, you'd never.
There's no.
Like, yeah, I'm killing it, I'mcrushing.
It's like all about, like his,his love of god, his family.
Look at my wife, look at mykids.
If you look behind him rightnow, there's a, there's a
(09:48):
something, a picture.
Always be honest, keep yourpromises.
Like it's.
He's in an issue.
Now there's a, there's asomething, a picture.
Always be honest, keep yourpromises.
Like it's.
He's in an industry wherethere's so much money and and
yet, as long as I've known eric,he's never talked about the
money.
He's always talking about.
Yeah, let's help this personfix this situation, that
situation.
And for those of you that arein business, you have to
(10:08):
understand, like, if you want tobe long term and have something
long term, it has to be aboutthe person sitting across from
you.
The nature of your business isalways going to be you're going
to be paid for what you deliver,but people know right away if
you're a pig and they know rightaway if it's not about them,
and that's why he's beencrushing it and we've been
(10:29):
talking about like wanting totake things to the next level
for the upcoming year.
But the level you're at is alevel a lot of other people
would love to get to.
They would love to have theamount of closings you're having
and the way you're ending out2024.
What does the next level lookfor?
What does it look like for EricWright?
Speaker 1 (10:50):
You know the next level is just, you know, more
structure and organization toput things in place.
To get to that next level, I'dlike to hire a couple of
gentlemen, you know, that wantto kind of see what the team and
I have done.
You know what's funny?
You know, james, I don't lookat myself as a big hitter in
this business, you know I meanthere are guys that do things
bigger than myself.
To be completely honest, theydo and you know they have things
(11:11):
in place and maybe they're notas personal and in touch with
their clients.
That's been one of the harderthings for me is a lot of guys
like to be hands off.
Hey, once they take the app,they're done, their team gets it
down the road, then they talkto the client at closing.
I don't want to be that guy.
I want to guide you with myteam the whole way through and
be with you the whole waythrough.
So you know, I like to hire acouple of junior loan officers.
I like to hire, you know,someone here in Arizona, maybe
(11:32):
even in a different state.
For me it doesn't matter whatstate somebody wants to be in If
they're doing two and threeloans and they need to know how
I look at credit, how I rescorethe credit, what I do
differently and you know if Ican help serve them, to help
benefit their clients and theirfamily.
I'd love to do that.
Leader One, you know the companywe work for.
They run financial.
They're based out of Illinoisand, like I said, we're licensed
in 48 states.
We're always looking, so I'dlike to get to that my boys into
(12:02):
the business with me.
I really would.
My youngest son, jonathan, is18 now, but the baby, james, is
18.
Yeah, 18, 20, 21, 24, wouldhave been 25 and 31 now.
Just to give you an idea of howlong you've known me, james.
Yeah 05 was before Jonathan wasborn.
But anyway, we all countnumbers.
(12:24):
But at the end of the daythat's what I want to do.
I kind of want to grow that andjust get guys into it.
You know, I think so many loanofficers they want that 250, 275
, 350 basis points, all thedifferent margins they have in
the back end to make more onevery deal.
And for me it's never been thatway.
If I'm, you know, if I got tocut my comp to make the deal
(12:49):
work for somebody again inserving them, that's what I do.
I can count honestly over thepast 18 months I can count on
both my hands, 10 fingers, thenumber of people that I put over
seven and a half percent as aninterest rate.
Because for me when I sit thereand look at them like if I put
them an eight and a quarter,they wouldn't be able to follow
the house, they wouldn't be intheir house that they wanted If
it, you know.
But seven and a half percentworked.
Well, how did I do that?
I just made less.
(13:10):
So yeah, I closed more loansthis year, but the income I make
this year was less than lastyear, but I helped more clients.
So, regardless of the fact thatyou know I made less, I served
more people.
You know what I mean and that'sthe thing I think.
I think in society today, Ithink in any business today, you
know your business, my business, whatever.
(13:30):
When we forget the fact that weare serving the people that
we're coming in contact to,that's when we're starting to
settle, that's when you sitthere and go, okay, it's just a
job.
And if it's just a job andyou're not happy and you're not
serving and you're not excitedabout what you do, it makes a
difference.
Fun fact I'd like to share, andI think I've shared before and
I have this and I remind myselfof this.
(13:53):
I think the other thing in thisindustry it's easy to look at oh
my God, it's tough.
Yeah, it's tough.
And biggest thing that makes adifference is your values.
For me it's faith, family andthen my work, but not only that,
it's your attitude.
You know an attitude affects100% of what you do and I can
actually statistically show youhow attitude equals 100%.
(14:15):
Are you interested to know howmuch you're dependent, not
appropriate man.
So every letter in the alphabethas a numeric value, correct?
Yeah, a1.
Z26.
Yeah, so if you take the wordattitude and you spell it out
and you give each letter anumeric value, what do you think
(14:37):
the word attitude adds up to?
Speaker 2 (14:41):
You're going to tell me 100.
Correct, because A is 20.
T is 20.
Attitude adds up to it.
You're going to tell me 100.
Speaker 1 (14:44):
Correct, because A is 1, t is 20, T is 20, I is 9, T
is 20, U is 21, D is 4, and E is5.
Speaker 2 (14:54):
It's 100% of what we do.
Speaker 1 (14:57):
So that is the catalyst of what affects what
you do, and I heard this storyfrom a gentleman.
I was flying to a salesconference, just like 27 years
ago when I was in the jewelrybusiness, and you know, the guy
was dressed up in a three-piecesuit, he was sharp and I'm
sitting there and, sitting nextto me, started talking.
He's like oh so what do you do?
I said I'm in sales, he goes.
I wouldn't have guessed I go,why not he goes?
(15:18):
Well, you're be dressed forsales.
I said, if I'm in my own time,in my own element, I see you.
He's like well, I think thataffects the posture of who you
are, and it says who you are andwhat you do, because you always
have to be dressed for success.
I said well, if your attitudeis focused on success,
regardless of what I'm wearing,it shouldn't matter, because my
person and the genuineness ofwho I am is going to come to
(15:38):
that client and then I canintroduce myself and what I do
the same way.
Okay, I look at that.
Then we went back and forth fora while.
He goes how much do you thinkattitude affects what you do?
I said well, I believe it's ahundred percent, and that's what
he showed me on this airplaneflight.
Take the word attitude and addit up.
So 26 years later, here I amright.
Sometimes I think you know,that's my own medicine we have
(16:07):
to remember that in ourbusinesses we are going to fail.
But what is failing, failing istrying it again and getting up
and doing it again and it'sposturing to improve.
So you know, have I failed?
Yes, do I have five hours toget behind on what I've got to
play catch-up on?
Sure I do.
I mean, life happens for all ofus.
But in serving the clients anddoing it and making sure I put
the attitude hat on.
We go through.
So it's kind of fun.
Speaker 3 (16:21):
But not a lot of secret sauce.
Speaker 1 (16:23):
It's a lot of hard work and determination and
perseverance, you know,persevering for our families,
for our clients, you know.
And then for me, you know, evenwhen the crash hit and I don't
want to ramble on too long, I'msorry about this, but even when
the crash hit right, a lot of usare like, oh my gosh, and I was
like, ah, it's just a mortgage,it's just a loan, but it's so
(16:43):
much more Because you havemyself, my loan officer
assistant, my processor anunderwriter a closer, a funder,
the shipping person, the personin shipping, the person who
receives the loan from us.
Right, that's just on our side.
Then you go to the title side.
We send a title order.
They send that order to anabstractor, who goes to the
county and pulls the abstract,who sends the information back
(17:05):
to the title company.
They type the title, who sendsit over to us and then, on title
, you get the closing documents.
You get the notary, the personwho has to sign it and ship it.
You look at how many people thehousing industry in one
transaction can touch.
It's at least 50 to 75 people.
I mean that's a broad numberbecause I don't know the total
back end 50 easily when youthink about it.
(17:26):
Only one transaction.
So for me again, it's servingthe client and everyone Think of
a realtor, buyer's agent,seller's agent, that family
selling, the family buying, andthen everything on the inside.
It's amazing when you look at it.
So that to me is where it's sogratifying, when you're serving
(17:46):
your client and they have theirplace, called home that first
time college student.
That's a small home, maybe it'sa condo or a townhouse.
Okay, no problem, we can starthere and maybe, if the payment's
low enough, you can keep thatand rent it out and you can
start creating wealth in realestate.
And we go to the next house andput 3% or 5% down.
Now you're renting a propertyin your second one and you can
build from there, right, butit's I mean the housing industry
(18:09):
and the mortgage industry.
I mean one of my clients in thejewelry business is who got me
in the mortgage business when Itransferred to Ohio, so I knew
nothing about mortgages or realestate really prior to that's
what I was going to ask youBecause you talked about being
in the jewelry business.
Speaker 2 (18:26):
Yeah, which I mean like sales is.
I get it, sales is sales, butthere's a big difference between
like a watch and a house.
Speaker 1 (18:32):
Right, Correct, and you know what, though?
Yes and no, because thedifference is that it's value.
What value are you bringingwhen you're buying a Rolex,
you're buying an Omega, you'rebuying a Patek or whatever?
It's not a watch anymore, it'sa timepiece right, then you have
to learn about it, so you startlooking at things right.
But the crazy thing is, whensomeone walked into our jewelry
store, we had 30 to 35 secondsto make that impression, and we
(18:56):
were always trained at thebeginning.
Mitch Maggard I'll throw hisname out there if you don't want
me to publicly put it out therehe was our sales manager that
taught a group of us back in1991, back at Hellsberg Diamonds
, and one of the things that hetaught when we brought him to
the case we had these little.
On the front side of thislittle display it said about the
diamond case or whatever, buton the back side it said make me
feel important.
(19:17):
Make me feel important, make mefeel important, because when
they come in, they have eightother jewelry stores they can go
to.
What is going to differentiateyour store and every client that
left?
When I manage my stores evenwhen I got into it as a
part-time salesperson orwhatever every client that left
my store knew the cut color, theclarity of the diamond they
bought.
They knew what they paid for it.
(19:37):
You have guys who went, oh, Iwant to buy one carat for three
grand.
Okay, here you go.
You have guys who went, oh, Iwant to buy one carrot for three
grand.
Okay, here you go.
Here's the five-eighths of acarrot.
It's small, but look at thedifference in the clarity.
Have you seen a diamond under agem scope?
No, it's education, right.
Same thing in the mortgagebusiness.
For me, it's educate, advocateand serve.
It was the same thing in thejewelry business when I sold
(19:59):
cars.
I sold cars for three months.
I sold 48 cars for three months, right.
But when people came onto thelot, james, it wasn't like oh,
here we are.
I'm like you know what?
I'm different, what is yourneed?
Let's find that and then afterthat we're going to determine
your payment.
Biggest mistake people makegoing to the car lots.
What kind of payment are youtrying to afford.
(20:20):
Do that, because as soon as youdo that, if you say no, six,
seven hundred bucks and you'rebuying a you know fifteen
thousand dollar car, they'regonna slam you on the interest
rate and you're gonna charge youget charged a lot of fees.
Right, you don't need it.
You don't need that same thing.
The jewelry business you had toeducate them you know, one of my
sales people, um, first tookover this store.
I go, what happened is I don'tknow what, do't know.
(20:40):
Well, I did the eight steps ofselling.
I'm like okay, but the eightsteps is a guide.
You might go to two, to eight,to three, to one, to one, to
five, to six, to seven.
I said let me ask you aquestion when did they meet?
I don't know.
Speaker 3 (20:52):
What was his first name?
I don't know what was theirfirst name, I don't know.
Speaker 1 (20:58):
When was their first date?
I don't know.
And you expect them to spend$4,000 with you on a bridal set.
Right Again, that business.
The crazy thing about where thesimilarities and where they
crossed over was relational.
When I transferred from onestore in the Kenwood Town Center
, Ohio, and went to theTri-County store, which is like
(21:19):
35, 40 minutes away, and myclients found out, they came to
my store.
Speaker 2 (21:24):
They came with you, which is what's happened in
mortgages In another part of thecountry.
People have gone from Ohio todo business with you in Arizona.
I'm very confident there's aton of loan officers in Ohio
that wanted to keep it local.
But, matt, you know, one of thethings about you that I've
(21:47):
always appreciated it is yourfaith, life.
You.
You know, you are a guy whoit's just, it's just very, very
obvious the covering that's overyou and your family.
You know, and it's not anaccident, why it's just not an
accident, like it's.
Success is not an accident.
Failure is not an accident.
When I, when I don't, you know,I don't it's funny because I'm
on social media, but I don'tcomment a lot on social media,
(22:09):
right, I just this, you know,gives you a chance to peek in on
people and you know everyone.
You, whoever, since you shouldgo to his, you should friend him
on facebook, you should.
You should see eric and youshould see, you should see the
things that he values.
Because what social media doesdo is it shows you what you
value and it's a peek intosomebody's thinking.
(22:32):
And if I'm going to do businesswith someone, my brother-in-law
is a loan officer, so that'skind of a given you got to be
careful on that one, yeah, likeit up.
But if I'm gonna do businesswith someone, I've got to feel
phenomenal about who I'm doingbusiness with, and so the reason
I wanted number one I'm reallypraying for you and your family
(22:54):
to have the best year evercoming appreciate that you know,
I, I believe more people justneed to know you.
I think more people need.
I think more people need to dobusiness with people that
actually care about people,right, and be treated like a
human being.
And you know, I was saying tomyself like what value could I
give you?
And as I'm sitting here, it'sjust really I don't know.
(23:16):
I haven't been to your onlinepage.
I looked at it some time ago,but it needs to say something
like I'm Eric Rank, I love myfamily, I love my God and I want
to help you get a home.
Like, if you had to just be thatsimple.
I guarantee I'm promising you.
You've literally laid out thethings that are actually
(23:36):
legitimately who you are.
That's 100% true.
You're going to be a magnet forpeople who value their faith,
their family and they want ahome, and they'd much rather do
that with somebody who's walkingthe talk than somebody who's
just talking the talk.
Speaker 1 (23:51):
I appreciate that.
I mean honestly, that's.
Speaker 2 (23:56):
I thought about this.
Speaker 1 (23:57):
How long we've known each other.
That was the house we had inCountryside.
Yeah, that's right.
April and Annabelle came over.
That was the house there.
You're 06, 07.
It's just kind of crazy to thinkabout it.
I'll say this about yourself aswell.
You're 100%.
I'll tell everyone on the scenewhat you see with Mr Adam is
(24:18):
100%.
The follow of who he is.
His family is everything.
His faith is everything.
The fact that he wants to takehis own personal time to do
something for others outside ofthe successful business that he
has it really makes a differencein regards to what this really
means.
To take your own personal time.
(24:38):
I can't think enough for it,because you've been there
multiple times.
You've commented on things.
You were there when my sonpassed away to send, you know,
prayers and condolences for usand we haven't seen each other
in God James, has it been atleast 20 years?
Yeah, I mean, it's crazy and Igot a beard.
(25:00):
Now, right, I decided to do thebeard thing.
I kind of like the beard thing,you know, funny.
I want to share this with you.
So, one of the deals I closedabout 90 days ago, a guy called
me up and he was like yeah,someone told me you're the loan
doctor.
I'm like, okay, I'll come andgive you a diagnosis.
And he started cracking up.
He goes I'm not sure how muchyou're going to do for me
because I'm a 578 credit score.
I'm like, okay, and I won'tmention the company names.
(25:22):
But he went to two local banksin Ohio and went to another
broker lender out there as well.
I said okay, so let me ask youthis question.
So you're a 578 score?
Yeah, they told you that.
Much Correct.
I said, okay, did anyone goover your credit report?
(25:43):
No, I said so.
Nobody took the time to reviewyour credit report with you so
you can go over and understandwhy you're a 578 credit score.
No, he had a medical collectionfor $600.
He had a chartered self creditcard for like $600 or $700.
He had a credit card that was anewer one that was maxed out
and had $900 or $1,000.
Paid the medical collection offand jumped to a 640 score
$909,000.
Paid the medical collection offand jumped to a 640 score.
After the 640 score got him aconsolidation loan with one main
for $2,000.
(26:04):
Paid off that collection, paidoff his credit card In three
weeks.
What do you think his creditscore was?
Speaker 2 (26:09):
Take a guess If you object to just under $7,000?
$7,000, $18,000.
Speaker 1 (26:15):
I closed him on a $350,000 house.
I did all that in a matter ofnine weeks Because, again, loan
officers and I say this to youas we're out there the value of
your customer is not determinedon the credit score.
Listen to their story, begenuine, be real and understand.
As a commissioned individual,you know we are blessed by the
(26:40):
people that are put in our livesmy faith, actually, because god
blesses us with everything.
After my son passed away, youknow, a little over a year ago,
my whole thing was, you know,one of the things I always told
him was confidence.
I struggle with confidence.
I mean, I do.
It's those things here I said.
But you know, I keep telling,hearing him telling me the same
thing dad, you can do it, doyour own brain, do your own pnl.
That's why I went and did itlast February, because I told
him I would honor him and hewould raise my grandson as well,
(27:02):
right, with my wife and myfamily.
But the other thing was is toput people first and to listen
to their story.
Everybody has a story.
When we forget that we areserving the individual and we
look at just the loan in ourpocketbook, that's, we look at
just alone in our pocketbook.
That's when you fail.
You might be amazed that, yeah,doing what I do takes a little
(27:25):
more work.
It's a harder deal to get done,it's going to take more time.
But, in all sincerity, when Ihave a client that called me oh
God, it was two weekends ago, ona Saturday actually.
It was a text hey, is this EricFrank's phone?
It's from an 859 number fromKentucky.
I said yes, how can I serve you?
What's up?
And I said I lost about 700contacts on my phone, so just
let me know who this is.
It was a good friend of mine,scott.
(27:47):
I did Scott's last loan 12 yearsago.
We've been talking on Facebook,you know the last 15, 16 years.
Now his kids are buying a loan.
They were getting kind of takenadvantage of by the lender,
answering the phone, picking upthe phone.
It's a $300,000 purchase and Istarted doing Scott's loans in
2004.
So 20 years later, we're stillfriends.
We're still doing loans.
(28:07):
Because I fixed his credit.
He trusted me to know that Iwas going to serve him correctly
.
I always put the best for theclient first.
It's best for his family and myfamily at the same time, and
his house has almost paid offand now I'm serving his kids.
So, whatever business you're in, whether it's a walk-up
business, whether it's astandalone business, you're a
(28:29):
destination shop.
Yes, it gets frustrating.
Yes, customers can sometimes,you know, be upsetting, but
they're still walking into yourdestination, you're still
picking up the phone and callingyou and they're still walking
into your destination.
You're still picking up thephone and calling you and
they're needing yourprofessionalism and when we
serve them and think of them asfamily, they will continue to
trust you and build thatrelationship over the years as
family with you and they'll kindof take you again.
Speaker 2 (28:51):
So I hope everyone watching this is looking to is
either looking into the industryand is looking to have great
mentorship in the industry, orpeople that are just looking for
integrity in their home buyingprocess or just that whole
process of that first reallymajor investment for the average
person.
(29:12):
I hope that.
I hope that the message wasdelivered, that there are people
in the world like this.
But I don't know, I don't know.
I don't know where, I don'tknow where this video is going
to land, but it's my prayer thatit lands in front of the right
eyes.
I definitely hope for you andyour family to have the best
(29:32):
year ever because, again, yoursuccess is directly connected to
helping people get into theworld of real estate.
And I'm just going to say thisyou know everybody.
You can see the name, you canGoogle Mr Eric Rankin.
You can find him on Facebook.
This is somebody to have inyour cell phone.
And if you're in business foryourself, if you're in sales on
(29:56):
any level, anything that you dowhere you are dealing with
someone, I hope that you do witha level of integrity and
service.
He probably is that word servelike 40 times during this time.
Sorry, but I hope no.
No, don't say sorry, it's whatit was, what it needs to be,
because we have to change thelandscape of how people see what
(30:17):
it's like to be successful.
People think success becausewe're constantly bombarded with
like you got to eat people alive, like you know, people are chum
and all this other stuff, andthey don't realize that, like
you could do extremely well inyour life by just having a heart
full of grace and desire toserve and empower other people
and and you it can be a win-win.
(30:39):
It doesn't have to be I win, youlose.
We can both win, and that willcreate so much more later.
So, buddy, I know this is thelast minute, but I appreciate
you taking the time to hop onand I hope folks reach out to
you and I appreciate what you doin the world.
Speaker 1 (30:56):
Thank you, man, for Thank you for having me, James.
I greatly appreciate it.
All my best to you and thefamily.
Speaker 2 (31:00):
Thank you so much, brother, god bless.
Speaker 3 (31:01):
If you actually took time to learn about how
incredible you were, nothingwould ever stop.
You See, the definition ofsight is the faculty or power of
seeing.
I want to share this with you.
So one of the deals I closedabout 90 days ago, a guy called
me up and he was like, yeah,someone told me you're the loan
doctor.
I'm like okay, I'll come andgive you a diagnosis.
And he started cracking up.
He goes I'm not sure how muchyou're going to do for me
because I'm a 578 credit score.
I'm like, okay, and I won'tmention the company names.
(00:29):
But he went to two local banksin Ohio and went other broker
lender out there as well.
Speaker 2 (00:31):
I said okay so let me ask you this question.
So you're a 578 score.
Speaker 1 (00:33):
Yeah, they told you that.
Much Correct.
I said okay.
Did anyone go over your creditreport?
No, I said so.
Nobody took the time to reviewyour credit report with you so
you can go over and understandwhy you're a 578 credit score.
No, he had a medical collectionfor 600 bucks.
He had a chartered self creditcard for like six or $700.
He had a medical collection for$600.
He had a chartered self creditcard for like $600 or $700.
He had a credit card that was anewer one that was maxed out
and had $900 or $1,000.
Paid the medical collection offand jumped to a 640 score.
(00:54):
After the 640 score got him aconsolidation loan with one main
for $2,000.
Paid off that collection, paidoff his credit card.
Speaker 2 (01:06):
In three weeks.
What do you think his creditscore was?
Take a guess, if you objectedjust under seven, seven 18.
Speaker 1 (01:10):
I closed him on a $350,000 house.
I did all that in a matter ofnine weeks Because, again, loan
officers and I say this to youas we're out there the value of
your customer is not determinedon the credit score.
Listen to their story, Begenuine, Be real and understand.
As a commissioned individual,you know we are blessed by the
(01:33):
people that are put in our lives.
My faith actually is Godblesses us with everything.
After my son passed away, youknow, a little over a year ago,
my whole thing was, you know,one of the things I always told
him was confidence.
I struggle with confidence.
I mean, I do, it's the littlethings here.
Speaker 3 (01:48):
I said but you know, I can't.
If you actually took time tolearn about how incredible you
were, nothing would ever stopyou.
Speaker 2 (01:54):
So this is being done as a as something I've been
thinking about for a long timein terms of being able to
identify people that are doingthings to see if we can help
them go to another level.
I've been privileged to be ableto work with business owners,
athletes, professionals to helpgive some insights, to help them
(02:16):
grow and build, and all theseother great things.
I want you to meet someonetoday and we're just going to
have this conversation happen,mr Eric Rank.
What's up, my man?
How?
Speaker 1 (02:27):
are you?
Speaker 2 (02:27):
I'm doing well, how are you, sir?
I'm doing great, buddy.
So everyone, I've known Ericfor quite some time and this is
a good man and I don't just meanlike a good business person, I
mean like a good human being.
And we were having theconversation I said to her like
(02:49):
look, you just need to get on,just get on camera, and people
need to know who you are.
So, eric, could you share whatit is you do, because we're
going to talk about going to thenext level and they need to
know who you are, what you do.
So go ahead, buddy.
Speaker 1 (03:04):
Oh, Eric, it's Eric Rank.
I'm a mortgage loan officer.
I work for leader one financialcorp.
I've been a mortgage loanofficer serving my clients for
about 22 years, licensed inabout eight or nine states
directly and with my company Ican do loans in 48 different
states.
So love what I do and a lotit's been.
It's been a.
It's been a fun run.
If you would ask if I was goingto get in the mortgage business
when I graduated high school orcollege or anything like that,
(03:26):
I'd be like no, and 22 yearslater it's been great.
It's been a great job for meand my family.
Speaker 2 (03:33):
So I want to think about this for a second.
You have a lot of people rightnow that are trying to figure
out this home conversationbecause it's crazy, right.
So I'm going to start there.
Then I'm going to kind of sothe gap right now between people
and home affordability has beenall over the news because it's
been complicated.
How can you help me get into ahouse?
(03:55):
Right?
I'm a new college graduate, I'mnew into my career.
Are there like programs orthings like that that you have
access to for a person like me,who's kind of just getting
started, to be able to get whatI need done?
Speaker 1 (04:09):
Yeah, there are a lot of grant programs out there, a
lot of great products that wehave.
You know, one of the things Ilove working at LeaderWin
Financial is we're a directlender.
But not only that, but we alsobroker.
So, for instance, one of thelenders I use is Rocket.
They have a Home Plus programor One Plus program where they
give you 2% of your 3% down andone of the greatest benefits
about that product is that thegrant, the gift they give you,
(04:31):
is forgiven right after closing.
You know you can be a 660, 680score, go confidential and make
that loan work.
There are also grants that areavailable in different states,
you know, with LeaderOne, and ifthere are certain states that
we have a client that hadquestions on, I can research
with my company to find out.
We have grants that are there.
But one of the biggest things,james, I try to do with people
when I set the stage for them isreally, you know, hey, let's
(04:53):
pull your credit, let's look atwhere you're at and set a plan.
For me it's never been aboutthe quick, okay, let's get this
done now.
It's always about serving myclient.
It's seeing their situation,understanding their need.
You know it's not about yourcredit score oh, your credit
score by so many people.
They feel like that's the valueof who they are, that's their
worth.
I'm a 550 score.
(05:14):
I'm terrible?
No, you're not.
You just didn't understand thecredit you had at that time.
So I try to set the stage withthem where I'm like let's
evaluate that, let's see how wecan get it to the highest credit
score possible, because that'sa lower potential, your down
payment, your actual cost, thecost of the rate and everything.
So I really try to set thestage for them that way.
(05:39):
And then you know, hey, I tellthem understand something.
For me it's to educate andadvocate and serve.
So I work for you.
So when I'm working for you,you need to tell me what's best
for you.
It's not about me saying, oh,this is the max you can go buy,
let's get that house.
It's what are your setparameters, what makes you feel
comfortable, and then I'm goingto serve you with everything I
(06:01):
can to make this process thebest I can for you.
So that's kind of how I've doneit for 22 years, you know, just
really trying to look out forthem.
Speaker 2 (06:09):
You know this is important and this is why I say
it's important, because youmoved to Arizona.
I remember when you moved toArizona.
Speaker 1 (06:14):
Yeah.
Speaker 2 (06:17):
Out of Ohio.
A lot of your business stillcomes from Ohio, correct?
I want to know something, andthis is really important for
anyone.
That is looking to be great,because the market has been
challenging for a lot of people.
But you were, I mean, you'vebeen crushing it.
You've been, you've beentearing it up.
I, what are you?
(06:38):
Why are you different?
Because there's a whole lot.
I can google a whole lot ofloan officers and I talked to
some people in the industry.
I work a lot of people in realestate and a lot of them are.
It's a tough time right now.
Why are you crushing it andother people are struggling?
Speaker 1 (06:57):
You know, I don't know what the secret sauce is,
totally, james.
But for me, honestly, it'snever been about the transaction
, it's always been relational,it's a, it's a relationship, and
I tell my clients that from theget go.
Hey, this is a relationship.
You know, like I have a clientI was speaking to yesterday who
has been waiting for two weeksfor someone to get back to him.
I said tell me your situation.
And I sat down with Oren, Ipulled their credit, I looked at
(07:18):
their income and everything andwithin 45 minutes they were
good to go.
And I said you know?
And then I said this is goingto be where we start Now, when
we're done, we're going tocontinue to work on your credit
because we're going to go FHA.
Right now, but with fourdifferent things taken off your
credit report, you'll be a 740score, the guy's a 630.
But he has to, in his situation, get closed in 25 days, right?
(07:40):
So I said, okay, this is wherewe're going to go.
But for me it's always been arelationship.
It's about looking into whattheir needs and their goals are
and serving them.
If that means that I don't keepit in house and I go to a
broker where I make 30% lessagain, it doesn't matter, it's
about serving them right.
It's about serving them likefamily.
I tell people look, you'reblessing my family with an
opportunity to make income, soin turn I'm going to bless you
(08:02):
with everything I know in thisindustry to get you the best
product and the best rate andgive you the best service that I
can.
Is every deal perfect?
Honestly, no, not every deal isperfect.
There are deals that are harder.
There are deals that we go intounderwriting and it'll come out
and we need a few more things.
So there are some that take alittle longer, that are a work
in progress, but for the mostit's always been about
relationships.
(08:22):
For me, I want to know aboutyour family, I want to know
about what your goals are.
What goals are, what yourlong-term goals are.
Is it a short-term house?
Long-term house?
Because you know, for me, again, it's about serving them.
So I can be a numbers guy.
I can sit there and say yourcredit score, here's what you
got.
You know here's oh, you're a640 score, go FHA or a 620.
(08:47):
And you know, and we're goingto serve you and your family and
help you.
And that's kind of the simpleside of how I've done it for 22
years, the reason I wantedpeople to hear you say that.
Speaker 2 (08:57):
By the way, he has no idea what I'm asking him.
Speaker 1 (09:00):
We didn't have this conversation beforehand he said
hey, I'm sending you a link here, we are, it's a link.
Speaker 2 (09:07):
I had no idea what to expect, but I'm telling you
everyone I've told peopleforever that if you're someone
that is value driven meaning youwant to give people value, that
you'll never there's noshortages for people who want to
give people value.
This man I know has been.
You know, if you go to hissocial media, if you go to
(09:28):
Facebook and you look up EricRank, that's CK.
At the end you're going to seestuff about family.
You're gonna see like there's,like you'd never, you'd never.
There's no.
Like, yeah, I'm killing it, I'mcrushing.
It's like all about, like his,his love of god, his family.
Look at my wife, look at mykids.
If you look behind him rightnow, there's a, there's a
(09:48):
something, a picture.
Always be honest, keep yourpromises.
Like it's.
He's in an issue.
Now there's a, there's asomething, a picture.
Always be honest, keep yourpromises.
Like it's.
He's in an industry wherethere's so much money and and
yet, as long as I've known eric,he's never talked about the
money.
He's always talking about.
Yeah, let's help this personfix this situation, that
situation.
And for those of you that arein business, you have to
(10:08):
understand, like, if you want tobe long term and have something
long term, it has to be aboutthe person sitting across from
you.
The nature of your business isalways going to be you're going
to be paid for what you deliver,but people know right away if
you're a pig and they know rightaway if it's not about them,
and that's why he's beencrushing it and we've been
(10:29):
talking about like wanting totake things to the next level
for the upcoming year.
But the level you're at is alevel a lot of other people
would love to get to.
They would love to have theamount of closings you're having
and the way you're ending out2024.
What does the next level lookfor?
What does it look like for EricWright?
Speaker 1 (10:50):
You know the next level is just, you know, more
structure and organization toput things in place.
To get to that next level, I'dlike to hire a couple of
gentlemen, you know, that wantto kind of see what the team and
I have done.
You know what's funny?
You know, james, I don't lookat myself as a big hitter in
this business, you know I meanthere are guys that do things
bigger than myself.
To be completely honest, theydo and you know they have things
(11:11):
in place and maybe they're notas personal and in touch with
their clients.
That's been one of the harderthings for me is a lot of guys
like to be hands off.
Hey, once they take the app,they're done, their team gets it
down the road, then they talkto the client at closing.
I don't want to be that guy.
I want to guide you with myteam the whole way through and
be with you the whole waythrough.
So you know, I like to hire acouple of junior loan officers.
I like to hire, you know,someone here in Arizona, maybe
(11:32):
even in a different state.
For me it doesn't matter whatstate somebody wants to be in If
they're doing two and threeloans and they need to know how
I look at credit, how I rescorethe credit, what I do
differently and you know if Ican help serve them, to help
benefit their clients and theirfamily.
I'd love to do that.
Leader One, you know the companywe work for.
They run financial.
They're based out of Illinoisand, like I said, we're licensed
in 48 states.
We're always looking, so I'dlike to get to that my boys into
(12:02):
the business with me.
I really would.
My youngest son, jonathan, is18 now, but the baby, james, is
18.
Yeah, 18, 20, 21, 24, wouldhave been 25 and 31 now.
Just to give you an idea of howlong you've known me, james.
Yeah 05 was before Jonathan wasborn.
But anyway, we all countnumbers.
(12:24):
But at the end of the daythat's what I want to do.
I kind of want to grow that andjust get guys into it.
You know, I think so many loanofficers they want that 250, 275
, 350 basis points, all thedifferent margins they have in
the back end to make more onevery deal.
And for me it's never been thatway.
If I'm, you know, if I got tocut my comp to make the deal
(12:49):
work for somebody again inserving them, that's what I do.
I can count honestly over thepast 18 months I can count on
both my hands, 10 fingers, thenumber of people that I put over
seven and a half percent as aninterest rate.
Because for me when I sit thereand look at them like if I put
them an eight and a quarter,they wouldn't be able to follow
the house, they wouldn't be intheir house that they wanted If
it, you know.
But seven and a half percentworked.
Well, how did I do that?
I just made less.
(13:10):
So yeah, I closed more loansthis year, but the income I make
this year was less than lastyear, but I helped more clients.
So, regardless of the fact thatyou know I made less, I served
more people.
You know what I mean and that'sthe thing I think.
I think in society today, Ithink in any business today, you
know your business, my business, whatever.
(13:30):
When we forget the fact that weare serving the people that
we're coming in contact to,that's when we're starting to
settle, that's when you sitthere and go, okay, it's just a
job.
And if it's just a job andyou're not happy and you're not
serving and you're not excitedabout what you do, it makes a
difference.
Fun fact I'd like to share, andI think I've shared before and
I have this and I remind myselfof this.
(13:53):
I think the other thing in thisindustry it's easy to look at oh
my God, it's tough.
Yeah, it's tough.
And biggest thing that makes adifference is your values.
For me it's faith, family andthen my work, but not only that,
it's your attitude.
You know an attitude affects100% of what you do and I can
actually statistically show youhow attitude equals 100%.
(14:15):
Are you interested to know howmuch you're dependent, not
appropriate man.
So every letter in the alphabethas a numeric value, correct?
Yeah, a1.
Z26.
Yeah, so if you take the wordattitude and you spell it out
and you give each letter anumeric value, what do you think
(14:37):
the word attitude adds up to?
Speaker 2 (14:41):
You're going to tell me 100.
Correct, because A is 20.
T is 20.
Attitude adds up to it.
You're going to tell me 100.
Speaker 1 (14:44):
Correct, because A is 1, t is 20, T is 20, I is 9, T
is 20, U is 21, D is 4, and E is5.
Speaker 2 (14:54):
It's 100% of what we do.
Speaker 1 (14:57):
So that is the catalyst of what affects what
you do, and I heard this storyfrom a gentleman.
I was flying to a salesconference, just like 27 years
ago when I was in the jewelrybusiness, and you know, the guy
was dressed up in a three-piecesuit, he was sharp and I'm
sitting there and, sitting nextto me, started talking.
He's like oh so what do you do?
I said I'm in sales, he goes.
I wouldn't have guessed I go,why not he goes?
(15:18):
Well, you're be dressed forsales.
I said, if I'm in my own time,in my own element, I see you.
He's like well, I think thataffects the posture of who you
are, and it says who you are andwhat you do, because you always
have to be dressed for success.
I said well, if your attitudeis focused on success,
regardless of what I'm wearing,it shouldn't matter, because my
person and the genuineness ofwho I am is going to come to
(15:38):
that client and then I canintroduce myself and what I do
the same way.
Okay, I look at that.
Then we went back and forth fora while.
He goes how much do you thinkattitude affects what you do?
I said well, I believe it's ahundred percent, and that's what
he showed me on this airplaneflight.
Take the word attitude and addit up.
So 26 years later, here I amright.
Sometimes I think you know,that's my own medicine we have
(16:07):
to remember that in ourbusinesses we are going to fail.
But what is failing, failing istrying it again and getting up
and doing it again and it'sposturing to improve.
So you know, have I failed?
Yes, do I have five hours toget behind on what I've got to
play catch-up on?
Sure I do.
I mean, life happens for all ofus.
But in serving the clients anddoing it and making sure I put
the attitude hat on.
We go through.
So it's kind of fun.
Speaker 3 (16:21):
But not a lot of secret sauce.
Speaker 1 (16:23):
It's a lot of hard work and determination and
perseverance, you know,persevering for our families,
for our clients, you know.
And then for me, you know, evenwhen the crash hit and I don't
want to ramble on too long, I'msorry about this, but even when
the crash hit right, a lot of usare like, oh my gosh, and I was
like, ah, it's just a mortgage,it's just a loan, but it's so
(16:43):
much more Because you havemyself, my loan officer
assistant, my processor anunderwriter a closer, a funder,
the shipping person, the personin shipping, the person who
receives the loan from us.
Right, that's just on our side.
Then you go to the title side.
We send a title order.
They send that order to anabstractor, who goes to the
county and pulls the abstract,who sends the information back
(17:05):
to the title company.
They type the title, who sendsit over to us and then, on title
, you get the closing documents.
You get the notary, the personwho has to sign it and ship it.
You look at how many people thehousing industry in one
transaction can touch.
It's at least 50 to 75 people.
I mean that's a broad numberbecause I don't know the total
back end 50 easily when youthink about it.
(17:26):
Only one transaction.
So for me again, it's servingthe client and everyone Think of
a realtor, buyer's agent,seller's agent, that family
selling, the family buying, andthen everything on the inside.
It's amazing when you look at it.
So that to me is where it's sogratifying, when you're serving
(17:46):
your client and they have theirplace, called home that first
time college student.
That's a small home, maybe it'sa condo or a townhouse.
Okay, no problem, we can starthere and maybe, if the payment's
low enough, you can keep thatand rent it out and you can
start creating wealth in realestate.
And we go to the next house andput 3% or 5% down.
Now you're renting a propertyin your second one and you can
build from there, right, butit's I mean the housing industry
(18:09):
and the mortgage industry.
I mean one of my clients in thejewelry business is who got me
in the mortgage business when Itransferred to Ohio, so I knew
nothing about mortgages or realestate really prior to that's
what I was going to ask youBecause you talked about being
in the jewelry business.
Speaker 2 (18:26):
Yeah, which I mean like sales is.
I get it, sales is sales, butthere's a big difference between
like a watch and a house.
Speaker 1 (18:32):
Right, Correct, and you know what, though?
Yes and no, because thedifference is that it's value.
What value are you bringingwhen you're buying a Rolex,
you're buying an Omega, you'rebuying a Patek or whatever?
It's not a watch anymore, it'sa timepiece right, then you have
to learn about it, so you startlooking at things right.
But the crazy thing is, whensomeone walked into our jewelry
store, we had 30 to 35 secondsto make that impression, and we
(18:56):
were always trained at thebeginning.
Mitch Maggard I'll throw hisname out there if you don't want
me to publicly put it out therehe was our sales manager that
taught a group of us back in1991, back at Hellsberg Diamonds
, and one of the things that hetaught when we brought him to
the case we had these little.
On the front side of thislittle display it said about the
diamond case or whatever, buton the back side it said make me
feel important.
(19:17):
Make me feel important, make mefeel important, because when
they come in, they have eightother jewelry stores they can go
to.
What is going to differentiateyour store and every client that
left?
When I manage my stores evenwhen I got into it as a
part-time salesperson orwhatever every client that left
my store knew the cut color, theclarity of the diamond they
bought.
They knew what they paid for it.
(19:37):
You have guys who went, oh, Iwant to buy one carat for three
grand.
Okay, here you go.
You have guys who went, oh, Iwant to buy one carrot for three
grand.
Okay, here you go.
Here's the five-eighths of acarrot.
It's small, but look at thedifference in the clarity.
Have you seen a diamond under agem scope?
No, it's education, right.
Same thing in the mortgagebusiness.
For me, it's educate, advocateand serve.
It was the same thing in thejewelry business when I sold
(19:59):
cars.
I sold cars for three months.
I sold 48 cars for three months, right.
But when people came onto thelot, james, it wasn't like oh,
here we are.
I'm like you know what?
I'm different, what is yourneed?
Let's find that and then afterthat we're going to determine
your payment.
Biggest mistake people makegoing to the car lots.
What kind of payment are youtrying to afford.
(20:20):
Do that, because as soon as youdo that, if you say no, six,
seven hundred bucks and you'rebuying a you know fifteen
thousand dollar car, they'regonna slam you on the interest
rate and you're gonna charge youget charged a lot of fees.
Right, you don't need it.
You don't need that same thing.
The jewelry business you had toeducate them you know, one of my
sales people, um, first tookover this store.
I go, what happened is I don'tknow what, do't know.
(20:40):
Well, I did the eight steps ofselling.
I'm like okay, but the eightsteps is a guide.
You might go to two, to eight,to three, to one, to one, to
five, to six, to seven.
I said let me ask you aquestion when did they meet?
I don't know.
Speaker 3 (20:52):
What was his first name?
I don't know what was theirfirst name, I don't know.
Speaker 1 (20:58):
When was their first date?
I don't know.
And you expect them to spend$4,000 with you on a bridal set.
Right Again, that business.
The crazy thing about where thesimilarities and where they
crossed over was relational.
When I transferred from onestore in the Kenwood Town Center
, Ohio, and went to theTri-County store, which is like
(21:19):
35, 40 minutes away, and myclients found out, they came to
my store.
Speaker 2 (21:24):
They came with you, which is what's happened in
mortgages In another part of thecountry.
People have gone from Ohio todo business with you in Arizona.
I'm very confident there's aton of loan officers in Ohio
that wanted to keep it local.
But, matt, you know, one of thethings about you that I've
(21:47):
always appreciated it is yourfaith, life.
You.
You know, you are a guy whoit's just, it's just very, very
obvious the covering that's overyou and your family.
You know, and it's not anaccident, why it's just not an
accident, like it's.
Success is not an accident.
Failure is not an accident.
When I, when I don't, you know,I don't it's funny because I'm
on social media, but I don'tcomment a lot on social media,
(22:09):
right, I just this, you know,gives you a chance to peek in on
people and you know everyone.
You, whoever, since you shouldgo to his, you should friend him
on facebook, you should.
You should see eric and youshould see, you should see the
things that he values.
Because what social media doesdo is it shows you what you
value and it's a peek intosomebody's thinking.
(22:32):
And if I'm going to do businesswith someone, my brother-in-law
is a loan officer, so that'skind of a given you got to be
careful on that one, yeah, likeit up.
But if I'm gonna do businesswith someone, I've got to feel
phenomenal about who I'm doingbusiness with, and so the reason
I wanted number one I'm reallypraying for you and your family
(22:54):
to have the best year evercoming appreciate that you know,
I, I believe more people justneed to know you.
I think more people need.
I think more people need to dobusiness with people that
actually care about people,right, and be treated like a
human being.
And you know, I was saying tomyself like what value could I
give you?
And as I'm sitting here, it'sjust really I don't know.
(23:16):
I haven't been to your onlinepage.
I looked at it some time ago,but it needs to say something
like I'm Eric Rank, I love myfamily, I love my God and I want
to help you get a home.
Like, if you had to just be thatsimple.
I guarantee I'm promising you.
You've literally laid out thethings that are actually
(23:36):
legitimately who you are.
That's 100% true.
You're going to be a magnet forpeople who value their faith,
their family and they want ahome, and they'd much rather do
that with somebody who's walkingthe talk than somebody who's
just talking the talk.
Speaker 1 (23:51):
I appreciate that.
I mean honestly, that's.
Speaker 2 (23:56):
I thought about this.
Speaker 1 (23:57):
How long we've known each other.
That was the house we had inCountryside.
Yeah, that's right.
April and Annabelle came over.
That was the house there.
You're 06, 07.
It's just kind of crazy to thinkabout it.
I'll say this about yourself aswell.
You're 100%.
I'll tell everyone on the scenewhat you see with Mr Adam is
(24:18):
100%.
The follow of who he is.
His family is everything.
His faith is everything.
The fact that he wants to takehis own personal time to do
something for others outside ofthe successful business that he
has it really makes a differencein regards to what this really
means.
To take your own personal time.
(24:38):
I can't think enough for it,because you've been there
multiple times.
You've commented on things.
You were there when my sonpassed away to send, you know,
prayers and condolences for usand we haven't seen each other
in God James, has it been atleast 20 years?
Yeah, I mean, it's crazy and Igot a beard.
(25:00):
Now, right, I decided to do thebeard thing.
I kind of like the beard thing,you know, funny.
I want to share this with you.
So, one of the deals I closedabout 90 days ago, a guy called
me up and he was like yeah,someone told me you're the loan
doctor.
I'm like, okay, I'll come andgive you a diagnosis.
And he started cracking up.
He goes I'm not sure how muchyou're going to do for me
because I'm a 578 credit score.
I'm like, okay, and I won'tmention the company names.
(25:22):
But he went to two local banksin Ohio and went to another
broker lender out there as well.
I said okay, so let me ask youthis question.
So you're a 578 score?
Yeah, they told you that.
Much Correct.
I said, okay, did anyone goover your credit report?
(25:43):
No, I said so.
Nobody took the time to reviewyour credit report with you so
you can go over and understandwhy you're a 578 credit score.
No, he had a medical collectionfor $600.
He had a chartered self creditcard for like $600 or $700.
He had a credit card that was anewer one that was maxed out
and had $900 or $1,000.
Paid the medical collection offand jumped to a 640 score
$909,000.
Paid the medical collection offand jumped to a 640 score.
After the 640 score got him aconsolidation loan with one main
for $2,000.
(26:04):
Paid off that collection, paidoff his credit card In three
weeks.
What do you think his creditscore was?
Speaker 2 (26:09):
Take a guess If you object to just under $7,000?
$7,000, $18,000.
Speaker 1 (26:15):
I closed him on a $350,000 house.
I did all that in a matter ofnine weeks Because, again, loan
officers and I say this to youas we're out there the value of
your customer is not determinedon the credit score.
Listen to their story, begenuine, be real and understand.
As a commissioned individual,you know we are blessed by the
(26:40):
people that are put in our livesmy faith, actually, because god
blesses us with everything.
After my son passed away, youknow, a little over a year ago,
my whole thing was, you know,one of the things I always told
him was confidence.
I struggle with confidence.
I mean, I do.
It's those things here I said.
But you know, I keep telling,hearing him telling me the same
thing dad, you can do it, doyour own brain, do your own pnl.
That's why I went and did itlast February, because I told
him I would honor him and hewould raise my grandson as well,
(27:02):
right, with my wife and myfamily.
But the other thing was is toput people first and to listen
to their story.
Everybody has a story.
When we forget that we areserving the individual and we
look at just the loan in ourpocketbook, that's, we look at
just alone in our pocketbook.
That's when you fail.
You might be amazed that, yeah,doing what I do takes a little
(27:25):
more work.
It's a harder deal to get done,it's going to take more time.
But, in all sincerity, when Ihave a client that called me oh
God, it was two weekends ago, ona Saturday actually.
It was a text hey, is this EricFrank's phone?
It's from an 859 number fromKentucky.
I said yes, how can I serve you?
What's up?
And I said I lost about 700contacts on my phone, so just
let me know who this is.
It was a good friend of mine,scott.
(27:47):
I did Scott's last loan 12 yearsago.
We've been talking on Facebook,you know the last 15, 16 years.
Now his kids are buying a loan.
They were getting kind of takenadvantage of by the lender,
answering the phone, picking upthe phone.
It's a $300,000 purchase and Istarted doing Scott's loans in
2004.
So 20 years later, we're stillfriends.
We're still doing loans.
(28:07):
Because I fixed his credit.
He trusted me to know that Iwas going to serve him correctly
.
I always put the best for theclient first.
It's best for his family and myfamily at the same time, and
his house has almost paid offand now I'm serving his kids.
So, whatever business you're in, whether it's a walk-up
business, whether it's astandalone business, you're a
(28:29):
destination shop.
Yes, it gets frustrating.
Yes, customers can sometimes,you know, be upsetting, but
they're still walking into yourdestination, you're still
picking up the phone and callingyou and they're still walking
into your destination.
You're still picking up thephone and calling you and
they're needing yourprofessionalism and when we
serve them and think of them asfamily, they will continue to
trust you and build thatrelationship over the years as
family with you and they'll kindof take you again.
Speaker 2 (28:51):
So I hope everyone watching this is looking to is
either looking into the industryand is looking to have great
mentorship in the industry, orpeople that are just looking for
integrity in their home buyingprocess or just that whole
process of that first reallymajor investment for the average
person.
(29:12):
I hope that.
I hope that the message wasdelivered, that there are people
in the world like this.
But I don't know, I don't know.
I don't know where, I don'tknow where this video is going
to land, but it's my prayer thatit lands in front of the right
eyes.
I definitely hope for you andyour family to have the best
(29:32):
year ever because, again, yoursuccess is directly connected to
helping people get into theworld of real estate.
And I'm just going to say thisyou know everybody.
You can see the name, you canGoogle Mr Eric Rankin.
You can find him on Facebook.
This is somebody to have inyour cell phone.
And if you're in business foryourself, if you're in sales on
(29:56):
any level, anything that you dowhere you are dealing with
someone, I hope that you do witha level of integrity and
service.
He probably is that word servelike 40 times during this time.
Sorry, but I hope no.
No, don't say sorry, it's whatit was, what it needs to be,
because we have to change thelandscape of how people see what
(30:17):
it's like to be successful.
People think success becausewe're constantly bombarded with
like you got to eat people alive, like you know, people are chum
and all this other stuff, andthey don't realize that, like
you could do extremely well inyour life by just having a heart
full of grace and desire toserve and empower other people
and and you it can be a win-win.
(30:39):
It doesn't have to be I win, youlose.
We can both win, and that willcreate so much more later.
So, buddy, I know this is thelast minute, but I appreciate
you taking the time to hop onand I hope folks reach out to
you and I appreciate what you doin the world.
Speaker 1 (30:56):
Thank you, man, for Thank you for having me, James.
I greatly appreciate it.
All my best to you and thefamily.
Speaker 2 (31:00):
Thank you so much, brother, god bless.
Speaker 3 (31:01):
If you actually took time to learn about how
incredible you were, nothingwould ever stop.
You See, the definition ofsight is the faculty or power of
seeing.
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