Your Lender Buddy: Recent Episodes
Jordan Keck
Join us for another great conversation on Your Lender Buddy with financial advisor Scott Wiegal! After getting into the industry during the worst financial meltdown in our lifetimes, he talks through his journey through the struggles towards success. We cover the value of starting in a difficult market, and what you learn/who you become by going through it.
Whether you're just starting your business or are an industry veteran, you'll come away from this episode with some amazing takeaways!
In today's discussion, we dive deep into the strategy and tactics of a changing market with the incredibly insightful Peter Braunworth. Join us as we explore the secrets of becoming an ADVISOR in a crowded sea of ORDER TAKERS. Peter, the founder of Coho Realty, shares his invaluable wisdom and expertise with tangible take-aways you can apply in your business today!
00:57-05:50 Philosophy business vs family time
05:50-12:14 Setting correct expectations
12:14-15:34 Working to support a lifestyle by design
15:35-18:30 Managing a team around work-life balance
18:30-21:14 The difference between not working and having boundaries
21:15-31:14 Foundational systems to success
31:14-33:47 The importance of the first client conversation
33:47-36:30 Being an order taker or an advisor
36:30-40:25 The secret sauce of question asking
40:25-44:40 Asking good open-ended questions
44:40-54:05 Adding value to clients in conversation
54:05-55:59 Conclusion
In this episode, we sit down with Jordan Hill, a dynamic real estate agent and team leader who, alongside her husband Mike, has managed to thrive in the challenging world of real estate over the past few years. Jordan shares her journey and insights, offering a glimpse into the secrets of her success.
01:00-07:10 Getting into real estate
07:10-09:08 Shifting to a team leader mindset
09:09-13:35 What makes an agent Successful
13:35-16:34 Being a good person for good business
16:35-19:12 What to look for in potential team members
19:12-22:38 Creating and managing business systems
22:39-26:40 The dynamics of a team
26:40-28:53 The ideal transaction
28:54-31:05 Best use of 2 hours per week
31:05-35:21 Favorite failure
35:22-37:40 Applying learned skills to the business
37:40-40:37 Best advice for new agent
40:38-43:24 Future vision
43:24-46:15 Common bad advice
46:16-47:21 Billboard choice
Discover the insider secrets of success as we dive into an engaging discussion with Brandon McElroy, the brains behind Pi Insurance. Explore the dichotomy between desperation and distinction in the business world, and learn how to provide genuine value to clients. Brandon's expertise shines as he shares his process for serving clients, cultivating a positive reputation, and addressing competitors strategically. This episode offers a wealth of knowledge and inspiration.
To reach Brandon directly, you can contact him by email or phone.
Email: brandon@piagencygroup.com
Phone: 503-877-7853.
2:17 - 5:56 How to brand yourself in the current market
5:56 - 7:10 How insurance companies vet their clients
7:12 - 10:12 Why you should work with an insurance agent who knows their stuff
10:12 - 11:30 When things go wrong
11:30 - 16:50 Getting past the desperation mentality
16:50 - 20:00 The difference between relational and transaction
20:00 - 26:53 Brandon’s process with a client
26:53 - 29:45 The realities of overselling and accidentally giving your clients homework
29:45 - 31:23 The power of simplicity
31:23 - 35:50 How to address competitors strategically
35:50 - 37:59 The difference between selling and consulting
38:00 - 43:27 Using question-based selling
43:28 - 45:25 The origin story of Pi Insurance’s name
45:25 - 53:25 How to cultivate a positive reputation
Join us as our guest and master TC, Katie Whitten, as she shares real estate horror stories and reveals the superpowers she uses to keep deals on track.
Uncover the secrets to facilitating smooth transactions and learn how to stay organized and on top of every detail.
Discover the key to effective communication and handling high-stress deals with grace, while maintaining impeccable service standards.
Join us to unravel industry standards and set the right expectations for a seamless and successful real estate journey!
1:40 -3:56 Real estate horror stories
3:58- 5:00 The power of the contract
5:01- 8:35 The importance of a Transaction Coordinator
8:36- 10:47 How a TC can help Facilitate smoother transactions
11:50-15:00 What agents should look for in a good team member
15:01-17:38 The processes used to stay organized as a transaction coordinator
17:38-20:00 The importance of having and using a system
20:00-26:38 How to never miss anything
26:40-30:38 The importance of great communication
30:40-34:36 The standards in the industry
34:37-36:30 How to handle stressful transactions with high service standards
36:30-42:16 Setting the correct expectations for a smooth deal
Get ready for an insightful episode as we welcome Eric Ravenscroft, the mastermind behind the #1 real estate team in Arizona at Fathom Realty . Eric's expertise lies in collaborating with realtors across states, serving as a trusted referral partner for clients moving to or from Arizona. Join us as we talk through adapting to changing markets, prioritizing what's truly important, and uncovering unique strategies to stand out in a competitive market. Discover the power of collaboration, underutilized prospecting ideas, and the value of providing exceptional service without strings attached. This interview will leave you inspired and equipped to elevate your real estate business.
1:10 -4:55 How to develop a national real estate strategy beyond your own state
4:55- 7:10 Leveraging LinkedIn in real estate
7:11- 10:25 Business vs client connections
10:25- 16:40 How Eric transitioned to real estate
16:41-22:50 Using your core values to find and serve your ideal clients
22:55-28:08 The difference between long-term and short-term business
28:09-33:10 Developing unique client offerings that WOW clients
33:15-38:00 Why collaborating and sharing strategy is so valuable
38:02-43:00 Enjoying the process to get the result
43:00-49:55 Overcoming barriers and having a servant’s heart
49:55-52:37 Conclusion
If you would like to reach out to Eric, you can contact him by phone at 480-933-6956 or email him at eric@theravenscroftgroup.com.
Welcome to an exciting episode featuring our special guest Lionel Wilson.
He is a transformational trainer and coach who has empowered numerous small business owners to achieve extraordinary success and enhance their quality of life.
With certifications from the legendary Bob Proctor and as a master practitioner of NLP, Lionel brings a wealth of knowledge to our conversation.
Join us as we delve into the world of business transformation, the power of coaching, and the secrets to building careers worth having, businesses worth owning, and lives worth living.
Get ready to be inspired and gain valuable insights from Lionel's expertise.
1:17-6:43 Lionel’s entry into real estate
6:45-10:30 Finding coaching and the power of the mind
10:31-27:27 Developing intuition and Lionel’s Superpower
27:28-32:46 Seeing intuition in action
32:47- 37:11 The hidden burdens we carry
37:12-48:07 Creating your identity
48:08-53:17 The Power of mindset and the law of attraction
53:17-1:00:01 Lionel’s recipe of success
Get ready to take your business to new heights with our guest Angela Kane, the principal reviewing broker for four thriving Keller Williams offices.
In this episode, we uncover the most common pitfalls that can hinder your success in the industry and explore the ins and outs of real estate litigation and how to avoid it.
Angela shares her expert tips on leveraging your memory and process, finding work-life balance, and mastering the art of effective communication.
Whether you're a new agent or a seasoned pro, this episode is packed with invaluable advice to help you grow your business and achieve greater success.
- 1:18-3:47: Most common pitfalls for realtors
- 3:47-6:33: The process of litigation for realtors
- 6:33-9:46: Memory vs process
- 9:46-14:35: Angela’s first super power: Attention to detail
- 14:36-15:46: Personal hobbies
- 15:47-21:40: Work and Life Balance
- 21:41-24:05: Productive vs Busy Agents
- 24:05-28:50: Being successful as an introvert in realty
- 28:50-33:33: Finding your wheelhouse
- 33:34-37:09: Mindset
- 37:10-40:23: The value of good communication
- 40:24-47:40: Advice for New Agents
- 47:41-51:03: Most unique situation that Angela has seen
- 51:05-53:22: Angela has a garden, so what would be her perfect realty dish
- 53:23-57:17: The future of Real Estate
Ever wonder what an appraiser is thinking when they come up with the value on a home? Been curious if you can even speak to an appraiser without getting in trouble? What in the world an "AMC" is and how they function?
You'll want to listen in to this interview with long-time appraiser Ted Rutherford for a special VIP pass into the realities of appraisers!
1:10- 8:30 Getting into the industry and how it has changed over time
8:30 – 11:00 How appraisers work and their relationships with lenders
11:00-15:40 The good, the bad, and the ugly on VA appraisals
15:40- 17:30 Unique situations that come up
17:35-19;45 How appraisers look at and use value
19:45-23:00 Stories around appraiser values
23:00-25:25 What goes into an appraisal report
25:25-30:00 Rules about interacting with appraisers
30:00- 32:15 Appraisal reports and revisions
32:15 – 44:00 The ways appraisals are changing and how values are supported (GOLD – Listed to this)
To reach out to Ted directly you can call him at (503) 580-9374.
My guest for this episode is an amazing family man who knows what is is like to be busy! With 12 kids, a farm, and a real estate business, he's a man who has lived a lot of life. I'm pleased to share the wisdom of Tim English on the show!
1:12- How Tim got into real estate
6.07- Commitment to family, and reality of budget
10:53- How family and faith cross over into business
14:30- The things that had to change when switching careers
18:10- Managing time, success, and future goals
29:29- Building authentic business connections
34:40- Dealing with adversity and bad markets
45:25- Why we do what we do
47:28- Advice for those starting in real estate
I'm so excited to bring my first guest, Hannah Fouts, onto the show to share from her experience. She has gone from a waitress to now regularly closing 30-40 transactions per year, while managing to raise 3 daughters and live a life she loves.
1:25 Getting into real estate
3:15 Building a business around kids and family
6:32 Balancing life & business spheres
8:20 What goes on behind the scenes to build the business
10:52 Figuring out what works and what doesn't
15:02 More success isn't always the answer
16:40 Managing expenses while income grows
20:25 Pushing through the struggles
24:03 Starting a team/making the first hire
27:20 Consistency is the most important strategy
29:52 Advice for new agents
34:19 What to consider when choosing a brokerage
38:23 Jumping in full-time to level up
Are you struggling to keep track of every client follow-up and losing potential sales?
Are you missing out on converting clients due to an inefficient sales process?
Are you wasting time and money improving areas you HOPE will impact your sales?
Are you tired of not seeing the results you want in your real estate business?
In today's episode, we tackle why these issues happen and what you can do about them!
You won't want to miss this one.
Being a real estate agent is hard enough, but it can be WAY harder than it needs to be if you are in the wrong model.
Some agents swear being solo is the only way to go, while others will never go back after being part of a great team.
So which model is right for you? Unfortunately, it's not as easy as you may think.
In today's episode we cover the questions you should be asking, plus the pros and cons to consider in each model to find what is best for YOU!
Within one week, 3 banks are all gone! First Silvergate, then Silicon Valley Bank, then Signature Bank, all within 5 days.
What is going on? Why did this happen and what does it mean for the market as a whole?
Today's episode does a deep dive to answer these questions in a clear way so you can calm your clients when they come to you wondering what it means for them.
Have you ever felt the struggle of doing what you KNOW you needed to do to move forward in your career?
Feeling the resistance or complete lack of desire to pick up the phone or send that email?
Maybe you're going through it right now.
You're working 3-4X as hard but seeing half the results you used to, and it's getting exhausting.
In today's episode, we'll discover where procrastination comes from and what you can do about it TODAY.
It's important to understand the difference between criticism and feedback when receiving and giving information.
It's essential to remember that feedback can be valuable and help with growth, whereas criticism can discourage and make you feel like you're not good enough.
By understanding the difference and how to approach each, you can improve your relationships and communication with clients and team members.
Check out this podcast episode to see what separates feedback from criticism and how to avoid criticizing by mistake!
As a real estate agent, your job is to help my clients understand their options and set realistic expectations.
If clients do not have a clear understanding of their choices, they are being manipulated by a lack of information.
Good communication is key in our line of work and it comes down to three things: simple, clear, and relevant.
By improving our communication skills, we can increase client loyalty and conversion, referrals, and reduce misunderstandings and sale fails.
Be sure to listen in to today's episode for practical steps you can take to sharpen your skills today!
The market is continuing to change. You have more competition than ever and fewer deals closing.
Commissions are stretched thing. Fewer people are calling, and fewer people are even able to buy or sell, let alone want to.
Right now, survival is the name of the game.
In this episode, we discuss how to do just that while setting up your business to THRIVE on the other side.
You won't want to miss this one!
Are you tired of hearing negative portrayals of the real estate market, with people claiming that a crash is imminent? It can be frustrating, especially when you see the wealth-building potential of owning a home. But what if you had a way to accurately predict the future of the market, and use that knowledge to reassure hesitant clients?
It's a common objection: "I want to own a home, but I'm waiting for the market to crash." But when pressed, many people don't actually know what they are waiting for. As an agent, you try your best to explain that no one can predict the future and that the market is not like it was in 2008. But sometimes it's hard to shake the fear and uncertainty.
Imagine if you had a simple, proven way to understand and predict the future of real estate. It would boost your own confidence and make it easier to have those difficult conversations with clients. You could turn fence-sitters into buyers, and watch your sales soar while others struggle.
In this podcast, I'll share with you the strategies and scripts I use to understand the market and confidently respond to client fears. These have worked for many Realtors, and they can work for you too if you put them into practice. Don't let market uncertainty hold you back any longer - join me and learn how to turn fear into confidence and success in real estate.
If you would love to hear a specific person as a guest or a topic covered, reach out and let me know! Email me at Jordan@findtheadvantage.com
Are you tired of struggling to close deals and wanting to take your sales skills to the next level?
In this podcast, we'll be discussing three powerful tools that can help you do just that!
These techniques help build trust, demonstrate your value in a relatable way, and make it easier for clients to do business with you today.
By implementing these three tools, you'll be able to serve your clients with more value and close more deals.
Give them a try and watch your sales skills soar!
A growth mindset is the belief that one's abilities and talents can be developed and improved through dedication and hard work.
It allows for adaptability and flexibility in the face of change, and leads to continuous learning and improvement.
In the real estate industry, where trends and technologies are constantly evolving, a growth mindset is crucial for staying up-to-date and serving clients effectively.
In contrast, a mindset of success, which is focused on achieving specific goals and objectives, may not allow for growth or learning, and may ultimately hold back one's career.
Cultivating a growth mindset involves setting learning goals, seeking out new opportunities to learn, and being open to feedback and guidance.
First time home buyer programs are great! They completely cover the down payment and all closing costs and are easy to get, right?
Not so fast.
There is never a free lunch, and these programs are no different.
Whether it's tight criteria to be approved, or higher interest rates, there are ALWAYS strings attached.
In today's episode, we explore the most common programs, their benefits, as well as those hidden caveats.
What would you do if you couldn't make your mortgage payments?
That is a question I hope you never have to face. It's a reality that many have to answer one way or another.
In today's episode we cover ten different options that can be used when facing this question. Arm yourself with this information to protect yourself and your clients as we go into a recession.
As a wise martial arts master once said, "Be prepared, but pray you never need to use it."
Complexity kills conversion. Keep it simple.
You may be making things harder for your clients than necessary.
In our information-heavy world, you only have seconds to deliver your message. If it's not clear, you'll be ignored.
In today's episode, we cover why simplicity is paramount, and offer tips & tricks to create more clarity for your clients.
Home equity loans have taken the market by STORM since rates have gone up!
They are a fantastic way to take advantage of your equity without giving up your current low-rate mortgage.
The costs are often lower than refinancing, can be done faster, and the funds can be used to purchase a new home.
Listen in to make sure you can understand how to use this powerful tool for yourself and your clients!
"No man is an island entire of itself; every man is a piece of the continent, a part of the main" goes the old poem by John Donne.
Isolation can be crushing, but it's just as likely to surface when in good times as it is in bad ones. Both times though it is almost always self-imposed.
In today's episode, we discuss how damaging isolation can become and how to prevent or break free from it.
This is one you will want to pass along to a friend!
You used to run through brick walls and had drive for days!
Times were tough but you pushed through and have come out the other side.
Now, life seems easy, and you just don't have the drive you used to.
What changed? How can you get that old spark back?
Today, we talk about WHY you changed and WHAT you can do about it, today, to get that fire back in your belly.
If you are new to the industry, you'll be able to use this wisdom to keep the furnace hot and grow through the toughest times.
The market has shifted and the things that used to work before simply aren't working anymore.
We're going to see more Realtors and loan officers get out of the business than at any other time in the last decade.
For those who survive, it means retooling your skillset and adapting quickly.
In today's episode, I'll give you the tools to use when facing these 4 objections with your clients based on the current market:
- Rates are too high
- It's a bad time to buy
- I'll wait for home prices to drop
- I don't want to give up my low rate for a high rate
Do you know how money works? Simple question, but not so simple answer.
Most people get this DEAD WRONG and it ends up costing them huge amounts of money, time, and stress.
As the market is shifting and we are headed for a recession, this is more important than EVER to understand.
Listen to today's episode to understand what money is, what it isn't, and practical steps you can take TODAY to find opportunities amidst the chaos.
If you're using these words and phrases, you could actually be chasing away clients!
Now, more than ever, being intentional in your communication is paramount.
You may be surprised to learn you're doing it wrong.
Luckily, it's an easy fix once you know what to look for!
In today's episode, we cover the issues and look at easy ways to fix them.
Where will rates go next - higher or lower?
Will we stay in a "high" rate environment or will we ever go back down to the 3's?
How will real estate and finance change in the coming months and years?
What can you do about it all?
These are the questions we cover in today's episode.
After listening, you'll have the tools to confidently advise your clients through difficult decisions in a changing market.
To sign up for my weekly market update email, register here: shorturl.at/uCOP8
A loan is a loan no matter where you get it, right?
Mortgages are basically commodities so it's best to find the cheapest one you can get... Wrong!
There are at least 5 major types of lenders, all with their own strengths and weaknesses.
Not knowing about these differences could cost you and your clients time, money, stress, and potentially cause a purchase to fall apart.
This episode covers those differences so you can be prepared to serve your clients well when it comes to advising them on lenders.
Your credit score directly affects how much you will pay for your credit card, car loan, mortgage, and every loan you will get.
Yet, if you're like most people, no one has ever explained how your credit works.
A credit score is a single number which can't possible explain your history, but it's used to judge you every single day.
Today we talk through what is on a credit report and what you can do to review and improve your score.
Be sure to check out annualcreditreport.com, the government authorized website, for a copy of your free credit report from each credit bureau.
Inflation is back at it again as the hot topic this year.
Inflation hasn't been this high since the early 1980's.
The issue is inflation means you can buy less tomorrow than you can today for the same money.
Today, we talk about what you can do about inflation, and why real estate is such a powerful tool to STOP inflation's impact on you.
Fear is the mind killer, and it's also the deal killer.
It prevents good decision making and often moves us, and our clients, in the wrong direction.
In this episode we cover how to overcome and fight that fear response and inspire confidence with actionable steps you can take today!
Rates are higher. Home prices are higher. Wages aren't keeping up.
How does anyone buy a home in this market?
Today we talk through the FOUR MOST SUCCESSFUL METHODS we're seeing people use to become homeowners in this new housing market.
- Increasing income & paying down debts 1:20
- Dual income households 4:20
- Multi-generational households 5:40
- Multi-family properties with rental income 7:30
Down payments and buydowns and points, oh my!
In this time of increasing mortgage rates, people are looking for ways to lessen the financial burden of their mortgage payments.
There are many ways to do this. In today's episode, we cover three of them:
- Down payment
- Buying down the rate
- Temporary buydowns
Knowing these options and being able to explain them to your clients could mean the difference between them feeling confident to get into a home or choosing to sit on the sidelines.
Down payment: 1:25
Buying down the rate - paying points: 2:54
Temporary buydowns - 2/1 buydown or 1/0 buydown: 6:03
INFLATION! With the way things have been talked about in 2022 so far, this word can be used as a fear tactic as easily as a swear word.
Everyone is talking about it. Most people are afraid of it. Very few actually understand what it is.
Today we talk about what inflation is and why it matters in a way that is understandable and you can explain to your clients.
More than that, we also discuss the implications inflation has to you and your clients, and the areas most impacted by it.
The debate has gone on for decades. Is it better to rent or to buy?
Some people point to the monthly payments. Some to the return on investment.
It seems that anyone with an agenda can use "data" to support their point.
Today we look at the top 5 objections to owning a home and why they are stupid.
If you've had your license for more than 10 minutes, you're already getting calls from lenders.
They beg to be your best friend and promise you the moon. They're desperate and will say whatever it takes.
Some of them may be good, but how do you know? Do you take a chance and find out the hard way?
In this episode, we go over how to sort the good from bad BEFORE taking that chance with a client referral.
As a Realtor, you're expected to know about mortgage options, but how are you supposed to know?
Your clients can just ask their loan officer about financing, right?
Knowing the options available, and how they can change the deal, will save you money, time, and a lot of headaches.
In this episode we cover four alternative loan types and the key points that can change the transaction.
Jumbo 1:32
Non-QM 5:39
Chattel/homes in a park 8:00
Commercial 10:30
As a Realtor, you're expected to know about mortgage options, but how are you supposed to know?
Your clients can just ask their loan officer about financing, right?
Knowing the options available, and how they can change the deal, will save you money, time, and a lot of headaches.
In this episode we cover the four main loan types and the key points that can change the transaction.
Conventional loans 1:21
FHA 3:20
VA 7:29
USDA 9:58
Your buyers are so excited to move into their new home and it's the perfect one for them! They've put in notice on their rental and scheduled their family to help them move. You've even been invited to the BBQ at their new place next month.
You're a week out from closing when, out of nowhere, your clients call you in tears.
Their lender called and told them they got denied for the loan, and now they have to cancel the contract.
You're blindsided - how could this happen?
They were pre-approved - the lender said everything was fine 3 days ago!
Sound familiar? I hope you've never had to go through this situation, but the truth is more common than anyone wants it to be.
There are things you can do to reduce your chances of being in a situation like that, whether helping a buyer or a seller. That is what we're talking about in this episode.
Appraisal waivers are HUGE advantages to buyers in a competitive market!
Here are the benefits:
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Remove any issues of the value coming in low,
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Remove any lender required repair conditions from coming up,
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Allow faster closings (typically within 2-3 weeks),
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Save the cost of the appraisal ($750-$900), AND
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Make a more competitive offer when competing for a home.
Listen in to understand more about appraisal waivers and how to use them to your client's advantage in their offer.
What is your unique value proposition?
Why should I use you instead of your competition?
What is your price/rate/commission?
How you answer these questions will likely determine whether or not you get the opportunity to serve that client.
Today we're talking about a format you can use to create more powerful and memorable answers which are 100% unique to you.
We'll be using a strategy developed by leadership and influence expert, Rene Rodriguez, from his book Amplify Your Influence.
Salespeople are pushy and manipulative.
Used car salespeople are untrustworthy.
You're just trying to sell me something.
Is it possible to be in sales without being salesy and pushy?
In today's episode we cover why sales has this negative perception, and discuss why the best salespeople never feel like they are selling.
Experts agree a recession is coming, and CEO's are talking about "Financial Hurricanes."
The last recession devastated the economy and the housing market.
Real estate values are at an all time high with interest rates spiking up to a multi-decade high.
Inflation is the highest it's been in the past 40 years.
In today's episode we cover the tough reality of the market and give you actionable tools you can use TODAY to see opportunity in the chaos.