Tune in as Sean takes the lead in this week's episode, delving into the fifth segment of our comprehensive six-part series centered around the potent 5,4,3,2,1 approach. In this segment, our spotlight is on the immense potential of daily social media posts. Our principle rests in the idea that sharing content at a minimum frequency of twice daily holds the key to transforming your business growth, while also ensuring your continual presence in the thoughts of both previous and prospective clients.1:20 – Recap of the 5,4,3,2,1 Strategy6:13 – Posting Cadence16:08– Recap of Social Posts Takeaways:Incorporating video content into your social posts can enhance engagement and capture your audience's attention effectively.Consistent daily engagement is crucial in moving forward and achieving your goals. Small steps each day make a significant impact over time.Making ten posts a week requires a well-structured plan. Strategy ensures your posts remain purposeful and effective in conveying your message.Staying true to yourself is crucial. Authenticity fosters genuine connections and resonates more effectively with your audience.Having a scripted approach can provide structure without stifling creativity. Consistent ideas flowing smoothly maintain your posting momentum.Quotes:“You have to engage with people every single day and continue to move the needle every single day.”“If you’re going to strategically make 10 posts a week. You have to have a plan in place in order to do that.”“Got to make sure you do not get muted out. That’s why you need a little leverage of them knowing what you do and building that trust.”“Want to make sure that they like you and that they know you and you build a report with them.”“When there are realtors that comment on your stuff. DM them and take the online offline.”“Have to make sure that you are you in your social posts.”“If you put good content out Facebook will reward you and put it in front of people.”  Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

Tune in as Sean takes the lead in this week's episode, delving into the fifth segment of our comprehensive six-part series centered around the potent 5,4,3,2,1 approach. In this segment, our spotlight is on the immense potential of daily social media posts. Our principle rests in the idea that sharing content at a minimum frequency of twice daily holds the key to transforming your business growth, while also ensuring your continual presence in the thoughts of both previous and prospective clients.1:20 – Recap of the 5,4,3,2,1 Strategy6:13 – Posting Cadence16:08– Recap of Social Posts Takeaways:Incorporating video content into your social posts can enhance engagement and capture your audience's attention effectively.Consistent daily engagement is crucial in moving forward and achieving your goals. Small steps each day make a significant impact over time.Making ten posts a week requires a well-structured plan. Strategy ensures your posts remain purposeful and effective in conveying your message.Staying true to yourself is crucial. Authenticity fosters genuine connections and resonates more effectively with your audience.Having a scripted approach can provide structure without stifling creativity. Consistent ideas flowing smoothly maintain your posting momentum.Quotes:“You have to engage with people every single day and continue to move the needle every single day.”“If you’re going to strategically make 10 posts a week. You have to have a plan in place in order to do that.”“Got to make sure you do not get muted out. That’s why you need a little leverage of them knowing what you do and building that trust.”“Want to make sure that they like you and that they know you and you build a report with them.”“When there are realtors that comment on your stuff. DM them and take the online offline.”“Have to make sure that you are you in your social posts.”“If you put good content out Facebook will reward you and put it in front of people.”  Show Links:Community Platform: <a href="http://www.BecomeNL.com" rel="nofollow" target="_blank">www.BecomeNL.com</a> Podcast Partner: <a href="https://leadpops.com/mortgage/partners/nextlevel/" rel="nofollow" target="_blank">https://leadpops.com/mortgage/partners/nextlevel/</a> Social Media:Facebook - <a href="https://www.facebook.com/NextLevelLoanOfficers/" rel="nofollow" target="_blank">https://www.facebook.com/NextLevelLoanOfficers/</a> YouTube - <a href="https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ" rel="nofollow" target="_blank">https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ</a> LinkedIn – <a href="https://www.linkedin.com/company/next-level-loan-officers/about/" rel="nofollow" target="_blank">https://www.linkedin.com/company/next-level-loan-officers/about/</a>

Mastering Social Media

Join Kellen and Sean for this week’s episode – they’re diving into part 4 of our 6-part series on the powerful 5,4,3,2,1 strategy. In this installment, we're focusing on the essence of meaningful connections – conversations. We believe that having a minimum of three meaningful conversations every day can be a game-changer for your business growth. Timestamps:5:03 – Definition of a Conversation12:15 – Nate’s Success Story18:38 – Wrap-UpTakeaways:Successful loan officers keep their approach simple and stay consistent with their strategies. Overcomplicating processes or trying something briefly without results can hinder progress.Consistent effort combined with high-level execution is the key to achieving positive outcomes. Being persistent in your actions will yield tangible results.The heart of the 5,4,3,2,1 strategy is generating more business consistently by planting seeds for future opportunities.Understand that achieving meaningful conversations might involve some chasing, silence, and rejection, but staying persistent will lead to success.Quotes:“The ones who keep it simple and the ones who keep it consistent. Those are the loan officers who see the tremendous growth.”“A lot of times people overcomplicate the process or the y do the process for a little bit and don’t see results.” “Be consistent with it and execute at a high level and I promise you, you will see results.”“These are conversations about moving the needle in your business, about getting more business and about presenting yourself to an audience that moves the needle in your business.”“The real heart of this is to generate more business consistently.”“We are planting seeds through these conversations for future business.”“Every conversation you have it worth anywhere from $100-$400.” “There's a lot of ways to convey a value proposition to your agents. You got to figure out what the right one is for you.” Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

Join Kellen and Sean for this week’s episode – they’re diving into part 4 of our 6-part series on the powerful 5,4,3,2,1 strategy. In this installment, we're focusing on the essence of meaningful connections – conversations. We believe that having a minimum of three meaningful conversations every day can be a game-changer for your business growth. Timestamps:5:03 – Definition of a Conversation12:15 – Nate’s Success Story18:38 – Wrap-UpTakeaways:Successful loan officers keep their approach simple and stay consistent with their strategies. Overcomplicating processes or trying something briefly without results can hinder progress.Consistent effort combined with high-level execution is the key to achieving positive outcomes. Being persistent in your actions will yield tangible results.The heart of the 5,4,3,2,1 strategy is generating more business consistently by planting seeds for future opportunities.Understand that achieving meaningful conversations might involve some chasing, silence, and rejection, but staying persistent will lead to success.Quotes:“The ones who keep it simple and the ones who keep it consistent. Those are the loan officers who see the tremendous growth.”“A lot of times people overcomplicate the process or the y do the process for a little bit and don’t see results.” “Be consistent with it and execute at a high level and I promise you, you will see results.”“These are conversations about moving the needle in your business, about getting more business and about presenting yourself to an audience that moves the needle in your business.”“The real heart of this is to generate more business consistently.”“We are planting seeds through these conversations for future business.”“Every conversation you have it worth anywhere from $100-$400.” “There's a lot of ways to convey a value proposition to your agents. You got to figure out what the right one is for you.” Show Links:Community Platform: <a href="http://www.BecomeNL.com" rel="nofollow" target="_blank">www.BecomeNL.com</a> Podcast Partner: <a href="https://leadpops.com/mortgage/partners/nextlevel/" rel="nofollow" target="_blank">https://leadpops.com/mortgage/partners/nextlevel/</a> Social Media:Facebook - <a href="https://www.facebook.com/NextLevelLoanOfficers/" rel="nofollow" target="_blank">https://www.facebook.com/NextLevelLoanOfficers/</a> YouTube - <a href="https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ" rel="nofollow" target="_blank">https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ</a> LinkedIn – <a href="https://www.linkedin.com/company/next-level-loan-officers/about/" rel="nofollow" target="_blank">https://www.linkedin.com/company/next-level-loan-officers/about/</a>

Unleashing the Power of Meaningful Conversations

Join Kellen Vaughan and Kenneth Travis in this week's episode as they delve into part three of their six-part series on the 5,4,3,2,1 strategy. This time, the focus is on Network Interactions, exploring the power of connecting with partners through SMS, Messenger, or video, unlocking new possibilities for business growth.3:08 – Recap of 5,4,3,2,1 strategy4:18 – Network Interactions15:48 – Final ThoughtsTakeaways:The key to achieving great results lies in consistently applying effort and strategies over time. It's not just a one-time effort, but the dedication to keep doing it consistently that yields success.Texting and Messenger provide a convenient way to have conversations, especially when phone calls and emails may not be the most suitable option for both parties.A CRM can be an invaluable asset for maintaining network interactions. It helps streamline communication and keeps important contacts organized.Focus on engaging with individuals who can truly contribute to your business growth. Meaningful conversations are key to developing fruitful partnerships. Quotes:“It’s doing these things consistently overtime that is going to produce a great result.”“I bet most loan officers came in the morning at 9 am and knocked out the 5,4,3,2,1 strategy and then went home for the day. They would probably find more success in that one hour of work than they currently do with what they are doing right now.”“I have had more meaningful conversations via Facebook Messenger with realtor referral partners that I do not currently operate with than I have any other type of communication.”“People feel more inclined to engage and reply when it’s a Facebook Messenger message.”“It’s so much easier to text to have a conversation.” “One of the best features of a CRM is to have these network interactions.”“My success in messaging has come from the one liner messages.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

Join Kellen Vaughan and Kenneth Travis in this week's episode as they delve into part three of their six-part series on the 5,4,3,2,1 strategy. This time, the focus is on Network Interactions, exploring the power of connecting with partners through SMS, Messenger, or video, unlocking new possibilities for business growth.3:08 – Recap of 5,4,3,2,1 strategy4:18 – Network Interactions15:48 – Final ThoughtsTakeaways:The key to achieving great results lies in consistently applying effort and strategies over time. It's not just a one-time effort, but the dedication to keep doing it consistently that yields success.Texting and Messenger provide a convenient way to have conversations, especially when phone calls and emails may not be the most suitable option for both parties.A CRM can be an invaluable asset for maintaining network interactions. It helps streamline communication and keeps important contacts organized.Focus on engaging with individuals who can truly contribute to your business growth. Meaningful conversations are key to developing fruitful partnerships. Quotes:“It’s doing these things consistently overtime that is going to produce a great result.”“I bet most loan officers came in the morning at 9 am and knocked out the 5,4,3,2,1 strategy and then went home for the day. They would probably find more success in that one hour of work than they currently do with what they are doing right now.”“I have had more meaningful conversations via Facebook Messenger with realtor referral partners that I do not currently operate with than I have any other type of communication.”“People feel more inclined to engage and reply when it’s a Facebook Messenger message.”“It’s so much easier to text to have a conversation.” “One of the best features of a CRM is to have these network interactions.”“My success in messaging has come from the one liner messages.”Show Links:Community Platform: <a href="http://www.BecomeNL.com" rel="nofollow" target="_blank">www.BecomeNL.com</a> Podcast Partner: <a href="https://leadpops.com/mortgage/partners/nextlevel/" rel="nofollow" target="_blank">https://leadpops.com/mortgage/partners/nextlevel/</a> Social Media:Facebook - <a href="https://www.facebook.com/NextLevelLoanOfficers/" rel="nofollow" target="_blank">https://www.facebook.com/NextLevelLoanOfficers/</a> YouTube - <a href="https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ" rel="nofollow" target="_blank">https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ</a> LinkedIn – <a href="https://www.linkedin.com/company/next-level-loan-officers/about/" rel="nofollow" target="_blank">https://www.linkedin.com/company/next-level-loan-officers/about/</a>

The Power of Network Interactions

Dawn Griffin

In this week’s episode Sean Zalmanoff sits down with guest realtor Dawn Griffin to uncover powerful insights on cultivating and expanding your relationships within the industry. Tune in to discover how to effectively move the needle with your partners and achieve remarkable growth in your real estate journey.2:18 – How Dawn got into the Business7:48 – Q&amp;A Begins20:48 – Wrap-UpTakeaways:Staying in constant communication with partners is crucial. Maintaining an active presence helps originators remain top-of-mind when referrals are needed.Loan Officers shouldn't be disheartened by negative responses or lack of immediate referrals. The focus should be on consistently delivering exceptional experiences to clients.Earning realtor loyalty is tied directly to the experiences clients have. Positive feedback and repeated good experiences lead to more referrals and long-term loyalty.Realtors are receiving more calls than ever from originators. So it’s important to stand out and provide value in order to differentiate yourself from the competition. Quotes:“A lot or realtors are taught that they need to hand out three business cards which is not true.”“My business started growing because I created a blog online and then people started emailing me.”“When you gain trust and do a great job you work your way to the top of the referral list.”"We got to create value for our partners."“It’s really important to stay in front of your partners.”“It’s what the clients say about the experience. If our clients are having repeatedly good experiences, then you will get the referral.”“When someone else messes up you get the chance to help but getting loyalty is making sure the clients experience is flawless.”“If the client is happy, we will refer you all day long.”“Treat your clients like gold and don’t let them forget you.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

In this week’s episode Sean Zalmanoff sits down with guest realtor Dawn Griffin to uncover powerful insights on cultivating and expanding your relationships within the industry. Tune in to discover how to effectively move the needle with your partners and achieve remarkable growth in your real estate journey.2:18 – How Dawn got into the Business7:48 – Q&amp;A Begins20:48 – Wrap-UpTakeaways:Staying in constant communication with partners is crucial. Maintaining an active presence helps originators remain top-of-mind when referrals are needed.Loan Officers shouldn't be disheartened by negative responses or lack of immediate referrals. The focus should be on consistently delivering exceptional experiences to clients.Earning realtor loyalty is tied directly to the experiences clients have. Positive feedback and repeated good experiences lead to more referrals and long-term loyalty.Realtors are receiving more calls than ever from originators. So it’s important to stand out and provide value in order to differentiate yourself from the competition. Quotes:“A lot or realtors are taught that they need to hand out three business cards which is not true.”“My business started growing because I created a blog online and then people started emailing me.”“When you gain trust and do a great job you work your way to the top of the referral list.”"We got to create value for our partners."“It’s really important to stay in front of your partners.”“It’s what the clients say about the experience. If our clients are having repeatedly good experiences, then you will get the referral.”“When someone else messes up you get the chance to help but getting loyalty is making sure the clients experience is flawless.”“If the client is happy, we will refer you all day long.”“Treat your clients like gold and don’t let them forget you.”Show Links:Community Platform: <a href="http://www.BecomeNL.com" rel="nofollow" target="_blank">www.BecomeNL.com</a> Podcast Partner: <a href="https://leadpops.com/mortgage/partners/nextlevel/" rel="nofollow" target="_blank">https://leadpops.com/mortgage/partners/nextlevel/</a> Social Media:Facebook - <a href="https://www.facebook.com/NextLevelLoanOfficers/" rel="nofollow" target="_blank">https://www.facebook.com/NextLevelLoanOfficers/</a> YouTube - <a href="https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ" rel="nofollow" target="_blank">https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ</a> LinkedIn – <a href="https://www.linkedin.com/company/next-level-loan-officers/about/" rel="nofollow" target="_blank">https://www.linkedin.com/company/next-level-loan-officers/about/</a>

Building Realtor Loyalty and Generating Referrals with Dawn Griffin

In this week’s episode Next Level Co-Founders Kellen Vaughan and Shane Kidwell delve into the powerful realm of Social Interactions as a key growth strategy for your business. Building on the previous episode, they emphasize the significance of maintaining a strong presence in front of your audience while fostering meaningful connections to enhance referral relationships. The 5,4,3,2,1 strategy continues with a focus on authenticity and engagement, urging LOs not to overcomplicate matters. Tune in to gain valuable insights on leveraging social interactions for business success in this second installment of their six-part series.2:18 – 5,4,3,2,1 breakdown3:31 – Definition of having a Social Interaction10:23 – Staying Relevant13:20 – Simplify the Process Takeaways:Don't overcomplicate social interactions; keep them simple, engaging, and authentic.Consistency is key; once you start engaging with people, keep it going to see continuous growth.Genuine interactions matter more than mere emotional reactions on social media platforms.Treat social interactions as essential ingredients in your business recipe, like salt and pepper.Value the quality of interactions over the quantity; impactful interactions make a difference.Quotes:“Your definition of having a social interaction is going to change as you develop in your career.”“Once you start engaging with people, don’t stop. It will keep growing.”“These should be interactions not an emotion. Don’t just like something on Facebook be engaging with someone.”“Take the online offline.” “The goal of this is staying relevant and you need to be where your audience is.”“Make sure what you are posting is engaging, and authentic. And do it with consistency.” “The best sales people are relatable.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

In this week’s episode Next Level Co-Founders Kellen Vaughan and Shane Kidwell delve into the powerful realm of Social Interactions as a key growth strategy for your business. Building on the previous episode, they emphasize the significance of maintaining a strong presence in front of your audience while fostering meaningful connections to enhance referral relationships. The 5,4,3,2,1 strategy continues with a focus on authenticity and engagement, urging LOs not to overcomplicate matters. Tune in to gain valuable insights on leveraging social interactions for business success in this second installment of their six-part series.2:18 – 5,4,3,2,1 breakdown3:31 – Definition of having a Social Interaction10:23 – Staying Relevant13:20 – Simplify the Process Takeaways:Don't overcomplicate social interactions; keep them simple, engaging, and authentic.Consistency is key; once you start engaging with people, keep it going to see continuous growth.Genuine interactions matter more than mere emotional reactions on social media platforms.Treat social interactions as essential ingredients in your business recipe, like salt and pepper.Value the quality of interactions over the quantity; impactful interactions make a difference.Quotes:“Your definition of having a social interaction is going to change as you develop in your career.”“Once you start engaging with people, don’t stop. It will keep growing.”“These should be interactions not an emotion. Don’t just like something on Facebook be engaging with someone.”“Take the online offline.” “The goal of this is staying relevant and you need to be where your audience is.”“Make sure what you are posting is engaging, and authentic. And do it with consistency.” “The best sales people are relatable.”Show Links:Community Platform: <a href="http://www.BecomeNL.com" rel="nofollow" target="_blank">www.BecomeNL.com</a> Podcast Partner: <a href="https://leadpops.com/mortgage/partners/nextlevel/" rel="nofollow" target="_blank">https://leadpops.com/mortgage/partners/nextlevel/</a> Social Media:Facebook - <a href="https://www.facebook.com/NextLevelLoanOfficers/" rel="nofollow" target="_blank">https://www.facebook.com/NextLevelLoanOfficers/</a> YouTube - <a href="https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ" rel="nofollow" target="_blank">https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ</a> LinkedIn – <a href="https://www.linkedin.com/company/next-level-loan-officers/about/" rel="nofollow" target="_blank">https://www.linkedin.com/company/next-level-loan-officers/about/</a>

Social Interactions: The Growth Catalyst

Join Next Level Coaches and Co-Founders, Kenneth Travis and Sean Zalmanoff, as they share powerful insights on driving loan applications and closing deals in their latest episode. Learn actionable strategies to become an invaluable resource for your agents, providing them with the necessary value and education for success.2:28 – Sean’s Strategy to Stand Out12:48 – Inside the Community13:32 – Power of Handwritten NotesTakeaways:Don't passively wait for loans to come in; you need to take action and stay proactive to be successful in the industry.Staying relevant and visible is crucial, especially in an era where the industry is experiencing increased calls and interactions.Two effective weekly strategies to stand out are sending rate emails and providing valuable information on how to get offers accepted.To succeed, it's important to become a habit for realtors, where they consistently send deals your way.Educating real estate agents and providing them with valuable information is a significant opportunity for growth and differentiation.Going the extra mile by writing handwritten notes to realtors every week can help establish a stronger connection and make a lasting impression.Quotes:“You can’t be a flamingo. Sticking your head in the sand and waiting for loans to come in is not going to serve you.”“There has never been a time in the industry where realtors have been receiving more calls and interactions. You have to differentiate yourself from the competition.”“In order for us to be successful we need to become our realtors’ habit. When they have a deal it’s a habit for them to send it to you.”“Best opportunity we have is to educate real estate agents.”“What are you teaching above and beyond that is differentiating you from other loan officers.”“Arm them with the information that they need.” “Educating and giving them something they haven’t heard before.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

Join Next Level Coaches and Co-Founders, Kenneth Travis and Sean Zalmanoff, as they share powerful insights on driving loan applications and closing deals in their latest episode. Learn actionable strategies to become an invaluable resource for your agents, providing them with the necessary value and education for success.2:28 – Sean’s Strategy to Stand Out12:48 – Inside the Community13:32 – Power of Handwritten NotesTakeaways:Don't passively wait for loans to come in; you need to take action and stay proactive to be successful in the industry.Staying relevant and visible is crucial, especially in an era where the industry is experiencing increased calls and interactions.Two effective weekly strategies to stand out are sending rate emails and providing valuable information on how to get offers accepted.To succeed, it's important to become a habit for realtors, where they consistently send deals your way.Educating real estate agents and providing them with valuable information is a significant opportunity for growth and differentiation.Going the extra mile by writing handwritten notes to realtors every week can help establish a stronger connection and make a lasting impression.Quotes:“You can’t be a flamingo. Sticking your head in the sand and waiting for loans to come in is not going to serve you.”“There has never been a time in the industry where realtors have been receiving more calls and interactions. You have to differentiate yourself from the competition.”“In order for us to be successful we need to become our realtors’ habit. When they have a deal it’s a habit for them to send it to you.”“Best opportunity we have is to educate real estate agents.”“What are you teaching above and beyond that is differentiating you from other loan officers.”“Arm them with the information that they need.” “Educating and giving them something they haven’t heard before.”Show Links:Community Platform: <a href="http://www.BecomeNL.com" rel="nofollow" target="_blank">www.BecomeNL.com</a> Podcast Partner: <a href="https://leadpops.com/mortgage/partners/nextlevel/" rel="nofollow" target="_blank">https://leadpops.com/mortgage/partners/nextlevel/</a> Social Media:Facebook - <a href="https://www.facebook.com/NextLevelLoanOfficers/" rel="nofollow" target="_blank">https://www.facebook.com/NextLevelLoanOfficers/</a> YouTube - <a href="https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ" rel="nofollow" target="_blank">https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ</a> LinkedIn – <a href="https://www.linkedin.com/company/next-level-loan-officers/about/" rel="nofollow" target="_blank">https://www.linkedin.com/company/next-level-loan-officers/about/</a>

Becoming Your Agents' Habit

In this week’s episode, hosts Kellen Vaughan and Shane Kidwell dive into the crucial concept of non-negotiables and the impact of focusing on the actions that truly matter in the world of loan officers. Through insightful discussions and personal experiences, they unveil the transformative power of intentional seasons and highlight the importance of consistent execution. From the foundational steps of the initial 90-day season to the advanced strategies of the power-packed second season, this episode is a goldmine of wisdom for both aspiring and seasoned loan officers. This is part one of a six part series on actions that matter.7:26 – Definition of Actions that Matter9:34 – Foundation 9013:14 – Power 9019:26 – Elevate 90Takeaways:The lessons you gain from your failures can be more powerful than sticking to what has worked in the past.Understanding what actions are ineffective is just as important as discovering what actions yield results.Like lifting weights in a gym, progress in your loan officer journey requires consistent effort and action.The average loan officer spends minimal time on meaningful actions, highlighting the need to focus on high-impact tasks.By consistently showing up and executing essential actions, you can build a solid foundation for an extraordinary career.The art of winning lies in taking action, as execution trumps empty promises and plans.The individuals who engage and interact the most are more likely to receive a higher number of loan applications.While accidental farmers may yield results, those who approach their work intentionally and purposefully will experience even greater growth.Quotes:“What we’ve learned not to do is almost equally as important as what we’ve learned to do.”“The average loan officer spends less than 15 minutes a week doing actions that matter.”“That consistency is what separates those that will have an incredible career in this industry.”“You need to have muscle memory in your business. Foundation 90 builds those sustainable actions and muscle memory.”“The problem isn’t lack of ideas the problem is lack of consistent action on these ideas.”“The art of winning is executing.”“Execution is more important than you talking about how you are going to execute.”“Those who have the most interactions, and most conversations are going to be the ones that have the most applications.” Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

In this week’s episode, hosts Kellen Vaughan and Shane Kidwell dive into the crucial concept of non-negotiables and the impact of focusing on the actions that truly matter in the world of loan officers. Through insightful discussions and personal experiences, they unveil the transformative power of intentional seasons and highlight the importance of consistent execution. From the foundational steps of the initial 90-day season to the advanced strategies of the power-packed second season, this episode is a goldmine of wisdom for both aspiring and seasoned loan officers. This is part one of a six part series on actions that matter.7:26 – Definition of Actions that Matter9:34 – Foundation 9013:14 – Power 9019:26 – Elevate 90Takeaways:The lessons you gain from your failures can be more powerful than sticking to what has worked in the past.Understanding what actions are ineffective is just as important as discovering what actions yield results.Like lifting weights in a gym, progress in your loan officer journey requires consistent effort and action.The average loan officer spends minimal time on meaningful actions, highlighting the need to focus on high-impact tasks.By consistently showing up and executing essential actions, you can build a solid foundation for an extraordinary career.The art of winning lies in taking action, as execution trumps empty promises and plans.The individuals who engage and interact the most are more likely to receive a higher number of loan applications.While accidental farmers may yield results, those who approach their work intentionally and purposefully will experience even greater growth.Quotes:“What we’ve learned not to do is almost equally as important as what we’ve learned to do.”“The average loan officer spends less than 15 minutes a week doing actions that matter.”“That consistency is what separates those that will have an incredible career in this industry.”“You need to have muscle memory in your business. Foundation 90 builds those sustainable actions and muscle memory.”“The problem isn’t lack of ideas the problem is lack of consistent action on these ideas.”“The art of winning is executing.”“Execution is more important than you talking about how you are going to execute.”“Those who have the most interactions, and most conversations are going to be the ones that have the most applications.”  Show Links:Community Platform: <a href="http://www.BecomeNL.com" rel="nofollow" target="_blank">www.BecomeNL.com</a> Podcast Partner: <a href="https://leadpops.com/mortgage/partners/nextlevel/" rel="nofollow" target="_blank">https://leadpops.com/mortgage/partners/nextlevel/</a> Social Media:Facebook - <a href="https://www.facebook.com/NextLevelLoanOfficers/" rel="nofollow" target="_blank">https://www.facebook.com/NextLevelLoanOfficers/</a> YouTube - <a href="https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ" rel="nofollow" target="_blank">https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ</a> LinkedIn – <a href="https://www.linkedin.com/company/next-level-loan-officers/about/" rel="nofollow" target="_blank">https://www.linkedin.com/company/next-level-loan-officers/about/</a>

The Power of Non-Negotiables

In this podcast, Kellen Vaughan and Sean Zalmanoff uncover the importance of effective agent outreach and the impact it can have on your success as a loan officer. They discuss the significance of segmenting agents based on their time and dedication, and why narrowing down your universe of potential clients is crucial to managing your energy efficiently.3:30 – Kellen’s Agent Plan6:23 – Sean’s Agent Plan9:50 – Low Effort, High Impact Strategy16:40 – Wrap UpTakeaways:Segment your agents into how much time and dedication it takes for them.It’s important to narrow your universe down to something manageable. Then take that universe and divide it up into how you want to spend your energy.Too little time with the wrong agents and too much time with the wrong agents is a waste of time in your business.If you are not casting your marketing net to them then there is no other way that they will ever raise their hand and say they are interested in working with you.Quotes:“There has never been another time in their career with so many loan officers reaching out and trying to get in front of them.”“I can’t be all things to all agents and go after all of them at the same time.”“You can’t be high tough, high impact to every single individual person.”“Details matter, what do you do, do it consistently.” “Gotta cast this net and be consistent with it and the goal is to stay in front of them.” “Sometimes you have to be really direct and ask to get their business and referral.”“Be bold and ask for the business.”“Make sure that time is spent as efficient as possible.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

In this podcast, Kellen Vaughan and Sean Zalmanoff uncover the importance of effective agent outreach and the impact it can have on your success as a loan officer. They discuss the significance of segmenting agents based on their time and dedication, and why narrowing down your universe of potential clients is crucial to managing your energy efficiently.3:30 – Kellen’s Agent Plan6:23 – Sean’s Agent Plan9:50 – Low Effort, High Impact Strategy16:40 – Wrap UpTakeaways:Segment your agents into how much time and dedication it takes for them.It’s important to narrow your universe down to something manageable. Then take that universe and divide it up into how you want to spend your energy.Too little time with the wrong agents and too much time with the wrong agents is a waste of time in your business.If you are not casting your marketing net to them then there is no other way that they will ever raise their hand and say they are interested in working with you.Quotes:“There has never been another time in their career with so many loan officers reaching out and trying to get in front of them.”“I can’t be all things to all agents and go after all of them at the same time.”“You can’t be high tough, high impact to every single individual person.”“Details matter, what do you do, do it consistently.” “Gotta cast this net and be consistent with it and the goal is to stay in front of them.” “Sometimes you have to be really direct and ask to get their business and referral.”“Be bold and ask for the business.”“Make sure that time is spent as efficient as possible.”Show Links:Community Platform: <a href="http://www.BecomeNL.com" rel="nofollow" target="_blank">www.BecomeNL.com</a> Podcast Partner: <a href="https://leadpops.com/mortgage/partners/nextlevel/" rel="nofollow" target="_blank">https://leadpops.com/mortgage/partners/nextlevel/</a> Social Media:Facebook - <a href="https://www.facebook.com/NextLevelLoanOfficers/" rel="nofollow" target="_blank">https://www.facebook.com/NextLevelLoanOfficers/</a> YouTube - <a href="https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ" rel="nofollow" target="_blank">https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ</a> LinkedIn – <a href="https://www.linkedin.com/company/next-level-loan-officers/about/" rel="nofollow" target="_blank">https://www.linkedin.com/company/next-level-loan-officers/about/</a>

The Loan Officer's Guide: Mastering Agent Outreach for Success

In this episode, Kenneth Travis and Shane Kidwell dive into the topic of the intake call and its immense power in building trust with potential buyers. They discuss how these conversations can be used to confront the truth and establish a strong foundation of trust that can ultimately lead to successful business relationships.2:00 – Myth Buyers are Liars4:00 – Difference Between Perspective and Truth16:30 – There is Always a Next Step Takeaways:There is often a difference between the perspective of the buyer and the truth of the numbers that loan originators have to deal with.Having a well thought out, strategic intake conversation can help bridge this gap and build trust with the borrower.These power conversations require balancing the borrower's perspective with the loan officer's need for accurate information.Failing to have powerful conversations can lead to missed opportunities and lost revenue.You have to specify achievable outcomes and the actions needed to achieve them can help ensure success.Quotes:“The reality is they are answering the questions to the best of their ability.”“There is something powerful about having an intake conversation and breaking down the barrier of consumer vs business.”“They look at us like we are a car salesman not as a trusted advisor.” “Be relatable, be likeable and work as hard as you can to become their friend.”“Take it to completion, do not leave anything unresolved when you are having an intake call.”“There is always a next step in the conversation. You have to follow up your phone conversation with an email list of instructions for your buyer.”“They lose a sale because they had poor conversations with the buyer.”“It’s little tweaks in our conversation that is going to influence a buyers trust in us.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

In this episode, Kenneth Travis and Shane Kidwell dive into the topic of the intake call and its immense power in building trust with potential buyers. They discuss how these conversations can be used to confront the truth and establish a strong foundation of trust that can ultimately lead to successful business relationships.2:00 – Myth Buyers are Liars4:00 – Difference Between Perspective and Truth16:30 – There is Always a Next Step Takeaways:There is often a difference between the perspective of the buyer and the truth of the numbers that loan originators have to deal with.Having a well thought out, strategic intake conversation can help bridge this gap and build trust with the borrower.These power conversations require balancing the borrower's perspective with the loan officer's need for accurate information.Failing to have powerful conversations can lead to missed opportunities and lost revenue.You have to specify achievable outcomes and the actions needed to achieve them can help ensure success.Quotes:“The reality is they are answering the questions to the best of their ability.”“There is something powerful about having an intake conversation and breaking down the barrier of consumer vs business.”“They look at us like we are a car salesman not as a trusted advisor.” “Be relatable, be likeable and work as hard as you can to become their friend.”“Take it to completion, do not leave anything unresolved when you are having an intake call.”“There is always a next step in the conversation. You have to follow up your phone conversation with an email list of instructions for your buyer.”“They lose a sale because they had poor conversations with the buyer.”“It’s little tweaks in our conversation that is going to influence a buyers trust in us.”Show Links:Community Platform: <a href="http://www.BecomeNL.com" rel="nofollow" target="_blank">www.BecomeNL.com</a> Podcast Partner: <a href="https://leadpops.com/mortgage/partners/nextlevel/" rel="nofollow" target="_blank">https://leadpops.com/mortgage/partners/nextlevel/</a> Social Media:Facebook - <a href="https://www.facebook.com/NextLevelLoanOfficers/" rel="nofollow" target="_blank">https://www.facebook.com/NextLevelLoanOfficers/</a> YouTube - <a href="https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ" rel="nofollow" target="_blank">https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ</a> LinkedIn – <a href="https://www.linkedin.com/company/next-level-loan-officers/about/" rel="nofollow" target="_blank">https://www.linkedin.com/company/next-level-loan-officers/about/</a>

Power Conversations: Confronting the Truth

In this week's episode, join Kenneth Travis and Sean Zalmanoff as they discuss the crucial role of follow-up strategies in building strong relationships with realtors. It’s important to focus on what makes you different from other originators and show realtors the benefits they have working with you and helping them see their blind spots in their business.4:05 – Follow Up Strategy 7:00 – 80/20 Rule16:44 – Creating Your ImageTakeaways:You have to focus on what makes you different, you want to be a trusted advisor and show them the benefits they have working with you. Think about the image that you want to portray. You don’t want to be unapproachable or salesy.Build their trust and help them with their business and actively listen to what they need and adjust the conversation accordingly.Realtors fall in one of two camps. One is in the camp of needing more traffic and two is in the camp of needing more time. Quotes:“It takes more referral relationships to close the same amount of business than it has in years past.”“You have to have this emotional intelligence to sell them on the differences and the benefits that you have to be able to help them see things inside of their own business that they haven’t paid attention to before.”“A lot of other loan officers are groveling and begging for business and not actually providing value.”“You’re not getting business from this meeting. All the money is in the follow up.”“If you do not change the strategy with the follow up, you’re missing out.”“What are you doing as an originator to go above and beyond for your real estate agents.” “I meet with more people that do not work with me than I do with ones that do work with me. But there is still value in meeting with them and building that relationship.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

In this week's episode, join Kenneth Travis and Sean Zalmanoff as they discuss the crucial role of follow-up strategies in building strong relationships with realtors. It’s important to focus on what makes you different from other originators and show realtors the benefits they have working with you and helping them see their blind spots in their business.4:05 – Follow Up Strategy 7:00 – 80/20 Rule16:44 – Creating Your ImageTakeaways:You have to focus on what makes you different, you want to be a trusted advisor and show them the benefits they have working with you. Think about the image that you want to portray. You don’t want to be unapproachable or salesy.Build their trust and help them with their business and actively listen to what they need and adjust the conversation accordingly.Realtors fall in one of two camps. One is in the camp of needing more traffic and two is in the camp of needing more time. Quotes:“It takes more referral relationships to close the same amount of business than it has in years past.”“You have to have this emotional intelligence to sell them on the differences and the benefits that you have to be able to help them see things inside of their own business that they haven’t paid attention to before.”“A lot of other loan officers are groveling and begging for business and not actually providing value.”“You’re not getting business from this meeting. All the money is in the follow up.”“If you do not change the strategy with the follow up, you’re missing out.”“What are you doing as an originator to go above and beyond for your real estate agents.” “I meet with more people that do not work with me than I do with ones that do work with me. But there is still value in meeting with them and building that relationship.”Show Links:Community Platform: <a href="http://www.BecomeNL.com" rel="nofollow" target="_blank">www.BecomeNL.com</a> Podcast Partner: <a href="https://leadpops.com/mortgage/partners/nextlevel/" rel="nofollow" target="_blank">https://leadpops.com/mortgage/partners/nextlevel/</a> Social Media:Facebook - <a href="https://www.facebook.com/NextLevelLoanOfficers/" rel="nofollow" target="_blank">https://www.facebook.com/NextLevelLoanOfficers/</a> YouTube - <a href="https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ" rel="nofollow" target="_blank">https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ</a> LinkedIn – <a href="https://www.linkedin.com/company/next-level-loan-officers/about/" rel="nofollow" target="_blank">https://www.linkedin.com/company/next-level-loan-officers/about/</a>

Realtor Meetings: All the Money is in the Follow Up

Next Level Loan Officers brings you in-depth conversations with the top mortgage team leaders, executives and branch managers in the country. We also feature mastermind sessions with influential coaches, consultants, experts and speakers. All so you can build the right team, systems and technology to scale your mortgage team to a hundred million without losing your YOU. The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative.

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 New technologies are constantly being developed to make people’s lives easier, but there are certain apps that stick out from the rest. What makes a specific app or technology a household name? Can the apps like Uber be used to benefit the mortgage industry? On this episode, innovator and entrepreneur, Alex Kutsishin, shares how we can leverage evolving tech in the mortgage industry and look for new opportunities. Don’t think about the products you’re selling. Think about the experience your customers would want- Alex Kutsishin   Resources Take your mortgage business to the next level. Visit nextlevello.com for more information. Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule   Three Things We Learned From This Episode  Customer Intelligence (05:24- 06:11)Customer intelligence works because it creates connections with the users of certain technologies. Using the examples of Uber and Amazon, Alex highlights that each of these focus on building relationships with their customers. This creates a loyalty based on more than enjoying the product: there is an element of love involved.  Evolution, Not Revolution (07:49- 08:21)Technology assisting people with daily modern life should be seen as evolutionary, and as what was meant to happen. We need to think of advancements as something of a norm, and something entirely necessary for businesses to thrive in a world with rapidly evolving technology. Remember- the tools for our advancement are within our reach!  Technology and People (08:41- 09:15)The technology used to assist people should never impede on human life. Rather, it should compliment it. This means allowing machines to do their jobs. However, that doesn’t mean humans should be eliminated from the process. On the contrary, the most successful technology has a human side to it.  The world in which we live has rapidly evolving technology, and it would be a shame for industries across the board to not take full advantage. With that said, it’s always important to remember that the users of technology remain human beings. As such, advancements should always be developed with the user in mind.   Guest Bio- Alex is an innovator and entrepreneur. His expertise is in marketing, digital communication and technology. In 2011 Alex launched the nations first code free mobile development software which he sold at the end of 2014. After the buyout he consulted for one of the top business intelligence companies which sold 2 years ago for over $100M. He then consulted for one mortgage industry's best marketing companies which is where he got the idea for his new venture -- Sales Boomerang, the first fully automated Borrower Intelligence software that tells lenders when a prospect or past customer is ready for a loan. In just 17 months they have discovered over $7.85B in missed loan volume for more than 40 of the top lenders in the industry and they are on track to triple in size by the end of next year.

New technologies are constantly being developed to make people’s lives easier, but there are certain apps that stick out from the rest. What makes a specific app or technology a household name? Can the apps like Uber be used to benefit the mortgage industry? On this episode, innovator and entrepreneur, Alex Kutsishin, shares how we can leverage evolving tech in the mortgage industry and look for new opportunities. Don’t think about the products you’re selling. Think about the experience your customers would want- Alex Kutsishin Resources Take your mortgage business to the next level. Visit <a href="https://nextlevello.com/" rel="nofollow" target="_blank">nextlevello.com</a> for more information. Click here to schedule your free no-obligation Next Level Coaching Call: <a href="https://nextlevello.com/schedule" rel="nofollow" target="_blank">https://nextlevello.com/schedule</a> Three Things We Learned From This Episode <ol> <li>Customer Intelligence (05:24- 06:11) Customer intelligence works because it creates connections with the users of certain technologies. Using the examples of Uber and Amazon, Alex highlights that each of these focus on building relationships with their customers. This creates a loyalty based on more than enjoying the product: there is an element of love involved. </li> <li>Evolution, Not Revolution (07:49- 08:21) Technology assisting people with daily modern life should be seen as evolutionary, and as what was meant to happen. We need to think of advancements as something of a norm, and something entirely necessary for businesses to thrive in a world with rapidly evolving technology. Remember- the tools for our advancement are within our reach! </li> <li>Technology and People (08:41- 09:15) The technology used to assist people should never impede on human life. Rather, it should compliment it. This means allowing machines to do their jobs. However, that doesn’t mean humans should be eliminated from the process. On the contrary, the most successful technology has a human side to it. </li> </ol> The world in which we live has rapidly evolving technology, and it would be a shame for industries across the board to not take full advantage. With that said, it’s always important to remember that the users of technology remain human beings. As such, advancements should always be developed with the user in mind. Guest Bio- Alex is an innovator and entrepreneur. His expertise is in marketing, digital communication and technology. In 2011 Alex launched the nations first code free mobile development software which he sold at the end of 2014. After the buyout he consulted for one of the top business intelligence companies which sold 2 years ago for over $100M. He then consulted for one mortgage industry's best marketing companies which is where he got the idea for his new venture -- Sales Boomerang, the first fully automated Borrower Intelligence software that tells lenders when a prospect or past customer is ready for a loan. In just 17 months they have discovered over $7.85B in missed loan volume for more than 40 of the top lenders in the industry and they are on track to triple in size by the end of next year.

How to Leverage Tech Evolution in the Mortgage Industry w/Alex Kutsishin

The market is shifting due to the fact that big companies now want a slice from the mortgage industry as well. How can we compete against big firms with big marketing budgets? What is our competitive advantage? And what’s the one thing that can’t be scaled by a big business but can come naturally to us? In this episode, Barry Habib talks about building trust with our clients. Nobody wants a mortgage. They want a home. -Barry Habib   Resources Take your mortgage business to the next level. Visit nextlevello.com for more information. Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule   Three Things We Learned From This Episode    How we can compensate for a lack of experience (07:10-08:40)  We can compensate for a lack of experience with knowledge. As loan professionals, one of the best ways to build a customer base is to work from an advisor point of view, to always share information that benefits the client even if it’s to our disadvantage.    The competitive advantage we have over big businesses  (11:40- 12:36)  If we want to compete with big companies that seek to disrupt the industry, we have to do the things they don’t do: build trust. Above anything else, the client wants someone competent, someone they trust with one of their biggest purchases    Avoid being a commodity (23:00-24:00)  As loan professionals, we should do our best to avoid being a commodity. When we don’t use branding in our strategy, we’ll be always judged on our rates. But when we’re known for delivering a wonderful customer experience, the rates become less important.   The mortgage industry is threatened by big companies who have access to technology and tools that small players don’t. But there’s one advantage we have that technology will never replace: being one-on-one with customers. Big companies don’t have the time to advise their customers on making the best financial decision. They don’t look at their clients’ debt picture in order to make suggestions, and they definitely don’t have phone conversations with their clients either. This is where small players have room to grow. They can build trust with customers by being there for them at all times.   Guest Bio- Barry Habib is the CEO of MBS Highway, a serial entrepreneur, and a media resource for his knowledge of the mortgage and housing market. During his career, he originated over $2 billion in mortgage loan production.   In the last 20 years, Barry also became a well-known speaker on financial markets.   You can learn more about the numerous businesses he built, his media features, and speaking experience here.

The market is shifting due to the fact that big companies now want a slice from the mortgage industry as well. How can we compete against big firms with big marketing budgets? What is our competitive advantage? And what’s the one thing that can’t be scaled by a big business but can come naturally to us? In this episode, Barry Habib talks about building trust with our clients. Nobody wants a mortgage. They want a home. -Barry Habib Resources Take your mortgage business to the next level. Visit <a href="https://nextlevello.com/" rel="nofollow" target="_blank">nextlevello.com</a> for more information. Click here to schedule your free no-obligation Next Level Coaching Call: <a href="https://nextlevello.com/schedule" rel="nofollow" target="_blank">https://nextlevello.com/schedule</a> Three Things We Learned From This Episode <ol> <li>How we can compensate for a lack of experience (07:10-08:40)</li> </ol> We can compensate for a lack of experience with knowledge. As loan professionals, one of the best ways to build a customer base is to work from an advisor point of view, to always share information that benefits the client even if it’s to our disadvantage. <ol> <li>The competitive advantage we have over big businesses  (11:40- 12:36)</li> </ol> If we want to compete with big companies that seek to disrupt the industry, we have to do the things they don’t do: build trust. Above anything else, the client wants someone competent, someone they trust with one of their biggest purchases <ol> <li>Avoid being a commodity (23:00-24:00)</li> </ol> As loan professionals, we should do our best to avoid being a commodity. When we don’t use branding in our strategy, we’ll be always judged on our rates. But when we’re known for delivering a wonderful customer experience, the rates become less important. The mortgage industry is threatened by big companies who have access to technology and tools that small players don’t. But there’s one advantage we have that technology will never replace: being one-on-one with customers. Big companies don’t have the time to advise their customers on making the best financial decision. They don’t look at their clients’ debt picture in order to make suggestions, and they definitely don’t have phone conversations with their clients either. This is where small players have room to grow. They can build trust with customers by being there for them at all times. Guest Bio- Barry Habib is the CEO of <a href="https://www.mbshighway.com/" rel="nofollow" target="_blank">MBS Highway</a>, a serial entrepreneur, and a media resource for his knowledge of the mortgage and housing market. During his career, he originated over $2 billion in mortgage loan production. In the last 20 years, Barry also became a well-known speaker on financial markets. You can learn more about the numerous businesses he built, his media features, and speaking experience <a href="https://www.linkedin.com/in/barry-habib-6b001910/" rel="nofollow" target="_blank">here</a>.

Advisors vs. Salespeople & How We Can Beat Big Companies at Their Own Game w/Barry Habib

To get ahead in the mortgage industry, you need to be passionate about what you do. How can you fall in love with being a mortgage professional? What role should technology play in your journey to success? On this episode, Vice President at Cornerstone Home Lending, Kelly Zitlow, shares her success story and how you can cultivate a passion for your mortgage business. Business coaching is invaluable. It will help with accountability, discipline, and to be forward-thinking in the industry. -Kelly Zitlow   Three Things We Learned From This Episode  Fall in love with the job (07:06-09:06)To be able to fully dedicate yourself to the industry, you need to fall in love with it. The same goes if your career path changes— if you find yourself more interested in something different, allow yourself the flexibility to try it.  Don’t overthink it (13:17- 14:58)Video content is extremely popular on the internet, and it can be used to boost your brand. However, getting started can feel overwhelming. Don’t overthink the content: just be yourself and talk about your passions.  Surround yourself with the right team (19:37- 20:28)Never underestimate the importance of having a great team that keeps you centered. Create a team that supports you and is honest with you— even when your ideas aren’t feasible.  The best way to move forward in your career as a mortgage professional is by keeping your journey simple. Stop overthinking opportunities to promote yourself. In the same way, you also need to allow yourself to enjoy what you’re doing. Surround yourself with the right people, and let yourself fall in love with the industry.   Guest Bio- Trust and experience -- two defining words for Kelly Zitlow, a Vice President at Cornerstone Home Lending. For 22+ years she’s built her career as a Licensed Mortgage Professional and Certified Mortgage Planning Specialist on earning the trust of her clients and partners by providing them a high level of mortgage lending expertise. She knows that is ultimately what they value the most. Kelly has been ranked in both Scottsman Guide and National Mortgage News Magazine as a top producer in the nation. She has also received the 5-Star Mortgage Professional Award for the last 4 years in a row. Her success is second to the pride she feels for helping her community realize the dream of home ownership. As Certified Continuing Education Instructor, Kelly is committed to education and has a thriving YouTube channel aimed at providing both real estate agents and consumers important information about home lending. To find out more about Kelly, head to:  https://www.houseloan.com/kelly-zitlow-mortgage-lender/ https://www.linkedin.com/in/kellyzitlow/  https://www.youtube.com/channel/UCPPGvH2uJJwHnB3pPZ61UqA

To get ahead in the mortgage industry, you need to be passionate about what you do. How can you fall in love with being a mortgage professional? What role should technology play in your journey to success? On this episode, Vice President at Cornerstone Home Lending, Kelly Zitlow, shares her success story and how you can cultivate a passion for your mortgage business. Business coaching is invaluable. It will help with accountability, discipline, and to be forward-thinking in the industry. -Kelly Zitlow Three Things We Learned From This Episode <ul> <li>Fall in love with the job (07:06-09:06) To be able to fully dedicate yourself to the industry, you need to fall in love with it. The same goes if your career path changes— if you find yourself more interested in something different, allow yourself the flexibility to try it. </li> <li>Don’t overthink it (13:17- 14:58) Video content is extremely popular on the internet, and it can be used to boost your brand. However, getting started can feel overwhelming. Don’t overthink the content: just be yourself and talk about your passions. </li> <li>Surround yourself with the right team (19:37- 20:28) Never underestimate the importance of having a great team that keeps you centered. Create a team that supports you and is honest with you— even when your ideas aren’t feasible.</li> </ul> The best way to move forward in your career as a mortgage professional is by keeping your journey simple. Stop overthinking opportunities to promote yourself. In the same way, you also need to allow yourself to enjoy what you’re doing. Surround yourself with the right people, and let yourself fall in love with the industry. Guest Bio- Trust and experience -- two defining words for Kelly Zitlow, a Vice President at Cornerstone Home Lending. For 22+ years she’s built her career as a Licensed Mortgage Professional and Certified Mortgage Planning Specialist on earning the trust of her clients and partners by providing them a high level of mortgage lending expertise. She knows that is ultimately what they value the most. Kelly has been ranked in both Scottsman Guide and National Mortgage News Magazine as a top producer in the nation. She has also received the 5-Star Mortgage Professional Award for the last 4 years in a row. Her success is second to the pride she feels for helping her community realize the dream of home ownership. As Certified Continuing Education Instructor, Kelly is committed to education and has a thriving YouTube channel aimed at providing both real estate agents and consumers important information about home lending. To find out more about Kelly, head to: <a href="https://www.houseloan.com/kelly-zitlow-mortgage-lender/" rel="nofollow" target="_blank"> https://www.houseloan.com/kelly-zitlow-mortgage-lender/</a> <a href="https://www.linkedin.com/in/kellyzitlow/" rel="nofollow" target="_blank">https://www.linkedin.com/in/kellyzitlow/</a> <a href="https://www.youtube.com/channel/UCPPGvH2uJJwHnB3pPZ61UqA" rel="nofollow" target="_blank"> https://www.youtube.com/channel/UCPPGvH2uJJwHnB3pPZ61UqA</a>

How to Fall in Love with the Mortgage Industry w/Kelly Zitlow

Many loan professionals make the mistake of constantly chasing the next client while losing the opportunity to deliver an outstanding customer experience to a current one. What do winners in this industry focus on? Why should we put all of our resources into delivering an outstanding customer experience?   On this episode Andrew Soss, one of the highest producing loan originators in the country, shares his tactics on what helps his business grow.   Three Things We Learned From This Episode Profitability beats units We often make the mistake of looking at units instead of looking at profitability. The truth is, we can have many clients and still be unprofitable.   How to decide the kind of business you want When the loan value is higher, the competition is bigger but so is the income. We must decide from the beginning what kind of clients we want to serve. We also have to look at what worked best for us so far and how the location where we live influences our income.   Why quality should come before quantity as we grow in business In the beginning, it’s best for us to go with more units because of the contacts we need in the future. As we get more experienced, we should shift towards higher margins. Fewer loans with a higher margin gives us more freedom and time to work on our current clients and deliver an outstanding customer experience.   The most inexpensive and efficient source of income is our database. However, no amount of follow-up can erase a bad experience, so we need to walk the extra mile for our clients and make the process as pain-free as possible. This way, we have a better chance of them coming back to us when they need a loan. The most efficient tactic to getting referrals and repeat clients is delivering an outstanding customer experience. Guest Bio- Andrew Soss is the branch manager of The Soss Mortgage Team in California and one of the best mortgage professionals in the country. He provides the vision and drive to the team and is responsible for ensuring that the clients have an amazing experience. With 15+ years in the residential finance industry, Andrew has seen it all. He has numerous mortgage related accolades, including being named one of the top 40 Under 40 by Mortgage Professional Magazine being ranked the 48th highest producing loan originator nationally and #3 in Orange County. Go to http://www.andrewsoss.com/team  for more information or connect with him on LinkedIn at https://www.linkedin.com/in/andrewsoss/

Many loan professionals make the mistake of constantly chasing the next client while losing the opportunity to deliver an outstanding customer experience to a current one. What do winners in this industry focus on? Why should we put all of our resources into delivering an outstanding customer experience?  On this episode Andrew Soss, one of the highest producing loan originators in the country, shares his tactics on what helps his business grow. Three Things We Learned From This Episode Profitability beats units We often make the mistake of looking at units instead of looking at profitability. The truth is, we can have many clients and still be unprofitable. How to decide the kind of business you want When the loan value is higher, the competition is bigger but so is the income. We must decide from the beginning what kind of clients we want to serve. We also have to look at what worked best for us so far and how the location where we live influences our income. Why quality should come before quantity as we grow in business In the beginning, it’s best for us to go with more units because of the contacts we need in the future. As we get more experienced, we should shift towards higher margins. Fewer loans with a higher margin gives us more freedom and time to work on our current clients and deliver an outstanding customer experience. The most inexpensive and efficient source of income is our database. However, no amount of follow-up can erase a bad experience, so we need to walk the extra mile for our clients and make the process as pain-free as possible. This way, we have a better chance of them coming back to us when they need a loan. The most efficient tactic to getting referrals and repeat clients is delivering an outstanding customer experience. Guest Bio- <a href="https://www.linkedin.com/in/andrewsoss/" rel="nofollow" target="_blank">Andrew Soss</a> is the branch manager of <a href="http://www.andrewsoss.com/team/" rel="nofollow" target="_blank">The Soss Mortgage Team</a> in California and one of the best mortgage professionals in the country. He provides the vision and drive to the team and is responsible for ensuring that the clients have an amazing experience. With 15+ years in the residential finance industry, Andrew has seen it all. He has numerous mortgage related accolades, including being named one of the top 40 Under 40 by Mortgage Professional Magazine being ranked the 48th highest producing loan originator nationally and #3 in Orange County. Go to <a href="http://www.andrewsoss.com/team/" rel="nofollow" target="_blank">http://www.andrewsoss.com/team  </a>for more information or connect with him on LinkedIn at <a href="https://www.linkedin.com/in/andrewsoss/" rel="nofollow" target="_blank">https://www.linkedin.com/in/andrewsoss/</a>

How to Generate Recurring Income from Your Database with One Simple Hack w/Andrew Soss

Technology has made it easier than ever before for consumers to find loan officers. With all the options available to prospective clients, how can you set yourself apart? When should you begin the process of approaching consumers, and how can you maintain great relationships with them throughout the process? On this episode, Andy Zemon of Waterstone Mortgage Corporation explains how you should be using technology to your benefit. If we use technology to help us nurture clients, then they don’t shop. -Andy Zemon   Three Things We Learned From This Episode Nurture the right part of the funnel (07:11- 09:10) Imagine the mortgage process as a funnel. At the top of the funnel, business is abundant. At the bottom, however, only a small portion drips out. By waiting to approach a client when they reach the bottom, you’re forcing yourself to compete with every other loan officer in the market. Build relationships with people once they’re in the top of the funnel, months before they’re actually going to need your services.   Be strategic with the mail you send (19:20- 21:15) One of the words most associated with spam in emails is ‘mortgage’. Make sure you’re sending content containing terms that your mailing list wants to see. You should also be using a product like ‘Reply’, which allows you to see who’s engaging with your content and where you could improve.   Use technology to make your client relations easier (28:10- 29:06) There is so much technology at our disposal that can make our businesses run more smoothly. Make use of the products available in a way that will assist your client with anything they may need. While it may seem like a small cog in the machinery, the convenience factor is extremely important in the digital age.     By not taking convenience into account, and by not sending exciting communications to your database, you run the risk of losing business. In the age of technology, that doesn’t just mean losing one or two clients. With such great changes taking place every single day, you could lose your spot in the mortgage industry altogether by not staying up-to-date. Keep ahead of the curb and make use of every tool aimed to make the process easier.   Guest Bio- Andy Zemon is the Sales Manager and Loan Officer with Waterstone Mortgage Corporation. He is responsible for the significant growth of this family-run branch and offers his in-depth industry knowledge to assist many of the regions' homebuyers. To date he has helped more than 2500 families in his career.   Andy's passion is providing mortgage-based financial plans and he is the preferred lender for some of the area's top builders and Realtors because of it. Andy is one of only three Certified Mortgage Planning Specialists in the Central Virginia area.   In addition to running his own team within Waterstone Mortgage, Andy provides continuing education courses through the Charlottesville Area Association of Realtors. He also offers seminars through the local Chamber of Commerce as well as for many local real estate offices on the finer points of owning and growing their businesses. Andy has also been featured on the WINA live morning show and the local NBC affiliate as a lending and financi

Technology has made it easier than ever before for consumers to find loan officers. With all the options available to prospective clients, how can you set yourself apart? When should you begin the process of approaching consumers, and how can you maintain great relationships with them throughout the process? On this episode, Andy Zemon of Waterstone Mortgage Corporation explains how you should be using technology to your benefit. If we use technology to help us nurture clients, then they don’t shop. -Andy Zemon Three Things We Learned From This Episode Nurture the right part of the funnel (07:11- 09:10) Imagine the mortgage process as a funnel. At the top of the funnel, business is abundant. At the bottom, however, only a small portion drips out. By waiting to approach a client when they reach the bottom, you’re forcing yourself to compete with every other loan officer in the market. Build relationships with people once they’re in the top of the funnel, months before they’re actually going to need your services. Be strategic with the mail you send (19:20- 21:15) One of the words most associated with spam in emails is ‘mortgage’. Make sure you’re sending content containing terms that your mailing list wants to see. You should also be using a product like ‘Reply’, which allows you to see who’s engaging with your content and where you could improve. Use technology to make your client relations easier (28:10- 29:06) There is so much technology at our disposal that can make our businesses run more smoothly. Make use of the products available in a way that will assist your client with anything they may need. While it may seem like a small cog in the machinery, the convenience factor is extremely important in the digital age. By not taking convenience into account, and by not sending exciting communications to your database, you run the risk of losing business. In the age of technology, that doesn’t just mean losing one or two clients. With such great changes taking place every single day, you could lose your spot in the mortgage industry altogether by not staying up-to-date. Keep ahead of the curb and make use of every tool aimed to make the process easier. Guest Bio- Andy Zemon is the Sales Manager and Loan Officer with Waterstone Mortgage Corporation. He is responsible for the significant growth of this family-run branch and offers his in-depth industry knowledge to assist many of the regions' homebuyers. To date he has helped more than 2500 families in his career. Andy's passion is providing mortgage-based financial plans and he is the preferred lender for some of the area's top builders and Realtors because of it. Andy is one of only three Certified Mortgage Planning Specialists in the Central Virginia area. In addition to running his own team within Waterstone Mortgage, Andy provides continuing education courses through the Charlottesville Area Association of Realtors. He also offers seminars through the local Chamber of Commerce as well as for many local real estate offices on the finer points of owning and growing their businesses. Andy has also been featured on the WINA live morning show and the local NBC affiliate as a lending and financi

How to Stand Apart from Your Competitors w/Andy Zemon

When it comes to marketing ourselves, real estate agents and LOs often struggle with building authentic brands, creating good content, targeting the right audience and shiny object syndrome. What is the first step we need to take before doing any type of marketing activity? Why is it so important for us to niche down? How can we leverage video content so that our brands are stronger? On this episode, Mike Cuevas, The Real Estate Marketing Dude, talks about how we can be authentic in our marketing and why that’s the key to success. Your circle is the number one group you need to market to, target, and strategically go after. -Shade Kidwell   Three Things We Learned From This Episode A good brand is a spitting image of you and it will attract true fans (05:03 - 06:44) Real estate is one of the few industries where anyone can be a client, because everyone has a home and every 7-9 years, they will move. People choose to work with us based on our brands and us being authentically who we are.   Referrals are natural, but we have to make ourselves top of mind (11:52 - 13:11) Real estate is a highly conversable topic. It’s something that will always come up and if we’re top of mind, people will mention our name. Everyone we’re connected to can refer us, but we have to put ourselves in a position to be referable.  Marketing isn’t about experience (29:30 - 30:23) A good marketing strategy has nothing to do with how much experience you have or how much you’ve closed. Putting out good content doesn’t take any experience in lending or any past closed loans to get to be successful.   One of the biggest mistakes we make in our marketing is that we skip a very critical first step. Before we have an audience, we have to have an authentic brand. We have to be who we are and market to the audience that’s naturally going to gravitate towards us. Next, we need to live and be this brand confidently. From there, the brands we build will influence the content we create, and that will bring the right clients our way.   Guest Bio-  Mark is a former real estate agent, branding strategist and the “Real Estate Marketing Dude”, he offers a video marketing service. Go to https://www.realestatemarketingdude.com/ for more information and for free content. 

When it comes to marketing ourselves, real estate agents and LOs often struggle with building authentic brands, creating good content, targeting the right audience and shiny object syndrome. What is the first step we need to take before doing any type of marketing activity? Why is it so important for us to niche down? How can we leverage video content so that our brands are stronger? On this episode, Mike Cuevas, The Real Estate Marketing Dude, talks about how we can be authentic in our marketing and why that’s the key to success. Your circle is the number one group you need to market to, target, and strategically go after. -Shade Kidwell Three Things We Learned From This Episode A good brand is a spitting image of you and it will attract true fans (05:03 - 06:44) Real estate is one of the few industries where anyone can be a client, because everyone has a home and every 7-9 years, they will move. People choose to work with us based on our brands and us being authentically who we are.  Referrals are natural, but we have to make ourselves top of mind (11:52 - 13:11) Real estate is a highly conversable topic. It’s something that will always come up and if we’re top of mind, people will mention our name. Everyone we’re connected to can refer us, but we have to put ourselves in a position to be referable. Marketing isn’t about experience (29:30 - 30:23) A good marketing strategy has nothing to do with how much experience you have or how much you’ve closed. Putting out good content doesn’t take any experience in lending or any past closed loans to get to be successful.  One of the biggest mistakes we make in our marketing is that we skip a very critical first step. Before we have an audience, we have to have an authentic brand. We have to be who we are and market to the audience that’s naturally going to gravitate towards us. Next, we need to live and be this brand confidently. From there, the brands we build will influence the content we create, and that will bring the right clients our way. Guest Bio-  Mark is a former real estate agent, branding strategist and the “Real Estate Marketing Dude”, he offers a video marketing service. Go to <a href="https://www.realestatemarketingdude.com/" rel="nofollow" target="_blank">https://www.realestatemarketingdude.com/</a> for more information and for free content.

How to Build An Authentic, Confident & Referable Brand w/Mike Cuevas

Many loan officers compete with each other to get the attention of real estate agents, but they use the same old tactics. In addition to offering good rates to our prospects, what else can we do? What do real estate agents need the most? How can we build a network of people with whom we give and receive referrals? In this episode, Rick Scherer talks about to add real value by leveraging your network. We are teaching real estate agents to stop looking for the fish, and start looking for the fisherman: the people who come in contact with buyers and sellers all the time. -Rick Scherer   Resources Take your mortgage business to the next level. Visit nextlevello.com for more information. Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule   Three Things We Learned From This Episode  The needs of your prospects come first (05:40-06:30)  Don’t think about what you can get when you call prospects, but about what you can give. If there’s a way you can save your prospects time and money, don’t be afraid to be specific about how you can add value.   Build your network  (13:40-16:00)  A good way to increase the number of leads that come from referrals is to help other people in your network get clients. For example, if you know a good CPA, you can ask your clients about their experience with their current CPA. If they aren’t satisfied, you can make a recommendation. The best way to help referral partners remember your business is to give them what they need the most: clients.    Don’t settle for average tactics (19:30-20:43)  Many loan officers make the mistake of believing that meeting deadlines or giving a good rate amounts to adding value, but this is what everyone else is doing. If you want to generate more business, you need to find out what’s missing from an agent strategy and fill in the gaps.   Agents are trained to do cold-calling and door-knocking, but this is what turns people off: phone calls and visits from people they don’t know. You can add value if you help agents get more prospects by creating a referral network. This can be accomplished by asking people like your CPA if they would send you real estate referrals in exchange for you giving them referrals as well. The more people you have in your network that you help, the higher chance you receive help as well.  Guest Bio-  Rick Scherer is the Vice President / Senior Mortgage Planner at MSA Mortgage. In his successful career as a Senior Mortgage Planner, Rick has funded 475 million in loan volume throughout the New England area. Rick takes pride in helping first time home buyers achieve home ownership but also enjoys working with clients purchasing their next dream home. Over the last 8 years, Rick has consistently been awarded Presidents Club for both loan production and customer satisfaction. Specialties: Working with First Time Home Buyers, Jumbo loans to $7M, Working with Real Estate Investors to maximize property cash flow, Equity Management.

Many loan officers compete with each other to get the attention of real estate agents, but they use the same old tactics. In addition to offering good rates to our prospects, what else can we do? What do real estate agents need the most? How can we build a network of people with whom we give and receive referrals? In this episode, Rick Scherer talks about to add real value by leveraging your network. We are teaching real estate agents to stop looking for the fish, and start looking for the fisherman: the people who come in contact with buyers and sellers all the time. -Rick Scherer Resources Take your mortgage business to the next level. Visit <a href="https://nextlevello.com/" rel="nofollow" target="_blank">nextlevello.com</a> for more information. Click here to schedule your free no-obligation Next Level Coaching Call: <a href="https://nextlevello.com/schedule" rel="nofollow" target="_blank">https://nextlevello.com/schedule</a> Three Things We Learned From This Episode <ol> <li>The needs of your prospects come first (05:40-06:30)</li> </ol> Don’t think about what you can get when you call prospects, but about what you can give. If there’s a way you can save your prospects time and money, don’t be afraid to be specific about how you can add value. <ol> <li>Build your network  (13:40-16:00)</li> </ol> A good way to increase the number of leads that come from referrals is to help other people in your network get clients. For example, if you know a good CPA, you can ask your clients about their experience with their current CPA. If they aren’t satisfied, you can make a recommendation. The best way to help referral partners remember your business is to give them what they need the most: clients. <ol> <li>Don’t settle for average tactics (19:30-20:43)</li> </ol> Many loan officers make the mistake of believing that meeting deadlines or giving a good rate amounts to adding value, but this is what everyone else is doing. If you want to generate more business, you need to find out what’s missing from an agent strategy and fill in the gaps. Agents are trained to do cold-calling and door-knocking, but this is what turns people off: phone calls and visits from people they don’t know. You can add value if you help agents get more prospects by creating a referral network. This can be accomplished by asking people like your CPA if they would send you real estate referrals in exchange for you giving them referrals as well. The more people you have in your network that you help, the higher chance you receive help as well. Guest Bio- Rick Scherer is the Vice President / Senior Mortgage Planner at <a href="https://www.msamortgage.com" rel="nofollow" target="_blank">MSA Mortgage.</a> In his successful career as a Senior Mortgage Planner, Rick has funded 475 million in loan volume throughout the New England area. Rick takes pride in helping first time home buyers achieve home ownership but also enjoys working with clients purchasing their next dream home. Over the last 8 years, Rick has consistently been awarded Presidents Club for both loan production and customer satisfaction. Specialties: Working with First Time Home Buyers, Jumbo loans to $7M, Working with Real Estate Investors to maximize property cash flow, Equity Management.

Leveraging Your Network to Get More Partnerships With Real Estate Agents w/Rick Scherer

 Establishing partnerships can be challenging for loan officers when many Realtors are already loyal to their mortgage professionals. If you don’t have any relationships to leverage, how can you get a foot in the door? Is there a definitive list of things you should be doing? What about the things you shouldn’t do? On this episode, Rian Group founder, best-selling author, and multi-million dollar sales producer, Aaron Rian, shares how loan officers can stand out from the crowd and build partnerships. Loan officers are all pretty much the same. It just comes down to the individual loan officer and how quickly you respond. -Aaron Rian   Resources Take your mortgage business to the next level. Visit nextlevello.com for more information. Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule   Three Things We Learned From This Episode   Why you need employees who match your motivation (04:25 -  05:48)For your business to thrive, you need to have like-minded individuals in your company. This applies to interest as well as motivation. You don’t want to have employees who aren’t as interested as you are.    How to set yourself apart (10:41 – 11:43)Bring something of value to the table beyond your proposition. This could be something as simple as a coffee. If you bring a buyer to the Realtor, you’ve already demonstrated you can bring business. Once you’re in escrow, you’ve established communication that must continue during the period. You can use this time to establish a relationship.   What to say on the phone (15:11 – 16:31)Don’t make multiple calls unless you have something useful to the Realtor in that moment. If you do have something of value and the Realtor calls you to sign a deal, ensure that you are reachable. If a client is ready to sign at eight o’clock at night, the worst thing you can do is not take the Realtor’s calls.  Many mortgage professionals offer the same, or similar, services to Realtors. For this reason, you need to find ways to set yourself apart from the rest. Don’t call the Realtor and regurgitate the same script they’ve heard many times before. You need to approach them with something you know makes you unique. Have a clear pitch and be willing to put in extra work. This is the only way to foster lasting partnerships.   Guest Bio- Aaron Rian, founder of The Rian Group, Oregon's #1 real estate team, is an award-winning Realtor, best-selling author and Multi-Million Dollar Sales Producer. Aaron and his team are on track to close over 650 transactions with a value of nearly 250 million dollars in volume in 2018. Aaron’s clientele consists mostly of athletes, corporate executives and high net worth individuals from around the world. Over Aaron's career, he has appeared publications such as USA Today, The Wall Street Journal and Top Agent Magazine. He is also a regular expert on KATU’s AM Northwest Talk Show and has appeared on several television networks including HGTV, CNBC, CNN, and Bravo. Go to https://www.theriangroup.com/ for more information.

Establishing partnerships can be challenging for loan officers when many Realtors are already loyal to their mortgage professionals. If you don’t have any relationships to leverage, how can you get a foot in the door? Is there a definitive list of things you should be doing? What about the things you shouldn’t do? On this episode, Rian Group founder, best-selling author, and multi-million dollar sales producer, Aaron Rian, shares how loan officers can stand out from the crowd and build partnerships. Loan officers are all pretty much the same. It just comes down to the individual loan officer and how quickly you respond. -Aaron Rian Resources Take your mortgage business to the next level. Visit <a href="https://nextlevello.com/" rel="nofollow" target="_blank">nextlevello.com</a> for more information. Click here to schedule your free no-obligation Next Level Coaching Call: <a href="https://nextlevello.com/schedule" rel="nofollow" target="_blank">https://nextlevello.com/schedule</a> Three Things We Learned From This Episode <ol> <li>Why you need employees who match your motivation (04:25 -  05:48) For your business to thrive, you need to have like-minded individuals in your company. This applies to interest as well as motivation. You don’t want to have employees who aren’t as interested as you are.   </li> <li>How to set yourself apart (10:41 – 11:43) Bring something of value to the table beyond your proposition. This could be something as simple as a coffee. If you bring a buyer to the Realtor, you’ve already demonstrated you can bring business. Once you’re in escrow, you’ve established communication that must continue during the period. You can use this time to establish a relationship. </li> <li>What to say on the phone (15:11 – 16:31) Don’t make multiple calls unless you have something useful to the Realtor in that moment. If you do have something of value and the Realtor calls you to sign a deal, ensure that you are reachable. If a client is ready to sign at eight o’clock at night, the worst thing you can do is not take the Realtor’s calls.</li> </ol> Many mortgage professionals offer the same, or similar, services to Realtors. For this reason, you need to find ways to set yourself apart from the rest. Don’t call the Realtor and regurgitate the same script they’ve heard many times before. You need to approach them with something you know makes you unique. Have a clear pitch and be willing to put in extra work. This is the only way to foster lasting partnerships. Guest Bio- Aaron Rian, founder of The Rian Group, Oregon's #1 real estate team, is an award-winning Realtor, best-selling author and Multi-Million Dollar Sales Producer. Aaron and his team are on track to close over 650 transactions with a value of nearly 250 million dollars in volume in 2018. Aaron’s clientele consists mostly of athletes, corporate executives and high net worth individuals from around the world. Over Aaron's career, he has appeared publications such as USA Today, The Wall Street Journal and Top Agent Magazine. He is also a regular expert on KATU’s AM Northwest Talk Show and has appeared on several television networks including HGTV, CNBC, CNN, and Bravo. Go to <a href="https://www.theriangroup.com/" rel="nofollow" target="_blank">https://www.theriangroup.com/</a> for more information.

How to Set Yourself Apart from Other Loan Officers w/Aaron Rian

 Every mortgage professional is feeling the squeeze from market disruption and our commodification. What are some of the ways we can show our value and importance in the transaction? How do we bring the human element to all the tech that’s coming into the industry? Why is our partnership with real estate professionals so critical right now? On this episode, 20-year industry veteran Lisa Wells talks about staying relevant in a changing industry and shares on her business evolution. The way real estate and mortgage professionals combat and challenge the disruptors is by doing it together. -Lisa Wells   Resources Take your mortgage business to the next level. Visit nextlevello.com for more information. Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule   Three Things We Learned From This Episode  Why we must educate clients (02:41 - 04:22)Our industry hasn’t done a great job of educating clients. There are so many ways to structure a mortgage and many ways to help the client. The problem is that people don’t have the background knowledge— and opportunities are being missed. How to avoid becoming a commodity (04:25 - 05:12)We complain often about the market reducing us to a commodity, but that’s because we’re not educating people. We’ve got to take the time to show our knowledge. Otherwise, people don’t think of our service beyond giving quotes, and that affects the value placed on what we do. Big companies vs. small companies (08:17 - 09:14)Big companies aren’t necessarily into self-reliant people because they expect to be paid more for the business they generate. Small businesses are focused on learning how to do the business the right way so that the client experience is better, even if that involves more self-reliance.  We’re currently experiencing margin compression and getting challenged by online lenders and tech disruptions that seem to be out to eliminate us. The way for us to stay relevant is to show our value by educating clients and actually giving them the best service. We have to showcase our expertise and use tech to enhance what we do. Right now, the best partners we have are real estate agents, as they are in the same boat as us. Real estate agents can no longer look at loan officers as a “necessary evil”, and we can’t look at them that way either. They are necessary as business partners that can help us fight disruption.   Guest Bio- Lisa is the Branch Manager &amp; Loan Officer at Lisa Wells Team- Cross Country Mortgage. Go to https://www.lisawellsloans.com/ for more information or connect with Lisa on LinkedIn https://www.linkedin.com/in/lisawells1/.

Every mortgage professional is feeling the squeeze from market disruption and our commodification. What are some of the ways we can show our value and importance in the transaction? How do we bring the human element to all the tech that’s coming into the industry? Why is our partnership with real estate professionals so critical right now? On this episode, 20-year industry veteran Lisa Wells talks about staying relevant in a changing industry and shares on her business evolution. The way real estate and mortgage professionals combat and challenge the disruptors is by doing it together. -Lisa Wells Resources Take your mortgage business to the next level. Visit <a href="https://nextlevello.com/" rel="nofollow" target="_blank">nextlevello.com</a> for more information. Click here to schedule your free no-obligation Next Level Coaching Call: <a href="https://nextlevello.com/schedule" rel="nofollow" target="_blank">https://nextlevello.com/schedule</a> Three Things We Learned From This Episode <ol> <li>Why we must educate clients (02:41 - 04:22) Our industry hasn’t done a great job of educating clients. There are so many ways to structure a mortgage and many ways to help the client. The problem is that people don’t have the background knowledge— and opportunities are being missed. </li> <li>How to avoid becoming a commodity (04:25 - 05:12) We complain often about the market reducing us to a commodity, but that’s because we’re not educating people. We’ve got to take the time to show our knowledge. Otherwise, people don’t think of our service beyond giving quotes, and that affects the value placed on what we do. </li> <li>Big companies vs. small companies (08:17 - 09:14) Big companies aren’t necessarily into self-reliant people because they expect to be paid more for the business they generate. Small businesses are focused on learning how to do the business the right way so that the client experience is better, even if that involves more self-reliance.</li> </ol> We’re currently experiencing margin compression and getting challenged by online lenders and tech disruptions that seem to be out to eliminate us. The way for us to stay relevant is to show our value by educating clients and actually giving them the best service. We have to showcase our expertise and use tech to enhance what we do. Right now, the best partners we have are real estate agents, as they are in the same boat as us. Real estate agents can no longer look at loan officers as a “necessary evil”, and we can’t look at them that way either. They are necessary as business partners that can help us fight disruption. Guest Bio- Lisa is the Branch Manager &amp; Loan Officer at Lisa Wells Team- Cross Country Mortgage. Go to <a href="https://www.lisawellsloans.com/" rel="nofollow" target="_blank">https://www.lisawellsloans.com/</a> for more information or connect with Lisa on LinkedIn <a href="https://www.linkedin.com/in/lisawells1/" rel="nofollow" target="_blank">https://www.linkedin.com/in/lisawells1/</a>.

The Importance of Client Education & Bringing the Human Element to Transactions w/Lisa Wells

David Greenspan

In this episode Kenneth and Sean are joined by David Greenspan, founder of Mindshare 101. David shares the importance of having consistent and meaningful contact with the people you do know to create mindshare.4:28 - Using conversations with your audience to understand their wins, frustrations, and struggles so that you can truly help them.6:10 - Mindshare 101 is not about creating sheeple8:20 - Understand how to achieve goals10:03 - Finding the right message12:20 - Connecting with your contact list13:53 - Different ways to communicate with people14:48 - Focus on your contact list instead of cold calls15:38 - Direct mail isn't dead18:18 - You should be active on social media every dayQuotes:"Put yourself at the right place and right time to give yourself a fighting chance to reach your audience.""What are you doing on a regular basis to build mindshare with your database, so that when real estate or mortgage come up, the will think of you.""If you can create a meaningful connection with one person each day, that is 365 quality prospects per year. ""You stand in a group of 15 people and tell them what you do, but you can be on social media and reach thousands."Links: Mortgage Success Academy - onedollarmsa.comNext Level Loan Officers - https://www.nllodigital.com/mortgage-success-offerMindshare 101 - https://mindshare101.com/Loan Officer Events - loanofficerevents.comSocial Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/David Greenspan - https://www.facebook.com/mindshare101/Text the word: nextlevel to 36260 to download our app

In this episode Kenneth and Sean are joined by David Greenspan, founder of Mindshare 101. David shares the importance of having consistent and meaningful contact with the people you do know to create mindshare. 4:28 - Using conversations with your audience to understand their wins, frustrations, and struggles so that you can truly help them.6:10 - Mindshare 101 is not about creating sheeple8:20 - Understand how to achieve goals10:03 - Finding the right message12:20 - Connecting with your contact list13:53 - Different ways to communicate with people14:48 - Focus on your contact list instead of cold calls15:38 - Direct mail isn't dead18:18 - You should be active on social media every day Quotes:"Put yourself at the right place and right time to give yourself a fighting chance to reach your audience.""What are you doing on a regular basis to build mindshare with your database, so that when real estate or mortgage come up, the will think of you.""If you can create a meaningful connection with one person each day, that is 365 quality prospects per year. ""You stand in a group of 15 people and tell them what you do, but you can be on social media and reach thousands." Links: Mortgage Success Academy - <a href="http://onedollarmsa.com" rel="nofollow" target="_blank">onedollarmsa.com</a>Next Level Loan Officers - <a href="https://www.nllodigital.com/mortgage-success-offer" rel="nofollow" target="_blank">https://www.nllodigital.com/mortgage-success-offer</a>Mindshare 101 - <a href="https://michelle-berman.mykajabi.com" rel="nofollow" target="_blank">https://mindshare101.com/</a>Loan Officer Events - <a href="http://loanofficerevents.com" rel="nofollow" target="_blank">loanofficerevents.com</a>Social Media:Facebook - <a href="https://www.facebook.com/NextLevelLoanOfficers/" rel="nofollow" target="_blank">https://www.facebook.com/NextLevelLoanOfficers/</a>YouTube - <a href="https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ" rel="nofollow" target="_blank">https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ</a>LinkedIn - <a href="https://www.linkedin.com/company/next-level-loan-officers/about/" rel="nofollow" target="_blank">https://www.linkedin.com/company/next-level-loan-officers/about/</a>David Greenspan - <a href="https://www.facebook.com/mindshare101/" rel="nofollow" target="_blank">https://www.facebook.com/mindshare101/</a>Text the word: nextlevel to 36260 to download our app

Building Mindshare with Your Contacts w/David Greenspan

A lot of entrepreneurs in the mortgage industry dream of no longer needing to work. Is that goal ever attainable? Is it even a justifiable dream to have? On this episode, we’re joined by military veteran and branch manager at Benchmark Mortgage, Rick Ward. Rick shares why he feels his star continues to rise, and why he believes his own work is never done. You have to aim high and stay hungry. -Kenneth Travis   Resources Take your mortgage business to the next level. Visit nextlevello.com for more information. Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule   Three Things We Learned From This Episode   The importance of training like a salesperson (02:47- 4:56)As a lender in the mortgage industry, you are a salesperson. It’s worthwhile to work and train like one. Never underestimate the value of what you learn as a salesperson: cold-calling and face-to-face sales are both a fundamental component of lending. Just like in any other sales, people need to know, like, and trust you to do business with you.  Never stop prospecting (09:01- 10:19)Every day of the week, you have to make sure people know who you are and that you’re available for business. By breaking this habit once, you’re more likely to procrastinate and put it off. Just get it done today.  Why you need to stay hungry (12:55- 14:15)It’s easy to lose your hunger for success when you’ve tasted a lot of it. However, just because you’ve reached some of your goals does not mean you’re done. Stay hungry and actually tell your clients that you’re open and ready for their business.  It can be easy to lose your motivation over time, but you can help yourself keep momentum by shifting your goalposts and challenging yourself in new ways. Keep setting your bar higher and aim to surpass the goals you once set. You may reach the point where you no longer need to work, but if you stay hungry, you may decide you want to keep pushing.   Guest Bio- Rick Ward is a well-established branch manager at Benchmark Mortgage in Colorado Springs. SInce leaving the national service in 1991, Rick has dedicated his trade to helping other veterans achieve success in the industry- and as clients. He’s known for staying dedicated to his trade no matter what, and while he has no plans to stop working soon, he plans to leave his daughter with an amazing legacy one day.   To find out more about Rick, head to: https://rickward.benchmark.us/ or https://www.facebook.com/TheRickWardLendingTeam/

A lot of entrepreneurs in the mortgage industry dream of no longer needing to work. Is that goal ever attainable? Is it even a justifiable dream to have? On this episode, we’re joined by military veteran and branch manager at Benchmark Mortgage, Rick Ward. Rick shares why he feels his star continues to rise, and why he believes his own work is never done. You have to aim high and stay hungry. -Kenneth Travis Resources Take your mortgage business to the next level. Visit <a href="https://nextlevello.com/" rel="nofollow" target="_blank">nextlevello.com</a> for more information. Click here to schedule your free no-obligation Next Level Coaching Call: <a href="https://nextlevello.com/schedule" rel="nofollow" target="_blank">https://nextlevello.com/schedule</a> Three Things We Learned From This Episode <ol> <li>The importance of training like a salesperson (02:47- 4:56) As a lender in the mortgage industry, you are a salesperson. It’s worthwhile to work and train like one. Never underestimate the value of what you learn as a salesperson: cold-calling and face-to-face sales are both a fundamental component of lending. Just like in any other sales, people need to know, like, and trust you to do business with you. </li> <li>Never stop prospecting (09:01- 10:19) Every day of the week, you have to make sure people know who you are and that you’re available for business. By breaking this habit once, you’re more likely to procrastinate and put it off. Just get it done today. </li> <li>Why you need to stay hungry (12:55- 14:15) It’s easy to lose your hunger for success when you’ve tasted a lot of it. However, just because you’ve reached some of your goals does not mean you’re done. Stay hungry and actually tell your clients that you’re open and ready for their business.</li> </ol> It can be easy to lose your motivation over time, but you can help yourself keep momentum by shifting your goalposts and challenging yourself in new ways. Keep setting your bar higher and aim to surpass the goals you once set. You may reach the point where you no longer need to work, but if you stay hungry, you may decide you want to keep pushing. Guest Bio- Rick Ward is a well-established branch manager at Benchmark Mortgage in Colorado Springs. SInce leaving the national service in 1991, Rick has dedicated his trade to helping other veterans achieve success in the industry- and as clients. He’s known for staying dedicated to his trade no matter what, and while he has no plans to stop working soon, he plans to leave his daughter with an amazing legacy one day. To find out more about Rick, head to: <a href="https://rickward.benchmark.us/" rel="nofollow" target="_blank">https://rickward.benchmark.us/</a> or <a href="https://www.facebook.com/TheRickWardLendingTeam/" rel="nofollow" target="_blank">https://www.facebook.com/TheRickWardLendingTeam/</a>

Setting Goals and Staying Hungry w/Rick Ward

Jeff Lagoni

In the mortgage industry, everyone is looking for new ways to generate leads and increase conversions. Why should we focus on already proven, consistent actions instead of looking for silver bullets? How can we attract more business from our database? What are the best practices for delivering a top-notch customer experience? In this episode, Jeff Lagoni talks about leveraging a team and how we can enjoy our journey to success. It’s when things go wrong and everyone is in the trenches working hard that you find out the true integrity of a person. -Jeff Lagoni   Resources Take your mortgage business to the next level. Visit nextlevello.com for more information. Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule   Three Things We Learned From This Episode  The power of small, consistent actions  (03:00-03:50)  When we do small things each day, we can expect results even if they don’t appear overnight. It’s better to focus on doing things that contribute to success instead of getting distracted by a new tactic or strategy and forgetting what brought us clients in the first place.    How to get more referrals from past clients  (04:40-05:40)  The secret to repeat business and referrals is leveraging our team to offer the best customer experience we can. We want to make the process as easy as possible for the client and use the communication tools they want.    Work with people you want to be friends with  (11:30-13:40)  Work becomes a pleasure when we surround ourselves with people we connect with. Many mortgage professionals think they don’t have much of a choice when it comes to who they work with. But they do, and befriending someone is what makes the difference between constantly getting referrals or having to ask for them and being ignored.   When we run a business, we have to learn how to leverage others instead of adding more work to our to-do list. One of the best hires a loan professional can make is a good processor who takes care of mundane tasks and makes the whole experience painless for the client. A processor ensures clients are aware of all the papers needed upfront, and they’ll go out of their way so that clients are heard and contacted using their preferred communication channel.   Guest Bio- Jeff Lagoni is a Mortgage Loan Officer at Victorian Finance, and he entered the industry back in 2001. Since then, he has helped many of his clients purchase the home of their dreams and shared his knowledge of real estate at numerous speaking and networking events. You can contact Jeff at jeff@victorianfinance.com

In the mortgage industry, everyone is looking for new ways to generate leads and increase conversions. Why should we focus on already proven, consistent actions instead of looking for silver bullets? How can we attract more business from our database? What are the best practices for delivering a top-notch customer experience? In this episode, Jeff Lagoni talks about leveraging a team and how we can enjoy our journey to success. It’s when things go wrong and everyone is in the trenches working hard that you find out the true integrity of a person. -Jeff Lagoni Resources Take your mortgage business to the next level. Visit <a href="https://nextlevello.com/" rel="nofollow" target="_blank">nextlevello.com</a> for more information. Click here to schedule your free no-obligation Next Level Coaching Call: <a href="https://nextlevello.com/schedule" rel="nofollow" target="_blank">https://nextlevello.com/schedule</a> Three Things We Learned From This Episode <ol> <li>The power of small, consistent actions  (03:00-03:50)</li> </ol> When we do small things each day, we can expect results even if they don’t appear overnight. It’s better to focus on doing things that contribute to success instead of getting distracted by a new tactic or strategy and forgetting what brought us clients in the first place. <ol> <li>How to get more referrals from past clients  (04:40-05:40)</li> </ol> The secret to repeat business and referrals is leveraging our team to offer the best customer experience we can. We want to make the process as easy as possible for the client and use the communication tools they want. <ol> <li>Work with people you want to be friends with  (11:30-13:40)</li> </ol> Work becomes a pleasure when we surround ourselves with people we connect with. Many mortgage professionals think they don’t have much of a choice when it comes to who they work with. But they do, and befriending someone is what makes the difference between constantly getting referrals or having to ask for them and being ignored. When we run a business, we have to learn how to leverage others instead of adding more work to our to-do list. One of the best hires a loan professional can make is a good processor who takes care of mundane tasks and makes the whole experience painless for the client. A processor ensures clients are aware of all the papers needed upfront, and they’ll go out of their way so that clients are heard and contacted using their preferred communication channel. Guest Bio- <a href="https://jefflagoni.victorianfinance.com/" rel="nofollow" target="_blank">Jeff Lagoni</a> is a Mortgage Loan Officer at Victorian Finance, and he entered the industry back in 2001. Since then, he has helped many of his clients purchase the home of their dreams and shared his knowledge of real estate at numerous speaking and networking events. You can contact Jeff at <a href="mailto:jeff@victorianfinance.com">jeff@victorianfinance.com</a>

The Power of Consistency & How to Deliver an Excellent Customer Experience w/Jeff Lagoni

Anthony Casa

On this episode of the Next Level Loan Officers Podcast, AIME's Anthony Casa joins us to talk about his focus of putting originators and customers first in the mortgage industry. Anthony takes us through his journey from nothing to success, to losing everything and building it back up again. Anthony shares how the ups and downs has shaped his view of the industry and how it helped him grow one of the top brokerages in the industry. Anthony also talks about his advocacy of mortgage brokers and how he believes that the local community loan originator is crucial to successful home ownership. 

On this episode of the Next Level Loan Officers Podcast, AIME's Anthony Casa joins us to talk about his focus of putting originators and customers first in the mortgage industry.  Anthony takes us through his journey from nothing to success, to losing everything and building it back up again. Anthony shares how the ups and downs has shaped his view of the industry and how it helped him grow one of the top brokerages in the industry.  Anthony also talks about his advocacy of mortgage brokers and how he believes that the local community loan originator is crucial to successful home ownership.

Putting Originators & Customers First with Anthony Casa

We’re often warned to prepare for an impending recession, but sometimes the information we learn through the media isn’t an accurate reflection of the state of the market. How can we observe clues of an impending recession ourselves? Is it possible for us to keep winning in business when the market inevitably drops - or should we be preparing for the worst? On this episode, CEO of MBS Highway, Barry Habib shares why we need to rethink what we know about recessions, and offers insight on how we can continue to thrive. Focus on the road ahead, not the obstructions. Do it in driving and you’ll be better; do it in life and you will be much more successful. -Barry Habib   Three Things We Learned From This Episode Rethink what recessions look like (11:55- 12:44) When we talk of a recession, we tend to think of what we saw in 2008 and 2009. The reality is, recessions are dependent on the expansion period prior to them. The expansion period we’re currently in has been extended, but shallow. That means, the recession we’ll see in the next year or so will also be shallow.   Observe the clues of an impending recession (13:22- 15:20) The first place recessions show their effects is in big corporations. As these corporations let people go to cut costs, those who have lost their jobs start spending money at more cost-effective stores like Walmart and Target. The reason stocks have gone up at Target and Walmart is because there are more people looking into cost effective options.   Look further ahead (27:02- 28:42)  Most of us are guilty of zoning in on one area of focus while we’re trying to get ahead. While it’s great to be focused, by zoning in on only one goal, we run the risk of seeing the big picture. No matter the condition of the market, be sure to take a holistic view of what’s around us.   A recession is inevitable, and we should be prepared for it. However, recession isn’t necessarily synonymous with devastation. There are ways to identify the early signs of the market dropping, and we need to remain aware of them. Keep looking forward and be aware of all the signs - whether we’re in a recession, preparing for one, or exiting one. If we can maintain a holistic view, we will keep winning no matter what the market has in store for us.    Guest Bio-  Barry Habib is the founder and CEO of mortgage analytics firm MBS Highway, a company dedicated to helping mortgage professionals and real estate agents articulate the opportunities in the housing market. Widely respected for his Mortgage and Housing expertise, Barry has monthly appearances on CNBC and FOX. He has recently been named the top Real Estate forecaster by Zillow and Pulsenomics, and has also been awarded the Crystal Ball Award for the most accurate real estate forecasts. Barry is a celebrated speaker and figure in the real estate and mortgage industry, and is passionate about helping others achieve their goals and find success in every area of their lives.  Look out for Barry’s upcoming 

We’re often warned to prepare for an impending recession, but sometimes the information we learn through the media isn’t an accurate reflection of the state of the market. How can we observe clues of an impending recession ourselves? Is it possible for us to keep winning in business when the market inevitably drops - or should we be preparing for the worst? On this episode, CEO of MBS Highway, Barry Habib shares why we need to rethink what we know about recessions, and offers insight on how we can continue to thrive. Focus on the road ahead, not the obstructions. Do it in driving and you’ll be better; do it in life and you will be much more successful. -Barry Habib Three Things We Learned From This Episode Rethink what recessions look like (11:55- 12:44) When we talk of a recession, we tend to think of what we saw in 2008 and 2009. The reality is, recessions are dependent on the expansion period prior to them. The expansion period we’re currently in has been extended, but shallow. That means, the recession we’ll see in the next year or so will also be shallow.  Observe the clues of an impending recession (13:22- 15:20) The first place recessions show their effects is in big corporations. As these corporations let people go to cut costs, those who have lost their jobs start spending money at more cost-effective stores like Walmart and Target. The reason stocks have gone up at Target and Walmart is because there are more people looking into cost effective options.  Look further ahead (27:02- 28:42) Most of us are guilty of zoning in on one area of focus while we’re trying to get ahead. While it’s great to be focused, by zoning in on only one goal, we run the risk of seeing the big picture. No matter the condition of the market, be sure to take a holistic view of what’s around us. A recession is inevitable, and we should be prepared for it. However, recession isn’t necessarily synonymous with devastation. There are ways to identify the early signs of the market dropping, and we need to remain aware of them. Keep looking forward and be aware of all the signs - whether we’re in a recession, preparing for one, or exiting one. If we can maintain a holistic view, we will keep winning no matter what the market has in store for us.  Guest Bio-  Barry Habib is the founder and CEO of mortgage analytics firm MBS Highway, a company dedicated to helping mortgage professionals and real estate agents articulate the opportunities in the housing market. Widely respected for his Mortgage and Housing expertise, Barry has monthly appearances on CNBC and FOX. He has recently been named the top Real Estate forecaster by Zillow and Pulsenomics, and has also been awarded the Crystal Ball Award for the most accurate real estate forecasts. Barry is a celebrated speaker and figure in the real estate and mortgage industry, and is passionate about helping others achieve their goals and find success in every area of their lives.  Look out for Barry’s upcoming

How To Keep Winning In Today’s Market w/Barry Habib

John Abraham

The mortgage industry is rewarding for lenders not only because of the financial incentive, but because it allows them to provide a meaningful service to their clients. How can you ensure your clients know you appreciate their business and strengthen the relationship you have with them? What can you do to make sure you stay successful in this business over time? On this episode, industry veteran John Abraham shares on what he has learned on his business journey and explains why relationships are so important. Constantly let your team, your partners, and your clients know how valuable they are. -John Abraham   Resources Take your mortgage business to the next level. Visit nextlevello.com for more information. Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule   Three Things We Learned From This Episode  Never allow yourself to become complacent (03:25- 04.15)In this industry, there will be some months when you do exceptionally well. While that can lure you into a sense of security, don’t become overconfident and complacent. Keep doing the things that brought you success in the first place, and don’t take your foot off the gas.  Perfect the relationships within your team (07:35- 09:18)Your team plays an integral role in your business. Make sure you tell them you appreciate them, and create a culture where everyone knows they’re supported. Stay loyal to your team, and they’re likely to reciprocate.  Provide clients with valuable advice (18:29- 21:20)Gift potential clients with a packet of valuable information. By compiling advice, guidelines, and checklists for what they should be paying attention to when house-hunting, you’re providing a service they will actually use. This keeps you at the top of their minds, and sets you apart from the competition.  At its core, the mortgage industry is people-oriented. Stay in touch with clients, let partners know you appreciate them, and create a family within your team. Don’t withhold advice from your competitors, and have an abundance mindset. There’s more than enough success to go around. The mortgage industry can help you generate a great income, but building strong relationships with people is what will make you richer.   Guest Bio- John Abraham is the producing manager at Caliber Home Loans. After starting his career in the mortgage industry 29 years ago, John went on to be ranked one of the top 200 mortgage originators in the US in 1998. He’s stayed in that top 200 ever since, and in 2011 was recognized for originating over $1 billion in residential mortgage loans since the start of his career. John strongly believes success is derived from strong relationships with everyone you work with- from your team, to your partners and your clients. He’s also passionate about seeing the mortgage industry as a vehicle to help others, and genuinely cares about every deal he’s closed throughout his career.   To find out more about John, head to:  https://caliberhomeloans.com/loan-consultant/illinois/Peoria-IL/jabraham https://www.linkedin.com/in/john-abrah

The mortgage industry is rewarding for lenders not only because of the financial incentive, but because it allows them to provide a meaningful service to their clients. How can you ensure your clients know you appreciate their business and strengthen the relationship you have with them? What can you do to make sure you stay successful in this business over time? On this episode, industry veteran John Abraham shares on what he has learned on his business journey and explains why relationships are so important. Constantly let your team, your partners, and your clients know how valuable they are. -John Abraham Resources Take your mortgage business to the next level. Visit <a href="https://nextlevello.com/" rel="nofollow" target="_blank">nextlevello.com</a> for more information. Click here to schedule your free no-obligation Next Level Coaching Call: <a href="https://nextlevello.com/schedule" rel="nofollow" target="_blank">https://nextlevello.com/schedule</a> Three Things We Learned From This Episode <ol> <li>Never allow yourself to become complacent (03:25- 04.15) In this industry, there will be some months when you do exceptionally well. While that can lure you into a sense of security, don’t become overconfident and complacent. Keep doing the things that brought you success in the first place, and don’t take your foot off the gas. </li> <li>Perfect the relationships within your team (07:35- 09:18) Your team plays an integral role in your business. Make sure you tell them you appreciate them, and create a culture where everyone knows they’re supported. Stay loyal to your team, and they’re likely to reciprocate. </li> <li>Provide clients with valuable advice (18:29- 21:20) Gift potential clients with a packet of valuable information. By compiling advice, guidelines, and checklists for what they should be paying attention to when house-hunting, you’re providing a service they will actually use. This keeps you at the top of their minds, and sets you apart from the competition.</li> </ol> At its core, the mortgage industry is people-oriented. Stay in touch with clients, let partners know you appreciate them, and create a family within your team. Don’t withhold advice from your competitors, and have an abundance mindset. There’s more than enough success to go around. The mortgage industry can help you generate a great income, but building strong relationships with people is what will make you richer. Guest Bio- John Abraham is the producing manager at Caliber Home Loans. After starting his career in the mortgage industry 29 years ago, John went on to be ranked one of the top 200 mortgage originators in the US in 1998. He’s stayed in that top 200 ever since, and in 2011 was recognized for originating over $1 billion in residential mortgage loans since the start of his career. John strongly believes success is derived from strong relationships with everyone you work with- from your team, to your partners and your clients. He’s also passionate about seeing the mortgage industry as a vehicle to help others, and genuinely cares about every deal he’s closed throughout his career. To find out more about John, head to: <a href="https://caliberhomeloans.com/loan-consultant/illinois/Peoria-IL/jabraham" rel="nofollow" target="_blank"> https://caliberhomeloans.com/loan-consultant/illinois/Peoria-IL/jabraham</a> <a href="https://www.linkedin.com/in/john-abraham-8992982a/" rel="nofollow" target="_blank">https://www.linkedin.com/in/john-abrah</a>

How Building Great Relationships Will Make You Richer w/John Abraham

RAQUEL BORRAS

On this episode Raquel Borras joins Kenneth and Sean to talk about how she created a brand on LinkedIn by owning who she is and putting herself out there to attract the right business connections.3:33 - Building a brand5:28 - Having a plan with your content7:18 - Get out the instant ROI mindset8:25 - Don’t under estimate the power of telling stories9:58 - Go the opposite of what everyone else is doing11:08 - Mapping out your content ahead of time12:48 - Creating content in the moment13:53 - Leveraging LinkedIn in a different way17:18 - Putting yourself out there18:48 - Owning who you are and who you aren’t20:05 - Attracting the people you want to work withQuotes“You need to show your personal side to have a brand that connects with people”“People want to hear your experiences and your stories”“Do the type of content that feels right for you”“I built a brand around being natural and real-time”“If I can have people support be when I am being vulnerable, then I can do anything”“ If you can be you from the beginning you will connect with the right people on Social Media” LinksMortgage Success Academy -onedollarmsa.comNext Level Loan Officers -https://www.nllodigital.com/mortgage-success-offerLoan Officer Events -loanofficerevents.comSocial Media:Facebook -https://www.facebook.com/NextLevelLoanOfficers/YouTube -https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn -https://www.linkedin.com/company/next-level-loan-officers/about/Raquel Borras LinkedIn - https://www.linkedin.com/in/raquel-borras-9a846697/Text the word: nextlevel to 36260 to download our app

On this episode Raquel Borras joins Kenneth and Sean to talk about how she created a brand on LinkedIn by owning who she is and putting herself out there to attract the right business connections.3:33 - Building a brand5:28 - Having a plan with your content7:18 - Get out the instant ROI mindset8:25 - Don’t under estimate the power of telling stories9:58 - Go the opposite of what everyone else is doing11:08 - Mapping out your content ahead of time12:48 - Creating content in the moment13:53 - Leveraging LinkedIn in a different way17:18 - Putting yourself out there18:48 - Owning who you are and who you aren’t20:05 - Attracting the people you want to work withQuotes“You need to show your personal side to have a brand that connects with people”“People want to hear your experiences and your stories”“Do the type of content that feels right for you”“I built a brand around being natural and real-time”“If I can have people support be when I am being vulnerable, then I can do anything”“ If you can be you from the beginning you will connect with the right people on Social Media” LinksMortgage Success Academy -<a href="http://onedollarmsa.com" rel="nofollow" target="_blank">onedollarmsa.com</a>Next Level Loan Officers -<a href="https://www.nllodigital.com/mortgage-success-offer" rel="nofollow" target="_blank">https://www.nllodigital.com/mortgage-success-offer</a>Loan Officer Events -<a href="http://loanofficerevents.com" rel="nofollow" target="_blank">loanofficerevents.com</a>Social Media:Facebook -<a href="https://www.facebook.com/NextLevelLoanOfficers/" rel="nofollow" target="_blank">https://www.facebook.com/NextLevelLoanOfficers/</a>YouTube -<a href="https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ" rel="nofollow" target="_blank">https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ</a>LinkedIn -<a href="https://www.linkedin.com/company/next-level-loan-officers/about/" rel="nofollow" target="_blank">https://www.linkedin.com/company/next-level-loan-officers/about/</a> Raquel Borras LinkedIn - <a href="https://www.linkedin.com/in/raquel-borras-9a846697/" rel="nofollow" target="_blank">https://www.linkedin.com/in/raquel-borras-9a846697/</a>Text the word: nextlevel to 36260 to download our app

Having a Brand that Attracts the Right People w/Raquel Borras

For loan officers who are new to Instagram, the thought of publishing visual content can feel like an overwhelming challenge. How can we ease ourselves into using the platform, and create an audience for ourselves? What are Instagram Story ‘Highlights’, and why should we be using them? On this episode, social media guru, Megan Anderson, shares why we should be using Instagram Stories to boost our online profiles.  Instagram Stories are viewed more than individual posts, so they’re the perfect place to share content. -Megan Anderson   Three Things We Learned From This Episode Use Instagram Stories to get comfortable (04:36 - 05:27)For people just getting started on Instagram, the thought of seeing ourselves on camera may be daunting. A great way to become more comfortable sharing videos on the platform is by creating Instagram Stories. These have a 24-hour shelf life and can easily be used as a way for us to test the waters of Instagram.   Come up with stickers (12:57- 15:19)Consistency is key when looking for a bigger audience, so we have to figure out a few ‘stickers’ that we can use in our Instagram Stories. These stickers should be the things we post about every single day, which help our audiences remember us. The great thing is, these stickers don’t have to be business-related. In fact, they should be showing our audiences more about our personal lives so they can get to know, like and trust us.   Create Story highlights (18:05 - 19:19)Instagram Stories become unavailable to our audience after 24 hours, but we have the option to save them as highlights later. Creating highlights is a great way to ensure our content stays seen days or even months after we first posted it.   Guest Bio-  Megan Anderson is a marketing and social media guru. She is the Vice President of Marketing at MBS Highway and the creator of @socialloanoriginator. She is also a speaker, with a passion for the opportunities social media affords loan officers.    To find out more about Megan, visit: https://www.linkedin.com/in/iammegananderson You can also find her on Instagram at @iammegananderson   To find out more about her upcoming program, text ‘Megan’ to 33777

For loan officers who are new to Instagram, the thought of publishing visual content can feel like an overwhelming challenge. How can we ease ourselves into using the platform, and create an audience for ourselves? What are Instagram Story ‘Highlights’, and why should we be using them? On this episode, social media guru, Megan Anderson, shares why we should be using Instagram Stories to boost our online profiles.  Instagram Stories are viewed more than individual posts, so they’re the perfect place to share content. -Megan Anderson Three Things We Learned From This Episode Use Instagram Stories to get comfortable (04:36 - 05:27) For people just getting started on Instagram, the thought of seeing ourselves on camera may be daunting. A great way to become more comfortable sharing videos on the platform is by creating Instagram Stories. These have a 24-hour shelf life and can easily be used as a way for us to test the waters of Instagram.  Come up with stickers (12:57- 15:19) Consistency is key when looking for a bigger audience, so we have to figure out a few ‘stickers’ that we can use in our Instagram Stories. These stickers should be the things we post about every single day, which help our audiences remember us. The great thing is, these stickers don’t have to be business-related. In fact, they should be showing our audiences more about our personal lives so they can get to know, like and trust us.  Create Story highlights (18:05 - 19:19) Instagram Stories become unavailable to our audience after 24 hours, but we have the option to save them as highlights later. Creating highlights is a great way to ensure our content stays seen days or even months after we first posted it. Guest Bio-  Megan Anderson is a marketing and social media guru. She is the Vice President of Marketing at MBS Highway and the creator of @socialloanoriginator. She is also a speaker, with a passion for the opportunities social media affords loan officers.  To find out more about Megan, visit: <a href="https://www.linkedin.com/in/iammegananderson" rel="nofollow" target="_blank">https://www.linkedin.com/in/iammegananderson</a> You can also find her on Instagram at @iammegananderson To find out more about her upcoming program, text ‘Megan’ to 33777

How to Use Instagram Stories to Expand Our Brands w/Megan Anderson

Matt Deluzio

Many loan officers feel the need to close as many deals as possible within a short period, but doing so could actually be doing us more harm than good. Should we be spending more time building trust with clients, or is it ever a good idea to seek short-term successes? Are we putting ourselves at an advantage by giving our clients the wrong advice if it means we are guaranteed a deal? On this episode, Next Level coaching client and loan officer at Spire Financial, Matt Deluzio, shares why we have to become more focused on our long-term aspirations.  Too many great salespeople are only focusing on the payday, when they should be playing the parlay. That is, focusing on growth. -Matt Deluzio   Three Things We Learned From This Episode    Establish trust that brings long-term results (07:41 - 08:55)Many of us think chasing and closing individual deals is the path to success, but in reality, if we’re too focused on single pay days, we lose out on long-term results. Aim to parlay by nurturing clients and building trust with them over time.   Steer clear of instant gratification solutions (10:07 - 11:11)When we have a good idea of what we want to achieve, it becomes easier to say no to anything standing in the way of our goals. Think about long-term objectives and identify the path to success - then refuse to divert from the track.  Be truthful and the business will come (15:55 - 17:10)It can be difficult to tell a potential client we’re unable to assist them, but doing so is the key to lasting success. Don’t fear telling clients the truth, or advising them to look elsewhere. Honesty will go a long way in building trust and securing clients in the future.    Guest Bio-    Matt Deluzio is a loan officer at Spire Financial in Denver, Colorado. After 3 successful years in the mortgage business working part-time, Matt became a full-time loan officer 2 and a half years ago, and has continued to see phenomenal results ever since.    To get in contact with Matt, visit https://mdeluzio.spirefinancial.com/ Email mdeluzio@spirefinancial.com Or call 720.616.6490

Many loan officers feel the need to close as many deals as possible within a short period, but doing so could actually be doing us more harm than good. Should we be spending more time building trust with clients, or is it ever a good idea to seek short-term successes? Are we putting ourselves at an advantage by giving our clients the wrong advice if it means we are guaranteed a deal? On this episode, Next Level coaching client and loan officer at Spire Financial, Matt Deluzio, shares why we have to become more focused on our long-term aspirations.  Too many great salespeople are only focusing on the payday, when they should be playing the parlay. That is, focusing on growth. -Matt Deluzio Three Things We Learned From This Episode <ul> <li>Establish trust that brings long-term results (07:41 - 08:55) Many of us think chasing and closing individual deals is the path to success, but in reality, if we’re too focused on single pay days, we lose out on long-term results. Aim to parlay by nurturing clients and building trust with them over time.  </li> <li>Steer clear of instant gratification solutions (10:07 - 11:11) When we have a good idea of what we want to achieve, it becomes easier to say no to anything standing in the way of our goals. Think about long-term objectives and identify the path to success - then refuse to divert from the track. </li> <li>Be truthful and the business will come (15:55 - 17:10) It can be difficult to tell a potential client we’re unable to assist them, but doing so is the key to lasting success. Don’t fear telling clients the truth, or advising them to look elsewhere. Honesty will go a long way in building trust and securing clients in the future.</li> </ul> Guest Bio-  Matt Deluzio is a loan officer at Spire Financial in Denver, Colorado. After 3 successful years in the mortgage business working part-time, Matt became a full-time loan officer 2 and a half years ago, and has continued to see phenomenal results ever since.  To get in contact with Matt, visit <a href="https://mdeluzio.spirefinancial.com/" rel="nofollow" target="_blank">https://mdeluzio.spirefinancial.com/</a> Email <a href="mailto:mdeluzio@spirefinancial.com">mdeluzio@spirefinancial.com</a> Or call 720.616.6490

How to Gain Long-Term Success by Saying No to Short-Term Solutions w/Matt Deluzio

Mike Ciorrocco

For longevity in the mortgage industry, our clients and referral partners have to be aware of us. How can we become more well-known in the industry? How can we approach new referral partnerships, and how do we know when we have enough partners? On this episode, branch manager at Nations Lending and host of the What Are You Made Of? podcast, Mike Ciorrocco, shares how to grow our public profiles and stop letting fear hold us back from success.    Don’t let fear of rejection get in the way of making calls. Even the most successful people on the planet have haters. -Sean Zalmanoff   Three Things We Learned From This Episode  Get known (13:00 - 14:34)The biggest mistake LOs make is thinking everyone already knows who they are. In reality, if we want people to know who we are, we have to be consciously getting in front of them, every single day. Stay top of mind by being omnipresent.   Make the call and offer value (16:16 - 17:00)Many of us are hesitant to make calls because we’re worried we may irritate or anger the person on the receiving end. However, if we phone potential clients or partners and ask what we can do to help them grow their businesses, they’re less likely to be upset with us. Go into calls with the heart of a servant, and odds are we’ll be rewarded.  Never stop looking for referral partners (20:18 - 22:04)Often, LOs feel content with 4 or 5 referral partners. The problem with this is, by having such a small group of partners, we leave no room for error. Instead of a small group, cast the net and start looking for a wide range of agents who will send 1 or 2 deals a year; these add up, while taking some of the pressure off.   Guest Bio-  Mike Ciorrocco is a motivator, facilitator, podcast host, public speaker, fierce friend and coach. He is an executive manager at Nations Lending, a residential mortgage company. He and his three best friends have built one of the most profitable divisions within Nations Lending from the ground up. Mike has spoken in front of thousands of real estate agents, showing them how to grow their business not only via traditional marketing methods, but also by using outside-the-box digital and social media marketing. On his podcast, "What Are You Made Of?," he dives deep into his past to show how you can feed off good and bad experiences. To find out more about Mike, visit  https://themikecroc.com/ And for more about the podcast, Next Level LO listeners can request to join the closed What are you made of FB group.

For longevity in the mortgage industry, our clients and referral partners have to be aware of us. How can we become more well-known in the industry? How can we approach new referral partnerships, and how do we know when we have enough partners? On this episode, branch manager at Nations Lending and host of the What Are You Made Of? podcast, Mike Ciorrocco, shares how to grow our public profiles and stop letting fear hold us back from success.  Don’t let fear of rejection get in the way of making calls. Even the most successful people on the planet have haters. -Sean Zalmanoff Three Things We Learned From This Episode <ul> <li>Get known (13:00 - 14:34) The biggest mistake LOs make is thinking everyone already knows who they are. In reality, if we want people to know who we are, we have to be consciously getting in front of them, every single day. Stay top of mind by being omnipresent.  </li> <li>Make the call and offer value (16:16 - 17:00) Many of us are hesitant to make calls because we’re worried we may irritate or anger the person on the receiving end. However, if we phone potential clients or partners and ask what we can do to help them grow their businesses, they’re less likely to be upset with us. Go into calls with the heart of a servant, and odds are we’ll be rewarded. </li> <li>Never stop looking for referral partners (20:18 - 22:04) Often, LOs feel content with 4 or 5 referral partners. The problem with this is, by having such a small group of partners, we leave no room for error. Instead of a small group, cast the net and start looking for a wide range of agents who will send 1 or 2 deals a year; these add up, while taking some of the pressure off. </li> </ul> Guest Bio-  Mike Ciorrocco is a motivator, facilitator, podcast host, public speaker, fierce friend and coach. He is an executive manager at Nations Lending, a residential mortgage company. He and his three best friends have built one of the most profitable divisions within Nations Lending from the ground up. Mike has spoken in front of thousands of real estate agents, showing them how to grow their business not only via traditional marketing methods, but also by using outside-the-box digital and social media marketing. On his podcast, "What Are You Made Of?," he dives deep into his past to show how you can feed off good and bad experiences. To find out more about Mike, visit  <a href="https://themikecroc.com/" rel="nofollow" target="_blank">https://themikecroc.com/</a> And for more about the podcast, Next Level LO listeners can request to join the closed What are you made of FB group.

How to Build a Buzz Around Your Brand w/Mike Ciorrocco

The mortgage industry is constantly evolving, and even the top loan officers are at risk of losing the positions they worked hard to get. How can you safeguard yourself from being passed by? Does the answer lie in looking for new agents and buyers? On this episode, we talk with the founder of Downs Capital Mortgage Team, John Downs, to hear how he went from hero to zero, and got right back up again. You’ve got to specialize in what you’re doing. -Sean Zalmanoff   Resources Take your mortgage business to the next level. Visit nextlevello.com for more information. Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule   Three Things We Learned From This Episode  Keep reinventing yourself (06:41- 08:04)The mortgage industry is constantly changing and evolving, so it only makes sense that loan officers must keep reinventing themselves. Stay on top of market trends and follow where the industry is going, not just where it is at the moment.  Be clear about what YOU want (08:36- 10:29)To do well in business, you have to be a specialist in your field. Narrow down your own passions and talents, and approach clients who are in need of what you’re best at. This way, you’re bringing your consumer excellent value and doing something that fulfills you.  Relational approaches are more effective than transactional ones (12:54- 14:25)Have a relational approach to your business, rather than an exclusively transactional one. By building relationships and fostering them over a longer period, you’re maintaining value. Stop forcing yourself to work harder by constantly finding new agents and buyers, and focus instead on the clients you have now.  With tech companies like Amazon getting involved in real estate, it can present new challenges for mortgage professionals. The only way to maintain your position as a top loan officer is by becoming a master in your field and fostering the relationships you already have. The important thing is to make sure you aren’t discouraged too easily. If you’ve had it in you to become a top officer in the past, you have it in you to do it again.   Guest Bio- John is the architect and founder of Downs Capital Mortgage Team. His motto is “wealth for the next generation”. Whether you count yourself as part of the next generation, or are ready to build the next level of wealth for yourself, John thinks everyone deserves a great financial foundation. John will tell anyone who will listen that a mortgage is an instrument of leverage — and that a mortgage allows you to use someone else’s cash to build your own wealth.   Today, Downs Capital is a thriving unit of MVB Mortgage. John’s team is comprised of mortgage experts who also happen to be fierce competitors, client advocates, friends, athletes, coaches, neighbors, parents and dog lovers.   To contact John, call or text him on 202-899-2603   To find out more about John, head to: https://jdowns.mvbmortgage.com/ You can also look at: https://www.linkedin.com/in/downscapital/

The mortgage industry is constantly evolving, and even the top loan officers are at risk of losing the positions they worked hard to get. How can you safeguard yourself from being passed by? Does the answer lie in looking for new agents and buyers? On this episode, we talk with the founder of Downs Capital Mortgage Team, John Downs, to hear how he went from hero to zero, and got right back up again. You’ve got to specialize in what you’re doing. -Sean Zalmanoff Resources Take your mortgage business to the next level. Visit <a href="https://nextlevello.com/" rel="nofollow" target="_blank">nextlevello.com</a> for more information. Click here to schedule your free no-obligation Next Level Coaching Call: <a href="https://nextlevello.com/schedule" rel="nofollow" target="_blank">https://nextlevello.com/schedule</a> Three Things We Learned From This Episode <ol> <li>Keep reinventing yourself (06:41- 08:04) The mortgage industry is constantly changing and evolving, so it only makes sense that loan officers must keep reinventing themselves. Stay on top of market trends and follow where the industry is going, not just where it is at the moment. </li> <li>Be clear about what YOU want (08:36- 10:29) To do well in business, you have to be a specialist in your field. Narrow down your own passions and talents, and approach clients who are in need of what you’re best at. This way, you’re bringing your consumer excellent value and doing something that fulfills you. </li> <li>Relational approaches are more effective than transactional ones (12:54- 14:25) Have a relational approach to your business, rather than an exclusively transactional one. By building relationships and fostering them over a longer period, you’re maintaining value. Stop forcing yourself to work harder by constantly finding new agents and buyers, and focus instead on the clients you have now.</li> </ol> With tech companies like Amazon getting involved in real estate, it can present new challenges for mortgage professionals. The only way to maintain your position as a top loan officer is by becoming a master in your field and fostering the relationships you already have. The important thing is to make sure you aren’t discouraged too easily. If you’ve had it in you to become a top officer in the past, you have it in you to do it again. Guest Bio- John is the architect and founder of Downs Capital Mortgage Team. His motto is “wealth for the next generation”. Whether you count yourself as part of the next generation, or are ready to build the next level of wealth for yourself, John thinks everyone deserves a great financial foundation. John will tell anyone who will listen that a mortgage is an instrument of leverage — and that a mortgage allows you to use someone else’s cash to build your own wealth. Today, Downs Capital is a thriving unit of MVB Mortgage. John’s team is comprised of mortgage experts who also happen to be fierce competitors, client advocates, friends, athletes, coaches, neighbors, parents and dog lovers. To contact John, call or text him on 202-899-2603 To find out more about John, head to: <a href="https://jdowns.mvbmortgage.com/" rel="nofollow" target="_blank">https://jdowns.mvbmortgage.com/</a> You can also look at: <a href="https://www.linkedin.com/in/downscapital/" rel="nofollow" target="_blank">https://www.linkedin.com/in/downscapital/</a>

How to Stay on Top, Even When the Market Changes w/John Downs

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