Next Level Loan Officers

View Details

In Episode 14 of Season 3, From Intake to Influence: The Overwhelmed Loan Officer’s Guide to Content Creation, we break down how even the busiest (or overwhelmed) loan officers can turn everyday conversations and client interactions into high-impact, trust-building content. Learn how to systematize your content flow from loan intake calls to social posts so you’re always visible, valuable, and top-of-mind without burning out. Whether you're just starting or scaling up, this episode provides you with the shortcuts and strategies to show up online with purpose.

Join The Collective — our membership is designed to help LOs, agents, and solopreneurs grow their pipeline and personal brand without burning out.

You’ll get monthly trainings on lead gen, branding, AI, and social selling, plus done-for-you DM scripts, proven video templates, bi-weekly coaching from top producers, and access to our private community.

Stay consistent. Grow your business.

Get started today: https://products.thecollectivecoaching.com

View Details

In Episode 13 of Season 3, Why Your ‘Perfect’ Videos Are Hurting Your Brand, we dive into the hidden pitfalls of polished content and how the pursuit of perfection might be pushing your audience away. Discover why authenticity, imperfection, and real connection matter more than flawless production, especially in the mortgage and leadership space. If you’ve been holding back from hitting “record” until everything’s perfect, this episode is your wake-up call.

Join The Collective — our membership is designed to help LOs, agents, and solopreneurs grow their pipeline and personal brand without burning out.

Stay consistent. Grow your business.

Get started today: https://products.thecollectivecoaching.com

View Details

In episode 12 of season 3, Built for “No”, we explore the mindset and resilience required to thrive in an industry where rejection is part of the job. This episode is all about reframing failure, staying grounded through the ups and downs, and building the kind of mental toughness that keeps you moving forward when others give up. Whether you’re hearing “no” from clients, partners, or prospects, this conversation will help you see it not as a stop sign—but as part of the path to success.

Join The Collective — our membership designed to help LOs, agents, and solopreneurs grow their pipeline and personal brand without burning out.

Stay consistent. Grow your business.

Get started today: https://products.thecollectivecoaching.com

View Details

In episode 10 of season 3, The Other Personas a Loan Officer Can Take, we explore the different roles LOs can step into to grow their influence and impact beyond just being a transaction-focused originator. From educator to content creator, connector to community leader, this episode unpacks how adopting new personas can open doors, build trust, and position you as more than just a loan officer. If you’re ready to expand your identity and evolve your approach, this conversation is your starting point.

Join The Collective — our membership designed to help LOs, agents, and solopreneurs grow their pipeline and personal brand without burning out.

Stay consistent. Grow your business.

Get started today: https://products.thecollectivecoaching.com

View Details

In episode 9 of season 3, Why Loan Officers are Losing Online, we break down the common mistakes holding LOs back in the digital space. From outdated marketing tactics to inconsistent content and missed opportunities on social media, this episode gets real about why some professionals are struggling to stand out—and what to do about it. You’ll walk away with a clearer picture of what works online today, and how to start building a personal brand that actually attracts business.

Join The Collective — our membership designed to help LOs, agents, and solopreneurs grow their pipeline and personal brand without burning out.

Stay consistent. Grow your business.

Get started today: https://products.thecollectivecoaching.com

View Details

In episode 8 of season 3, A Lack of Organization, we tackle one of the biggest roadblocks to growth: poor time management. This conversation dives into how disorganization drains productivity, adds stress, and keeps you stuck in the weeds. You’ll learn practical strategies for protecting your calendar, setting boundaries, and taking control of your day—so you can focus on the high-impact work that actually moves the needle. If your schedule feels like it’s running you, this episode is your blueprint for taking it back.

Join The Collective — our membership designed to help LOs, agents, and solopreneurs grow their pipeline and personal brand without burning out.

Stay consistent. Grow your business.

Get started today: https://products.thecollectivecoaching.com

View Details

In episode 7 of season 3, The Human Algorithm, we dive into the balance between data-driven decisions and the human element that drives real connections in business. We unpack how to blend systems, processes, and technology with emotional intelligence, empathy, and intuition to create stronger client experiences and more effective leadership. In a world full of automation, this episode reminds us that people are still the most important part of the equation.

Join The Collective Foundations — our membership designed to help LOs, agents, and solopreneurs grow their pipeline and personal brand without burning out.

Stay consistent. Grow your business.

Get started today: https://products.thecollectivecoaching.com

View Details

In episode 6 of season 3, Ego, we take an honest look at one of the biggest obstacles to leadership and growth: ourselves. This conversation unpacks how unchecked ego can limit your team’s potential, damage relationships, and stall progress — and how self-awareness, humility, and a growth mindset can unlock new levels of success. If you’re serious about leading well and building a sustainable business, this episode offers a candid guide to keeping ego in check.

Join The Collective Foundations — our membership designed to help LOs, agents, and solopreneurs grow their pipeline and personal brand without burning out.

Stay consistent. Grow your business.

Get started today: https://products.thecollectivecoaching.com

View Details

In this episode, we explore how virtual assistants can transform your business by streamlining operations, increasing efficiency, and freeing you up to focus on growth. We share practical tips on hiring, training, and integrating VAs into your team, along with common pitfalls to avoid. Whether you’re just considering your first VA or looking to scale your virtual team, this episode offers the insights you need to build smart and scale faster.

Join The Collective Foundations — our membership designed to help LOs, agents, and solopreneurs grow their pipeline and personal brand without burning out.

Stay consistent. Grow your business.

Get started today: https://products.thecollectivecoaching.com

View Details

In this episode, we continue the deep dive into the discipline and drive behind high-level success. Building on part one, this conversation focuses on execution—how to turn mindset into momentum with systems, accountability, and consistent action. Our guest shares real-world strategies for staying focused, navigating setbacks, and pushing through when others quit. It’s a masterclass in doing the work that turns potential into performance.

Join The Collective Foundations — our membership designed to help LOs, agents, and solopreneurs grow their pipeline and personal brand without burning out.

Stay consistent. Grow your business.

Get started today: https://products.thecollectivecoaching.com

View Details

In this episode, we kick off a powerful two-part series on grit, hustle, and the mindset it takes to win in today’s mortgage industry. This episode dives into the habits and behaviors that separate top producers from the rest—not just working hard, but working smart with purpose and persistence. If you’re ready to level up your effort and maximize every opportunity, this conversation sets the tone for what it takes to rise above the noise.

Join The Collective Foundations — our membership designed to help LOs, agents, and solopreneurs grow their pipeline and personal brand without burning out.

Stay consistent. Grow your business.

Get started today: https://products.thecollectivecoaching.com

View Details

We explore why your personal and professional brand is more than just a logo or color scheme—it’s the reputation, trust, and clarity you build every day. Our guest breaks down how strong branding can attract the right clients, retain top talent, and create consistency across every touchpoint in your business. If you’re looking to scale with intention and impact, this conversation will show you why brand truly matters.

Join The Collective Foundations — our membership designed to help LOs, agents, and solopreneurs grow their pipeline and personal brand without burning out.

Stay consistent. Grow your business.

Get started today: https://products.thecollectivecoaching.com

View Details

In the season 3 premiere of The Collective Coaching Podcast, we dive into The Art of Engaging—a conversation focused on what it really takes to connect with your team, your clients, and your market in a meaningful way. From leadership communication strategies to creating a culture that inspires action, this episode lays the foundation for building stronger relationships that fuel growth. Whether you’re leading a small team or scaling to a hundred million, mastering engagement is the first step toward long-term success.

Join The Collective Foundations — our membership designed to help LOs, agents, and solopreneurs grow their pipeline and personal brand without burning out.

Stay consistent. Grow your business.

Get started today: https://products.thecollectivecoaching.com

View Details

Get ready for a special episode of The Collective Podcast! This is part 2 of The Sales Process from Season 2, Episode 10, and it's packed with valuable insights. Jen Moretti, an experienced broker, joins the conversation to show you how to streamline your loan process and make it work flawlessly. From mastering clear communication to using automation for better client engagement, this episode is all about making your workflow smoother.

We’ll also talk about building solid relationships with real estate partners and how feedback can help you improve results. If you're looking to simplify your process and keep clients happy, this is one you won't want to miss!

00:57 Meet Jen Moretti: A Broker's Journey
02:49 Building a Bulletproof Loan Process
06:09 The Importance of Enjoyment and Profit in Business
08:58 Navigating the Pre-Approval to Under Contract Process
11:48 Automating Communication for Client Engagement
14:59 Preparing for a Successful Offer
17:50 The Role of Listing Agents in the Process
21:10 Creating Value Through Evergreen Content
23:55 Maintaining Communication During the Contract
27:14 Building Relationships with Transaction Coordinators
30:04 Feedback and Continuous Improvement
32:58 Doubling Revenue Through Strategic Communication
35:50 Final Thoughts on the Loan Process

Show Links:
Community Platform: https://products.thecollectivecoaching.com/

Social Media:
Facebook - https://www.facebook.com/TheCollectiveCoachings/
YouTube - https://www.youtube.com/@TheCollectiveCoaching
LinkedIn – https://www.linkedin.com/company/collectivecoaching/
Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

View Details

Shane and Kyle are joined by Shawn and Candido to take on what it really means to be a standout in a tough market. From building real partnerships to holding each other accountable through thick and thin, the conversation dives deep into how to stay steady and focused when the market gets bumpy. Get ready for real talk on lessons learned, big wins, and the small habits that keep you grounded.

00:00 - Navigating Challenges in a Changing Market

05:16 - Reflecting on Success During Market Boom

11:10 - Reinventing Business Strategies for Sustainability

14:41 - Shifting Focus: Building Relationships Through Education

25:29 - Mindset and Accountability: The Path to Growth
**Takeaways:

Define Success Beyond Numbers** – True success isn’t just about the high numbers during a market boom. It's about building a foundation that holds up when things get challenging. If you’re measuring success only by short-term wins, it might be time to reassess.

Choose Your Partners Wisely – Who you work with can make or break your momentum. Shawn and Candido talk about the importance of working with people who align with your values and have staying power. Find partners you trust and who bring you long-term value, not just quick deals.

Accountability Drives Growth – You don’t need a yes-man; you need people who’ll tell you the truth, even when it stings. Real accountability means surrounding yourself with those who push you past your comfort zone and keep you on track.

Adaptability Matters – The market changes, and so should you. Shawn highlights the need to pivot strategies when what worked in the past stops being effective. Staying adaptable in a fluctuating market means re-evaluating and shifting to new approaches.

Routine Builds Resilience – Small, consistent habits can fuel your momentum even in tough times. Candido shares the power of setting a daily routine, like getting in steps and listening to a podcast each morning, as a way to start the day with focus and discipline.

Quotes:

"It’s not about just surviving the market; it’s about redefining what success looks like in each season."

"If you go into any interaction with the desire to out-give the person across from you, you’ll leave a mark that sticks."

"The best platform is the one where your people actually are – go where they’re already spending their time."

"If you're not making each other uncomfortable, it's not an accountability group – it’s just a hangout."

"Anyone can have success in a good market, but real character is built by how you navigate the challenges."
Show Links:Community Platform: https://products.thecollectivecoaching.com/

Social Media:

Facebook - https://www.facebook.com/TheCollectiveCoachings/
YouTube - https://www.youtube.com/@TheCollectiveCoaching
LinkedIn – https://www.linkedin.com/company/collectivecoaching/
Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

View Details

What does it really mean to show up with integrity in both business and life? Shane and Kyle break down how your approach to relationships, leadership, and personal commitment can make or break your long-term success. Hear how staying true to your word, embracing tough conversations, and focusing on consistency, authenticity, and honesty are the real keys to thriving—whether you’re building partnerships, motivating a team, or handling client challenges.

01:54 - The Importance of First Impressions

05:03 - Choosing the Right Social Media Platform

07:05 - Motivating Coworkers and Building Relationships

09:02 - Handling Client Disagreements with Empathy

10:01 - Role-Playing Scenarios for Real Estate Professionals

19:45 - Proving Leadership and Building Trust

22:58 - Strategies for Long-Term Entrepreneurial Success
**Takeaways:

First Impressions Are Built on Generosity:** When meeting someone, focus on understanding their needs and desires rather than pushing your agenda. Approaching every interaction with a mindset to give more than you take will create a lasting and positive impression.

Go Where Your Audience Is on Social Media: Don’t try to be everywhere. Instead, focus your energy on the platform where your ideal clients or partners are most active. Whether it’s Facebook, Instagram, or LinkedIn, knowing where your audience spends their time will help you connect more effectively.

Motivation Comes from Connection: You can’t force people to be motivated. Instead, love and support your team or colleagues, and that emotional investment will help drive their best performance. It’s about proximity and showing you care.

Deal with Disagreements by Leaning Into Empathy: When conflicts arise, acknowledge the other person’s feelings without trying to fix or diminish them. People need to feel heard and understood, and empathy goes a long way in maintaining strong client relationships.

Consistency and Authenticity Lead to Success: Long-term success as an entrepreneur requires showing up consistently and doing the right thing with integrity. Confidence builds through repeated efforts, and having the right people around you for guidance is crucial to staying on track.

Quotes:

" If we go in with the desire to out give who I'm sitting across from, I'll always leave with a good impression in that person's head."

" I don't work with agents. I have preferred partners, and my preferred partners get treated like preferred partners."

" You can't manufacture confidence out of thin air. It comes through doing the right thing, the right way, with the right frequency."

Show Links:Community Platform: https://products.thecollectivecoaching.com/

Social Media:

Facebook - https://www.facebook.com/itsthecollectivecoaching/
YouTube - https://www.youtube.com/@TheCollectiveCoaching
LinkedIn – https://www.linkedin.com/company/collectivecoaching/
Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

View Details

Shane and Kyle have a real, unfiltered conversation about what integrity really means—beyond just being honest with others. They talk about how being true to yourself, even when no one’s watching, is just as crucial. With personal stories and real talk, you’ll be challenged to think about where you might be cutting corners and how to show up more authentically in every part of your life. Whether it’s in business, with your family, or in your personal commitments, this episode is a call to lead with real integrity.

00:00 - Introduction: The Conversation Around Integrity

03:13 - Defining Integrity: Who Are You When No One's Watching?

06:09 - The Importance of Integrity with Oneself

11:28 - Practical Tips for Operating with Integrity in Business

14:49 - Saying No and Being Transparent: Key Aspects of Integrity

18:10 - Embracing Imperfection and Self-Criticism for Personal Growth
**Takeaways:

Integrity Starts with You:** It's not just about being honest with others; it's about keeping the promises you make to yourself. If you can’t trust yourself to follow through, how can you expect others to trust you?

Be True in Every Aspect: Integrity isn't just about what you do when others are watching. It's about who you are when no one’s around. Reflect on whether you're showing up consistently, both in your personal and professional life.

Small Dishonesties Add Up: A little dishonesty here and there might seem harmless, but it can lead to bigger issues down the line. By staying true to your word, even in the small things, you set a solid foundation for bigger successes.

It's Okay to Say No: Sometimes, integrity means turning down opportunities that don't align with your values or where you can't provide the best service. Being honest about your limits can lead to stronger, more genuine relationships.

Embrace Imperfection: Recognize that you’re not perfect, and that’s okay. Being open about your flaws and working on them is where true growth happens. It’s about progress, not perfection.

Quotes:

"Integrity isn't just about what you do when others are watching. It's about who you are when no one’s around."

"If you can’t be a man or woman of your word to yourself, how are you going to do it for others?"

"If my goal is to serve people, there's always going to be somebody that I'm not best suited to serve."

"Being comfortable knowing that you're not perfect is where you build your integrity, branding, and good habits."

"Perfection, which is impossible, starts with telling the truth and refining yourself."

Show Links:Community Platform: https://products.thecollectivecoaching.com/

Social Media:

View Details

Shane and Kyle talk about the difference between true innovation and simply following trends. They explore how to stay focused on what really drives results, rather than getting lost in the noise of new ideas. If you've been holding onto a big idea or struggling to make it happen, this episode gives you the motivation to get started and make those ideas count.

00:00 - The Role of Innovation in the Mortgage Industry

07:22 - Defining Innovation and Avoiding Mere Adoption

09:41 - The Importance of Effective Adoption and Execution

14:52 - The Benefits of Having a Team and Seeking Input

19:02 - Taking Action on Ideas and Joining the AI Sprint

**Takeaways:

Innovation vs. Adoption**: It’s easy to get caught up in chasing the latest trends, but it’s more effective to focus on adopting and refining what already works for your business. Not everything new is better; sometimes, it’s about making the existing strategies your own.

Execution Over Ideas: You might have a lot of great ideas, but if you’re not executing them, they’re not helping you. Set aside time for innovation, but make sure the bulk of your day is dedicated to putting proven strategies into action.

Use AI to Your Advantage: If you’re feeling stretched thin, consider leveraging AI tools. They can help you handle tasks more efficiently, even if you don’t have a big team behind you. AI isn’t just for tech giants; it’s something you can use to stay ahead.

Build a Support Network: Don’t try to do everything on your own. Having a group of peers or accountability partners can help you refine your strategies and keep you focused on what really matters.

Take Action Now: If there’s an idea or strategy you’ve been thinking about for a while, stop waiting and start doing. Whether it’s small steps or a bigger leap, the key is to begin.

Quotes:

"Innovation is a drug that has a diminishing return. Every time you use it, you have to do more to feel like you're getting the same return."

"If I'm using AI because I see my competitors using AI, I'm not really an innovator, I'm an adopter."

"Block out innovation time on your calendar, but also have adoption time for executing proven ideas."

"You can't always have conversations with yourself. You need others to help you refine your adoptions and innovations."

Show Links:Community Platform: https://products.thecollectivecoaching.com/

Social Media:

Facebook - https://www.facebook.com/itsthecollectivecoachings/
YouTube - https://www.youtube.com/@TheCollectiveCoaching
LinkedIn – https://www.linkedin.com/company/collectivecoaching/
Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

View Details

Shane and Kyle tackle the challenge of balancing business and life, especially during those off-season times when things can get a little disjointed. They share real-world examples of how to maintain your rhythm, keep your brand visible, and stay productive, even when you're on vacation or dealing with life's unexpected turns. If you're looking to keep your momentum going, this episode is packed with valuable strategies.

03:20 - Navigating Seasonality in Life and Business

08:33 - Maintaining Balance and Generating Revenue During Off-Season

10:08 - Simplifying and Prioritizing Tasks in Different Seasons

13:59 - Consistent Communication with Referral Partners

15:29 - Active Presence on Social Media

17:16 - Effective Email and Inbox Management **Takeaways:

Understanding Seasonality in Your Business**: It's crucial to recognize and navigate the different seasons in your business and life. Whether you're winding down from a busy period or gearing up for one, you need to stay consistent to avoid losing momentum.

Balancing Work and Vacation: Even when you're on vacation, it's important not to completely disconnect from your work. You can still enjoy your time off without letting your business suffer by staying engaged with a few key tasks.

Maintaining Non-Negotiable Habits: There are certain business activities you should never let slide, like staying in touch with your referral partners, keeping up your social media presence, and staying connected with your team. These habits keep your business running smoothly, even during off-seasons.

Using Technology and Delegation: Leveraging technology and delegating tasks like email management can make a huge difference. By setting up systems and using virtual assistants, you can ensure that nothing critical falls through the cracks, even when you're not fully plugged in.

Quotes:

"How you navigate the wind down of one season and stepping into another is the same regardless."

"You never take off in an industry where you only make when your brand, your actions, your efforts are consistently taking."

"When you're on the track and you've opted into that race, you can't stop running until you cross the finish line."

"Having more eyeballs on your inbox than just your own is such a powerful way to truly be able to step out and feel good."

"Every Friday, that was going out to 900 to a thousand referral partners or potential referral partners. I wanted them to be seeing my brand, my face every Friday."

Show Links:Community Platform: https://products.thecollectivecoaching.com/

Social Media:

View Details

In this episode, we're tearing apart the sales process that separates top producers from the rest. We're breaking down the exact steps from lead contact to pre-approval, focusing on speed, education, and transparency - giving you the blueprint to dominate your market and scale your business.

03:11 - Personal Journey and Realization

06:37 - Taking Action and Booking Classes

08:29 - Six Ways to Educate

17:23 - Choosing Topics to Educate On

22:09 - The Power of Lead Generation Through Education **Takeaways:

Leverage Education for Lead Generation**: Discover how leading with education can drive lead generation. By teaching what you know, you create opportunities to connect with potential clients.

Act on Your Ideas: Don't wait for the perfect moment to start. Schedule your classes or webinars now, even if you're not fully prepared. This forces you to take action and refine your process on the go.

Utilize Multiple Platforms: Use various platforms like Zoom, YouTube, and social media to educate your audience. Each platform offers unique opportunities to reach and engage with different segments of your market.

Collaborate and Network: Collaborate with others through webinars, podcasts, and guest speaking opportunities. This expands your reach and leverages the influence of others to grow your audience.

Quotes:

"Everybody is always looking for a new way to do lead generation. Everybody's always trying to figure out how do we get the wheels to turn? How do we get more opportunities in the door? How do we stay top of mind? How do we get in front of more people?"

"If you believe you're really good at what you do, you just need more people to know about you, then you need to go get on other people's things, other people's podcasts, other people's shows."

"Relational equity, are you building relational equity with people? And education is such an easy way to do that."

"You want them to see you as an educator and not just a bragger or a hardcore salesperson."

"If you want to get uncomfortable and start doing things that you've been unwilling to do, you better just start taking action instead of making a huge checklist of what you've got to do before you can do anything."

Show Links:Community Platform: https://products.thecollectivecoaching.com/

Social Media:

View Details

00:30 - The Sales Process: Lead Generation and Initial Contact
09:44 - Using Calendly to Streamline Scheduling
11:09 - The Intake Call and Pre-Qualification Process
13:01 - Sending Pre-Approval Letters and Providing Transparency
16:23 - Pre-Contract: Nurturing Leads and Maintaining Relationships
20:18 - Transitioning to the In-Contract Stage
21:13 - The Importance of Speed, Education, and Transparency

**Takeaways:

Structure Your Sales Process:** Train your referral partners, utilize scheduling tools like Calendly, and automate your communications to keep prospects engaged and informed.

Educate and Be Transparent: Continuously provide education through market updates and personalized content, ensuring you are transparent about your process and pricing.

Delegate Effectively: Use virtual assistants and technology to handle administrative tasks, allowing you to focus on high-value activities.

Stay Engaged: Regularly contact your prospects, categorizing them for tailored follow-up to stay top of mind and build trust.

Quotes:"If you're the fastest, the most educational, and the most transparent, you're going to win."

"There's a difference between people that react and those that control."

"Apple didn't change their phone for an Android user. They just encouraged them to try it out."

"You have to run your race and people can run your race with you, but you're not running their race."

"80% of buyers say they would use their lender again. And less than 20%, 19% of them actually do."

"It's all about speed, education and transparency. And it's much more effective when you plan those three things out."

Show Links:Community Platform: https://products.thecollectivecoaching.com/

Social Media:

View Details

Shane Kidwell and Kyle Draper unpack essential strategies for a mid-year sales reset in The Collective Podcast. They explore how to trim unnecessary tasks, transfer responsibilities efficiently, and trash what's holding your business back. If you’re stuck in the sales insanity loop and ready to make meaningful progress, this episode is a must!

04:48 - The Trim, Transfer, and Trash Framework

09:34 - Trim: Identifying and Improving Key Business Tasks

11:01 - Transfer: Delegating and Automating to Increase Efficiency

15:49 - Trash: Eliminating Non-Productive and Unenjoyable Tasks

**Takeaways:

Identify Key Activities: Write down everything you do in detail, from checking emails to creating social media content. This helps you see what can be trimmed, transferred, or trashed.
Trim**: Optimize tasks by making them more efficient. For instance, instead of spending an hour on social media, figure out if 30 minutes can achieve the same result.

Transfer: Delegate tasks to virtual assistants or use technology like perplexity AI to automate work. This frees up your time to focus on high-impact activities.

Trash: Eliminate tasks that don’t bring value. If something doesn’t make you money or bring joy, consider stopping it. For example, Shane sold an underperforming insurance company to focus on more profitable ventures.

Review Financials: Regularly check financials, even if you delegate bookkeeping. Review top-line numbers monthly to stay informed without getting bogged down in details.

Remember to address and trash negative mindsets or past grievances that don’t serve your current business goals, as holding onto these can hinder growth.

Quotes:

"If y'all are like me, once it begins to work, you tend to focus on other things and the things that you were doing that got it to work, you're no longer doing, yet you're expecting the same results."

"I've learned through a bunch of reading and experience. And I think you always learn more through the things you do poorly."

"You get a little free time because you're fed up with doing the bad things, do a little bit of the good things and then you're back in that loop again."

"You always wanna keep the things that you're good at, that you enjoy that make you money on your plate."

Show Links:Community Platform: https://products.thecollectivecoaching.com/

Social Media:

View Details

Send us a Text Message.

Register for 5 AI Secrets to Skyrocket Your Business Webinar:https://bit.ly/RegisterAIWebinar

In this episode of The Collective Podcast, Shane and Kyle dive into practical strategies for implementing new business ideas, with a focus on leveraging AI tools. They discuss their experiences with Perplexity AI, stress the importance of daily practice, and challenge listeners to take decisive action in integrating AI into their workflows to stay ahead of the competition.

01:00 - Starting Something New and Executing on Creativity

03:49 - Laying Out the Idea and Seeking Feedback

07:18 - Refining the Business Plan with AI Tools

09:13 - Task Management and Breaking Down Ideas

13:16 - Daily Practice and Habit Building

21:29 - Join the AI Webinar and Get Coaching Support

Takeaways:You should evaluate new ideas using a structured approach: Are you good at it? Will it make you money? Do you enjoy it? Is the anxiety level manageable?

You need to identify your blind spots by asking yourself, "What don't I know that I don't know?" about a new venture.

Use AI tools like Perplexity to help refine your business plans and identify potential challenges. Break down your goals into manageable daily tasks using project management tools like Trello or Asana.

Remember that building a successful business often involves boring, repetitive tasks - it's the consistent execution that leads to exciting outcomes.

Quotes:

"Your creativity isn't the problem. Your execution on your creativity is the problem."

"If you're not willing to like jump out in front of the road and stop a moving car for your dream, it's probably something you shouldn't do."

"What made them money was making the same shoe one million times."

"Getting really successful at business is very boring."

Show Links:Community Platform: https://products.thecollectivecoaching.com/

Social Media:

View Details

Send us a Text Message.

In this episode of The Collective Podcast, Shane teams up with special guest Jeramy Poole. Jeramy’s journey from mortgage lending to founding Poole Media is nothing short of inspiring. They dive into how he’s mastered the art of high-end real estate events and killer video marketing. If you’re looking to learn how to turn your job into a thriving career and make a real impact, this episode is for you.

03:00 - Falling into Event Hosting

07:45 - Creating Successful Events

09:40 - The Power of Relationship Marketing

12:31 - Profit from Proximity

23:44 - The Importance of Pre-Event and Post-Event Marketing

28:06 - Charging for Events and Building Value

31:27 - Approaching Events with a Sense of Urgency and Willingness to Take Risks

34:41 - Providing a Great Experience and Fostering High-Quality Relationships

Takeaways:Start by visualizing a successful event and break down the planning process into detailed weekly tasks to ensure every aspect is well-prepared in advance.
Creating a relentless and abundant marketing campaign is crucial. Use every event milestone to generate excitement and engagement.

Bringing on high-profile sponsors adds credibility to your event, attracts more attendees, and expands your reach through the sponsors' networks.

Building authentic relationships and being genuinely interested in attendees' needs and experiences turns them into long-term clients and advocates for your business.

Quotes:

"People always want to have a good time. People always want to work hard and play hard. And if you give them that, if you give them a reason to get dressed up, if you give them a reason to be excited about something... you’re gonna get something for your business."

"I even go to the venue before I even have it secured. I walk the property, I visualize the line outside."

"If you try to fake being passionate about something, it never works. It never, ever, ever works."

"Build momentum. So first and foremost, I'm thinking about hosting a party. Would you be interested? You'd be surprised how many people say yes."

Show Links:Community Platform: https://products.thecollectivecoaching.com/

Social Media:

View Details

Send us a Text Message.

In this episode of The Collective Podcast, Shane and Kyle are joined by special guest Michael Nasserfar, VP of the Texas Builder Division at Movement Mortgage. With over 22 years in the mortgage industry, Michael shares his journey into new construction lending and how he's thriving while others struggle. Tune in to hear Michael's insights on the importance of genuine passion, understanding builder needs, and the power of simple, consistent efforts in niche markets.

01:00 – Michael Nasserfar’s Introduction

03:52 – The Importance of Finding a Niche and Being Passionate

09:02 – Understanding the Mindset of Builders in New Construction

13:38 – Learning from Successful Individuals in Your Field

21:24 – Michael's Insights and Strategies
Takeaways:Passion for your work is crucial. If you're genuinely interested in what you do, it shows, and it makes your job easier and more enjoyable. This passion is also what helps you persevere through challenges.
Success often comes from doing simple things repeatedly. You don’t need complicated strategies; just consistently meet the basic needs of your clients.

It's essential to know the unique needs and challenges of builders. This includes understanding the importance of timely funding, project timelines, and the specifics of new construction. This knowledge allows you to provide better service and build stronger relationships.

Finding mentors or successful professionals in your niche is invaluable. Learning from their experiences and mistakes can save you time and help you achieve success faster. Apprenticeships and coaching can provide practical insights and guidance.

Quotes:

"If you try to fake being passionate about something, it never works. It never, ever, ever worked. Maybe short time, but the saying fake it till you make it in this sense just doesn't work."

"A lot of it's very simple, but simple often times isn't what's exciting for people that are wired like we are. We get attracted to complexity and attracted to shiny."

"Becoming excellent at understanding what builders need is when the magic happens."

"It literally is simple repetition, never coming off or down off that wall. And just literally, I hate to use grinding it out, because I don't ever feel like I'm grinding. I just love what I do."

Show Links:Community Platform: https://products.thecollectivecoaching.com/

Social Media:

View Details

In this episode of The Collective Podcast, Shane and Kyle are breaking down the power of niche marketing and how it can skyrocket your business. They're sharing real stories of how niching down leads to massive success and dropping practical tips on identifying your niche by focusing on the problem, the person, and the place. Plus, they're diving into the perks of partnering with complementary trade groups and using social media to attract niche clients!

03:25 - Niche or Niche Marketing?

04:51 - The Importance of Niching Down

08:11 - Identifying Your Niche: Problem, Person, and Place

13:24 - Speaking the Language of Your Niche Audience

21:29 - Using Facebook Groups, Google Search, and YouTube to Attract Niche Clients

25:03 - Finding Existing Audiences and Addressing Their Needs

26:02 - Leveraging Partnerships and Networks

Takeaways:It's crucial to understand and speak the language of your niche audience to build trust and make them feel comfortable. Once you become an expert in a specific niche, you naturally attract a broader audience looking for that expertise.
You can use Facebook groups and Google searches to find and engage with niche clients. Creating content that addresses their specific needs can help you stand out.

Consistently marketing to your niche and maintaining a strong, relevant brand presence are key to growing your business. Successful niche marketing requires continuous learning and adaptation. Staying updated with trends and needs in your niche helps you remain relevant and effective.

Quotes:

"It's not about saying no to a specific audience. It's about leaning in to a specific audience."

"If you're selling washable hats, you should be damn sure wearing a hat every time you're marketing."

"It's the person, it's the place, the problem. Pick one to start. What's a problem in my market that isn't addressed? What's a group of people in my market that are underserved?"

"Once you're an expert of something, you're attractive to everything. We love knowing we have an expert that we have access to."

Show Links:Community Platform: https://products.thecollectivecoaching.com/

Social Media:

View Details

In this episode of The Collective Podcast, host Kyle Draper welcomes Jason Stier, a top VA loan originator and educator from Envoy Mortgage. They tackle why realtors and lenders see VA home loans so differently and why it's crucial to spread the word about this awesome benefit for veterans. Tune in for some eye-opening insights and real talk on how to better serve those who’ve served our country!

00:00 - Dispelling Misconceptions: The VA Home Loan Debate

06:21 - The Role of Industry Professionals in Advocacy

10:39 - The Importance of Education and Action

Takeaways:It's essential for you to educate both realtors and veterans about the benefits and process of VA home loans. The VA handbook is a valuable resource, and understanding its contents can help you better serve veterans.

Advances in technology and streamlined processes have made VA home loans much more accessible and efficient than they were in the past.

You can play a crucial role in advocating for and supporting VA home loans within the real estate and mortgage industries. Take the lead in educating and assisting veterans in utilizing this benefit.

Working with VA home loans not only provides financial benefits but also offers emotional satisfaction by serving those who have served the country.

Quotes:

"It's wild that 82% of the men and women who've served our country probably haven't taken advantage of it because they are aware of it."

"I think that there's still a lot of misinformation because people, you know, back in the day, back, I mean, I've been in the business almost 21 years, back in the day, VA loans weren't popular. They were very, they were hard. Let's be honest. I mean, we didn't have the technology. We had the confusion, all those things."

"It all starts with education. The VA handbook, the VA 26-7, which is a government document that lives on the VA website is there for free for everybody to look at."

"We can use this platform to make a small dent in a big problem. And knowing that if we can get enough people on board to say, yes, we're going to take it from a problem to a solution and watch lives change across this country."

Show Links:Community Platform: https://products.thecollectivecoaching.com/

Social Media:

View Details

In this episode of The Collective Podcast, hosts Shane and Kyle, joined by special guest Justin Brough, an originator and key figure at Cyberbacker, discuss the practical applications and benefits of utilizing virtual assistants in business operations. They share their personal experiences, insights, and tips for effectively leveraging VAs to enhance productivity and business operations.

03:27 - Viewing VAs as Remote Staff

08:06 - Scalability and the Evolution of Entrepreneurship

09:01 - The Mindset Shift for Entrepreneurs

11:27 - Struggles and Misconceptions about Hiring VAs

21:50 - Cultural Differences and Bonuses for VAs

24:08 - Upcoming Webinar on VAs

Takeaways:Virtual assistants (VAs) should be considered an essential part of your business team. Treat them as remote staff members rather than just contract workers. This perspective fosters a stronger working relationship and increases their commitment to your business goals.

As an entrepreneur, adapting to the evolving business environment is important. Leveraging remote staff, like VAs, can help you scale your business more efficiently. Embrace this shift to stay competitive and responsive to market demands.

Effective delegation and project management are key skills for working with VAs. Learn to delegate tasks appropriately and manage projects systematically to maximize the productivity and effectiveness of your remote team.

Offering bonuses and incentives, such as the 13th-month bonus, can greatly enhance the performance and loyalty of your VAs. Recognizing their hard work with additional compensation can lead to higher motivation and better results.

Quotes:

"You can have the best virtual assistant in the world, but if you can't delegate, communicate, and help manage projects, it's not going to work well."

"This should be the year that you finally step back from doing everything at a, at a poor level and step into just being really what you're good at because you are important."

"One of the things that we pride ourselves on, at least here in Cyberbacker, is we find the best talent throughout the Philippines. In order to do that, we have to offer them great stuff."

"The reality is, my importance has shifted. My time has shifted. My energy has shifted. My focus has shifted. And things that weren't required of me before are now required of me. A big piece of that being delegation, project management."

Show Links:

Community Platform: https://products.thecollectivecoaching.com/

Social Media:

Facebook - https://www.facebook.com/itsthecollectivecoaching/
YouTube - https://www.youtube.com/@TheCollectiveCoaching
LinkedIn – https://www.linkedin.com/company/collectivecoaching/

View Details

In this episode of The Collective Podcast, Shane and Kyle, along with special guest Dan Smokoska, explore effective LinkedIn strategies for content creation and engagement. Dan shares his unique point system for meaningful online interactions and the importance of a well-crafted LinkedIn profile.

03:25 - The Power of Engaging on LinkedIn

06:47 - Intentional Design: Building an Audience

10:09 - Providing Value and Building Trust

13:58 - LinkedIn: Industry Conversations and Referrals

23:13 - Optimizing Your LinkedIn Profile

25:39 - The Rise of Video Content on LinkedIn

28:01 - Authentic and Relevant Engagement

Takeaways: LinkedIn excels as a platform for industry-specific discussions and high-level referrals. It’s an ideal space for connecting with peers, sharing knowledge, and building relationships that can lead to significant business opportunities.
Engaging with your network on LinkedIn through likes, comments, and direct messages is more impactful than merely creating and posting content.

Be deliberate in curating your LinkedIn connections. Focus on engaging with individuals and groups who align with your professional goals and can benefit from your expertise. This targeted approach ensures your efforts are directed toward those who matter most to your business.

Treat your LinkedIn profile like a sales page. Ensure it clearly communicates who you are, what you do, and how you can help your audience. A professional photo, a compelling banner image, and a well-crafted summary can significantly enhance your profile’s appeal and effectiveness.

Quotes:

"Are you providing value? And if you're doing that, it's going to help what you create to be seen by more and more and more people."

"If I had to choose one or the other, create content or engage consistently on LinkedIn, I would go with engage all day long. You can blow up as a company or as a salesperson by just engaging with the right audience.”

“When they click on your name, they land on your profile. And if your profile is not really intentional about who your audience is and what their pain points are and how you solve them... then they're not going to use you and they're going to jump off that page."

Show Links:

Community Platform: https://products.thecollectivecoaching.com/

Social Media:

Facebook - https://www.facebook.com/itsthecollectivecoaching/
YouTube - https://www.youtube.com/@TheCollectiveCoaching
LinkedIn – https://www.linkedin.com/company/collectivecoaching/

View Details

In this first episode of The Collective Podcast, Shane, Sean, and Kyle along with special Guest Dan Smokoska get real about why it’s key to be yourself everywhere—yes, even on social media. They talk about using social platforms not just to share, but to build genuine business connections. Listen in as they share personal experiences and give some straightforward advice on keeping it real online and offline.

00:01 - Introduction and Authenticity

06:42 - Different Perspectives on Social Media

13:57 - The Benefits of Leveraging Social Media

27:17 - Closing Thoughts and Leveraging Social Media

Takeaways:Incorporating personal interests and aspects of one's life into professional interactions can enrich one's professional persona and make interactions more engaging.

Even if personally disliking social media, recognizing and utilizing its professional benefits can yield significant advantages in business contexts.

Using personal anecdotes effectively during presentations or in content can create a more engaging and memorable experience for the audience.

Transparency in how you communicate, particularly about dislikes or preferences, can foster a more honest and robust dialogue.

Quotes:

" What's your primary use for social media? Are you just consuming? Are you engaging? Or are you posting things to just feel good? "

" I'd rather just read a book than look at what I feel like are shallow representations of people's lives. "

" What people have to understand is the outcome drives the motivation to be consistent, to do the actions. “

" Social media may be therapy for some, a headache for others, but it's undeniably a powerful business tool. "

Show Links:

Community Platform: https://products.thecollectivecoaching.com/

Social Media:

Facebook - https://www.facebook.com/itsthecollectivecoaching/
YouTube - https://www.youtube.com/@TheCollectiveCoaching
LinkedIn – https://www.linkedin.com/company/collectivecoaching/

View Details

In this episode of the Next Level Podcast, Shane, Sean and Kyle dive into the exhilarating world of sales and marketing with special guest Darin Rhodes. Discover how the right strategies, paired with effective technology use, can transform your approach to CRM and lead generation!

04:23- The Need for Execution and Strategy in Marketing

10:42 - Applying the Marketing Formula to Loan Officers

21:45 - The Power of Making Offers to Solve Problems

27:29 - Using Technology to Scale Offers to the Right Audience

Takeaways:Ideas are plentiful, but execution is key. Shift your energy from collecting new strategies to implementing what you already know. It’s all about the practical steps—block and tackle.

If you’re using a CRM system or any significant piece of technology, take the time to really understand it. Purchasing a tool isn’t enough; you need to know how to leverage it effectively to benefit your business.

Always circle back to assess the effectiveness of strategies and tools. If something isn’t working, adjust the strategy rather than abandoning the tool.

While technology is essential, the human element—how you interact with and utilize the technology—is what makes the difference in providing value.

Quotes:

"It's really not about the technology as much as it is that that's just the tool that the best chefs use to make Michelin star menus, right? But it's not, it's not the tool, it's the chef."

"Your content always springs from your strategy, not the other way around."

"I don't want any more ideas. There are enough ideas already out there for me to have for the rest of my entrepreneurial life. I want to know how to execute."

"I think there's a fifth part, which is the reevaluation at the end, which you talked about. But like, if people have never done this, that's probably one of the most important steps."

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/

View Details

In this episode, Kyle Draper along with Jonathan Mast talks about how AI can make work and life easier, especially if you find focusing hard. Jonathan gives simple tips on using AI to get things done faster and better. Tune in to learn how you can use AI to help with your projects and become a go-to expert in what you do!

00:00 - Introduction and Importance of Community

07:41 - The Prompting Framework for AI

14:56 - Incorporating Personality Types into AI Prompts

Takeaways:

AI is not just a technological advancement but a transformative tool that can elevate both your personal life and business ventures. Jonathan Mast's insights encourage you to explore how AI can open new avenues for learning and development.

AI has the capability to make complex tasks more manageable and to expedite the completion of projects. This is particularly beneficial if you're in a fast-paced environment or need to meet tight deadlines.

With AI's assistance, reaching your goals becomes a more streamlined process. Whether it's completing a project ahead of schedule or mastering a new skill, AI can offer the support and resources necessary for success.

Quotes:

" AI isn't going to replace us, but people using AI will. "

" Topical authority is being seen as the expert in your niche. "

" Good today is better than perfect tomorrow, because tomorrow will never come if we try to be perfect. “

" Being an adult with ADD, anything that allows me to do something quickly is a win for me. “

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/

View Details

In this episode, Shane Kidwell and Sean Zalmanoff tackle the crucial topic of taking well-deserved breaks and establishing firm boundaries in the demanding arena of commission-based work. They deliver powerful insights on how to seamlessly disconnect, ensuring your team has everything under control, so you can recharge without a hitch.

03:16 - Different Types of Trips and Setting Up for Vacation

06:10 - Different Approach for Work Trips

09:58 - Setting Up Team and Communication

10:26 - Accepting Consequences and Results

12:45 - Working on Weekends

20:26 - Owning Your Time and Leveraging Technology

Takeaways:

Understand that taking time off isn't just about leaving work; it's about strategically planning so that your absence is as smooth as possible for everyone involved. Before you step away, ensure your team and clients know who to contact and how to handle urgent issues. This planning helps you truly relax and enjoy your time off, knowing everything is under control.

Embrace tools and systems that make remote work and communication seamless. Applications like RingCentral for calls or Calendly for scheduling are invaluable. They allow you to maintain a presence and ensure continuity in your work, even when you're not physically available.

Keep your clients, team, and partners in the loop about your availability. Clear communication helps manage expectations and reduces the chances of misunderstandings or frustrations during your absence. This proactive approach ensures smoother transitions and maintains trust in your professional relationships.

Quotes:

"You are entitled to take a vacation. You are a full-fledged adult. You can do that. Everyone else in life takes vacations where they don't work."

"Be where your feet are. I don't remember who said it, but it's definitely something in our industry that we can all be more present and do more of."

"You can't effectively be two places at once. And I think that's important to understand, be where you're going to be and be effective in that time."

"Just set your team up for success. And your team is not just your team. I believe your team are your agents, your referral partners, your pre-approvals."

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/

View Details

In this episode, Kyle Draper introduces Luke Shankula, the CEO and founder of Loans on Demand. They discuss Luke's marketing tactics, specifically his use of two-step posts to generate engagement and leads. Luke explains the strategy behind these posts and how they can be effective in gaming the algorithm and starting conversations with potential clients. He also emphasizes the importance of being a person of value and creating content that resonates with your target audience.

01:01 - Annoying Marketing Tactics

08:08 - Overcoming the 'Ickiness'

10:08 - Creating Buzz with Two-Step Approaches

13:30 - Being Seen as a Person of Value

20:20 - Generating Content Ideas

23:15 - What Loans on Demand Does

25:14 -Next Level Community

26:13 - Acknowledging Mistakes

Takeaways:

Whether it's sharing expertise, tips, or resources, consistently offering something valuable builds your reputation as a knowledgeable and helpful professional. This can attract more engagement and interest in your services.

Asking your audience to comment for more information or resources can increase engagement and reach. It also allows you to directly connect with interested individuals through private messages.

Everyday activities and experiences can be valuable content. Sharing these moments can help you connect with your audience on a more personal level, showing that you're more than just your business.

Just like in-person relationships, online relationships thrive on interaction. Commenting on, liking, and sharing others' content can help build your online community and presence.

Quotes:

"Understand what they need and what they want... if you've never presented value to your audience, the reason I'm able to get away with this is because I, for the last six years, have posted consistently and put out value."

"This is called a two-step post... what that just means is you're making someone take an action and then you're going to do something because of their action."

"If you're just putting out crap, people are going to catch on... You have to actually put out value. You have to engage with them because then there's the law of reciprocity."

"I'm always taking pictures and recording video. How much of that makes it to social? Hardly any of it. But I'm just always capturing content."

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/

View Details

In this week's podcast, Shane Kidwell, Kyle Draper, and Sean Zalmanoff discuss the shifting importance in the mortgage industry and the need for thoughtful staffing decisions. They emphasize the importance of understanding your worth and hiring based on your expertise. The episode also touches on the benefits of hiring contractors and the need for effective planning and process.

02:03 - Shifting Importance in the Mortgage Industry

03:26 - Assessing Staffing Needs and Challenges

04:52 - The Scarcity Mindset and Hiring Locally

06:45 - Overcoming the Physicality of the Team

09:30 - Efficiency and ROI in Hiring

12:25 - The First Hire in a Growing Mortgage Company

22:26 - The Importance of Planning and Process

25:42 - Understanding Your Worth and Asking the Right Questions

Takeaways:

Embrace the shift towards digital and remote work environments. Recognize that efficiency and productivity can be enhanced through virtual meetings and remote staffing, which also allows for a broader talent pool beyond geographical limitations.

Before hiring, clearly define the roles and responsibilities based on your business needs and personal strengths. This planning phase helps in identifying whether a task requires a full-time employee, a part-time assistant, a contractor, or can be automated through technology.

Recognize the value of your time and expertise. Focus on tasks that you excel at, are passionate about, and that directly contribute to revenue generation. Delegate or outsource tasks that can be performed adequately by others at a lower cost.

For many businesses, especially in the current market, the first hires or outsourced roles should focus on branding, marketing, and social media to enhance lead generation and establish a strong online presence. This approach prioritizes top-of-funnel activities that are essential for growth.

Quotes:

"The reality is that we're so often just trying to put our finger in the hole in the dam. We don't even understand why there's a dam."

"Be inquisitive and be a learner. And if you're inquisitive with like full humility, like when you get a bill from the IRS for 56 grand, that humbles you even if you're not super humble."

"Whether that's in us, whether that's in yourself, whether that's in both, whether that's in a gym membership, maybe it's investing in Sundays, you know, taking some time with your family, but invest."

"And we have stronger relationships because we have to be intentional versus the people that just think they're doing a good job because they happen to see their people every day."

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/

View Details

In this week's podcast, Shane Kidwell, Kyle Draper, and Sean Zalmanoff highlight the importance of actively engaging with others on social media, suggesting listeners spend a few minutes daily to genuinely connect by commenting on other people's posts. They share how this strategy can lead to stronger relationships and open up new opportunities.

00:59 - The Importance of Engaging on social media

05:54 - Engaging with Others' Content

10:43 - Engaging for Others' Benefit

12:53 - The Power of Listening and Engaging

16:18 - The Challenge: Engaging with Others' Content

Takeaways:

Instead of just posting about your own stuff, take the time to reply to what others are sharing. It's like having a real conversation, where you listen and respond, rather than just talking about yourself all the time.

When you comment on someone's post, make it meaningful. It's not just about leaving any comment but saying something that shows you really paid attention to what they shared. This can make people feel valued and strengthen your connections.

The speakers suggest a challenge where you dedicate some time each day to thoughtfully engage with others on social media. This strategy can help you stand out and create a supportive network around you.

Quotes:

"Social media is a two-way street... They're looking for people who use it as a one-way street and cutting down their engagement."

"We didn't want to bring AAA experts to you. We wanted to bring only major league experts."

"This month inside the Next Level community is all about AI... we designed the next 12 months of pieces of training and teachings all around being super intentional with everything we bring to you."

"What if for 30 days, you opened up Facebook, LinkedIn, Instagram, whatever platform you're on and everything you saw on your screen, you couldn't scroll past without leaving an engaging, thoughtful, selfless comment."

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/

View Details

In this week's podcast, Shane Kidwell, Kyle Draper, Sean Zalmanoff, and Landon Hale are mixing things up in the mortgage and real estate world with their latest venture. They're focusing on the importance of professionalism, continuous learning, and the strength of the community to navigate the twists and turns of the market. With a lineup of engaging podcasts, live events, and insightful sessions, they aim to boost success, improve time management, and foster meaningful connections within the industry.

00:58 - The Year of the Professional

03:24 - Learning from Successful Individuals

04:20 - The Importance of Accountability

05:43 - Consistency over Uniqueness

06:11 - The Next Level Cadence

07:36 - Marketing Church: Tactical Marketing Tips

09:03 - Next Level Live: Monthly Themes and Contributors

09:58 - Real Estate Perspective: Insights for Agents and Lenders

11:20 - Happy Hours: Fostering Community and Celebrating Success

21:32 - Time Management and Focus

24:59 - Building Deep Connections

Takeaways:

Recognize that in fluctuating markets, it's the professionals who thrive. Commit to constant learning, embracing change, and self-improvement. Understand that being a professional means being prepared for challenges and leveraging them as opportunities for growth.

Focus on authentic engagement rather than sales pitches. Share your personal interests, experiences, and lifestyle to naturally attract clients and partners who align with your values and way of working.

Prioritize consistency in your efforts over trying to be overtly unique. Reliable, steady progress in your marketing, client interactions, and professional development can lead to more sustainable success than constantly seeking new, untested strategies.

Apply the principle of doing less but at a higher level. Utilize time management strategies like trimming, transferring, and trashing tasks to focus on what truly matters.

Quotes:

" The market is always challenging, and it's the professionalism and the constant pursuit of excellence that makes the difference.”

" Community, accountability, support – these are the pillars that we believe are essential in this industry. “

" Our content is designed to provide a daily and weekly cadence that supports our community’s growth. “

" This is the year of the professional...in upward trending markets, in hot markets, amateurs can win. But the reality is that as soon as things get tough, only the professionals win. “

" What is the one thing such that by doing it, everything else becomes easier or completely unnecessary? “

" I made like $8,000 last year in the mortgage industry...but I felt more blessed. I felt I learned more. “

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/

View Details

In this week's podcast, Shane Kidwell, Kyle Draper, Sean Zalmanoff, and Landon Hale tackle a big question: how can you double your services’ price and still keep your clients happy? You'll hear real-life stories, clever strategies, and personal insights that will make you stop and think, "How can I apply this to my own work?" This episode is packed with ideas on adding value in ways you might not have considered.

00:45 – Doubling the Price of Your Product
03:14 – Providing Additional Services
04:35 – Process, Experience, and Value
06:32 – Enhanced Access and Support
07:29 – Leveraging Your Sphere for Client Benefit
10:19 – Increasing Brand Presence
14:39 – Understanding the Client Experience
16:37 – Being Mindful of Personal Presentation
16:37 – You are Your Brand
21:19 – Authenticity and Brand Perception
24:41 – Momentum and Drawing People In

Takeaways:

Don't just sell a product; offer an entire experience that greatly benefits your customers. This means looking for ways to add value that justifies the higher price. For example, you could offer exclusive educational resources or financial tools that help clients save money over time.

Regularly take a step back to evaluate how you can better your offerings, processes, and branding. This continuous self-improvement can lead to more referrals and higher client satisfaction.

A strong online presence that reflects your brand's quality and values can attract higher-paying clients. Ensure your branding is consistent across all platforms to create a cohesive and professional image.

Quotes:

" The product I'm selling isn't just the mortgage, it is that life cycle client experience.”

" I thought of three words when you said it, I thought process, experience, and value. “

" If you ain't tracking your numbers, you can't call yourself even a loan officer. “

" You are your brand... How you show up is a direct reflection on what people expect they'll get from your brand. “

" New people come out of the woodworks when I'm broadcasting my journey, not when I get to my final destination. “

" Momentum is felt most along the journey, not at the finish...as you're perfecting yourself, your brand, your product every day, you become a black hole, and black holes grow. “

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/

View Details

In this week's podcast episode, Sean Zalmanoff and Landon Hale simplify the process of building your team. They explain why it's crucial to define roles clearly before hiring, why you should stay open-minded when choosing candidates, and why it's smart to invest in early administrative help. Discover how getting involved and ensuring smooth onboarding can really boost your team's success.

02:10 – Unpacking the Hiring Process
03:08 – The Role of a Loan Partner
04:36 – The Importance of Hiring Staff as an Investment
06:29 – The Impact of Hiring on Business Growth
08:30 – Determining When to Hire
09:39 – The Importance of Tracking Number
14:02 – The Role of a Contracts to Close Coordinator
22:02 – Knowing Your Numbers and Setting Incentives

Takeaways:

Start by hiring administrative support or coordinators to handle tasks efficiently. Having administrative assistance can significantly boost your productivity and allow you to focus on core responsibilities. Sometimes, the best person for the job might not be right around the corner or have the exact background you thought you needed. Being open to different kinds of experiences and locations can lead you to some great hires.

Even as you delegate tasks, remain involved in crucial stages of the process. Clients and partners often expect direct interaction from you, so ensure your presence is felt when needed.

If you've committed to a referral-based business model, prioritize nurturing relationships and maintaining open communication. Regular engagement with clients and partners demonstrates your dedication to providing top-notch service.

Quotes:

" If you fail to plan, you plan to fail.”
" When you hire somebody to help you with your business, you got your net that you're pulling through the water and that net. Obviously, it has holes in it. The goal is to tighten those holes so less things slip away. “
" If you ain't tracking your numbers, you can't call yourself even a loan officer. “

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/

View Details

Episode Title: Building Your Dream TeamIn this week’s podcast episode, Shane Kidwell, Sean Zalmanoff, Landon Hale, and Kyle Draper discuss how hiring the right people can really change the game for your business. They talked about finding hidden gems in the job market, asking quirky questions to see if someone fits your team vibe, and always being on the lookout for awesome people to join your crew. It's all about making smart moves to build a team that rocks!

01:04 – Diving into hiring strategies within the mortgage industry
02:15 – Exploring preferences in hiring experienced vs. inexperienced staff
05:05 – When and who to hire
8:00 – Open Culture in the workplace
16:00 – Importance of cultural fit in hiring
22:05 - Anticipating future hiring trends

Takeaways:

It's really important that the people you bring on board care about the same things you do. Asking about what they read, what they would do with a chunk of money, or what they like to do for fun helps you see what they're all about.

Sometimes, the best person for the job might not be right around the corner or have the exact background you thought you needed. Being open to different kinds of experiences and locations can lead you to some great hires.

Right now, in the mortgage game, there's a chance to snap up some amazing people who know their stuff but are looking for work because of how the market's going. This is a golden chance to bring in some top talent.

Getting the timing right when you add new people to your team is super important. You gotta make sure you're not jumping the gun or waiting too long. And when you're looking at who to hire, really dig into what they can do and if they'll fit well with your team.

Quotes:

"But it is the one topic that can absolutely make or break everything we do in our companies. And it is hiring.”

"Trim. Transfer. Trash."

"Impact is far more important than the amount of money you spend on people."

"How far do you think they could drag a dead body?"

“There's so much value in creating a common language inside of your company."

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/

View Details

In this week’s podcast episode, Sean Zalmanoff and Shane Kidwell discuss strategies for loan officers to build lasting relationships with clients, utilizing technology, social media, and community events, with a focus on engagement beyond the loan closing process.

2:58 – Building Relationships After Closing

10:54 – The Power of Follow-Up

15:16 – The Importance of Branding

18:18 – Teasing a New Product

Takeaways:

It's crucial to establish trust with clients throughout the mortgage process and beyond. This involves being transparent, responsive, and reliable from the first interaction to well after the loan closing.

Always be ready to evolve your strategies to meet the changing needs of the market and your clients.

Host local events to connect meaningfully with both the community and your clients. These events provide opportunities for direct interaction with potential and existing clients, building a sense of community and showcasing your commitment to your local area.

The mortgage industry is dynamic, and staying updated with trends, technology, and client needs is crucial. Continuously adapting your strategies, learning new tools, and applying innovative ideas will keep you ahead in the competitive market.

Quotes:

"That first season is really about building trust, right? Like if you go to a car lot and they don't tell you the price of a car and they ask for your credit card, your date of birth, your social security, you're not going to have trust."

"If COVID didn't teach you anything, it should have taught you the importance of having a strong network."

"Impact is far more important than the amount of money you spend on people."

"If you have a dialed in post-closing process, experience, path for engagement, cadence, you make way more than 1% on that past client."

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/

View Details

This week's podcast features Sean Zalmanoff and Blake Brewer discussing the Legacy Letter Challenge. Blake recounts receiving a letter from his father shortly after his passing, a moment that inspired him to embark on a mission: helping one million fathers compose at least one impactful, well-crafted Legacy Letter for their children.
👉 https://www.legacyletterchallenge.com/nextlevel

1:19 - Blake’s story

9:04 - The mission

13:50 - Building confidence in your children

17:35 - Legacy Letter Challenge

Takeaways:

Writing a letter to your children is one of the best things you can do to make a long-lasting impact.

When people have this type of love in their life they are set up to be more successful and more confident.

Parents can help their kids win the day by helping them win the battle in their minds.

These letters cut through the noise and give them something to return to later in life.

Quotes:

“I believe the most powerful words on this planet are spoken by a Father and spoken by a Mother.”

“It is difficult to stare at blank piece of paper, which is why we created this framework and process to make it easier.”

“We know that the battle starts in the mind.”

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

View Details

Catch Sean Zalmanoff and Shane Kidwell on this week's podcast as they share real stories from their first year running mortgage companies. Learn how they tackled challenges, built trust with clients, and dealt with changing mortgage rates. If you're just starting, this episode is full of tips and tricks you don't want to miss!

01:00 – Reflecting on the First Year

01:54 – Lead Generation

02:24 – Pre-Approval

03:17 – Under Contract

05:13 – Prospecting during the Under-Contract Phase

08:02 – Communication and Clarity

09:12 – Non-Negotiables and Setting Expectations

11:02 – Wednesday Update Calls

12:15 – Creating Trust and Proprietary Value Ads

17:03 – Asking for Feedback and Building Reputation

19:08 – Handwritten Notes and Branding

22:15 – Taking Action and Leveling Up

Takeaways:

Leveraging previous experiences and the work put in earlier can significantly help in building momentum in a new venture.

Addressing potential issues early and being proactive in communication helps in smooth transactions and reduces last-minute stress.

Viewing different stages of the mortgage process as opportunities for prospecting, especially with real estate agents, can lead to future business growth.

Regularly seeking feedback from clients and partners is essential for continuous improvement and adapting to changing market conditions.

Quotes:

“We fight, we claw, we scratch to get a deal under contract”

“The things that I have been doing, have been building momentum, like that snowball going down a hill.”

“You need to have automated communication that is going out as frequently as the football is moving down the field.”

“I'm looking up that listing agent. And if I haven't worked with the buyer's agent before, I want to know their stats as well too.”

“My world's not fair and I don't treat everybody the same.”

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/

View Details

Join Sean Zalmanoff and Shane Kidwell in this week's podcast. They share simple yet powerful tips for turning leads into loyal clients. Learn how to keep in touch with market updates, make your services stand out, and build trust every step of the way. Perfect for anyone looking to grow in the mortgage industry!

00:40 – Seasons of a Mortgage Client

01:39 – Season Two: Pre-Qual/Pre-Approval

03:34 – Building Trust and Confidence

05:00 – Educating Clients with Market Updates

07:41 – Sending Market Updates Via Email

09:36 – Using Video Platforms for Market Updates

11:24 – The Power of Email

12:30 – Providing Value and Information

15:18 – Educating Clients on Mortgage Options

17:03 – Nurturing Clients with Market Updates

18:32 – Proprietary Items of Value

20:55 – Knowing Your Value Proposition

Takeaways:

Having a concrete plan and clear tactics is more effective than just having good ideas when it comes to converting leads and guiding clients through the mortgage process.

Regularly updating clients and partners, such as with weekly market updates, is crucial for maintaining engagement and trust.

Taking time to explain details like the impact of loan amounts on monthly payments can greatly enhance a client's understanding and confidence in their decisions.

Providing unique tools and clear explanations helps clients feel more informed and confident, differentiating your service from others.

The mortgage industry is dynamic, so staying informed about market changes and adjusting communication and strategies accordingly is key to success.

Building lasting relationships in the mortgage industry relies on demonstrating knowledge, reliability, and a genuine commitment to the client's journey.

Quotes:

“The tactics are the how, the when, the why, and the what.”

“Purchasing a home is an emotional ride. They go from highs to lows to highs, and then they're a homeowner.”

“We have a small window before our opportunity to get the treat goes away.”

“They may not understand everything, but they're very confident that I know what I'm talking about."

“If I can get your attention for seven and a half seconds every week, I'm winning.”

“You need to know what makes you better than everyone else.”

“Even if you don't like your rate, it's yours and that's what you have to sell.”

“I don't wanna put my name on something that could easily be erased.”

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/

View Details

Join Shane Kidwell and Sean Zalmanoff in this week's episode as they break down parts of a client and parts of a transaction to help everybody work on their business as they move forward into the new year. Listen up as they talk about strategy over ideas, the importance of price transparency, and effective online engagement to transform your approach with leads.

01:09 – The Importance of Strategy

03:01 – The Seasons of a Client

05:46 – The Lead Season

07:10 – The Trust Building Season

09:35 – Price Transparency and Authenticity

12:58 – Building an Online Presence

15:19 – Content Creation and Education

19:45 – Nurturing Leads and Market Updates

22:22 – The Impact of Authenticity and Engagement

Takeaways:

There is a need for specific, actionable plans with clear goals and outcomes to drive business and personal actions rather than vague ideas.

Price Transparency is key in building trust with leads early on.

Even minimal engagement can lead to significant leads which is why building an online presence and being yourself in social media is important.

Use ChatGPT and transcription tools to quickly make and repurpose content. Aim for brief, even one-minute videos work well.

Staying in touch with your leads by regularly sharing market updates and useful information showcases your expertise and maintains engagement.

Quotes:

“Less ideas. A lot more strategies.”

“We don’t quote rates soon enough.”

“What is a lead? Well, that is really anyone that should, would, could become a client.”

“Embrace who you are. If you are a dad, if you are a mountain biker. Embrace those things because everybody’s looking at you.”

“Although it’s about trust, it’s also about education.”

“One action. Numerous results.”

“You do something for a certain length of time. People know who you are.”

“We work in a relationship industry. This is a people industry, and it's so important that you build a truly authentic, no BS presence online.”

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/

View Details

Join Sean Zalmanoff and Kenneth Travis in this week's episode as they dive into Goal Planning and Actions That Matter (ATMs). Carefully planning your actions for the short and long term has a huge impact on your success. It's the deliberate actions and measured steps that pave the way to your success.

05:17 – Progress, Not Perfection

06:53 – Planning and Organizing

09:13 – Beat Distractions and Boost Productivity

13:29 – Being Proactive to Clients

18:17– Staying Focused

Takeaways:

Small wins, like making your bed, planning the day ahead, and organizing your workspace, boost confidence and set the tone for a productive day.

Turning off distractions and managing your time well is really important to avoid problems with getting things done and stay focused on important tasks.

Proactive client outreach and coupled with strategic engagement, fosters mutual proactivity which can fuel business growth and positive branding.

Quotes:

“The people who are going to kill it in 2024 are not slowing down right now.”

“People in general, like, if you ask them what your yearlong goals are often greatly overestimate what they can get done in a year, but greatly underestimate what they can get done in five to 10 years.”

“You can't change what you did yesterday. You can only change today.”

“If you write two handwritten notes every single day, it will have an impact on your business.”

“It's nice to remove clutter from your life.”

“Every single person has to have wins in their day and you've got to put yourself first.”

“It's not just the goal planning part, it's not just the actions that matter, it's discipline.”

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/

View Details

Join Kellen Vaughan and Kenneth Travis in this week’s episode as they discuss the power your mindset has on your success. They explore the idea that positivity not only shapes your personal growth but also plays a pivotal role in attracting people and business opportunities. Tune in to discover how cultivating a positive outlook can become your secret weapon for building valuable relationships and boosting your success in both life and business.

2:45 – Power of Positive Mindset

10:00 – Making the Impossible Possible

14:07 – Power of Reciprocity

Takeaways:

The path of a mortgage loan officer can be likened to climbing a mountain; having the right tools and strategies is essential to reaching the summit.

Understanding the principle of reciprocity can encourage others to want to help you without needing a direct request.

By maintaining a positive mindset and building authority, you can position yourself as the go-to expert in your field.

Quotes:

“When you have a positive mindset, you have a growth-oriented mindset and you’re going to have greater success.”

“The mortgage loan officer journey is a lot like climbing a mountain – you have to have the right tools to reach that peak.”

“The optimistic way to be is the only way to be.”

“Staying in an optimistic mindset builds that likability and trust with your partners and clients.”

“The power of reciprocity in your business is non-negotiable.”

“Loan officers a lot of times use scarcity to their detriment and not to their benefit.”

“Authority and credibility significantly influence people.”

“People want to be around people that are optimistic about the future.”

“It's positioning yourself to be an expert and to be the one people rely on.”

“You will come out on the other side if you stay committed and keep that positive mindset.”

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/

View Details

In this episode, Kellen Vaughan and Sean Zalmanoff explore how the power of conversations can shape your success in 2024 and beyond. Opportunities are out there in today’s market, but you have to have these meaningful conversations in order to obtain them.

2:24 – Consistently Win

7:34 – Winners Plan

12:24 – Doom Spending

Takeaways:

In today's competitive landscape, the key to success lies in meaningful conversations. Engaging with past clients, referral partners, and other professionals such as CPAs and financial planners can open doors to new opportunities.

Consistent communication is crucial to ensuring that your clients and partners remember your value and expertise.

Opportunities often arise from connections and discussions. Don't miss out on potential opportunities by neglecting to engage in conversations.

Quotes:

“The person with the most friends makes the most money.”

“The reality is what's working is conversations. Having conversations with past clients, referral partners both current and potential, and other referral partners like CPAs and financial planners.”

“If you don’t remind them how great you are they will not think about you when they are refinancing.”

“The ones that are going to win are the ones already planning out their 2024.”

“It’s like they don’t know what to say so they just don’t say anything at all.”

“There are opportunities out there, but you can only get those opportunities if you have those conversations.”

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/

View Details

In this week’s episode Sean Zalmanoff and Kenneth Travis share their insights into their 2024 strategy and the proactive steps they're taking to ensure a successful year ahead. Discover why it's crucial to start planning your next season now, before it's too late. Stay tuned for valuable discussions and actionable tips on achieving your goals in the coming year.

3:08 – Plan Your Year

9:40 – Organize Your Workspace

15:44 – Weekly Check-ins

Takeaways:

Implementing a 90-day season approach can boost productivity and time management skills, leading to greater accomplishments.

Less can sometimes be more. Streamline your tasks and prioritize effectively to increase productivity.

The most challenging part is consistently implementing your plans on a daily basis. Stay committed.

Specialization is valuable; niches can lead to wealth. Hone your skills and expertise in your chosen field.

Quotes:

“The people who are going to kill it in 2024 are not slowing down right now.”

“There are a lot of things we can do right now in order to move the needle in our business and now is the time to work on those.”

“When loan officers follow a 90-day season we have noticed that people tend to get more things done and their time management skills improve.”

“If you are consistent, you will see results.”

“People in general overestimate what they can get done in a year but greatly underestimate what they can get done in 5-10 years.”

“You can't change what you did yesterday, you can only change today.”

“I have learned over the years that the less that I do, the more I get done.”

“Everybody needs me time. Every single person has to have wins in their day and put themselves first.”

“Niches get riches and now is a good time to hone your craft.”

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/

View Details

In this week’s episode join Sean Zalmanoff and Kenneth Travis as they go over the importance of tripling down your efforts during today’s market. With realtors beginning to experience the market's challenges, now is the perfect opportunity to proactively engage with them and showcase the value you bring to the table.

4:38 – Two Main Areas to Focus On

12:03 – Tripling Down

18:58 – Mass Communication

Takeaways:

Rather than fearing the challenges ahead, embrace them with excitement, knowing that your hard work will yield positive outcomes.

Identify where your time as an originator can have the most significant impact and the highest return on investment.

Understand that success is a process that requires discipline and continuous effort.

Quotes:

“The work I have done for the past year does not have me scared for this winter but has me excited because I know that I am going to produce results.”

“The number one thing to focus on is tripling down of the things that work for you.”

“And you have to double down on the things that you are not good at right now but want to be good at.”

“It's not always easy and it's not always pretty but you have to do the work.”

“I don’t want the market to determine my success, I want to course correct.”

“Where is the best use of my time as an originator and where can I make the biggest impact and get the biggest return on my time.”

“You have to make a decision are you going to live with the mindset of doom and gloom or are you going to look at it as the glass is half full.”

“Giving classes to realtors on a consistent basis has moved the needle drastically for me.”

“I'm winning listing agents at a clip that I have never won listing agents at before, because I am updating them throughout the transaction.”

“There is an opportunity for me to get in front of these agents now that they are starting to feel the struggles of the market.”

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/

View Details

In this episode join Kenneth Travis and Kellen Vaughan as they go over budget friendly ways to go out and generate new partnerships. This is a great time to start implementing new processes and strategies that won't break the bank so when the market does turn around you will be ready.

2:38 – Handwritten Notecards

6:23 – Getting Client Reviews

10:23 – Educating your Database

14:30 – Monthly Mailers

Takeaways:

Don’t automate the handwritten note process because that loses the personal touch and the point of writing handwritten notes.

Sending different, outside the box things in the mail is a great way to build that interaction with your clients.

Utilize your CRM to encourage reviews by entering contacts into campaigns and offering incentives like drawings.

It's essential to stay in front of your contacts regularly, even if it's not daily, to maintain your presence and relationships.

Quotes:

“You have to put yourself into their perspective. How are they going to feel when they receive a handwritten notecard.”

“The point of notecards is not to just write it and check it off the list but for it to be impactful.”

If you have a bunch of people in your CRM who have not done a review. You can enter them into a campaign and enter them into a drawing to win. I have seen people get 50-60 reviews just by doing that

“They don’t have to have closed a loan with you to leave you a review.”

“There's no better way to gain credibility than having others singing your praises.”

“You do not have to email them every day, but you have to be in front of them at least once a week.”

“Just talking about what’s going on in your local market is a great way to be a community expert and stay in front of your clients.”

“You want people to look at you as a resource.”

“Not everything has to be expensive.”

“If you're not actively in front of your database right now. When rates do turn around it will be harder and harder to earn that business.”

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/

View Details

In this week's episode, Shane Kidwell is joined by special guest Luke Shankula, a master of converting online leads. Luke shares his proven strategies for online lead conversion without holding anything back. Tune in to learn from Luke's insights and elevate your success in closing online leads.

3:01 – Luke's Background

16:20 – Long Play vs Short Play

24:20 – Lead Follow-up Cadence

35:00 – Closing Thoughts

Takeaways:

One of the main bottlenecks in the leads process is actually calling the leads. Proactive communication will put you ahead of other loan officers that are not making these calls.

Putting leads into a broken system leads to subpar results. The quality of the system used for lead management is crucial for success.

Success in the mortgage industry is not about secret formulas but rather about putting in the required effort. Many people are unwilling to do the necessary work.

Sales is not about pushing people into products that are not suitable for them; it's about finding the right fit for the customer.

Quotes:

“The skills needed to be a top originator were not being honed in the last refi season.”

“If you put a bunch of leads into a broken system, it’s just going to get broken results.”

“A lot of LOs want to take the path of least resistance.”

“It all comes down to we’re starting a conversation and we’re trying to gain trust.”

“You can fumble everything in a referral process but sound confident and you will still close. That’s because you already have that trust.”

“4-6 months is when you’re deals are going to start closing. You have to be willing to play the long game.”

“Understanding the buyer's journey will shift the way you think about it.”

“There’s no secret sauce, you just gotta work. Most people just aren’t willing to do the work that is required.”

“Automation is there to start conversations, it’s not there to convert.”

“Sales is not pushing someone into a product they shouldn’t be in.”

“If you’re not planning to do the work, do not buy leads.”

“We expect instant gratification, and the reality is that’s just not true.”

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/

View Details

Join Kenneth Travis and Shane Kidwell as they discuss the topics you need to master in your business in order to succeed. With realtors now experiencing challenges that loan officers have known for some time, it's crucial to be present and offer valuable education and support to your agents in order to gain referrals.

3:36 – Diversifying

8:55 – Strengthening Relationships

13:42 – Content Marketing

22:35 – Embracing Technology

Takeaways:

Realtors and consumers are not educated on the lending side of things. You have to come in as an educator to them and provide value.

Don't wait for the perfect market; engage your database consistently.

Providing value without expecting immediate returns is a powerful way to sell yourself.

Your business's primary growth should come from organic referrals.

Streamline your technology and make it work efficiently to bring the best value to your consumer.

Quotes:

“It's like if you own a shoe company. The shoe of the month is changing but the strategy and marking of selling that shoe stands the test of time.”

“Hope is not a strategy; you really have to have a plan.”

“You must teach and show them the advantages of the things that you are offering.”

“If you wait for the market to get great before communicating with your database. That’s like going on a first date and asking the person to marry you.”

“The number one way to sell yourself is to sell yourself when you have nothing to gain and when you give value when you have nothing to gain.”

“It is our job to get in front of people in an effective way by providing value.”

“Every audience you need to have a specific intent and an impact that you want to give to that community.”

“Your number one way to grow your business is through organic referrals.”

“Those that are winning are stacking concepts on top of concepts and then implementing those with consistency.”

“You’re never too old to learn unless you say you’re too old to learn.”

“Our number one focus has to be the customer service and experience.”

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/

View Details

Join hosts Kellen Vaughan and Kenneth Travis in this episode as they delve into the art of hosting realtor events. Hosting successful events doesn't need to be complex. Once you've cracked the code for success, you can easily replicate these classes, making a significant impact on your business growth. Tune in for practical insights and strategies to elevate your real estate game.

3:15 – Putting on Events

15:15 – Technology Classes

16:19 – Where to Host Your Events

Takeaways:

You don't have to be the sole speaker; you can host events and bring together the right people to impart knowledge. Being a great host can be just as impactful.

The power of consistency cannot be overstated in business. Simple actions, when done consistently, can lead to exponential business growth.

Once you've conducted a successful event or action, don't hesitate to replicate it. Consistency and repetition can lead to better results over time.

Every interaction counts. After your classes or events, aim to connect personally with attendees. These relationships can be valuable for your business.

Quotes:

“We want to be where realtors turn to when they have questions. We do that by positioning ourselves as a celebrity expert authority.”

“Once you’ve done it one time or even a couple of times it gets easy and rinse and repeat.”

“These events can be big, and they can move the needle in your business.”

“Anything you want to do for agents that is technology based, I 1,000% promise you that you know more than them.”

“Every single time I do a class, I walk away with 2-3 phone numbers. Every single time.”

“It’s a lot easier to text a realtor that has been to one of your classes and check in on them as opposed to texting an agent that has not met you and doesn’t know who you are.”

“Be a ray of sunshine for your realtors. Be a positive voice for them and educate them.”

“Share with them the knowledge that is going to help them close more deals.”

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/

View Details

In this week’s episode join Kellen Vaughan and Sean Zalmanoff as they discuss the most cost effective ATM they focus on to move the needle in their business. If you do this for 30 days, you will be guaranteed to see results.

1:24 – What Next Level Is About

5:44 – First ATM to Implement

17:06 – Second ATM Coming Soon

Takeaways:

Handwritten notes hold a unique power in building relationships. They are a simple yet effective tool that can strengthen your connections with clients and partners.

Success doesn't happen by accident. Being intentional in your actions and strategies is crucial for achieving your goals.

Handwritten notes are not only impactful but also cost-effective. They offer a high return on investment compared to many other marketing strategies.

Quotes:

“We’re going to cover two ATMs that are really solid things that every originator should be doing. These can move the needle for you and are great to implement now.”

“You can either flamingo your head into the sand or you can take action and have business this winter while other companies and loan officers are not.”

“There is a lot of power in the handwritten note.”

“I want to challenge you from this moment forward for the next 30 days, I want you to write two handwritten notes a day. I will follow up with you in 30 days to see your results.”

“We are going to have a positive impact on people and when you do that you get rewarded in your financial world.”

“It’s all by design. We do not do anything without being intentional.”

“It’s the cheapest and probably the most impactful marketing you can do dollar for dollar.”

“People want to be heard so adding something personal to each note makes people feel good.”

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/

View Details

In this week’s episode Kenneth Travis and Kellen Vaughan discuss the things you can take action on now to help prepare you for the upcoming months. They emphasize the significance of seizing the current opportunities to build valuable industry relationships, ultimately setting the stage for success when the market rebounds.

5:30 – Hold the Line

8:18 – Number One Thing to do Right Now

19:04 – Number Two Thing to do Right Now

Takeaways:

Take action now to get ready for the upcoming months in the industry.

The effectiveness of technology depends on how well you use and integrate it into your work.

Avoid overcomplicating things; simplicity can often lead to better results.

Take advantage of the current climate to establish new relationships in the industry.

Approach your interactions by giving without expecting something in return, which can lead to more fruitful connections.

Quotes:

“The reality is that it could be rough for a lot of loan officers. We don’t want to scare you, we want to prepare you.”

“You have to be doing some things now to prepare for upcoming months so that way you can make it.”

“It’s not how great your technology is, it's about how well you’re using it and plugging into it.”

“Good is good enough. It doesn’t have to be perfect.”

“Effectiveness is where you should be focusing your time, energy and efforts.”

“When you’re working in your business, you’re not working on it.”

“You have to be active, involved and communicative with your current database.”

“This is a great time to go out and build some of those relationships.”

“It’s not hard if you just do things without expecting anything in return.”

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/

View Details

In this week’s episode Shane Kidwell and Sean Zalmanoff discuss the blocking and tackling of how to perfect and recruit the perfect agent relationship. They emphasize that despite challenging market conditions, success and business growth are achievable through consistency and the implementation of straightforward strategies.

6:30 – Waiting to See Results

11:00 – Techniques

21:10 – Consistency is Key

22:26 – Closing Thoughts

Takeaways:

Consistent efforts in your daily routine can lead to remarkable outcomes in various aspects of life and business.

The market is unforgiving to those who don't strive for mastery in their field. Becoming a master at your craft is crucial for success.

Success doesn't always require complex strategies. It often boils down to executing simple, effective plans consistently.

Send out mass emails and then strategically follow up with those that show interest in what you are offering at that time. I.e. by clicking on a link inside the email.

Quotes:

“There are some consistent things you can do in your day and it still will get an incredible result.”

“The revenue I produced was not indicative of the quality I was creating. The market gave me more than I earned.”

“There are some fundamental ways you can grow and sustain a very lucrative mortgage business. But you have to be intentional, you have to do it at a high level.”

“This market is unforgiving to people who aren’t putting true effort into being a master at their craft.”

“We are not rocket scientists, we just have to execute on simple strategies.”

“Anything that is worth doing takes time to do well.”

“Don’t overthink the no’s or silence when you send out mass communication.”

“You can have overnight success in anything you put 4-8 months of work into.”

“You got to put in the work and if you put in the work in our industry you will see results.”

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/

View Details

Join Kellen Vaughan and Sean Zalmanoff in this week’s episode as they show you effective techniques for maintaining strong connections with your past clients. Learn how staying engaged with past clients can significantly boost your opportunities for securing refinances, generating referrals, and ultimately fueling the growth of your mortgage business.

5:15 – Preparing for When Rates Drop

9:30 – Being a Resource

15:30 – Inspirational Story

Takeaways:

Being visible to clients and those who have recently made purchases increases the likelihood of success. Building strong relationships and maintaining a presence can lead to better outcomes.

Being a consistent resource cultivates lasting relationships. When you're known for providing valuable advice, people are more likely to turn to you for guidance.

There are three main outcomes that come from the annual reviews: Number one maybe it’s a cash refinance now, number two maybe it’s referring one of our referral partners and number three is maybe it’s a referral for us.

Even though the mortgage industry can be challenging, consistent efforts yield positive outcomes over time.

Quotes:

“This job is stressful, but it’s not rocket science. If you do the work, you get results.”

“There is great opportunity for all of us to go make back some of the dollars that we haven’t made over the last 18 months.”

“A lot of our business is first time homebuyers, so we connect them with our financial planner. I don’t get anything out of it other than an opportunity to be a resource to this homeowner during their financial journey.”

“When you’re being a resource than people think about you more often and turn to you for advice.”

“The bottom line is even though the buyer thinks about us often during the homebuying process once it’s done, they just forget us.”

“These annual reviews are a way to stay top of mind.”

“What activities can you do right now to help secure your future, put loans in the pipeline?”

“You just need to do small things to get there and yield results.”

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/

View Details

In this episode, hosts Shane Kidwell and Sean Zalmanoff explore the journey of regaining self-confidence. They dive into the essential components of rebuilding assurance amidst challenging markets—highlighting the significance of dedicated effort and the establishment of a structured routine that paves the way for future success.

4:03 – Make Your Bed

10:44 – What to do to Get Your Mojo Back

18:44 – Wrap Up

Takeaways:

The goal is to develop self-assurance that isn't dependent on financial outcomes.

Despite the current challenges in the mortgage sector, achieving success requires a commitment to putting in the necessary effort.

Engaging in activities like reading, meditating, and working out can provide a sense of accomplishment and build momentum for success.

In challenging markets, aspiring for full-time results with part-time commitment is unlikely to lead to success.

Quotes:

“If your confidence was tied to your revenue did you really even have confidence?”

“The future is bright if you’re wearing the right colored glasses.”

“It’s not that it didn’t work, it’s that you didn’t work.”

“If you have flamingo syndrome and your head is stuck in the sand, you do not win.”

“The reality is that most people right now are not working 40 hours a week.”

“You’re going to have to go out and do some real significant work.”

“I can’t think of anyone that is successful that has an evening routine as opposed to a morning routine.”

“Part time worker wanting full time results in a downturn market, not a great recipe for success.”

“There is not a career that exists that you get as many at bats, you can close as many transactions, help as many people and make as much money as you can in the mortgage business.”

“As early as you can in your day you need to address things that cause you anxiety. That way you are not walking around with that anxiety all day.”

“We are going to have another season of abundance and you will either succeed or you will fail.”

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/

View Details

In this week's episode, Kellen Vaughan and Kenneth Travis sit down with Justin White, the Senior Brand Journalist at UWM. They delve into the significance of content creation in establishing your presence and solidifying your position as an industry authority.

3:44 – Intro to Justin White

6:44 – Tips for Filming Video

20:15 – Final Piece of Advice

Takeaways:

Authenticity trumps appearance when delivering valuable content.

People value content that provides genuine value over superficialities.

Simplicity is key; don't overcomplicate content creation.

Embrace content to establish yourself as an industry authority and foster meaningful connections.

Quotes:

“Whether you’re covering sports or covering mortgages, content really is a great opportunity to get your brand out there.”

“The mortgage business is a contact sport. The more people that see you and hear your voice the better that is going to be for you in the long run.”

“There are a lot of people out there who will not judge how you look or sound they want to hear what you have to say and if you have valuable things to say that will be beneficial for you and them.”

“My number one tip for people for being on camara is, be yourself and be authentically you.”

“Don’t make this harder than it needs to be.”

“Leverage your resources. As a loan officer you need to prioritize what you need to focus on and delegate the rest.”

“Get over your fear and press record.”

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/

View Details

In this week’s episode Sean Zalmanoff is joined by special guest Dr. Russell Van Maele to delve into the significance of prioritizing your well-being. As a Loan Officer, the demands can be taxing, potentially impacting your health over the long term. This underscores the necessity of examining your health status, enabling you to fully savor life's most important moments and be a present presence for your family throughout the years to come.

1:59 – About Life Force

11:10 – Have to do it yourself

19:04 – Advice

Takeaways:

It's not about merely looking in the right places; it's about expanding our scope. A holistic approach involves considering various factors that contribute to overall health.

Reflecting on life's priorities matters. Ensuring that work-life balance is maintained is crucial for a fulfilling and meaningful existence.

Being an LO is stressful and stress is a significant determinant of health. Acknowledging and addressing stress is essential for overall well-being.

Quotes:

“Getting your labs checked is such a big deal. This is not general healthcare, this is different.”

“I’ll never have the same conversation because everyone has a different goal for their health.”

“When you put the full picture together that’s when you can come up with a real health plan to get somebody optimized and get them better.”

“We call this proactive medicine or preventive care.”

“What would your 80-year-old self tell you do. Do that right now.”

“It’s not just about long years it’s about having quality years longer.”

“I encourage everyone to write down what’s important. No one on their death beds is thinking “I wish I worked more” so write down what really matters.”

“Stress is such a big component to health.”

“I have lost zero clients get upset when I tell them I cant meet after 5:00 because I will be spending time with my kids.”

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/

View Details

In this week’s episode join Kennth Travis and Shane Kidwell as they delve into the final segment of our comprehensive six-part series. This episode centers around the art of in-person meetings and the strategies for nurturing meaningful connections with your referral partners, ultimately fostering increased business opportunities.

1:58 – Recap of the 5,4,3,2,1 Strategy

4:03 – What is a Face-to-Face Meeting

10:33 – Working with Realtors

25:14 – What to do After Meeting People

Takeaways:

Approach conversations as opportunities to cultivate relationships. Every exchange is a chance to plant seeds for future partnerships.

Even on days without pre-scheduled meetings, maintain your effort. Don't give up on your daily activities that contribute to success.

Don't hesitate to ask for business. Confidence in your abilities is crucial for creating lasting partnerships.

Continuous improvement and expertise are essential. Be a professional in your field to secure deals and trust from partners.

Quotes:

“If you want this to be your best year ever, you’re going to have to do thing a little more urgently and with a little more intensity.”

“A true salesman is always looking for ways to make the sale and close the deal and make a connection.”

“If you do the other aspects of the 5,4,3,2,1 that will get you the meetings.”

“The hard part isn’t getting someone to say they will meet you; it's about getting that cold lead and converting that into a lifelong partnership.”

“It’s so important as you’re having conversations with these referral partners that you talk to them as though you’re equals, you’re peers, you’re partners.”

“If you come in from the mindset of, I need them more than they need me you’re going to give up some of your business and personal values.”

“It’s so important to get to know them. Do less talking and do more listening.”

“If you go into that meeting with the intent of taking and not giving, you are going to lose.”

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/

View Details

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 Strategy

6:13 – Posting Cadence

16:08– 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/

View Details

Join Kellen and Sean for this week’s episode – they’re diving into part 3 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 Conversation

12:15 – Nate’s Success Story

18:38 – Wrap-Up

Takeaways:

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/

View Details

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 strategy

4:18 – Network Interactions

15:48 – Final Thoughts

Takeaways:

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/

View Details

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 Business

7:48 – Q&A Begins

20:48 – Wrap-Up

Takeaways:

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/

View Details

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 breakdown

3:31 – Definition of having a Social Interaction

10:23 – Staying Relevant

13:20 – 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/

View Details

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 Out

12:48 – Inside the Community

13:32 – Power of Handwritten Notes

Takeaways:

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/

View Details

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 Matter

9:34 – Foundation 90

13:14 – Power 90

19:26 – Elevate 90

Takeaways:

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/

View Details

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 Plan

6:23 – Sean’s Agent Plan

9:50 – Low Effort, High Impact Strategy

16:40 – Wrap Up

Takeaways:

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/

View Details

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 Liars

4:00 – Difference Between Perspective and Truth

16:30 – 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/

View Details

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 Rule

16:44 – Creating Your Image

Takeaways:

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/

View Details

In this week's episode, Kenneth Travis and Kellen Vaughan discuss an important aspect of achieving success - embracing discomfort. They highlight the significance of enduring hardships in today's market, so that when the market improves, you will already be that much more ahead of your competition.

4:30 – KTs Race Day

19:27 – Lessons Learned

26:36 – Final Lesson Wrap Up

Takeaways:

You have to be willing to go through the pain and discomfort in your business in order to succeed.

Running in the snow and the rain makes running on the sunny days that much easier.

You have to go through the hard times right now during today’s market and do the things that make you uncomfortable and when the market gets better you are going to be that much further and life becomes really easy at that point.

Never stop learning, you have to constantly push yourself and sharpen your axe.

You’re going to pay for it either way. You will pay for it with trial and error, or you will pay for it with a group of people who will be there for you and grab you when you fall down.

Quotes:

“A lot of times we underestimate what abilities we have.”

“We have to push ourselves and test the boundaries.”

“We can always do more than we think we can – we have to embrace and push through the discomfort.”

“Anything that is worth doing is going to be hard.”

“The only thing that saved me was having a very strong mindset.”

“When things get hard and business dies down you have to have that mindset of being able to perform at a higher level and maintain that mental toughness.”

“When you are not prepared but you have a strong mindset you can still have success.”

“The community of people around you is what sets you apart.”

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/

View Details

In this week's episode, Shane Kidwell and Sean Zalmanoff, co-founders of Next Level, share their insights on how to engage in more organic conversations and attract additional applications during an unstable market. They introduce their 3, 2, 1 Strategy, which involves focusing on specific actions that matter and making them non-negotiables in your day-to-day. By following this strategy for 30 days, they guarantee that you will receive an additional application.

1:14 – 3,2,1 Strategy Introduction

13:41 – The 2 in 3,2,1 Strategy

20:36 – The 1 in 3,2,1 Strategy

Takeaways:

Being intentional with your business and building your sphere will help you succeed in this unstable market.

In today’s digital world you are the brand, so you need to make sure you are engaging in conversations.

By making these genuine connections you can help people feel good. And by helping people feel good and making money while doing it, you’re more likely to keep this going for 30 days or longer.

Make sure not to overthink this strategy. One thing you’re doing can be used two to three different times within different media depending on who you are targeting.

Quotes:

“There's nothing more important when you’re an originator in an unstable market than having a clear plan.”

“You can have great effort but if you’re running in circles you’re not going very far.”

“We can guarantee that if you do this for the next 30 days you are going to get an additional application.”

“The number one thing lacking in originators business right now is having enough organic conversations.”

“The art of being a top producing salesman/woman is creating engagement with people and building your sphere.”

“Do everything with intention and you will grow your business.”

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/

View Details

In this episode, Kenneth Travis and Sean Zalmanoff talk about the importance of trusting the process in order to achieve success. There is a process that needs to be followed in order to become great, and it requires a willingness to put in the work and do the less exciting tasks that no one sees.

1:18 – ATMs
6:30 – KT’s Early Days of Building a Team
11:45 – Setting up Systems and Processes
16: 50 – Recap

Takeaways:

Prioritize your day at the beginning and focus on the money-making activities first in order to set yourself up for success.

Trust the process and do the things that nobody sees so that down the road you have a big level of success.

Success is not an overnight thing you can attain. You have to trust the process and do the less exciting tasks in order to reach this success.

Leadership is not about being everyone’s savior or doing everything for everyone. You must learn to delegate and empower them in order to create the time you need to get the important tasks done.

Have to do the money-making activities more often than not. Give yourself the grace and have a plan.

Anything worth doing is going to be hard but if you trust the process and stay in the grind and stay focused you will succeed.

Quotes:

“I think a lot of loan officers in the marketplace check the box to check the box but it’s not impactful.”

“It has to be impactful.”

“You think you’re busy until you get a better understanding of what busy really looks like.”

“It’s a process, you will get better and better at it as you go.”

“A coach is going to tell you what you do not want to hear sometimes but the truth is, but the reality is this, you are lazy.”

“Everyone wants to be great, but they do not have what it takes to reach that level of greatness.”

“There is nothing sexy about the day to day sometimes.”

“It’s the times that no one sees, it’s the weeknight reading the weekend readings, the little activities you do that are not sexy.”

“You’re either changing and progressing or you’re dying. Its up to you to choose which camp you’re in.”

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/

View Details

On this episode, Dan Munford Branch Manager of Benchmark Mortgage, joins Shane Kidwell and Kellen Vaughan to talk about how to add value to your database. Dan discusses how to categorize your database into 5-star groups to determine what you can do to provide value for them.

2:08 – Dan Munford’s Background

3:28 – Database

4:36 – Meet with Your Database

9:46 – Affinity Network

13:18 – Static and Dynamic

Takeaways:

Owning your database and the real estate partnerships are the fundamentals that a lot of us forget to nourish and master in order to grow and sustain our business.

Helping your past clients add value in their profession will help them to be more likely to refer you more business.

Creating this personal network and brand of five-star services helps bring more continuous business to each party within the network.

The more people you know and hang out with the more your business starts to grow.

It’s great to be able to do business with people you already know and have a relationship with.

Adding value to your database will create referrals.

Quotes:

“Instead of calling your database, you’re going to meet with your database.”

“The goal here is: let’s use all of the tools that we have that are free.”

“Because we are bringing them business no one needs a coupon because we are bringing value.”

“Adding value creates referrals.”

“The goal is to add value.”

“We got to get creative and use the free tools we have at our disposal.”

“The more people you hang out with the more your business starts to grow.”

“Think about the compound effect the compound could be huge.”

“Don’t we want to do business with the people that we love and care about?”

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/

View Details

On this episode, Kellen Vaughan and Sean Zalmanoff talk about getting back to basics. You have to be willing to do what other loan officers are unwilling to do. Doing some simple tasks, such as picking up the phone, can be the difference between success and failure.

3:43 – back to basics

10:53 – generational phone adverse

11:18 – power of conversation

12:16 – make a commitment

Takeaways:

Every deal counts. Every deal matters right now.

Do the things that make you uncomfortable first. Get it done, knock it out and make your life easy and close business.

There is a power that comes with hearing someone’s voice on the phone and a power of conversation.

For some the fear of talking and picking up the phone is greater than the pain of failure, the pain of disappointing your family, the pain of bankruptcy.

Doing these simple tasks that others are unwilling to do will be the difference of having loans in three months.

Quotes:

“There is some amazing green pasture ahead of us.”

“If you do some simple tasks to close enough loans to pay your bills – the nails in the coffins that are going to be put into many originators – some companies that you would like to see go by the way side are going to be immense come fall time and that means when rates do come down within the next 8-18 months you are going to print money.”

“It’s the difference of having loans in three months versus being a smiling, people greeter at Walmart in three months.”

“Do what other loan officers are unwilling to do.”

“A few weeks, months from now good chance their lender is going to go out of business and you are going to be there to pick it up.”

“Genuinely can communicate better when you hear someone’s voice and you hear the inflection and hear the tone.”

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/

View Details

On this episode Shane Kidwell and Sean Zalmanoff discuss the industry lies vs the industry truths. There is still a lot of business to be had in today’s market. Be high class and provide a high-class experience and you will not just succeed you will build the base to thrive within months in the industry.

2:45 Hitting Reset

3:05 The Changing Market

4:45 Sean’s Originator Experience

8:45 Industry Lies vs Industry Truths

16:45 Automation

20:40 Winners

Takeaways:

You have to decide how you want to navigate your weekend work. Never working weekends does not work when your business partners are working weekends.

Value matters to everyone. You don’t have to be the cheapest, but you do have to bring exceptional value everyday. If you do not, you are going to lose time and time again and then you will be out of the business.

Automation isn't going away. However, AI is never going to take over exceptional service people.

Lies and the truths are there no matter what, but the winners are going to take those truths and embrace that and master those things.

Quotes:

"The further we get away from 2020, 2021 and beginning of 2022 the more we realize that it wasn’t real. We are getting back to a real market, doing real business the fundamentals of being a real top producer."

"If you say you aren’t successful, then you won't be."

"You aim the boat in the direction you want to go before you ever hit that landing, that port of entry."

"They're not taking your job; you’re giving it away."

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://rebeliq.com

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/

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.

View Details

The market doesn’t have to dictate your success if you take action to reset what is important. On this episode Shane and Sean Z discuss the three steps you can take today to reset your success in a down market.

1:30 The tough reality

4:30 Planting seeds

6:30 Hitting reset

9:35 Events

15:36 Making an impact

19:45 Education

Takeaways:

You are building for success in the future even if you aren’t seeing success now.

First reset step was being the digital mayor with content creation.

Money is nice, but sometimes the stress isn’t worth it.

Second reset step was putting on thoughtful events.

With events you need to have a cadence, make a commitment, and create connections.

There will always be challenges, but you have to commit to see your actions trough.

Create connections with people, regardless of the medium.

The third reset step is education.

Crowdsource information so you can find out where and how you can help.

If you offer a program, you should be an expert on that program.

Quotes:

“The reality is that we live in a boom or bust economy in the mortgage industry.”

“Whether you are at a high or a low, resets are important.”

“The number one thing you can control is your mind and thoughts.”

“I needed to get in front of influencers. Someone that can influence my pocketbook now or in the future.”

“You have to continue to action in order to build traction.”

“The actual event is not the goal, it is the the relationship and connection created at the event.”

“One thing that originators fail at is that they don’t ask enough good questions.”

“Impact is going to come through connection.”

Show Links:

April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://rebeliq.com

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/

View Details

Using a tool like ChatGPT when used properly can increase the sum of your income. On this episode Kellen and Sean Z discuss the opportunities ChatGPT creates and how they both are using the AI tool.

1:30 Creating an impact for the future

4:40 Using ChatGPT

11:00 Examples of using AI

14:30 The importance of prompts

18:20 Use AI as an opportunity

Takeaways:

The invest you make today is going to pay off 3, 6, 12 months down the road and it will continue to pay off.

ChatGPT is a tool, not a replacement, for creating content.

Using a tool like ChatGPT is great way to remove blocks when you are staying a blank page when thinking about what to write.

Don’t just copy and paste the output. You need to put your touch on it for it to make the biggest impact.

Use the fact that AI is a trending topic as an opportunity to talk to your agents and schedule some time.

Quotes:

“There is nothing more important in the business than investing in yourself right now.”

“You have to give ChatGPT clear instructions for it to work correctly.”

“The number one thing is that inputs equals outputs and what you put in it matters so much.”

“ChatGPT isn’t going to post the social media, but it can give you the ideas.”

Show Links:

April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://rebeliq.com

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/

View Details

The more people you network with, the more business you will do. It's that simple. On this episode, The Home Loan Mom, Kristi Norton, joins Sean and Shane to discuss how her networking focus has helped her succeed as an originator. Kristi also discusses how her positive mindset and experience, outside of mortgage, have helped her shape her business.

1:45 Intro to Kristi

8:06 Mindset

13:00 Experience outside of mortgage

16:50 Power networking

24:19 Being disciplined

Takeaways:

A negative mindset in a negative market will not be conducive to success.

No matter how bad your days get, you must keep going because there is no other option.

Focus on building relationships with the people you know in your sphere of influence.

Not being afraid to be out there, networking, and creating relationships is one of the greatest superpowers you can have in this business.

If your market has broker caravans, that is a great opportunity for networking.

If they remember your brand, it is ok if they don’t remember your name.

Quotes:

“Every day is a new day, every day is different.”

“Tomorrow is another opportunity to make sure we do things right.”

“The only thing we really can control is the thing between our ears.”

“I have done a lot of different things, and all of those things have really informed of how I run my business."

“I did a lot that was unpaid, but it was all great training for being in mortgage.”

“Next Level helped me tap into what I have done in the past and how to make it work.”

Show Links:

April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

Sometimes doing what is required in this business can be painful. But you have to weigh that against not doing what should be doing, as there is going to be pain either way. On this episode KT and Kellen talk about being honest with yourself so that you can break out of your negative thoughts and tough situation to chart a path to success.

3:15 Being honest about where you are

6:55 Choose your pain

11:00 Opportunity are everywhere

17:05 Fish where the fish are

21:00 Commit to action

Takeaways:

You may have a lot of doubt about your future in this business and that it is ok to have doubt.

Sometimes doing what is required isn’t fun.

Mindset will decide whether you will win or lose in the downturn.

There is always opportunity if you have the right mindset.

Home values are holding and some places still going up.

There are so many things you can do right now, if you choose to do them.

If you made 100 calls a month, it would be impossible for you to not find a deal, as long as those calls have value.

Quotes:

“Maybe you are at a point to where you aren’t sure if you want to stay in this business.”

“There is pain either way. If you don’t do what’s required, there is pain in not making money.”

“Sometimes the pain isn’t great enough for them to make a move.”

“Educate yourself as an originator to learn about loan programs that you don’t know about.”

“I think a lot of loan officers are waiting to be ready.”

“Do something today, that you didn’t do yesterday.”

Show Links:

April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

You don't have to talk about products or rates to get business. You simply have to provide value that the competition can't or won't. On this episode, Quinton Harris of The Market Distillery joins Brett May and KT to talk about how he uses data to separate himself in the Jacksonville market. Quinton discusses how he uses data to generate business and create conversations outside of just being a mortgage loan officer providing a commodity service.

1:15 Intro to Quinton

5:15 Separating yourself

8:30 Using data to generate business

12:10 Leveraging data in a smaller market

15:00 Using data to overcome objections

20:21 Going deeper than the headlines.

Takeaways:

Having a podcast is a powerful tool to reach anyone you want.

In mortgage we are all selling the same thing, so you have to focus on value to the market to truly separate yourself.

Anyone can find data, but to use it strategically that adds value is what matters.

Creating another business channel outside of origination allows you to use that business channel to create origination opportunities.

Sellers are the only ones that come out ahead when there is a rate drop.

Lower rates may mean a great cost because there will be more demand than there is in a high rate environment.

Understanding the real estate data allows you to be more strategic with your conversations.

Quotes:

“Our goal is to have a podcast that everyone can be a part of.”

“We rarely talk about products and we rarely talk about rates.”

“Every time we do a presentation, it leads to multiple contracts before we even walk out the door.”

“It doesn’t matter how big or small your market it is, it’s can you be the local economist in that market.”

“The minute these rates dip, and they will dip, you will be battling 50% more competition than you are right now.”

Show Links:

April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

How would you like 75% of your business to come from referrals? Relationships turn into revenue when you spend more time with the people you know than those you don't know. On this episode Linda Davidson joins Kellen to share her systems of success and how that has created a massive referral business for her.

1:30 Linda’s three keys when she started

7:05 Doing business your way

10:50 System of residuals

16:55 System specifics

20:10 Staying in touch

Takeaways:

Systems and processes can fix and prevent a lot of problems.

Not knowing how to properly structure a deal is not a recipe for success.

Be better than the underwriter up front by taking pride in the work you do upfront.

Put yourself in a position where everyone wins.

You have to have a relationship in order to have a long-term relationship.

Make sure your important actions are non-negotiable.

You need to build relationships quick to create stickiness.

Quotes:

“Systems don’t have a bad day.”

“The second thing I was told in this business was that I must be better than the underwriter.”

“There is enough stress in this business without you causing your own stress.”

“Don’t rely 100% on automation to keep in touch with your clients.”

“You can’t fast forward the relationship.”

Show Links:

April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

Success is not always a straight line. Sometimes you have to take a look at where you are and ask yourself; Are you in the right boat? On this episode, Kellen and Shane discuss resetting your path, defining your success, and building brand awareness that isn't just a soundbite.

1.30 The great reset

7:20 What does success means to you

9:20 Being known and memorable

13:00 Using stories

20:00 Who has the answers

Takeaways:

Sometimes you need to reset where you are and what you are doing, when you aren’t happy.

You define what success means to you.

It’s ok to say you have failed and that you need pivot.

Brand awareness isn’t just a soundbite, it is a true driver of business.

When it comes to being the digital mayor, you have to have likability.

Short-form stories are a tactic that should not be ignored.

Create a folder of story style content to use in your marketing.

Quotes:

“Sometimes you have to scuttle your boat.”

“What do you do when you know you need to change?”

“The biggest asset for me to build momentum, was to be the most likable and memorable.”

“Comparing yourself to others, will never bring you success.”

Show Links:

April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

The lesson is simple. Embrace where you are, learn to love the challenge, and beat the competition because their focus is on things they can't control. On this episode Sean Z talks about not letting the things that don't matter take your focus away from what is important.

1:30 Change in the times

3:05 Letting things get to you

5:40 What are you doing now

7:55 Looking forward to the challenge

Takeaways:

You don’t get rid of bad habits. You have to create good habits to overcome what isn’t working.

Don’t let things that don’t matter take your attention away from things that do matter.

What are you doing now to set yourself up for success later?

Embracing where you are at is how you win.

Tough times will create tough businesses.

Competition is leaving the market which creates massive opportunity.

Quotes:

“Sometimes this job is harder than it seems and sometimes it is easier than it seems”

“Only that which I give power, has power.”

“Everybody’s rates are higher than they were last year. We can’t control that.”

“Are you going to choose to love fate?”

Show Links:

April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

Rebel Academy.

View Details

When mistakes are made, you need to own it, fix it, and take responsibility. In this episode, Kellen and Sean Z discuss how having tough conversations and taking responsibility can actually lead to more business.

1:15 DFW live event

2:45 Tough conversations

13:00 Taking responsibility

Takeaways:

Avoiding tough conversations with your consumers can erode trust.

Don’t run away from things you can’t control, instead be an educator, lean into them and explain why they happened.

Sometimes things just go bad. You have accept it, own it, and move on.

Quotes:

“I never met a problem that got better with age.”

“LOs bury their head in the sand. Hope it’s going to get better, pretend it’s going to go away, and in reality it only gets worse.”

“Because this deal messed up, I have a better chance of getting a new referral partner, because I took responsibility.”

Show Links:

April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

Interrupting the pattern, creating content, marketing consistency, execution, and creating solid agent relationships have been major keys to growing origination. On this special 200th episode, the guys look back at the tactics that have made the most impact for them.

1:30 Reflecting back

7:57 The 5k & 10k guarantee

15:45 Content & social media

21:10 Creating agent relationships

Takeaways:

The biggest impact for Kellen was the 10k guarantee on his pre-approval.

Major Key: Pattern Interrupt

You don’t have to be an expert to win on social media.

Major Key: Consistency

Learning about agents by asking questions instead of fire-hosing agents with everything that is good about you.

Major Key: Being interested rather than interesting.

Quotes:

“We offer something for everybody, no matter where you are at in your business.”

“We want the next level community to be a place of resources, knowledge, inspiration, and accountability.”

“We don’t theorize on what we should do; show me what we should do.”

“If you become excellent at one thing every month, you will be at an entirely different place in your business.”

Show Links:

April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

Create an endless supply of opportunities for your business by having conversations that other loan officers don't. KT, Sean Z, and Kellen discuss how educating agents on niche programs will generate referral leads across the entire spectrum on loan products.

3:30 Meeting buyers where they are

6:52 Creating conversations

12:55 Getting smart on different products

Takeaways:

Just because you market a product doesn’t mean that is the only product you can do.

Use niche products to get your foot in the door to have conversations that lead to other types of business.

Lead generation comes down to having conversations.

Helping agents close deals they weren’t going to be able to close is how you can create true value.

Quotes:

“A lot of borrowers are sitting on 2-4% interest rates and they aren’t going anywhere.”

“There is a huge market for the underserved right now.”

“Agents appreciate education.”

“One of my goals is to have at least two conversations with an agent that I am not in a transaction with.”

“Lead with education. Whoever educates the best will win.

Show Links:

April 27th Event: Next Level Live

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

Divide and conquer take on a whole new meaning when you are married and happen to work together. Sam & Anisha Mauldin join Sean Z and Kellen to discuss how they balance work, being parents, and, more importantly, being there for each other.

3:45 Intro to Sam & Anisha

6:21 Divide and conquer

10:55 Balancing work & life

13:25 Being a husband-wife team

16:45 Maintaining focus

Takeaways:

2022 showed the difference between action and inaction with origination results.

In a team, there will be trial and error in finding out who is best at doing what.

When working as a married team with children, it is all about finding your balance with duties.

If you are a husband-wife team, working with other husband-and-wife teams is a little-known niche.

Sometimes you just have to stop thinking and stop doing.

There are a lot of great ideas out there, but it can cause you to lose focus.

Quotes:

“Trial and error is what got us to where we are now.”

“In-process updates is one of our ATMs”

“We want to be great spouses, great parents, and then great loan officers.”

“We love working with husband and wife agent teams.”

“It's not that we need to taught something new, it’s about doing what we know we need to do and doing it consistently.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

There are opportunities everywhere if you have the right mindset and take the right actions consistently. Thomas Frank joins Kellen to talk about the current state of the market, mining your database, niche products, and keeping a positive outlook.

1:55 Mindset

4:45 Reality of a high-rate environment

6:55 Database mining

9:10 Niche products

15:05 Fundamentals

Takeaways:

You have to take action otherwise you won’t get where you want to go.

For the consumer, it really isn’t about the rate it is about affordability.

Database mining is paramount in a down market.

If you can find opportunities for multiple streams of income, don’t be afraid to jump on them.

There is always great opportunities by focusing hard on a niche market.

Become a subject matter expert in one area of the industry and you can drive business from multiple channels.

Quotes:

“Mindset is huge in this market.”
“We may lose 50% of loan officers in this market.”
“I have been using ChatGPT to help create more email marketing content.”
“I am having my team pick out a niche, and go hard with it.”
“Your not going to win in this market by being all things to all people.’

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

Tomorrow doesn’t exist, when you are just trying to get through today. On this episode John Torrijos joins Sean Z to share his Covid story, where he went from months in the hospital, given a 50/50 chance to live, to getting back into the game with a new perspective on what is important.

1:42 Intro

4:19 John’s story

16:45 Coming back into the market

21:20 Gaining perspective

Takeaways:

Don’t underestimate the power of your mind in times of crisis.

Your mindset needs to focus on what you need to do to get through today. Tomorrow doesn’t exist.

Having a solid support system of family and friends can help you get through in trials and tribulations in life.

Gaining perspective allows you to only care about the things that actually matters.

There is no comparison between what is happening now and what happened in 2008.

Quotes:

“The nurse tells me it might be time for you to go on the ventilator.”

“This is our story, this is our journey.”

“Covid took over my body and made me a shell of what I was.”

“You got to have have the mindset of get through today, and then tomorrow you will get through tomorrow.”

“I am in the business for the long haul, with one foot in front of the other each day.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

Stop with the cookie cutter nonsense and just bring value! Sean Z and Kellen talk about how they have provided value to agents by working a niche to fill a need and how agent education is still a number one driver of value.

1:50 Just bring value

5:50 Working a niche

7:40 Finding the audience

13:15 Agent focused events

17:00 Just do something

Takeaways:

Be careful with cookie cutter scripts as they may raise red flags with agents.

Focusing on a “unsexy” niche allows you to dominate a market segment.

Education doesn’t always have to be about loan products. You can also be helping agents be better business operators.

Sometimes the best start is to just take action on something you wouldn’t normally do.

Quotes:

“If you are a loan officer that is not bringing me value, I don’t have time for you.”

“Check your REALTOR association’s calendar to find the right day and time for your event.”

“These are immediate actions you can take right now to build your pipeline.”

“Do something every day that gets you a little bit outside of your comfort zone.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode Brian Sacks joins KT to talk about how Loan Officers can make themselves a true value to agents by becoming a utility. Brian also talks about his top advice to loan officers, how to attract business, creating agent partnerships, and how to show up as an expert.

1:15 Intro to Brian

3:10 Advice to loan officers

7:20 Attracting business

11:30 Treating agents as partners

15:00 Don’t assume

18:20 Finding a good fit

22:10 How do you become a utility

26:44 Top Originator Underground

Takeaways:

When you decide to listen or follow someone, make sure they are a practitioner in what they are doing.

It is far better to attract business as opposed to chase business.

You should be interviewing agents to make sure it is a good fit instead of just trying to get business.

Treat agents as partners, as opposed to adversaries.

When agents refer, they are also trusting their pay and reputation with who they refer to.

You want a relationship driven business, not a transactional driven one.

Agents want to sell more homes and your strategy needs to be centered around helping them do that.

Three types of agents: Part-timer, successful arrogance, and mid-level.

If you help an agent grow to get to the next level, you can create an unbreakable bond of trust.

Quotes:

“Look at what the competition is doing and then do something completely different.”

“Be careful who you listen to.”

“If you are chasing business, you are at a disadvantage.”

“Better for you to show up as an expert, than a beggar.”

“If the agent is a better salesperson than you are, then they will win and you will lose.”

“Less is more, quality is better than quantity.”

“This market will be a big purge for agents and loan officers.”

Show Links:

Brian Sacks Workshop: www.toporiginatorunderground.com

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode, Sean Z and Kellen discuss the three hot topics that loan officers can use to start teaching agents today. The guys talk about how agents want this education to help grow their business and how you becoming a subject matter expert only adds to your value proposition when it comes to creating more agent relationships.

1:45 Educating agents

5:00 Market education

11:55 Product education

17:27 Efficiency education

Takeaways:

Agents want more education on the mortgage side of the house, so they can use that information to their advantage.

Teach agents how money works in the mortgage world.

Agents are going to go somewhere for information, make sure it is you.

You don’t always have to make an event out of your educational efforts. It can be an email, reel, text video, and any other communication channel that works.

Go back through deals you couldn’t get done to see if there is opportunity there.

If you have a unique product, you have something to talk about.

If you are great at time management, social media, setting up systems, teach it to your agents.

Quotes:

“We can use education as a way to build trust and relationships with agents.”

“So many loan officers overcomplicate what they teach agents.”

“When you build an audience where you continue to bring value and education, you will win the war.”

“I just want to be a subject matter expert, and all I want to do is provide value.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode, Kevin Ducey joins Shane to talk about how loan officers can weather bad markets with multiple streams of income. Kevin and Shane also discuss the importance of leadership, sales, investing in others, and how making an impact helps others make a bigger impact.

2:05 Kevin’s story

9:45 The 5 Next Level Keys

12:00 Making an impact

14:35 Multiple streams of income

Takeaways:

Don’t focus on units and volume, focus on families in homes.

If you help people you can watch the help others.

Leadership and sales will travel. You can be successful anywhere with those traits.

Leadership, sales, marketing, knowledge, and mindset are the keys to be a next level loan officer.

If you have the opportunity to invest in someone else, take it.

Using this industry to create multiple streams of income will help you weather rough markets.

Insurance has always been a solid long-term investment.

Quotes:

“It was easy to service and help an industry that was helping people find a home.”

“I think the second step of the American dream is entrepreneurship.”

“What I realized is that I can help people in this business make more money.”

“When good people have more resources in their hands, they help more people.”

“There is a lot of power in legacy.”

“Comma was built for originators by originators.”

Show Links:

Comma: www.whycomma.com

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode, KT and Shane talk about how loan officers can win simply be executing at a higher level than the competition. The guys also discuss why goals don't matter if you can't measure them, why talk is cheap, and how proper planning will prevent piss poor performance.

1:37 Executing at a high level

6:10 Goals need to measured

9:40 Talk is cheap

11:40 Prioritizing and planning

15:44 Take and embrace feedback

Takeaways:

If you execute at a high level for a long period of time, you will have success.

If you set goals, they have to measurable.

Effort is important but not as much as executing.

Execution is effort, plus action, plus tactics, plus strategies, plus accountability, plus discipline.

Talking about it doesn’t matter if you don’t execute.

Ask yourself, what does proper planning look like to you.

Start out by making a list your Top 3 objectives that you need to execute on this year.

Quotes:

“But for me the definition of executing, is did I do it 100%.”

“We are in a market where if you are executing at 70% you will lose against those who execute at a high level.”

“A goal is just a dream, unless you set intention and action.”

“Effort in today’s market is not enough for you to win.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode Carlos Tejero joins Kellen Vaughn to talk about how he has found success in a down market by doubling down on social media marketing. Carlos talks how his social media strategy and blocking out the noise allowed him to do build a team to do more business.

2:00 Intro to Carlos

4:40 Power of social media

7:00 Referral partner offline

10:15 Best type of content

12:45 The importance of the team

15:15 Key positions for support

17:20 Block out the noise

Takeaways:

Social Media continues to be a great business generator so ignore it at your own peril.

Consistent video on social media is a long-game play and will lead to success.

You can use social media to drive both consumer leads and referral partner relationships.

You have to be invested in your long-term success as opposed to short-term results.

Jumping on video trends are great for awareness and eventual conversions.

Having a strong team that you pour yourself into can make all the difference.

Quotes:

“I didn’t have a lot of business, so I locked myself in the room and did video after video.”

“Social media is what got me here and I haven’t stopped.”

“What good is it to do a video, and then stop."

“Don’t give up.”

“As you long as you put in the work, you’re going to receive.”

“You have to block out the noise.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode Joe Wilson, founder of Social Coach, joins Kellen to talk about how consistency beats perfection when it comes to social media. The guys talk about getting over the hump of starting, how messaging consistency wins business, and how taking actions can make you tens of thousands of dollars.

1:30 Different times

4:08 Excuses and perfection

8:50 Getting started

10:40 Consistent message

13:30 Social Coach

20:00 Being aware of blindspots

Takeaways:

You can always find reasons to not do something.

If you wait for things to be perfect you will hurt your income.

Consumers identify with imperfection.

Consistency is important which is why large companies are showing ads all the time.

Consumers need to see your message at least 12-15 times.

Being aware of your blindspots is important, but not as important as taking action.

Quotes:

“Everyone has something that they don’t like about themselves.”

“You are worthy and good enough as you are exactly today.”

“My consistency will be your perfection.”

“Consistency is the number one indicated to success on social media.”

“Showing up consistently even with an imperfect message, will be way better than not.”

“The average American spends over 2 hours a day on social media.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/nextlevel/

Social Coach: https://www.socialcoach.io

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/

View Details

On this episode Nikkie Bickham joins Sean Z to share her Power 90 Success story and how it helped her branch become number 4 in the company. Nikkie talks about how she has built momentum through tracking, focused on relationship building by taking the online offline, and how ATMs have allowed her to grow while others contracted.

1:30 Intro to Nikkie

4:00 Power 90 Success

8:15 Relationships matter

11:00 Actions That Matters

14:45 Build momentum through tracking

Takeaways:

Power 90 can absolutely make a difference for those who execute.

Building friendships and relationships without putting your business front and center is key.

Invest in relationships while everyone else is contracting and stopping their marketing.

Create good habits for growth. You do your habits until they become part of who you are.

A lot of LOs miss out on the sell side of the transaction.

Tracking builds momentum in your business and your mindset.

Quotes:

“Most of my growth came out of what I learned in Power 90.”

“The LOs with the most friends will make the most money.”

“They key is taking the online offline.”

“You want to make sure that anyone who knows you will relate your name with mortgage.”

“When you track you get momentum when you see production.”

“If you are not calling listing agents, you are missing out on a goldmine of opportunity.”

“I have taken 31 loan application so far in January.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode Coach Bill Hart joins Sean Z to discuss how LOs need to Assume the Relationship as they build their database. Coach Bill also discusses the massive opportunities mortgage professionals have in front of them simply by seeing 4 out of 10 LOs leave the business.

1:25 Intro to Coach Bill Hart

4:50 Assume the relationship

9:30 The weak are leaving

12:55 Database is your bank

Takeaways:

In the last 30yrs, one thing that hasn’t changed in this business is the importance of relationships.

The weak competition is leaving the business which will be a boom for the strong LO.

If you are going to be in production then your database can’t be a secondary thought.

Life events create leads and activity.

Don’t talk about mortgage, talk about real estate.

When you have a large database you won’t feel market shifts as much.

If you don’t focus on your database, than that should be a new discipline for LOs.

Quotes:

“Assume the relationship.”

“When the rates are low and the phones ringing you tend to neglect the database.”

“4 out of 10 loan officers are leaving the business.”

“You have to build you database and you have to build it every day.”

“If you are hard to find, then that is a problem.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode Kellen and KT talk about how basic disciplines can help loan officers overcome their fears of failing. The guys also talk about being referable, likable, and how this will be the year of the conversion skillset.

1:50 Being fearful

6:40 Selling vs marketing

10:35 Being referable

12:45 Having a conversion skillset

15:35 Going back to basic disciplines

Takeaways:

There are better days ahead so don’t dwell on the negativity of the current market.

At the end of the day a lot of originators are afraid of letting their families down, of letting themselves down.

Every loan officer is on a different path in their career.

There is a difference between following up with leads and converting them to customers.

If you want to achieve a certain level of success you need to have disciplines that you are proficient at.

Agents are trusting you to help them get their commission, so you have to be referable.

There is no room to be sloppy and lazy if you want to be successful.

Quotes:

“A lot of loan officers are scare right now. They have fears about the market.”

“We knew 2022 was going to be rough, but I don’t think a majority of the industry knew how bad it was going to be.”

“A lot of times loan officers avoid their weaknesses.”

“Being an LO is a skillset, not a job.”

“This is the year of conversion.”

“In 2021 you could have been sloppy and still catch a boat full of fish.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode Sean Z and Shane talk about how their power conversations are the number one strategy to drive results. The guys will go into examples, scripts, and tactics for loan officers to be successful in their conversations with consumers.

3:20 Back to basics

6:40 Power conversations

10:05 Setting the tone

20:40 Don’t make the process about you

Takeaways:

Setting expectations as part of your intake process is one of the best things you can do for your business.

Develop a framework for your power conversations so they are easily repeatable for your and your team.

Using a CRM to take notes helps you streamline your process and not create a bad experience with making them repeat themselves.

Asking questions allows you to probe deeper and learn more to help you convert.

Don’t waste consumers time by only talking about yourself and what you do.

Quotes:

“The number one thing I focused on with leads is having a powerful intake conversation.”

“My goal is to know this person better in 30 minutes, than their agent knows them.”

“Each call is about setting expectations and resetting expectations.”

“The fact is that consumers don’t give a crap about you. They just want the best deal.”

“All the money you make in a transaction is in the follow up.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode Shane and Kellen give you the three pillars that LOs need to do to find success in a changing market. The guys talk about being expert, getting comfortable with being uncomfortable, and the power of being a connector in your market.

3:22 Be a master of your craft

7:40 Get uncomfortable

11:05 Large networks create large incomes

16:10 Recap

Takeaways:

Knowing your product inside and out can make all the difference in your business.

Strive to have excellence in understanding your guidelines.

Now is a time to lean into areas where you have been lazy and comfortable to get uncomfortable and take action.

Some of the best marketing is free marketing. Get out, create conversations and create relationship.

Most LOs take more in payment than they give in value. That is your opportunity.

Become a connector of people.

Quotes:

“You have to master your craft.”

“The more you can understand your business, the better you can identify that customer and the better you can close them.”

“One of the biggest ways to fail when the market shifts, is to stay comfortable.”

“The LO with the most friends make the most money.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode Sean Z and KT talk about their transition to from retail to the broker channel. Shane also joins to discuss with the guys about how you need to know what you want for your life and to be hyper-focused on your reasons for making a change.

1:45 Reason to transition

8:35 Margin compression

11:40 Wanting something different

15:10 Vision for your life

18:05 You have to know what you want

Takeaways:

The LO and who you are plugged in with is what makes the difference in success between retail and broker.

Margin compression has really made the retail model more challenging for a lot of LOs.

There are a lot of people where price hasn’t always been a big part of their business, but that is starting to change.

In a high rate market you need to double down on the perceived value of what you do.

Nothing is wrong with wanting change as long as the change is for the right reasons.

You are going to make sacrifices to be different and grow your business.

Quotes:

“The grass is greener where you water it.”

“Technology has really grown since I left the broker world.”

“It is hard to sell a loan having to charge a point and a half or two points on the retail side.”

“You design your life in your head.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode KT and Kellen talk about the three things that every loan officer should be doing at the end of the year. CRM and data can be a differentiator for your prospecting and relationship building in 2023.

2:00 Number 1: Referrals

8:15 Audit your MSAs

11:05 Number 2: Submissions

14:30 Number 3: Sharing with agents

Takeaways:

Pull your closed loan report at the end of the year to see your top referral partners.

Make sure you are spending time with the right partners.

Appreciate the relationships that you enjoy working with.

Pull your loan submissions that didn’t close.

Be the CRM for your agents and create some stickiness in your relationship.

Quotes:

“Your future self will thank you for taking action today.”

“I like growing with young agents.”

“How many deals go by where the listing agent doesn’t get any love from the lender?”

“We are in a market where you have to be strategic.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode Shane and Sean Z discuss their success blueprint to starting their weeks. The guys discuss how they plan, create their goals, how to create anchors, and tactics that make sure their work week ends in success.

1:30 How we start

5:30 Planning days

10:00 Getting your recharge

13:05 Anchors

18:25 Battle regret

Takeaways:

We design our time around the goals that matter.

Pick a day that works for you to start planning your next week.

Scheduling helps you stay committed to your actions.

Starting your day with gratitude can make all the difference in your outlook.

It is ok if you drift as long as you are aware when it happens.

The difference between winners and losers, is that winners show up consistently.

Quotes:

“Our week starts the week before.”

“I pencil in 5-7 money making activities per week.”

“When I look at my calendar, I am making sure my first three daily commitments are addressed every day.”

“Everyone should be writing handwritten notes.”

“As you start your year, can you make some agreements with yourself?”

“Put goals in place that will move the needle in your business.”

“Regret is the outcome of poor planning.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode Sean Z and Kellen talk about how the Next Level Community can help Loan Officers, no matter where they are in their business. You will learn about some of the best things we offer to help Loan Officers find success in their 90 day season.

2:05 The sum of your tribe

5:15 Recession opportunities

8:20 Where we can help

12:35 Power of the Community

Takeaways:

Having a scarcity mentality will hold you back.

There is no better example than learning from someone who has been in your shoes.

We live in 90 day seasons and walk our Power 90 members though each day.

One of the best things you can give to agents is education.

We have experts that can help for all areas of your business.

Quotes:

“The challenge we have in the mortgage business, is that not a lot of loan officers want to share their tactics or what is working well.”

“You might be listening to this podcast thinking that you aren’t going to make it to next month.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

Sometimes it only takes one simple action to create a massive opportunity. On this episode KT and Shane look back at how their humble beginnings helped shaped their successful businesses. The guys talk about taking advantage of the opportunities in front of them, adding value to agents, and how simple actions can make a big difference.

1:56 Opportunity

4:38 Being humble

9:08 Control what you can control

11:15 Simple actions

18:30 Getting plugged in

Takeaways:

Every wall equals an adjustment. Just keep adjusting to what is in front of you.

Don’t focus on things that you cannot control.

Meetings with agents and customers have to be based on value.

Agents want to meet with LOs that provide value on some level or another.

Simple actions can lead to big results.

Quotes:

“Just because you have had success, it doesn’t mean you will have pitfalls or failures.”

“Your success in the market is dependent on how you respond.”

“Sometimes where you come from, is where you need to get back to.”

“I can attribute all of my original success and growth to one opportunity.”

“If you can address their needs and their fears, you are going win their business.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode Shane and KT talk about how they are closing out 2022. The guys also talk about reflecting back to learn where you should invest more, doing an audit of where you spent your resources, and the opportunity to be an educator in 2023.

2:00 Closing out the year with reflection

7:05 Auditing everything

11:30 Did you invest enough

14:08 Season of education

18:30 The place for resources

Takeaways:

Everyone deserves to take time to reflect.

You need to be real and ask yourself if did you do enough this year to warrant taking time off.

Audit your year and see where your resources went.

As you reflect, you want look forward and plan.

You need to know who you customers are and think from their perspective.

Educational initiatives are great for creating bait to attract the right people.

Quotes:

“My question to you is, did you earn a vacation?”

“You have to do what is required in order to get what is desired.”

“I can blame the storm, but it doesn’t change my reality.”

“It is hard to be generous when you’re broke.”

“I am a firm believer that this season will be one of education.”

“You have to be willing to invest in yourself, bet on yourself, and go all-in.”

“I challenge you to commit to doing on educational webinar once a month.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode Blake Brewer joins Sean Z to talk about the Legacy Letter Challenge. Blake shares his story about getting his father's letter just hours after his father's death and how that drove Blake on his mission to help 1 million dads write at least one well written, meaningful, lasting Legacy Letter to their children.

1:19 Blake’s story

9:04 The mission

13:50 Building confidence in your children

17:35 Legacy Letter Challenge

Takeaways:

Writing a letter to your children is one of the best things you can do to make a long lasting impact.

When people have this type of love in their life they are set up to be more successful and more confident.

Parents can help their kids win the day when helping then win the battle in their mind.

These letters cut through the noise and give them something to return to later in life.

Quotes:

“I believe the most powerful words on this planet are spoken by a Father and spoken by a Mother.”

“It is difficult to stare at blank piece of paper, which is why we created this framework and process to make it easier.”

“We know that the battle starts in the mind.”

Show Links:

Legacy Letter Challenge: https://www.legacyletterchallenge.com/

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode Frazier hosts a super episode which is a combination of Next Level's Top 5 most downloaded episodes. Below you will see the key takeaways for each episode along with a link the full length version.

Actions That Matter: The secret to becoming a top producerIn Power 90 the goal is to have a strategic thought process in how you prepare for your week.

If you don’t understand your worth you will not know what tasks you can delegate and offload.

Being a proactive loan officer will always get you farther quicker, than being a reactive loan officer.

As long as you have a solid team, it doesn’t matter who does your actions items.

Checking in once a week as a “stress check” allows you to help with creating a great experience.

If you are a one man band, your first hire shouldn’t be marketing it should be someone that gets you out of non-money-making activities

How You Can Create a Next Level Client ExperienceA lot of loan officers like to hide from tough conversations, that is your opportunity.

Create a process that allows you to use sticky points so that you can differentiate yourself.

Ask for reviews when you are CTC’d as oppose to when the loan closes.

Make sure you are staying in touch with your pre-approved borrowers with a weekly phone call.

Every happy client is a potential sales rep for your business.

Focus On Your ALL-IN Agent Relationships!
You need to measure your referral partner metrics and rank them accordingly.

Ask yourself what you want in a new referral partnership outside of just production.

A low amount of good relationships are better than a high amount of bad relationships. Not every agent is a good fit!

You don’t need to focus on the “A-List” agents to build a successful business relationship.

Ask yourself what the value of the relationship allows you to do in your business or personal life.

Appraisers and title reps are great sources to find the RIGHT agents.

Becoming a Mortgage Difference Maker w/Jason FrazierA loan officer getting to the consumer first is beneficial for everyone, including the agent.

Build a strong referral network so you can help as many people as possible, even if you are helping them to go somewhere else.

Sales, marketing, being an advisor, and education is all the SAME.

The more you understand about your ideal customer, the easier your marketing is and the better your conversions will be.

Don’t market to consumers that you don’t have expertise in helping.

Stop doing content that consumers don’t care about.

Know Who You Are and Who You Aren't w/Ashley CourvilleIf you’re working too much, you need to invest in your business so you can work less.

If you want to grow your business without killing yourself with your time, you need to invest in a team.

Double down on communication and let your clients and partners tell you when it is too much.

You need to be able to define who you want to work with and the clients you want to work for. You have to say no so that you can say yes to the right people.

Go after business that fits your system. Know who you are and who you are not.

If you are a woman with kids, your life looks very different on a daily basis compared to most men in this industry.

View Details

On this episode mortgage veteran and entrepreneur Ron Bergum joins Shane & KT to talk about how training, taking action and a winners mindset will allow you to dominate this market. Ron shares his expertise from his 38+ years of experience in sales and market shifts, to help loan officers get unstuck and be successful. This is a jam packed episode that you will not want to miss.

1:40 Intro to Ron Bergum

9:25 Start right with your mindset

15:00 Embrace the process

18:47 Winners win, always

23:50 Black belt move

28:57 Database is a difference maker

Takeaways:

This industry is ever changing and you have to be able to reinvent yourself.

Don’t create a bad situation for yourself because you have the wrong mindset.

Don’t talk yourself out of success. Negative self talk will hold you back at a time when you can’t afford to be held back.

You won’t get to where you want to go without effort.

You need to understand that you are the problem and the solution.

There is no excuse not to go out there and train hard.

Training is a requirement of being great.

No technology will replace you picking up the phone to call people to show them you actually care.

Quotes:

“The number one problem that people have is they are in their own way.”

“You have to train yourself every day to start right.”

“People only do what they believe in.”

“A streak is one day and if you fall down, you can always start again.”

“In almost every single case where the market wad disrupted, was when I made the most money."

“How much of your time is spent training as opposed to just acting.”

“Be a contact conversion expert.”

“You have to have a standard of service and live by it.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Content Creator Live: https://nl.nextlevello.com/2022-mastermind-events1668464109889

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode Shawn Mortensen of Jungo joins KT to talk about having a CRM can not only enhance your production it will also protect your database in a refi boom. Shawn also talks about how it is important for a Loan Officer to have control over their data with a shifting market and moves happening between lenders.

1:30 Intro to Shawn and Jungo
6:45 There is no CRM easy button
10:05 Database is portfolio management
15:15 Buying back your time
20:25 Connecting with Jungo

Takeaways:

Your tools are important, but the ability of your team to use the tools is just as important.

Your database is your bank. You need to have a CRM that will allow you to maximize your conversations.

A good CRM is going to take an investment of time and money. There is no easy button.

You need to protect your database for when rates come down.

When you have a CRM you can be your agent's database.

When you take the time to build out your CRM you will gain a higher level of visibility into your business.

Quotes:

"What loan officers want, is for their team to be able to go as fast as possible."

"You want to protect your database, no matter where you may go."

"With today's rates, we are setting up to have another refi boom when rates go back down."

"I personally believe that Jungo is the absolute best CRM that exists in the mortgage industry."

"There is no easy button for any CRM. What is it costing you for not having a CRM in place?"

"Your consumer is all of your referral partners."

Show Links:

Shawn Mortensen: shawn@ijungo.com

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Content Creator Live: https://nl.nextlevello.com/2022-mastermind-events1668464109889

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode, Sean Z and Kellen talk about how loving the cards you were dealt is one of the greatest keys to success. The guys also discuss how you need to fill your bucket to be fulfilled, the importance of being happy with your decisions, and how failure is often the result of not recognizing the need to change.

1:40 Loving the cards you’re dealt

5:05 Filling your bucket

8:35 Success is in the eye of the beholder

11:30 Execute at the highest level

14:40 Content Creator Live

Takeaways:

Those that tend to fail is because they don’t recognize that change is upon them.

If you are not filling your bucket then you might need to look for a change.

You want to wake up and be happy about the decisions you have made.

You need to work to achieve your level of success, not the success of others.

Just because you are down, doesn’t mean you’re out. But you have to execute to get back to where you want to be.

Quotes:

“People are driven by two things, they are driven by hope or they are driven by fear.”

“Our agenda is your success.”

“Our definition of success is different for every member. We all have our own goals and aspirations.”

“Every time there have been lean times, good times will follow.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Content Creator Live: https://nl.nextlevello.com/2022-mastermind-events1668464109889

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

On this episode Shane and Sean Z discuss the season of change in the mortgage industry and talk about how being a connector will position you for long-term success. The guys also discuss creating renewable resources for your business, changing your perspective based on current conditions, and dispel the myth that you are no important.

1:55 Season of change

4:25 You are important

8:00 Being a connector through events

16:15 You have to adapt to changes

19:00 Renewable resources

21:05 Power of clarity

Takeaways:

You won’t be able to survive if you don’t thrive right now.

ATMs will be mission critical to your success for the next 12-24 months.

Being a connector is a great business building strategy.

It is so important to do events right now.

Social and educational events are a great way to build attention for the future.

This is the best time if you have the right mindset.

Build renewable resources.

Quotes:

“We will look back in 12 months to see those that survived were thriving because they were building their foundation.”

“Have you looked and your life and your priorities, and is it time to realign?”

“The great thing about the Next Level Community is that so many people provide value.”

“There are no new ideas there are just new ways of executing on the new ideas.”

“It is B.S. for anyone to tell you that you are not important.”

“It is easy to be confident if you know your craft.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/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/

View Details

In this episode Megan Marsh joins Shane and KT to share her journey of empowering mortgage professionals with expert knowledge and training. Megan also discusses her passion for helping others, creating multiple income streams, and how her Mortgage Broker Fast Track training came to be.

4:00 Megan’s journey

9:55 Helping others in the industry

13:54 Knowledge is power

16:20 Broker fast track

20:15 Replace want with should

23:45 Value of coaching & community

Takeaways:

This business isn’t easy and if you are here today, then you will be in it for the long haul.

If you stop trying, then it never is going to work.

Do some soul searching to find out what you really love about working in the mortgage industry.

This is a great industry to develop multiple income streams.

Going broker, going to retail, changing companies really doesn’t matter if you aren’t doing the research and moving too fast to make the right decision.

It can be quite complicated to open up a brokerage. Mortgage Broker Fast Track is built to speed up the process without sacrificing knowledge.

Quotes:

“This is a business for entrepreneurs.”

“I just couldn’t fit in to a box where I had to completely follow the rules.”

“I had to do some soul searching on why I loved this industry and I discovered that it was because I loved solving peoples problems when I did their mortgages.”

“If you haven’t equipped yourself with knowledge, you’re going to make the wrong call even if it is the right company.

“Mortgage Broker Fast Track is a digital online course that has 6 modules that cover different areas.”

“There are things you want to do and then there are the things you should do.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Mortgage Broker Fast Track: https://www.thecolablife.com/

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/

View Details

On this episode Kellen and Sean Z talk about being hyper-focused on where you are spending your time. The guys discuss giving yourself some grace, but also be honest with yourself if you are truly putting in the effort to create the prosperity you want in your life.

1:45 Saying no

4:35 Effort in dollars out

8:37 Money making activities

11:30 Winning is for the pros

14:45 Prosperity is a choice

Takeaways:

Every time you say yes to something, you are saying no to something else.

We are all challenged in today’s market and it is easy to get distracted.

What you are doing today is exactly what will set up what your business looks like tomorrow.

All you need to do is bat .300 in this business.

30 days of consistency can be a massive change to your business.

Quotes:

“I am constantly amazed where I see loan officers spend their time.”

“I always challenge Loan Officers by asking them, what were you doing 30 days ago.”

“Even if you just execute at 50%, it’s ok and give yourself some grace.”

“Ask yourself how much do you really spend each week on money making activities.”

“You can drastically change the course in your business, just by making minor tweaks.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode Todd Belmond, Principal of the Scotsman Guide, joins Sean Z to talk about all the commercial and non-qm opportunities loan originators have to grow their business. Todd also discusses the 25yr history of the Scotsman Guide and how they have always been focused on being the best resource for loan originators.

1:15 Intro to Scotsman Guide

4:33 Commercial lending opportunities

9:40 Non-QM opportunities

18:45 The evolution of the housing industry

Takeaways:

The platform is 100% free to originators.

Commercial lending is another niche to think about for loan officers.

Now is the time to expand your horizons and take advantage of every income opportunity.

Non-QM is not like the subprime of old. A lot of borrowers are average to above credit scores and have a lot of cash.

Now is the best time to be the industry expert in your community

Quotes:

“Scotsman guide is a great resource for originators.”

“There are opportunities for residential loan officers to get into commercial lending.”

“Now is a great time to pick up the phone and create relationships with commercial lenders.”

“You are really missing an opportunity if you are not learning about Non-QM.”

“We have more temporary pain right now, but houses will be more expensive 10 years from now.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode Shane and Sean Z discuss how now is the best time to hit reset to design the business you want. The guys also discuss being honest with yourself, rules to approaching change, and how you need to define the position or need before hiring a person or picking a product.

1:50 Best time to hit reset

2:40 Defining the position first

5:35 Being open to coaching

8:15 Mapping out what is important

12:05 Take time to design the business you want.

Takeaways:

Don’t hire and then find a position for them. You need to define the position first.

There will always be another person, product, and opportunity to do things the right way.

You have the take the time to map out what you love and don’t love.

Being honest with yourself is always the best policy.

Focus on pillars, personal and professional.

Quotes:

“Build out the avatar of what you need and then find the person.”

“We would be hypocritical as coaches, if we were also not open and receptive to coaching.”

“You’re not that important in unimportant tasks.”

“What do you want and why does that matter.

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode Deborah Byrd joins Kellen and KT to discuss why loan officers need to embrace the done is better than perfect mindset. Deborah also discusses how she helps loan officers create content, be successful with their posts, and why market share will be won by those who are move visible.

2:45 Intro to Deborah

9:10 Breaking through objections

15:18 Done is better than perfect

21:45 What is the best social strategy

Takeaways:

Sometimes your path in the mortgage industry finds you as opposed to you finding it.

Market share will be taken by those that are more visible.

Leverage your client’s experiences to use as social content.

People are tired of the bait and switch headlines.

If the motive is pure your marketing will follow.

It is double down time for content creation.

Quotes:

“Every loan officer says they want social media support.”

“Not everyone should be on video if it is not your strength.”

“That is the beauty of a market shift, is there is opportunity.

“TikTok has changed the way people want to receive content.”

“Take the E out of ego and just Go.”

“This is legacy building time.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode Kellen and Sean Z talk about all the opportunities you have to educate your sphere. The guys also discuss how understanding market dynamics and getting in front of bad news will allow you to be an expert in the eyes of your clients and referral partners.

1:35 Negative news

4:30 Getting in front of bad news

8:50 Educate your sphere

12:45 Fighting against perception

Takeaways:

The talking heads give you ammo every single day to educate customers.

Being a mortgage expert means knowing as much as you can about what drives or drops the market.

The more you know the more opportunities you have to be that expert voice in the market.

Don’t be not he wrong side of education and knowledge to your agent partners.

The key to being a successful loan officer is having a short memory.

Quotes:

“Inflation is the arch enemy of bonds and the arch enemy of fixed rate security instruments.”

“Always over deliver and under promise.”

“You make the news or somebody else does.”

“I want to be the guy that knows what’s going on.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode, KT, Sean Z, and Kellen discuss the launch of the new Next Level platform. The guys go into the detail about the impact and value the new community brings it's members along with how the platform will bring together a distraction free environment for loan officers to build a better business.

1:44 Community impact

4:25 The platform

10:00 The community explained

16:20 The loan officers we work with

20:22 Community wrap up

Takeaways:

Coaching is great, but creating a community of people that build long lasting relationships is the key.

The community is about bringing people together from the distractions of Facebook.

It was important to make sure that our members had a fully featured platform that was hyper-focused on their needs.

Two types of membership. Community and Pro with a 60 day free trial.

There are over $5,000 in discounts from our platform partners.

You will go through challenges in this business and you need a place that will help you level set.

The community is for loan officers that might feel like they are on an island and they don’t have help in a contracting market.

Quotes:

“What we want to build is a group of like minded loan officers, that just want to get better.”

“When I think of community, I think of a place where loan officers can go for knowledge, support, resources, and accountability.”

“We made a decision to move our platform away from Facebook. At Next Level we always look at things a little bit different.”

“The reality is that if your business relies on a Facebook group, you are just renting that audience.”

“We work with everybody. We are looking for highly committed, coachable loan officers who want to take their business to the next level.”

“The goal of the community is to help loan officers."

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode Sean Zalmanoff talks about his recent business decision and the process he took to decide on his move. Sean also discusses how reading certain books gave him a different thought process, how being thoughtful helps you plan properly, and why taking the time to map out your path is the only way to know you made the right move.

1:00 Big announcement

5:05 Time for a change

8:45 Being thoughtful about change

11:34 Excited for the future

13:30 Don’t chase

Takeaways:

Reading the right books often helps you think about your current state from a different lens.

If you ever decide to leave where you work, exit with grace.

The banker vs broker debate is only relevant to where you are in your business and how you work.

When making a decision, you need to take time and be thoughtful about what is important to you and what you want. Block by block.

Some things will better and some things will be worse when you make any move.

Quotes:

“I am opening up my own company and going back to doing what I love getting belly to belly with agents and borrowers.”

“It is important to understand that in an ever changing market, you understand where you fall in and that you are taking care of yourself.”

“I want to focus on myself, I want to focus on the company I am building, and focus on Next Level.”

“Whenever you make a big decision, you can’t think about where you are going, you need to think first about what you need.”

Show Links:

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode Sean Z discusses the importance of checking in with yourself especially when making an important decision. Sean also discusses how you got to have the right stories you tell yourself, you have to be appreciative, you have continually look at where you are, so you are moving the needle forward in your mind and business.

1:31 Taking a minute to check-in with yourself

4:18 Principals of CEOs

7:21 Being the best

11:00 Appreciate where you are

14:42 Actions that matter

Takeaways:

You have to take time to reflect on your situation professionally and personally.

What you tell yourself will tend to manifest into reality.

Learning from CEO market leaders makes you think about your business differently.

If you truly want to be the best, you will have to make sacrifices.

Book recommendation: Focus on the Good Stuff

It takes as much energy to plan as it does to wish.

Quotes:

“You do life or life does you, but no matter it all ends the same for all of us.”

“The story you tell yourself the most is the story you believe the most.”

“I refuse to not be the best at what I do no matter what the circumstances are.”

“If we don’t appreciate the things in our life, then we will have struggles.”

Show Links:

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode Michael Fischer joins KT to talk about how to debunk VA myths by becoming educated and educating others. Michael also discusses specific VA myths, how a community can help you grow the right way, knowledge based marketing, and his path to becoming a the best VA mortgage pro you can.

1:50 VA lending challenges

5:40 VA myths

13:45 Knowledge based marketing

19:20 Finding a community

22:45 How to become a knowledgeable VA loan professional

Takeaway

If you want to be an expert, you need to educate yourself and be willing to educate others; Especially real estate agents.

There are still a lot of myths about VA lending out there and not enough experts to help veterans become homeowners.

Use data to combat the VA appraisal myths about home value with agents.

Veterans can use their entitlement more than once.

Show your passion around helping veterans and you will attract those that need help from a true professional.

Find a community of other professionals who want to grow the same passion and mindset.

You can read and watch videos, but the best learning path is to see how others do their business.

Quotes

“The key to being better is to educate ourselves and others about VA.”

“In the last few quarters conventional and VA appraisal values have been exactly the same.”

“The number one opportunity out there is to educate real estate agents.”

“Agents really tune-in when you show them that they can do more business.”

“My two most common replies is did you read chapter four or did you call or email the regional loan center.”

“We teach them how to problem solve and how to learn, because I know I can’t teach them everything possible.”

Show Links:

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode Tyler Hodgson joins Sean Z to talk about how he has created a culture of ownership by inviting his team to share in the growth of his brokerage. Tyler also discusses becoming a coach in Next Level, how processes guide execution, and why his company made the Inc 5000 list two years in a row.

3:15 Next Level journey

5:00 NXT business growth

7:05 Being a coach

9:20 Allowing team ownership

13:00 Processes

15:55 Keys to Tyler’s success

Takeaways:

Coaching helps you but coaching helps your team as well.

When you allow your team to share in the growth financially of a company it drives everyone to be invested in the success.

If you do decide to create a stock structure, your goal is to make it simple.

Setting a standard contract date allows you to set up a repeatable, seamless process.

Details matter for the customer experience but also for the experience of your team.

You have to be excited and passionate about what you do to really enjoy the success you want.

Quotes:

“I decided to sign up for coaching for two reasons. One, so that I can have my own personal coaching. Two so I could regurgitate that coaching to other members of my team.”

“I talked to some attorneys and got some advice so that our team members could have some actual ownership and share in the growth.”

“That ownership mindset from your team is so important.”

“There is nothing better than to have your team invested month in and month out.”

“Time kills deals.”

“You have to understand all the different pieces and pay attention to all of them.”

Show Links:

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode Ashley Courville joins Shane to talk about overcoming the challenges of the last 12 months. Ashely talks about being a mortgage mom, finding balance, finding your way back from a low point, and what actions she takes to keep her business at the level she needs.

2:50 Intro to AR

5:33 12 month reflection

10:14 Finding your way back

14:41 Processes vs outcomes

22:50 Ashley’s ATMs

Takeaways:

Having a team is a great asset to your business but it is also a great asset when you need personal time.

Not everything is going to go well in business and your personal life. You need to be able to pivot.

When you go through hard times you need to have the right people in your circle who will cheer you on.

The reality is that if you’re focused on the outcome, you are going to have a challenging time.

Processes are what makes your business a business.

You need to harness to the power of your CRM if you want to have a true 5 Diamond customer experience.

Quotes:

“I chose to not double and triple my business during that busy season. Being with my kids and being a present mom was my number one thing.”

“I knew it was an absolute must for me to have a balanced life.”

“I thrive on brining a certain amount of energy into the room and my world. When you are struggling mentally it is hard to bring that.”

“Protecting your peace is your number one job.”

“We cannot control our environment but we can control our processes.”

Show Links:

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode Sean Z talks about why most 12 month goals won’t work and why Power 90 is the answer. Sean talks about his 90 Day Season and how it allows him to better achieve his goals and course correct when necessary.

1:25 Why 90 days

6:20 Actions That Matter

9:02 The path

16:14 Planning your season

Takeaways:

Planning a goal list for the entire year is a great way to forget about it.

Break your goals down to make them more achievable.

90 day seasons allows you to course correct when you are off target or if your ATMs are not working.

If I just have a 30yr goal with no plan on how to get there, then that is just a hope and a dream.

When you set a goal, make sure you know WHY you set it and then keep drilling down to find your fuel.

You need to decide your “Why Times Five”.

Quotes:

“Most people will greatly overestimate what they can get done in one year, and greatly underestimate what they can get done in five years.”

“Breaking your goals down in a 90 day season allows you to live in them every single day.”

“You need action and that’s why we created Power 90.”

“My motivation for getting up every morning, is because I want to make sure my kids are taken care of.”

“You can move a mountain with a shovel if you so choose.”

Show Links:

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode Lee Nguyen joins Shane and KT to talk about his journey from the Navy to Mortgage. Lee also discusses the importance of balance, how teaching classes level up his business, and how a hyper-focus on working his ATMs gave him a great path to success.

3:30 Intro to Lee

5:40 Finding balance

9:28 Lee’s ATMs

13:03 Homebot strategy

15:10 Highest and best use of time

17:46 Details matter

21:00 Education is the opportunity

Takeaways:

You have to have balance in what you do otherwise you will get burnt out.

Actions That Matter will only help your business if they are truly an action that matters.

If you do not like doing something, let that drive action to find something you do like doing and then go all in.

You will find where you need to focus by understanding where you are weakest in your business.

Great book to read is Run Like Clockwork.

Teaching classes is an evergreen strategy that transcends adverse market conditions.

Work ethic is a super power when you are just starting out.

Quotes:

“Joining Next Level got me past a lot of my bottlenecks.”

“My main needs was balance and getting out of my own way.”

“I knew one of my weaknesses was my post close follow up.”

“If there was one thing that I could do once a week, it would be to schedule and teach classes.”

Show Links:

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode Linda Shinpaugh joins Sean Z to talk about how she runs her business and manages her branch from the road full-time. Linda also discusses her activities and processes that allow to her to find success even in a challenging market.

1:30 Working on the road

3:33 Intro to Linda

11:10 Linda’s ATMs

18:30 Find your tribe

20:40 The power is in the group

Takeaways:

If your business depends on working with agents, you better make sure you are scaling your business to match theirs.

You have to be intentional about your ATMs. They can’t just be thrown together without a strategy.

Consistent systems and processes will make all the difference in how you run your business.

When you have a remote team, doing 1:1’s and team calls are important.

Even if you are not producing, it doesn’t mean you can’t drive ultimate value for your team.

Celebrate your activities as they will lead to wins.

Quotes:

“A lot of clients look back to the Realtor which is why they are the pivot point in the transaction.”

“One of my super powers is being organized, systematic, and consistent.”

“Culture is important to us, so I send over our core values before I interview someone.”

“For me being really scheduled and disciplined with my time and my routine is one of the biggest ATMs that I do.”

“When times are tough, winners win and losers sit on the sidelines watching the winners.”

“If you are not staying focused on your activities and just worried about results, it will be hard to stay positive.”

Show Links:

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode Fredo Rivera joins Shane and Sean Z to talk about how he has built a monster brand by being authentic. Fredo discusses how his ATMs drive his business growth, how he chooses to have a good attitude, and how being consistent is the ultimate brand amplifier.

3:15 Intro to Fredo

6:00 Enjoying what you do.

7:35 Looking back

9:30 Where should you focus your efforts

13:42 Replace vs supplement

16:10 Building a solid brand

20:16 Fredo’s ATMs

24:15 Being passionate

Takeaways:

You have to find joy in what you do and find what is going to drive you forward.

Being service focused over being focused on the transaction is where the gold is.

Bombbomb is easy technology to use and allow you to do one to many.

Video, video, video. Enough said.

You have to choose to have a positive outlook.

It is a people business, so make sure you are talking to people and having conversations.

Staying consistent is the ultimate brand amplifier.

There is a tribe out there, you just need to find it.

Quotes:

“If you are not passionate about what you do and where you do it, you are doing the wrong thing in the wrong place.”

“If I could go back, I would double down on my level of service towards people.”

“You got to have as many touches with people as possible every single day.”

“My business has been affected too, but I choose to have a good attitude.”

“You can have a great relationship and still not get the business if you don’t ask for it.”

“I put out content that I think will resonate with people.”

“I have to get my mind right, so I can get my grind right.”

Show Links:

Strategy Call: www.NLStrategyCall.com

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

View Details

On this episode Alysha Boles joins Sean and Kellen to give her three top strategies for growing your business in a new market. Alysha also talks about doing business in two very different states and the benefits of getting plugged in with your local schools.

1:30 Intro to Alysha

3:28 Starting a new market

9:48 Multi-state business

13:02 Making the community small

18:05 Getting plugged in

Takeaways:

Start out quickly in a new market by visiting open houses.

Join local community networking groups to meet more people.

You can’t get plugged into your community unless you plug in!

If you want to go all-in on something, then you must burn the ships.

Finding people in your local community that want you to win is amazing. But it doesn’t happen without having conversations.

Quotes:

“You have to make the large small, you have to find your community and you have to dig in.”

“I used old fashioned organic social media to have conversations to take the online offline.”

“I did 8 loans my first year. With my one year anniversary with Next Level I did 38 loans, and the following year I did just under 70.”

“Everywhere you turn and have conversations, you are going to find a connection somewhere.”

“Next Level is a community of people that are willing to help, give, and share their best practices.”

Show Links:

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode mortgage broker and video marketer Ryan Ehler, joins Sean and Shane to talk about how Loan Officers can produce video success for their business. Ryan gives a breakdown of how to get started, what type of content matters, and tactical advice for beginners.

2:15 Introduction to Ryan

5:44 Brand through video

8:36 Advice for beginners

13:05 Working hard and smart

17:55 Video that matters

22:00 Be on brand

Takeaways:

If you aren’t meeting in person with clients, video will be even more important to your business.

Video allows you to saturate your area with your brand 24x7.

Everyone has to start somewhere. Don’t worry about the mistakes.

Don’t worry about equipment as you can simply start with your phone.

Work for the lifestyle you want and you will know how much money you need to make.

If you are looking for video ideas, you can simply start with recording answers to the questions you get all the time. Leverage cheap and free sources to create your content. It is out there!

Quotes:

“As long as people like and trust you, along with knowing you will do good for them, they won’t care you are.”

“You don’t have to sell yourself if you deliver value up front with video.”

“You don’t need a top notch DSLR to do video.”

“Work hard and smart, but not long.”

“It is not about making as much money as possible, it is about building for your lifestyle.”

“Remember that your video is all about them and not about you.”

“Don’t worry about hitting home runs and going viral.”

Show Links:

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode Kellen and Sean go over three winning strategies that will loan officers win business today and tomorrow. The guys get tactical to help you separate yourself in a time when standing out is a major key to get deals.

2:45 Blessing from the market pain

4:27 Seller guarantee strategy

12:10 Financing presentation

18:22 Client updates

Quotes:

“With the 10k seller guarantee, you are just separating yourself from the other offers.”

“It is the little things that matter and sometimes the little things are what makes all the difference.”

“I tell agents that my number one job is to make agents the most amount of money in the least amount of time.”

“The number one complaint in the industry is lack of communication.”

Key Takeaways:

Even with the pain of this recent shift, there is still a long-term upside.

You have to look for opportunities in your business that will allow you to separate yourself from the pack.

Doing the financing presentation to the listing agent and sellers can make all the difference in getting your offer accepted.

Don’t forget that you want to create a relationship with the listing agent too.

Do what you say you are going to do for your borrowers and agents.

Show Links:

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode Shane and Kellen go into detail about how being non-negotiable on money making activities can triple your business. The guys also discuss practical examples and the one simple thing that separates average LOs from great LOs.

1:55 ATMs explained

6:45 ATM rules

9:20 Practical examples

15:17 Secret sauce

19:35 The stories you tell yourself

22:05 Realtor playbook

Quotes:

“ATMs are non-negotiable.”

“During your ATM time, you executing your activities.”

“You write the top five things you are good at, you like to do, and make you money.”

“Go into Monday playing offense, and not defense.”

“ATMs are not one size fits all.”

“The one thing that separates a three loans a month loan officer and a 15 loans a month loan officer is consistency.”

Key Takeaways:

Instead of large time blocks, can you focus on one thing to complete each work day?

ATMs have to be three things. You have to like doing them, you have to be good at it, and they have to be a money making activity.

During your ATM hour, you focus only on that activity.

Organize your week before your Monday starts.

Being consistent with your activities will be the single greatest driver for your business.

Don’t get tripped up doing activities that have a low percentage of growth potential.

Show Links:

Strategy Call: www.NLStrategyCall.com

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/

View Details

On this episode Shane and Sean talk about how the divide and conquer strategy is critical for your growth. They also break down how to delegate your duties, setting expectations, and how to set up your first critical hire.

1:30 The divide and conquer conversation

6:30 Delegation

10:05 Your first hire

14:45 Don’t compare yourself to others

18:00 Set expectations and upsell your staff

Quotes:

“Right now is a great time to reset the talent on your team.”

“Your first hire should always be a loan partner.”

“You have to know what your specific value proposition is before you hire help.”

“Where you are at in your business is going to be different than anyone else.”

Key Takeaways:

Balanced loan officers are not built to do everything in the process.

If you have to over engineer your systems and processes to catch your team from making mistakes, you have the wrong team members.

There is a lot of talent our there that can help you grow your business.

Now is the perfect time to build the business that you want.

Never talk bad about any person who your customers or partners will have contact with. It will set them up for failure.

Show Links:

Strategy Call: www.NLStrategyCall.com

Free download: https://vflinks.typeform.com/episode151

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/

View Details

On this episode Kellen and KT talk about why it is critical to know your numbers in this business. The guys also discuss how to calculate your worth so that you can invest your time in money making activities and grow a successful business.

2:00 Knowing your numbers

4:55 Planning to get to your number

9:18 Executing on your plan

14:00 Finding out what your worth

20:37 It is hard to get out of your business

Quotes:

"If you understand this business, you can have a wildly successful and long career as a loan officer."

"The number one answer I get from Loan Officers when talking about how much money they want to make is one hundred thousand dollars."

"If you're starting at zero, that's ok. It will take you about 90 days of being consistent and focused on your actions that matter, to start seeing results."

"Hope is not a strategy."

"When you know how much you are worth per hour, you start to see what you should be spending your time on."

"The common denominator between the Loan Officers that make 300-500 an hour is that they have help."

"You have to ask yourself, is what I'm doing right now the best use of my time?"

Key Takeaways:

Knowing your numbers is one of the most important details that you have to pay attention to.

It is important for loan officers to have clarity on what their goals are before they really get going with building their business.

Having a goal is meaningless if you don't have a plan to get there.

Being a loan officer is a long-game play. You have to be willing to put in the work.

If you don't know what you are worth per hour, then it will be hard to make more money by working less.

Don't have limiting beliefs as they will 100% limit your chance of success.

Show Links:

Strategy Call: www.NLStrategyCall.com

Free Download: Annual Goal Workshet

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/

View Details

On this episode Shane and Sean talk about how to get a true ROI from being focused on what matters. The guys also talk about activity tracking, being able to adjust, and being focused to work on your business.

2:00 Activity Tracking

4:25 Focused actions

8:25 You have to adjust

12:20 Return on time investment

16:43 Think as a business owner

Quotes:

“In order to understand where you want to get to, you have to know what you are doing with your day right now.”

“How much of your day are you spending working on the actions that matter most?”

“When I track my time and look at those days compared to when I don’t, there is a lot less waste.”

“It is really important to know what you are worth per hour.”

“Your goal is where can you get the biggest return on your investment of time.”

Key Takeaways:

You need to be honest with yourself in how well and productive you are with your day.

Great book recommendation: Run Like Clockwork

To be efficient, you need to see how you can get the same results in the least amount of time.

Nothing stays the same. You have to able to adjust to the current conditions.

Figure out how to get more out of your day by removing waste.

In order to properly value your time, you have to know what your time is worth.

Show Links:

Strategy Call: www.NLStrategyCall.com

Free download: https://rebrand.ly/8020

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/

View Details

On this episode Shane and Kellen discuss the secret to getting google reviews from your customers. The guys also talk about the business that is generated from online reviews and how to stay on top of the customer’s mind.

1:20 Magic Window

4:45 Review strategies

8:55 Intentionality with reviews

14:00 Don’t fight the roller coaster

17:33 Recap

Quotes:

“Yes, the industry is changing, but there is money to be made.”

“We closed half a dozen deals this year just from our reviews.”

“We are going to ask for feedback while they still need us.”

“Once that deal is closed, the last thing on the customer’s mind is the mortgage lender.”

Key Takeaways:

No matter the market conditions there are always to opportunities for your business to make money.

Pick the right time to ask for your feedback/reviews from your partners and customers.

The number one focus for reviews should be Google.

Building out your google reviews will be a FREE lead generator.

Work to create a 5 diamond experience.

Reviews will create organic traffic to help you provide leads to your agents.

Show Links:

Free download: https://rebrand.ly/nlp-freevideoclass

Strategy Call: www.NLStrategyCall.com

LO Lifeline Event: https://nextlevello.com/loan-officer-lifeline/

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/

View Details

On this episode Sean Z and Kellen discuss the actionable tactics that you will take away from the LO Lifeline virtual event. The guys also talk about getting out of your own way and be real with where you are.

1:30 LO Lifeline

3:25 Negativity kills

5:15 Change your perspective

7:48 Positive actions

12:53 It is easy to find excuses

15:00 Actionable tactics

20:00 You have to do the work

Quotes:

“What you focus on, multiplies.”

“It is very easy right now to have some self doubt.”

“As a loan officer, are you going to adjust or are you going to stick your head in the sand.”

“We are focused on a lot of crap that we can’t control.”

“I can control my daily activities, my Actions That Matter.”

“Don’t be disappointed in the results you didn’t get, in the work you didn’t do.”

“Make a choice to have a great day or don’t. It is your choice.”

“You must do the work required to get the results desired.”

Key Takeaways:

LO Lifeline - $47 - 100% of the proceeds donated to America’s Mighty Warriors.

Are you paying attention when you have conversations with the people in your life.

It is very easy to look at all the negativity in the world and apply that to your business. Do the opposite instead!

We focus on what we can’t control instead of what we can control.

Focus on your ATMs and your business will see the benefit.

Don’t complain if you are not willing to put in the work.

The work you do today will set up your next 6 months.

Show Links:

Strategy Call: www.NLStrategyCall.com

LO Lifeline Event: https://nextlevello.com/loan-officer-lifeline/

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/

View Details

On this episode Alba Lizarraga joins Sean and Kellen to talk about how she balances being a local originator in two different states. Alba shares how covid shaped her pivot in her business and talks about how to be successful in originating for two very different locations.

2:55 Intro to Alba

6:30 Multi-state lending

12:00 Originating in a new market

19:35 intentional effort

Quotes:

“We have to love who we work with.”

“If you’re fluent in another language there is a huge opportunity in the midwest.”

“2022 is the most important year to stay in your flow.”

“One of the things I love most about Next Level is all the different coaches that bring something different.”

Key Takeaways:

You have to be willing to travel to if you really want to be a local, multi-state originator.

When circumstances not under your control give you a different market, you have to find your own way to adapt.

You don’t have to chase agents if you work to attract the right ones.

You move to a new market, look for the opportunities that your competition gives you by doing what they won’t do.

Show Links:

Strategy Call: www.NLStrategyCall.com

LO Lifeline Event: www.LOLifeline.com

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/

View Details

On this episode Jerry Merrick joins KT and Kellen to discuss how he community, education, and growth drives his business. Jerry also discusses how he differentiates himself in his market, and how his team has enabled him to get out of his own way.

2:30 Intro to Jerry

4:40 Building a business

9:05 Working on structure

14:05 Rainmaker for the team

19:00 Next Level difference

Quotes:

“Next Level has given me an opportunity to create a growth strategy for myself.”

“I do loans that differentiates me from the market."

“Mortgages aren’t sexy, but they are essential.”

“Our mantra is community, education, and growth.”

“You have to find a way to differentiate yourself from every loan officer in your market.”

Key Takeaways:

Focusing on a niche can help you separate yourself from your competition.

Try to stay away from the extremes of a one person band and a jack of all trades.

You have to get out of your own way or you will be running in place.

Know your customer, before you know your business. Have clarity.

Show Links:

Strategy Call: www.NLStrategyCall.com

LO Lifeline Event: https://nextlevello.com/loan-officer-lifeline/

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/

View Details

On this episode, Arthur Miguez joins KT and Kellen to talk about how he has managed to grow his business in a down market. Arthur also talks about how he got started and what he focuses on to help him stand out.

3:00 Intro to Arthur

9:15 What actions allow you to be up in production

13:52 Advice to stuck LOs

19:20 Challenges of creating processes

Quotes:

“Being an assistant was probably the best thing that ever happened to me, because it allowed me to speed up my learning curve.”

“My biggest challenge wasn’t getting the business, it was managing my pipeline.”

“Above all, you have to believe in yourself.”

“I have been extremely blessed to have had amazing people around me.”

Key Takeaways:

As you look to grow a loan officer, think about making them an assistant first so that they can learn the business.

Confidence sells. Show your customers and partners that you are confident in your ability.

Spending the time on your education is always a good investment as it will put you a cut above.

Surround yourself with the best people you can find and you will learn how to be great.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our

View Details

On this episode Ravi Patel joins Sean and Kellen to talk about why he has no fear in a down market. Ravi also discusses how he is doubling down on his activities to grab market share, why being consistent is key, and to why approaching each day with a sense of purpose is always a winning strategy.

1:50 Intro to Ravi

4:40 Double down and gain market share

6:30 What are you doing different this year

9:20 Making a name by being consistent

14:35 Team dynamics

19:00 Power of Next Level

Quotes:

“Our mentality and focus is to double down on everything. It is all about gaining market share.”

“You can’t let the negativity get in between your ears.”

“The conversations are different this year. Now we are talking about appraisal gaps and waving contingencies, not about rate.”

“I didn’t know anyone, so I set out to make sure everyone knew about me.”

“Wake up and have a purposeful day.”

“Courage and cowardice are both contagious.”

Key Takeaways:

Being fearful of the market will end up hurting your business.

Lean into the negativity with a positive mindset and that is how you will grab market share.

Easiest thing you can do is be an educator with your clients and agents. Have the tough conversations up front.

Doing happy hours aren’t anything new, but the way you do them makes all the difference.

You have to understand that you are running a business.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Demar Chapman joins Kellen and Sean to talk about how he has built a business that allows him to travel. Demar also discusses his niche of working with Real Estate investors and how that has allowed him to thrive in the downturn.

2:25 Intro to Demar

6:45 Working with Real Estate investors

9:00 Traveling lifestyle

13:00 Building relationships

18:30 Take the time to enjoy life

Quotes:

“It was nice to be able to walk down and get fresh seafood right out of the ocean.”

“The downfall of traveling is I don’t get to meet with my clients in person as much as I used to.”

“What I consider a loyal client, is someone who does 5 loans with me a year.”

Key Takeaways:

When you go all-in on a niche, you have less competition and will find your business can weather market storms.

Build a business that allows you to be remote, you can work from anywhere which allows you to be flexible with your travel.

When you build a loyal client base, you don’t have to fight for referrals.

Showing appreciation is always a winning strategy.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Frazier joins Sean Z and Kellen to talk about all the opportunities for business that loan officers have in the current market. Frazier also talks about his new role inside next level, how the community was built for this market, and why this isn’t your daddy’s mortgage industry any more.

1:45 Frazier's nnouncement

7:30 The power is in the group

13:45 This is different

16:15 Committing to the process

19:40 Power 90

Quotes:

“Next level is a like a real-time dynamic playbook for LOs that gets updated every day.”

“The power of our community is due to the collective expertise of our members.”

“I love times like these because of the opportunities that a market like this provides.”

“This isn’t your daddy’s mortgage industry anymore.”

“Business is always done in every market, the difference is who is doing the business.”

Key Takeaways:

Learning from an active mortgage pro will make all the difference in how you can approach your business.

If you take what you learn and execute, you will be able to get business than you wouldn’t normally get.

These times are different and you need to be different in kind.

Actions that matter is not just a saying, it is the foundation for success if you execute.

Don’t waste the opportunity to learn from those that know how to win in any market.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode we feature a new series that we call The Pitch. When we see a new offering to the industry that we feel is noteworthy, we invite the providers on to pitch their product.

For this episode, Jamie Ackerman of Keep U Current, joins Sean Z and KT to discuss how her service can help LOs provide a post closing red carpet experience to their clients.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

Contact Jamie: jamie.a@keepucurrent.com

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode, Kellen, Sean, and KT recap all the amazing content that happened at the recent Las Vegas mastermind. The fellas talk about what they learned from the top REALTOR panel, how the community helps each other, and how the mastermind will help Next Level members succeed in 2022.

1:25 Mastermind mindset

4:55 Importance of having a community

7:00 Realtor panel

12:15 True value

14:33 Find your tribe

Quotes:

“There was no fear in that room this weekend.”

“We have to take what the market gives us, good and bad.”

“It was great to hear our members say that this was exactly what they need to hear, in order to succeed in this market.”

“I promise you that there are 100 of our loan officers, that are implementing what they learned this past weekend.”

“The last thing agents want on a Monday is a bunch of loan officers calling them to talk about nothing.”

Key Takeaways:

If you know the exact strategies to focus on in your business, you can win in this market.

Sitting still with the status quo will not help you succeed in 2022.

Don’t try to attack this business by yourself. Lean into someone that has done this before.

This isn’t a one size fits all industry. You have to have a different approach to each one of your agents.

You don’t have to be great at everything. Just be really good at a few simple things.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Steve Austin joins Kellen to talk about his simple strategy for overcoming objections. Steve also discusses going the distance for his customers, transitioning to the new market, and how education above all is paramount.

2:50 Going the distance for the consumer

8:30 Asking questions

12:15 Education above all

16:20 Transitioning to the new market

Quotes:

“My first question to the consumer is asking them what they are trying to accomplish.”

“It is really powerful to ask that second question.”

“You can’t sell your stock today for what it is worth yesterday. Things are more expensive today.”

“People look at a loan and thinking they are paying that for 30yrs, but we all know that won’t likely be the case.”

Key Takeaways:

There is a lot of an opportunity in taking business from uneducated loan officers.

It is ok if you don’t know the answer as long as you have a plan to find out what the answer is.

You can often overcome challenges and objections, by simply asking questions.

Focus on the payment and affordability, as opposed to rate.

Keeping the client informed is never a bad thing.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode, Julie Poulin and Jhanae Laplante join Sean to talk about how they created their team to divide and conquer in their business. Julie & Jhanae also go in-depth about their systems, their processes, and the tools they use to create deep partnerships with their agents.

1:45 Intro to Julie & Jhanae

3:45 Divide and conquer with a team

13:30 Team dynamic

17:10 Nurturing agents

21:30 Goals and accountability

26:10 Be proactive with clients and agents

Quotes:

“The way I built my business was through know, like, and trust.” Julie

“Where Next Level was huge for me was focusing on divide and conquer with building a team.” Julie

“Don’t be paralyzed by the market” Julie

“When it comes to the agent relationship, I focus on educating and advising.” Jhanae

“SimpleNexus is our number one tool that is money.” Julie

“We decided that we wanted to find the right group of agents that we can nurture and build a great partnership with.” Julie

Key Takeaways:

If you don’t want to adapt to change, you will lose business to those that do.

Messaging is important. Sometimes saying the same thing, but in a different way, will yield the results you want.

Use the lull in business to improve your system and processes.

When building a team it is best to have a mix of strong and weak where you can fill in the gaps.

When you use the tools right good things will happen in your business.

When you have a team you have to be crystal clear on everyone’s roles.

Find the right agents that will be a partner with your team.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode, Sunnie Baltes joins Kellen and Sean to talk about how she has turned her ATMs into small steps to achieve big results. Sunnie talks about how she structures her actions that matter to focus money making activities, actions she is good at, and tasks that she enjoys doing.

3:05 Sunnie’s actions that matter

10:00 Sharing the results

14:15 Power 90

Quotes:

“My ATM rules are simple. Is it a money making activity, is it something we are good at, and it is something we like to do.”

“After my Power 90 is up, I will have a blueprint on what went right and what went wrong.”

“I always told myself that I was busy, and there is no beauty in busy.”

“Small steps can and will lead you to greatness.”

“I am focused on what I have and what I want to build.”

Key Takeaways:

Spending time on brand recognition is paramount if you want be known in your market.

Your ATMs will be easier to execute if you build rules around them.

Small wins will lead to a larger success.

There is zero value on focusing on what you don’t have or what you wish you had.

Do not let fear drive your actions.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Scott Webster joins Sean Z to discuss how he focuses on strengthening his business by using the tools he has as opposed to going after shiny objects. Scott also talks about his ATMs and how it is better to go all-in with the agents you have as opposed to focusing your time on new relationships.

1:45 Intro to Scott

5:11 Important tools

8:40 Scaling your business

14:30 Take time to shore up your model

17:18 2022 focus

Quotes:

“Everything that happens in my life, I feel there is something to learn from it and a reason that it happened.”

“Homebot has been an absolute game changer for me.”

“Instead of creating new agent relationships, I chose to create deeper relationships with the agents I already worked with.

“Take the time right now to strengthen other areas of your business.”

“The biggest benefit I have gotten from Next Level is the community.”

Key Takeaways:

Turn every challenge in your business into a learning experience.

Tools without execution are just wasted expenses and loss of potential revenue.

Don’t sacrifice your current agent relationships by going after new agent relationships.

If you are going to be a part of a community, make sure you take the time to learn.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

Matt Brady joins Sean Zalmanoff to talk about executing on what he learns to build a process that creates business for him for the future. As a new loan officer, Matt also talks about his ATMs and tools that he uses to compete with seasoned LOs.

2:10 Intro to Matt

9:00 Matt’s actions that matter

11:20 Abundance mindset

14:35 Can’t be an order taker

17:30 Educating your clients

21:45 Agent scripts

Quotes:

“My best advice to new LOs is, don’t be afraid to talk to REALTORS.”

“You don’t want to build your entire business on doing refis.”

“The work you do today, lays the foundation for business 2-3 months out.”

“You cannot be an order taker anymore.”

Key Takeaways:

Everyone has a sphere of influence, don’t forget to utilize yours for business opportunities.

Take time to know your products and guidelines to stand out.

Coming up with a simple point system to create a process of success.

Coaching doesn’t matter if you don’t execute on what you learn.

Educating your clients will never go out of style

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Rebecca Foote joins Sean and KT to discuss how her purchase business has skyrocketed due to her focus on education. Rebecca also talks about her business model, YouTube strategy, and her advantage in the market by being a member of Next Level.

2:10 Intro Rebecca

7:54 The baseball card

12:00 Using education to grow

17:12 Youtube strategy

18:15 Team makeup

22:00 Next Level advantage

Quotes:

“Why I love Next Level is that I get to brainstorm with other people that I would normally not get to talk to.”

“I know originators who did 100 million in volume, but didn’t really make a lot of money. You have to run a business that is profitable.”

“I am a big fan on training, so I have creative private strategy sessions for my agents.”

“My leads have skyrocketed the past couple months on purchases, because of my focus on education.”

Key Takeaways:

Not every model is for everyone. You have to find one that works best for you.

You need to be able to be profitable no matter what model you choose.

Focusing on education is always a winning strategy. It goes to humanizing the process.

A lot of people are not investing in giving value to agents in regards to education and helping them grow.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Stephanie Donnell joins KT and Sean to talk about being thrown into the mix of being a Loan Officer after being an LOA. Stephanie also discusses how she took what she knew from other LOs to invest in her business Day 1, joining Next Level and building a relationship focused business.

3:00 Intro to Stephanie

8:30 zero to 32 million

12:45 Investment mindset

15:40 Joining Next Level

20:00 2022 Goals

Quotes:

“I just realized the business I wanted to have was relationship based.”

“I am very nerdy when it comes to real estate and mortgage news.”

“Day 1, I invested in a CRM, Mortgage Coach, and MBS Highway.”

“A lot of coaching programs want to create 100million dollar producers, where as Next Level allows you to become who you want to become.”

“It is amazing to see how little small tweaks can make such a huge difference in your business.”

Key Takeaways:

Work with people who you like and focus on the relationships.

Marketing is one thing, but you need to have the systems and processes dialed in.

Educating agents and consumers with modern tech is how you compete against big tech lenders.

Educate yourself to be an expert in your business. CMA is a good way to go.

If you do coaching make sure you invest your time into getting value of what you are paying for.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Daniel De La Torre joins Kellen and Sean to talk about his growth from doing 1 loan in 2015 to 115 in 2021. Daniel discusses the importance of proactive communication, the value of having a loan partner, and how coaching makes your growth easier.

2:20 Intro to Daniel

5:05 Daniel’s ATMs

9:45 Value of a loan partner

14:30 Proactive communication

Quotes:

“Communication is key, as we tend to play defense rather than offense.”

“You have to start with a mindset change from doing it all yourself to be ok with having a loan partner help you.”

“One piece of advice is to get an utilize your CRM.”

Key Takeaways:

Proactive communication allows your team to not get pulled away from the task at hand.

Having a loan partner allows you to do more deals without having to sacrifice quality.

Not being able to give up control will hold you back.

Large or small, you need to always acknowledge messages you receive.

Great book is The Ideal Team Player.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

Patrick O'Brien, CEO of LenderLogix joins Kellen to talk about the importance of keeping customers in your ecosystem. Patrick also discusses about how the right technology allows you to have balance in your business.

2:40 QuickQual Tool

9:02 Buying back time

12:05 Owning the ecosystem

16:00 Multi-state prequals

Quotes:

“QuickQual came from trying to make a better and easier experience for loan officers, agents, and consumers.”

“If you commit to your partners that you are available 24x7, then you won’t be able to scale your business.”

“You have the borrower now in your ecosystem and not other competitors.”

Key Takeaways:

QuickQual allows you more freedom and balance in your life.

Technology should make you more effective and not replace what makes you a great LO.

Being available 24x7 will end up hurting your business and not help it.

Don’t allow your consumers to go to others and risk losing their attention, and possibly their business.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode, KT and Kellen talk about creating a rock solid client experience that will generate more referral business. The guys also discuss their playbook on how they great stickiness with their agents and customers.

2:10 Creating a great client experience

12:00 Weekly updates

15:25 Banking equity

Quotes:

“Loan officers usually either have a traffic problem or an operational problem.”

“We like to wait until 10 days after closing before giving a client appreciation gift.”

“One of the biggest challenges for agents are lenders who don’t pick up their phone.”

“When you leave your clients with a truly great experience, they will refer business if you stay in front of them.”

Key Takeaways:

A lot of loan officers like to hide from tough conversations, that is your opportunity.

Create a process that allows you to use sticky points so that you can differentiate yourself.

Ask for reviews when you are CTC’d as oppose to when the loan closes.

Make sure you are staying in touch with your pre-approved borrowers with a weekly phone call.

Every happy client is a potential sales rep for your business.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this final episode of 2021, Jason Frazier joins Kellen Vaughn to talk about the mindset of a mortgage difference maker. The guys also discuss the recent Next Level Mastermind in Dallas along with the ONE thing that Loan Officers should start doing today that will reap rewards tomorrow.

3:30 Consumer First Mindset

5:40 Be a difference maker

11:50 Building blueprints

16:50 Number one opportunity

Quotes:

“You can help everyone!”

“It is time to break down the barriers of thinking that sales is different than marketing.”

“The consumer journey is no longer linear.”

“This work isn’t easy. If you’re in this business for legacy, it is going to be hard work.”

“Once you understand where your expertise is and where you can help the most people, you triple down on that blueprint.”

“The greatest opportunity for loan officers right now is Youtube.”

Key Takeaways:

A loan officer getting to the consumer first is beneficial for everyone, including the agent.

Build a strong referral network so you can help as many people as possible, even if you are helping them to go somewhere else.

Sales, marketing, being an advisor, and education is all the SAME.

The more you understand about your ideal customer, the easier your marketing is and the better your conversions will be.

Don’t market to consumers that you don’t have expertise in helping.

Stop doing content that consumers don’t care about.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Shane, Sean, Kellen, and Kenneth discuss the things in your business that will take you from good to great. The coaches also discuss focusing on appreciation is always a good thing and how adaptability will be your superpower in 2022.

2:00 The mastermind

4:15 The one thing

8:30 Appreciation

11:00 Complexity hurts business

14:50 Refining your staff

16:00 You have to be able to adapt

Quotes:

“Too many people are spending 2020 money without focusing on what makes them successful.”

“The key is to appreciate people all of the time.”

“The enemy of great is good and the enemy of execution is complexity.”

“You have to be adapting and preparing for change.”

Key Takeaways:

End-of-the-year masterminds are a great way to hit reset and get focused on the new year.

Make sure appreciation is at the top of the list for your business development strategy.

Being a giver with your team can lead to people taking advantage of it which will affect your culture.

When running a team, you need to make sure you have the right people in the right job doing the right things at the right time.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

Veteran mortgage pro Jill Underwood joins Kellen Vaughn to discuss how she focuses on the value of her relationships as it relates to her business. Jill also discusses her process of working her database and how being personal creates loyalty with her clients.

2:05 Intro to Jill

6:25 Jill’s baseball card

10:30 Working your database

17:00 Talking to past clients

Quotes:

“I learned very early in this business, the value of relationships.”

“The one thing every LO has to learn is how to take time off and walk away.”

“35% of my business comes from my past clients and their referrals.”

“When you show that you really care, your client will stay with you and not shop around.”
“Our world needs more love and that is my skillset.”

Key Takeaways:

You have to find time for yourself and be able to be away from your business.

You need to be consistent with reaching out to your database.

You absolutely should work your database, but your focus should be on your raving fans.

Showing that you care means going beyond their financial situation and being personal.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Todd Reynolds Sean and Shane to talk about how investing during the good times in the industry will set up success during the tough times. Todd also talks about the importance of long-term relationships and being a good business partner.

1:30 Todd’s baseball card

2:55 Advice for younger LOs

5:25 Not sleeping on the relationships

10:15 Making investments in your business

14:00 Thrive and survive

19:25 Being a business partner

Quotes:

“It took me 8 or 9 years to get to the corp office and 2 years to get out of it.”

“Last year proved that if you had the database systems in place, you didn’t lose touch of your relationships.”

“The things you need when times are good ,are the same things that will get you through when times are tough.”

“We made a decision to shift from being just another good mortgage company to being a great business partner.”

Key Takeaways:

On a top 5 list, relationships are numbers 1-5.

Relationships are key. You will move around in your career and you don’t want to have to start over every 3 years.

Don’t make the mistake of regretting not making investments in your business.

When you take strategic control of your business, you won’t fall into the blame game.

The tools that help you thrive in good markets, will help you survive in tough markets.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

Mike Cuevas joins Shane Kidwell to talk about future-proofing your business by building a strong personal brand. Mike discusses where the opportunities are, why not marketing is a death sentence, and how leaning into who you are will attract business.

1:50 Is your brand a difference-maker?

4:25 Understanding your audience

6:50 Best practices for marketing

8:25 Personal brand building

14:45 Future-proofing your brand

18:30 Authenticity wins

22:00 Competing with the big box lenders

24:20 Marketing and advertising

Quotes:

“You have to ask yourself. What really makes someone hire you?”

“Personal brand is the future of our business.”

“Branding is all about communication, period.”

“The best part about building your personal brand is that every single person has one.”

“Your brand is who you are.”

“Are you building a future-proof brand?”

Key Takeaways:

People hire you for how you do, not what you do.

If you don’t focus on a personal brand, you will be out of business.

You must educate your audience in the way and on the platforms that is best for them.

Branding is how you communicate and how your message is related to other people.

A great personal brand will organically attract the people you want to do business with.

Consistent communication to your audience over time is how you build a personal brand for your business.

Creating a great brand is about leaning into who you are.

Major lenders will never be able to create a personal brand, that is your opportunity.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Sean, Shane, Kellen, and KT give you the blueprint to measuring referral partner success. The coaches discuss metrics, marketing, finding the right fit, and finding the true value of a relationship.

2:15 Referral partners metrics

12:00 Knowing your audience

18:20 Agent marketing

22:05 Partnering with the right agent

25:00 Middle tier agents

Quotes:

“This year we need to work to get 2 years better.”

“At the end of the day, I want to work with people who align with my business.”

“Spend time with your ALL-IN relationships.”

“Loan Officers over market to agents all the time, when less is more.”

“Following agents on Social Media is a great way to find the ones you want to work with and what matters to them.”

“The most important thing that Loan Officers can do is work with agents who will respect you.”

Key Takeaways:

You need to measure your referral partner metrics and rank them accordingly.

Ask yourself what you want in a new referral partnership outside of just production.

A low amount of good relationships are better than a high amount of bad relationships. Not every agent is a good fit!

You don’t need to focus on the “A-List” agents to build a successful business relationship.

Ask yourself what the value of the relationship allows you to do in your business or personal life.

Appraisers and title reps are great sources to find the RIGHT agents.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode, Frazier joins Sean Zalmanoff to talk about being on a mission of relevancy for the mortgage industry. Frazier and Sean also discuss AIME's recent event, marketing strategies, being a tech-enhanced loan officer, and the massive opportunities that loan officers have in front of them.

1:15 Intro to Frazier

2:30 The mission of relevancy

5:15 AIME and Fuse recap

12:00 Power 90

13:40 Marketing strategies

21:00 Using tech wisely

25:00 This is your time

Quotes:

“We want this business to endure and not be taken over by the headset jockeys.”

“Advisors in this industry understand that one size fits all does not exist in our industry.”

“AIME is about leveling up the entire mortgage broker community.”

“The opportunity lies with LOs who can bridge the gap efficiently between the offline and online COVID world.”

“The more that you’re omnipresent, the better opportunity you have at conversion.”

“This next decade is going to be won by the experts.”

“Now is the best time ever to be in the mortgage industry because there is so much opportunity.”

Key Takeaways:

Technology needs to be a tool to enhance the modern LO, not replace them.

The LOs need to have a focus on being relevant to the modern consumer or risk being forgotten.

Mortgage events that don’t include everyday professionals will eventually fade into obscurity.

2020 was a unicorn event and you cannot base your business strategy on how you did business.

The consumer journey is not linear and you have to adjust your messaging to be where they are.

Awareness is always your first marketing step.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

Know your worth! On this episode, Shane, Sean, and Kellen talk about Power 90 and how it will shape your life and business for the better. The guys discuss why focusing on actions that matter, will allow you freedom, give you less stress, and allow you to take your origination to the next level.

2:00 Power 90

3:30 Prepare for the week

7:40 Don’t cheat on your calendar

10:05 Actions that matter

17:05 Market share

18:00 Working on your business

Quotes:

“Most loan officers don’t prepare for their week, they fall into their week.”

“If you don’t know what your worth per hour is, then you are probably underpaying yourself.”

“You need to ask yourself what proactive activities have you done to move the needle forward in your business.”

“In the mortgage world, the name of the game is market share.”

“The Loan Officer with the most friends and creates the best relationships, makes the most money.”

Key Takeaways:

In Power 90 the goal is to have a strategic thought process in how you prepare for your week.

If you don’t understand your worth you will not know what tasks you can delegate and offload.

Being a proactive loan officer will always get you farther quicker, than being a reactive loan officer.

As long as you have a solid team, it doesn’t matter who does your actions items.

Checking in once a week as a “stress check” allows you to help with creating a great experience.

If you are a one man band, your first hire shouldn’t be marketing it should be someone that gets you out of non-money-making activities

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Ashley Courville joins KT and Kellen to talk about the importance knowing who you want to be in the mortgage business. Ashely also talks about changing models, scaling her business for success, and creating the woman’s group inside of Next Level.

2:15 Intro to Ashley

5:15 Team dynamics

9:00 Scaling success

14:55 Changing business models

17:33 Not being all things to all people

21:40 Women’s mortgage group

Quotes

“My number one goal this year was to grow my business 30% while working 30 hours a week.”

“Before I joined Next Level, I was an average loan officer, working 60 hours a week.”

“I get to live my life the way I want, because my team got real efficient with what we do."

“Why would I want to chase a client that isn’t a fit for the way I do business.”

“You have to have tough conversations with agents. Not everyone should own a house.”

“Work-life balance is very different for women in mortgage than men.”

Takeaways

If you’re working too much, you need to invest in your business so you can work less.

If you want to grow your business without killing yourself with your time, you need to invest in a team.

Double down on communication and let your clients and partners tell you when it is too much.

You need to be able to define who you want to work with and the clients you want to work for. You have to say no so that you can say yes to the right people.

Go after business that fits your system. Know who you are and who you are not.

If you are a woman with kids, your life looks very different on a daily basis compared to most men in this industry.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Justin Kautz joins Kellen to talk about the Next Level Loan Officer Playbook. Justin talks about how the playbook allows him to manage his day, track leads, and make sure business opportunities do not go to waste.

2:45 Intro to Justin

4:35 Using the Playbook

7:00 Power of planning

9:55 Lead tracking

13:00 Managing sales activities

19:10 Biggest change in your business

Quotes:

“If you don’t plan to run the day, the day will run you.”

“Most loan officers spend less than 15 minutes a week focusing on money making activities.”

“We built this playbook specifically around the needs we hear from loan officers during our coaching.”

“I make sure to keep track of my circle so I know who drives traffic and where my business is coming from.”

“Every lead counts, so don’t let them fall through the cracks.”

Key Takeaways:

Using the planner helps you plan your day efficiently and be more productive.

If you don’t have a clearly defined plan on how you are going to run your day, you can fall into the trap of being reactive.

If you’re not tracking your leads efficiently, you are simply throwing time and money away.

Keeping track of the channels that drive business allows you to level up to see maximum gains.

You work hard to drive traffic and cultivate business. Don’t let your hard work go to waste or to other lenders because you weren’t managing your business effectively.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode, Ryan Riddle joins Sean Z to discuss how he started from nothing to doing over a 100million in production. Ryan also talks about how planting seeds early and often allowed him to recruit well and create solid referral relationships over time.

1:12 Intro to Ryan

10:00 Growing production and recruiting

13:40 Agent relationships

17:20 Bringing value and coaching

Quotes:

“I didn’t want to be the average age of a Loan Officer at 55, doing my three loans a month to just bring home a paycheck.”

“When you are recruiting you have to decide if you are just trying to fill a seat or bring value to that seat.”

“I am nobody special. I barely made it through high school, I don’t have a degree, I wanted to create something special.”

“This business isn’t worth it, to just scrape along.”

Key Takeaways:

We all have the same 24 hours in a day, it is what you do with it that matters.

When you are just starting out, having an amazing work ethic can balance out your lack of knowledge.

Growing your business takes time, so you should be planting seeds every day.

Your potential for growth is maximized when you create layers to your business. Don’t be afraid to take risks.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode, Shane talks about the tools he uses to give him balance and increase his dollars per hour. Shane also invites Patrick O’Brien of LenderLogix to talk about how his suite of tools helps MLOs increase time and profit.

2:15 Intro to Patrick

5:50 Quick Qual

9:30 Getting more time

14:30 Lenderlogix tools

17:30 Final thoughts

Quotes:

“Simplicity equals profitability.”

“At the end of the day, time and profit are two of the most important things in our business.”

“The people that will have longevity in this business, will have balance in their life.”

“One of the goals of Next Level is to increase your dollar per hour.”

Key Takeaways:

Most mainstream mortgage technology is not great.

The Quick Qual tool allows you to have more freedom in your life by empowering your borrowers to make changes.

Don’t spend time on reactive tasks that don’t make you any real money.

You need solid tools because the arm race for staff is not sustainable.

You want to keep borrowers in your ecosystem by giving them any tools they could possibly need.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode David Luna of MEC sits with Sean and Kellen to discuss how the Wells Fargo Personal Line of Credit news can impact your borrowers. David also discusses the market outlook and the opportunities that Loan Officers have in front of them right now.

2:30 Market outlook

5:35 Wells Fargo Personal Line of Credit

12:32 MEC

Quotes:

“Wells Fargo’s closure of personal line of credit could hit people’s credit scores by 50 to 60 points.”

“The industry needs to be more proactive with the fallout of Wells Fargo’s closure of personal lines of credit.”

“In 2023 you will need to fasten your seatbelts because it is going to be a crazy year in the market.”

Key Takeaways:

Rates are likely to be lower going into the fall.

Pay attention to borrowers who have a Wells Fargo personal line of credit, as credit scores and DTI will be affected.

Take this opportunity to become an expert on the Wells Fargo news to advise your clients.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode John Picinic joins Kellen to talk about the importance of taking time off. John talks about how you will only can take quality time off if you have a team to support you.

3:30 Freeing up time

9:00 Supporting your business while you’re gone

12:00 Downside of taking time off

15:00 Enjoying the future

Quotes:

“You find out who your real referral partners are, when you take time away with your family.”

“At the end of the day, agents want their clients taken care of and the loan closed on time.”

“I always take full responsibility when things go wrong.”

Key Takeaways:

Email is a time suck and if you can delegate that you can operate at a higher level.

Building relationships with your referral partners is key to keeping them close.

If you want to take time off, you need to make sure your team communication is solid.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Tyler Hodgson joins Sean to talk about his journey from CPA to MLO. Tyler also discusses how investing in culture and yourself is crucial to your overall success.

3:00 Intro to Tyler

5:40 CPA to MLO

11:15 Importance of culture

13:35 Looking back

17:25 Looking forward

Quotes:

“When I started the company, I wanted to be able to give back to others and give back to my team.”

“I am driven to see others succeed and help others get success.”

“Hire sooner and volume will follow.”

Key Takeaways:

Your culture should be about helping others in some way, shape, or form.

You have to find that balance between growing too fast and too slow.

Building a team sooner rather than later is the key.

Always invest in your business when you have the means to do so.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Shawn Richard joins Kellen and Sean to talk about how he has built his business around creating an exceptional experience. Shawn goes into the importance of the client concierge position and how that plays a crucial role in creating a memorable brand that generates referrals.

2:33 Intro to Shawn

7:40 Customer service from the team

11:00 Client concierge

14:30 Creating an exceptional experience

19:20 The stats

Quotes:

“My first mistake was thinking that being a loan officer was easier than it was and not putting in the work.”

“It is rare these days that companies want to perform on a high level where people are compelled to come back and bring others.”

“I want to give great service, but honestly I want to create an exceptional experience.”

Key Takeaways:

Absorb knowledge from those who are better than you.

Be so good that people want to come back to you.

Buy back your time and create a great experience by hiring a client concierge.

Strive to create an experience where they remember you long after the transaction is done.

People appreciate good service, but they will always remember a great experience.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Sean talks with Scott Thompson about building a business that fits what you enjoy doing. Scott talks about his consumer direct focus along with scaling what he is good at.

3:00 Intro to Scott

8:00 Coaching

11:50 If you could go back..

16:00 Hiring

20:00 Online to the offline

Quotes:

“Everyone you hire is going to create revenue, one way or another.”

“You are going to make some bad hires.”

“At the end of 10 or 20 years, how much farther will you be if you ran 5 miles faster.”

“Do not ignore your buckets of business.”

Key takeaways

Your model has to make sense financially and for the betterment of your clients and partners.

Don’t be in a hurry to be a manager, because that is a role that is expendable.

Hire slow, fire fast.

Stop working blind. See your processes through on hiring and lead generation.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Kenneth, Shane, and Sean discuss what they would have different in their business after experiencing the last 12 months. The guys also talk about how doing the opposite of the competition will help you win business and grow market share.

1:47 Rewind 12 months

9:30 Being proactive

13:44 Opposite of the competition

Quotes:

“Hope is not a strategy. You have to have a plan in place.”

“When you need the staff, it is usually too late.”

“It is all about what can I do to increase market share.”

“In my market, if you act like everyone else, you are going to be trampled.”

Key takeaways

Learn a Next Level tactic that no one is using right now.

Sometimes you’re not as good as you think and tough times expose your weakness.

Don’t listen to Social Media about your market. You need to know your market inside and out

When you are not prepared you will lose money in this business.

You can gain market share by simply showing how you are adapting your business to the current market.

Being a contrarian is a risk but the reward will always be 10x greater.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode industry expert, Barry Habib, joins Kellen and Shane to discuss all the housing bubble talk. Barry also discusses housing supply, rate outlook, current state of the market, and how to be effective as a mortgage advisor by removing friction.

3:05 Housing bubble?

10:55 Rate outlook

17:10 Refi market

20:55 Non linear growth

26:00 Being effective

29:00 Certified Mortgage Advisor

Quotes:

“Prices increasing does not mean that there is a housing bubble.”

“Slower economic activity means lower pricing pressure.”

“We have to keep it in the back of our mind that low rate has to buy more debt, because prices have gone up.”

“You can bid over ask, but be careful because you can put yourself in an individual housing bubble.”

“You have to make your advice so much more valuable than the cost.”

“Alleviating points of friction creates an opportunity.”

“The key in sales is to be effective.”

Key takeaways

You have to understand context when talking about the housing market.

When you combine all the current factors it is hard fix the supply side.

As a mortgage advisor we have to understand the data to give our buyers an advantage.

Inflation drives interest rates.

Don’t be butt hurt if the rates are over three.

Be a great advisor and be honest with the client if they shouldn’t do it.

Shift your focus and achieve non linear growth by alleviating points of friction.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode the Next Level Coaches recap the recent Fort Lauderdale event. Sean, KT, Kellen, and Shane talk about their takeaways along with a focus on working on your business as opposed to in your business.

2:35 Sean recap

6:05 KT recap

8:45 Shane recap

11:15 Kellen recap

13:45 Leverage where you're important

Quotes:

“The fellowship at our events are the number one reason why I feel refreshed after one of our events.”

“We are here to teach strategies that help in today’s market.”

“What we get when we go to these events is we reset, we recharged, and we regroup.”

“It takes time, but if you have a team, then you can focus on the activities that make you money.”

Key takeaways

NLLO Events are about community and helping each other.

Having a large group of professionals sharing best information helps you rise above the mediocrity.

Cheap work isn’t good and good work isn’t cheap. Level up!

Having a mastermind is about having $50,000 conversations.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Brett May joins Kenneth to discuss how insurance can be a value add to your process. Kenneth will talk about having the right insurance partner opens more channels to provide value and create a seamless experience above what your competition does.

Quotes:

“If you’re giving them quality service and referring them to high level people, that makes you look a lot better.”

“We always get an insurance quote for our clients.”

“One of the worst things for a client is to end up with bad insurance.”

“Having a good insurance partner allows you to offer more savings other than rate.”

Key takeaways

Look at insurance as way to add value in your process by saving your clients more money.

Insurance is a relationship that you want to invest in.

When you partner with an agent you need to make them part of the loan process to create a seamless experience.

Insurance should be about education so that you clients are better informed to make the right decision.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Ryan Speltz joins Sean and Shane to talk about having a disciplined approach to growing your business. Ryan also discusses the advantages of using video and not getting caught up in the shiny object syndrome.

3:30 Intro to Ryan

10:30 Power of coaching

13:36 Adjusting to your situation

17:50 Video advantages

25:00 Final thoughts

Quotes:

“If you didn’t have a record year, you probably weren’t doing the right things.”

“I am not building a business for the next 20 minutes, I’m building it for the next 20 years.”

“If I set a plan, I know it is going to work.”

“Don’t get distracted by the shiny objects.”

Key takeaways

This year will separate winners and losers.

Learning is great, but executing is better!

Having a disciplined approach is key.

Your videos do not have to be over produced to be effective.

Don’t kid yourself. Investing in yourself is investing in your success.

Focus on doing small things well.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Kevin Ducey, President of Whiteboard CRM, joins Kellen and KT to talk about the value of CRMs. Kevin discusses the mistakes, challenges, and advantages when using a CRM along with how to make any CRM successful for your business.

5:00 CRM mistakes

10:30 Using your CRM

13:10 CRM advantages

18:15 Expectations

Quotes:

“When you move to a CRM you have to understand that it isn’t going to be easy.”

“If you don’t like the feel of your CRM, you probably won’t use it.”

“Your CRM will be a nice referral machine if you use it right.”

“When relating with a customer you are trying to build trust.”

“Every hour you spend in your CRM will save you tenfold on the backend.”

Key takeaways

CRM is about change, but you need to pick a CRM that fits your workflow.

If you are going to have a CRM you have to commit to using it.

You cannot properly or efficiently manage your database on a spreadsheet.

A good CRM can help you improve in three areas; pre-1003, in process communications, and post-funding marketing.

Your CRM will power an ultimate referral machine if you let it.

If you are not viewing your CRM as a cost and not an investment, that is a problem.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Shane, Kenneth, and Kellen give you a behind the scenes look at their upcoming NLLO Live event and mastermind. The guys also share some personal stories and the WHY behind what they do.

3:15 NLLO LIVE expectations

10:00 BTS of a mastermind

Quotes:

“Our mastermind is about growing your business from zero to hero.” - Shane

“You will walk out of our event with a different mindset of a Loan Officer.” - Kellen

“Loan Officers are our worst enemy.” - Kenneth

Key takeaways

NLLO Live is about removing the reactive mindset and giving you proactive strategies.

Attendees are part of the 1% of Loan Officers who want to grow their business.

Don’t create stories about your business that are not true

Our events are about giving you the right mindset to succeed in business and in your personal life.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode, Mike Cuevas The Real Estate Marketing Dude joins Sean to talk about playing big by creating a consistent brand. Mike also discusses how MLOs need to understand the difference between branding and marketing along with how to leverage it to beat the bigger players in your market.

2:00 Intro to Mike

4:00 Bad marketing is better than no marketing

8:30 How do you brand to be relevant

15:45 Attacking fintech

19:40 Be thought of first

Quotes:

“It is all about branding to show your differentiation in your local market.”

“People don’t care what you charge, they just care that the cost was justified.”

“Nobody is going to your website to review homes, they are going to your website to review you.”

“Video is a long-term game. You don’t know when your business is going to come, it is just going to come.”

“You have to become the Rolls Royce of your market.”

Key takeaways

It is better and more effective to attract business, than chase it.

Any type of marketing is better than NO marketing, but strive to do good marketing.

Stop trying to compete against billion dollar companies.

Video is the fastest way to get your face in front of people at scale.

Understanding the difference between branding and marketing is key.

Being consistent with your video helps you become more unforgettable than your competition.

Being a generalist will not help your brand, but having a niche will.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Jason Frazier joins Sean Zalmanoff to discuss how playing small can equal big results. Frazier also talks about value over price and why MLOs should stop selling the mortgage and start selling the dream.

3:30 Playing in the micro

10:00 2 dollar a day strategy

21:00 Complexity is the enemy of execution

Quotes:

“You are not going to win in the macro, but you can win in the micro.”

“If price over value becomes the narrative in our industry, then we will lose.”

“If you are a one loan loan officer, then you will be a one loan loan officer.”

“Stop selling the mortgage and start selling the dream.”

Key takeaways

If you are not leading on value then you have no choice but to lead on price.

Tech will not replace MLOs, but MLOs who use tech will replace those who don’t.

Consumers don’t care about mortgage, they only care about the house.

Most marketing is about interrupting patterns, so your content has to grab attention.

Links:

Next Level Loan Officers - https://nl.nextlevello.com/top-producer-huddle

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Shane Kidwell and Sean Zalmanoff talk about the stories originators tell themselves and how it shapes their business. The guys also discuss the journey through a scarcity or abundance mindset and how that decision is entirely up to you.

2:25 Focus on the mindset

9:00The story you tell yourself the most

15:00 Scarcity and abundance

Quotes:

“Things that you want are things that you do and if you really wanted it, you would do it.”

“The story you tell yourself the most is the story you believe the most.”

“If you are not becoming the person you want in business and in life, you can change that.”

“What if the story became that you are the least important member of your team?’

Key takeaways

Decisions and choice are entirely up to you and nobody else.

You shape your mindset with your decisions but don’t kid yourself on why the decision you did.

The story you tell yourself is the story you become.

If you don’t live in scarcity, your life will be full of abundance and prosperity.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Francie Martinez joins Kellen and Shane to talk about her transition from Real Estate to Lending. Francie also discusses the best practices and tactics to attract agents and build long-lasting relationships.

4:15 Intro to Francie

8:30 Agent to lender transition

15:35 Best advice to attract new referral relationships

27:00 What would you tell your younger self

Quotes:

“Good times and bad, there will always be Real Estate sold.”

“If you are serious about building a business, then you will do what needs to be done.”

“A lot of the value is in assurance and ease of process.”

“Get really clear with who you want to work with.”

“It is ok to ask for business.”

Key takeaways

When times are tough you HAVE to be good at what you do.

Don’t let your ego stop you from having success.

Willing to do the mechanical tasks in the beginning builds the path for you to focus on the important tasks later.

Agents and lenders timelines often do not match up so you need to understand your partners and what they do.

Getting a rescue deal is sometimes your only shot at getting to show your value.

Getting an agents attention is easier if you are putting well educated borrowers in the market.

Getting to new agents is a great source is because they are hungry and you can build loyalty.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Matt DeLuzio joins Kellen Vaughn to discuss the current threats to Loan Officers in 2021. Matt also discusses how he competes against builders, why knowledge is power, the importance of being an advisor, and how he keeps his referral partners happy.

2:19 Intro to Matt

4:15 What are the threats

6:45 Competing against builders

17:50 Staying in front of your referral partners

22:00 Rate and market quick take

Quotes:

“Inventory is low and probably will be for a long time.”

“How do you become an advisor? You have to have more information.”

“If we are serving people well, we will continually be referred.”

“Order takers are not going to advise and they are not going to do the math.”

“I can always sleep at night when I know that I am advising my clients well.”

Key takeaways

It is very difficult at times to compete with builders due to incentives.

If you are going to show your value as a loan officer, you have to be an advisor.

You can win deals by asking questions that other Loan Officers aren’t.

Play the long-game with your business and you will build better long-term referral relationships.

Building trust will sustain your business over time.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Ashley Courville joins Sean Zalmanoff to discuss how she balances being full-time mom and a high producing branch manager. Ashley also talks about her mission with building a team of women, how they help her give a great client experience, and how she focuses on being present with her children.

3:00 - Intro Ashley

7:30 - 2020 Lookback

12:05 - Mantra with kids

17:30 - Having a team

23:10 - Talking to your younger self

Quotes:

“It is important to me to be a full-time, present mom.”

“Our hope is to give our children a better life than we had.”

“I don’t want to be the best, instead I want the best around me and that is what my team has done for me.”

“I want to be able to walk way from my business and it not impact my client experience.”

“The number one reason I created my team is to give other working women a place to grow and make money.”

Key takeaways

You have to manage your time as efficiently as you can.

Having a mantra not only helps you but it also helps those around you.

Doing a high amount of volume will always come with a sacrifice and having a team helps with that.

Having a strong team allows you to give a consistent client experience no matter who is at the office.

Surround yourself with people who help you succeed and build an environment you will be proud of.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Eric Braun joins Sean and Shane to discuss how the mortgage industry changed his life. Eric also talks about being married to the process, hiring the right people, putting on events you control, and having a non-negotiable mentality to execute.

3:40 Intro to Eric

7:30 Keys to Eric’s success

13:05 The process

16:30 Finding the right fit

20:15 Brew-RE Events

Quotes:

“The mortgage industry has changed my life and I am forever indebted to it.”

“People don’t want to give their life savings to someone who is unauthentic.”

“When you focus on everyone else, you divorce yourself from the result and marry yourself to the process.”

“When you add people to your team, they have to have complete buy-in.”

“No matter what is in front of me, I have get results.”

Key takeaways

The problem in our industry is everyone defaults back to what we have always done.

You have to have a value proposition that is a true differentiator.

Consistency with putting out content is a long-game tactic but will pay off in the end.

Write down your mission and then build content that puts out that message.

When building your team, find someone who devotes theirselves to mastery.

Having the mentality of “I execute” is paramount when running a business.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Jeff Lagoni joins Kellen and Sean to talk about makeup of Jeff’s team and how it changed the course of his business. Jeff also discusses about how trusting your team allows you to love what you do even more.

4:35 Background on Jeff

8:25 Team makeup

11:50 Jeff’s role in the team

16:46 Empowering your team

Quotes:

“Back in the day, I felt like I was on house arrest.”

“My clients are now my team.”

“Clarity is power.”

“If they can do 80% as good as you do, it’s ok.”

Key takeaways

Having a team allows you to be flexible.

Teams work best as a collaboration as opposed to a boss/employee.

Having a strong team will enable you to focus on relationships.

You have to give your team permission to fail.

Your team will be better than you if you know how to hire right.

If you’re not making mistakes, then you’re not trying.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode, John Israel of Mr. Thank You joins Kellen, Shane, and KT to talk about the power of showing appreciation. John talks about how being deliberate with showing appreciation can help you build a strong business. John also discusses how the intent behind being grateful can not only change your mindset but make you relevant long-term to your network.

2:50 Intro to John

5:50 Mr. Thank You Project

11:15 VOW Framework

17:05 Loyalty and retention

25:00 Becoming more human

28:20 Changing your attitude

Quotes:

“What you appreciate, appreciates you back.”

“Nobody starts a relationship hopping it is going to end.”

“If you put out scarcity, you will get scarcity back.”

“The VOW framework is what I think about before I write a letter to somebody.”

“It is important that you are relevant to the relationships you have and not do the transaction.”

“How do you become somebody, your clients don’t want to live without.”

Key takeaways

The experience you give your clients and partners has to match up with what you are putting out in the world.

How much more business could you get if you put focus on appreciation as opposed the deals you lost.

Lack of appreciation are the reasons most partnerships and relationships fall apart.

When you have conversations with intent you become relevant to your audience.

Thank you card are unexpected and thus will stand out.

You become more competitive when you become more human.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Kellen, Shane, and Sean talk about Power Conversations. The guys discuss the importance of setting expectations of both your referral partners and your clients.

3:00 What are power conversations?

12:25 Resetting the mindset

14:33 The intake process

Quotes

“It is really hard to be good, fast, AND cheap!”

“If you say yes to everything, you are saying no to something.”

“The second you value yourself more than the transaction, your whole world changes.”

“I am looking for the blindspots. It is the things you don’t know, you don’t know.”

Key takeaways

Power conversations are about setting expectations early and often

It is about your system and not their system.

You have set your boundaries with your referral partners otherwise you will get trampled on.

You will close more deals by aligning with the right people in your business.

When you dictate the process you are in the best position to control your success.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this tactical episode, Shane, Sean Z, KT, and Kellen talk about their strategies for creating successful referral relationships. Hear how the Next Level Coaches have created a strong UVP in their respective markets.

3:00 Finding referral partners

6:15 Finding your UVP

11:30 Marketing company first

15:00 Top Producer Huddle

Quotes

“If you care about referral relationships, you have to stay in front of your agents.”

“Newsflash: You have to have a unique value proposition.”

“Create real reasons to follow up with your agents.”

“Everything you do is marketing. Don’t think about yourself as a lender.”

Key takeaway

Don’t ride the refi boom to a long-term bust.

Don’t assume your agents will remember you if you have them on autopilot.

What you are you doing in your market to provide ultimate value to your referral partners.

You have to look at your referral relationships as an investment

Look at tools like homebot

Help your agents with Marketing. Period.

View Details

On this episode, Kenneth Travis talks about lessons we learned from 2020 and how to apply them to 2021. KT also talks about what will make a great loan officer in 2021.

2:05 2020 Market volatility

3:30 2021 opportunities - Keep it simple

7:00 The traits

9:15 Be honest

14:50 Be personable

18:45 Be reliable

21:40 Be positive

25:20 Be adaptive

29:00 Be competitive in all things you do

Quotes:

“For 2021, our biggest opportunity is to do it better.”

“Your training should never stop. Keep sharpening your axe.”

“Loan officers like to hide from delivering bad news.”

“Clients would rather have some level of communication, than none at all.”

“We are very blessed to do what we do inside the mortgage world."

Key Takeaways:

Build on all the great business you did in 2020 and invest on becoming more efficient.

Simplify your business and more importantly your jargon.

Using your tools effectively matters more than the tools you use.

The longer you wait to deliver bad news the quicker your credibility erodes.

Treat your customers like human and not a number.

If you want to remain relevant you will have to adapt to the new world and new tech.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud fou

View Details

On this episode Michael Cox of the Mortgage Nerds joins Sean Zalmanoff to talk about marketing, relationships, building a strong brand, and having an abundance mindset. Mike also talks about how MLOs should have a marketing first, mortgage seconds philosophy when building their business.

1:45 Intro to Mike

4:00 Making that decision to move

6:30 The mortgage nerd philosophy

7:40 Building a team

10:50 Dealing with challenges

12:50 The strength of a relationships

14:00 The mortgage nerds brand

19:10 Diversify your marketing

21:00 Putting marketing first

Quotes:

“I’m a firm believer in creating strong strategic relationships.”

“Not everyone should be a broker owner.”

“If you miss a loan closing that hurts your brand.”

“You want to work for a company that allows you to create your own brand.”

“Your a marketing company first, but happen to do mortgages.”

Key Takeaways:

If you decide to move to a new company make sure to do it for the right reasons.

You don’t know what you don’t know. You need to constantly be learning.

Having a community of loan officers is a great support system.

Once you build a brand, make sure you protect it.

Having a strong brand enables you to have more freedom with your business.

Don’t worry about giving away your secrets, because most MLOs won’t do it anyway.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode 14yr Mortgage Veteran Shah Tehrany, President of Madison Mortgage, joins Sean to talk about how he is scaling his business for growth. Shah goes into his team structure that is currently closing 50 million and 100 units and is building to hit 500 units a month.

1:30 Intro to Shah

4:25 How do you scale?

8:10 What drove Shah’s growth

12:20 Find the right lending partner

16:40 Team structure

20:30 Building for growth from Day 1

Quotes:

“You have to ask yourself if you really want to scale your business?”

“Once you get to 200, 300 units it isn’t challenging to get to 1000. At that point it is all about people.”

“Focus on growing your team intelligently.”

“The business and industry is evolving, so speed is an important variable.”

Key Takeaways:

It is hard to scale your business if you are doing all the work with origination.

You have to be there for your people when you decide to build a team.

Your lifestyle and what is best for you will dictate to what level to scale your business.

In a wholesale it is about finding true partners.

Those that are nimble will be the ones that do well in the next decade.

Having SOPs in place is non negotiable.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

Why Your Passion is Key to Building a Scalable Business w/Jennifer Beeston

On this episode of the Next Level Loan Officers Podcast, Top 1% originator Jennifer Beeston, joins Sean to talk about how she has built a scalable business. Jennifer talks about how she has gone from 70miilion to over 200 million in volume, how she uses YouTube to get to the consumer first, how she creates her content, and finding her passion.

1:25 Introduction to Jennifer

3:45 Utilizing YouTube

9:00 You just have to start

10:30 Find a niche

15:00 Consumer direct gives you freedom

19:50 Scalable business is key

Quotes:

“The money gets empty after you have been in the business for 13yrs and so you have to find a passion.”

“You need to put your head down and put in the work.”

“My content is based off of real world situations and what people are asking me all the time.”

“If we can just be real and blunt about the process then that is all the content we need.”

“Best thing for your business is to be passionate and true to yourself.”

Key Takeaways:

YouTube is a great way to reach consumers with an answer to their questions.

Social Media marketing is a proactive way to reach the younger generation.

Consistency with video is important.

You don’t have to be agent dependent if you go directly to the consumer.

Consumers just want to understand the process with no bullshit.

Being consumer direct allows you to say goodbye to bad realtors.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode KT and Sean talk about knowing your numbers as way to properly scale your business. KT and Sean also discuss how understanding your market is the key to picking the right niche for the long-game.

1:30 Appreciate the gift of 2020

3:00 Living in the Chaos

6:00 Knowing your numbers

10:30 Jack of all trades, master of none

15:00 Collateral damage

19:00 Competing with Fintech

Quotes:

“Would you pay someone $120 an hour for someone to pull credit?”

“You are stunting your growth if you are not willing to invest in yourself.”

“You are not as important as you think you are in your business.”

“You can learn how to be an advisor so you don’t have to be all about price.”

Key Takeaways:

Not only should you know your numbers but you need to know YOUR number.

Knowing your hourly rate allows you to know what you need to delegate.

Pick the right niche and understand your market.

Don’t overvalue your worth to the detriment of your business.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Skylar Welch joins Sean and KT to talk about her journey from LOA to owning her own mortgage brokerage. Skylar also discusses how fear can be a great driver, how being consistent with communications and a focus on the follow up will help you build a successful origination business.

2:15 Introduction to Skylar

7:00 Moving from LOA to LO

10:00 Not letting fear hold you back

13:05 Being consistent and following up

17:15 Building and controlling your own brand

21:30 Don’t be afraid to have hard conversations

Quotes:

“When you start you need to let everyone know in your network what you do.”

“I introduced myself to every agents in the state of Maine.”

“Half of my business this year is from past client referrals.”

“This job is not easy if you are not self motivatedand don’t have drive.”

“Being consistent pays off and will always pay off.”

Key Takeaways:

Don’t be shy to tell your personal network what you do as a loan officer.

Go after newer agents and help them grow their business so you can grow together.

Being scared to grow helps light a fire under you.

You aren’t going to build a pipeline by waiting for the phone to ring.

All the money is in the follow up.

Don’t be chicken little. Be a problem solver.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode, Todd Bitter joins KT and Sean to talk about his methodology as a solo Loan Officer who has closed 270 units for 85million year-to-date. Todd explains how having a laser focused origination niche of purchase, above 680, conventional loans allows him to do what he does.

5:30 Intro to Todd

7:00 What does closing 270 look like

11:05 Having a laser focused niche

20:50 Work hard now so I can relax later

Quotes:

To be a one man operation you have to time block.

Find out what you are the best at and focus on that.

I am going to break a 100 million this year as a one man band and I didn’t think this was going to be possible.

Quit measuring yourself against others and do what makes you happy.

Key Takeaways:

It is ok to say no to loans that you don’t want to do.

Being organized and managing your time allows you to not have to work and have flexibility.

Having a laser focused niche that you don’t deviate from allows you to be super efficient.

Don’t copy a model, build a model around what you like to do.

Be proud of the business you do if you are making the money you want and you are happy.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Matt DeLuzio joins Kenneth Travis to talk about understanding how to create a successful business by having a continuous improvement mentality, hiring the right people to make the best use of your time, and setting the right expectations with everyone you deal with.

5:00 Challenges for MLOs right now

9:30 You don’t have to be the jack of all trades

13:00 Hiring for the right reasons

21:35 Advice for MLOs that are trying to grow

28:40 The importance of setting expectations

Quotes:

Who you know will get you there and what you know will keep you there.

You can’t be constantly working in the business but never on your business.

We are in this business to continue to learn and succeed.

In order to keep generating business you can’t spend your time chasing conditions.

Key Takeaways:

There is always something for Loan Officers to learn to make them better.

You have to have the mentality to invest in yourself.

If you can’t step away from your business then you don’t have a business, you have a job.

You need to step back and figure out what is the first hire to make you the most effective.

The people you hire have to be additive to where you are able to generate more business.

Sometimes you have to be willing to lose something to gain more.

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Wes Wyrick joins Kenneth Travis to talk about how he has achieved success by letting go, trusting his team, and creating a routine that allows him to own his day.

1:30 CMA

4:30 Routine is key

8:40 What his team looks like

10:35 Sacrifice of a solo show

14:15 What is the difference today

19:25 Spending time with your family

Quotes

“I program myself to own the day, each day.”

“We look at every transaction as having two customers. Our borrowers and Realtors.

“When you run a solo show you will sacrifice time with others.”

“I measure value by dollars, but also by time, connections with kids, and memories made.”

“I had a manager, but I did not have a leader.”

Key Takeaways:

Creating a routine can be key to set up a successful day.

Having key players on your team allows you to always be there without having to actually be there.

There is a max amount business you can do without sacrificing time in important areas of your life.

There is nothing wrong about working less and making more money because you scaled your business.

Following a manager as opposed to a leader can be a detriment to your business.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode, Scott Schang, partner of BuyWise Mortgage and founder of FindMyWayHome.com joins Sean Zalmanoff to discuss the power of hyperlocal content. Scott will talk about how most of your competition will not put in the time to put out hyperlocal content and that is how you can win local business and referral partners.

1:55 Having a Consumer Direct Focus

4:45 Bring laser focused

8:30 Evolution of content

16:50 Tools that create a great experience

27:15 Tightening your net

Quotes

“I have never considered myself as a sales person, I am an educator.”

“When you are doing consumer direct, you aren’t generating leads, you’re generating referrals.”

“Content marketing is an absolute goldmine.”

“The single best place to start to create content is by looking in your sent folder.”

“When you go hyperlocal, you are talking about your community, instead of talking mortgages.”

Key Takeaway

How to grow a blog that gets over 10,000 hits per month

Consumers sometimes want to read content that solves their problems.

If you want the results you need to commit to doing the work.

Most of your competition will not put in the time to put out hyperlocal content.

Stop being selfish with your experience and expertise and share with the world.

Don’t go for the money grab at the expense of your relationships.

Don’t spend money on tools unless you have a plan to use them.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

Scott Schang - FindMyWayHome.com

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/

Scott Schang Facebook - https://www.facebook.com/FMWHome

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode, Kenneth, Sean, and Alan recap their biggest takeaways from the Top Producers Huddle Mastermind in Nashville. Key takeaways include looking to the future, knowing your why, scaling, turning down business, and understanding what you sacrifice.

1:25 The TPH Mastermind

3:20 Takeaways

4:00 Knowing your why

5:50 Having a system and process

7:10 Scaling

11:15 Turning down business

14:35 Being known

18:45 Looking to the future

20:00 Know what you have to sacrifice

Quotes:

“We work so hard to become happy that sometimes we become miserable.”

“Sometimes you have to turn business away.”

“Make hay when you can, but it is easy to get sidetracked.”

“Time is the number one commodity that we get in life.”

“We all have to have a level of contentment with the level of business that you can manage.”

Key Takeaways

The importance of knowing your why so you can work to be happy.

Easiest way to deal with capacity is having the right processes and systems in place.

Scaling your business right now is an absolute necessity.

Growing your business will mean that sometimes you need to turn business away.

What can you do better to improve in the next 10 years.

Know what you have to give up to get where you want to go. Is it worth it?

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Broker Owner of LA Lending, Chasity Graff, joins KT and Sean to talk about how she is building the perfect loan process for her business. Chasity discusses the importance of finding your business family, training your team, developing system/processes, using social media as a business tool, and how coaching can take you where you want to go.

1:30 Introduction to Chasity

3:00 What is working now

6:00 Important changes

8:40 You have to train your people

11:00 Investing in coaching

14:00 Buying back your time

15:45 Successful social media marketing

Quotes:

“I feel like what I am setting up for my business right now is gold.”

“I am in the process of building out the perfect loan process with the right people.”

“You get annoyed when those you hire don’t do it your way, but how do they know what your way is if you don’t train them?”

“Why reinvent the wheel when you can hire coaches who have done it before you.’

“I have always used Facebook as a business tool as opposed to a social tool.”

“Other business models are not my enemy. My enemy starts with a Q.”

Takeaways:

Models do not matter as much as execution.

Your company doesn’t have to pay for the tools needed to increase your business.

Having effective communication can lift or sink your team. You need to give the tools and scripts so they don’t have to think.

You need to have a process for training the people that you bring on.

Write down all your tasks and delegate those that you do not want to do.

Do not overlook the critical nature of developing proper systems and processes.

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Jamie Facebook - https://www.facebook.com/lalending

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Jamie Cavanaugh joins Sean and KT to talk about how Loan Officers cannot let the refi boom make them lose their focus on business building activities. Jamie talks about the importance of having a process so that sales activities are the only thing loan officers are doing every day.

2:25 - Who is Jamie Cavanaugh

8:00 - How should MLOs look at the current market

15:20 - Give value without an ask

18:50 - The importance of having a process

23:00 - Letting your business skyrocket

Quotes

“We are working in a very reactive environment right now.'

“If you want to survive in this business you have to focus on the long game.”

“The best thing you can do right now is to give value without an ask.”

“Sales activities are the highest and best use of a Loan Officers time.”

“The $400 an hour sales activities need to be left to the sales folks and let the ops folks do their thing.”

Takeaways

MLOs cannot lose focus on business building activities.

Refis are good business, but focusing on your long-term purchase business is key

If you let your marketing suffer you are letting your business suffer.

Great opportunity to grab marketshare as other MLOs lose focus.

Giving value to your agent network without asking for anything in return is an easy way to win relationships and business.

Understand the difference between sales activities and ops activities.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Jamie Facebook - https://www.facebook.com/jamie.king.142

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Jason Frazier interviews Next Level founder and coach, Kenneth Travis. KT is a 17yr mortgage veteran and Marine Corps Veteran who had a drive and passion to succeed going all the way back to high school. KT talks about how he built his business, the importance of focusing on creating a team environment, and how now is the best time to create new Realtor relationships.

02:25 KT introduction

06:15 Building Trademark Mortgage

09:00 What drives you

14:20 The Next Level difference

21:15 What Loan Officers should be focused on

Quotes:

“Right out of the Marine Corps I had a passion and a drive to be successful”

“Fake it until you make just does not work for who I am.”

“If we all look back in our lives there is a moment that defines who we are or who we are gong to be.”

“We are known for giving more in value than what we take in payment.”

“It is the men and women that are in our coaching group is what makes our community valuable.”

“You need to love on your people.”

“Now is a great time to create new referral relationships because other loan officers are focused on refis.”

Key Takeaways:

Making money is about having freedom to expand in other areas of your life.

Being in the trenches allows you to see market changes as they happen and allows you to help MLOs from that experience.

Training a team allows you to work ON your business as opposed to IN your business.

Make sure you select the coaching program that is focused on your success and not theirs.

Being in a community of like minded mortgage professionals can make all the difference.

You need to make sure you love on your team and make sure they feel appreciated.

With all the volume happening now make sure you do not forget about your referral partners.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Jason Frazier interviews Next Level founder and coach, Kellen Vaughan. Kellen discusses how loan officers can have their lives changed by coaching, what he focuses on with growing his business, and how loan officers should be taking advantage of this perfect storm in the industry. Title: On this episode1:40 Kellen’s background5:15 Building your business8:55 How Kellen’s life has changed11:15 Coaching goals15:20 What drives Kellen17:40 How is Next Level different23:40 What Loan Officers should focus on for the rest of 2020Quotes:“I love watching our members have that breakthrough in their business.”“I probably started the wrong way by jumping in without ever originating loan.”“This is the greatest time ever in the industry to build legacy wealth for yourself.”“You need to put a team together now that will help you maximize the amount of families you can help get into a home this year. “Not everyone wants to be a millionaire loan officer.”“Being a loan officer is one of the best kept secrets in the workforce.”“In this industry you can trade money for time or time for money.”Key Takeaways:There is no right or wrong model, only a right or wrong fit.It doesn’t matter what your units or volume is, if you are not making the money you want.Learn how you can 10x or 15x your revenue per hour.Not every MLO’s vision of success is the same. You have to coach to what our members want. Money equals freedom to do more things and that is why we focus on the freedom to make you happy.This industry is one of the few industries where you can start with nothing and build a successful career. The power of our coaching is the community that we have built and are continuing to build. Links: Mortgage Success Academy -onedollarmsa.com Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer Loan Officer Events - loanofficerevents.com 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/ Text the word: nextlevel to 36260 to download our appThe Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Jason Frazier interviews Next Level founder and coach, Shane Kidwell. Shane discusses how he built his brand, what drives him as a mortgage pro, his focus as a next level coach, and what MLOs should be focusing on in their business.

1:00 - Show Intro

3:20 - Shane’s Story

5:50 - How coaching played a part

9:00 - Building your own brand

14:00 - What drives Shane

18:15 - Shane’s focus as a coach

22:25 - The Next Level difference

28:15 - What LOs focus should be right now

Quotes:

“I didn’t have a master plan. I built everything out of desperation.”

“Coaching gave me clarity and focus on what to do and how to do it better”

“There is no wrong or right platform, there is only the right platform for you.”

“Doing things together is always stronger than doing things on your own.”

“When it comes to system and processes, if we can’t scale it then we don’t do it.”

Key Takeaways

Coaching is about sharing and mentorship in a world where no one wants to share anything.

You can use your MLO career as a way to create other businesses.

Not all companies are the same. You need to find the right platform that helps your business goals.

Be true to what type of business you are and what type of team you want to build.

Use your good and bad life experiences to help shape the motivation for your success.

There is no straight line to success. You will get through lot of struggle to get where you want to be.

It is important for you to be your own brand not your company’s brand.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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

Shane Facebook - https://www.facebook.com/shanerkidwell

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode of Sean Zalmanoff talks with Jason Frazier about how the 75 Hard program has made a positive change in his life and what he has learned. Sean and Jason also discuss the importance of the right messaging.

Key Takeaways:

Mental fitness is just as important as physical fitness.

Consistently doing something that is hard creates a commitment to finishing what you started.

Take advantage of the time we have to improve yourself.

Don't discount that your story can inspire others.

Being well rounded will lead to a better work-life balance.

Make sure to know your audience so that your messaging will resonate.

Be careful what you talk about in the Social Media era.

People will not forget how you made them feel.

View Details

On this episode Jason Frazier interviews Next Level Coach Sean Zalmanoff about how he got started and why he became a coach. Sean will discuss his drive to build his business, the difference that Next Level brings to the industry, and what loan officers should be focused on in their business.

1:40 Intro
2:00 The Letter X
4:00 Meet Sean Z
10:30 The drive to change
17:45 Deciding to coach
25:50 The Next Level difference
29:50 Sean’s focus as a coach
36:30 What should Loan Officers be focused on
42:00 Speed round
44:20 Final thoughts

“One of the reasons I got involved in coaching was to better myself and to take my business to the next level.”

“When you are looking to join a lender, you have to find the right match for your business.”

“I believe that if you are going to be incredibly successful in this business then you need to be coached by someone who is actively originating.”

“I know a lot of people who make a lot of money who are absolutely miserable human beings.”

“I love being the unassuming person in the room.”

“You need to know exactly where your business is and how you execute.”

Key Takeaways:

The company you choose has to match your internal culture and the way you like to do business in order to be truly successful.

Having balance between your work and personal life is key to you long-term happiness.

The advantage of having a team of coaches is that you can find the one whose business matches yours.

You have to get out your head because that will be the main reason why you don’t accomplish what you want.

Don’t worry about pleasing everyone and trying work with everyone. A bad match is a waste of everyone’s time.

If you want to be successful you need to map out your process.

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Sean’s Facebook - https://www.facebook.com/sean.zalmanoff

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode of John The Mortgage Smith joins Kenneth and Sean to talk about how he built his business in a new market from scratch. John talks about how he poured himself into video marketing to build a brand, how he hired help to increase his business, and how facing adversity drove him to be creative.

1:15 Intro
3:15 Pouring into video marketing
5:00 Creating a brand with video
7:15 You have to put in the time
11:20 Growing business from zero
14:30 It is easy to get burnt out
15:30 Hiring to grow
18:45 Buying back your time

“Once I became consistent with doing video, I just started to be known.”

“It takes a while for people to know, like and trust you when you are using a video.”

“I didn’t start doing a video to get a transaction, I did it to build a brand.”

“I wanted to attract business to me instead of having to keep asking people to work with me.”

Key Takeaways:

You have to look at giving up commission to hire help as an investment and not a loss.

You have to be willing to put in the time for any marketing strategy to work.

Creating a brand is the single most important step you can take to become known in your market.

Having a team allows you to buy back your time so you can be happier with your life.

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

John’s Facebook - https://www.facebook.com/TheMortgageSmith/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Travis Scott joins Kenneth and Sean to talk about how he has increased his business by creating a hyper-local presence. Travis will talk about how he created his local brand and a local Facebook group that has allowed him to create deep ties to the community.

2:20 Intro
6:30 The Mortgage Brewer
9:50 Brand that creates relationships
14:45 Events: Bigger is not better
16:00 RIA Results in advance
20:50 Creating a community Facebook group
23:15 Organically getting business

“The brewery brand has allowed me to create deeper relationships with agents.”

“The money will always be in the followup.”

“Brewing beer give me the platform to be unique inside of my marketplace.”

“The Facebook group has allowed me to organically pick up more agent relationships and close loans.”

“I have people come up to me and say that I am Mr. Denton.”

Key Takeaways:

You don’t have to always be looking for more agent relationships. Instead go deeper with the agents you have.

If you do what you have always done you will get what you have always gotten.

Creating a strong community Facebook Group will result in organic referral business.

Creating relationships and creating business goes hand in hand.

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Nash Facebook - https://www.facebook.com/thetravisscottteam/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

Having Laser Focus Control Over Your Business w/Nash Paradise

On this episode The Loan Wizard, Nash Paradise joins Sean and Kenneth to talk about the steps he has taken to build a successful origination business. Nash gives his secrets around setting expectations, boundaries, and a non-negotiable focus on following through to completion.

2:15 Intro
2:50 Opportunities are everywhere
4:15 Growing to make things better
5:25 Fear stunts growth
7:00 Plan, implement, execute
8:50 Reactive vs proactive
14:30 Find better value
16:05 Live in agreements
17:15 Making a big redirect
19:25 Being transparent

Quotes

“You have to have a plan and know what you’re doing before you hit go.”

“You have to believe that the little tasks will be a difference maker.”

“I believe the mortgage business is a servant industry, and I am here to serve others.”

“Whatever is most important in your life, there will always be time for.”

“Take each task all the way to completion.”

Key Takeaways

The little things can make all the difference between 3-5 loans a month and 10-15 loans a month.

If you don’t block off time chances are they won’t get done.

Don’t let fear stop you from growing your business.

Setting boundaries and being proactive will make your job easier and more enjoyable.

By turning off distractions you will be surprised by how much you can get done.

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Nash Facebook - https://www.facebook.com/CNNParadise

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Mack Humphrey joins Sean to talk about how being coachable took him from one of his worst years in business to being on track for his best.

1:45 Intro
3:30 Improving from a bad year
5:00 The importance of being coachable
7:45 Growing from a team one
10:30 Buying back your time
13:50 Working with the right partners
17:45 Building consistent production
20:30 Do not be complacent
24:00 Be an agent of change

“Growing a team is about putting people in the proper position to leverage their talent.””

“I was trying to do way too much, not getting anything done, then wondering why I was stuck.”

“Your true partners will respect your time because you respect theirs by being organzied.”

“All of the pre-approvals that I have done at the last second on behalf of an agent have never resulted in a closed loan.”

“It is important to be around people who motivate you to climb. If I am climbing then I am living.”

Key Takeaways:

You have to be coachable if you want to learn from others to improve your business.

Working a lot of hours doesn’t make sense if you are not seeing the results you want.

Complacency will get you what you have always gotten. Be an agent of change to improve your situation.

You have to be true to what you are good at and what you’re bad at. Put yourself and your team in a position to succeed.

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Mack Facebook: https://www.facebook.com/gamechangersinrealestate/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

On this episode Kenneth, Sean, Shane, and Kellen recap the latest next level mastermind event and talk about the importance of executing on what you learn. The guys also discuss how those that shift and adapt quickly will win over those who don't. Hear how the guys have been implementing on what they have learned to close more deals.

View Details

On this episode Kelsey Rauchut joins Kenneth and Sean to talk about the importance of being well rounded in all facets of your life to achieve success. Kelsey also talks about the importance of emotional intelligence (EQ) and how a strong brand is created when you don't separate your personal and business self.

2:00 Intro for Kelsey
3:55 Fueling yourself
5:30 The importance of mental toughness
10:30 Relevance and adaptability
12:20 It is easy to feel like coasting
14:15 Patience goes a long way
19:00 How will you remember yourself during the pandemic
21:15 Emotional intelligence
25:05 Adjusting to your circumstances

“You need to be constantly fueling yourself. Your mind, body, and soul are just as important as your business.”

“You need to really find the way to get the attention of your referral partners with all the distractions.”

“People will always remember how you made them feel.”

“You can form groups and pull yourselves together and rise above the isolation that keeps you from being who you are.”

“You don’t need to keep separate your personal band business life when you’re building a brand.”

View Details

On this episode Katie Sweeney, EVP at AIME, joins Sean and Kenneth to talk about how Loan Officers can win business by leveraging technology. Katie also discusses how Loan Officers should automate the mundane to focus their time on providing value to the consumer.

2:10 Introduction to Katie

4:30 Why you can no longer avoid tech

7:50 How do you build something that helps the consumer.

10:30 Study, emulate, and win

12:20 What you need to automate in your business

15:30 Technology helps you stay in front of your database

18:00 Lead generation strategies

21:50 Outsource the five dollar tasks

24:35 You have to know who you are trying to attract

Quotes from the episode:

“With this current environment you cannot avoid using technology.”

“It is about helping independent mortgage professionals compete with the massive call centers.”

“Loan Officer expertise is the value-add in the transaction so let the technology handle the mundane stuff.”

“Focus on the being the best professional for the consumer.”

“Use the space in your head for something that is more valuable than systems you can automate.”

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events -loanofficerevents.com

AIME – aimegroup.com

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/

Facebook - https://www.facebook.com/AIMEnational/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Kevin Ducey, President of Whiteboard CRM, joins Kenneth and Sean to talk about the current state of the CRM market. Kevin discusses how MLOs are reinvesting their time to building out their CRM, why text capabilities is important, and why using the CRM to focus on the relationship is vital to long-term success.

2:00 Intro
3:45 The CRM market
6:05 CRM only works if you use it
9:25 Why the CRM is vital to your business
15:05 CRMs are going to take work
17:30 Being personal with your customers
19:05 Focus on features and ease of use

Quotes:

“There are a lot of MLOs reinvesting their time back into building out their CRM.”

“Sometimes you need that reminder to send a text, make that call, send a note so you can get that repeat business.”

“You need to let the CRM do what it is supposed to do so you can focus on the sale activities that you need to do.”

“The access we have to successful loan officers and their campaigns to build out Whiteboard is a big advantage.”

“We have put text at the front of any campaigns to take advantage of the high open rate.”

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events -loanofficerevents.com

Whiteboard CRM - whiteboardcrm.com

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/

Text the word: nextlevel to 36260 to download our app

View Details

On this episode Kenneth Travis, Sean Zalmanoff, and Kellen Vaughn talk about what having a Next Level Mindset is and how it can help you see opportunities where others can't. Learn how MLOs can adapt to the new norm to come out ahead of their competition.

2:30 Intro to the episode
3:50 Getting out of your routines
5:30 The importance of being a leader in these times
7:10 Be careful what you listen to
10:40 Getting a rolling start
12:30 The importance of choice
19:00 Adapting to the new norm
22:00 You control the message
27:15 One thing MLOs can do right now to improve

“In situations like these that are are stressful, it is easy to get out of your routines.” KV

“Moving forward there are going to be new behaviors.” KT

“You choose to adapt, you choose to go work, you wake up in the morning and choose to be the best version of yourself.” KV

“Build a plan for the next 6-8 weeks as your market begins to open back up.” KT

“Your community is where you office is, the REALTORs you work with and want to work with.” SV

“There is such an opportunity with all the doom and gloom out there to control the message.” SV

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events -loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast collaborative. You can check out more awesome shows at REALDisrupt.com

View Details

In this episode James Duncan of Thrive Mortgage joins Kenneth and Sean to discuss the importance of leadership, controlling the message, and how loan officers should be using their marketing channels to stay out front of their SOI.

2:20 Intro to James

4:35 The importance of leadership right now

7:30 Originating in a market downturn

10:55 Controlling the message

13:50 The importance of Social Media

15:25 Setting up Loan Officers for success

19:05 It is not too late to get started

20:25 Quit being scared and put in the work

24:30 Your videos do not need to be perfect

Quotes from the episode:

“The best thing a leader can do right now is over communicate.”

“In 2020, the real estate industry is going to be a catalyst for getting the economy back on track.”

“Getting more engaged in Social Media right now is an absolute necessity.”

“Not adding to the fear and being that calm voice of reason right now is critical.”

“If we coach loan officers how to do their own marketing then they don’t have to wait on a marketing department to get their message out.”

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events -loanofficerevents.com

James Duncan – http://Mortgage-teacher.com

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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officer Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check out more awesome shows at REALDisrupt.com

View Details

On this episode of the Next Level Loan Officers Podcast, Kenneth and Sean talk with Alysha Boles about her five year journey of growing her business from scratch.

3:25 Intro to Alysha
5:20 5 year Journey
9:35 Stepping outside of your box
15:45 Where do you want your growth to come from
17:10 Going from 9 units in a year to 9 units in a week
19:20 The importance of leadership
20:35 Producing in a small market
22:50 The tactics

Quotes from episode:

“It is really easy to quickly shift and forget what you’re good at when you’re starting from scratch.”

“I decided I wasn’t going to sit back and only learn from one example.”

“You have to broaden your circle and open your mind to see that there is not only one way to do this business.”

“When you’re new and you don’t have a leader mentoring you, you really are putting the risk on your clients.”

“If I partnered with someone who didn’t appreciate the way I worked, I was never going to meet their expectations.”

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events -loanofficerevents.com

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/

Alysha Facebook: https://www.facebook.com/LenderAlysha/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

View Details

In this episode Jason Frazier joins Sean to discuss how Loan Officers can be successful and make an impact with their marketing in times of crisis. Sean and Jason also cover how now is the time to be a mortgage expert, an advisor, and someone who can be a positive voice in your community.

2:15 - Introduction

3:50 - Marketing during a crisis

6:00 - Audit your marketing automation

7:30 - Help your clients plan

9:30 - Take advantage of the opportunity

12:30 - Interest based content

14:05 - What content matters right now

18:20 - Information, Education, & Value

19:25 - Share your stories & be remembered

Quotes from the episode:

“There is nothing wrong with making money when you are doing the right thing.”

“Now is the time for you to be a mortgage expert and an advisor to help your clients strategize.”

“Your content should speak to your audience’s situation if you want to make an impact.”

“Consolidate the information that is already out there and put it in a blog post, newsletter, or video.”

“Now is time to double down on community content.”

“At the end of the day all you should care about as a loan officer, is getting consumers attention and having them consume your content.”

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events -loanofficerevents.com

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/

Jason Facebook – https://www.facebook.com/fraziercio

Jason Linkedin – https://www.linkedin.com/in/realestatecio

Jason Instagram – https://www.instagram.com/mortgagex

Text the word: nextlevel to 36260 to download our app

View Details

Part two of Alan Christian’s interview focuses on using his success to create a blueprint from starting to build a brand in a new market from scratch.

3:00 Strategy Recap

4:50 Starting with mapping your community

7:05 Making connections & creating a presence

12:50 Business posting strategy

17:30 Hiding the salesman

20:30 Lead with a story

22:10 Don’t over complicate it

25:30 Attract instead of chase

“I’m creating a presence at places in the local community using Social Media.”

“In addition to liking and commenting on local businesses, I am the only guy who added a picture in the comments.”

“When I’m posting, it’s not about business. It is about something that is uplifting and positive, or whatever the community thinks is cool.”

“I’m piggybacking on other businesses social media postings.”

“You need to think about the pain points of the consumers in your market and create content that matches the life they are living.”

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/ Alan Christian Facebook - https://www.facebook.com/alanchristianmortgageteam/

Text the word: nextlevel to 36260 to download our app

View Details

Alan Christian joins KT and Sean to update on them on how he has built a very successful brand using video.

2:40 Introduction to Alan

4:00 2019 Recap

8:20 Video to help manage your time

10:00 Getting comfortable being on video

13:15 Taking the online offline

17:05 Being the digital mayor

19:40 Don’t overthink your content

22:10 Commit to execute on an idea

24:45 Be real and not scripted

“When I started doing 1 to 1 video with clients and referral partners, I was exponentially able to grow my business.”

“When I stopped thinking about what I look like on video and focused on it being about my clients, making videos got a lot easier.”

“I am only on Facebook right now, but the engagement I have created has been great.”

“Because of my videos, agent’s perception was that I was too big and too busy to talk to them. That is why it is so important to take the online offline.”

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/ Alan Christian Facebook - https://www.facebook.com/alanchristianmortgageteam/

Text the word: nextlevel to 36260 to download our app

View Details

Take a ride in the time machine back to 1 year ago as Alan Christian discusses how he is having the best time ever in his career after to committing to reinventing himself. And tune in NEXT WEEK as Alan discusses the how his decisions are impacting him now, 1 year later.

3:15 - Auditing your business
5:00 - Reinventing yourself
6:30 - Taking the wrong advice
8:55 - You are not as important as you think you are
11:00 - The importance of having a quality team
12:30 - Going through a shift
13:40 - Getting uncomfortable
15:05 - Leveraging video and social media
18:10 - Getting back on track
20:30 - Looking at the results
25:00 - The power of being known

“I needed to draw a line in the sand, recreate myself, look at my systems and processes and look at what I’m great at.”

“Some things that may have been great 10 years ago are not cutting edge today and I needed to learn some new things so I could change my business.”

“I am having more fun and am more excited than I have ever been in my business.”

“The best opportunities we have is being present in our business.”

“You can start growing too fast which can cause you to lose your referral relationships.”

“Organically I was putting myself out there and people started to respond when I saw them in the community.”

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/ Alan Christian Facebook - https://www.facebook.com/alanchristianmortgageteam/

Text the word: nextlevel to 36260 to download our app

View Details

In this episode Kenneth Travis and Sean Zalmanoff go in-depth about the 90 Day Season.

3:00 Time management challenges
5:00 Making time for things that are important
6:36 Could you hire to grow?
7:40 Having an intentional focus on the road ahead
9:45 Tracking your success
12:00 What is the 90 day season
15:40 What needs to happen to course correct
17:50 Picking one thing to do
19:05 Developing new habits
22:04 Mapping it out
24:25 Informed optimism & valley of despair
26:45 Giving up right before you achieve success

“Before you know it, Loan Officers are living in the roller coaster of mortgage lending, with good month and bad months.”

“Most people will drastically overestimate what they can get done in a year.”

“If you want to have success you need to be able to break down your goals in measurable increments.”

“What is the one or two marketing tasks that you are going to have to get hot on, so you can add one or two more deals.”

“Sometimes you have to do these tasks consistently for 90 days before you see a change or lift in your business”

“If you had a clear plan of where you are going every 90 days, you will be in a completely different position than without it.”

“You can see how easy success can come, IF you are willing to put in the work.”

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

View Details

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 brand

5:28 - Having a plan with your content

7:18 - Get out the instant ROI mindset

8:25 - Don’t under estimate the power of telling stories

9:58 - Go the opposite of what everyone else is doing

11:08 - Mapping out your content ahead of time

12:48 - Creating content in the moment

13:53 - Leveraging LinkedIn in a different way

17:18 - Putting yourself out there

18:48 - Owning who you are and who you aren’t

20:05 - Attracting the people you want to work with

Quotes

“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”

Links

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers -https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events -loanofficerevents.com

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/

Raquel Borras LinkedIn - https://www.linkedin.com/in/raquel-borras-9a846697/

Text the word: nextlevel to 36260 to download our app

View Details

In this episode Kenneth and Sean talk about the recent Next Level Loan Officers event, the importance of hiring for growth, buying back your time, becoming an expert advisor, and the mission for the Next Level Coaches.

[00:02:55] – The core focus on Next Level Loan Officers

[00:04:00] – What a difference a year makes

[00:05:10] – Preparing for the future

[00:07:05] – Starting the process of hiring more help

[00:11:35] – Working 48% of your time on your business

[00:15:05] – The secret to hiring the right people

[00:18:05] – Protecting the profession by becoming an expert

[00:22:40] – Invest and bet on yourself

Quotes from the episode:

"We do what we do because we want Loan Officers to be relevant 5 years from now."

“What a difference a year makes. How many Loan Officers were part time Uber drivers at this time last year?”

“The reality is if we are not taking care of the business we have our referral partners will stop sending us business. ”

“Could you outsource some of your daily activities so you can get more done and have more freedom?”

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

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/

Text the word: nextlevel to 36260 to download our app

View Details

Hosts: Shane Kidwell and Sean Zalmanoff
Guest: Corrina Carter, Owner & CEO of CMS Mortgage Solutions

In this episode Shane and Sean are joined by Corrina Carter who talks about her path in the mortgage industry, treating the mortgage industry like a family, and following your passion to achieve your goals.

[00:05:45] – Focusing on making MLOs learn how to be a professional MLO.

[00:06:45] – Building a sustainable income in a downturn

[00:09:50] – Leveraging the entire industry to make money

[00:11:45] – Finding your way and your passion

[00:15:35] – Your life gets better when you get better

[00:17:35] – Not every path is the same

[00:19:45] – The new generation is not afraid to change and try new tactics

[00:22:30] – Having the confidence to be you and not care what people thing

Quotes from the episode:

"I opened up my business to provide affordable mortgages to my local community.”

“I’m really invested in building up my people.”

“Don’t try to twin it. You don’t have to look like everyone else”

“Do not push yourself to be something your not”

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

CMS Mortgage Solutions: https://cmsmtgsolutions.com/homepage-2/

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/

Corrina Carter - https://www.facebook.com/corrina.carter.75 | https://www.linkedin.com/in/corrina-carter-4216907/

Text the word: nextlevel to 36260 to download our app

View Details

In this episode Kellen and Sean are joined by Caton Del Rosario who is the Director of Marketing, co-founder, and owner at American Mortgage Network, a 100% Employee Owned ESOP. Caton discusses how it is time for MLOs to cut out the excuses and start getting serious about using video.

[00:02:25] - Introduction of the episode

[00:02:42] - Caton’s background

[00:05:18] - What do you do in your role that supports the operation?

[00:08:00] - What do you tell loan officers right now to move the needle to get more loans a month?

[00:17:02] - What are you doing to attract more business?

Quotes from the episode:

“Do what you’re best at. Don’t get on video just because you think it is important.” [00:09:06]

“My crappy video is better than your non-existent video. Just do something. It doesn’t matter what it it. Whatever you are doing is better than not doing anything at all.” [00:10:35]

“Video content especially long form not even short form is gonna become more important, if you’re able to provide information on those platforms at scale and make it fun, entertaining and accessible, that’s really what is going to move the needle.” [00:17:55]

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

Whiteboard CRM - https://whiteboardcrm.com

American Mortgage Network - https://amnetmtg.com

Extreme Ownership - https://www.amazon.com/Extreme-Ownership-U-S-Navy-SEALs/dp/1760558206/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=1581000502&sr=1-1

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/

Caton Del Rosario - https://www.instagram.com/catondelrosario/

https://www.facebook.com/catonhomeloans/

https://www.linkedin.com/in/catondelrosario/

https://www.youtube.com/channel/UC4DlFBwIc-pTlLszIb4PQoA

Extreme Ownership: How U.S. Navy SEALs Lead and Win

View Details

In this episode, Kenneth and Sean are joined by Ryan Ehler, who shares his insights on focusing on what you’re good at, video marketing, and how he’s managed to cultivate the growth of his business.

[00:02:26] - Introduction of the episode
[00:03:51] - Ryan’s background
[00:06:58] - The first twelve months in the business
[00:09:58] - What did you focus on to improve your growth?
[00:14:49] - Advice for anyone to consistently do videos
[00:21:46] - How do you stay focused on the business and not get distracted?

Quotes from the episode:

“If you choose to stay in an environment that limits what you can do to build your business, just remember its not their fault that you choose to stay there everyday.” [00:06:26]

“You have to find what you’re good at. If you’re really good at doing loans then you need to find your pitch man, the person that is going to go out and push your business to the next level.” [00:10:06]

“There is nothing worse than saying to use “this person” and they do a horrible job.” [00:15:14]

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

Price Mortgage - https://pricemortgage.com/about/ryan-ehler/

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/

Ryan Ehler - https://www.facebook.com/ehler.ryan

View Details

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 sheeple

8:20 - Understand how to achieve goals

10:03 - Finding the right message

12:20 - Connecting with your contact list

13:53 - Different ways to communicate with people

14:48 - Focus on your contact list instead of cold calls

15:38 - Direct mail isn't dead

18:18 - 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 - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Mindshare 101 - https://mindshare101.com/

Loan Officer Events - loanofficerevents.com

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/

David Greenspan - https://www.facebook.com/mindshare101/

Text the word: nextlevel to 36260 to download our app

View Details

Andrew Pawlak is the CEO of Leadpops Inc and author of the book, The Mortgage Marketing Manifesto.

As an entrepreneur with over 12 years of sales and digital marketing experience, Andrew has been a pioneer in conversion optimization for mortgage and real estate marketing since starting in the industry in 2004. He has co-founded 2 successful internet startups in the mortgage and real estate space, including leadPops, Inc., where he’s the CEO. Andrew has consulted thousands of independent loan officers, real estate agents, and insurance agents, as well as c-level executives at publicly traded companies in the mortgage and real estate industries.

Technology Andrew has developed has generated over $250,000,000 in sales commissions for clients nationwide. Today, he and his team offer training, consulting, and lead generation technology to loan officers, Realtors, and insurance agents all over the country, with over $2M in leads running through their systems each month.

In this episode Kenneth and Sean are joined by Andrew Pawlak and they discuss taking back your leads.

[00:07:49] - Arming Loan Officers to take back their leads

[00:16:18] - Advice for Loan Officers

[00:23:30] - Staying in front of your past clients

[00:26:24] - Results in advance

Quotes from the episode:

“Any traffic source that you have, you’ve got to plug a lead conversion element into it otherwise you’re just getting all these click and they’re just kind of dropping out the bottom.” [00:11:00]

“You’ve got to have a lead capture website otherwise doing marketing, going out and spending money on ads and Facebook and doing emails and doing all this other stuff doesn’t really make a whole lot of sense if you haven’t optimized to convert leads first.” [00:18:46]

“Make more referrals, be the refer-er and you’re going to start seeing more of those coming back in your direction.” [00:22:08]

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Andrew Pawlak - https://andrewpawlak.com

LeadPops - https://leadpops.com

The Mortgage Marketing Manifesto - https://www.amazon.com/Mortgage-Marketing-Manifesto-Unlocking-Generation/dp/1537419978

Loan Officer Events - loanofficerevents.com

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/

Andrew Pawlak - https://www.linkedin.com/in/andrewpawlak/

The Mortgage Marketing Manifesto: Unlocking the Holy Grail of Mortgage Lead Generation

View Details

In this episode Kenneth and Sean are joined by Michelle Berman and she shares 5 Instagram tips loan officers can use to build and grow their business.

[00:00:15] - Introduction of the episode

[00:03:12] - Michelle’s background

[00:06:32] - Tip 1 - Identify who your ideal client is and know your elevator pitch

[00:10:32] - Tip 2 - Value series, 12 month calendar of things that you are good at

[00:17:51] - Tip 3 - How personal is too personal? What makes up your content calendar?

[00:23:19] - Time is a resource

[00:26:11] - Tip 4 - Be able to change your mindset from loan officer to target client

[00:33:08] - Tip 5 - Be able to identify the difference between your cold, warm and hot leads on Instagram

Quotes from the episode:

“Identify who your ideal client is and who your ideal realtor is because when you attract those people; first, it doesn’t feel so much like work anymore and second, you get to work with the people that you are supposed to.” [00:05:42]

“The people that are using Instagram actually have the highest salaries out of any other people that are using Facebook, Twitter or any other platform.....The people who are using and consuming Instagram are more likely to vet you on Instagram than to go to your website first and go to your Instagram second.” [00:15:52]

“People do not care what the brokerage is that you work for or what umbrella you’re doing loans under. What they care is: Who are you? Are you a good person? Do you have something of value to add to me?” [00:19:30]

“The 7 P’s: Prior proper planning prevents piss poor performance.” [00:22:53]

“If you don’t have time, you’re the first person that needs to stop, take a break, breath and start planning because you’ll have more time as soon as you do.” [00:24:37]

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Berman Media PD - https://michelle-berman.mykajabi.com

Loan Officer Events - loanofficerevents.com

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/

Michelle Berman - https://www.instagram.com/bermanmediasocial/

michelle@bermanmediapd.com

Text the word: nextlevel to 36260 to download our app

View Details

The episode is about Keir’s life and the adversity he faced. When no one would hire him into a “normal” job, Keir was left with no choice but to create his own income. And that’s exactly what he did…in a really big way.

Keir Weimer is an internationally recognized, luxury real estate broker and President of the Keir Weimer Team of Sotheby’s International Realty. He’s a successful real estate and lifestyle entrepreneur having founded and grown several 7-figure businesses in the areas of luxury brokerage, investment, hospitality development, and now, multimedia. Keir is an expert in these areas and is breaking free from adversity with his unique life story. He has been featured in the Wall Street Journal, The New York Times, Bloomberg, and Sotheby’s International Realty.

View Details

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.

View Details

On this episode of the Next Level Loan Officers Podcast, Sean Zalmanoff, Kellen Vaughan, Shane Kidwell, and Jason Frazier discuss the Year in Review and the outlook for 2020. The NLLO team also talk about upcoming events, company growth, and the forces within the industry that we are fighting against. Also just a quick teaser on the massive changes coming to mortgage industry in 2020, specifically focused on fortifying the Loan Originators value and position within this industry.

View Details

Real estate is a people’s business, so for the best results, we need to build long-lasting relationships that encourage repeat business. How do client appreciation events help build relationships, and how big should our events be? Can referral partners impact our relationships with clients? On this episode, Janell Schmittling, managing broker at Homes By Janell, shares how to show clients we appreciate them.

Client appreciation events are one way to check in and see if clients need anything more we can offer. -Janell Schmittling

Three Things We Learned From This Episode

Host client appreciation events (02:33 - 04:18)Client appreciation events are a great way to thank past clients for their business and referrals. In addition to being able to build long-lasting relationships through these events, they also give us an opportunity to check in with former clients in the event they need any additional help with their homes.
Start small (07:04 - 08:42)Hosting a huge client appreciation event is an overwhelming task, so don’t aim to host hundreds of clients on the first attempt. Send out save-the-dates and follow up with everyone invited to ensure no one forgets, but don’t be disheartened if the initial turn out is small. Aim to get better with each event!
Pay attention to referral partners (15:38 - 16:25)When we refer our clients to someone, we have to pay attention to the way those referral partners treat others. We show our clients we appreciate them by being respectful, so the people we refer them to must do the same.

Guest Bio-

Janell Schmittling is the Managing Broker at Homes by Janell. After becoming a full-time Realtor 5 years ago, Janell took her business to tremendous heights while at RE/Max. Recently, she left RE/MAX to open her own brokerage, where she aims to build long-lasting relationships with clients. Janell is passionate about building genuine relationships with clients, and thanks to her frequent appreciation events, she now counts many past clients as close friends today.

To find out more about Janell, visit:

Homesbyjanell.com

View Details

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.

View Details

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

View Details

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

View Details

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.

View Details

It’s impossible to run a race without knowing where the finish line is. In relation to our business, we need to set up time frames to achieve our goals and pay attention to every step we take on the way to success. How can we plan our time more effectively? Why do we need to take stock of the victories and failures we live through each day?

On this episode, we share a coaching call introducing the Next Level Playbook, and explain why it’s so important to plan and record every move we make.

It’s important to know where the finish line is, so we can plan to reach it the right way. -Shane Kidwell

Three Things We Learned From This Episode

Understand the finish line (24:51 - 25:37)

It’s extremely difficult to reach long-term goals if we don’t set up time frames in which we’d like to achieve them. Plan annual goals in advance. This should be an honest process, if we know we’re unable to reach certain goals in a year, we shouldn’t be including them. This is about what we can achieve, not anyone else.

Celebrate victories and record losses (25:56 - 27:00)

Write down daily goals and check them off the list as they’re completed. This helps us celebrate the small victories. It also gives us an opportunity to see where we failed. Once we see what we haven’t achieved, it’s up to us to work out what held us back, so we can avoid it from happening in the future.

Crowd source wins (34:50- 35:59)

We need to share our progress with the people in our coaching groups. By sharing what we’ve done right, we can help others see the same great results we have. Sharing also benefits us, because when we inevitably have ‘off’ days, our peers will be able to remind us how we’ve done well in the past.

Success requires planning and analytics; we can’t expect to see amazing results if we don’t know what our goals are or have a plan in place to achieve them. To be successful, we have to plan in advance and set up realistic time frames for ourselves. We also have to record every move we make, even the ones that brought about poor results. Analytics are vital if we want to win in our businesses.

View Details

At some point in our lives, some of us have felt like we’re not the smartest people in the room. Does that mean we’re not destined to succeed? Are there ways we can develop our intelligence and get ahead in the game?

On this episode, we explain why curiosity is as important for success as IQ.

It’s vital to be curious in your business. -Kenneth Travis

Three Things We Learned From This Episode

IQ isn’t everything (02:52- 04:51)

IQ is something we’re born with; some people are naturally better at solving problems than others. There’s very little we can do to change our IQ levels, but that doesn’t spell disaster. In fact, there are many people with relatively low IQs who have managed to become incredibly successful.

Develop EQ (05:57- 06:47)

Emotional intelligence is extremely important for us to navigate our way through life. EQ is what helps us get through stressful situations in business, as well as our personal lives. We need to work on our interpersonal communication and emotional intelligence to take our businesses to the next level.

Curiosity is as important as intelligence (07:06- 07:50)

A lot of us think we’re not the smartest in the room, and it stops us from pushing for success. However, CQ (or curiosity intelligence), is one of the most important characteristics we need to take our businesses to the next level. Our curiosity and motivation is as important as IQ, if not more.

Most of us have experienced the feeling that we’re not the smartest person in the room, but that should never hold us back. There is more to success than IQ, and there are other forms of intelligence that can take us further regardless of our IQ levels. We need to stay curious and develop our emotional intelligence. We may not be the smartest in the building, but that doesn’t mean we can’t be the most successful.

View Details

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

View Details

Our industry seems to be bombarded with changes from all sides; from new competitors to an inevitable shift in market conditions. Do we stand to benefit from any of these changes? How can we stay ahead of the curve and continue to see great results for years to come?

On this episode, we share how to make the most of what’s to come.

There’s never been a time like this where loan officers have so much opportunity. Don’t let this pass you by, because our current situation offers a chance to really generate wealth. -Kellen Vaughan

Three Things We Learned From This Episode

Use the yield curve to tell you about the market (03:14- 05:05)

Every time the yield curve inverts, a recession has been quick to follow. For loan officers, this means a lowering of rates. We should all be keeping this in mind, as the process is almost like clockwork. Rates are already at an all-time low and will continue to drop for some time.

Don’t be afraid of online competitors (10:27- 11:56)

Online offerings like Zillow and Amazon have caused some anxieties in the mortgage industry- but we don’t need to be afraid of them. We need to focus on the value we offer and center our attention on what we do best. We can even make use of Zillow and Amazon ourselves from time to time.

Focus on what will stay the same in the market (22:28- 23:31)

Instead of thinking about what could change over time in our industry, we need to think of what will stay the same - like the people we deal with. Change is inevitable; so much so that even those at the helm of online offerings are focused on perfecting their current activities.

The changes we’re currently facing in the industry are rapid, but there’s no need to fear them. History repeats itself, and in reality we could stand to benefit from the impending recession. While we should be paying attention to what happens around us, the best we can do at present is to focus on our own activities. Change is unavoidable; what makes or breaks us is our ability to adapt.

View Details

Our experiences in childhood have the ability to shape us as adults. How can we recognize how our experiences affect us today? Which parts of our personalities should we be building upon, and which should we be receding from?

On this episode, Derek Fertig shares how he turned his life around and how it positively affected his personal life at home and his professional life in his business.

When you focus on the money side of it, remember that it can be both good and bad. -Derek Fertig

Three Things We Learned From This Episode

Acknowledge your flaws (10:38- 11:43)

Accepting responsibility for our mistakes is extremely important. No one wants to work with someone who easily blames others when something goes wrong. If we know we’re guilty of doing this, acknowledge it as a flaw and work consistently to stop doing it.

Look at the origin of the issue (12:22- 13:19)

Think about childhood and the experiences that have shaped our lives today. Knowing our motivation is crucial- for example, if we grew up in a poor family, our drive has probably been shaped by wanting a better life as a child. While there’s nothing wrong with strong drive, we also need to take the time to work on other areas of our lives. Once we identify where our motivation comes from, it’s easier to put systems in place that help us work more effectively so we can alleviate some of the stress.

It’s okay to feel overwhelmed (21:30- 23:10)

Seeking balance in life is not always easy, but let that be a motivation for you, vs. a discouragement.

No one is perfect, and it’s important to remember that we’re always growing as individuals. While we grow, remember to acknowledge the importance of identifying our flaws and take responsibility for our actions. Be aware of motivations and be accepting when our priorities shift. The most important thing to remember is to always keep improving yourself along the way.

Guest Bio-

Derek Fertig is the Area Manager at Fairway Independent Mortgage Corporation. His reputation as an elite member of the mortgage industry comes from his high level of customer service. Derek’s approach to business is focused on core values that include a family focus, humility and great communication, among others.

To find out more about Derek, head to:
https://www.linkedin.com/in/derekfertig

And https://www.zillow.com/lender-profile/Derek Fertig/

View Details

A significant percentage of business comes from past clients, so it’s important to give them 5-star service the first time around. What little details can make all the difference in a client’s experience? How often should you check in with your clients?

When a lead comes in, you have to solidify the relationship quickly. -Marc Demetriou

Three Things We Learned From This Episode

Respond immediately (05:38- 06:38)
Make sure you or your team are always ready to answer a client as soon as they contact you. A lag time of just 20 minutes could mean a deal goes to another mortgage professional. Solidify your relationships as soon as possible, so you don’t miss out on anything.

Remember your personal touches (07:53- 08:46)
A great way to give your clients 5-star service is by checking in with them every step of the way. Even as the deal is approved or as it closes, be sure to ask for feedback. Doing this ensures the client has a great memory of your service, and makes them more likely to give a glowing recommendation.

Know your numbers (16:12- 17:01)
It’s vital to know how many hours you work, and how much you charge for each of those. If you’re doing work that’s way below your pay grade, you shouldn’t be doing it. Once you’ve identified these activities, you’ll know what needs to be outsourced to others.

The mortgage industry offers great opportunities for repeat business, so making a good impression is always imperative. Make sure you’re dependable and easy to reach, and offer personal touches throughout the process. As a loan officer, you have the expertise clients are looking for. Make sure they know you’re the right choice.

Guest Bio-

Marc Demetriou is a branch manager at Residential Home Funding Corp. and decade-long President’s Club member. He is a licensed mortgage banker/broker in NJ, NY, CT, PA, SC, GA & FL.

Marc consistently ranks in the top 1% of mortgage originators in the U.S., according to leading industry sources Origination News, Mortgage Executive and Scotsman Guide. In his home state of New Jersey, he has been featured in NJBIZ's "40 Under 40", and is called upon frequently by the real estate, finance, accounting and legal communities as a trusted expert and speaker. Additionally, Marc is a certified and licensed instructor, offering continuing education credits to accountants, realtors and financial planners.

Marc has been a keynote presenter at the Mastermind Summit, the mortgage industry's leading annual conference, along with world-renowned motivational speaker Tony Robbins, and successful businesswoman and ABC-TV Shark Tank investor Barbara Corcoran. He was also co-host of WVNJ's popular The Real Estate and Money Show.

National recognitions include being named to National Mortgage Professionals' 2017 selection of "Top Most Connected Mortgage Professionals" in the U.S. Marc also ranked among Mortgage Professional America's "Hot 100" in 2018, 2017 & 2016, and received a Five Star Mortgage Professional award for superior customer service and professionalism in 2017.

View Details

When something bad happens, it’s a normal reaction to worry about all the ways it may affect you. How can you overcome feelings of self pity? How can you continue to thrive in all aspects of your life? On this episode, Shane explains how a recent injury could have been his downfall, and shares the thought processes that kept him moving forward.

If you want to be a powerful person over the long haul, this is not a sprint. It’s a marathon. - Shane Kidwell

Three Things We Learned From This Episode

Expand your skill set (03:08- 06:09)Blue collar jobs like those in the fire and police departments require their people to have vast skill sets. This means that when someone’s ability to do a job is impaired, they’re still able to contribute to the team in some way. You can apply this to business. Develop a range of skills that allow you to keep busy when your primary role is impossible.
Eliminate self pity (08:48- 10:14)Often, we stop ourselves from thriving in the future because we’re so caught up in what’s happened in the past. Remove the reminders of painful memories and start concentrating on what you’re still able to do.
Invest in yourself (16:30- 17:14)The summer market is great for the mortgage business. Make sure your success now continues to benefit you in the coming months. Invest in your business and your team so that times aren’t tough later.

Negativity is a trap, and it can seriously hinder your success in the years to come. Make sure you’re not holding yourself back from greatness in the future by having a negative outlook now. Prepare yourself by fostering a range of skills, and continue investing in yourself. You’re capable of doing amazing things—you just have to believe in yourself.

View Details

Being a loan officer and being in the mortgage business is a long-term venture, and we need to know how to run a successful and sustainable business. When is the best time to pursue new business opportunities? How can we get agents to want to work with us more? When should we scale our business? In this episode, Sean Zalmanoff, Kenneth Travis and Kellen Vaughan share some strategies we can implement in our business today that will help us get more business within a month. They also explain the value of the Next Level Loan Officer Live events for business strategy and growth in the industry.

If you’re too busy with the loans you have going on to invest in yourself and move your business forward, you’re missing the boat. -Sean Zalmanoff

Three Things We Learned From This Episode

The magic window for more business (08:38-10:07)The perfect time to set ourselves up for more business is when we get to the point in the contract after we’ve been cleared to close, but haven’t closed yet. This is when we need nothing from the borrowers, title companies, and listing or buyer’s agents for our current deal. If we schedule appointments with these agents and ask our clients for reviews during this period, we can double the amount of business we get.
How to get agents who want to work with us (12:12-13:09)We can get more agents who’ll want to work with us by bringing a deal to the table. When we put forward a buyer who’s ready to buy a house, we will get the full attention of that agent for 30 days because they’ll want to answer our calls and get back to us about the deal.
Scaling our business when rates are low (18:24-19:15)When rates are low and we know that we are going into a time where there are going to be opportunities, we need to recognize that we can’t do it all by ourselves. By making the right hires and using systems and processes that will make us and our team more efficient, we can scale our business and help it be more successful.

The career of a loan officer involves ups and downs mostly according to where rates are sitting at a moment in time, but we still have that magic 30-day window where we have the attention of everyone involved in the transaction. Within this, there is a perfect point at which we need to be pursuing more business opportunities, which is when we are cleared to close but haven’t closed yet. If we get in front of the listing and buying agents for appointments and ask clients for reviews during this time, we stand to double our new business opportunities. When we take the time and make the investment of attending industry events like Next Level Loan Officer Live, we can learn strategies that will lead to a more successful and informed business.

View Details

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

View Details

We hear so much about branding and building brands, but often only in vague terms. How are the two different? Which should you be focusing on to get your business to the next level? On this episode, Josh Pitts and Jason Frazier of Shred Media share how to build a brand effectively.

Don’t create a front or a persona. Just be you, and you’ll attract who you want to attract. -Jason Frazier

Three Things We Learned From This Episode

Separate ‘branding’ from your brand (09:43- 11:50)
A big mistake many make is thinking that branding is the same thing as building a brand. In reality, building your brand refers more to the relationships you build with consumers and what you stand for. While ‘branding’ is often an expensive process, building a brand doesn’t need to be- in fact, spending just 2 dollars a day on video Facebook ads does a lot for your business.
Share your passions and be authentic(15:23- 16:32)Think about the things you enjoy and that matter to you, personally. Then, use those to brand yourself. You can only be authentic if you’re creating content about things you genuinely like and care about- and authenticity is key when you’re trying to attract an audience.
Social media marketing is a long-term investment (25:52- 28:01)Social media is often celebrated for being instant. However, to see lasting success you need to be approaching it as a long-term strategy. You also need to be investing in it financially- it doesn’t need to be a large amount but you will need a marketing budget. If that’s not something you can afford right now, you may not be ready to be building a brand in the first place.

The business owner’s vocabulary is filled to the brim with clichés and overused terms. However, the reason they’re popular is because they’re important. Never underestimate the importance of authenticity when building your brand. Invest in sharing your passions with your audience, and concentrate on carving out a niche that will ultimately generate more business for you. Building a brand doesn’t need to be expensive- but it does deserve investment.

Guest Bio-

Josh Pitts is the Founder of SHRED Media. Josh has seen amazing success after building his brand through online platforms. He’s adamant that to see great results, you need to be authentic and carve a niche for yourself.

Jason Frazier is the Director of Business Development and Strategy at SHRED Media. He’s also a national speaker and podcaster amongst other roles in the mortgage and real estate marketing industry.

You can find out more about SHRED Media at https://www.linkedin.com/company/shredmedia/about/

View Details

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

View Details

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/

View Details

Everyone wants to be the best at what they do, but that’s not possible when you’re trying your hand at everything. How can you carve a niche out for yourself? Are there any disadvantages of becoming too “niched”? On this episode, we talk with Jeff Onofrio, the managing director of renovation, construction, and national production at Mortgage Possible.

Everyone wants to be a jack of all trades. You need to pick a niche and become known for what you do. -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

Stop trying to specialize in everything. Pick a niche. (03:53- 04:42)The problem with being a jack of all trades is, you end up a master of none. Rather than promoting yourself as an expert in every part of the business, pick a niche and make it your mission to become an expert.
Even with a specialty, don’t neglect the other parts of your business. (05:59- 06:57)While you need to establish yourself as an expert in one area, don’t completely neglect other parts of the business. Position yourself as someone with a mastery in one field, but capability in other areas as well.
If you’re involved with renovations, approach contractors. (13:06- 13:48)Contractors, more than anyone else in the market, are interested in renovations. However, they’re rarely approached. Why not beat your competitors to it? There are so many opportunities available in this virtually untapped market.

Renovation mortgage is definitely a niche market, although not a small one. With so many TV shows centered on home improvement, it’s clear that there is a desire on the part of the consumer. It’s up to you to make sure consumers in your market know that you are the person who can help fund their projects. Be sure to remind them you can help out in other areas concerning loans, too.

Guest Bio-

Jeff Onofrio has been in the mortgage business since the late 1990s. After doing a bit of everything in the industry, he decided to try his hand in construction. However, he ultimately returned to mortgage in 2007. Since then, he’s tried to find ways to combine what he learnt in construction with his mortgage knowledge. Today, he’s the managing director of renovation, construction and national production at Mortgage Possible.

To find out more about Jeff, head to: www.mortgagepossible.com

You can also check out his podcast and video blog at: www.renovatethis.com

View Details

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

View Details

Starting a new career path is daunting for everyone. How can you get past your initial nervousness and just get moving? What are the tools you need to make progress? Join us as we talk with one of the students in our program, Alexa Ward. Alexa is new to the industry, but after an initial disappointment in July last year, just 3 months later she closed 8 deals in October. Don’t miss this episode as we hear how she did it and how you can, too!

When you’re new to the industry, you don’t know what you don’t know. You have to start somewhere. -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

Make cold calls (07:25- 08:16)When you’re new to the industry, the best thing you can do is introduce yourself. Start by cold-calling the agents listed in a local magazine or newspaper. You may feel awkward at first, but you have to stay consistent with cold-calling in order to start making contacts and creating your own database.
Mentorship is vital (09:24- 11:26)Having a mentor or a coach is extremely important in business. Mentors help keep you accountable and ensure you’re following through on the commitments you’ve made. Coaching encourages you to share ideas with others and allows you to expand your mind throughout your journey.
Be consistent in everything you do (18:30- 18:21)When you start branding yourself, make sure you’re consistent. For example, if you are planning on doing a web show or podcast to increase your visibility online, be sure to post once a week or as regularly as possible. Stay consistent and follow through.

Consistency and networking are important for anyone entering a new field. However, seasoned professionals should also be sure to follow through on their commitments and keep growing as the industry does. To have longevity in your career, you have to keep adapting and never allow yourself to get too comfortable.

Guest Bio-

After graduating from college, Alexa Ward decided to try her hand at being a flight attendant. However, her father had other plans for her. Once he told her to join him at work, Alexa was hooked on the mortgage industry. Her drive and determination to succeed have fueled her progress, and in October of last year she closed a phenomenal 8 deals. Alexa is part of our coaching program, and has credited mentorship and coaching as a couple of the main factors contributing to her success.

View Details

We often hear about the necessity of scaling our businesses so we can step away. Do what degree should we aim to transition out of our business? Could we be harming our business by delegating too many tasks? When it comes to building our brand, what options should we look to? On this episode, team leader Alan Christian shares on his experiences and lessons learned around delegation and making a shift out of his business.

To brand yourself locally is very inexpensive and effective. -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

Have a team, but don’t over-delegate (08:42- 10:22)Having a team is important, especially as a solo entrepreneur. However, remember that you are extremely important to your business. You can step away from time to time, but you still must be involved in steering the ship.
Start making videos (20:47- 22:55)Video is the most popular content on the internet. By creating and sharing video content, you’re making connections with a huge number of people online. In your own community, video situates you as an expert, and by showing your local audience who you are, you’re creating a great sphere of influence with minimal effort!
Take advantage of the low production costs of the internet (26:16- 27:49)To produce video, you will need to invest something, but the costs are incredibly minimal. For less than $300, you can buy the relevant equipment that makes your content visible to thousands of people.

Even when delegating, continue to be hands-on in your business. As the boss, you may be able to step away, but that shouldn’t be a regular occurence. Take some time to share your experience via social media, and show the world you’re a mortgage industry rockstar. Building and maintaining an audience doesn’t have to be expensive. Produce video content, and engage with your market.

Guest Bio-

Alan Christian is the founder of Alan Christian Mortgage Team. After stepping too far away from his business in recent years, Alan had to effectively start rebuilding his reputation and presence in his community as the resident rockstar of mortgage. Through social media, he was able to do that. Today, he is passionate about creating video content for his clients, and since November 2018, he has shared almost 1,000 videos.

To find out more about Alan, head to: https://www.facebook.com/alanchristianmortgageteam/

View Details

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/

View Details

The key to success lies in developing relationships with clients that enjoy their experience with you so much that they refer you to family and friends, and work with you repeatedly. How can you build one of those revered relationships with a client? What can you do to ensure you retain as many past clients as possible? On this episode, we tak with Kelly Marsh, Vice President of The Kelly Marsh Team at Cornerstone Home Lending, Inc. to hear how she’s set herself apart from competitors and gone on to close $500 million in loans in the past 5 years.

You must have a world-class team in order to offer a world-class client experience. -Kelly Marsh

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

Have face-to-face client meetings (04:03- 05:08)Something that will set your business apart from other loan officers is face-to-face meetings. By asking your clients to sit down with you in person, you can create a connection and build a relationship that continues to bring you business for years to come.
Create a world-class team (10:01- 10:54)The only way you can offer your clients an extraordinary service is by investing in a team and ensuring they are extraordinarily trained in your company’s processes. A great team will be happier, more motivated and considerably more effective. By investing in your team you show them you care, and you demonstrate to clients that you are willing to put in extra resources to ensure they have a phenomenal experience with your business.
Pay attention to small details (12:24- 13:35)Something akin to the ‘Four Seasons touch’, it’s important to make sure your business incorporates small details that show you want to make your clients feel special. Whether these touches come in the form of a clean, friendly office space or offering drinks to your clients, aim to make people excited to do business with you.

Upon hearing the words ‘world-class’, most people get excited. Whether the world-class offering is a travel destination or a business dealing, one thing’s for sure: people want to experience it. As an entrepreneur, you have the ability to create that experience for your clients and your team. Invest as much as you can in improving your business and the people running it, and make sure you’re doing it for the right reason. You must have a genuine desire to ensure that people not only work with you, but enjoy the experience and benefit from what you have to offer. Create something that sets you apart.

Guest Bio-

Kelly Marsh is the Vice President of The Kelly Marsh Team, which recently joined Cornerstone Home Lending, Inc. After closing her first deal at the age of 21, Kelly has seen phenomenal success. In fact, in the past five years she’s closed at least $500 million in loans. Kelly attributes her success to her genuine desire to serve her clients and build lifelong, trusting relationships with them.

To find out more about Kelly, head to: https://www.houseloan.c

View Details

Some the appeal of running your own business lies in the ability to set your own hours. How can this be done in a strategic way that doesn’t jeopardize your company? What do you need to have in place to make sure the business is still working effectively? On this episode, we talk with Michael Regan of The Regan Team Home Loan Group to hear how he achieved work-life balance so that both his working and personal lives are performing at the highest level.

Do the work first. You have to put in the time to build your business and help it grow. -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

Make the most of your time (00:51- 01:54)If you’re planning to set times that are convenient for you, make sure you’re incredibly focused when you are at work. The work-life balance can be best achieved when you stay fully present in each moment, whether at your company or in your family time.
Know your ‘Why?’ (09:50- 11:09Understanding your motivation is key to acting on it. You need to have a clear idea of why you want to adapt your working hours. By doing this, you’ll be more driven to ensure you’re sticking to the plans you make that help you stay on track.
Do the work first (12:33-13:07)Before you can adjust your work hours, you need to have systems and plans in place. Don’t jump into shorter hours without a strategy. This is the fastest way to jeopardize your business. Take this move incredibly seriously because your company depends on it.

Entrepreneurship provides incredible opportunities, but remember that by becoming an entrepreneur, you’re committing to running a business. As such, you need to pay attention to every decision you make, and carefully analyze the way forward. Make sure you’re building relationships with clients and keeping them loyal to you, no matter the hours you work. The key to your success lies in working smarter, not harder, and definitely not longer.

Guest Bio-

Michael Regan is the mortgage advisor at The Regan Team Home Loan Group. Dedicated to staying in contact with his clients and building relationships with them, Michael sets himself apart from his competitors. In addition to being an astute businessman, however, Michael is also a dedicated father who has found a way to spend as much time with his children as possible.

View Details

One of the biggest challenges loan officers are faced with is time. Do we have enough of it? How do we ensure the longevity of our success in all areas of our lives? On this episode, president and CEO of Partners Mortgage and 30-year industry veteran, Dan Trinidad shares insights on maximizing productivity in the time you have and why he believes that it’s never too late to attain your dreams.

If you have the mindset of capturing market share and building relationships, you’ll have a lot less competition. –Dan Trinidad

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 relationships (01:52 - 02:39)Never underestimate the importance of maintaining good relationships with customers. Focus on giving your clients the best service you can and aim to win their loyalty. It is precisely that loyalty that will ensure you keep doing business even when the market is unfavorable.
Don’t quit at half-time (07:22- 10:02)Far too many people believe that their 40s and 50s are their half-time in life, and panic that they haven’t met their goals. You need to avoid that thinking. Stop placing limitations on your abilities. You can keep working towards your goals at any age- start now!
Have a vision (24:07- 24:53)
When you know what you want, it’s a lot easier to find ways of achieving the goal. Make sure you know what you’re striving for. Then, pay attention to your motivation. The more you understand why you want to do something, the more likely it is you’ll achieve the dream.

We live in a society that has taught us life is short. As a result, we’ve been socialized to believe we have to achieve everything by a certain age. However, inasmuch as we should start planning for the future as soon as possible, it’s never too late to start striving towards your goals. Work towards your future while enjoying every present moment you experience.

Guest Bio-

Dan Trinidad is the president and CEO of Partners Mortgage. With over 30 years of experience in the industry, Dan’s ideas on how to achieve goals have stood the test of time. After the tragic loss of his wife of 28 years to leukaemia, in 2011 he founded the Partners for a Cure organization. Today, in addition to running both Partners Mortgage and Partners for a Cure, Dan also hosts the Inspired Forward Podcast.

To find out more about Partners Mortgage, visit:

http://partnersmortgage.com/about-partners/

For information about Partners for a Cure, head to:

http://partnersmortgage.com/partners-for-a-cure/

To listento the Inspired Forward Podcast, visit:

https://itunes.apple.com/us/podcast/inspired-forward/id1436057

View Details

Most of the time, the only thing holding us back from achieving our goals is ourselves. How can you beat your self-doubt and start making our dreams come true? What can you do to take your career to new heights? On this episode, we speak with someone who managed to break through her self-imposed limitations and find amazing success. Our guest, Janell Schmittling provides an overview of her journey and has pointers for those looking to find their own greatness.

I made up my mind that I wanted to succeed, and I just never turned back. –Janell Schmittling

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 stop learning (08:50- 10:13)Owning a business is a constant work in progress. You owe it to yourself to keep learning more, whether through further study or coaching. You can also learn more by paying attention to your motivation over time. Stay in tune with your ‘why’ as it evolves.
Create habits (14:09- 15:24)Pay attention to the things you do that help your business, and then make sure you do them habitually. These need to be scheduled into your daily activities so you ensure the crucial tasks are completed. Remind yourself that without these vital steps, your success is not guaranteed.
Break down your goals (19:59- 21:27)In as much as dreams are important in the process of achieving your goals, you need to have a plan so they can become reality. Turn your dreams into goals and start breaking them down into smaller sections. Once you start achieving the small goals, you’ll be motivated to strive for the big ones and the dream becomes all the more attainable.

Everyone has dreams, but not everyone puts in the work to make those a reality. You don’t need to fall into that majority. Identify what you want and put all your energy into bringing those goals to fruition. You can make it easier for yourself by breaking it down- but the most important thing to remember is to believe you can do it.

Guest Bio-

Janell Schmittling is a shining example of the power of mindset. After working as a real estate agent for 5 years and selling about 12 homes a year, Janell gave herself an ultimatum: become successful as an agent or find a new career path. She chose the former, and decided to put all her energy into succeeding. After noticing big changes each year after this decision, four years later Janell sold 120 homes in a year, and her success continues to rise.

To find out more about Janell, visit:
http://www.homesbyjanell.com/339emills

https://www.facebook.com/pages/category/Real-Estate/Janell-Schmittling-Realtor-267917270236879/

https://www.zillow.com/profile/user3311773/

View Details

Building trust is a key part of acquiring clients, but it’s not always easy. How can you beat the perception that lenders are ‘snake oil’ salespeople? How can you silence your limiting beliefs? What can you do to become seen as an expert? On this episode, media personality and mortgage expert, Brian Sacks, shares insights on these topics.

When you try everything, you end up befuddled and do nothing. –Brian Sacks

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

Stop limiting your self-belief (09:32- 10:16)You can only do as well as you believe you can. By thinking yourself incapable, you are subconsciously willing that to be the case. As a result, even if you are in a position where you could prove yourself wrong, you likely fail because your entire being is so focused on the belief that you couldn’t do it.
Write down your goals (11:45- 12:28)Make sure you write your goals down and break them up into sections. Far too often, we have a lot of great ideas that cannot become reality because we try doing everything at once. This attempt at multitasking only results in too little focus on each task, and none of the goals will actually be achieved.
Become an expert (18:06- 19:22)Make yourself desirable. You should aim to be chased by clients, rather than chasing them. You can do this by demonstrating that you are an expert. Publish books, write articles; just make sure the public knows your name.

The journey to success is paved by your own willingness. However, willpower alone can’t achieve your goals. Plan successfully and be sure to put in the work. Remember, your success depends on you alone, so your planning should revolve solely around your goals and abilities. Keep on pushing with a plan in place, and remember to always be genuine.

Guest Bio-

Since 1985, Brian Sacks’ mortgage transactions have totalled over $1 billion. On top of that, Brian is well-known as a mortgage expert and has a significant public following. As the author of 48 Proven Ways to Immediately Close More Loans in the Next 30 Days, as well as being featured on a host of television networks, Brian has successfully brought his knowledge of mortgage to the people.

View Details

Many people in sales are only doing as well as they believe they can. How can you stop the cycle of self-imposed limitations and start doing better? Are there any good methods to keeping yourself accountable? On this episode former professional football player, expert coach & speaker, Setema Gali shares

In the mortgage business, what holds us back the most is the space between our ears. –Shane Kidwell

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

Stop making up stories (04:12- 06:46)Far too often, loan officers tell themselves that they are not good enough. They then believe themselves, act accordingly, and end up proving themselves right. This kind of negative thinking keeps people from achieving success.
Acknowledge where you are (07:42- 09:00)You have to be honest with yourself. If you aren’t as successful as you would like to be, start looking at your current situation. Acknowledge what you don’t like about it, so that you can target the issues and achieve your goals.
Associate yourself with winners (19:43- 21:08)The people you surround yourself with play a huge role in your life and success. Associate yourself with people you admire and who have achieved the goals you still want to attain. You will always embody the values of those around you.

Much of the uncertainty that loan officers feel can be attributed to mindset. It doesn’t have to be this way, however. Equip yourself with the tools of success. This means being ready to believe in yourself. Remember, believing in yourself doesn’t mean you are filled with confidence from the start. It means you are willing to put the work in to become confident over time.

Guest Bio-
Former NFL defensive end, Setema Gali is widely celebrated for his coaching and encouragement of entrepreneurs. Known for going beyond mere motivational speaking, Setema aims to truly change entrepreneur’s lives. His mantra is, “good is the enemy of great”, and aspires to teach others that excellence is within their reach.

View Details

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.

View Details

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.

View Details

Many of us have experienced a poor work atmosphere and seen how management can have a direct effect on it. How can we, as managers and employers, prevent this from happening at our companies? Is there a foolproof solution to the issue? On this episode, Kyle Gorman shares some tactics for combating hostile and unproductive work environments.

When you become a manager, you’ve got someone’s livelihood in your influence and you have to be selfless.- Kyle Gorman

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

Selflessness (05:24-06:05)When people take on the responsibility of management positions, they begin to have influence over the livelihoods of others. As such, it is crucial that they embody selflessness by prioritizing the needs of employees. Doing so not only helps to put your staff at ease, but will go a long way in creating an atmosphere in which people want to help with extra tasks- as opposed to just ‘getting the job done’.
The importance of autonomy, sociability and recognition (07:01- 08:01)Kyle points out four important qualities of a successful working environment. These include knowing what’s expected of us, autonomy, sociability, and recognition. The first two hang in a delicate balance, but both are necessary. Sociability speaks to the need for human interaction, and recognition gives people the affirmation that their time and effort is valued.
Appreciation (12:10-14:29)While it’s important to recognize good work and employees going above and beyond, it’s also vital to praise staff for getting the job done. Far too often, appreciation is reserved for only the most innovative or excellent work. Although praise for excellence is obviously important, recognizing when employees have done what was required is crucial when setting benchmarks. Everyone deserves to know that their work is appreciated.

Whether employer or employee, it’s critical to remember that all people in an organization are just that: people. Qualities like empathy go a long way in building a supportive work environment. Applying the basics of what all people need to thrive in the workplace is an effective approach to ensuring a healthy dynamic between management and staff.

Guest Bio-

Kyle Gorman owns and manages three distinctly different companies with one common vision, helping people thrive. All of Mr. Gorman’s ventures are focused on Business-to-Business needs which has allowed him the opportunity to witness first-hand many of the challenges companies face.

Mr Gorman developed Employer Blueprint as a management training as a management program to guide managers, executives, and business owners to greater success. His proven methods help managers streamline communication, enhance professionalism, and lay a foundation for growth. He understands that many professionals excel in business due to their industry expertise, yet may not have experience developing cohesive teams or managing personnel, which is the core focus of his Employer Blueprint resources. Mr

View Details

The client service we create and deliver determines how well we attract people who want to work with us. What are some of the things that encompass that service and the characteristics that make us stand out to the market? How can we implement a business infrastructure that focuses on clients? On this episode, team leader Scott Westlake shares on raising the standard in business and why success breeds success.

Set your goals on satisfied clients, not volume. -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

What makes us stand out in this business (05:15 - 06:06 )Mortgage isn’t the flashiest industry out there, but when people in our local community see someone who is doing well, having fun, and playing outside of the box, they will be attracted to working with that.
How to find the right business model for you (06:26 - 07:43)There are so many business models in this industry and so many ways to make money. There’s no right or wrong way— it’s just about knowing what you want, and being honest with yourself about it.
How to deliver a higher standard of service (17:14 - 19:48 )Creating a lifetime currency with a client is all about the experience we create for them. That includes giving them multiple points of contact in the business. When they become a referral, it’s important to acknowledge the referral source. Whether it’s a card or a phone call, that will go a long way.

A business that generates referrals doesn’t happen by chance. It takes setting the right goals and building that into everything we do. Everytime we work with a client, we have to create an experience that builds a lifetime currency. In order to have a level of service higher than what the market is delivering, we have to create an environment of fun and thinking out of the box. We have to incorporate that into our teams, and that’s what will grab people’s attention and keep their loyalty.

Guest Bio-

Scott is a Mortgage Agent at Dominion Lending Centres Inc and the founder of The Westlake Team. Go to https://scottwestlake.com/theteam/ for more information or connect with Scott on LinkedIn https://www.linkedin.com/in/westlakes/.

View Details

Veterans have a hard time securing home loans, even when they are very attractive borrowers. How can we equip loan officers to help veterans achieve the dream of owning a house? What are some of the myths and misconceptions that get in the way of veterans securing loans? Why is there a lot more to success than making money? On this episode, we talk to Ross branch manager, and president of Military Mortgage Boot Camp, Michael Fischer, about how we can constantly raise the standard of the service we offer, especially to the people who deserve it most.

Veterans get a raw deal in the real estate market because their offers are viewed as inferior. -Michael Fischer

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 success isn’t just about money (03:11 - 05:16 )A lot of people think that success is just about making more money, but success is also about having balance. A big win doesn’t always necessarily have to be income. Sometimes it’s just a matter of being able to achieve a better life and make a difference.
Why the challenges veterans face have little to do with guidelines (15:52 - 16:40)It’s important for agents who want to help veterans to understand the challenges they are facing in the marketplace. The issue isn’t guidelines. There’s a lack of knowledge and understanding from real estate agents and even other loan officers. This results in issues like blaming the VA for slow turn-around times, and putting the veteran’s offer at the bottom of the pile because it’s viewed as inferior.
The truth about veteran buyers that many agents and LOs don’t know (18:37 - 19:30)The average veteran buyer is actually a very decent borrower, and this is something agents need to know. If a seller is going to net more money and close in the same amount of time (or less) than they would with any other offer, it makes sense to move the VA offer to the top of the pile.

Sometimes being successful isn’t about the money or all the conventional, surface-level stuff. One of the most powerful things we can do in business and in our lives is to be of service to our clients and put them first. This is especially true for veterans. If we really care about veterans, the best way we can give back to them is being really good at our jobs. We have to arm ourselves with knowledge and facts to dispel the myths that make veteran loan applications go to the bottom of the pile. The average veteran home buyer has a decent credit score, money in the bank, and not a subprime borrower. If agents and loan officers know this, they can really be of help.

Guest Bio-

Michael is a branch manager at Ross Mortgage, president of Military Mortgage Boot Camp and founder of the Mortgage Loan Officer Network. Go to https://www.facebook.com/militarymortgagebootcamp/ and

View Details

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 & 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/.

View Details

Our lifestyle and business are highly connected. If we’re unmotivated, tired, and lack the confidence we need to face challenges, it directly affects our work. What’s the first step that we should take towards improving our lifestyle? Can exercise alone help us lose weight? Why is it so important to avoid quick fixes and fad diets? In this episode, Robert Cryer shares how fitness changed his life and helped him through difficult times.

If you can take care of your health and your nutrition, then you can go out and tackle the world. -Robert Cryer

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

Don’t follow diet and fitness fads (02:00-04:14)

When we make the shift from unhealthy eating to a healthy diet and exercise, we have to think about a solution that we can maintain in the long-term. We should aim to change our lifestyle. Otherwise, we’ll go back to our old habits after we reach our goal.

Exercising alone isn’t enough (05:00-07:00)

We can’t sweat away a bad diet. No matter how much we exercise (unless we run marathons), we won’t be able to get away with not changing our diet if we want to improve our physique.

The link between a healthy lifestyle and a successful business (19:00-20:15)

A healthy lifestyle gives us the energy to perform better in our business life. Plus, it teaches us the discipline needed to do what’s required to get the results that we want.

When we take care of our bodies, our confidence levels go up. We’re suddenly proud of ourselves because we know we’re doing the right thing. As a result, we’re more likely to take business actions that matter because we believe we’re capable of more. Confidence plays a big part in how we tackle daily challenges that life throws at us. The more confident we are, the easier it is for us to get up after a defeat and continue our journey to success.

Guest Bio-

Robert Cryer is a fitness coach, a fitness professional, and a bodybuilding enthusiast.

He placed 3rd in the over-50 Masters division at the 2015 Better Bodies Championships and 5th in the Masters division at the 2014 Texas State Championships.

Today, he teaches others how to stay in shape and transform their healthy eating and exercising into a lifestyle. You can find out more about his online training here.

View Details

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.

View Details

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

View Details

Fitness and business are linked. In order to give our best in business, we need to have our life and health in order. What can fitness teach us about business routines? How can we conquer our fear of failure both in personal and business life? And how is our success or failure affected by the story we tell ourselves? In this episode, Scott Henton talks about why we need to invest in our health in order to succeed in our business.

The people who advance the quickest in our gym are the people who are constantly setting goals. -Scott Henton

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

A healthy body makes a healthy business (02:30:-04:00)

Fitness and a healthy diet are important parts of our routine. If we don’t nourish our bodies, it’s harder for us to find the energy to work hard in other aspects of our lives, such as our business.

Fear of failure is what prevents many people from trying (11:40-13:00)

Fear of failure is one of the biggest reasons why people avoid working out. Another reason why working out isn’t more popular is that people get used to having low energy levels and being lethargic. They believe this is their reality and that nothing can fix it.

Silence the inner critic (15:00- 16:00)

The stories we tell ourselves determine our actions. If we don’t change our inner dialogue about hard work, it’s almost impossible for us to be consistent with a fitness routine, or any routine for that matter.

People who set goals are more likely to achieve them because they have a trajectory. Their efforts are not disorganized. All of their actions have a specific goal. Plus, when we achieve a smaller goal, we silence our inner critic. We suddenly feel capable of changing our bodies and our habits. Goals setting works because it’s a reminder of what we want and where we’re going.

Guest Bio-

Scott Henton is the owner and head coach at CrossFit Longview, where he and his wife help clients achieve their fitness goals.

His degree in Health and Kinesiology and experience in sports have made him start this journey 4 years ago. Today, his business has expanded, and along with him and his wife, 4 other coaches now work with him on the same goal: helping others reach their ideal self.

You can find out more about Scott here.

View Details

Many business owners run into trouble when markets shift or when their top producers leave. How can we ensure that our team and systems make our income predictable? Why are leaders the ones responsible for the success or failure of a team? In this episode, Brian Bomar talks about how strong leaders lead their teams, and how we can make success happen even when the market isn’t on our side.

Consistency makes people trust you more. -Brian Bomar

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

Good hires shouldn’t be a matter of good luck (08:40-09:20)

It’s better for us to work harder than hire someone unqualified to help us out. Quick hires almost always end up being mistakes. We have to have a system that weeds out the good from the bad as opposed to hiring when we’re desperate.

An excellent customer experience leads to free promotion (13:50- 15:36)

Sales skills are important, but providing a great customer experience is what makes us stand out. This leads to social proof as well. Companies who do a great job have more reviews on social media platforms.

We need proven tactics and systems to make success “systematic” (24:00-25:50)

Many business owners have situational success, especially in good markets. But as markets shift, we need to have systems in place that make transactions and profit predictable.

A team is only going to be as productive and successful as its leader. If our team isn’t making progress, we have to ask ourselves if we’re doing our job properly as well. If we don’t invest enough time in finding the right people and training them, we set the team up for failure.

We also have to be careful not to project some of our negative tendencies on our workers. For example, if we’re too harsh on ourselves, we might act the same way towards our team members. Not many teams thrive in stressful, judgmental environments.

Guest Bio-

Brian Bomar is the CEO of Whiteboard Technology and the Regional President at Cornerstone Home Lending.

He has over two decades of experience in the real estate and mortgage industry and is now the youngest regional president at Cornerstone Home Lending. In addition to his quick climb to leadership positions, his company was named by HousingWire Tech100 as one of the most innovative companies for two years in a row. You can find out more about Brian here.

View Details

We all want to own a business and step out of production. But do we want this because we’re better at managing our business or because everyone else is trying to get there? When does it make sense to stay in production? In what cases isn’t growth a positive change? And how can we get better at prospecting? In this episode, John Burnam talks about finding our strengths and the tactics he uses to prospect and nurture his database.

Three Things We Learned From This Episode

More volume doesn’t always mean more profit (03:00-04:30)

Don’t grow too fast. There are many challenges that come doing so, and in some cases, fewer units can sometimes lead to more income. At the end of the day, it’s not about how many units we make but how much profit we have. But every now and then our ego makes us blind to this and we just want to be able to say we sold a certain number in sales volume.

Staying in production isn’t a bad thing if it suits our skillset (06:00-07:00)

We all want to have the title of business owner, but the truth is that some of us make more money while in production because this is what we’re good at. We have to ask ourselves what our strengths are, because if we allow ourselves to be led by our pride, we might end up playing to our weaknesses.

Categorize the contacts in your database (18:00-19:00)

Categorizing everyone in our database makes it easier for us to organize our work and decide when we need to call certain people. Also, we need to ensure that each call we make has a purpose, whether to build rapport, ask for referrals, or promote something.

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

Whether we’re running a company or still in production, we need to organize the contacts in our CRM and create a folder with tasks for each day of the week. This way, we can ensure that nobody in our database is neglected. When it comes to staying in touch with people, it’s also important to find a way to provide value and to have a reason why we’re calling. Otherwise, the people in our database will stop answering our calls.

Guest Bio-

John Burnam is a mortgage loan originator at SWBC Mortgage in Austin, Texas and has over 15 years of experience in the mortgage industry.

His mission is to provide excellent rates and service, and he’s managed to do so with his highly qualified team.

View Details

We all have goals in our personal and business lives, but how clear are we about what we want to achieve? Could it be that our current goals aren’t big enough or important enough for us to care and do the work on a consistent basis? How can improving our diet and fitness give us more clarity and focus? In this episode, Wes Wyrick shares the principles of achieving goals and how they've shaped his success.

Three Things We Learned From This Episode

How our diet and fitness impact our business (08:00-09:00)

Changes to our diet can make a huge difference in our business. Our sleep patterns improve, and so does our focus. It’s easier to stay productive when we’re feeling well.

There are no life-hacks or shortcuts to big transformations (10:00-12:00)

There’s no secret to weight loss, just as there’s no secret to making a positive change in our business. The only strategy that leads to change is consistent work.

How to uncover our “big why”(14:00-16:00)

What keeps us going through highs and lows is having a “big why” behind us. Knowing what we do and why we do it and having our final goal in front of us gives us the strength to be consistent in our efforts.

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

We don’t need luck or a secret hack to make big transformations and overcome major obstacles in our lives. It becomes far easier to work toward our dreams when we discover our true motivations and dig deeper to find out why we do everything we do. When we don’t have a clear idea of what our ideal future looks like, it’s hard to get up every day and work for something undefined.

Guest Bio-

Wes Wyrick is the branch manager at Fairway Independent Mortgage Corporation. He’s an entrepreneur, author, and the creator of the Weight-Loss Accelerator coaching program. He has over 18 years of experience in the financial industry and has helped hundreds of families with their first home purchase.

You can get his Weight-Loss Accelerator Accountability Planner here.

View Details

Motivation is a hot topic in the business world, but what makes some people more motivated than others? What can we do to find our inner motivation and continue working towards our dreams no matter what happens around us? What are the actions that damage our progress? In this episode, coach Nate Bailey shares on finding your “Big Why” and the tremendous impact it can have on your motivation.

Keep it simple, show up, do a little bit every day, and don’t worry about not being perfect. -Nate Bailey

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

Pain and discomfort is a big motivator (06:00:07:00)

Many of us don’t feel motivated to put in the work on a consistent basis because the pain of not doing something isn’t big enough. We have to ask ourselves what we really want. When we achieve clarity on what future we want to build for ourselves, it’s easier for us to work towards it because we have the prize right in front of us.

We need to confront our current situation (10:50-11:50)

Confronting our current situation is scary. Maybe we don't want to look at our bank account because it’s easier to avoid doing so than being face-to-face with our financial situation. But we need to be aware of the baseline in order to identify progress.

Make promises you can keep (14:00-16:00)

One of the biggest mistakes that negatively impact our self-esteem and how we see ourselves is the act of breaking promises. We often overestimate what we can do. It’s important to only make promises to ourselves that we’re certainly going to keep.

Asking hard questions is the first step towards finding our path to success. Many of us hide behind somebody else’s dreams and come up with generic responses when asked about our “big why.” We have to dig deeper and be honest with ourselves about why we want to reach certain goals. Otherwise we won’t have enough motivation to put in the work. Motivation comes from our cause. This is what makes us show up and work towards our dreams every single day.

Guest Bio-

Nate Bailey is a speaker, author, and lead coach at Prosperity Revolution, ManWealth, and Shield Maiden. He’s had the opportunity to work with hundreds of people and help them achieve their dreams.

In addition to his successful coaching and speaking career, Nate is also an entrepreneur in the real estate and insurance industries and the author of two best-selling books.

View Details

The average loan professional is around 50 years old, and it can be difficult to connect with clients of younger generations. What do millenials value the most? What type of communication do they prefer? How can we build trust with them? In this episode, Kristin Messerli talks about how to attract clients from a younger customer base.

Millenials and Gen Z are more likely to work with a company that identifies with a cause. -Kristin Messerli

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

Millennials value transparency and education (02:30- 03:30)

We can get better at attracting a younger customer base by being transparent and focusing on education rather than sales pitches. Millenials are very skeptical of sales people, and the only way we can convince them to work with us is by focusing less on selling and more on helping them out.

Utilize texting and video messages (06:20-07:38)

Millenials are more comfortable answering texts as opposed to picking up the phone. But when it comes to big purchases, texting alone isn’t enough to build trust and make them feel good about working with us. Video responses are a great way to build the connection that’s missing from texting without forcing people to go to our office.

Trust is the deciding factor (10:00-13:12)

There’s always someone cheaper or more productive than us, but when it comes to a big purchase, trust is what wins the deal. When it comes to millennials, they prefer professionals who are active on social media and authentic in their communication.

The younger generations value transparency and education. They prefer companies who not only deliver good service, but also have a cause that they can identify with. If we want to succeed at attracting a younger customer base, we have to be more involved in the local community. We also need to stay active on social media, as Millenials are most likely to make contact with us on a social media platform.

Guest Bio-
Kristin Messerli is a national speaker and founder of Cultural Outreach where she helps businesses reach a younger and more diverse customer base. She has over 13 years of experience working with multicultural businesses and has spoken at over 100 conferences, including at the Mortgage Bankers Association and the American Bar Association.

View Details

Going from $10 million combined in the first 3 years to $18 million in year 4 is no small feat in this business. What are the mindset and behavioral shifts that make such an achievement possible? How can we make our service more integrated with our client’s financial goals, and not just about rates?

On this episode 21-year industry veteran, Mark Maiocca, shares how he got 600% sales growth in his first 4 years, and how he’s continued to grow since then.

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 the client profile (08:44 - 08:58)

It’s incredibly valuable to understand our ideal client profile, and sit down with our clients on the front end to make sure the fit is good. We’d rather part with the client in the first 20 mins than to realize they aren’t a good fit after 3 weeks. People will respect us more for that.

Build strong relationships with other professionals in the transaction (17:15 - 18:33)

There’s a big difference between being just another vendor and being a partner. By building a network of a Realtor, real estate attorney/escrow officer, property & casualty insurance agent, accountant and estate planning attorney, Mark has strong relationships with like-minded business owners and generates systematic, predictable referrals.

Our service should integrate with every aspect of the client’s financial plan (24:25 - 25:25)

If our clients have one small hole in their financial plan, it doesn’t matter how well they are doing— it will impact them negatively. People need to know what can happen to them. That’s why it’s critical for us to provide a service that puts the mortgage within a framework of good overall financial practices.

It isn’t just our job to give our clients a great rate— it’s our fiduciary duty to go the extra mile and make sure they are protected on all financial fronts. We need to understand how the loan structure fits into their whole financial plan. Even when it seems a bit intrusive, it’s our job to suggest what is best for the client, and introduce them to other professionals who have that same passion. Ultimately, instead of trying to sell them something, we should be providing a service and creating value.

Guest Bio-

Mark Maiocca is a Senior Mortgage Originator at Fairway Independent Mortgage Corporation. He has been in the business since 1997. He is the founder of Core7 Referral Network and the author of What's Your Rate?: How to Buy a Home and Secure Your Financial Future At The Same Time. Go to https://www.linkedin.com/in/markmaiocca/ to connect with him, or follow @MyCoreSeven on Twitter.

View Details

We all want to receive repeat business from our past customers, but our efforts to stay in touch with our database may often be ignored. How should we advertise ourselves for our benefit and the benefit of our clients? Is being a jack-of-all-trades actually good for our business? Why is excellent customer service the biggest lead generator, and how can we deliver it? On this episode, Tim Braheem talks about the steps we should take to create a business that can deliver excellent customer service.

Do you want to be known as "always available", or do you want to be known as "worth waiting for"? -Tim Braheem

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

Advertising ourselves as constantly available only sets us up for failure (10:00-11:32)

Being available non-stop isn’t a good differentiator. It takes a toll on our health and makes us appear desperate for business. Instead, we should focus on providing a customer experience worth waiting for.

Being the core of our business prevents us from scaling (12:00-14:00)

Ego can sometimes make us believe we should be the core of the business, but this negatively impacts our capacity to scale in the long-term. We can only do so much by ourselves. Though it may seem like a additional cost, outsourcing can actually “save” us money by giving us more time to focus on high-value activities.

Excellent customer service is the biggest lead generator (25:40-27:17)

Every loan should generate business on its own because of how easy we make the lives of our agents and clients. We have to find ways to make it so easy for our clients that we become the standard for excellent customer service. No amount of advertising can beat the repeat business and referrals gained from people who already know, like, and trust us.

Hiring our own processor is one of the first steps we should take towards scaling our business and delivering an excellent customer experience. Sharing a processor isn’t a good option because there’s less time for them to work with your clients. A shared processor ends up doing an average job for everyone and an excellent one for none. When we get a good processor working only on our business, we increase our chances of delivering a better experience and making the process painless. As a result, our chances of getting repeat business and referrals greatly increases.

View Details

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.

View Details

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/

View Details

For many LOs, the beginning of every year is “Day One” in business. How do we get longevity and steady growth? What are habits and activities necessary for success? How do we break our threshold and grow with systems and leverage? On this episode, we talk to Jen Du Plessis about her incredible 35 years in the business and what she’s learned from this time.

We need to be accumulating properties and personal and professional growth year after year so that we can expand our business. -Jen Du Plessis

Three Things We Learned From This Episode

Ethics are necessary for longevity

There are many people in our industry who walk the line of ethics. But if we want any sustainability, it’s all about being ethical, because it will all come back to us. Take care of our brand, it’s precious.

We need to buy our own product

It doesn’t make sense for us to encourage people to buy homes and to help them if we don’t also do the same. It’s critical to have some kind of investment property, that’s how we create predictable income.

Find our superpower and maximize

The trifecta of success is doing what we love, what we’re excellent at and what makes financial sense for us. Being able to find out what this is gives us a superpower can leverage.

There are two types of loan officers; those who have been in the business for 10 years but start over every single year, and those who grow steadily year after year. Who we are and where we are is determined by what we do. Our activities feed our goals and determine whether we achieve them. Successful people break down negative habits, replace them with good habits and stick to their routine. That’s what it takes to achieve longevity in this business!

Guest Bio-

Jen Du Plessis began her career in 1983. A veteran of the industry, she has served in multiple high-level management roles, holds a Commercial Lending Certificate, is a Certified Instructor for VAR, and sits on various boards both in and out of the lending industry. She has been featured in the Washington Post, the Washington Times, and on Good Morning America, and was recognized in Loan Origination Magazine’s Top 200 Loan Originators in the USA in 2012, putting her in the top 1% of all loan originators in the country. She has hosted her own podcast, Mortgage Lending Mastery, since 2015. She’s also the author of recently released book: 'Launch! How to Take Your Business to New Heights'

Go to https://www.linkedin.com/in/jenniferduplessis/ or http://kineticsparkconsulting.com/ for more information.

View Details

Some of the best talent in the mortgage world started in completely different industries. Why are outsiders often better hires than LOs with years of industry experience? Why is it so important to lean on other people in our business? Why is it dangerous to be money focused? On this episode, mortgage expert, branch manager and VP, Zach Bleznick, shares the mindsets and tactics that have been instrumental in his success.

A good leader can always identify what people’s strengths are and put them in the appropriate position. -Zach Bleznick

3 Things We Learned From This Episode

Look outside the mortgage industry for A talent

There is great talent out there who are: 1. Not in the mortgage business, 2. The best at what they do, 3. Looking for a better opportunity. We can organically bring these people in from other industries and train them.

Leverage and partnerships are key to growth

Many LOs have control issues and don’t want to invest back in their business. To be successful and really hit those huge numbers, we need loan officer partners. We can’t do it all on our own so we have to be willing to leverage and work with others.

Don’t obsess over money-- look for value first

One common mistake we see is LO’s looking for the company who will pay the most. Many of the companies who are paying more don’t have the processes, systems and procedures to really help an LO level up. Look at the culture of the company and the value they are providing-- not how much money can be made.

Often, it’s the experienced and top-producing LOs who are not the best hires. They typically have “their own thing going on,” and they are set in their ways. The solution is looking for sales talent outside the industry. Don’t be scared to go out, find someone great, and teach them the ropes. It will take time and a bigger investment, but it is ultimately worthwhile.

View Details

May successful mortgage officers find themselves feeling lost because our success isn’t translating into happiness. Why is success about more than just money? How are physicality and spirituality important pieces of this puzzle? On this first episode we talk about what we have in store for the Next Level Loan Officers podcast, and what led us to create this platform.

This is going to be a place of knowledge, sharing and transparency. -Kenneth Travis

Takeaways & Tactics

Good coaching isn’t just about business

Coaching has to focus on more than just the business aspect of things. It should also involve your mind, your spirit and overall health. There are a lot of wealthy people in the world who are unhappy. Coaches have to be able to prevent or address that. * Our relationships matter

Our relationships are important. It makes a tremendous difference to have the support of our spouse or partner. Things get stressful in business, and we need to have someone in our corner. * We need the spiritual aspect to ground us

The spiritual aspect in our lives is all about getting in touch with ourselves. When we know who we are, it’s a whole lot easier to dominate our day, week, month and year.

We can have all the financial stability and consistency in the world, but if we’re not happy, we won’t be able to really enjoy our money and our life. We don’t need to sacrifice our relationship with our children or your spouse. We don’t need to lose our health or sense of self. The stories and concepts covered in the Next Level LO podcast will help us all create balance in our lives and enjoy both personal and professional success.

Next Level Loan Officers: Recent Episodes

Next Level Loan Officers