We caught up with the brilliant and insightful Jason Mevorah a few weeks ago and have shared our conversation below.
Jason, thanks for taking the time to share your stories with us today In our experience, overnight success is usually the result of years of hard work laying the foundation for success, but unfortunately, it’s exactly this part of the story that most of the media ignores. So, we’d appreciate if you could open up about your growth story and the nitty, gritty details that went into scaling up.
My answer to this question is going to sound a little weird. A mentor told me there are four types of clients. 1. High income, high maintenance clients. 2. High income, low maintenance clients. 3. Low income, low maintenance clients. 4. Low income, high maintenance clients. He called it, his four boxes. He drew a giant box on a piece of paper and then he made a plus inside the box, creating four boxes. He then wrote all four of those types of clients in four different boxes.
He said most salespeople try to get all four types of clients. Those are the salespeople who don’t get it. He said SOMETIMES I can convince a salesperson to eliminate low income, high maintenance clients. Those are the obvious clients to remove from your portfolio, but even still most salespeople do not have the confidence to tell those people they cannot work with them. He continued, the breakthrough for the truly successful salespeople is not eliminating that one box. If I can convince you to eliminate three of the four boxes and only keep the High Income, Low Maintenance customers, that is when you will be truly successful.
So, to answer the question, what made your practice larger today than when you started, it was learning to eliminate clients and referral partners that I simply don’t want to work with. Take the drama out of the job. When you identify someone or something that is causing you to not want to do your job, eliminate it when possible. Work with the people you enjoy working with. Stop working with the people that make you not want to do your job or come to work. When you are happy, it will reflect in your work. When you are miserable, the same thing happens. Your business will grow when you are happy and working with the people you want to work with. It will plateau or decline when you are working with people that make you not want to come to work.
Awesome – so before we get into the rest of our questions, can you briefly introduce yourself to our readers.
I got into the home mortgage loan industry right out of college in 2000. I got an interview not knowing anything about the business through a fraternity brother and I’ve been doing it for 25 years since. What sets me apart is my longevity in the business. New people simply don’t know what they don’t know. When you have seen many scenario’s, you can draw from past experience to complete loans that others do not know how to do.
What’s worked well for you in terms of a source for new clients?
Always networking. Get out there and network. Don’t be that guy or gal that is pitching at the networking event. Try to get to know the people you want to know on a personal level. Connect and follow up. Don’t just tell them what you do, hand them a card, and hope they send you business.
Any thoughts, advice, or strategies you can share for fostering brand loyalty?
I handwrite my crm messages. I don’t let the computer generate messages. I only send them when I actually have something to say to a mass audience. Doing it by hand and responding by hand gives a personal touch and is helpful for me.
Contact Info:
- Website: https://jasonmevorah.prosperitylending.com/
- Instagram: https://www.instagram.com/jasonmevorah/
- Facebook: https://www.facebook.com/jason.mevorah
- Other: https://www.citypasslv.com
