Art of Mortgage Marketing: Recent Episodes
Doren Aldana
Learn what it REALLY takes to build a THRIVING mortgage business, doing what you LOVE, without relying on cold calling or annoying Realtors. Hosted by Doren Aldana, founder of MortgageMarketingCoach.com and several highly-acclaimed training programs, including the Client Acceleration Formula and the 7-Figure Lender Academy.
Still grinding as a mortgage professional, hoping things will magically change?
That was Mark Libario. Stuck in the feast-or-famine cycle, burned out and running on empty. The inconsistent income, constant rejection, soul-sucking cold calls... and for what? A few scattered deals that barely kept up with his dreams.
Then everything changed.
Within just 11 months of discovering our proven system, Mark transformed his entire annual mortgage income into a single QUARTER of production.
How? Not by cold calling. Not by begging for referrals. Not by working even harder.
He built a system that worked FOR him instead of against him.
From Struggle to Success: Mark's Complete Transformation
In this exclusive interview, Mark reveals exactly how he escaped the mortgage struggle and built a thriving business that gives him freedom, not more stress.
You'll discover:
- The "systematic approach" that eliminated cold calling forever while attracting elite Realtor partners
- Why motivation fails but the right system creates consistent $20K+ months
- The mindset shift that separates top producers from struggling loan officers
- How to build relationships with agents who actually send quality deals instead of chasing anyone with a pulse
Ready to stop grinding and start building? This interview shows you exactly how it's done.
Guest Bio
Mark Kelvin Libario is a dedicated mortgage broker at Groupe Orbis, based in Montreal, Quebec, with extensive experience in financial services, including insurance and financial planning. Mark specializes in guiding clients through home purchases, real estate portfolio expansion, refinancing, and loan processes. Mark tailors solutions to each client’s needs, leveraging access to major banks, credit unions, trust companies, and private lenders to secure competitive rates and personalized mortgage options.
Visit https://www.markkelvinlibario.com/
Find Mark on LinkedIn @Mark Kelvin Libario
Follow Mark on Instagram @mortgageswithkelvin
About Your Hosts
Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.
Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
If you're exhausted from endless cold calls, wasting money on low-quality leads, and showing up at open houses with minimal returns, you're not alone. Too many mortgage professionals are trapped in this feast-or-famine cycle.
Here's the uncomfortable truth: Those "struggle bunny" Realtors sending you just 1-3 deals annually might be exactly why you're overworked and underpaid.
The Elite 1% Work DifferentlyIn this third and final installment of our "10 Tenets of Top Producers" series, we reveal the last four principles that separate top-producing mortgage pros from everyone else—strategies that work in ANY market condition.
You'll discover:
- The proven bait that attracts high-producing Realtors
- Why helping others succeed is your fastest path to wealth
- How deliberate training (not just trying) creates unstoppable momentum
- The exact reason top producers thrive when markets slow down
Stop settling for mediocrity. It's time to work smarter, build real wealth, and transform your mortgage business forever.
About Your Hosts
Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.
Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
Let’s be real—when you feel great, you tend to do great. But too many mortgage pros are stuck in a downward cycle of suck that drains their confidence, momentum, and their bank account. They’re not hitting their goals, their swagger is fading, and every setback fuels more frustration. How can they break free from this prison of limitation and create newfound momentum and mojo, so they can start winning again – not just in a “fair weather” market but in ANY market?
In the next part of our podcast series, we’ll dive into 3 more tenets of top producers that allow the 1% income earners to stay at the top of their game, no matter what challenges may come their way. Let’s dive in…
You’ll Learn:
- How $100M producers start your day that allows them to WIN CONSISTENTLY, regardless of circumstances.
- The secret ultra-successful mortgage pros use to scale their production while working less hours and enjoying more quality time with their family.
- How to delegate strategically, so you can be freed up to DO WHAT YOU LOVE and love what you do
- The secret mindset of the elite 1% income earners that separates them from all the rest
About Your Hosts
Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.
Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
2025 is shaping up to be a pivotal year—uncertain markets, relatively high rates, rising challenges, and heightened competition are leaving many feeling stuck. But here's the reality: success isn’t determined by external forces—it’s determined by YOU.
If you're still relying on outdated strategies, hoping for a break, 2025 might be the year you get left behind. On the flip side, with the right mindset and approach, it could be the year you break through to the next level like never before. Many professionals are spinning their wheels, relying on hope instead of adopting the habits that create real momentum. But the top 1%? They play the game differently—thinking bigger, acting smarter, and executing with precision.
So, where do you stand? Have you set small, "safe" goals that limit your potential? Are your actions sporadic, leaving you stuck in the same place year after year? The top performers don’t operate like that—they define their vision for success, strategize, and most importantly, act.
Do you have a clear picture of what "winning" looks like in 2025? What if, instead of chasing opportunities, you positioned yourself as a trusted leader in your industry, attracting collaborators and brand ambassadors who view you as indispensable?
In this episode, we’ll break down the key principles that make top producers different - principles that most everyone else neglects. We’ll reveal the actions that create unstoppable momentum and build a business that thrives, regardless of the challenges around you.
You’ll learn:
- Serving over selfishness and why the most successful LOs are the biggest givers
- How to chart your course to victory in the midst of the thickest market fog
- Why success, growth and prosperity often lie on the other side of the “cul-de-sac of suck”
- How top-producers define success and happiness (hint: it’s not money)
About Your Hosts
Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.
Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
Rising rates, shrinking pipelines, and fierce competition are crushing dreams left and right. But here’s the kicker—your results aren’t determined by the market; they’re determined by YOU and your marketing.
If you’re not dialed into the right strategies and habits, 2025 could be the same or worse than last year—or if you make some potent strategic pivots, it could be the year you unleash your full potential and thrive like never before. Here’s the hard truth: most LOs are stuck in a cycle of mediocrity, relying on hope instead of habits.
Are you setting low goals to play it “safe” while sporadic efforts leave you stuck in the same old rut? The Top 1% don’t play small—they think bigger, act smarter, and focus on the right things.
Have you clearly defined what “winning” looks like in 2025? What if you could ditch the grind of chasing crappy leads and instead attract the right Realtor partners who see you as their Irreplaceable Hero?
In this episode, we share a valuable step-by-step guide to crushing it in 2025. Let’s unpack the 5 key steps you need to align your mindset, habits, and strategies with success so you can turn your daily actions into compounding momentum, stop spinning your wheels, and build a THRIVING business – even in unthriving times.
You’ll also learn:
- The game-changing mindset shift every mortgage pro must embrace to thrive consistently, regardless of rates or inventory.
- Why defining your “win” isn’t just important—it’s mandatory if you want to enjoy sustainable success.
- The life-altering difference between trying and training—and how it separates the winners from the mere wishers.
- How to turbocharge your growth by cultivating GROWTH HABITS.
- The secret to “changing the who before the do” so you can break free from the cycle of self-sabotage and start winning consistently.
- The single most profitable daily habit that can skyrocket you to a $30K+ monthly income—even in today’s tough market.
About Your Hosts
Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.
Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
With constant algorithm changes and skyrocketing ad costs, it’s harder than ever to make Facebook ads work for your mortgage business. That’s why over 90% of mortgage pros fail to see any meaningful return from their Facebook ad campaigns. Yet, many LOs continue to throw money at these campaigns, hoping for a breakthrough. The result? Wasted time, drained budgets, and frustration that leads many to give up entirely.
But what if the problem isn’t Facebook—it’s your approach? Most mortgage pros treat Facebook ads like a magic button, expecting instant results with little effort. That mindset guarantees failure. Instead of just chasing leads, your focus should be building systems that convert leads into closed deals and cash flow.
How do you create ads that attract quality leads instead of time-wasters? Why are video-based ads outperforming text-heavy campaigns? What’s the secret sauce top producers are using to make Facebook ads work in this tough market?
In today’s episode, we pull back the curtain on what’s working—and not —in Facebook advertising for mortgage pros. We’re sharing the top 3 landmines that derail most campaigns, reveal cutting-edge tools to increase conversions, and share follow-up strategies that transform clicks into closings.
You’ll also learn;
- The top 3 landmines that cause Facebook ads to flop—and how to sidestep them.
- Why targeting is harder than ever (and what to do about it).
- How to use video and storytelling to skyrocket ad engagement.
- The truth about lead quality and conversion rates from Facebook ads.
- Why most LOs waste money on ads and how to focus on profitability instead.
- A revolutionary tool that’s transforming ad campaigns.
About Your Hosts
Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.
Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
With tens of thousands of mortgage pros leaving the business over the past 3 years, it comes as no surprise most mortgage pros use outdated tactics that yield little to no results in today's market. Between rising rates, low inventory, dwindling leads, and fierce competition, many LOs find themselves trapped in a cycle of frustration, grinding harder for less return.
The truth is, success in the mortgage industry has evolved, and clinging to outdated methods will only leave you stuck and struggling. If you’re grinding away with cold calls, endless social media posts, or chasing crappy internet leads, chances are these tactics aren’t just ineffective—they’re actively holding you back.
It’s time to ask yourself: Is what you’re doing aligned with what truly works in today’s market? What if one simple daily habit could create exponential results, make you the go-to partner Realtors can’t resist, and finally stop the endless struggle bus?
In this episode, we break down the real talk about what’s working in the mortgage industry right now—no fluff, no gimmicks, just proven strategies that get results so you can take control of your business and scale your income.
You’ll also learn:
- Why outdated tactics like cold calling and generic networking events are a waste of time in today’s market.
- The "Hour of Power"—a simple, game-changing daily habit top producers swear by to dominate their market.
- How to flip the script and get Realtors chasing YOU instead of the other way around.
- The make-or-break role of CRMs in turning your pipeline into a profit machine.
- Why social media isn’t the “magic bullet” you’ve been sold—and the smarter, faster way to get results.
- How consistent daily actions compound over time to create exponential growth and unstoppable momentum.
About Your Hosts
Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.
Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
Businesses with strong team cultures crush the competition, outperforming by a jaw-dropping 200%. Yet in the relentless, high-pressure world of mortgages—where sales targets reign supreme—many leaders miss the mark on building the trust and collaboration that fuel sustainable success. Without a clear vision or a united team, scaling feels like trying to sprint through quicksand.
What if the secret to a billion-dollar business wasn’t grinding harder or chasing the next shiny object, but creating a culture so magnetic that top talent lines up to join your team, your clients can’t stop raving, and growth becomes almost effortless?
Most mortgage pros think hustle and rapid growth are the keys to the kingdom. But here’s the hard truth: chasing short-term wins might actually be blocking your path to long-term greatness. What if the real game-changer is doing less—but doing it better—anchored in culture, purpose, and servant leadership with a patient, long term approach?
In this episode, we sit down with Anthony Contento and Michele Steko of Sherwood Mortgage Group, who have cracked the code on building a billion-dollar team. They reveal how they fostered a family-like culture that inspires loyalty, strategically scaled by putting people before profits, and navigated tough markets with grace, grit, and innovation.
You’ll also learn:
- The power of building a “family culture” that attracts and retains top talent—because people don’t join companies, they join people.
- How to thrive in any market, even when the wind is in your face, by focusing on what you can control and staying intentional with your actions.
- Why servant leadership wins the long game, and how putting people first creates magnetic, lasting success.
- The timeless secret to building billion-dollar relationships: connecting with 2-3 COIs (centers of influence) a day and compounding those connections into massive results.
- How to master your mindset and self-image to overcome fear, imposter syndrome, and self-doubt—because you can’t outperform the belief you have in yourself.
- Why alignment matters more than chasing shiny objects, and how to find your lane for authentic, unstoppable growth.
- How to manage challenges with gratitude and grace, and turning adversity into your greatest asset.
Guest Bio
Anthony Contento is the co-founder and CEO of Sherwood Mortgage Group, a leading mortgage brokerage in Canada. With a career spanning over two decades in the financial industry, Anthony has been instrumental in the company’s rapid growth since its inception in 2008. Under his leadership, Sherwood Mortgage Group has expanded to over 100 agents across five provinces and has consistently surpassed the billion-dollar mark in mortgage originations. Anthony’s expertise in both banking and mortgage brokering allows him to offer a wide range of solutions to clients, ensuring personalized and effective financial strategies.
Michele Steko is the Vice President of National Broker Relations at Sherwood Mortgage Group. Michele joined the executive team with a wealth of experience in the mortgage industry, bringing a strong focus on fostering relationships and enhancing broker support. Her role involves ensuring smooth communication and collaboration among brokers spread across different provinces, contributing to the company’s cohesive and supportive culture. Michele’s dedication to professional excellence and her ability to navigate the complexities of the mortgage market make her a valuable asset to Sherwood Mortgage Group. To learn more visit https://sherwoodmortgagegroup.com/.
About Your Hosts
Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine, The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.
Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
Our special Halloween podcast episode was streamed live on Halloween, but it was just too scary-awesome not to share with you….
Most mortgage pros feel trapped in a haunted house of inconsistent income, where leads vanish like ghosts and referrals are as scarce as full moons. It’s a frightening reality for many mortgage pros, plagued by unresponsive clients, dead leads gathering cobwebs, and pipelines running bone-dry.
These spooky symptoms are enough to give anyone the chills—but here’s the twist: with just a few eerie-sistible strategies, you can scare away scarcity, resurrect those “lost” leads, and cast a spell of consistent growth in your business.
Are you clinging to the belief that borrower scarcity and ghosting clients are just the nature of the game, when this haunting, growth-killing mindset might be the very curse holding your pipeline in the graveyard?
What if a few “ghoulishly good” strategies could put an end to sleepless nights, transform “ghost” clients into loyal fans, and break the spell that keeps mortgage pros trapped in the income dungeon?
In this Halloween special episode, we’re conjuring up 3 frighteningly easy strategies to breathe life back into your borrower pipeline and keep the clients rolling in. Spook your competition and watch your pipeline fill up, leaving you cackling all the way to the bank!
You’ll also learn:
- How to stop borrowers from ghosting you with a powerful little-known strategy
- How to resurrect dead leads and turn them into raving fans
- Simple ways to automate your follow-up and keep the haunt out of high-value leads
- Strategies for putting your pipeline on hyper-growth that won’t die by Halloween next year
- Why waiting for business is scarier than cold calling (and how to flip that fear on its head once and for all)
About Your Hosts
Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.
Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
In today's competitive market where inventory is low and rates are high, leads alone aren't enough. Success lies in how effectively you mine those opportunities.
If you’re not tapping into proven strategies to squeeze maximum value out of your database of prospects, clients and Realtors, you’re handing deals to your competitors on a silver platter—because they’ll be happy to take your market share.
Most mortgage pros think the answer is getting more leads, but here’s the harsh reality: it's not about quantity of your leads, but more importantly, the quality of your leads, and how you nurture and convert those leads into closings.
Are you spending too much time chasing new leads while overlooking the goldmine in your current database? Do you know how to turn the maximum number of those leads into cash? What if you could attract Top REALTORS as exclusive referral partners and automatically turn happy clients into 5-star reviews that turn into red-hot referrals—how much more business could you close?
In this episode, we break down 3 killer marketing campaigns that are guaranteed to generate more REALTOR partnerships, resurrect "dead" leads, and turn 5-star reviews into an unstoppable referral engine.
You’ll also learn:
- How to get top-producing REALTORS chasing you and consistently sending you high-quality deals like clockwork
- Why those so-called "dead" leads in your database are actually a hidden goldmine waiting to be cashed in for thousands
- The no-nonsense way to turn glowing reviews into a referral-generating machine that fuels your business with prosperity
- How the REALTOR Attraction Campaign (RAC) can get top-producing Realtors hot for what you got before you even call them (no cold calling)
- Why it’s not just WHAT you say, but HOW you say it that can transform your business overnight
- Why focusing on how you communicate is the key to ramping up your referrals
- How to leverage automation to make your pipeline-building efforts EFFORTLESS
About Your Hosts
Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.
Penny Wrightly is the Chief Conversion Coach at MortgageMarketingCoach.com with a 24-year track record of success as a seasoned mortgage professional and expert in creative lead generation. As a highly-decorated veteran in the industry, Penny has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.
Referrals are the lifeblood of any successful mortgage business. The majority of consumers trust referrals from people they know, yet most mortgage pros are stuck relying on inconsistent word-of-mouth and feel frustrated by the unpredictable flow of leads.
Many mortgage pros think that just doing great work will be enough to keep the referrals flowing, but hope is not a strategy. In fact, this passive approach is likely costing you business and keeping you stuck in the same frustrating cycle of feast or famine.
So ask yourself: Are you getting as many quality referrals as you could be, or are you letting valuable opportunities slip away? What if you could turn your best clients and partners into a steady flow of pre-sold business without the grind of cold calling or chasing crappy internet leads?
In this episode, we reveal the secrets to winning the referral game and building a reliable, high-quality lead stream that practically runs itself. We discuss the smart way to attract top-tier referral partners, create a system that saves you time and stress, and turn one-time clients into long-term, loyal advocates for your business. Stop hoping for referrals and start creating them on autopilot!
You’ll also learn:
- How to turn unpredictable word-of-mouth referrals into a consistent lead stream
- The two ways to get referrals: the hard way (grinding away with manual effort) or the smart way (with systems that do the heavy lifting)
- What the best referral partners really want (and it’s NOT more leads!) and how to deliver value that makes you their #1 choice
- The power of systems to save time, energy, money, and stress
- How to build high-octane referral partnerships that boost your bottom line
- Simple but powerful tactics to ask for and land high-quality referrals that flood your pipeline with pre-sold clients!
About Your Hosts
Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.
Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With 24+ years of experience in the industry, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of real estate and finance.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
Over the past 2.5 years, the majority of mortgage pros have seen a sharp decline in their pipelines in comparison to the “mortgage gold rush” of 2020-2021. Relying on the same old prospecting methods that worked a few years ago have probably hit the point of diminishing returns.
The reality is, if you're fishing in the same pond as everyone else, you're likely walking away empty-handed. To stay afloat and thrive, you need to get creative and start looking for opportunities where others aren’t.
Sticking with the status quo in this market could cost you more than just a few deals—it could cost you your livelihood as it has for tens of thousands mortgage pros over the past year. The top producers are thinking differently and taking innovative approaches to secure leads that others are missing out on. They are using this so-called “down market” as an opportunity to up their marketing innovation, so they can take market share.
What if you could discover a wellspring of quality leads in places no one else is looking? Just think about how your business would transform as you build powerful partnerships (in unique and creative ways) that consistently bring in business, while your competition clings to the conventional dinosaur methods that lead to extinction.
In this episode, my co-host Penny Wrightly and I talk about powerful, creative prospecting strategies that work even in today’s tough market. If your pipeline is drying up, it's a clear wake-up call—time to step up, take massive action, and start getting creative to proactively generate quality leads now!
It’s important to maintain your grit and have a strong frame of mind in this business. Things that are working, you need to continue doing, and if something's not working, you need to cut those things, but remain consistent with the fundamentals. -Penny Wrightly
You’ll also learn:
- Why right NOW is the perfect time to step up and innovate your prospecting strategies (while everyone else is sleeping at the wheel)
- How to diversify your lead sources like a top producer, so you can protect your pipeline from drying up and build a rock-solid, recession-proof business
- Proven techniques that will have you standing head and shoulders above your competitors
- The secret to building a “VIP Rolodex” of power partners that keeps quality leads flowing in the door like clockwork
- How to use strategic collaboration to create exponential growth
- Actionable strategies to turn today’s low-transaction, low-inventory market into your biggest opportunity for success
Guest Bio
Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With 24 years of experience in the mortgage industry and an alumni of Doren Aldana’s coaching program, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of mortgage marketing.
About Your Host
Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine, The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.
Check out this episode on Apple Podcasts, or Spotify, and don't forget to leave a review if you like what you heard. Your review feeds the algorithm so our show reaches more people. Thank you!
In today’s ultra-competitive market with low inventory and relatively high rates, leads are harder to come by, and yet, many are unwittingly wasting the few they do get by making costly mistakes.
The key to thriving unthriving times isn’t necessarily just about getting more leads, but in converting more of the ones you already have into high-quality, high-paying clients who send referrals, give rave reviews and then come back to do repeat business,
Focusing solely on generating more leads might mean you're missing the bigger picture. The real issue often isn’t the quantity of leads but the quality of your lead source and the quality of your follow-up.
Many MLOs are letting potential deals slip through their fingers by not fully capitalizing on the opportunities they already have.
Are you truly squeezing all the juice out of the opportunities you’ve been given, or are you letting potential deals slip through your fingers? How would your life change if you could close more deals with less stress?
In this episode, I talk to Lead Conversion Expert, Penny Wrightly, where we reveal the 3 secrets for closing more deals from fewer leads. Stop doing it the hard way and start doing it the SMART WAY.
"Whether your leads come from your client database or referral partnerships you’re building, those will be your highest-quality leads and the easiest to convert." -Penny Wrightly
You’ll also learn:
- How to assess and improve the quality of your leads to skyrocket your conversions.
- The most effective follow-up strategies that turn lukewarm leads into hot, motivated prospects.
- Why asking for referrals is a non-negotiable step in your sales process.
- The crucial role systems play in your follow-up game and how to implement them the right way.
- A simple, yet effective strategy for attracting more high-quality leads from your existing clients.
- Tips for nurturing relationships with referral partners to keep your lead pipeline full - regardless of market conditions.
Guest Bio
Penny Wrightly is a mortgage industry veteran with over 24 years of experience, now serving as the Chief Conversion Coach at Planet Prosper. From starting as an administrator to becoming a principal broker, Penny has scaled the heights of the mortgage world, leading teams to exponential growth. She’s passionate about helping mortgage pros turn hard-earned leads into consistent closings, and her deep expertise in lead conversion is second to none.
About Your Host
Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.
Most people think making decisions is all about speed or just following your gut. But what if I tell you, there's more to it? Top producers in the mortgage industry excel because they have mastered the art of decision-making.
But what really sets their decision-making habits apart from others is that they can make fast, smart decisions based on facts and research. They also think creatively and find new solutions to tough problems.
Do you want to know which habits you should change to make better choices? What if just 5 simple habits could help you reach your best self?
In this episode, I explain the top five decision-making habits of successful people that can improve your leadership and make a big difference in the mortgage business.
"Top producers have a strong propensity and proclivity to step outside their comfort zone, swing for the fences, and take strategic risks for higher rewards because there is no reward without risk." - Doren Aldana
Things you’ll learn:
-How to make decisions quickly and wisely, avoiding the pitfalls of procrastination.
-Ways to balance big dreams with realistic steps, ensuring strategic growth without unnecessary risks.
-When to seek advice, ask for help, and move forward confidently once a decision is made.
-Why you need to use your head and heart, trusting your gut while relying on logical analysis.
-How to act quickly on opportunities but be patient with results, prioritizing high-impact decisions.
Success in the mortgage industry often feels like an uphill battle, an endless grind against constant challenges.
For many LOs, the daily grind can seem overwhelming, with rising rates, increasing competition, and the struggle to stand out in a crowded market. These obstacles are not exceptions but the norm, and how you handle them defines your success.
How can you rise above the resistance and ramp up your revenue? How can you WIN in ANY market CONSISTENTLY, not just a “fair weather” market?
In this episode, I talk about the common struggles most mortgage pros face—low inventory, high rates, stagnation, frustration, and a dwindling pipeline. I also reveal the three counterintuitive truths of success that will change your mortgage career forever.
"Income growth is preceded by inner growth. Your business is like a personal development course with a compensation plan attached." - Doren Aldana
Things you’ll learn:
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How inner growth precedes income growth.
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The importance of focusing on the process rather than the prize.
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Why connecting to your purpose leads to greater success.
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How top producers win in any market regardless of market conditions.
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Practical steps to overcome fear and take purposeful action.
It's still a challenging market with rates high and inventory low, but remember, it's not the market, it's your marketing – AND YOUR MINDSET! It's all about controlling what's INSIDE of your control, and obviously, you cannot control market conditions. What you CAN control is your daily activities, what you focus on, and the spirit you bring to those activities, and that makes all the difference in the world when it comes to your results.
Have you ever wondered how the TOP 1% income earners think and that allows them to earn 10X more than the average LO? What do they know that you don't when it comes to their ability to stay resourceful and show up confidently in the face of obstacles? How do they turn adversity into opportunity that puts wads of cash in their wallet?
In today’s episode, I reveal 5 key ways top producers think differently than the average LO and how you can apply these mindsets to your mortgage career. By the end, you will have the tools to break through barriers and reach new heights of success despite the current market.
To accelerate your speed of success, you must accelerate your speed of failure, and top producers embrace the concept called fail forward fast. –Doren Aldana
Things you’ll learn:
-How top producers defy common sense and conventional wisdom.
-How the elite high achievers deal with failure that sets them apart from the pack.
-How the top dogs relate to discomfort and build consistency in their daily disciplines.
-Techniques top producers use to maintain peace and calm, enabling them to solve problems more effectively.
-How top producers make decisions that allow them to accelerate their success.
Mortgage rates are rising and inventory is low, leaving most mortgage originators feeling frustrated and defeated. The pressure to engage Realtors has never been higher, and the competition is fierce. But what if you could turn this adversity into your biggest opportunity?
Imagine being so attractive to top-producing Realtors that they are no longer ignoring your calls and rejecting your overtures but actually open, receptive, even eager to speak with you. With the right strategy, you can flip the script so the Realtor needs YOU more than you need them.
How do you make yourself the GO-TO mortgage pro that top-producing Realtors are excited to partner with?
In today’s episode, I will reveal the 3 reasons why Realtors keep turning you down and, more importantly, how to fix it. As a result, you will be able to build profitable relationships with Top Realtors who each send you 1, 2, 3 deals per month like clockwork.
Start by showing up caring and curious, and bring some concern and empathy. People don't care how much you know until they know how much you care. -Doren Aldana
Things you’ll learn:
-How to avoid showing too many "whiskers" and start offering only the "cheese" that Realtors can’t resist
-How to develop a vetting process that positions you as an attractive partner - but not "easy to get."
-How to change your approach from selling to attracting, from chasing to asking quality questions and presenting custom-tailored solutions so you become the only logical choice
As the real estate world braces for the impact of the $418M NAR settlement that was recently approved by the judge, many Realtors are shaking in their boots with fear. With potential commission cuts and changing market dynamics, there’s a palpable air of uncertainty and even trepidation. But what if you could turn these challenges into your biggest opportunities?
There’s a good chance that the NAR settlement will put pressure on your Realtors to STEP UP or STEP OUT. With smart sales and marketing strategies, you can help your Realtors flourish under these new conditions, gaining an advantage over those who do not adapt.
How do you make yourself the go-to influencer for your Realtors to help take market share and leave their competition in the dust?
In this episode, I will share 3 strategies to use the NAR settlement to your advantage to attract more Realtor partners and supercharge your career. Don't just sit on the sidelines and allow your Realtors to survive this shakeup—help them THRIVE!
To capitalize on the NAR Settlement, attract more Realtor partners who see you as their GO-TO, as their LIFELINE, and as their STRATEGIC PARTNER to help them win in unwinnable times. -Doren Aldana
Things you’ll learn:
-How the NAR settlement could redefine buyer agency commission structures as we know them and reshape the landscape for Realtors
-Specific steps you can take to align with the new rules to help your Realtors prosper
-How to become a beacon of light in the darkness for your Realtors so you can help them find their footing and flourish in the face of this firestorm
Are you stuck in a rut of resistance, feeling powerless to make progress in the face of rising rates and low inventory? If you’re looking to break free from frustration and unlock new opportunities, this message is for you…
Picture this: getting past your obstacles, reigniting power to thrive, and boosting your confidence with a proven plan for prosperity.
Think that’s a pipe dream? Think again!
Case in point, Bernadette Laxamana went from having her best year yet in 2022 to being in the dumps, depressed, dejected, and frustrated because her income tanked and she didn’t know how to get out of her funk.
She reached out to us for help and the rest is history…
Thanks to our proven Realtor Attraction system, Bernadette was able to attract 16 VIP Realtor partners and build a $9.5+ million pipeline from scratch - without making a single cold call. How awesome is that!?
Listen in to this inspiring new episode as Bernadette Laxamana shares her zero-to-hero success story, and more importantly, how she was able to create a massive breakthrough in the face of one of the toughest markets this industry has ever seen….
Things you’ll learn:
-How to unlock millions in your pipeline with innovative strategies—no cold calls, no begging, no butt kissing.
-How to rebound from setbacks and rekindle your inner fire to turn adversity into opportunity
-How to bring MASSIVE VALUE to your partners so they make you their EXCLUSIVE PARTNER
-How to recapture your LOVE for the business (and your LOVE for life) by becoming the BEST VERSION of yourself
-And much, much more!
Have you ever wondered what traits, habits and skills separate the top 1% income earners in the mortgage industry from all the rest?
I mean they all offer the same programs with the same rates as everyone else, but they earn at least 10X more than the average LO.
What do they know that you don't?
What champion-level mind-sets and skill-sets allow them to rise to the top, even in a down market?
After 19 years of being in the trenches coaching mortgage pros to success, I'm uniquely qualified to teach you exactly that.
This truly is the Holy Grail of mortgage marketing success – the master key that allows you to WIN in ANY market, not just in a "fair weather" market.
In this episode, I share 7 things upper echelon mortgage pros do differently that separate them from the mediocre majority.
When you focus on making an impact, your income takes care of itself. When you transform lives, your transactions take care of themselves. -Doren Aldana
Things You'll Learn From This Episode:
-How to prioritize purpose over profits
-How to create a magnanimous mission that propels you from good to GREAT
-Growing vs. getting – how to turn failure into fuel for your dream
-The only consistent, reliable source of business that the Top 1% relies on
-Why a habit of servant leadership is the secret to greatness
Looking for a surefire way to bring in high-quality borrowers with less time, energy, money, and stress? You’re in luck.
I have 4 strategies for getting mortgage clients with the highest pay-off possible. These simple, yet powerful strategies will give you a practical path to power up your pipeline.
After all, why reinvent the wheel when you can leverage battle-tested methods that work even in the face of hyper-competition, margin compression, limited inventory, and everyone and their dog chasing after the same Realtors?
It’s time to start working smarter, not harder, so you can condense decades into days and get straight to what works without messing around doing it the hard way.
In this episode, I share 4 low-hanging fruit methods that can add a steady stream of quality borrowers to your pipeline without piling on more stress or headaches.
Let’s get into it…
Create channels where you can target specific people that you can help in some way. -Doren Aldana
Things you’ll learn from this episode;
-The best source of referrals with the highest-quality leads you can ever attract
-How to get clients pre-sold on you before you even talk with them
-How to create community, affinity, and connection with your own private FB group
-How shifting from vague generalities to meaningful specifics can boost your response rates
Tired of feeling like you’re grinding uphill with concrete blocks on your feet in your business? I know that frustration all too well.
Perhaps you’ve been putting in massive amounts of time, energy, and money only to see meager results in return. You and I both know, that's a special kind of suck.
Those are all symptoms of doing it the hard way. But here's the good news...
By harnessing the power of LEVERAGE, you can start closing more deals better, faster, easier than you ever thought possible.
If you're going to a gunfight, you don't want to be wielding a butter knife - you want to be rolling out the tanks! If you're digging the foundation for a skyscraper, you don’t want to be using a shovel, you want an excavator.
That’s leverage - something we could all use right now. With rising rates, inflation, hypercompetition, margin compression, and everyone and their dog chasing after the same Realtors, it’s been a tough couple of years. Leverage is a potent and powerful way to become bulletproof in the face of brutal market conditions.
How do we stop spinning our wheels and start seeing massive momentum? In this new episode, I share 8 powerful "leverage hacks" that will allow you to close more deals with less time, energy, money, and stress. Let's dive in…
With leverage, you can build a business that sets you free instead of enslaving you. -Doren Aldana
Things You'll Learn From This Episode:
-How to go from being seen as a "annoying pest" to "welcome guest" and create an impression of value with every interaction
-How to trigger an endless chain of awesome with every single deal you close
-The power of creating loyalty by providing illuminating clarity
-How to rid your business of dinosaur, Dark Age approaches that leak leverage
-How to shift from paper pushing to rainmaking activities
-How to build a system-based business vs. a YOU-based business
-How to turn decades into days by leveraging tried and true strategies
Ever wished there was a way to ramp up your revenue without relying on Realtors? You’re definitely not the only one. After almost 2 decades of working with mortgage pros, and I’ve heard the same grumbling over and over again.
Perhaps you’re tired of the drama and trauma of working with mediocre, flakey, disloyal Realtors. It’s hard to muster up the will to work with energy vampires let alone face rejection after rejection with nothing to show for all your efforts.
Many LOs think Realtors are the necessary evil in their business, but it doesn’t have to be that way.
Working with Realtors can actually be richly rewarding and even fun, and I’m about to share how you can make that your reality.
Could the "yuck" you feel when it comes to working with Realtors be self-inflicted and how do you turn that around? How do you get more juice from the squeeze so it's more motivating and fulfilling? In this episode, I share why most LOs don’t like working with Realtors and how to fix it.
You’ll also learn;
- How to remove the "gunk" that’s keeping you from connecting with the right Realtors
- The knee-jerk "buyer defense" mechanism that's causing most Realtors to resist your overtures and how to elicit trust, build rapport and establish a solid connection instead
- How to eliminate "wobble words" from your vocabulary and transmit a clear frequency of certainty and confidence that attracts the right Realtors and repels the wrong ones
- The secret to getting more results, revenue and referrals with less time and effort
- How to go from pandering to picking and choosing who you want to work with
If you're coming out of a year you never want to repeat again, you've come to the right place. If you NEVER want to go back to the suck of spinning your wheels and living in I-can't-afford prison, I’m going to share the "secret sauce" to increasing your income by at least $100,000, while working SMARTER not harder.
Winning happens when losing is no longer an option. If you feel like you've gotten to that point, by God's grace, your hustle and our proven system, 2024 will be your year to soar!
How do you build a simple, success-certain plan to at least DOUBLE your income this year? In this episode, I share the simple 3-step plan to do exactly that without inflicting yourself with the hell of cold calling, begging, bribing, kissing butts or buying crappy internet leads. Let's dive in….
Rather than just focusing on your champion-level ambition, focus on the champion-level process, routines and habits. -Doren Aldana
Three Things We Learned
-Why setting small "realistic" goals is the surest way to be mediocre
How do we set a Big, Hairy, Audacious vision for the year that inspires BIG energy to produce BIG results?
-Why pursuing happiness doesn't work, and why practicing happy habits does!
What does it take to install the kind of habits that make success almost inevitable?
-Why being complacent and softening the problem is the death rattle to success
How to harness the power of your "Fed Up" threshold to create an unprecedented breakthrough and take your business to the NEXT LEVEL!
If you’ve been waiting for the light at the end of the high-interest rate tunnel, you’re going to love this…
There are positive signs of change all over the economy. With rates and inflation dropping, a refi boom is coming to a town near you. That means more demand, more referrals and more refi revenue… FINALLY!
No doubt, the next refi boom is the surge everyone’s been waiting for, but what if rates and market conditions didn’t matter to you at all? What if you didn’t have to freeze in cold water, hoping for the next wave and going broke while you wait, and create waves on demand instead?
Picture this: you have a business so solid, you are perfectly primed to prosper and entirely impervious to interest rates. You own your marketing, instead of being owned by the market. Your wagon’s not hitched to mediocre, middle of the road Realtors, but you’re aligned with market-dominating, top producers who continue to win in the face of any storm.
That’s what happens when you stop being a wave rider and become a systems-builder. You get to make freedom money regardless of rates, inventory, inflation, or competition.
What are the 3 key steps to maximizing your profits when the next refi wave hits, and more importantly, how do you win while you wait?
In this episode, we’re going to talk about how to position yourself to benefit first and most from the next refi boom, and how to prosper right now while you prepare.
As rates go down, there’s going to be a bigger pool of people who will definitely want to hear from you, and will have an advantage to refinance. -Doren Aldana
Things You'll Learn From This Episode:
-Create your own waves on demand
Instead of signing up for the suck of being a once-in-a-while refi wave surfer, how do you transform into a consistent system-builder where you can create "waves on demand"?
-The Holy Grail of Communication
If I had to choose one method to communicate with prospects, past clients and referral partners, what would it be?
-Right person, right message, right time
How do we knock it out of the park with message that resonates with your audience?
If you tend to root for the underdog, this story is sure to inspire you. With high interest rates, low inventory and sharply-shrinking revenue, Colin Shea was in a dark place. There was no light at the end of the tunnel in spite of his best efforts to fix the problem, except the distant hope that rates would go back to "normal" sometime soon.
Then, by divine orchestration, Colin saw one of our ads and booked a call. That was the pivot point that changed everything!
After landing on Planet Prosper, Colin went stratospheric (doubling his income in just 6 months) in spite of being in the most challenging market of his entire career. How did he pull off such an epic feat while his competition was dropping like flies? In this episode, Colin shares his inspiring true story, how he went from worrying about the "next deal" to winning like never before and being on track to having his best year yet with massive momentum.
So many people get wrapped in negativity - when the market’s down, they’re down. If you do 10-20 deals a month, that would put you in the top 1% in pretty much every super broker in the market. -Colin Shea
Three Things We Learned
-Growing While Most Are Dying
Instead of regressing and stagnating, how do you actually progress, propel and expand?
-Realtor Super Bait
With everyone and their dog chasing after the same Realtors, how do you stand out?
-Secret to Sustained Success
It takes more than great mortgage mechanics to thrive in this business, even to survive. What’s the difference that makes the difference to become a top producer consistently?
If the thought of picking up the phone to call Realtors gives you the gag reflex, you're not alone. Most mortgage pros hate cold-calling Realtors, so you're in good company!
That being said, the reason you don't like making those calls is because you're doing it wrong. It's kind of like sex, if you don't like it, you're probably doing it wrong!
So, if you reach for that phone and your knees get wobbly, your palms get sweaty, and that phone feels like it weighs 1000 lbs, that's a symptom you're doing it the HARD WAY.
Chances are, you want to bring the swagger factor to your business, but on the inside you’re scared to be an annoying pest, feeling inadequate when it comes to your value proposition, and loathe being laughed off the phone.
If your confidence has gone down the drain, in a downward spiral of self-doubt and you just don't know how to get out of your own way, this episode is for you.
How do you go from being afraid of the phone to mastering it and turning it into your most profitable, MONEY-MAKING MACHINE?
In this episode, I share why you’re afraid of the phone, and the 3 keys to unshakeable, unstoppable call confidence.
We tend to resist that which we deem, presume and assume to be painful. -Doren Aldana
Three Things We Learned
-Forge the diamond within you
It’s a tough market, but there are still plenty of deals to be had. How do you make sure the pressure makes you STUD instead of a dud?
-The key to call confidence
What does it take to become so self-assured with TOTAL CERTAINTY? It makes getting on the phone feel effortless and even fun.
-How to win the self-image game
Our businesses are a reflection of our inner world - our self-image. If we feel like an imposter, we’ll bring nothing but lack, limitation, and scarcity to the table. How do we shift into feeling secure, self-confident, and purpose-driven?
If you’ve been on the struggle bus ever since rates went up, this is just for you...
If you're like most mortgage pros right now, you’ve gone from making bank to scraping the bottom of the barrel, and you’re hunkering down waiting for rates to go back down to “normal.”
Here's the rub: your bills don’t care that it’s a "slow market" and if the outflow exceeds the inflow, we've got a problem. Come hell or high water, we've got to provide for our family. The question is, how do we win in this tough market?
Perhaps you're getting close to having to do something drastic, like throwing in the towel and going to look for 9-to-5 job. It doesn't matter how may so-called "solutions" you try, if you can't find one that works, eventually you're going to run out of tarmac. The struggle is real.
This is where Ben Davis found himself just 12 months ago -- struggling and desperate to find something that works to provide for his family. Then he took a chance and implemented our proven marketing system. In 6 months, he 4X'd his income, all without cold calling, buying crappy internet leads or kissing butts.
He’s gone from scraping the barrel to having to hire an assistant. What was his secret? How is he winning in this seemingly "un-winning" market?
In this episode, Ben joins me to talk about how he created such a massive breakthrough and how you can too by emulating his simple, yet powerful approach.
I went from not having that many prospects and not many applications to having way more than I started with. -Ben Davis
Three Things We Learned
-From squirt gun to fire hydrant
How was Ben able to create a pipeline of leads and high-quality deals when so many LOs are leaving the business?
-Getting the top-producing Realtors on board
No one wants to chase Realtors only to have them not give you the time of day. What can you do instead that actually works?
-How to break free from "Perfectionism Prison"
The root of perfectionism is a flawed belief that they have to be "great out of the gate", but that's simply not true. How can you get faster, bigger results with a "seek progress not perfection" approach?
Are you avoiding reaching out to Top-Producing Realtors because you think they won't give you the time of day?
Or do you just lack an effective "hook" to get their attention have them WANT to meet with you?
If so, this new podcast episode is for you!
If you start every day thinking, "there has to be a better way"... there is.
There are no merit badges for doing it the hard way. You can double or even triple your income in in the next 3-6 months, in spite of this "slow" market, as long as you follow these 3 really simple steps.
No more revenue rollercoaster.
No more feeling victimized by the market.
Best of all: no more waiting for crumbs to fall off the table from mediocre Realtors who don't have any business to send you.
It’s time to break out of worry prison and soar into the stratosphere with certainty and confidence.
How can you build up your pipeline in a down market? What "myth understandings" are keeping you from earning freedom money?
In this episode, I share how to become a BOOKING BEAST and take the shortest path to the CASH to win in ANY market (not just a "fair weather" market).
You’re just one VIP partner away from injecting massive momentum in your business. -Doren Aldana
Things We Learned
-Becoming a market victor, not a market victim
Why hunker down and wait for the market conditions to improve when you can build a system that works in both fair and stormy market conditions?
-The single most profitable skill you can develop in your business
How do we stop wasting time on things that don’t bring us closer to earning sustainable freedom money?
-Replacing chump partners with champ partners
If you’re tired of doing all the pandering without getting paid, how do you tip things in your favor?
-Making your value proposition an EASY YES
Are you unwittingly repelling Realtors with your approach? Use this simple test to find out!
If you've been struggling to get traction and build your pipeline in this tough purchase market, I feel your pain…
When the deals start to dry up and the bills start stacking up, it’s hard not to worry. Here’s the problem: when we gripe about our business, we tend to make the problem worse, not better.
How do we get our mindset in check so we can show up powerfully and resourcefully to overcome any challenges we face? How do we turn these current market conditions into a massive opportunity to take market share?
In this episode, I talk about 3 steps you can take to stop worrying and start winning in ANY market. Let's GO!!!
As long as you’re complaining about the market, you’re giving your power away. -Doren Aldana
Things We Learned
-How to overcome any challenge
What's the secret to shift from feeling disempowered to feeling EMPOWERED, so you can power up your results?
-How to find peace in the midst of the storm
The mental shift that allows you to stop trying to control the things outside of your control and focus like a laser beam on the things you CAN CONTROL with peace and poise
-How to release negative energy
The proven technique for venting negative emotion without taking it out on yourself or your loved ones, so that hindering energy can release instead of remaining stuck inside you.
If you’ve been trying to crack the code on attracting Realtor partners and failing, this insight will instantly turn things around, because chances are, you're scaring Realtors away without even knowing it!
Think about it this way...
If you’re presenting any semblance of selling, you’re going to be repelling. -Doren Aldana
Things We Learned
- How to stop being seen as an Average Joe LO
Top producers can spot a loan leech miles away. How do you change your energetic frequency so they see you as a Welcome Guest vs. an Annoying Pest?
- How to transform Call Reluctance into Relaxed Confidence
How do you show up with that relaxed posture where you don’t need to convince, cajole, or persuade, you just simply ATTRACT?
- How to transmit TOTAL CERTAINTY
How do we eliminate "wobble words" that transmit UNCERTAINTY and make the shift to TOTAL CERTAINTY, where everything that comes out of our mouths is dripping with confidence and clarity?
- How to leverage the most powerful motivator known to man
What does it take to create a value proposition so powerful people would be crazy to turn it down? Discover the answer now...
If top Realtors aren’t giving you the time of day, and they see you as an annoying pest instead of a welcome guest, I feel your pain.
Are you feeling stuck, wasting your time with the wrong Realtors who send you chaff (unqualified leads) instead of kernels (quality borrowers that close)?
If you are sick and tired of chasing and groveling for business?
What if you could knock the socks off a top producer, by WOWING them with an irresistible killer offer that's an "easy yes" value proposition?
In today's new podcast episode, you're going to learn how to do exactly that! Get ready to discover the "secret sauce" for getting top-producing Realtors totally addicted to you... in spite of the fact that they "already having a lender"!
To be a successful loan officer, you’ve got to be a successful marketer. -Kevin Bilberry
Three Things We Learned
- Attract more Realtors with more fun, flow and finesse
How do you go from selling, persuading and chasing to ATTRACTING Realtors so you can have the "pick of the litter" and only work with the BEST agents who qualify?
- Become the IRREPLACEABLE SOLUTION
A lot of top-producing Realtors have holes in their marketing, and are hemorrhaging money and opportunity... especially in today's market. How can you swoop in to become their HERO such that they start sending you ALL their buyers?
- The ALL CHEESE, no whiskers approach
What’s the secret sauce to making FREEDOM MONEY for the rest of your life as an independent MLO, regardless of market conditions?
GUEST BIO
Kevin Bilberry is the CEO and head of product development at MoveTube. MoveTube has brought real estate search to your TV and made it fun. Head to http://myunfairadvantagesystem.com to sign up.
The current market is an extremely difficult one, but with the right strategies and mindset in place, we can excel regardless.
How do we work through skepticism and being overwhelmed when it comes to getting back on track? How do we ensure that we’re always on top of our game? In order to excel, we have to be willing to get out of our comfort zone.
It’s time to get comfortable being uncomfortable.
In this episode, mortgage loan specialist Colleen Doyle joins me to discuss her real estate journey, how she doubled her income in just 2 months without cold calling, and how showing up as your authentic self can help you prosper and propel you further.
Making a switch is hard. -Colleen Doyle
Three Things We Learned
- When we don’t get the results we want
What steps can we take when we don’t get the traction we want? What can help move the needle?
- Be more committed to your dream than your comfort zone
How do we get out of our comfort zone to work towards our dream? What does it take to take the first leap out of our comfort zone?
- The wonders of a mindset switch
Can we achieve more by simply changing our thinking?
Guest Bio
Colleen Doyle is a Mortgage Loan Specialist. A native of northwest Ohio, Colleen attended St. Ursula Academy in Toledo, and is a graduate of The Ohio State University. While living in Michigan, Colleen formed and owned a mortgage company that served the Michigan and northwest Ohio areas.
With over 15 years of experience, Colleen takes the time to learn each customer’s home buying goals and recommends the financing solutions that will best fit their needs. She specializes in all aspects of mortgage financing including VA, USDA, FHA programs, as well as construction and Jumbo Loans. She also has extensive experience assisting first-time buyers with successful mortgage financing programs. Colleen provides personal, friendly service and expertise to her clients throughout the entire home loan process. She lives in Toledo with her husband and children.
Visit https://colleendoyleloans.com/
Find Colleen on Facebook @colleendoyleloans
There’s a difference between goals and standards. Goals are results we want to achieve and standards are the process by which we achieve those goals. In order to achieve champion-level goals, we need to have champion-level standards to match.
How do we identify the dissonance between our goals and our standards? What are the consequences of staying in our comfort zone that allow us to settle for mediocre standards that don't align with our highest values and ambitions?
In this episode, I talk all about how raising your standards will raise your results, how to step into the best version of yourself, and the 3 steps you can take to develop champion-level habits to achieve champion-level results. Let's GO!!!
Our standards are linked to our identity. -Doren Aldana
Three Things We Learned
- Goals vs. Standards
What's the difference and why does it matter when achieving success in your life?
- The Power of Your Identity
How to upgrade the way we see yourself so you stop self-sabotaging and get fully-aligned to live your BEST LIFE NOW!
- Breakdown to Breakthrough How to turn the pain in your life into a powerful force for growth that propels you into living your purpose with power, purpose and prosperity!
In a tough market with even tougher competition, we’re all feeling the pressure to do more. However, a lot of people view pressure as something negative and not something that can help us and our businesses to grow and thrive.
Can pressure help us to push the needle of profit and performance? How can we use it to outdo our competition?
In this episode, I talk about the steps to turn pressure into profit and how pressure can help build a recession-proof business that will win in any season.
If you don’t have the pressure of the preparation, then you’re never going to have the diamond that the pressure creates. -Doren Aldana
Three Things We Learned
- There is no success without pressure
Pressure builds character. How can we use it to get stronger, wiser, and sharper?
- Viewing pressure as preparation
Can viewing pressure as preparation and not agitation help leverage us for our own benefit?
- The peril of blame-shifting
How can we take ownership and accountability for our faults and not shift the blame?
In the face of the current "market shift" with hyper-competition, low inventory, rising rates and inflation, most mortgage pros are struggling to survive let alone thrive.
Is there a fast, efficient, expedient way to grow your income in the face of this market storm, so you can win in any market--not just a fair weather market?
In this episode, newbie LO Austin Klein shares his inspiring true story: how we went from ZERO to HERO... from being on the struggle bus, steeped in stress and sleepless nights, on the verge of failure, to multiplying his income seven-fold in just 6 months in the face of this market shift... without the hell of cold calling.
The biggest is never taking one. -Austin Klein
Three Things We Learned
- Work SMART, not hard
When we crack the code on how to work smarter, not just harder, it's like upgrading from the shovel to the excavator.
- Feel the fear and do it anyway
Fear holds us back from decisive action (striking when the iron is hot), and if we give in to it, we give our power away. How do we cultivate the courage necessary to create our BEST LIFE?
- Why you should be patient with a sense of urgency
Being impatient is a great way to lose our peace and losing our peace is a great way to self-sabotage our success. How can we be patient with the process and at the same time, passionately pursue our purpose?
Guest Bio
Austin Klein is a Loan Officer with PrimeLending , a national mortgage lender making the home loan process simple.
Find Austin on LinkedIn @Austin Klein
If you’re an agent facing constant rejection from Realtors, it’s natural to get frustrated. In a market where everyone is after the same agents, we need to be able to stand out to ensure that we attract them.
How do we get Realtors to not only give us the time of day, but actually leave them eager to work with us? How can confidence help us to achieve what we want?
In this episode, I talk about why agents feel like they’re repelling realtors rather than attracting them, why you should deliver on your promises as an agent and why working past realtor resistance is so important.
It is a combination of confidence, certainty and humility that’s compelling. -Doren Aldana
Three Things We Learned
-
Certainty transference
Believing in ourselves and having confidence can transfer on to other people to have the same confidence in us. -
Having a champion identity
How does owning our champion identity help empower us and the decisions we make?
-How to spruce up your value propositions
How do we stand out from the rest and ensure that our value propositions are unique and compelling?
The mortgage industry is filled with myths and alot of times, mortgage professionals are not aware about the truth. Believing these myths can have a negative impact on our success.
How do we understand these myths and ensure we don’t fall victim to it? How do we increase our awareness in the industry and use it to propel us forward?
In this, I dive into the 5 myths most mortgage professionals believe that stunts growth and the impacts of believing these myths.
Myths will erode, corrode and undermine your income potential and your power to produce. -Doren Aldana
Three Things We Learned
-Think about the marketing business
When we begin to focus and acknowledge that we’re in the marketing business as mortgage professionals, changes occur that help us grow.
-How to win in any market
Cultivate and condition yourself to thrive regardless of market conditions. What can we do to win in any market and not just a fair weather one?
-The limiting belief that a higher income means harder work
Many people are of the belief that higher income means that you need to work harder which is not true. Can we work smarter without working harder?
As mortgage professionals, we want to be able to succeed all the time and not just in a fair weather market. That isn’t so easy if we do not have the proper skills.
What are some of the skills we need to be able to expand and succeed regardless of market conditions, rates and competition? How can we grow our businesses in the face of all these challenges?
In this episode, I talk about the top 3 profitable skills you need to know to be able to succeed in any market, how to become the best version of yourself so that you can grow your pipeline and scale regardless of market conditions.
Chances are you’ll see an immediate shift in your ability to boost your income with just one identity shift. -Doren Aldana
Three Things We Learned
- High level Realtor attractionOne of the most important things to do as a mortgage professional is attracting top producing Realtors. What are some of the ways to get them to work with us?
- The power of being a merchant of certaintyDeveloping a skill set to be able to determine what your client needs is imperative. How do we serve our people at the highest level?
- The importance of coachingHow does coaching elevate our knowledge and can it give us new perspectives?
Agents are dealing with a market shift right now, and a lot of the low hanging fruit in the market has already been picked. Agents are looking for something more but are using the slow market as an excuse to not go out and get it.
How do we build our businesses on a solid foundation so that it brings in consistent income regardless of the market? What allows us to win in a shifting market?
In this episode, I discuss how to turn a slow market into an unstoppable success, what allows success in any market and how to do more with less to get optimal results.
If you have the wrong strategy, it doesn’t matter how long or hard you work, it’s not going to fix the problem. -Doren Aldana
Three Things We Learned
- Spending less time on the things that are not workingHow do we cut off the things that are less productive, and work on the things that produce optimal results?
- How to get more out of referralsIdentifying referral partners isn’t enough. How do we nurture these partners to ensure growth?
- Building the dream teamChampions surround themselves with champions. How do we build a dream team of champions so that we can uplift each other and provide value?
We all want to be in control of our businesses and watch them thrive, but with the current market shift, a lot of people are failing to meet their mark and doing more with less seems like a far-fetched idea.
How can we regain control and take the helm and steer our businesses toward success? Can we push the needle of profit and performance regardless of the market?
How can we be the least and last affected by the market downturns rather than being the first and most?
In this episode, I discuss 3 simple steps to help you thrive in 2023 and beyond and how to be successful in any market.
Knowing what you want is the first step. -Doren Aldana
Three Things We Learned
- Defining our successThe concept of thriving differs from person to person. How do we figure out what it means to us?
- How to get alignedHow do we align our goals and habits?
- Why it’s critical to be specific about what we wantWhat can we do to create clarity around our goals?
Making $1000 or more in a day can seem like a far-fetched idea but with the right mindset and systems in place, it is attainable and it doesn’t matter if you’re new to the game or a veteran.
How can we make $1000 or more in today's challenging market? Is there a simple, expedited way to reach this goal? How can we go from zero to hero?
In this episode, I discuss the smart way on how to make $1000 or more a day as a mortgage professional, what you need to do to stand out in today's market and how you can get ahead of your competitors.
If you want to build the skyscraper of your dreams, you’ve got to dig a deep foundation. -Doren Aldana
Three Things We Learned
- The path NOT to takeThere are no brownie points for doing things the hard way. How do we work smarter?
- How to go after top producersGoing after top producers can seem intimidating but it pays off. Can we make it easier?
- Anchoring certainty in yourselfPeople only believe in you if you believe in yourself. How does anchoring certainty in yourself help others see the value you deliver?
With everything going on in the shifting market, a lot of people are facing problems right now. Problems are inevitable and when we have big goals, we are going to encounter big ones.
How do we use these problems to propel us higher and help us thrive in any market? Can problems actually be a sign that we are on the right track?
In this episode, I discuss how problems are a key part of what it looks like to take on big goals and how to solve any problem in your mortgage business with grace, power and proficiency.
If you don’t have any problems, you’re probably not playing a big enough game. -Doren Aldana
Three Things We Learned
- Why challenges are an opportunity for successSolving bigger problems means there are more opportunities to succeed and grow. How can we use these setbacks to make a bigger comeback?
- Embracing your problemsWhy should we embrace our problems instead of resisting them?
- How to shift from a victim mentalityHaving a victim mindset isn’t going to help us solve our problems. Why is it so important to shift our mindset from contraction to expansion mode?
The current shifting market has a lot of agents and LO’s in panic mode. Fear is a natural, human response. It’s normal to be fearful but what’s important is how we deal with that fear.
How can we conquer our fears and use it as an asset rather than a liability? What does the way we react and respond to fear say about our mindset?
In this episode, I discuss the importance of overcoming fear, how you can use fear to move forward as well as strategies to conquer fear and come out on top.
The difference between top producers and the mediocre majority is how they deal with fear. -Doren Aldana
Three Things We Learned
- Why conquering fear is so important Why do we need to be able to overcome our fears and why is it so important for us to conquer the things that we are afraid of?
- Stepping out of the comfort zone There is comfort in familiarity but is growth possible in that space?
- Strategies for conquering fear Fear can stop us from moving forward or motivate us, how do we make it the latter?
Everyone’s feeling the heat of this unprecedented and difficult market. A lot of LOs are stuck on the struggle bus, freaking out because their income is a fraction of what it used to be.
The good news is just because the market’s tough doesn’t mean you can’t still profit and prosper. With the right strategy, you can win under any market conditions.
In today’s episode, we’re sharing some inspiring client success stories that prove that you can still move the needle on profit and performance when the market’s a little (or a lot) crappy.
You’ll also learn;
-How Misty Sessions 10x’d her closings in 2 months without cold calling
-How Joe Madrid booked 6 meetings with top-producing Realtors in 1 week
-How Jelani Dorsey turned his annual income into his monthly income in just 2 months
-How Tom Jacobs turned a list of 22 top-producing Realtors into 2 VIP partners and 5 referrals in just 2 weeks
-How Desiree Carter got 5 new loans in her pipeline from top Realtors without speaking on the phone
-How Brittany Quesnell landed a top dog Realtor team without a single cold call
-How Brett Clark landed 10 top dog Realtor partners in just 1.5 months without cold calling
In today's market, it can take a lot to get to the top and even more to stay there. We hear success stories of how the market's top producers climb the ladder, but not how they stay at the top when things change in the market.
How do top producers respond to adversity? How do they decide where to focus their energy? Stinkin’ thinkin’ isn't going to get us the results we desire, so how do we change our mindset from one that is focused on adversity?
In this episode, I discuss some of the quintessential traits that the top producers in the industry share, and the key to seeking out opportunity in adversity.
While the ordinary focus on adversity, the outstanding focus on opportunity. -Doren Aldana
Three Things We Learned
- Turning adversity into opportunity Like everyone else, LOs face multiple adversities. How do the top producing LO’s turn adversity into opportunity?
- How to be a contrarian One of the things that LOs do to stand out in the market is doing the opposite of ordinary. How does going against the current attract the masses?
- Sift, sort and select. Rather than merely selling, the top producers are sifting, sorting and selecting when it comes to building their dream team of Realtors. How does this help them stay at the top?
In times of adversity, like a down market, it’s more difficult than ever to stay positive and use the struggle to learn and grow. Yet to get and stay ahead, this is the most important time to embrace adversity and use it beneficially.
Can we use a down market to actually grow mentally and financially?
In this episode, I look at three simple steps to shift our mindsets on adversity, draw on our innate resilience, and increase our income in a down market.
Being a champion is not about being perfect, it’s about seeking the best version of ourselves. -Doren Aldana
Three Things We Learned
- How to shift our perspective on the adversity we face Anytime there is a down market, many of us focus on the adversity as something taking our joy. Is adversity making you better or making you bitter?
- How to focus on what we can change, and ignore what we can’t Surrender is powerful. When we focus on what we can control it gives us the opportunity to move forward, and come closer to living in the light, instead of the dark.
- How to stop chasing and start attracting It can be hard to adopt this particular posture, but we have to work toward attracting, rather than chasing agents.
From just getting started, to growing and scaling, there are so many steps to get up and running, and that’s before a market shift factors into things.
Can we survive and even thrive when the market gets a bit shaky? How do we become our unstoppable selves and become the best in this business?
In today’s episode, I answer questions submitted by listeners that cover mindset shifts, marketing tips and more to get you working smarter not harder.
There’s always an ocean of abundance available; the question is are you coming to that ocean of abundance with a little itty-bitty thimble… or a dump truck? -Doren Aldana
Three Things We Learned
- How to get past the wall of resistance In today’s crazy market place there are multiple barriers that make our job in mortgage harder, how do we get over these and find success?
- Why we have to target top producers The fastest way to the cash is working with top real estate producers, but how do we crack the code to get there?
- Why we have to diagnose first, prescribe second Become irreplaceable and indispensable by offering the “cure” to the ailments of top producers
In the mortgage industry we’re often chasing down Realtors and working long hours putting power in the hands of others, but this doesn’t have to be our reality. What if we could flip the script and put the power back in our own hands?
By putting more value on our time, and owning the gifts we bring to the marketplace, we can attract the right clients instead of trying to convince any Realtor to work with us.
In this episode I talk with Tyshawn Young about how she put more value on her time, her decision to limit who she works with and how that all led to her doubling her income in just three months.
We can’t change our reality until we face our reality. -Doren Aldana
Three Things We Learned
- How to show that we value our time How can we shift our mindset about time and work productively while not giving up personal time for ourselves?
- Why we should focus on attracting, not chasing How do we align our business to attract Realtors and clients without having to chase them down?
- Why it doesn’t take much to stand out Can we stand out and differentiate ourselves by simply asking the right questions and providing solutions in a way nobody else is?
With all the inflationary indicators in the market, it’s clear that the mortgage gold rush is over and a recession is well on its way. Many loan officers are going to find themselves in scramble-mode - experiencing business turbulence, operating in a precarious position, and facing a whole lot of uncertainty.
How do you make sure you’re least and last affected by a downturn, not first and most?
Believe it or not, right now is the perfect time to prepare to take market share, and thrive and grow while everyone else is dropping flies. How do we build stability into our business and make it Parthenon stable?
In this episode, I’m going to share 3 ways to arm your business for a recession and build a rock solid foundation for you to enjoy whatever is happening in the market.
If you’ve noticed that you’ve been getting your ass kicked when it comes to your refi business dwindling and you’re in scramble mode, here are some words that will help you: never again. -Doren Aldana
Three Things We Learned
- Why many loan officers find themselves in a precarious position Relying on one anemic aspect of the business makes us exceedingly vulnerable to market shifts, so what do we do instead?
- How to avoid the worst of the downturn, and even thrive through it What are the big mistakes that make you hyper-vulnerable to market downturns?
- How to create a treasure trove of opportunity How do we build a stable of rockstar Realtor partners?
Objections are a normal part of the game of business but unfortunately, many LOs let that pushback discourage them from taking further action.
What are the top objections mortgage professionals face, and how can we get past them?
In this episode, I present the various reasons why objections often stop mortgage professionals in their tracks and how to overcome them.
No event is good or bad except the meaning we add to it. -Doren Aldana
Three Things We Learned
- Why Realtors give us lame objections What are the most common reasons real estate agents say "no" to us?
- 5 big reasons why objections trip us up What factors affect us when we get objections?
- The ultimate value proposition for attracting top-producing Realtor partners What offers make Realtors need us more than we need them?
A lot of what’s happening right now is stealing our confidence - a massive market shift, low inventory, hyper-competition, margin compression and higher prices. It's becoming harder to do business, and many people are struggling to earn only a fraction of what they used to make.
Amid these challenges, what role does a high level of confidence play in keeping mortgage professionals in business?
In this episode, I discuss how you can cultivate massive confidence so you can close more deals.
"We build muscles by lifting weights heavier than what feels comfortable, heavier than what we're used to, and that’s how we step into the best version of ourselves." -Doren Aldana
Three Things We Learned
- What a lack of confidence looks like How can you tell you lack confidence, and how can you fix it?
- Three different ways we kill our own confidence What kinds of thoughts and actions destroy our self-confidence?
- Three keys to cultivating massive confidence How can we build our self-confidence rather than destroy it?
A lot of people are struggling with the challenges in the marketplace from hyper-competition, income regression, to low inventory, and rising rates.
Understandably, many LOs are freaking out – they're working longer and harder for less, their net income has dropped considerably, or they’re having a hard time converting deals into contracts.
On the other side of this adversary, however, is an enormous opportunity because regardless of the condition, people will be getting into the market, moving up in the market, and getting divorced.
All those require transactions that might as well be transactions with your name on them! In this episode, I shed a brighter light on the number one reason why your income is going backwards and how to fix it, regardless of challenges in the market.
"If we’re entering into new domains, we are stepping out of our comfort zones. And when we step out of our comfort zones, we discover how much we need to learn." -Doren Aldana
Takeaways
- What's really causing your business to go backward There are causes, and there are exacerbators. What’s the difference between both?
- Why most LOs fail to attract Realtors Why do most mortgage professionals get no-shows, BS excuses, and a high wall of distrust from Realtors?
- How to build a recession-proof mortgage business Why should you have a list of top-producing Realtors who need you more than you need them, adore you, and send you deals?
At a time when everyone is getting hit by the storm of a market shift, it's important to have a strong base of top-producing realtor partners, especially if you’re new to the game.
In this kickass Q&A session, I talk about the best and shortest way to get more transactions and master the purchase market when you don’t have a stable of 10-15 rockstar Realtors sending you all the business yet.
The shortest path to the cash is always going to be top-producing Realtor partners. -Doren Aldana
Takeaways
- How to get more Realtor referrals without cold calling The importance of having a Realtor-attracting system, the right mindset, and the right posture.
- How to build a rock-solid recession-proof business in the purchase market What is the best way to build stability? Does diversification work?
- How to stay motivated when things are tough How do you induce motivation when you clearly lack it?
In this crazy seller’s market, it’s safe to say that LOs are feeling the heat on a lot of fronts. Rates are going up, margin compression is the order of the day, inventory is crazy low and the refi gold rush is hitting the point of diminishing returns.
How do we get traction under these conditions and still build a solid recession-proof business?
In this episode, I’m going to share 3 peace-of-mind-inducing winning strategies that will still get you to planet prosperity even as market conditions get more challenging.
"In this crazy seller’s market, everyone is clamoring after the same Realtors because rates are going up, inflation is going up, and the refi boom is drying up." -Doren Aldana
Takeaways
- How to strategically guide clients to victory in a multiple offer scenario What powerful steps can you take to get your buyers under contract even if they’re not the winning bidder?
- High level marketing strategies to win over the best and brightest Realtor partners To succeed in a seller’s market, we need a bench of top producing Realtor partners, but how do we prime them to want to work with us when so many LOs are clamoring for their attention?
- Why helping Realtors get more listings will propel our businesses What is the ultimate bait for winning buyer clients in this crazy market?
With inflation rates only continuing to rise, we're on the cusp of a situation where average mortgage pros are set to drop like flies, while only the true winners remain. Our only option is to insulate ourselves from the market…but how?
How can we position ourselves in such a way that it doesn't matter what's going on in the market, and we can excel regardless? Is there a way to protect ourselves from market conditions?
In this episode, I'm sharing how to stay afloat and thrive in absolutely any market.
"Whether you like it or not or know it or not, people are searching you online, so you can't afford to be lackluster about your marketing strategies." -Doren Aldana
Takeaways
- The importance of building a well-diversified, solid stable of top producing Realtor partners How many top producer partners should we be aligned with, and how can we capture their attention in the first place?
- How to build a 5-star reputation online Having a reputation that precedes us will always be the key to success in any market, but how can we go about building one?
- Why we need a multi-pillared, multimedia database marketing system in place Transactions will continue to take place, regardless of the state of the market, so how can we ensure we're in front of consumers, no matter where they are?
With rising interest rates and low inventory today’s hot topics, many loan officers have begun to question how they’ll not just survive, but thrive in today’s economy, but what we should really be asking is, who cares about the economy?
How can we build rock-solid lending businesses that thrive in absolutely any market? More importantly, is it possible to do that without adding a ton of time and effort to our plates?
In this episode, you’re invited to a complimentary training session on how to supersize your business while working less, PLUS, how to do all that in any economy.
"Screw the economy: you can make it in any market!" -Doren Aldana
Takeaways
- How to stop pandering to below-average agents, once and for all How can we build the confidence required to reach out to the top dogs, so we never need to deal with another low producer again?
- Why a rockstar Loan Officer Assistant is the key to success What would it take for us to stop trying to do it all and outsource, already?
- How to increase our earnings per client If we’re going to work, we might as well get rich, so why not reach for the plumpest, juiciest fruit from the get go?
The last few years have been incredible for mortgage pros, with the refi boom offering up an abundance of low-hanging fruit. However, when that fruit starts drying up, it’s time to start looking for our bounty elsewhere, and the best option available to us is the purchase market.
The problem is, now that we’ve become so accustomed to refis, many LOs just don’t know how to approach the purchase market anymore.
How can we make the necessary shift away from refis before it’s too late? What are the key differences between the refi and purchase markets, anyway?
In this episode, I’m sharing the tidbits you need to know about moving into the purchase space, no matter how long you’ve been relying on refi deals.
Pivoting from refi business to the purchase market is the equivalent of building the mansion of your dreams on a rock solid foundation, not quicksand. -Doren Aldana
Takeaways
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The unique benefits of the purchase market What is it that makes purchase such a solid foundation for a business, in the first place?
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How to tell if you’re doing it the hard way Is moving into the purchase space really as tough as most LOs make it out to be, or is that just a self-limiting belief we’ve bought into?
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1 way to work smarter and faster Does success in the purchase market have a ‘cheat code’?
In our business, there are top earners, and there is everyone else…so what would it take to move from the latter to the former?
What is it that separates the champs from the chumps, and how can we start emulating the top 1%? What’s their secret sauce, and how can we get a hold of their recipe?
In this episode, I’m diving into the top 3 principles that allow the shining stars in our industry to prosper, so we can follow in their footsteps!
Rainmaking always pays better than paper pushing. -Doren Aldana
Takeaways
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How to THINK like a top earner Are our dreams audacious enough to keep us inspired?
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The fool-proof formula for prosperity What are the 3 things guaranteed to keep us fulfilled in every aspect of our lives?
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Why delegation is non-negotiable for one percenters It’s one thing to fall under the 1% of income earners, but how can we put ourselves in a position to truly enjoy the fruits of our labor?
No one got into this business to be average, but most LOs slide down the path to mediocrity remarkably soon after getting started, and the majority of the time, that’s because of fear.
We aren’t always aware of it, but fear has the ability to stop us from achieving in all areas of life, business included, and if we don’t stop it in its tracks, it can completely sabotage our chances of success.
So, how do we kick that fear to the curb? Better yet, how do we identify when fear is what’s tripping us up in the first place?
In this second edition of my ‘Ask Me Anything’ series, I’m tackling your fear-based questions, so you can move beyond them, once and for all!
Own your winner’s identity and operate from a place of victory. -Doren Aldana
Takeaways
- How to position ourselves as winners when dealing with Realtors
Could our personalities be preventing more top producers from wanting to work with us?
- How to overcome call reluctance
Is there a way to pivot the way we think about prospecting, so instead of dreading it, we look forward to it?
- The key to a more consistent pipeline
Are we unwittingly sabotaging our pipelines by clinging to our comfort zones?
The mortgage industry is full of well-meaning, gifted LOs who end up kicked to the curb, and it’s all because they haven’t been able to avoid the landmines in our business.
The question is, what are those landmines, and why do so many mortgage pros end up succumbing to them?
If these deadly mistakes are so common, is it even possible to avoid them altogether?
In this episode, I’m outlining exactly where those dangerous slip ups lie, so more LOs have the ability to not just survive, but thrive in this business .
If you're not getting the results you want, chances are, your plan sucks. -Doren Aldana
Takeaways
- Why a lack of plan is a ticking time bomb
How can we expect to reach planet prosper if we don’t even have the roadmap to get there?
- The only landmine deadlier than not having a plan
Are we unwittingly sabotaging ourselves by having a bad plan in place?
- Why execution is everything
So, you have a plan. The question is, are you working it?
With a new year comes the opportunity to redefine our energies, and in 2022, I’m urging you all to adopt the energy of champions.
What would it take for us to believe we couldn’t fail this year? How can we get into the mindset that dictates success is not only achievable, but ours for the taking?
In this episode, I’m sharing how to start thinking like the WINNERS we’ve been called to be, so we can stop doing it the hard way, already!
"If you want to attract the 10s, you’ve got to BE a 10." -Doren Aldana
Takeaways
- How to break the cycle of meetings that go NOWHERE
How can we stop regurgitating the same-old, bare minimum speech every other LO is pitching and start showing Realtors the kickass value we bring to the table?
- 1 way to kick battery drainers to the curb, once and for all
How can we align ourselves with the A-players, so we’re never at the mercy of unreliable Realtors again?
- The truth about a rollercoaster income
Is it really normal to have an inconsistent income, or could that be a symptom of a poor game plan?
Stinkin’ thinkin’ only leads to stinkin’ results. When mediocre mind trash becomes the order of the day, even the most talented LOs will live a life of fruitless toil and frustration.
What are the most harmful lies we need to kick to the curb right now? How do we cut ties with struggle, strife and stress right at the source?
In today’s episode, I’m going to share how to stop feeding yourself mind trash, and adopt the thinking of champions and winners.
The fastest, surest path to mediocrity is being realistic or reasonable. -Doren Aldana
Takeaways
- The real reason you keep leaving money on the table for competitors to grab
How do we stop idling in the parking lot of mediocrity and get on the fast track to freedom money?
- How to stop paying tuition to the university of knowing nothing
What steps can we take to crack the code on more money and freedom?
- The mind blocks that make money elusive
Is there anything wrong with wanting wealth, financial abundance and earning more than we need?
For most mortgage pros, the very idea of relocating is enough to leave them shaking in their boots.
What would it take for us to feel confident enough in our abilities that even if we had to move across state lines, we would crush it? Is it possible to dominate it in a whole new market, from the moment we step foot on the new territory?
In this episode, I’m sharing how to not only move into a new market, but build a next-level pipeline while doing it.
"It's certainly very doable to reach your income goals in record time, as long as you’re doing it the smart way." -Doren Aldana
Takeaways
- How to pinpoint the top producers in a new market
How can we get started on our outreach to the top dogs before we’ve even arrived in their markets?
- How to work with the best and forget all the rest
Is there a way to bypass the low-producing Realtors in our market from the get go?
- The key to impressing Realtors in the first meeting
So, we’ve enticed top producers into a meeting. How can we ensure it all goes smoothly once we’re in the same room?
For many mortgage pros, not achieving has nothing to do with a lack of motivation and everything to do with not knowing where we’re going wrong.
So, what are our biggest, most common missteps? More importantly, what can we do to quit making them, altogether?
In this episode, I’m kicking off my brand spanking new Q&A series by answering your questions on how to stop being your own bottleneck.
"Get intentional about your strategies. You have to be like a sniper in your business, vs. someone who is just spraying and praying." -Doren Aldana
Takeaways
- What the fastest path to the cash is NOT
What well-meaning strategies are we implementing that are doing more harm than good?
- The key to using social media more effectively
Are blog posts and a ton of content really going to help us see results right here, right now, or should we be doing something else?
- How to step our game, stat
How can we stop settling for ‘good’ and charge forth towards great?
When we’re constantly faced with rejection, it’s easy to feel like all agents are primadonnas and difficult to work with, but that simply isn’t true. Agents are human beings, just like us, and getting a good response from them simply requires some understanding on our part.
So, how can we get into the mind of a Realtor? How can we suss out what’s likely to get them hot for what we’ve got, and what should we avoid saying, altogether?
In this episode, I’m diving into the top 3 objections LOs are faced with, and how to overcome them, once and for all.
"Don’t blame, criticize, or cuss agents out for rejecting you. That’s exactly what we do, every time a store clerk asks if we need anything." -Doren Aldana
Takeaways
- How to build a connection with top producers
As the saying goes, birds of a feather flock together. How can we show Realtors that we’re in the same league as them?
- How to come at a knee-jerk ‘no’ from a power position
How can we fight the urge to crawl into a ball when we’re told ‘no’ and use rejection as a way to start a conversation?
- What to say when we’re told to call back later
So, we’ve been told to call back later. Is there a way to keep a top producer on the line just long enough to entice them?
There are times when fear can be helpful, but far too often, the fear we experience is based on our perceptions of what ‘could’ go wrong, and that holds us in place, too petrified to make any moves (let alone big, audacious ones that get us closer to our dreams!).
How can we get better at distinguishing which fears serve us, and which are only holding us back? What can we do to embolden ourselves to push past our anxieties, either way?
In this episode, I’m getting into the 3 ways fear stops us from reaching our full potential, and how to move beyond it for good.
"As you abide in that vibration of faith and flow, you attract everything you need to see your dream be fulfilled." -Doren Aldana
Takeaways
- The true perils of survival mode
Are we showing up as our winner selves, or as our wimp selves?
- How to safeguard our power, peace and prosperity
How can we get out of the grind and into a place of flow and faith?
- How to stop letting fear stop us
Is there a way to break free from the habit of telling ourselves stories that give our power away?
Everyone with an ounce of ambition ‘wants’ to be successful, but our industry’s statistics speak for themselves: most won’t be. The truth is, wanting to be successful may be a starting point, but in isolation, it just ain’t enough.
So, how can we stop thinking in terms of wanting to be successful, and turn that into a white-hot, can’t-live-without-it necessity? What’s the golden key to crack the code of turning half-baked interests into decisive action?
In this episode, I’m explaining why ‘wanting’ to be successful can only get us so far, and what we should be doing, instead!
"We can’t change our reality until we face our reality." -Doren Aldana
Takeaways
- Why we need to re-examine our desires
No one feels compelled to eat a 5-course dinner if they’ve already eaten a Happy Meal. Are we famished enough to do what it takes to attain our biggest goals, or are we curbing our hunger with small-fry wins?
- The danger of ‘softening’ our problems
Are we tolerating mediocrity because we’ve got into the habit of telling ourselves it’s not ‘that’ bad?
- Why being interested just isn’t enough
How can we expect to push through all our challenges if we’re interested in achieving our dreams, rather than being defiantly committed to making them a reality?
We hear a lot about 'time management,' but the truth is, there is no way to manage time. All we can do is manage our activities within that time.
So, how can we manage those activities better to ensure we're not only getting maximum results, but having fun while doing it? Where are our present to-do lists going so wrong, to the point of failing us?
In this episode, I'm sharing how to get better at managing ourselves, so timing never has to stop us from reaching our full potential.
"It's not enough to fill your days with a bunch of tactics. You have to do the things that work." -Doren Aldana
Takeaways
- How to start each day on the right foot
We've all heard about the importance of a 'magic morning routine,' but what does that actually look like in practice?
- Why we need to add an hour of POWER to our daily schedules
Are we treating rainmaking activities like a luxury or a necessity?
- How to pour more of our time into rainmaking
Are we spending too much time on paper pushing?
Even the most well-meaning, well-intentioned mortgage pro won’t be able to reach their dreams if they’re falling prey to stinkin’ thinking, so it’s imperative that we’re cultivating the mindsets of winners.
The question is, how does a winner think? More importantly, where are the mediocre majority going so wrong, and what can we do to shift the way we approach the business?
In this episode, I’m delving into the default excuses mortgage pros use that only hold us back from our full potential.
"Once you get your thinking aligned, it's just a matter of time before you get champion level results." -Doren Aldana
Takeaways
- The 1 thing that keeps us on the hamster wheel indefinitely
How can we banish the idea that ‘more money means more work’ from our lexicon altogether?
- Why being ‘realistic’ is the first step towards mediocrity
Why are we settling for ‘reasonable’ goals when it’s possible to create a life of magic?
- How to kick our concept of ‘greed’ to the curb
Are we of the mind that attaining wealth is morally wrong?
We all want to be successful, but sometimes our aspirations are about more than better results. Sometimes, reaching our income goals is a necessity. The problem is, when we’re in survival mode, it can be difficult to have faith in our ability to make it happen.
How can we get ourselves to take the leap and do what we need to do when we can’t afford to fail? How can we push past the fears holding us back from true freedom?
In this episode, Senior LO at CMG Financial, Terri Core shares how she went from desperate and barely surviving, to totally thriving in the space of just 3 months.
"It’s time to bust out of ‘I can’t afford it’ prison and get out at Planet Prosper!" -Doren Aldana
Takeaways
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How to maintain our integrity while pushing for more Do we really need to choose between our values and our goals, or is there a way to have it all?
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How to banish self-limiting beliefs, for good! How can we get rid of imposter syndrome and the little voice telling us we can’t, once and for all?
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The key to changing our perception of Realtors How can we go from working with Realtors because we have to, to aligning with them because we enjoy their company and have their respect?
Guest Bio -
Terri Core is a Senior Loan Officer at CMG Financial. While Terri has a history in the business, she stepped out amid the Financial Crisis to pursue a career in the education space. While she battled against numerous challenges upon her return to mortgage in December 2020, she’s since begun working with Mortgage Marketing Coach, and having turned her previous yearly income into her monthly earnings, it’s safe to say she’s not about to look back!
To find out more, go to:
https://www.linkedin.com/in/terricore/
One of the hardest pills to swallow in mortgage is most LOs just won’t achieve champion-level results, and that’s because they’re taking the wrong approach.
What are1% income earners doing that the other 99% aren’t? Where is the average Joe going so wrong, and what are the first steps to course-correction?
In this episode, I’m discussing the M3 strategy that’s helped our clients get bigger results, faster, without needing to work harder.
"Get your mindset, habits and emotions in sync with your dream." -Doren Aldana
Takeaways
- The power of having effective marketing
How can we create marketing strategies that target top producers, so we never need to deal with low-level lead sources that never convert, again?
- How to create a more productive mindset
What can we do to set the tone for a more successful day, every day?
- Why mentorship is more important than most think
Think of expert mentorship like baking cookies. Why wing the recipe when we could look up an award-winning formula that guarantees we get the best results?
Something human beings in ANY profession know all too well is procrastination (and the devastating effects that accompany it). The question we should be asking ourselves is, how can we nip it in the bud?
What’s causing us to procrastinate in the first place, and is there anything we can do to stop it from stopping us?
In this episode, I’m sharing 3 ways to beat procrastination, so it never has to hold us back again!
"There’s never a perfect time, there’s always something too inconvenient to get started. If you let that stop you, it will!" -Doren Aldana
Takeaways
- The importance of knowing our end goal
What big, hairy, audacious dream are we giving up on when we procrastinate?
- Why positive visualization is the key to achievement
How can we get up each day, excited about what’s to come, even if we haven’t achieved all our goals yet?
- How to quit holding back and just start DOING it
How can we get into the habit of taking action, even if it’s just one small step, everyday?
Whether we're facing lockdowns or inventory shortages, there's no doubt that we're in a time of great adversity. However, even in the wake of challenges, some LOs continue to win.
What are they doing differently from everyone else? How can we mimic their moves and stop falling short of our potential, no matter how many difficulties we face?
In this episode, I'm diving into how to stay winning in ANY situation (and what's holding you back from prosperity right now!).
"The difference between champions and the mediocre majority is, champions find a way to turn adversity into opportunity." -Doren Aldana
Takeaways
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Why networking and visiting open houses can only take us so far Is it possible to create lifelong, fruitful friendships with Realtors without going out of our way to schmooze them?
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1 thing to be mindful of with social media Are we doing blogs and social media posts because they offer a great ROI, or simply because everyone else is doing them?
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How to get agents champing at the bit to work with US How can we flip the script on Realtors and get them hot for what we've got, even in a tough market?
Most of the time, LOs fail to reach their full potential because they’re unwittingly choosing to do things the hard way. That said, it’s surprisingly easy to slip into bad habits that hold us back, and that’s why so many mortgage pros get mediocre results.
What are the most common mistakes we’re making, and how can we root them out, for good? Why are we falling for so-called ‘strategies’ that only waste our time and money in the first place?
In this episode, I’m sharing 3 mistakes mortgage pros make on the regular, so we never have to make them again!
"Stop getting caught up in the ‘follow the herd’ mentality. The very nature of the herd is they do what average people do and get what average people get!" -Doren Aldana
Takeaways
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Why internet leads in isolation are a recipe for disaster Are internet leads ever our best bet?
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Why BLOGGING could be holding us back from bigger, faster results Is it worthwhile doing all the minutiae of a weekly blog or social media post if we’re not getting immediate results?
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1 Thing to remember before running paid ads When is it a good idea to forego paid advertising, and what should we be doing instead?
We all have a tendency to play it safe, because that’s part of the human experience. However, by staying in our convenience zones, we’re only stopping ourselves from moving into our CONQUER zones, so we have to figure out where our comfort lies and how to break free from it, for good.
What are we doing to stay in the easy, breezy space we’re in, and how can we shift away from it so we nullify our chances of stagnation? Which of our day to day activities are taking us to the precipice of mediocrity, and what do those who SOAR do, instead?
In this episode, I’m shining a spotlight on the 5 places LOs hide from their own greatness, so we can cut them out of our lives, once and for all.
"Step into your champion self, feel the fear and do it anyway." -Doren Aldana
Takeaways
- When social media does more harm than good
If social media isn’t the main thing we should be doing to grow our businesses, what should we be doing instead?
- Why perfectionism is holding us back from brilliance
Is trying to be ‘perfect’ stopping us from getting the best results possible?
- How to kick imposter syndrome to the curb
We’ve all experienced imposter syndrome at some point in our lives. The question is, how do we push past it?
There’s no faster way for LOs to grow their business than by partnering with top-producing Realtors. However, as many mortgage pros know, that can feel like a mammoth task.
What is it that’s stopping us from building strong relationships with top Realtors, and what can we do about it? How can we go from feeling like a loan leech to coming at agents from a power position where we hold the cookie?
In this episode, I’m delving into what’s holding agents back from stepping into their best season yet, so they can kick those barriers to the curb, for good!
"You can have it exactly the way you want it, if you don’t settle." -Doren Aldana
Takeaways
- How to crack the code of the words that WORK
The right ‘hook’ for top producers ain’t ‘great service’ and it’s DEFINITELY NOT ‘great rates’...so what is it?
- How to position ourselves as welcome guests (rather than annoying pests!)
Are we showing up attractive, or are we grovelling at the feet of Realtors, begging for crumbs?
- The key difference between loan hawkers and problem solvers
Are our strategies making us easily replaceable in the eyes of top producing agents?
More often than not, our failure to reach our goals isn’t coming from incompetence, but because we’re unknowingly getting in our own way. The good news is, once we pinpoint the things we’re doing to self-sabotage, we can cut them out for good.
However, identifying the things we’re doing to hold ourselves back can be easier said than done. How can we diagnose our problem areas, so we can bounce into a season of health, wealth and prosperity? What are the common blindspots for mortgage professionals and how can we quit letting them shroud our success?
In this episode, I’m summing up the 3 ways LOs are holding themselves back from their biggest wins, so we can put a stop to them TODAY.
"There is no breakthrough WITHOUT that isn’t preceded by breakthrough WITHIN." -Doren Aldana
Takeaways
- How a poor self image is robbing us of happiness
How much joy are we giving up by believing that we’re only worthy of love, acceptance and success when we’re actively doing something?
- How to stop letting sucky emotions dictate our next moves
Are we making poor business decisions because we’re too caught up in fear?
- The key to kicking bad strategies to the curb
Why are we choosing to do things the hard way and what can we do to break the cycle?
If we waste all our time on mediocre lead sources, we’ll only ever get mediocre results, and none of us got into this business to be average!
Which lead sources are most likely to get us the results we want, and what makes them so much better than all the rest? How much harder do we need to work to secure the lead sources that separate the good from the GREAT in our business?
In this episode, I share the 3 lead gen sources GUARANTEED to put LOs in the top tier of mortgage professionals (and how to get them!).
"The better quality the lead, the better quality your life!" -Doren Aldana
Takeaways
- How to partner up with top producing Realtors
Reaching out to top Realtors is daunting at the best of times, so how can we get them to partner with us when they’re already married to their current lenders?
- How to generate pre-sold referrals from past clients
Is there a systematic way to turn past clients into red-hot referrals?
- The key to tapping into our personal networks
How can we get referrals from our personal networks without feeling awkward and uncomfortable?
We’re living in crazy times and Covid lockdowns have certainly created more turbulence in our market, but the reality is, ebbs and flows are a given. Our best defense? Being prepared in advance!
How can we safeguard ourselves from the coming fallout? What can we do to ensure our businesses are the last and least affected by market downturns?
In this episode, you’re invited to a special training guide on how to stay winning in ANY market.
"In the wake of the upcoming impact on the economy, it’s now imore imperative than ever to protect yourself against the coming perils." -Doren Aldana
Takeaways
- How to maximize repeat and referral business
How many deals are we leaving on the table by neglecting our past clients?
- How to build stability through diversification
The parthenon stands today because it has multiple pillars holding it up. Why should our mortgage businesses be any different?
- Why mentoring ALWAYS pays in dividends
How can we leverage the expertise of those who have gone before us, so blindspots stop tripping us up on the path to success?
Most LOs aren’t reaching their dreams, and it’s all because they’ve been fed LIES about what it takes to make it in mortgage.
What are those lies, and how can we root them out for good, so NOTHING stands in the way of our goals? Where do the lies come from in the first place?
In this episode, I’m sharing the biggest, most common lies told in the industry, so we can impeach them, once and for all!
"Stop being realistic and start realizing you can have it any way you want it." -Doren Aldana
Takeaways
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How to flip the idea that success takes time on its head Should it really take 12, 24 or more months to reach our income goals?
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How to break free from the strategies that hold us back If something hasn’t worked for us in the past, why the heck would doing MORE of it do anything to change that?
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When to take the leap into our dreams Should we play it safe until we feel truly competent and confident in what we know?
None of us want to spend our lives in reactive mode, but we don't want to lose a paycheck either, so more often than not, LOs end up stressed out and anxiety-ridden as a default.
Is it even possible to break free from the cycle of reactivity? If being available round the clock isn't good for us, what should we be doing instead, and how can we do it without putting our livelihoods at risk?
In this episode, I'm sharing 3 ways to minimize pressure while MAXIMIZING prosperity.
"If you want to make big moves, being in reactionary mode does not bode well." -Doren Aldana
Takeaways
- The magic of a morning routine
Just how valuable is a healthy routine, and why does it need to take place in the mornings, specifically?
- Who to show up for, first and foremost
Who is our most important client and what are the consequences if we don’t serve them at the highest level?
- How to break Parkinson’s law
How can we kick procrastination to the curb, stat?
For many of us, the thought of an LO being in the driver’s seat is akin to the Loch Ness Monster: we hear about it, but we never see it for ourselves. Why is it that a mortgage pro holding the cookie seems so foreign to us?
Where have loan officers gone so wrong, and how can we start re-positioning ourselves, so Realtors give us the respect we deserve? Is it possible to do it WITHOUT reinventing the wheel?
In this episode, I’m diving into the 3 things that have made mortgage pros meek and weak- and how to flip the switch!
"When you don’t have the right dynamic in your relationship with Realtors, you will feel forced to answer calls every minute of the day." -Doren Aldana
Takeaways
- Why begging for business will only stunt our success
Are we chasing business, or are we attracting it?
- The importance of differentiation
Great rates and service are a GIVEN. What are we doing to offer Realtors unique, exclusive value?
- The risk of having a SCARCITY mindset
Are we bending over backward for Realtors because we’re scared to say no?
Very few mortgage pros do 10 deals a month, and even fewer do it consistently. What are the secrets of those who are getting it right, and where are the vast majority of us going so wrong?
How can we start thinking like industry top dogs, so 10 deals a month, EVERY month, becomebest-kept a given?
In this episode, I share the 3 biggest weaknesses holding mortgage pros back from greatness (and how to stop them from stopping us!)
"Even 1% doubt will take you out, so you have to show up every day with your beliefs in alignment with your dreams." -Doren Aldana
Takeaways
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How to stop letting weak marketing stunt your growth What are the key clues that our marketing is all wrong?
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Why we need to kick stinkin' thinking for good How can we start showing up feeling like the champions we are and quit cowering in the shadows of self-limitation?
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How to pick the right mentors Is there a way to pinpoint those guaranteed to get us to our full potential?
Diversification is the best way to stay afloat in any market, so if we've been focused on REFIs exclusively until now, it's time to shift into the purchase market. However, to make the most of the purchase space, we have to approach it the right way. The question is, how do we do that?
What can we do to stand out to the best Realtors in the business, so we're not just getting any purchase deals, but the cream of the crop? More importantly, is it possible to do that without begging, pleading, and annoying everyone along the way?
In this episode, I'm sharing 3 ways to build a purchase business quickly and effectively, so we can reap the long-lasting benefits in no time at all.
"If you keep doing what you've been doing, you'll keep getting what you've been getting, and that's unacceptable!" -Doren Aldana
Takeaways
- How to make the most of our networks
How can we tap into the GOLDMINES that are our networks? Is there a way to reach out to our existing spheres without coming across as annoying?
- How to turn one and done transactions into repeat and referral business
How can we continue to be the first (and only!) LO people think of when mortgage comes to mind?
- What it takes to get into the inner sanctum of top dog Realtors
How can we pick a more lucrative Realtor partner?
Refis are a great add-on to our revenue streams, but thanks to the low rates we've seen over the past few years, too many LOs have based their entire business on just one activity.
What are mortgage pros risking by putting all their focus on a refi? Could a refi-based business be harming MORE than our professional lives? If relying on refi is such a bad idea, where should we be channeling our energies?
In this episode, I'm diving into the top 5 ways refi holds us back from bigger, more consistent results in our businesses and beyond.
"Set up your business so you have a military freight ship that allows you to weather ANY storm, at ANY time, in ANY economy." -Doren Aldana
Takeaways
- How to quit pinning all our hopes on 'good weather'
Refis are great when rates are low, but is it wise to hope for smooth sailing? How can we build a BARGE to withstand any storm, instead?
- What makes Refis less FUN
Sure, refis can make us money and save our clients a buck, but are they life-changing? Which aspect of the business can help us make a real impact?
- How Refis hold us back from a recession-proof business
How can we grow consistently in any market- and is it possible to keep having fun while doing it?
As any LO will know, breaking into the business isn’t easy, and many of us have ended up in survival prison at some point along the way. The question is, how do we bust out of that and shift into freedom for GOOD?
How can we create a more stable income for ourselves, so we never have to wonder where our next deal is coming from again? How can we invest in ourselves to the point where we show up as champions every single day?
In this episode, Accutrust Mortgage Broker, James Petrick shares how he went from survival to “thrival” in only 2 months.
"Unprecedented results don't happen by accident, they happen by design." -Doren Aldana
Takeaways
- How to partner with our market’s top Realtors
The sad truth is, most Realtors already have their dream team of lenders. How can we break into the inner circles of our markets’ elite players and get a piece of the pie?
- How to overcome our fears of making bold investments in ourselves
How can we quit thinking in terms of what we’ll lose by pouring into ourselves with coaching, and start thinking about everything we have to GAIN?
- How to shift our focus to the activities that matter most
How can we stop getting sucked into low-income-producing activities, and where should we be putting our efforts instead?
Bio-
James Petrick is a loan officer at Accutrust Mortgage, passionate about what he does. James enjoys nothing more than being of service to his clients and partners alike and lives by the idea that when you love what you do, you’ll never work a day in your life.
To find out more, go to:
https://www.linkedin.com/in/james-petrick-77707395/
https://www.instagram.com/mortgageswjames/
We tend to think it takes several years before we start making decent money in this business, which is why most newbies get chewed up and spat out before they ever get their business off the ground. However, that couldn’t be further from the truth!
How can we bypass the slow grind up the 20-story staircase and just press the "P" button on the elevator, so we can get straight to making PROSPERITY money right from the get go? What are the common barriers we’re most likely to deal with as a newbie, and how can we kick them down in advance?
In this episode, Main Street Home Loans Consultant, Brett Clark shares how he went from not even knowing the mortgage industry EXISTED, to consistently producing $3M+ month in volume in just 3 months.
"Pay attention to your mindset. You can have all the tools but without wanting to reach your goals, you won't." -Brett Clark
Takeaways
- How to make powerful connections with Top Realtors without calling
When nobody knows who we are or how much experience we have, how can we get them to trust us with their clients?
- How to take control of our brands, right out of the gate
Our companies are usually telling us to do the stuff that worked 20 years ago, but that stuff just doesn't work anymore! How can we take control of our careers and position ourselves on a trajectory of prosperity from day one?
- Why knowing our WHY is mission critical to our success
It's not enough just to "want more money" - that is rarely enough to drive us to success. How can you find your PURPOSE that will propel to rise above the ground and accomplish the EXTRAORDINARY?
Guest Bio -
Brett Clark is a home loans consultant at Main Street Home Loans. A US Army Veteran, Brett got into the mortgage industry after completing his MBA in early 2021- and despite not even knowing the industry existed until recently, his drive, passion, and perseverance have all culminated in his unbelievable success. Brett is passionate about serving his clients and partners at the highest level, so he can make a bigger impact on more people.
To find out more, visit:
https://www.linkedin.com/in/brett-j-clark
Great rates and service aren’t a value proposition, they’re the bare minimum! How can we take our strategies a step further and offer our partners more than the average Joe?
How can we zig while everyone else zags, so we can provide the kind of out-of-this-world service that gets Realtors hot for what we’ve got?
In this episode, I share 5 add-on services GUARANTEED to get agents lining up at our doors.
"Bring real unique value no one else is offering and help your partners take their value to the next level." -Doren Aldana
Takeaways
- Why getting pre-approved buyers will always stand us in good stead
Why sit around watching agents leave money on the table when we could speed up the process from the start?
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How to find motivated sellers What wicked effective systems can help us seal the deal with motivated sellers in today’s market?
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How to set up more repeat and referral business for our partners What if we were able to help our partners get an extra deal or 2 EVERY month, just by having a more sophisticated marketing system?
The path to prosperity isn’t a tough one to walk if we know which steps to take. The only problem is, most people don’t know what those steps are.
What does a foolproof journey to success look like, and what can we do to emulate it, starting TODAY? Is it possible to fast-track the process without putting in a ton of extra time, energy, and effort?
I’m sharing the 5 best-kept secrets of success in this episode, GUARANTEED to take mortgage pros to the next level.
"Don’t do the minutiae of the building of your business: be the architect." -Doren Aldana
Takeaways
- Why it’s VITAL to celebrate prosperity in advance
Can we really expect to live lives of abundance when all our energy is centered on lack and despair?
- How to get better at creating value in our absence
How can we quit getting muddled up in minutiae and get on the path to sipping Mai Tais while making money?
- The truth about paying ourselves first
Sure, it’s important to pay ourselves first financially, but how can we pour more into ourselves ENERGETICALLY?
Success is an easy enough concept on paper: it's the one thing we all want. However, when it comes to making it a reality, it's not always clear-cut. What is it that makes mortgage pros so great at overcomplicating their approach?
How can we simplify our strategies so we can make our dreams a reality without adding unnecessary steps to the mix? Could cutting out the complexity actually improve our results?
In this episode, I share how elegant simplicity can get us working less, making more, and having a whole lot of fun along the way.
"Come back to the fundamentals that will get you to your income goals faster and easier." -Doren Aldana
Takeaways
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Why buying leads is a bad idea Why waste a ton of time and money sifting through gravel, looking for diamonds?
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Why internet leads should only ever be an add-on Does putting all our focus on smaller prizes really sound like a good idea?
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How saving a buck trying to DIY comes at a price Getting it right ain't an easy code to crack, so why take the risk of getting it wrong and adding another hurdle to the mix?
Every prudent mortgage professional knows that we’re on the brink of a market shift. As the seller’s market shifts into a buyer’s market, you want to position yourself ahead of the storm.
You have to build a stable of top-producing VIP Realtor partners who see you as irreplaceable and indispensable. But how do we do this without begging, chasing, or cold calling? How can we breeze past the brush-offs, and escape being the last-resort LO who gets all the crappy deals?
In this episode, I share a new training that will help you attract top-producing Realtor partners, and why it’s the most powerful tool you can possess in today’s market.
"In this rising interest rate environment, you have to be proactive and preemptive. You don’t want to be wishing you had built your purchase business, you want to be glad you did." -Doren Aldana
Takeaways
- How to attract agents by solving current market pain points
Realtors want pre-approved buyers and motivated sellers. How can we solve this problem using cutting-edge technology, and put ourselves head and shoulders above the competition?
- The most valuable thing we can provide to Realtors
A solid marketing strategy is a mission-critical must but many agents don’t have it. How does the Unfair Advantage system provide a stack of awesome they can’t get anywhere else?
- How to put yourself in a power position with top-producing agents
If you’re sick and tired of chasing Realtors, you have to attract them with an irresistible value proposition. How do we create the ultimate bait that puts us in the power position?
Fear plays an important role in keeping us aware of risks, but when it informs our decisions so much that we're too afraid to move forward, something needs to change.
What are the biggest fears felt by newbie LOs, seasoned mortgage pros and everyone in between, and how do we kick them to the curb, once and for all?
How do we strike a balance between the damaging delusions of total fearlessness, and the devastating stagnation of pervasive paranoia?
In this episode, I explain how fear is stopping us from making our dreams a reality, and what to do about it.
"The more we focus on our fears, the more we tend to attract them, because what we feed, we fuel!" -Doren Aldana
Takeaways
- How too much trepidation stops newbies from making their mark
How can newly minted mortgage pros move past second guessing themselves so they can start making an impact in their markets?
- Why veterans need to stop stressing the 'what ifs' and take action
What can seasoned LOs do to stabilize their businesses, so the thought of 'what if' never even enters the equation?
- How to stop letting market concerns steal our shine
How can we get over our market-related fears and serve our customers, instead of projecting our anxieties onto them?
The internet is bursting at the seams with advertisements for mortgage marketing coaching, but as we know, not all programs are created equal. The problem is, sorting the good from the bad isn’t always easy.
Trying to figure out which coaching program to pick is overwhelming, and that’s before any of the hard work begins! How can we get better at discerning the magnificent from the mediocre?
What do the most effective coaching programs have that others lack, and how can we pinpoint those features before wasting a ton of time and money on an ineffective product?
In this episode, I share the checklist we should all consult before committing to a coaching program.
"Ask yourself if your coach’s life is worthy of emulation." -Doren Aldana
Three Things You'll Learn In This Episode
- The elegance of simplicity
Why sign up for anything needlessly complicated? Wouldn’t it be a lot more painless to go for the simple solution?
- Why quality beats quantity, every time
Is it worth using a system that can only guarantee poor quality leads that take an insane amount of time and effort to convert?
- Why we should look to programs that prioritize attracting over chasing
Sure, cold calling worked 20 years ago, but how effective are caveman strategies in the age of technology?
Many mortgage pros fall short of making their dreams come true, but that doesn't mean they're not good at what they do. More often than not, failure is a symptom of the beliefs we tell ourselves.
We can have the best marketing strategies in the business, but without the mindset to match, we're going to be held in place, trapped on the proverbial hamster wheel. The problem is, many of us don't know which beliefs are holding us back.
What are we telling ourselves, day after day, that's keeping us from our full potential? How do we get to the root of our negative thoughts, to stop them from doing more damage?
In this episode, I'm sharing the most commonly held beliefs that hold LOs back from making their dreams a reality.
"Your subconscious mind is what governs your habits and ultimately your results, be careful with what you tell yourself." -Doren Aldana
Takeaways
- How to kick impostor syndrome to the curb, for good!
How can we stop believing we’re not good enough, so we can step into the confidence and competence required to make our dreams a reality? * Why we need to quit telling ourselves success comes at a price
How will we ever feel compelled to put in the hard yards when we’re constantly telling ourselves success is a burden? * Why doing it all on our own only hurts us
What’s the likelihood of attracting top talent who allow us to step into the rainmaker position when we’re hung up on micromanaging every move?
For many LOs, the prospect of working with Realtors is nothing more than a necessary evil, but it doesn’t need to be that way. Wouldn’t it be great to partner with Realtors who not only impact our business, but inject more fun and fulfilment into our world?
One of the inevitable facts of life is that not everyone’s energies will gel with our own, so at some point we’ll all run into Realtors who do no more than drain our batteries. However, if we fine-tune our strategies, we can keep those interactions minimal.
How can we start connecting with the RIGHT Realtors? Is there a way to attract them without sorting through the hordes of agents whose goals and energies will never align with ours?
In this episode, I share how to create stronger, more enjoyable partnerships with the right Realtors.
"The dream picture for most mortgage pros is never having to deal with Realtors, but working with Realtors can be an absolute joy if we’re working with the right ones." -Doren Aldana
Takeaways
- Why we need to quit offering Realtors the bare minimum
Could we be making ourselves easily replaceable by having a not-so-unique value proposition?
- The importance of nipping entitlement in the bud
How can we stop thinking in terms of what Realtors can do for us, and start thinking about what WE can do for THEM?
- Why failing to plan is planning to fail
Why meander in the wilderness unarmed, naked and entirely reliant on HOPE? Wouldn’t it be great to KNOW where we’re going?
A ton of mortgage pros are shaking in their boots right now, and that’s because they’ve pinned all their hopes and dreams on just ONE aspect of the business. We could spend dwelling on why that was a massive mistake, but the question remains: what now?
What’s next for LOs who have channeled all their energies into the refi boom? Is there a way to come back from this?
What can we do to diversify our businesses now, before it’s too late?
In this episode, I share how to shift into CONSISTENT success by hopping off our one-legged stools for good.
"Too many people are sitting on one-legged stools with 50, 60, 70, 90% refi business. In a rising interest rate environment, that is an absolute death rattle to your business." -Doren Aldana
Three Things You'll Learn In This Episode
- How to make the most of the purchase market
Are we investing enough time in our purchase business, or are we leaving a ton of money on the table? * How to differentiate from the masses
Do we have a unique selling proposition that distinguishes us from everyone else? How can we decipher what separates us from the herd? * The key to building SUSTAINABLE stability through diversification
How do we diversify our business without adding a ton of extra responsibilities to our plate and doing it the hard way?
Comfort is the mortal enemy of greatness, but even the most aspirational loan officer wants a sense of stability in their business.
Mortgage is full of ups and downs, and that can become soul-crushing pretty quickly for aspirational LOs and average Joe’s alike. The question is, how can we beat the unpredictability?
What can we do to take our earnings from a fluctuating nightmare to firmly grounded bliss?
In this episode, Partner at Gold Star Mortgage Financial Group, Jelani Dorsey shares how he’s created enduring economic prosperity in the space of 3 months.
"When it comes to coaching you’ve got to pay to play, and the best people charge what they’re worth." -Jelani Dorsey
Takeaways
- How to beat the hit one, miss one nature of mortgage
In the mortgage business, it’s common to have one exceptional month, followed by 90 days of nothing. How can we quit putting ourselves on the rollercoaster and cultivate stable successes? * Why we need to back away from budget business coaching
How can we expect to see champion-level results when we’re only willing to put down a chump-level investment? * How to define our why
What does our fed-up threshold look like? What will it take to say enough is enough?
Guest Bio -
Jelani Dorsey is a Partner at Gold Star Mortgage Financial Group. Prior to his most recent previous role as admission and community outreach coordinator at Breakthrough Public Schools, Jelani spent a decade in the finance industry, both working and interning at a hedge fund. He first entered the mortgage space in early 2020, and thanks to his astronomical growth, it's safe to say he hasn't looked back.
To find out more, go to
https://www.linkedin.com/in/jelani-dorsey
None of us want to feel like we’re loan leeches, begging Realtors for their time, but so often, that’s what happens. How do we break that cycle?
We know we add a ton of value, so it’s time to stop haggling Realtors and let them know we hold the cookie. How can we adopt an attraction-based approach and kick our prospecting pleas to the curb, once and for all?
Is it possible to get maximum results without buying into dark age techniques like cold calling?
In this episode, mortgage specialist at Directors Mortgage, Kristin Keith shares how her experience at Mortgage Marketing Coach SUPERSIZED her business in just 2 months.
"When it comes to success, there is no ‘try’, you're either doing it or not." -Kristin Keith
Three Things You'll Learn In This Episode
- How to spend our time doing what WORKS
Networking events aren’t all bad, but are they really the best, most productive use of our time? * How to get more RELIABLE results
Are we really willing to sit with feelings of angst and sleepless nights for the rest of our working lives? * Why mindset matters more than we think
Whether they’re athletes, world leaders, or business owners, all of the greats have a strong mindset in common. Why would it be any different for mortgage pros?
Guest Bio -
Kristin Keith is a mortgage specialist at Directors Mortgage in Eugene, Oregon. Passionate about helping people, Kristin has spent over a decade in loans and the last four in mortgages.
To find out more, go to:
https://www.directorsmortgage.com/loan-officer/kristin-keith/
https://www.linkedin.com/in/kristin-keith-a2487515
We all want to make it in this business, but far too many of us are being held back by stumbling blocks. What's stopping us from making our dreams a reality?
Unfortunately, most of the time the obstacles in our way come in the form of mythical ideas, taken for granted as fact. We're not being held back- we're holding ourselves back!
What are the myths we're telling ourselves, and how can we quit believing them, once and for all?
In this episode, I count down the 5 fallacies keeping us from financial FREEDOM.
"Shatter the myths you’re buying into so you can step into power and prosperity." -Doren Aldana
Three Things You'll Learn In This Episode
- Why lack of experience puts us at an ADVANTAGE How can we get over feeling like we're too young, new to the space, or inexperienced to get mind-blowing results?
- How being an aggressive salesperson holds us back None of us enjoy dealing with aggressive salespeople in our own lives, so why would our clients be any different?
- Why investing in a coach is more important than we think Something all the world's greatest athletes have in common is coaching. Shouldn't we follow their lead?
Most of the time, our sales managers aren't teaching us the strategies we need to build super-sized businesses, and that's because they can't teach what they don't know. This is a situation of the blind leading the blind, but what happens when we have crystal clear visions of what we want?
Which vital tools are our mentors neglecting to tell us about, and how can we right the wrong?
Where can we turn when the people tasked with taking our business to the next level just don't know what to do?
In this episode, I share the 5 pivotal keys to a successful business that our sales managers aren't telling us.
"Let your daily agenda be governed and molded in light of the fact that you’re in the marketing business." -Doren Aldana
Three Things You'll Learn In This Episode
- Why cold calling is only setting us up for mediocrity Why use marketing from the dark ages and spend days on end throwing yogurt at the fan hoping something sticks, when there's an easier path to the cash?
- Why only using our company's CRM puts us at a disadvantage We wouldn't build a house on someone else's title, so why would we limit ourselves to only using our company's CRM?
- Why we need to be willing to invest in ourselves Enough of doing it the hard way! Wouldn't it be great to have a foolproof tried and tested roadmap to success? Here's how...
Among mortgage pros, there’s no shortage of big dreams, and everyone wants to reach astronomical heights. However, what sets the industry elites apart from the mediocre majority is the willingness to genuinely believe we can achieve whatever we set our minds to.
It’s one thing to have a goal in mind, but it’s another to be defiantly committed to making our dreams a reality. Our mindset makes all the difference, and if we want to become winners, we have to start thinking like them.
How can we start channeling a champion’s attitude? Is it possible to stay positive even when all the odds are stacked against us?
In this episode, loan originator at FirstTrust Home Loans Inc and Mortgage Marketing Coach client, Debbie Knight shares how the right mindset and skillset took her from struggle city to Planet Prosper.
"When you know you need to win, failure isn’t an option." -Doren Aldana
Three Things You'll Learn In This Episode
- The importance of shining a light on our current trajectory:
No one wants to hear about what they’re doing wrong, but how can we expect to change our reality if we aren’t willing to face it? * How to adopt a champion’s mindset:
What would happen if we quit the negativity and shifted our mindset to what could go right, instead of what could go wrong? * How to start BELIEVING we hold the cookie:
The cold, hard truth is that Realtors need us way more than we need them. How can we start believing that with every fiber of our being?
Guest Bio -
Debbie Knight is a mortgage loan originator at FirstTrust Home Loans, Inc. While a newbie to this industry, she has an impressive track record in the finance business, with almost 3 decades in the industry. Prior to entering mortgage, she served as the Executive Vice President and Chief Deposit Officer at Encore Bank.
To find out more, go to:
https://www.linkedin.com/in/debbie-knight-3239a780
https://www.firsttrusthomeloans.com/debbie-knight/
From the outside looking in, it often seems like top producers have some kind of superhuman capacity that sets them apart from the rest of us, but that just ain’t so.
No one comes into this world as a top producer, and all it takes to reach the next level is having the right skills. The great news is, that means all of us have the latent ability to become elite players in the industry.
What skills have top LOs learned that the rest of us haven’t, and what really makes the difference in their ability to thrive versus those who struggle to survive? Is it possible to follow their lead without putting in more hours?
In this episode, I’m sharing the 7 characteristics that separate the elite 1% from the mediocre majority.
"Own success as yours, in advance." -Doren Aldana
Takeaways
- The importance of having a defiant commitment to success:
We were made by greatness, for greatness. Are we living like we believe that to be true? * How not having a bias towards DOING only slows us down:
Why spend eons drawing up a perfect plan when we could start taking imperfect action TODAY and get a step closer to reaching our goals? * Why the industry’s elite aren’t looking at LAGGING metrics:
Are our activities doing enough to generate a fruitful harvest for the future, or are we getting too caught up in instant gratification?
When it comes to lead gen, LOs aspiring for greatness tend to want to make the most audacious moves possible. However, this might just be the one time we want to play it safe and start simple.
Implementing a range of lead gen pillars in our businesses is the only way to stay prosperous no matter what’s going on in the market, but if we’re not starting with the low-hanging fruit, we may end up dangling from a 24-foot ladder.
Which lead gen pillars should we avoid until we know we’ve got a solid foundation? Does starting small mean accepting average, or is it possible to make big moves while sticking to the basics?
In this episode, I share how to expand our pipelines WITHOUT taking on too much, too soon.
"The goal is to work smarter, not harder. Why grind your buns off in the staircase when you can go to the elevator and press ‘P’ for penthouse?" -Doren Aldana
Three Things You'll Learn From This Episode
- How our most basic resource can be our most profitable one:
Every single person in our personal network has their own SOI (Sphere of Influence), so what’s stopping us from taking advantage? * Who to partner with for MAXIMUM results:
If we’re dealing with partners, we might as well have the ones who send us the most deals. Which category of Realtors is most likely to do that, and how can we connect with them? * Why local organic search should be a priority for ambitious mortgage pros:
How can we expect to stand out to would-be leads if we’re not the top-ranking, top-positioned LO in our market?
It doesn’t matter how much drive and ambition we have... if our marketing game isn’t on point, we’re only going to end up spinning our wheels and grinding our gears.
As loan officers, we often make the mistake of thinking mortgage is our area of expertise, but that just ain’t so. We’re in the marketing business, and until and unless we acknowledge that and adjust our strategies accordingly, we’ll never reach the goals we’ve set for ourselves.
The problem is, most LOs just don’t know what they don’t know. Where have we been going wrong until now, and what does audacious, effective, and result-driven marketing look like? How can we kick our efforts up a notch and blast our businesses to new heights?
In this episode, I’m sharing the 5 most common marketing mistakes in the mortgage business, and what we can do to make sure they never happen again.
"Success comes from your ability to market effectively." -Doren Aldana
Takeaways
- Why marketing is the NUMBER ONE component of a booming business:
Why would any ambitious mortgage pro want to be the ‘best-kept secret’ in their market? * The importance of working ON our businesses, rather than IN them:
Sure, we’ll make a living by working in our businesses, but why stop there? Wouldn’t we rather make a fortune? * Why chasing isn’t a marketing strategy:
Does chasing after partners, hoping they’ll toss us any spare bones really sound like the path to industry dominance?
When pushing our businesses to the next level, many of us think in terms of what we should be doing, but sometimes it’s more important to think about what we need to stop doing.
No amount of pressing on the throttle will give us a smooth ride if we aren’t letting off the brakes. The question is, what are those brakes in our businesses?
Which activities are keeping us stuck in place, and how can we root them out of our routines for good?
In this episode, I share how to stop spinning our wheels and start moving forward in a smooth ride to flow, fun, and fulfillment.
"If you're constantly being sucked into paper-pushing, you’re putting the brakes on in your business." -Doren Aldana
Three Things You'll Learn In This Episode
- How stinkin’ thinkin’ holds us back:
We all have an unlimited capacity for greatness, so what’s stopping us from making our dreams a reality? * How to put a stop to paper-pushing, pronto:
How can we expect to reach new heights when we’re trapped under the muck and mire of minutiae? * Why weak systems set us up for mediocrity:
Repeating each step of our processes each time they need to be undertaken isn’t the same as having a business. Have we created glorified jobs for ourselves?
Thanks to crazy low rates and being deemed an essential service in the face of the pandemic, our industry is faring far better than most, and there’s no denying that we’ve been blessed with an avalanche of awesome. However, if we want to take advantage of all this, we simply can’t afford to be complacent.
It’s easy to feel secure when we’re in a place of relative comfort, but the truth is, being comfortable will never truly fulfill us. We’re seeking greatness, and that requires us to push past our self-imposed limits.
How can we get over the short-lived contentment that comes with comfort, and start pushing for more? What can we do to motivate ourselves for greatness when all our material goals have already been met?
Most importantly, is it possible to do all of the above without doing it the hard way?
In this episode, I’m sharing why ‘good’ holds us back from great, and what we can do to break the shackles of so-called comfort.
"The problem with settling for ‘good’ is we start to compromise and coddle our comfort zone." -Doren Aldana
Three Things You'll Learn In This Episode
- How to jump off the time-for-money treadmill:
Are we building practices that require our undivided time and attention or are we building businesses that can set us free?
- Why busting out of the comfort zone is non-negotiable:
Everyone wants to achieve independence, autonomy, and freedom. The question we need to ask ourselves is, are we willing to step out of our comfort zones and do what it takes?
- How to quit ‘making do’ and start making HISTORY:
Are our dreams audacious enough that we have no other option than to step into our champion selves and make them a reality?
As we move into 2021, it’s not enough to think about how we’ll sustain past results. We have to aim for newer, higher, and more audacious heights. The question is, do we have what it takes to conquer the mountains ahead?
For many LOs, setting goals isn’t the problem. However, the same can’t be said for execution, because far too often our dreams are left unrealized. Where are we going wrong?
What’s stopping so many of us from reaching our goals, and what can we do to change that for good? Is there a way to do that without doing it the hard way?
In this episode, I’m sharing the 5 common causes of failure in this business and how to avoid them.
Dig deep and connect with your ‘why’, because that’s the rocket fuel that will propel you forward. -Doren Aldana
Three Things You'll Learn In This Episode
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Why our ‘why’ should never be based on income alone: Sure, we all have our own ‘why’s’, but are they compelling enough to execute on?
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How to eradicate our fears and dive into making our dreams a reality: How can we climb out from under the cloud of fear, anxiety, and stress without giving way to delusional optimism?
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The importance of the right systems, structure, and support: Why beat around the bush and meander in the wilderness when there’s a straight path to the cash?
2020 has brought significant challenges into all of our lives, and many of us are experiencing real pain at the moment. However, it’s important to remember that the depths of darkness we’ve been through are equal to the heights of the light we can shine in this world, and we can get through this.
That being said, moving through grief of any kind is often easier said than done. In truth, there are some things we’ll never truly ‘move on’ from- but we can move forward.
The question is, how? How can we move forward when it feels like life as we’ve always known it is falling apart? What can we do to get through our darkest days and back into the light?
In this episode, host of The Daily Decision and My Journey 2 Hope podcasts, Michael Chabot shares how to keep going in the face of difficulties.
You can't move past your difficulties until you decide that’s what you want. -Michael Chabot
Three Things You'll Learn From This Episode
- How to move out of the season of grief: Only we can determine when we’ll move out of the grieving stage. What will be the catalyst for that decision?
- Why positivity alone can’t turn pain into purpose: How can we expect run-of-the-mill motivational nonsense to connect us with our true calling when we’re not viscerally connected to it?
- How to handle the bad days as they arise: Even as we heal, there will be harder days. How do we deal with them without backtracking on any of the progress we’ve already made?
Guest Bio-
Michael Chabot is the host of the My Journey 2 Hope and The Daily Decision podcasts. He is passionate about helping people realize that even though challenges are inevitable, we have the power to overcome anything life throws our way. Having experienced tragedy first hand, Michael shares his story in the hopes that others see it’s possible to have hope, even after trauma. Michael is the Senior Vice President of Residential Lending at Draper and Kramer.
To find out more, go to:
https://www.facebook.com/michael.chabot.75
https://www.facebook.com/login/?next=https%3A%2F%2Fwww.facebook.com%2FTheDailyDecisionPodcast%2F
https://www.facebook.com/login/?next=https%3A%2F%2Fwww.facebook.com%2FMyJourney2Hope%2F
https://anchor.fm/michael-chabot6
https://www.listennotes.com/podcasts/the-daily-decision-michael-chabot-vYVtqgx-PNp/
https://dkmortgage.com/chabot/
https://www.linkedin.com/in/michael-chabot
And to find out more about the Gabriella’s Heart Foundation, go to:
http://gabriellasheart.org/
Other podcasts mentioned in this episode: https://impacttheory.com/
We’re on the brink of a new year, and with that comes a ton of opportunity. However, it also comes with a lot of uncertainty, and many LOs are starting to worry about what their businesses will look like in the coming months.
Are we likely to see an increase in rates and a decrease in inventory in the near future, and what would that mean for our business? More importantly, will it matter at all?
What can we do now to position ourselves to prosper in the face of anything 2021 throws our way?
In this episode, I share the steps guaranteed to make 2021 our year of domination, no matter what.
It’s time to get yourself prepared and positioned to prosper, regardless of market conditions. -Doren Aldana
Three Things You'll Learn From This Episode
- Why clarity is the first step to creating the lives we want: How can we create a clear, compelling vision for what we want to achieve in 2021? What's the most effective day-to-day game plan to crush our targets?
- How to tap into our true ‘why': It’s one thing to have dreams for the future, but what happens if we don’t make them a reality? What’s at stake for us and our families?
- The power of identifying the gap: How big is the gap between where we are now and where we want to be, and what can we do to bridge the divide, while working SMARTER, not harder?
Anxiety about the future is something most mortgage professionals have experienced, but it being a common phenomenon doesn’t make it any easier to deal with.
When we’re agonizing over what the future holds, our emotions are more than a blip on the radar. They can be all-consuming and even hold us back from reaching our full potential, and for that reason we should never brush worry off as something small.
What’s causing us to feel this way in the first place, and what can we do to put a stop to it? Will we ever be able to cut nervous tension out of our lives completely?
In this episode, I’m sharing how different loan officers experience worry, and what we can do to stop it from controlling us.
Step out of fear and into faith, love, and the best version of yourself. -Doren Aldana
Takeaways
- What’s keeping newbies in a perpetual state of panic:
How can we be sure we’ll make it in this industry, so we don’t have to stick our tails between our legs, admit defeat, and scurry back to our 9-5 grinds?
- How veterans are impacted by the worry prison:
Most veterans have had bountiful businesses as a result of the refi boom, but what happens when rates inevitably increase? Will we be able to sustain the incredible income we’ve grown accustomed to?
- The fear that affects newbies and veterans alike:
We all got into this business to create freedom for ourselves, but what happens if our dreams never become reality?
In the wake of the refi boom, many mortgage professionals have found their wallets fuller, but their lives emptier. We’ve burned ourselves out en-masse, with the common matchstick that is working IN our businesses, rather than ON them.
We signed up for this business because we wanted more freedom, autonomy, and independence, so why have so many of us ended up becoming chief, cook, and bottle washer? How have we made such a complete 180?
How can we get back into loving what we do, instead of waking up every morning for a soulless grind?
In this episode, I share that our collective burnout is a symptom of building practices instead of building businesses.
If you want true freedom, autonomy, and independence, being a practice builder will not bode well. -Doren Aldana
Takeaways
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Why we need to redefine our idea of brokenness: Is having a ton of money in the bank as important as having our health and the freedom to spend time with our loved ones?
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The key distinction between building a practice vs building a business: Can we step out of our businesses for a couple of weeks without everything falling apart, or have we built ourselves a glorified j-o-b?
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How to get back into loving what we do: How can we stop working because we ‘have to’ and start enjoying our careers again, so we can step into our divine calling?
No one gets into this industry with the intention of trading all their time for money, but by insisting on doing everything themselves, many mortgage pros have sacrificed their dreams of freedom in favor of doing it the hard way.
To build the kind of businesses that set us free, we have to stop relying on human efforts to get everything done. It’s the 21st century, so why are so many of us still shying away from automation?
Does the prospect of learning new systems scare us too much to dive into the deep end? How can we move past that fear and start implementing the kinds of systems that blast our businesses to astronomical heights?
In this episode, I’m sharing which parts of our businesses we need to automate for maximum results.
To build a business that sets you free, you need systems that undergird your operations so you’re not trading time for money. -Doren Aldana
Takeaways
- Why automating our lead capture is the only way to move forward:
How can we expect to capture all our leads’ data and track the thread of communication when we’re still settling for caveman tracking from the dark ages, like Excel spreadsheets?
- Why tracking leads by source is vital for a thriving business:
Why spend an inordinate amount of time on a lead source that brings in the smallest percentage of our business?
- How to automate Realtor attraction:
Capturing the attention of top dog Realtors is mission-critical for a booming business, but too many of us are still doing it the hard way. Instead of cold-calling agents, why not use 21st-century technology to automate the process?
Pre-COVID, meeting top producers in person was a great way to build profitable relationships, but that’s no longer an option. If we plan to dominate the industry in the face of the pandemic, we have to roll with the times and find a new way forward.
A lot of so-called ‘experts’ would have us believe the next best option is cold-calling, but that’s doing it the hard way. COVID-19 or not, we’ve still got to find the fastest path to the cash -- and that means ditching old school strategies for good.
How should we be marketing ourselves to top dog agents in a time when networking as we knew it no longer exists? Are there any foolproof solutions in unprecedented times, or is it time to try reinventing the wheel?
In this episode, I’m sharing how both newbie LOs and seasoned pros can build solid connections with top producers, without meeting anyone face to face.
The shortest path to the cash in this business, newbie or veteran, is and always will be attracting top-producing Realtors who make you their exclusive and act as your brand ambassador. -Doren Aldana
Takeaways
- The WORST way to prospect during this time:
Cold-calling and reaching out to Realtors to be ‘helpful’ sure is better than doing nothing at all, but is it the smartest, most fruitful way to capture the attention of top producers? * How to attract top producers without smiling and dialing:
Realtors aren’t answering phones anymore, and if they are, chances are they’re spending the full duration of the call trying to get rid of us. How can we attract the attention of the top dogs using 21st century technology? * How to shatter the perception that LOs are loan leeches:
How can we change the way top producing agents see us, so we can go from mortgage hawker to marketing partner in their eyes?
We all have the same number of hours in a day, but what separates superstars from the Average Joe LO is how that time is spent. If we want our businesses to be a vehicle for freedom, we need to shift our focus from activity to productivity.
To get better results, we don’t need to put in more hours, we just need to get more from the hours we’re already putting in. How can we squeeze as much profit-producing nectar out of our days as possible, without over-exerting ourselves?
Is it possible to kick battery-draining tasks to the curb for good, so we can spend more time on the things that ignite and excite us?
In this episode, I’m sharing 5 tips on how to get more fun, flow, freedom, and fortune from the time we put in.
Liberate yourself from the minutiae of operations so you can focus on making it rain and dancing in your strengths. -Doren Aldana
Takeaways
- How to feel our freedom in advance:
Self-doubt will take us out, so what can we do to cultivate a sense of certainty that liberation and victory are already en route to us? * Why we need to fill our own cups first:
We’ll never have the energy and vitality we need to power up the mountain of success if we aren’t prioritizing our wellbeing, but how can we find the time to put ourselves first? * How to maximize our mornings:
What would our days look like if we dedicated mornings to pouring into ourselves, instead of getting sucked into the vortex of reactionary mode?
It’s tough staying motivated when it feels like we’re spinning our wheels in the same spot, but most of the time, average results come down to one thing: poor marketing.
When our marketing isn’t positioning us as the only logical choice, we’re paving the way for mediocre results. It doesn't matter how great your products are or how great your service is, if you don't know how to market yourself effectively, you're going to have skinny kids.
The irony is, bad marketing usually goes hand in hand with conventional thinking. Conventional ruts, lead to conventional results. How can we stop following the herd, and rise above the crowd?
In this episode, I’m sharing how to identify if our marketing is on the wrong track and how to get back on the path to marketing excellence... the path of prosperity.
If you feel like you were born to soar but you’re scratching in the chicken yard, it’s probably because your marketing is losing steam. -Doren Aldana
Takeaways
Why cold-calling in the 21st century is only holding us back:
Cold-calling is the quickest way to work harder, rather than smarter. What other, more effective options are available to us?
How a “feast or famine” mindset lets us know we’re doing something wrong:
Are we holding ourselves back from our wants because we’re worried about an unpredictable, fluctuating income? How do we fix that, once and for all?
What our average loan size says about us:
If our average loan is $100k below optimal, we could be approaching the wrong Realtors. How can we align with top dog agents who work with a more affluent client base?
Growing our purchase pipeline without making a ton of cold calls may sound too good to be true, but that’s only because we’ve become used to doing it the hard way.
Most LOs are so accustomed to begging Realtors for their business that the thought of doing it any other way seems downright audacious, but it doesn’t need to be. When we channel our efforts into working smarter, not harder, breakthrough becomes reality.
What can we do to flip the script on Realtors and get them to ask us for business? Is it truly possible to partner with top dog agents who bring us better deals without calling the same 40 Realtors every Monday?
In this episode, I’m sharing the 3 steps that guarantee purchase pipeline growth.
Work with people who have the highest capacity to send you the most business, the most often. -Doren Aldana
Takeaways
- Why we need to stop wasting time working with mediocre agents:
A lot of the time, we end up working harder than we should because we’re partnered with bottom feeder agents who do the bare minimum. How can we stop aligning with low producers for good? * How to bait the right Realtors:
Superstar agents want to work with superstar mortgage pros. What can we bring to the table to show we’re the obvious choice for a lender partner? * The process we should be taking agents through:
Could our approach with Realtors be the one thing stopping us from building fruitful relationships with them? What should we be doing instead?
Getting “good” results year after year may sound like a blessing, but every seasoned mortgage pro will agree that after a while, good just isn’t good enough. To feel fulfilled by our careers, we have to aspire to be great.
The key differentiator between ordinary and extraordinary lies in growth, but far too many veteran LOs have tasted minor success and become complacent.
Since it’s our comfort that keeps us settling for average, what can we do to bust out of our comfort zones for good? How can we stop reliving groundhog day and get back into enjoying our careers?
In this episode, Sales Manager at loanDepot, Erica Dose shares how Mortgage Marketing Coach helped her reach the next level of success.
If you don't grow, you'll go backwards, and if you go backwards you’ll end up in the ground. -Erica Dose
Takeaways
- How to define our ‘why’ when we’re already relatively successful:
Once we’ve reached a certain level of success, money stops being our chief motivator. What’s really driving us to do more? * How to get past the debilitating fear of failure:
The chief reason so many mortgage pros stay in one spot is because they’re afraid of not being able to get to the next level. How can we overcome this once and for all? * How to make decisions faster and more effectively:
Something all high achievers have in common is the ability to make decisions quickly. The question is, how can we be sure we’re making the right choice?
Guest Bio-
Erica Dose is a Sales Manager at loanDepot. An industry veteran with 18 years of experience in the business, Erica got her start in the business after her mother circled an ad in the paper shortly after her graduation, and she hasn’t looked back since. Erica holds a degree in marketing from the University of Wisconsin-Whitewater.
To find out more, head to:
https://www.linkedin.com/in/erica-dose-4a9a6416
www.loandepot.com
One of the biggest reasons loan officers struggle to delight in their work comes down to who they work with. Not all Realtors are created equal. Some energize us and our businesses, and others cause nothing but drama and trauma. If we're working with a lot of the wrong Realtors, we won’t be able to have more fun, flow, freedom, or funds.
The problem is many mortgage pros believe they have to work with every single agent to have a healthy book of business, but the opposite is true. The most successful mortgage pros have designed their businesses around working with a special select few who value and respect them -- and send them a boatload of referrals.
By going for quality over quantity, we get to maximize our performance and our results.
Which Realtors are best to work with? How can we get more out of our businesses by working with fewer higher-quality partners? In this episode, I share the top 5 reasons less is more when it comes to who we work with.
Be selective about the quality and caliber of partnerships so you’re getting maximum reward for the least amount of responsibility and stress. -Doren Aldana
Takeaways
Why we have to choose our Realtor partners wisely:
Every client and Realtor comes at a cost. Some give us the delightful experience of flow, ease, and synergy. Others bring nothing but drudgery, drama, friction, and frustration.
The trouble with average Realtors and low-producing agents:
The average Realtor is too much thankless drama, difficulty, and trauma. We’ll get treated like a commodity with the mediocre results to match. Become irreplaceable and indispensable as a mortgage pro by making one simple change.
How working with the right people improves our quality of life:
Working with a select few Realtors doesn’t just maximize our earnings. It maximizes our fulfillment, and the mental and emotional reward we get from our work. Think about all the areas of your life that will be improved!
Struggling mortgage professionals tend to blame external factors for their stagnation, but sometimes the culprit is a lot closer to them. Even with the best intentions, the highest level of potential, and the biggest dreams, there are still certain hidden obstacles that we can’t outrun or outperform until they are dealt with.
These obstacles secretly suck the life out of our ability to achieve our full potential, and even the most talented people can become victims of them.
How can we get rid of these insidious barriers to success? What practical steps can we take to make sure we’re equipped to soar? In this episode, I talk about three things that might be holding us back without our knowledge.
Replace delusional optimism with clear-headed accurate thinking. -Doren Aldana
Takeaways
- Why fear does nothing to protect us from risk: Human beings are naturally designed to look out for danger, so it seems wise to focus on fear and keep a watchful eye on risks. The problem is when we focus on fear, we expand the things we actually don’t want. What should we focus on instead?
- How delusional optimism perpetuates our problems: Delusional optimism is when we expect things to get better without actually making any changes to aid the situation. How can we take action ourselves to pull our business out of stagnation?
- What our terror barrier tells us about ourselves: Our comfort zone encircles our life and the current results we have. Stepping out of that will inevitably feel scary, uncomfortable, and unfamiliar. That doesn’t mean we’re doing something wrong, it actually means something good is happening. How can we use it to create the life we want?
The recent half-point increase in conventional refinancing rates has rattled the cage of any LO who put all their focus on that market. Building your business on the ground of the refi market leaves you in a precarious and possibly desperate situation.
You could literally lose your income in a matter of days and find yourself struggling. If refis are quicksand, there’s only one worthy alternative, purchase deals.
Refis on their best and most lucrative day have nothing on the purchase market for a multitude of reasons.
Doubling down on the purchase market isn’t an optional luxury. It should be a mission critical must and a front burner priority in our businesses, especially when everyone else is going all in on refis.
What makes the purchase market better than the refi one? How do purchase deals allow us to strategically uptick our average commission? Why is a day’s work in the purchase market so much more fulfilling? In this episode, I talk about the unlimited opportunity in the purchase market.
It pays in spades to be more deliberate, intelligent, and strategic about attracting purchase business. -Doren Aldana
Takeaways
- How the purchase market creates a chain of awesome Purchase deals usually aren’t one-and-done transactions. They create reputation and relationships, and drive referrals and reviews. That one deal can be the foundation to a lifetime of business.
- Why purchase deals stand on solid ground Refi clients are price conscious and more focused on getting the lowest rates. Purchase clients are motivated by something entirely different, something more powerful. What makes them so special?
- The fulfillment we get from purchase deals that we don’t get from refis The purchase market gives us the opportunity to be a conduit of contribution and a catalyst to a life-altering milestone. With refis, we’re nothing more than a commodity.
Many ambitious loan officers do everything they can to progress, grow, and expand but constantly find themselves stuck with short-lived successes, unfulfilled potential, and results they aren’t happy with.
Even with the best intentions, they have a hard time getting out of their own way. Some things cannot be outrun by how hard we work.
From sneaky stinking thinking to playing the mortgage game the wrong way, if certain internal and external obstacles aren’t dealt with, they will continue to obliterate our progress.
What are some of the landmines that destroy our success? How can we change the things that are holding us back into things we’ve conquered? In this episode, I share the top 5 reasons why LOs sabotage themselves.
Rarely will you attract more than what you believe you’re worthy or capable of. You can’t attract more than what your self-image dictates. -Doren Aldana
Takeaways
- How to break the cycle of self-sabotage The way we perceive ourselves and the world around us can either be the fuel that fires our achievement or the container that holds us back.
- How to take control of our self-image If we succeed beyond our self-defined level of success, we will inevitably crash, burn, and self-sabotage unless we take action… but what kind of action?
- How to stay focused on the big picture If time spent in our businesses is used up on minor tasks and things that don’t drive growth, we’re sabotaging our own success. There’s a big difference between building a practice and building a business.
Without a bold and strategic investment into ourselves and our dreams, it’s impossible to fully expand into the fullness of our potential and our capability. When we settle, we’re allowing where we are to drag us down like concrete and keep us stuck.
We should be letting the desire for the life we want to pull us like a magnet.
My guest today is someone whose business has quickly gone stratospheric because he made the right decision. He chose to be pulled by the future and it changed his mindset, his habits, and his action.
He went from the challenges of trying to get his business off the ground to soaring and being on a million dollar trajectory in just 7 months! He possesses many quintessential traits of successful people, and he’s reaping the rewards.
What are the decisions and activities that have opened up huge doors for him? How do we unlock our purpose and avoid settling?
In this episode, mortgage advisor and client, Jed Barker shares how he transformed his business in a huge way and what the journey has been like.
When I got into this business, I saw an opportunity to take my financial success to the next level and build a product I’m proud of. -Jed Barker
Takeaways
- The secret to mortgage success we don’t talk about enough Believing in ourselves is one part of the equation if we want to succeed in this business. We need to have confidence in something outside of ourselves, something that will help us take the right action every single day to put us on the right trajectory.
- How to bring Realtors value beyond leads If you think leads are all they want, you’re signing up to become a commodity. There’s a lot more we can bring to the table, and Jed’s journey teaches us a valuable lesson about that.
- How to turn your job into your divine purpose When our beliefs align with our calling and our purpose, we tap into something bigger than us and our own individual effort. This will have a ripple effect that will shock us when we see who and what it touches. In this episode, you’ll learn how to make this happen.
Guest Bio
Jed is an entrepreneur, mortgage advisor, and the CEO at Vivid Mortgage. Vivid Mortgage is a family owned and operated full-service broker based in Greenville, South Carolina. Jed specializes in providing high value to my business partners and clients. For more information, visit https://www.linkedin.com/in/jedbarker-mortgage-planner/.
Every loan officer wants a business that is stable, systems-driven, and allows them to work with the best people. The problem is, through mistakes and the wrong methods, they end up stepping over dollars to pick up dimes.
Right under our noses are business pillars that take us away from the drudgery of cold calling the same unenthusiastic agents all the time.
We want a business that can work and generate income when we’re not working, and a way for us to achieve that coveted top-of-mind awareness.
The good news is, this is all within reach if we push the pedal on the right things. What is the shortest path to quality leads? How can we create content that takes us from chasing mediocre clients to attracting all-stars? In this episode, I share how to generate business by focusing on the assets that are already working in our favor.
The shortest path to the cash will always be inextricably linked with attracting clients, not chasing them. -Doren Aldana
Takeaways
Why we shouldn’t neglect our databases
If you have a database, treat it as an asset and not an afterthought. Building a system that allows us to consistently provide clients with value is the fastest and shortest path to cash.
How to turn your business into a client magnet
The loan professionals who are on the shortest path to cash are the ones who position themselves as preeminent experts. If you don’t position yourself, you’ll become a replaceable commodity, and you will always have to chase clients.
The power of referrals
Referrals are a low hanging fruit if we are looking for the shortest path to the cash. The people who are happy with our work are the ones most likely to refer us to their circle. It’s easier to get referrals when we do such great work that our clients become our fans.
When our definition of success is too close to our comfort zone, it’s easy to settle and slip into stagnation. Many loan officers aim for good enough, instead of reaching for greatness, and get sucked into complacency.
If we truly want to build a business that fulfils and empowers us, it is critical that we push through the resistance, fear, and pain of leaving our comfort zone. That means not settling for “good”. That means realizing that comfort and growth are at odds with one another, and we can’t succeed if we cling to feeling comfortable.
What are some of the mindsets that make us complacent and lead to us settling?
Which attitudes lead us into stagnation and regression? In this episode, I share the perils of worshipping at the altar of complacency.
Greatness is about always expanding and seeking new growth. The comfort zone will corrode your hunger for expansion. -Doren Aldana
Takeaways
- How to Celebrate Wins and Still Focus on Progress You want to celebrate your wins, but you don’t want to become complacent in the process. When we celebrate a win without thinking about the growth beyond it, we’ll take our foot off the gas and settle.
- Why Comparing Good to Average is a Hiding Place Average and good are different, but not by much. While good is better than average, it still falls short of the greatness that lies within us. If we only focus on being better than average, we will never challenge ourselves to be anything more.
- Why Greatness is Uncomfortable The things that empower us and lead us to greatness aren’t usually comfortable or easy. To become extraordinary, we have to be willing to go through the rejection of our comfort zones and the discomfort of discipline.
There are small and subtle ways that make it hard for us to reach our full potential.
Even some of the most talented and capable LOs are constantly hitting a ceiling, regardless of their intentions and ambitions.
What are some of the biggest reasons LOs have a hard time going from mediocre to extraordinary results?
How do limiting beliefs get in the way of our potential? What does it take to experience holistic success?
In this episode, I share the 7 things that hold mortgage professionals back from reaching their goals in a meaningful and lasting way.
The secret to living a mediocre life is setting small, ‘reasonable’ goals. -Doren Aldana
What you’ll learn in this episode
The limiting belief that will subconsciously stop you from fully committing.
We hold ourselves back from pursuing bigger goals because we have developed limiting beliefs. There is nothing wrong with wanting to keep growing. Better understanding our limiting beliefs can help us break free from them.
The one challenge that dictates an LO’s ability to excel
Too many mortgage pros stop themselves because they’re intimidated by this challenge. Once you understand how to flip the script, this challenge becomes an opportunity. Listen to the show for details!
Why it’s time to stop winging it and start creating your successful routine
Whether we’re top producers or not, we all have the same number of hours in a day. We have to use our time more wisely if we want to see the rewards.
As mortgage professionals, we have a moral obligation to make the biggest impact we can and serve our clients to the best of our abilities. We can do so much more good in the world by growing our businesses, so what’s holding us back?
One of the best ways to maximize our profits is by taking advantage of repeat clients and referrals. How can we guarantee this type of business?
The answer lies in mastery. We have to master the art of database marketing. This is non-negotiable: it’s a necessity. The great thing is, if we use the right systems along the way, this doesn’t need to add to our workload. Quite the opposite; we can earn more, while doing less.
In this episode, I share how to get more than 3 deals a month for every 100 past clients in our databases, on autopilot!
Cut the clutter and nonsense and get straight to what works: database marketing done right. -Doren Aldana
Takeaways
- Save time, money and stress with systems Having the right systems in place helps us achieve bigger results, with minimal effort. Master systems that provide an endless stream of repeat business, but remember, commitment is key. The right systems aren’t a luxury, but a necessity.
- Get reviewed in the right places Getting fewer reviews than our competitors is the easiest way to leave money on the table. Ask for reviews the right way and make sure those reviews are visible in the right places. Potential clients are using Google to find mortgage professionals, so that’s where we need to be visible.
- Stay in touch meaningfully To build long-term relationships with past clients, we have to stay top of mind; staying in touch with them is the best way to do that. Reach out to them through a trigger campaign: send out communications on birthdays, mortgage anniversaries and other special occasions.
In order to grow our businesses and allow them to become vehicles of freedom, abundance and fulfillment, it’s important that we have a system for attracting our ideal clients. The most potently proactive activity we can do to make that happen is building relationships with top notch agents.
It’s hard to achieve this and stand up in our greatness when it’s being blocked by fear and call reluctance.
That’s why it’s crucial that we align ourselves with the mindset, energy and practice that unlocks confidence consistently.
How do we shift away from call reluctance and take the steps that draw us into our power and meaningful motivation? In this episode, I talk about the truth behind your call reluctance and fear of marketing yourself effectively, and how to step into your power so you can achieve your dreams.
There’s no place for fear of call reluctance and fear of rejection, when we shift our consciousness and priorities from taking to giving, from selling to serving. -Doren Aldana
Takeaways
What call reluctance reveals about you
Call reluctance and fear of rejection don’t happen in a vacuum, they are a symptom of a much deeper problem. It’s a sign that underneath it all, we have lack, limitation, inadequacy and fear.
Why we need to release the wrong clients
If we have clients or partners we don’t enjoy working with, release them instead of trying to force it. The Universe has a way of bringing the right people into our orbit when we release the wrong one without animosity.
How to get more fulfillment out of your business
You want to go narrow, deep and rich with a few people instead of going wide and shallow with many. Focus on working with less people who really align with you instead of working with anyone and everyone. Quality knocks out quantity every single time if you want a business that gives you freedom.
Business owners become trapped when they decide to do it all themselves. It hinders growth and freedom and makes it harder for the business to build wealth.
The truth is, even the best, smartest and most talented people don’t serve every purpose and role in their companies. With the best intentions, you can end up holding everything up because there’s so much on your plate.
The goal shouldn’t be to be to control everything, but to run a finely oiled machine that allows you to step into true freedom. The whole goal of making bold, intelligent strategic investments in your business is to remove you from being a bottleneck. What are the perils of filling up our time doing menial tasks and not delegating them? How can you liberate yourself so you can catapult your business?
In this episode, I talk about how to get more freedom, and get your business out of survival mode.
You’re not going to be able to build a business that sets you free if you think that you have to do it yourself if you want it done right. -Doren Aldana
Takeaways
- Why you shouldn’t be a generalist Focus on being a specialist, not a generalist. Specialists bring unique value to the table and can have more freedom in their businesses because they can hire highly talented people.
- How to truly set yourself apart with value What makes you a bottleneck in your business is the erroneous belief that the only unique value you offer is to be available all the time. You can have time freedom and be more present with your family and interests without losing business.
- The limiting beliefs that are holding your business back There are belief systems that allow you to create systems and belief systems that will keep you enslaved to your business. Limiting beliefs don’t usually come along. People who believe they have to do it all, also believe that there isn’t any quality talent that matches their standard.
We also discussed:
- Why you shouldn’t be a generalist
- How to truly set yourself apart with value
- The limiting beliefs that are holding your business back
A lot of mortgage professionals are thriving riding the Refi boom, but the fact is, rates will go up at some point and we have to be prepared for that. Now is the time to start dominating in the purchase market, and to do that, we need to start building relationships with the top-producing Realtors in our markets.
How can we build relationships with top Realtors when they’re notorious for not giving most loan officers the time of day? The key lies in differentiating ourselves.
To stand out to Realtors, we need to show them we’re more than just loan officers who can fog a mirror. That said, we also don’t need to reinvent the wheel to make an impact. Distinguishing ourselves is often simpler than we think.
How can we stand out to Realtors and get them to give us the time of day? On this episode, we discuss how to get top Realtors to take notice of us.
Riding the Refi boom is always great. However, when rates go up, you don't want to be scrambling to get into the purchase market. Set up solid foundations so when it happens, you’re prepared. -Doren Aldana
Takeaways
- Stop following the herd Conventional methods produce conventional results, so stop following the crowd. Focus on bringing unique value to Realtors and stop competing with the masses who do the bare minimum.
- Reposition what we do We aren’t in the mortgage industry, we’re in the marketing industry. The money is in marketing, so when we introduce ourselves as marketing partners, Realtors take note.
- Be different, but don’t reinvent the wheel Often loan officers shy away from offering unique value because we’re worried we’re not creative enough. However, the best way to bring great value is by sharing tried-and-tested systems with Realtors. Don’t waste time looking for something new and improved, find what works and stick with it!
In order to be effective at building partnerships with top-dog Realtors, we need to be able to handle objections like pros. We need to have the superpower of eliminating those objections in advance by constantly raising the standard of what we’re offering.
It’s common to experience apathy and high walls of resistance from the agents we approach, along with the dreaded objection, “I’ve already got a Mortgage Lender.”
If we equip ourselves with the tools, mindset and know-how to handle and obliterate this objection, it will never get in our way again.
What is the root cause of this objection and what does it tell us about how the agent sees us? How can we become so irreplaceable and indispensable that all those lame objections just magically melt away? In this episode, we talk about how to objection-proof yourself, and become the LO agents want to work with.
The objection “I already have a lender” is a smoke screen, and a symptom that you’re doing things the wrong way and the hard way. -Doren Aldana
Three Things You’ll Learn in This Episode
- What top dog agents are looking for in lender partners When agents say they are already working with another agent, it’s because we’re not bringing anything unique and compelling to the table. Top dog agents are looking for unique value and people who can bring them the results matched with their standards.
- Why we need to focus on improving our marketing ability When you realize that you’re a marketing professional first and a mortgage professional second, you will start to pursue building marketing muscle instead of the minutiae that doesn’t push us forward or appeal to top agents.
- The true message behind the “I’ve already got a lender” objection Saying they already work with an LO is a smoke screen and an excuse to get you off the phone. They’ll only do this if they see you as another run of the mill LO, and not a potential partner who stands out from the crowd.
The biggest thing holding people back from achieving the lives of their dreams isn’t a lack of talent or capacity - it’s fear. Fear is something we all experience at some point, but we shouldn’t allow it to control us and hold us back.
Is it possible to eradicate fear? If so, do we even want to get rid of it? What are we afraid of in the first place?
Fear is a natural human condition, and having it isn’t necessarily a bad thing. With that said, we can learn to gain authority over it.
On this episode, we discuss the 3 types of fear that hold mortgage professionals back from achieving their dreams and how to overcome them.
Rise up and gain authority over your fears. -Doren Aldana
Takeaways
- Everyone fears failure, but we have to remind ourselves that without risk, there can be no reward. Stop letting the fear of failure stunt growth!
- Something that stops a lot of us from claiming the life we deserve is fear of embarrassment. However, we have to remind ourselves that just as much as putting ourselves out there can cause people to judge us, it can also get them to love us.
- Most of us have felt the fear of not being enough. The best way to overcome this is by knowing we were created to serve a purpose and are destined for greatness - of course we’re enough!
We’re in a refi boom right now, and while it’s tempting to put all our effort and energy on the low-hanging fruit, the last thing you want is to be unequipped when the refi boom inevitably ends. Even though many mortgage pros are only doing refi’s, now is not the time to be blindly following the herd.
If you become too myopically focused on the low-hanging fruit to the detriment of building consistent purchase business, your income will tank and you’ll end up regretting not building a diversified business.
Why is the purchase market the most reliable, successful and consistent source of business? How do you build a multi-pillar, multi-prong, multi-revenue stream business right now, while still taking advantage of the refi surge?
In this episode, I talk about the perils of having a business that’s too reliant on refi’s, and what will happen when you don’t shift to being proactive about the purchase market.
You want to be as diversified as you can so you are least and last affected by market downturns, not first and most. -Doren Aldana
Takeaways
- Refi money is not freedom money. Purchase deals have a lot more commitment because there’s a physical tangible outcome.
- Refi business is driven by low interest rates; as soon as they go up, you’ll be in trouble.
- Even though there is high uncertainty in the market right now, there will continue to be purchase business transactions.
With so many people hunkering down waiting for this covid-19 storm to blow over, it’s easy to think that it’s impossible to grow your business right now. But even in the midst of a storm, there are still opportunities to build relationships with top-producing agents and become their exclusive partners.
In fact, right now we can use the state of the market to make moves to win. We just need to have the right weapons in our arsenals. What are some of the biggest mistakes and missteps that make agents not want to work with you?
How can you go from grovelling for business to mutual loyalty and partnership? In this episode, I talk about an effective and efficient system to attract cream-of-the-crop Realtor partners with zero chasing, begging or bribing. I reveal a system that can take you from frustration and stagnation to 11 appointments in one day without a single cold call.
Use the turbulence to get better, wiser and sharper and to win. -Doren Aldana
Takeaways
- You can never attract and work with top producers if you’re not working to raise your own standards, routines and activities.
- This is the best time to expand, because everyone else is contracting. Some of the biggest increases in market share happen in times like this.
- Now more than ever, Realtors want to talk to mortgage officers who can truly add value and solve their problems.
As we continue trudging through these trying times, nothing in our lives feels usual, and the shadow of an uncertain future continues to loom over us.
Many people are facing a difficult season, and we’re all feeling the pinch brought on by a contraction of activity, business and income.
It’s natural to want to keep our heads down so that the storm blows over, but these seasons call for leaders who can step up to the plate and be a light in the darkness.
How do we maintain the right mindset in the face of a foreboding future? What are the things that really matter and move the needle in this time? How do we move from panic and fear to power and faith?
In this episode, I share how we can keep going and even use this time to grow and expand.
We are all prophets of our own futures by virtue of what we expect. -Doren Aldana
Takeaways
- There’s actually more opportunity than ever before right now with so many competitors stepping out of the way, but we need to adopt the right mindset and wear the right lenses in order to see it.
- A big part of being pillars of strength in hard times is empathy, openness and vulnerability. Learn how these virtues make the people around us feel safe.
- Life is an ebbing and flowing of crisis and instead of wishing it didn’t happen, we can find power and strength in accepting it and adopting a more optimistic perspective.
We’re all living through a time where life is anything but ordinary or the usual, and we’ve decided to do something a little different with our podcast, and that’s celebrate our client wins and successes.
In order to be leaders, game changers and merchants of certainty, we need to be a light in this time of darkness. This is why our clients are sharing their stories, their life-changing, business-activating, profit-elevating marketing and mindset secrets.
On this episode, you’re going to hear snippets from our client interviews and hear how they’ve found growth even in the midst of the market challenges we’re experiencing. This will arm you with the inspiration, motivation and strategies to keep going even when everything around us is telling us to hunker down.
If you want to be the leader who inherits the market of tomorrow, you’ve got to rise up and find a way to turn adversity into opportunity. - Doren Aldana
We’re living in uncertain and turbulent times, and this can take a toll on a business that doesn’t have the right pillars and systems built into it.
Why do mortgage pros struggle to build a stable and consistent pipeline even in the best of times? Where should we be intensifying our marketing and relationship-building efforts?
On this special webinar episode, I talk about the fastest and most consistent path to cash, and how to build longevity, peace of mind and security in your business.
We need to have accurate thinking, be prudent and vigilant to hedge ourselves against these uncertainties so when the storms hit we can survive and thrive in the face of it. -Doren Aldana
Takeaways
- If your database marketing is on point, you should be getting 1-3 deals a month for every 100 past clients.
- Build stability through diversification. Have multiple pillars, lead sources and streams, partners and profit centers.
- Work only with top producing agents, that’s Realtors doing 20+ transactions a year.
At the start of the show, I shared why we should always be prepared for storms and downturns, and how we can thrive regardless of market conditions. I talked about the most reliable markets we should be focusing our attention on, and answered questions on what new LOs can do right now to hit the ground running.
I also shared:
+ The importance of systems
+ Clients who have improved their income and their lives by implementing our system
+ How to stabilize your business
The coronavirus epidemic and its impact on our health and wealth is weighing on everyone’s mind; but right now more than ever, it’s important that we show up powerfully in the face of this challenge. How do we remain effective and impactful at this moment? How can we avoid getting caught in fear and panic? In this episode, we talked about how to create a proactive plan to prosper in this time of challenge and strain.
Keep yourself anchored in an emotional home of resourcefulness, love, peace and proactive action. -Doren Aldana
Takeaways
- When people are facing extreme fear and experiences of uncertainty, this is when we need leaders who work to expand when everyone else is contracting.
- Take reasonable precautions to protect you and your family, but don’t participate in the massive panic that’s happening.
- Stress reveals the cracks in our businesses which we overlook when things are good.
- Don’t over-consume fear-spewing news and content.
On this episode, I talked about how to get through this challenging time with poise, peace, resourcefulness and love. I talked about the importance of having and sticking to a champion level routine. I also shared the difference between informative and actionable information, and fear-driven content.
We also discussed:
- The importance of keeping your eyes open and being clear-headed
- Why good leaders are needed now more than ever
- How to be in drive mode instead of drift mode
In this highly digitally disrupted world, LOs need to bring something to the table that goes beyond mortgages. What is a wealth team and why is it important to focus on wealth building when we talk to clients? How do we build relationships with other professionals to the benefit of the customer? How do we win by becoming better teachers? On this episode, industry leader and Mortgage Coach founder, Dave Savage, shares one way we can differentiate ourselves in the business by offering a unique type of value.
The mortgage professional who decides to be the captain of a wealth team will win the biggest, most and fastest. -Dave Savage
Takeaways
- It’s important to make the process of finding and applying for a mortgage a multi-channel multi device experience to match how people use the internet to buy these days.
- Having a wealth team allows us to connect with a wide range of professional service providers, which gives us more lead generation and conversion opportunities.
- It’s important that we show homeowners that we’re more than loan officers, and that’s about focusing on more than the loan, but also on building wealth and giving financial advice at the point of sale.
At the start of the show, Dave shared how he got to where he is today and how to make the mortgage process match up with how people use their mobile devices, and the importance of helping people build wealth. Next, we talked about why LOs are better lead aggregators, and the power of building your own wealth team.
We also discussed:
- How to create more lead generation and conversion opportunities
- The importance of bringing more information to the consumer
- A winning strategy for getting referrals
Guest Bio
Dave is a recognized mortgage industry leader, speaker, coach and the founder of Mortgage Coach. He has over twenty-seven years of experience as a mortgage executive, business leader, and mobile technology pioneer. As founder of SmartReply, Dave established a leading presence in mobile marketing. By launching Mortgage Coach, Dave has helped tens of thousands of loan officers and millions of homeowners make confident, informed mortgage decisions. Before Mortgage Coach, Dave was one of the nation’s top loan originators and President of a national mortgage company.
For more information, visit https://mortgagecoach.com/ , check out Mortgage Coach on YouTube https://www.youtube.com/channel/UCQp32ymD3hY8sDkdSk5uhpA and join the Mortgage Coach Productivity Mastermind on Facebook.
Many mortgage officers are frustrated from not getting results, and it’s because they are reliant on the wrong methods. What are some of the flaws of cold calling? Why do we waste time when we approach the wrong agents, and how do we target the right ones instead? On this episode, I have a conversation with recognized mortgage industry leader, speaker, coach and the founder of Mortgage Coach, Dave Savage. We talk about tactics and strategies to generate more loans without cold calling.
If you don’t have a marketing system, you will have to cold call. -Doren Aldana
Takeaways
- If you use the typical methods, all you will get is apathy and arrogance from agents who are tired of hearing the same things.
- It takes the same amount of time to attract a top dog and a bottom feeding Realtor with no business, so there’s no need to waste time on the wrong people.
- The most potently profitable activities any mortgage professional can do is contacting top producing agents and booking appointments and communicating with past clients.
At the start of the show, we talked about how to set goals that inspire you to step up your mindset game. Next, we talked about the importance of honoring your time by targeting the right Realtors. We also discussed an easy way to mine the gold from our databases and current clients.
We also discussed:
- How to send the right message that gets an agent to respond
- Activity vs. productivity
- How to work more efficiently
Guest Bio
Dave is a recognized mortgage industry leader, speaker, coach and the founder of Mortgage Coach. He has over twenty-seven years of experience as a mortgage executive, business leader, and mobile technology pioneer. As founder of SmartReply, Dave established a leading presence in mobile marketing. By launching Mortgage Coach, Dave has helped tens of thousands of loan officers and millions of homeowners make confident, informed mortgage decisions. Before Mortgage Coach, Dave was one of the nation’s top loan originators and President of a national mortgage company. For more information, visit https://mortgagecoach.com/.
Most mortgage professionals hold themselves back from success because they’ve been told they need to sacrifice parts of their lives if they want to see great results. Is it possible to get great professional results without sacrificing personal happiness or are we doomed to spend the rest of our lives working if we want to achieve anything? Will owning a big house and fancy cars fulfill us, or do we need more than that? On this episode, President of Total Quality Lending, Chris Paliska, shares how he made $100 Million in just three years without sacrificing his happiness.
The happier you are, the more successful you’ll be. Never feel like you need to sacrifice your own happiness in the name of success. -Chris Paliska
Takeaways
- We can only be truly successful if we’re genuinely happy, so focus on developing all areas of life. Remember, there’s more to life than running a business!
- Make the switch from activity to productivity. Too many of us are wasting time working hard, when we could be more time-efficient and see better results.
- Have the right intentions. Having a fancy car and big house can make us happy, but unless we know our intentions for attaining these material objects, we won’t be fulfilled.
At the start of this episode, we spoke about why it’s vital for mortgage professionals to be counter-cultural in the industry. We also mentioned that the reason so many people don’t progress further than mediocrity is because they don’t feel fulfilled, so it’s important for mortgage professionals to focus on more than the business aspect of life.
We also discussed:
- That having some skin in the game makes us more likely to succeed
- The importance of being an authentic leader
- Why we must ensure we’re motivated by more than proving naysayers wrong
Guest Bio
Chris Paliska is the President of Total Quality Lending. After working as a valet at a high-end restaurant in California, Chris was urged by a client to consider a career in the mortgage industry. Despite some difficulties at the start of his mortgage career, after meeting with Doren six years ago, he’s gone from strength to strength. In just 3 years, he went from having $0 to $100 million- and he’s only just begun his journey.
To find out more about Chris, head to
https://www.linkedin.com/in/chris-paliska-27b1b114
https://totalqualitylending.com/team/
And to see Chris and Doren in March 2020, head to https://phenomformula.com/.
Our businesses should be a source of joy, but sometimes, the inspiration, drive and passion dies out. Why does this happen? How do we reignite our love for what we do? Inspired by Valentine’s Day, this episode discusses what we can do to reignite and maintain the passion for our business and our goals.
A sense of direction is more important than our current location. If we’re moving in the right direction, we will feel fulfilled. -Doren Aldana
Takeaways
- If we become complacent and stagnant, we stop expanding and progressing, and this leaves us with very little drive for our business.
- Frustration comes from not getting the results we want from the approaches we’re using. The stress, worry and aggravation wears down our passion and love for the business.
- When we have boredom or burnout, it leads to us not feeling any fire or passion for our business.
At the start of the show, we talked about the importance of having a sense of direction, and how stagnation affects how we feel about our businesses. Next, we talked about how the wrong business methods lead to frustration and how that erodes our drive. We also talked about how to equip ourselves for extraordinary results.
We also discussed:
- An expansion mentality vs. a complacent mentality
- The importance of building a business that sets us free
- Common reasons LOs become frustrated
As mortgage professionals, we have the benefit of extreme flexibility, but if we want to be successful, we have to put a limit on our freedom today, so we can enjoy ultimate freedom in the future. Is freedom a double-edged sword? Can too much of it affect our effectiveness and consistency? On this episode, we learn why having too much freedom can spoil our chances of success and the true freedom we desire.
You need to be willing to give up some daily freedoms in order to attain ultimate freedom. -Doren Aldana
Takeaways
- Freedom is a double-edged sword; while we want to have flexibility, it’s vital we have structure in place.
- Without structure, we lack effectiveness. We need a repeatability aspect to our business so we see consistent results.
- Lack of structure leads to lack of consistency. We have to submit ourselves to an effective structure everyday to ensure consistently good results.
At the start of this episode, we learned how having too much freedom can create a toxic work environment. We also heard that structure is vital for success, and that we should be creating foolproof recipes that allow us to repeat great results.
We also discussed:
- Why having the right direction and structure is non-negotiable
- Why applying discipline to your daily agenda is the key to success
- How sacrificing small freedoms can bring us greater freedom in the long term
Our mortgage companies, brokers and managers promise to be the one-stop solution for all our business needs, but when it comes to marketing, they will always fall short, no matter how much they try. What factors make them ill-equipped to help us really win at the marketing game? Should we be trusting them to take care of our databases? What should we do about our marketing instead? On this episode, you’ll learn why your company will never be able to help you get the breakthrough you want in your marketing efforts.
If you do ordinary things and you come from an ordinary premise, you’re going to get ordinary results. -Doren Aldana
Takeaways
- Your mortgage company can’t give you what they don’t have. They don’t have the specialized expertise to really help you. They are ill-equipped to help you get your breakthrough because all their methods have been filtered through compliance.
- What worked 10-20 years ago doesn’t work anymore. If your company isn’t continuously evolving, their marketing tactics will fall short.
- Cookie cutter crap methods produce cookie cutter crap results.
- Your company is made up of mortgage experts, not marketing experts, so they won’t be able to get you on the cutting edge of your marketing.
At the start of the show, I talked about the delusional optimism many mortgage officers have when it comes to their companies. I shared why they will never get to the root cause of your struggle in marketing, and how compliance and a lack of specialized knowledge contributes to this issue. I also talked about the career suicide decision many LOs make.
We also discussed:
- The importance of high level mindset training
- The lacklustre, insufficient and inadequate tactics many companies use
- Productivity vs. activity
Clinging too tightly to our comfort zones is one of the biggest reasons people fail to achieve their goals. What are the effects of not getting out of our comfort zones? How do we overcome the fear of getting out of them? How does entitlement keep us stuck? On this episode, I share the 4 ways we get sucked into the vortex of our comfort zones.
The juice in life is in progress, expansion, growth, not in stagnating, sitting on your laurels and collecting dust. -Doren Aldana
Takeaways
- We stay stuck in our comfort zone by softening the problem. If we don’t tell ourselves the truth, we’ll never be able to solve our problems and level up.
- A sense of entitlement keeps us stuck in our comfort zone. Instead of letting pride get in our way, we should always pursue growth and expansion.
- We get stuck in our comfort zone by letting fear stop us. The things you’re afraid of actually become less scary when you pursue them.
- Don’t get sucked into your comfort zone by sitting on the nail and thinking the bad situation you’re in isn’t that bad. The pain of where you are has to be bigger than the pain of discipline in order to get you into action.
At the start of the show, I shared a few stories about people who have overcome their comfort zones, and the importance of turning our “shoulds” into “musts.” Next, I talked about how softening the problem keeps us stuck in our comfort zones, and how to overcome the terror barrier. We also discussed why we shouldn’t get too comfortable with the pain of where we are.
We also discussed:
- How entitlement destroys our growth
- Why stagnation always leads to regression
- Why you need to pursue what you fear
One of the biggest challenges mortgage pros experience is creating a healthy pipeline of leads without breaking the bank. Previously, Facebook has generally been the best way to do this, but that’s rapidly changing to our disadvantage in some markets. What are the benefits of using Google Adwords to generate leads? Why are Adwords leads more motivated and likely to take action?
On this episode, mortgage originator, entrepreneur and media buyer, Brian Diez, shares how he "Cracked the Adwords Code" to generate better quality, more motivated leads at a fraction of the cost.
Change in the marketplace means there is opportunity for those prepared to adapt. -Brian Diez
Takeaways
- When market changes happen, our success will be defined by our willingness to adapt.
- Google allows us to channel pre-existing demand. With Facebook advertising, we’re spending money to create demand.
- The first step to generating leads on Adwords is building an authority site, a website other sites are linking back to.
At the start of the show, Brian shared how he got started and how he adapted to the financial meltdown, and how he got started with Google Adwords. Next, we talked about some of the key changes on Facebook that are making it hard to advertise successfully on the platform, and how to start setting up the pieces for successful Adwords campaigns. We also discussed how to create business stability through diversity and why we shouldn’t be reliant on only one digital platform to generate leads.
We also discussed:
- What’s causing the much-feared Facebook ban and how to avoid it.
- Why Google is a great alternative or supplement to Facebook for quality lead generation
- The value of partnering with a credit repair company
- and much more
Guest Bio
Brian Diez is a certified media buyer, mortgage originator, best selling author, and owner of US Credit Advocate. To learn more about his Adwords program, visit https://cracktheadwordscode.com/.
The start of a new year is the perfect time to rethink and refocus our marketing goals and efforts, and if we want to succeed, it’s important to have a marketing plan that makes success inevitable. How do we go about building a winning marketing plan? What routines and activities do we need to have in place? On this episode, we talk about how to strengthen our marketing plans and strategies for the year ahead.
If your marketing is on point, you should be getting 1-3 deals per month for every 100 past clients. -Doren Aldana
Takeaways
- Set up your income target. You need a measurable outcome you want to achieve. Then, you can build a marketing plan around it.
- If you know your income target, that will help you determine how many units you need to get to your income target, and how much your marketing budget will be.
- Block schedule your daily routines: we need champion level routines to achieve champion level goals.
- Successful marketing is all about mining the gold from your database, and going after 3-10 top producing agents who make you their exclusives.
At the start of the show, we talked about the importance of making our marketing less complicated, and the value of building systems with elegant simplicity. Next, we talked about the 3 things we need to do to set up a successful marketing plan, and the importance of focusing on deal flow. We also discussed the value of going narrow, deep and rich with a few high level agents, and how to get more 5-star reviews on Google.
We also discussed:
- How to trigger repeat business with long term nurture
- How to build top of mind awareness
- What it takes to achieve champion level success
There are 5 simple steps we need in order to turn Facebook into a lead machine that feeds our pipeline with an ever-growing flow of closed deals. Do you wish you had more quality leads, so you can close more deals? Is your prospecting method wasting your time with little to show for it?
In this episode, marketing expert, Sabina Phillipsz, reveals the critical steps most mortgage pros will never know about how to generate more quality leads on autopilot and how to use those pre-approvals as SUPER BAIT to attract top-producing Realtor partners. You’ll learn how to set up your own consumer-direct Facebook ad that can generate hundreds of quality buyer leads per month; and how to finally take control of your pipeline, and build stability through diversification.
Facebook is a great way to connect with prospects very cost-effectively. It’s a great platform because it’s visual and you can put a lot of content on it. -Doren Aldana
Takeaways
- Most people think that branded stuff is the way to go. We get better results and a lower cost a lead when we take the unbranded approach.
- For the best results, do sequential, multimedia and multi-pillared follow-up. When a lead comes in, send an immediate voicemail. Ten minutes later, send an email; fifteen minutes later, send a text message.
- Mentorship provides us with new ideas, accountability and proven systems.
At the start of the show, we talked about how to set up a direct consumer ad on Facebook, and why it’s a great platform for generating leads. Next, we talked about the power of having non-branded content, and the power of texting. We also shared case studies including how Penny Wrightly generated 460 leads and 14 closes, how Kelly Czarny doubled her income in 3 months and how Devon Peterson tripled his loan volume in 2 months.
We also discussed:
- How to implement an automated follow-up system that converts more leads into closings
- How to self-source your own quality leads so you OWN THE POWER in your partnerships
- How to provide your Realtors with UNIQUE VALUE so they make you their exclusive lender
- and much more!
Guest Bio
Sabina is a Certified Google and Facebook Marketing Specialist who has been working in the digital marketing space since 2007. She has a diverse set of skills in all aspects of business and marketing.
When you’re in the slow grind, worrying about where your next deal will come from, life in the mortgage business can get very difficult. When we feel like we’re spinning out wheels, what are the necessary steps to get traction? How can we start building a healthy pipeline of closed deals without the hell of cold calling? On this episode, Kirsten O’donnell, shares how she went from just treading water at one loan per month, to QUINTUPLING her income (closing 5 deals per month) in just 4 months.
When you invest in yourself, you have the knowledge forever. -Kirsten O’donnell
Takeaways
- Being friendly and having great rates and services is a great start, but being able to have something unique that actually helps them push the needle on profit is mission critical to our success.
- Sympathy is not a strategy. You will never get solid partnerships just because the pity people feel for you makes them pick up your phone calls.
- Going after your dreams is never going to be within your comfort zone.
At the start of the show, Kirsten shared what made her decide to take a leap into the coaching program, and the struggle of leaving the certainty of a 9-5 job. Next we talked about the biggest fears that weighed on her during the difficult season in her business, and the critical ingredient to success that should never be ignored, neglected or overlooked. Kirsten also shared how she overcame skepticism, and the difference between her day to day life then and now.
We also discussed;
- Why having good rates and services isn’t good enough to move the needle for Realtors
- Why sympathy isn’t a business strategy
- How dreams are achieved outside our comfort zones
Guest Bio
Kirsten is Mortgage Loan Officer at Market prime mortgage. Connect with her on LinkedIn https://www.linkedin.com/in/kirsten-odonnell-3071a6185/.
Most of us are looking forward to a new year and hoping that our marketing strategies will be successful in helping us grow our businesses. The problem is that many of these aspirations and goals don’t get achieved because of how we approach our marketing. How do we make sure we’re setting our marketing up to win and succeed? What kills the effectiveness of our marketing plans? On this episode, we discuss 3 things that are hindering the effectiveness of our marketing plans, and how we can improve for a more successful 2020.
Until our champion level goals have a champion level execution plan, and champion level daily routines, chances are they won’t happen. -Doren Aldana
Takeaways
- When a marketing plan is too cerebral and too “in-your-head,” it won’t work until your heart is in it and you feel like it’s tied to your BIG why.
- If a marketing plan is too complex and complicated, we end up doing nothing. Simplify marketing by focusing on database marketing, Realtor marketing and consumer direct marketing.
- Having a caveman type marketing strategy makes it hard to achieve any success. We have to set up systems for automation and delegation, and we have to be able to get to the outcome taking the easiest path possible.
At the start of the show, I shared why our marketing plans have to be backed by execution and daily routine. Next, we talked about how to connect our plan with our BIG why. Next, we discussed the 3 types of marketing that we need to have in our plan, and how to align our activity with our energy.
We also discussed:
- Why cerebral marketing plans don’t succeed
- How complexity kills execution
- The difference between a “should” and a “must”
For many of us, our businesses are robbing us of peace, gratitude and precious dollars, and it’s because of some of the approaches we are taking. What are the 3 things that are making it hard for us to have breakthroughs in our businesses? What are the more effective things we can do instead? On this episode, we talk about 3 things that are causing stress and strain in your business and how you can fix them so that you can glow with gratitude.
There’s only one true way to consistently grow your business, and that’s having a proven system for getting top agents to make you their exclusive. -Doren Aldana
Takeaways
- If you’re spending time cold calling, you’re wasting your time. The better and more effective way is to target top producing agents and use tech to reach out to them.
- Stop being passive and waiting for the phone to ring. Do proactive lead generation on a daily basis, and also implement effective follow-up.
- Stop trying to reinvent the wheel on your own. Use a proven system and plan by someone who has succeeded in order to become successful yourself.
At the start of the show, we talked about how the wrong approaches in business lead to us having less joy and peace. Next, we talked about the 3 things we need to steer clear of in our businesses, and shared how to be more proactive and why we need to stop trying to reinvent the wheel.
We also discussed:
- Why you need to drop old school cold calling methods
- The power of having a proven system and plan
- How to do more effective lead generation
As 2019 draws to a close, many loan officers are beginning to question why they haven’t met their income goals for the year. What are the key things holding us back from our targets, and what can we do to start the next decade on a more successful note? What are we missing that can be easily fixed to ensure a more prosperous future? On this episode, we learn how to reach our income goals.
Most people don’t get what they want because they don’t know what they want. Get clarity on the desired outcome. -Doren Aldana
Takeaways
- Get clarity on the outcome. Often we don’t reach our goals because we don’t have specific goals in mind. Break the cycle by thinking of a number and working towards it.
- Feel the victory in advance. To attract success into our lives, we have to start envisioning the outcome we want.
- One of the simplest ways to start reaching goals faster is by nurturing our databases. Stay in contact with spheres of influence and past clients, as the results will be huge.
At the start of this episode, we heard how not reaching goals can have a devastating effect on loan officers, both financially and mentally. After learning the key areas mortgage professionals can address to see better results, we heard how to get onto the fastest path to success.
We also discussed:
- Why it’s important to think about the impact success will have on our lives
- The benefits of mentorship and accountability
- Why we need to aim for the top dog producers
Many LOs feel like they aren’t getting anywhere or achieving anything when it comes to working with the best Realtors, and it’s because of repeating the same outdated and lack-luster methods. In order for us to overcome this, what are the 5 shifts that need to align in our businesses if we want to start attracting the top dogs? What are the things we need to stop doing immediately if we want our businesses to do better? In this webinar, we talk about the worst strategies for recruiting Realtor partners and what we can do instead, as well as a rejection-free equation for getting business.
The idea is to stop being a “Joe Schmoe” LO offering great rates and service, and start adding unique value that no other mortgage professional is offering. -Doren Aldana
Takeaways
- Everyone is clamoring for the same real estate agents, so the competition has increased immensely. Rates and good service aren’t enough to differentiate us anymore.
- Stop cold calling the same people over and over with the hope that you’ll wear them down. Instead, use automation to get people pre-sold in advance.
- Diagnose first; prescribe second. Ask questions, discover their pain points and then come up with a solution.
At the start of the show, I talked about the importance of becoming more like the people we want to attract to work with us, how to determine the right bait to bring Realtor partners in, and how we can bring value to them. We also discussed the difference between prospecting and positioning.
We also discussed:
- LOs who completely changed their businesses
- Why cold calling doesn’t cut it anymore
- The value of mentoring
All of us want to live more effective lives, but when it comes to doing what we need to do in order to achieve greater success, we often find ourselves shrinking back into fear. Does avoiding risk have any benefits, or are we shooting ourselves in the foot by playing it safe? How can taking risks help us progress, and why is it so important for us to tackle our fears head on? On this episode, we learn why the biggest risk we can take is not risking anything at all.
The biggest risk of playing it safe is regression of advancement. -Doren Aldana
Takeaways
- With no risk, there can be no reward. Everything worth having comes at a price - whether it be relationships or business. We have to stop letting fear hold us back.
- Taking risks is vital for moving forward. If we don’t take risks, we’re stagnating. In other words, by not progressing, we’re allowing ourselves to rot.
- The reason we’re hesitant to take risks is exactly why we need to take them. If we feel inadequate, it’s because we’re not nurturing ourselves. The quickest solution is to take care of ourselves.
At the start of the episode, we learnt that as human beings, we’re more prone to protecting ourselves than actively looking for more. We heard that, while a survival instinct, defense will not help us move forward, and that in fact, only defending ourselves without taking any risks puts us in danger of stagnation.
We also learnt:
- The importance of investing in ourselves strategically
- Why we need to focus on what we want more than what we’re afraid of
- Why taking fewer risks will lead to more regrets in the long term
When we don’t equip ourselves to win and succeed, we miss out on so many great things we could have in our lives and businesses. If we aren’t employing the right tools to mine our databases, attract agents, leverage technology, and build good systems, we will delay our own progress and success. Why is it important for us to stop blaming the results we get on our circumstances? What do we stand to lose when we aren’t showing up for success with the right mindset, attitudes and actions? On this episode, we talk about why doing things the long and hard way will make us lose key results, and what we can do instead to get the results we want in our businesses.
Opportunity is not lost, it just goes to those that are committed and aligned with victory. -Doren Aldana
Takeaways
- The biggest costs of being ill-equipped to go after our dreams are lost revenue, time, opportunity, impact, adventure and legacy.
- Your circumstances are a reflection of our thoughts, feelings, habits and behaviors. We are the common denominator of every result we get.
- If we don’t have a solid plan for our mortgage businesses, it can cost us up to $15k a month in lost revenue.
At the start of the show, we talked about how we can connect with the most powerful versions of ourselves, and why we should view challenging circumstances as setups and not setbacks. We also discussed how to avoid losing out on great business and financial opportunities.
We also touched on:
- How to surrender to our purpose without surrendering to our circumstances
- The importance of avoiding softening self-talk
Many of us believe that what gets in the way of our success are the circumstances and external limitations in our lives, whether it’s a lack of opportunity or the real estate market. The truth is, very often, we’re held back by our own untrue thoughts, ideas and beliefs about what we’re capable of, and what it takes to become successful. What are some of the beliefs that limit our ability to manifest our dreams? How do they stop us from being effective and productive? On this episode, I share on the erroneous limiting beliefs that hold us back, and how to make a bold, intelligent, and strategic investment in our breakthroughs.
The most precious and valuable reward for success isn’t what you get, it’s who you become. - Doren Aldana
Takeaways
- Everything we have right now is a result of our current comfort zone. It’s impossible for us to go beyond that if we don’t get out of our comfort zones and stretch ourselves.
- Before we do the activities that will make us successful, we have to become people who can attract that success. We do this through things that feed our minds and souls, like prayer, meditation, studying, visualizing and affirming.
- Attracting top Realtors is not hard, but if we believe it is, we will struggle. If we have a formula and the right mindset, we can attract agents pretty easily.
- The metaphysical realm is the source of our power to create and manifest the lives we want.
At the start of the show, I talked about how having the wrong foundational thoughts about ourselves and ability to succeed set us up for failure. Next, I talked about why greater levels of success never take place in our comfort zones, and why it’s non-negotiable to work on ourselves before our businesses. Towards the end, I shared on the danger of thinking that top producing agents don’t want to work with us.
I also shared;
- Why we have to think and operate differently if we want to level up
- How reinforcing the status quo kills our growth
- The importance of owning our victory in advance
Success doesn’t happen by accident, it happens by design, through mindset and taking the right action. One of the most important things we need to do in our path to success is get rid of the mental and emotional stumbling blocks that trip us up. These beliefs will take away our power, productivity, peace and profits, so we need to replace them with a belief system that builds us up. Once we lock in the correct mindset, the actions become easy, and the massive effort we inject into our goals will pay off in a huge way.
A lot of loan officers dread reaching out to Realtors because they’re under the impression that Realtors instinctively hate dealing with them. How can we stop acting like the average loan officer Realtors abhor, and start flipping the script? Should we be less selective or is being too inclusive harming our chances? In this episode, we discuss how to stand out from the pack of average loan officers
Strive to come across as a welcome guest, rather than an annoying pest. - Doren Aldana
Takeaways
- Stop being a loan leech. Realtors can tell when we’re approaching them looking for business without anything to offer in return. Make sure Realtors know we’re coming to give, not just get.
- Offer value by showing Realtors how they can make more money. If we show Realtors how they can get more business, they’ll see us as valuable.
- Make Realtors feel special by offering them exclusive benefits for working with you. By being more exclusive, we boost our profile and instantly become more attractive.
In this episode, we discussed why it’s so important to set ourselves apart from the rest of the loan officers in our markets. We explained why we need to offer exciting, unique value to Realtors, so they know we’re their only option if they want to be successful.
We also discussed:
- Why we should be positioners, not prospectors
- How confidence makes all the difference
- The importance of behaving like a winner
Reaching out to Realtors doesn’t need to be anxiety-inducing, as long as we know we hold their key to success. To do this, we have to stop acting like the average loan officer: a leech who wants to get more than give. If we can show Realtors how to make more money in less time, we position ourselves as winners in their eyes. We also show them that we are willing to offer the Realtors that work with us outstanding benefits. No one likes being around the average Joe LO, so let’s start separating ourselves from the pack.
Buying leads has become extremely popular with loan officers who think they’re saving time, but in reality, they’re actually doing it the hard way. Why is buying leads a bad idea? Could they be doing more harm than good? In this episode, we discuss why buying leads is a bad investment of our time and money, and could end up damaging our positioning within the industry.
Takeaways
- Avoid wasting money paying for the same leads as competitors. Bought leads are not necessarily exclusive, so they’re definitely an unwise investment.
- By spending our time chasing bought leads, we miss out on opportunities elsewhere. Don’t waste time on leads that may not even convert at all.
- By buying leads who are probably being pursued by our competitors, we fail to set ourselves apart. If we approach them at the same time as everyone else, we risk competing on cost alone.
At the start of the episode, we learned that most bought leads are poor quality and not exclusive. We discussed that bought leads are a poor allocation of our money, and spoke about why it’s important to upgrade our thinking and stop doing it the hard way.
We also discussed:
- Why we should be hiring an expert to find leads for us
- The importance of a third party endorsement
- Why we should aim to be authorities, rather than prospectors
We may think that buying leads will save us time, but they actually do little to help us and our businesses. They are a poor investment of both our time and money, and stop us from showing potential clients what makes us unique. Buying leads is a poor choice, and one we need to stop making soon.
The vast majority of loan officers are earning under $75 000 per year, while the top earners are earning upwards of $500,000 annually. What is it that separates the top earners from this mediocre majority? Do they have a secret recipe that the rest of us don’t know about? On this episode, we’re discussing the traits shown by top producers.
Takeaways
- Commitment and decisiveness are vital traits. We need to go all-in on achieving our goals, and refuse to entertain back-up plans or option B’s. Top producers don’t even consider failure an option.
- Top producers don’t automatically have a secret recipe; they learn it from other high achievers. To be successful, we need to be willing to learn from others and leave our egos at the door.
- We have to be resourceful to win. That means finding a way to achieve, no matter the circumstance.
At the start of the episode, we spoke about the vast difference in income between top producers and the mediocre majority. We discussed the importance of mindset in cultivating success, and learnt that being a top producer doesn’t mean sacrificing more. In fact, if we believe that sacrifice is needed for success, we’re only holding ourselves back.
We also discussed:
- Why staying true to our values is necessary
- How we need to accept that success doesn’t always come easily
- How to view big obstacles as a prelude to big successes
The massive disparities in income between the average, mediocre loan officer and top producers all come down to mindset. Top producers are in the 1% of loan officers because they’re unwilling to compromise on their dreams. However, no one has all the answers right at the start. If we want to get ahead in the mortgage business, we need to be willing to listen to those who have achieved our goals. We can separate ourselves from the mediocre majority, but we have to be willing to find a way to win regardless of our circumstances.
Something most loan officers seem to struggle with is a resistance to recruiting Realtors. What keeps holding us back? How can we overcome our call reluctance and get rid of the almost universal mind block? On this episode, mortgage industry legend and coach, Peter Fickeisen shares why LOs resist recruiting Realtors- and how to overcome our reluctance.
Takeaways
- Most loan officers avoid recruiting Realtors because we’re scared to get out of our comfort zone. To become more comfortable around others, we need to be more comfortable with ourselves.
- For more successful interactions with Realtors, we need to know what we’re going to say to them. Write a list of points to speak about and guide an effective conversation.
- Build relationships with Realtors by organizing appointments and reminding them of your purpose. Don’t arrive at their offices unannounced, and don’t waste time.
At the start of the episode, coach Peter Fickeisen shared the top 3 things holding loan officers back from reaching out to Realtors. He then explained what we can do to combat the issues, and reminded us of the importance of our mindset.
We also discussed:
- How to start the day with confidence
- What value we can offer Realtors
- The importance of working with people whose personalities suit our own
Call reluctance is something that affects most loan officers, but it can be easily combated. We need to focus on our mindsets and build our confidence to overcome anxieties over leaving our comfort zone. We can also overcome our anxieties by becoming more prepared. Calling Realtors doesn’t need to be a source of distress- we just need to stop overthinking the process.
Guest Bio
Peter Fickeisen is the Director of Business Development at Luxury Mortgage Corp. With over a decade of experience in mortgage banking, Peter has originated over $1 billion in home loans. He is passionate about creating and maintaining great relationships with clients and partners alike, and is known as a shining star in the industry.
To find out more about Peter, visit: https://www.linkedin.com/in/peterfickeisen
And for more on Luxury Mortgage Corp., see www.luxurymortgage.com
We all want to go further in business, but sometimes we spend too much time focusing on small issues and not enough on the bigger picture. How can we increase our production and productivity, without sacrificing our personal lives? Where do so many coaching programs get it wrong? On this episode, branch manager at Integrity Mortgage Group, Samuel Borthwick shares how we went from $11k a month to over $87k a month- without sacrificing his role as a husband and father.
Takeaways
- Don’t bully yourself into thinking it’s impossible to be a successful mortgage professional with a healthy personal life. It is possible- and within reach!
- Know the motivation for success. While we want to make more money, most of the time our drive is based on a desire to do more for our families.
- Be wary of coaching programs that teach us to work harder and longer- it’s not necessary.
At the start of the episode, Samuel explained the moment he realized he could achieve more. He then shared the process he went through in order to get to where he is now- from bad coaching programs that taught him to work harder, to a more sustainable approach. Samuel mentioned that while he’s in a better place now, he’s still motivated to keep learning and moving forward every single day.
We also covered:
- The importance of perspective.
- How ‘smile and dial’ tactics not only drain you, but push prospective clients away.
- How to move from a mindset of ‘have to’, to one of ‘get to’
Many coaching programs get it wrong by suggesting we need to work harder and sacrifice more of our time in order to reach our goals. The reality is, we have the ability to maximize our production without giving up any of life’s more important moments. Once we understand what’s motivating us, we have a better chance of working with the bigger picture in mind.
Guest Bio
Samuel Borthwick is the branch manager at Integrity Mortgage Group. After joining the Mortgage Marketing Coach in October 2018, Samuel has seen tremendous success in both business and in life. Samuel is a dedicated husband and father, and relishes any opportunity to spend more time with his family.
To find out more about Samuel, head to https://www.facebook.com/waloanexperts.com
So many mortgage coaches promise single solutions that supposedly guarantee success. Are any of these singular options capable of creating longevity in the mortgage industry? If one-trick pony solutions aren’t a good idea, what should we be doing instead? On this episode, I share how we can build recession-proof businesses by diversifying our strategies.
Takeaways
- Abandon the idea of a ‘magic pill’ that can transform your business. There is no single solution for long-lasting success.
- Diversify your tactics so you don’t need to rely on only one strategy. The more back-up plans we have, the more we safeguard ourselves from any potential turbulence.
- Take a multimedia approach to marketing campaigns. Use video, social media, direct mail and emails to ensure you touch base with your entire database and leave as little money on the table as possible.
At the start of the episode, I explained why we need to stop searching for single solutions to create recession-proof businesses. I mentioned how issues beyond our control have the ability to impact our businesses. The episode ended with a suggestion of how to offer amazing value to clients that separates us from the herd and puts us in the lead.
We also discussed:
- Why we need to stop relying on strategies that worked a decade ago
- The importance of having a clearly defined strategy
- Why it’s vital to be proactive
In a world where everything is made easier and faster by technology, it’s natural for us to want quick, easy solutions to success. However, the reality is that for longevity, we need to have multi-pillared approaches to business. The great thing is, a diversified approach doesn’t automatically mean a more difficult route- on the contrary, if we build multimedia, multi-pronged businesses today, we proactively protect ourselves against recessions in the future.
Dealing with Realtors can be bring a lot of drama, especially if we’re dealing with arrogant agents. How can we take control of our partnerships and start choosing the ideal Realtors we want to work with? Do we have to work our way up the ranks, or can we start with the top dogs? On this episode, we’re discussing how to close more deals, without the drama.
Takeaways
- Forget about the bottom feeders. The fastest way to the cash is through the top dogs, so we need to offer them unique value from the start.
- Look for a select group of solid partners who send all their business, rather than a wide range who send a few clients.
- Take control of partnerships: we should be interviewing Realtors, not the other way around.
At the start of the episode, I spoke about the importance of aiming for top dog Realtors. I then explained that to attract industry winners, we need to become winners ourselves. Without unique value and self-belief, we can’t expect others to believe in us.
I also discussed:
- Why we need to become indispensable
- How to own our power
- Why we need to stop overcomplicating our approaches
Mortgage transactions become dramatic when we lose control over the processes. Control is key, especially if we want to avoid receiving phone calls from distressed Realtors at 10 o’clock on a Sunday night. We need to identify the unique value we bring to the table, and start owning our power and capabilities. We have it in ourselves to win- so what’s stopping us from dominating the market right now?
So many of us have been told that without a constant grind, we’re doomed to mediocrity. While there is certainly a need to grind at times, are we destined to overworking ourselves for the rest of our lives if we want to see success? How can we move away from that mentality, and start seeing results without putting in tons of work? On this episode, I’m sharing how you can get out of the grind, and move towards actually making money with fun, flow and fulfillment.
Takeaways
- It’s important to identify our unique ability and do more of the things that have us performing optimally. These are the things we’re so good at, we may even lose track of time while doing them.
- Remove the grind strategy. If we’re working hard because that’s what we’ve always done- we have to stop. It’s time to stop repeating the strategies that are tiring us out.
- Get out of the grind mentality. Many of us believe we have to work hard because we’ve been programmed to think that way from childhood. That isn’t true- we need to start believing that we’re capable of great results without overworking ourselves.
At the start of the episode, I emphasized the importance of the grind when taking our lives to the next level. While I mentioned that it’s inevitable to go through challenges from time to time, however, I then explained why it’s important that adversity only takes up a small portion of your time.
I also discussed:
- How to dance in your strengths and do what you LOVE
- How grinding can actually hold you back from success
- How to get out of that grind mentality
In business and in life, there will always be challenges to overcome. However, the way we approach those challenges makes all the difference. We need to stop limiting our abilities by believing we’re incapable of achieving your goals. Remove the strategies and mindsets that have been imposed on all of us, and start cultivating million-dollar beliefs. Own the fact that we have greatness within us, and that we are born to win.
Falling into a rut is something many Loan Officers experience in their careers and it can be difficult to get out of, especially when business is still doing fine. How can we stop settling for less? How does empowering our team impact our business growth and personal freedom? What do we need to surround ourselves with in order to boost our excitement and success? In this episode, Houston-based LO Robert Spiegel discusses the struggle of boredom and stagnation, and the changes and impact Mortgage Marketing Coach has had on his enthusiasm and business success.
Takeaways
- We often soften our problems by thinking we’re doing well relative to others, but when we hold ourselves to our own standards, we stop settling.
- When we empower our team to be independent and autonomous without us, as well as confident and competent in our absence, we’ll forge a real business that can set us free.
- We need to be involved in conversations that are bigger and better than us with people who have ambitions and goals because what we surround ourselves with becomes our reality.
On this episode we discussed how we can grow our business by shifting our mindset and dealing with change head-on. Next, we talked about how to stop settling by thinking we’re doing better than others. Robert also explained how the Mortgage Marketing Coach helped him out of a rut and almost doubled his production in just three months.
We also discussed:
- How to rise above complacency
- How empowering our team grows our business and sets us free
- How to manifest what you want FASTER and easier
It’s common to feel bored and stagnant in our careers, even when we are producing enough. By empowering our teams with the autonomy to make decisions, we make room for our business to grow and give ourselves more time to focus on leadership and business development. When we lower our standards by only comparing ourselves to others, it only softens our problems. We need to hold ourselves to our own standards so that we can stop settling and start growing. When we let go of negative people and negative influences, we make space for the people and conversations that will help us grow and succeed.
To be successful in life, we must develop a success mindset. Stinkin' thinkin creates stinkin' results. Champion thinking creates champion results. All movement without is preceded by movement within. Our outer world is simply a reflection of our inner world. How can we program ourselves for massive success? Can we train ourselves to become confident, self-assured, powerful? On this episode, loan officer, Kira Truett explains the role mindset played in her quintupling her income in just 4 months.
Takeaways
- Think like your future self. Tap into the mindset of someone who has already achieved wealth, and start behaving like them today.
- Interview real estate agents, rather than letting them interview you. Look for people you want to work with, and stop attaching yourself to agents whose values don’t align with your own.
- Think from a place of abundance, and don’t allow yourself to think of the worst case scenario. Focus on what could go right, rather than what could go wrong.
At the start of the episode, Kira shared her motivation for success. She talked about wanting to spend more time with her family, work fewer hours and make more money. She also explained what led to her multiplying her earnings six times.
We also discussed:
- How to keep home time separate from business time
- Why we should surround ourselves with our accomplishments
- How to avoid overspending while motivating yourself
Visualization is crucial to success, so it’s important to think like a winner. Just hoping for success is not enough- you have to be willing to win now. Pay attention to your mindset, and make sure that whatever you do to behave like your future self isn’t harming your financial wellbeing at present.
Guest Bio
Kira Truett is a loan officer at Fairway Independent Mortgage Company. She first broke into the mortgage industry after working as a real estate agent, and seeing first-hand the challenges of the home buying process. In just four months as a loan officer at Fairway Mortgage, Kira managed to multiply her earnings by 6.
To find out more about Kira, head to https://www.linkedin.com/in/kira-truett-54b265122
The mortgage industry is faced with a lot of challenges that can make running a business turbulent, but there are always top producers who thrive and achieve massive success regardless. What success-unlocking secrets can we learn from these people? What are the signs and symptoms that we are doing things the hard way? On this episode, I talk about the three X-factors that set the top dogs in our industry apart, and how we can emulate their success in our own businesses.
Most people focus on doing more, top producers focus on becoming more. -Doren Aldana
Takeaways
- We’re not in the mortgage business, we’re in the marketing business. To make a profound breakthrough in our businesses, we have to accept that we are marketers first and follow through by making sure it reflects in our daily activities.
- We have to work harder on ourselves than we do on our jobs. In order to succeed, we have to master a success psychology, which will then impact our results.
- Never invent, always improve. Don’t try to create something from scratch. If we emulate a formula that’s already successful we cut out a lot of pitfalls, and we get to our desired result faster.
At the start of the show, I talked about how some people are always able to survive and even thrive through market turbulence, and how they manage to do that. Next, I talked about how ignorance isn’t bliss and why it brings nothing but struggle. I also shared why there’s a huge difference between doing mortgages and marketing mortgages, and the inner game of success most people are asleep to.
We also discussed;
- The importance of having a success identity
- The power of emulating and following a proven formula
- Why we have to first become more if we want to have more
Many people look at successful people and think they have secret cheat codes that nobody else can implement, but we too can access them. There are 3 key things that separate the high achievers from the mediocre in this industry. It’s about focusing more on marketing and less on mortgages, cultivating the right mindset for success and emulating and building on what’s already working. Unlocking these secrets and implementing them in our lives will be highly impactful to our success, and profound and instantaneous in the transformation it brings.
A lot of loan officers cold call Realtors offering "great rates" and "great service", and then wonder why it ain't working. That's doing it the HARD WAY. What should we do to become Realtors’ exclusive lenders? Why -- with all we have to offer -- aren't they giving us the time of day? How can we portray our value proposition effectively? In this episode, Chris Reale explains what makes a great value proposition and the importance of catering to Realtors’ needs in order to become their exclusive loan officer.
If you’re not getting business from Realtors, it’s because you didn’t do a good job of finding out how you can help them grow their business. -Chris Reale
Takeaways
- The two main reasons why we don’t become Realtors’ exclusive lenders is because they either have great relationships with loan officers, or we didn’t position ourselves correctly with our value proposition.
- We need to be a value-added resource over and above what we do on the mortgage side because if we’re not getting business from Realtors, it’s because we didn’t show them how we can help them grow their business.
- We need to be able to portray our value proposition effectively in order for Realtors to see its value because our job is not just being a good loan officer, but also a good marketer.
On this episode we discussed the real reasons why Realtors aren’t sending us business, and what we need to do to become their go-to loan officer. Chris Reale explains the impact our approach has on our business success, and how we should be adjusting that approach as well as our pitch in order to bring real value to realtors and grow our business.
We also discussed:
- Why we aren’t becoming Realtors’ exclusive loan officer
- Why great rates and great service aren’t enough
- How to build and portray our value proposition
A lot of what affects the business that we get from Realtors has to do with mindset, approach, value proposition and taking the time to find out the need and then sell to it. We can position ourselves to become the exclusive lender of the Realtors we approach by really showing them how we are going to help them grow their business. When we build our pitch around what we’re going to do to cater to their business needs, we can build our Realtors’ business as well as our own.
Guest Bio
Chris Reale is a Real Estate and Mortgage entrepreneur from Boston, Massachusetts who founded and managed his first financial services company at the age of 24. He is the Owner of CJReale Consulting Services, and Co-Founder and Certified Massachusetts Real Estate Instructor of The Real Estate Edge. Chris helps Real Estate and Mortgage professionals scale their business with predictability by utilizing his Digital Agent Mastery Plus Consulting Program. His company grew from 1 employee to 30 employees with revenues of over $2,000,000, and funded over nearly $1,000,000,000 in residential loan transactions. Chris now spends his time as a digital and non-digital marketing consultant who helps Real Estate and Mortgage companies profit wildly through digital marketing. Chris' clients are some of the fastest growing companies in the U.S.
https://www.chrisreale.com/
Most mortgage professionals agree that they’re spending way too much time working for the results they’re seeing. How can you break free from the endless cycle of working harder and longer? What’s causing you to stay in that cycle in the first place? On this episode, I explain the 3 big reasons why you’re staying in the struggle.
Takeaways
Work on the business- not in a job. Parkinson’s Law states that we’ll use all the time we allocate ourselves, even if we’re capable of doing it in less. We need to be more strategic about how we use our time.
It’s important to stop believing we’re the only ones capable of getting it done. Having a scarcity mindset and thinking we’re the only person for the job ultimately makes us less efficient and takes up more of our time.
We shouldn’t drain our energy by working harder than we need to. By overworking ourselves, we’re putting ourselves in a prison of our own making.
At the start of the episode, I discussed the harsh reality for most mortgage professionals: an income barely above the poverty line. I mentioned that because so many mortgage professionals are so focused on their income, they’re not paying attention to the unnecessary extreme hours they’re working.
We also discussed:
- Leaving a legacy
- Creating a business that thrives without us
- How to stop being the bottleneck in our system
So much of our success in the mortgage industry comes down to our mindset. To truly make your mark on the industry, we need to be strategic with our time and believe that we’re not the only person capable of doing the activities in our business. We need to stop spending so much of our energy on the things that don’t serve us. We can double our efficiency while halving our hours.
Often, mortgage professionals don’t reach their full potential, purely because they aren’t following the right steps. What steps should you be taking to ensure you achieve the success you deserve? How do you go beyond lead generation and start converting more effectively? On this episode, I’m sharing the 3 critical skills every mortgage professional needs to master for success.
Remember: lead generation isn’t just about quantity. It’s about quality. -Doren Aldana
Takeaways
- Lead generation is the first crucial step you must take to success. Make sure your leads are fruitful, and concentrate on quality over quantity.
- The quickest way to give yourself a pay raise is by doubling your effectiveness in lead conversion. Learn the words that elicit trust, and assert your influence.
- You are the source of your business and the results you receive. Focus on your own self-leadership and hold yourself accountable.
At the start of the episode, I outlined that it’s vital to master lead generation. However, I also mentioned that without great conversion processes in place, lead generation isn’t enough to boost your business. I suggested looking to Realtors for referrals, and shared how to connect with the top producers in the industry.
We also covered:
- Cultivating success habits
- Affirming your value and potential to yourself
- The relevance of the people you associate with
Success comes from the effective habits you maintain over a sustained period. Focus on optimizing your effectiveness and strive for quality over quantity, every time. You’re capable of achieving greatness, but you have to believe that of yourself. You are the source of your success- it’s time to take the first steps towards your future.
Let's be real: chasing realtors down and offering them rate sheets and donuts doesn’t work anymore. Those days are long gone, and unfortunately, a lot of mortgage pros see themselves as a replaceable commodity instead of a needed resource. What’s wrong with this mindset and how can we shift it? How can we bring a unique value proposition to agents that gets their attention and makes you their exclusive lender? Why do we need automation instead of doing it the hard way with cold calling? In this episode, Chris Reale explains how we can flip the script so that realtors need us more than we need them.
Takeaways
- It’s good to offer great rates and great service as a loan officer, but they are part of being professional and it’s not enough anymore. We need to take one step further and help agents succeed.
- When we help agents grow their business, we have created a value-added relationship with them that means they will want to do business with us.
- We can bring real value to agents by looking at their business, figuring out their pain points, and helping them grow in the areas that can get them more business.
On this episode we discussed how to get realtors wanting to do business with us instead of us chasing them for business. Chris Reale explains the importance of a unique value proposition as well as how we can help agents fill the gaps in their business, get them more deals and get ourselves more partnerships.
We also discussed:
- Why offering great rates and service isn’t enough
- Why we should help agents grow their business
- How we can help agents get more business
Most loan officers think of themselves as a commodity instead of a needed resource, but we can only become a needed resource by revisiting our value proposition and assessing whether it helps agents succeed. We need to shift our mindset and have a unique value proposition that helps agents grow their business. When we have something of real value to offer, we become an indispensable and strategic profit-producing partner for agents.
Guest Bio
Chris Reale is a Real Estate and Mortgage entrepreneur from Boston, Massachusetts who founded and managed his first financial services company at the age of 24. He is the Owner of CJReale Consulting Services, and Co-Founder and Certified Massachusetts Real Estate Instructor of The Real Estate Edge. Chris helps Real Estate and Mortgage professionals scale their business with predictability by utilizing his Digital Agent Mastery Plus Consulting Program. His company grew from 1 employee to 30 employees with revenues of over $2,000,000, and funded over nearly $1,000,000,000 in residential loan transactions. Chris now spends his time as a digital and non-digital marketing consultant who helps Real Estate and Mortgage companies profit wildly through digital marketing. Chris' clients are some of the fastest growing companies in the U.S.
https://www.chrisreale.com/
The mortgage industry is filled to the brim with hopefuls. How can you make sure you stand out from the crowd? How can you offer a ‘wow’ factor that separates you from those offering the same, run-of-the-mill services as everyone else? On this episode, I’m sharing how to wow top dog Realtors to become their exclusive lender.
You can’t afford to be normal or average. We are in the business of fascination and being extraordinary and remarkable. -Doren Aldana
Takeaways
- Lead with unique value. Make sure you’re offering something different to the Realtors you approach. Inside their pain is your opportunity for gain.
- Diagnose before you prescribe. Before you can offer anything to a Realtor, make sure you’re listening to their concerns. Then you can provide them with a tailor-made solution.
- Diversify your activities and talents. Don’t rely on any one thing for success. You need to have as many skills to offer as possible.
At the start of the episode, I explained why it’s crucial to have a ‘wow’ factor. I shared why you need to get out of your comfort zone and how you could go about it. I ended by mentioning that you need to implement the ideas. “Doing” is vital.
We also covered:
- Creating a VIP program for your partners
- Being the champion you want to attract
- Why you can’t afford to be average
Mortgage professionals are in the business of fascination. It’s not enough to just offer partnerships. You need to be separating yourself from the herd and creating a phenomenal impression. Pay attention to what Realtors want and start devising a strategy unique to your abilities. To thrive in this industry, you need to bring something exceptional to the table.
There are so many coaching programs out there, but not all of them are effective. Where do most programs go wrong? What should a great program be offering you? On this episode, I’m listing the 7 areas where most coaching programs fail.
You want a systems-based business that allows you to streamline your marketing and operations. -Doren Aldana
Takeaways
- A lot of programs teach old-school, outdated methods to success. This means that rather than embracing the ease that comes with technology, they’re still making you take the hard way.
- Coaching programs teach you how to put manual effort into your marketing. This makes it more difficult for you to ever step out of your business.
- While it’s great to learn how to get things done, it’s adding another step to your process. Coaching programs should be doing some activities for you.
After explaining the first three ways most coaching programs fail their clients, I explained one key flaw: they’re not teaching mortgage professionals to be marketers. I mentioned that their focus on operational systems means nothing unless you have marketing systems in place.
We also discussed:
- Why one-trick pony solutions are a dangerous gamble
- That a lot of coaching programs are not mortgage-specific
- That far too few programs pay attention to your inner game of success
Coaching is extremely important, and even if you walk away with only one new piece of information, you’ve succeeded. The same goes for working on activities that require manual effort: they’ll take you farther than if you’d done nothing. However, it’s time for you to stop working harder than you need to. Small steps only take you a short distance. Join a program that allows you to go further without the extra work.
Many mortgage professionals wait until they hit rock bottom before they realize they need to change their approach to business. How can you prevent yourself from continuing to do activities that don’t bring you any success? How can you get to the next level without putting in more work? On this episode, the legendary Devon Peterson shares how he tripled his loan production in 2 months.
Don’t scale back your lifestyle to tell yourself a lie that it’s okay. -Devon Peterson
Takeaways
- Quit having a scarcity mentality- approach real estate agents offering to help them and bring them business. You’ll benefit in the long run.
- Raise your standards and refuse to accept anything lower. Tolerating poor results will only allow you to continue in the cycle.
- Optimism can only get you so far: make sure you’re taking effective steps and not repeating the wrong steps.
At the start of the episode, Devon shared his background and explained why he decided to pursue a career in mortgage. After mentioning that he hit a slump a few years ago, Devon told us how he got back on track to create the life he wanted.
We also discussed:
- Creating positive pressure
- Keeping in mind your motivators
- Why you need to stop worrying about the long run and just get started
Failing to meet your goals only happens when you’re not working towards them. The reality is, if you’re not reaching your goals it’s probably because you’re not putting enough pressure on yourself. The secret to success lies in your decision to work effectively and take things one step at a time. Your ability to get it done relies solely on you and your mindset.
Most of the time, the only thing holding us back is ourselves. How can you stop making the same mistakes and surpass your self-imposed ceiling? How do you start taking control of your future? On this episode, Jessica Swystun shares how taking strategic action allowed her to double her production in just 3 months.
You just have to do the things on the list. -Jessica Swystun
Takeaways
- Systems are non-negotiable if you want a successful business. Make sure you’re putting effective systems in place that allow you to manage everything properly.
- Engage with the right Realtors. It’s important to build relationships with Realtors by sending them leads. Be sure to also screen them to make sure you’re sending clients to the right people.
- Taking control of your business is crucial. Make the mindset shift towards achieving everything you’ve set out to do.
At the start of the episode, Jessica shared what led her to decide to want more. She then discussed how she started on her own, after leaving a major financial institution. Jessica mentioned how she stopped feeling overwhelmed and began the process of just ‘doing the things’.
We also discussed:
- Knowing your skill set
- Effective ways to communicate with your database
- That working all day long means nothing if it’s not impactful
To be successful in the mortgage industry, you have to be intentional. It’s not enough to show up to work everyday. You have to be committed to taking the right steps towards success. Take control of your business, and implement systems that help you go to the next level.
Guest Bio
Straight after college, Jessica Swystun joined a major financial institution. After feeling like she wasn’t doing enough, Jessica made the decision to help people buy homes. Since making this decision, she’s joined the Mortgage Marketing Coach program- and has seen fantastic results. Jessica is an advocate for taking action for success, and believes simply ‘doing the things’ is all it takes to generating phenomenal success.
To find out more about Jessica, head to: https://movement.com/lo/jessica-swystun/
To join the program that helped Jessica double her production, head to: www.mmcworkshop.com
No one wants to be mediocre, but a lot of loan officers allow themselves to stay in underwhelming positions because it’s comfortable. How can you stop allowing yourself to tolerate struggle? What will allow you to see real freedom? On this episode, success story and Mortgage Marketing Coach student, Jay Rodriguez is here to share what pushed him toward greatness.
Unless you have the determination, you won’t execute your goals. -Jay Rodriguez
Takeaways
- Too many people tolerate struggling because they believe it to be normal. What you tolerate, you endorse. So make sure you’re not endorsing something that holds you back from greatness.
- Focus on who you are, why you’re here, and what your purpose is. You need to have a keen sense of self and goals to be able to push through to greatness.
- Stop thinking you have to do it all. If you choose not to build a team that allows you to step back, you’re doing yourself a disservice. By being a control freak, you lose all sense of freedom.
At the start of the episode, Jay shared how he got started in the industry. After explaining that he was overworking and staying in something that made him unhappy, Jay started talking about his shift towards building a business he wanted that brought him fulfillment and phenomenal success.
We also discussed:
- The power of peturbence
- Why you need to decide you must win
- That you should be using technology to make your life easier
Despite the wealth of great technologies and the expertise of others, loan officers continue to complicate their journeys to success. The reality is, while it’s certainly not easy to achieve greatness, the ability to achieve it lies within ourselves. Stop telling yourself it’s okay to be mediocre: you can rise to the top. All it takes is work and determination.
Guest Bio
After seeing some success in the mortgage industry since getting his license in 2010, Jay Rodriguez believed he was in a reasonably good position. However, his burning desire for more sparked a passion within him to move on to bigger things. Since joining the Mortgage Marketing Coach program, Jay went from $1.5M/month to $4.43M/month. Today, he’s happier than ever in all aspects of his life and healthier than ever before.
To find out more about Jay, head to: https://www.linkedin.com/in/rodriguezjay
Worry affects everyone at some point. However, rather than allowing it to control us, we should take measures to eliminate worry before it has too big an impact. What can you do today to stop worrying and start winning? What are the steps you can take now to avoid causing yourself anxiety that stops you from achieving your goals? On this episode, I explain what the CAR method is, and why you need to start using it.
The best way to start winning is by investing in yourself. -Doren Aldana
Takeaways
- Claim your victory in advance. Through affirmations and visualization, you can take the first step towards achieving your dreams simply by willing them to happen.
- Accept total responsibility for what’s in your control right now. Your thinking, action, habits, and focus are all things you have the power to change. They also have a direct impact on your business.
- Roll with winners. Who you spend time with says a lot about you, so make sure the people closest to you are successful in their own lives.
At the start of the episode, I mention that worry is something all of us have experienced. I then shared a story of how I allowed someone else’s treatment of me define my actions and behavior. Noticing this was a turning point for me- and should be for you, too. Don’t allow external factors cloud your mindset and fool you into thinking you don’t have what it takes.
I also discussed:
- How you can start visualizing your dreams today
- The need to cultivate success by design- nothing happens by accident
- Why you need to invest in yourself and how to do it
Your mind is an exceptionally powerful tool. Your mindset determines whether you’ll succumb to external factors and other people’s treatment of you, or if you’ll succeed regardless of the noise. Pay attention to what you can do, and what you will. The only way you’ll be able to stop worrying and start winning is by consciously deciding to invest in yourself and expressing gratitude for the things you’ve not yet achieved. If you can do that, you’re one step closer to mastering the art of marketing.
Let's face it: being able to create and cultivate loyalty with top-producing Realtors is one of the fastest, most profitable ways to grow your mortgage business. How can we do this without the hell of cold calling and chasing? How do we build a solid partnership that's a mutual win-win? How can we add unique value in a way no one else can?
In this episode, award-winning veteran loan officer, Peter Fickeisen, shares what it takes to earn the loyalty of top agents so they stick to you like Super Glue.
The key to a partnership is knowing how you are going to add value compared to the person they’re using. -Peter Fickeisen
Takeaways
- Earning partnerships through giving value Partnerships don’t happen overnight, and must be earned. It’s not about how great you are, but how you can add value and give instead of solely receiving.
- How meeting regularly helps maintain partnerships In order to maintain a partnership, we need to have a schedule set up to meet with agents regularly. We want to make sure that we are ingrained in the culture of our partnerships. If we are not seeing our partners often enough, it makes it less likely that we’ll do business together.
- How agreements facilitate fair partnerships We need to set up agreements with our partners to manage expectations. The agreement should include how each party contributes so that there are elements of giving and receiving on both sides.
We also discussed:
- Earning partnerships through giving value
- How meeting regularly helps maintain partnerships
- How agreements facilitate fair partnerships
It takes commitment to become connected with the top agents in your area. You need to figure out what you’re going to do and how you’re going to show up to make yourself irreplaceable and indispensable so that you become their exclusive lender. Partnerships need regular meetings and a mutually beneficial agreement. You must have enough unique value to command and demand that they send you all their business.
Guest Bio
Peter Fickeisen is the Director of Business Development at Luxury Mortgage Corp. and is a Senior Loan Originator. After leaving a job that dictated a 100-hour work week and a non-compete, he had to start from scratch and built himself up from zero to hero. Peter currently has just shy of $1 billion in production over the years. He was in the Top 200 in the USA for loan officers in production and units for 2011-2016, ranked in the Top 20 of Massachusetts Mortgage Bankers 2009-2016, and was the Top Producer at William Raveis Mortgage for 2011-2016. Peter is widely recognized as one of the top mortgage originators in the US and has ranked in the top 1% in the country from 2009-2018. He has been in mortgage banking for 14 years, focusing on client relationships. Peter is a bonafide, certified, qualified veteran in the business and the real deal in attracting solid partnerships.
https://www.luxurymortgage.com
People leave money on the table when they don’t patch up their marketing. How do you figure out what mistakes you’re making? What’s limiting your results, even when you apply maximum effort? On this episode, I explain the 3 areas you should be mastering to avoid spending too much time on unimportant tasks and too little time doing the things that matter.
If you don’t make people think they have to work with you, you’re leaving money on the table. -Doren Aldana
Takeaways
- Make sure you’re staying in contact with your database. Neglecting to leverage your database is the quickest way to leave money on the table.
- Pay attention to the real estate agents you approach. You should be asking a small group of top producers for all their business, rather than a big group of bottom feeders.
- Don’t wait too long to delegate. As soon as you can, get other people to complete lower paying tasks, so you can focus more on the high-paying ones.
I start the episode by recounting an experience I had a while back. The car we were given on vacation had a broken gas pedal. This meant that pressing the pedal not only failed to make us go any faster, but it also wasted the gas. After sharing this, I explain how a lot of mortgage professionals are effectively enacting the same thing: wasting time on tasks that aren’t getting them anywhere.
We also discussed:
- Why you should be perfecting a few moves, rather than doing many tasks poorly
- The importance of a multimedia approach with regards to contacting your database
- How you can patch up the holes in your marketing approach
The best way to keep your marketing strong is by streamlining your process. Stop overcomplicating your business by trying to wear too many hats. You’re working too hard by doing that. Work smarter, and focus on 3 areas of mastery, rather than several areas of mediocrity.
One of the best ways to learn how to be successful is by observing the people whose success you want to emulate. What are some of the habits of top-producing mortgage pros? What can you learn from them, and how can you start implementing their strategies into your own journey?
On this episode, I talk with the legendary Dave Savage. As the CEO of Mortgage Coach, Dave has seen what works and what doesn’t. He shares what you need to do to become -- and stay -- a top producer.
If what you’re doing is working, keep doing it. If it’s not, add to it. -Dave Savage
Takeaways
- A personality trait shared by most successful people is consistency. Be consistent with your systems, and make sure everything you replicate is of an excellent standard.
- Take steps to generate leads and prospects every single day. Use multiple platforms to ensure you’re contacting prospective clients from a range of sources.
- Make sure every interaction you have is a teaching opportunity. Advice matters, and your clients should walk away feeling like they know more after interacting with you.
At the start of the episode, we hear about Dave’s journey and his involvement with the industry’s top producers. We hear what the term ‘top producer’ really means, and how you’ll know if you fall into that bracket or if you still need to push harder.
We also discussed:
- The difference between your clients liking you or respecting you
- Why you need to approach every single client with the same systemized processes
- Why you have to think in terms of what huge competitors like Amazon can’t offer and use it to your advantage
You’ve heard it time and again because it’s true: consistency is key. Whatever your systems are, make sure you’re offering an excellent service to every client you deal with. A great customer experience is important, and with huge corporations like Amazon taking over the market, you can use a great customer experience to your advantage. You have the knowledge, you have the skills, and you have the concern for your clients. Shouldn’t you be reminding the industry (and yourself) of that, every single day?
Guest Bio
Dan Savage is the CEO of Mortgage Coach in Lake Oswego, Oregon. On top of having over 27 years of experience in the mortgage industry, Dave is a pioneer of mobile technologies. As someone who understands the presence of technology in our daily lives, Dave is passionate about transforming the home buying experience, for both the client and the professional.
To find out more about Dave and Mortgage Coach, head to: https://mortgagecoach.com/about/
Every mortgage pro wants to be successful, but many of us doubt ourselves so much that success can feel unattainable. How can you stop thinking that way and start taking the rewards you know you deserve? Is it possible to get better results, even while working less? On this episode, I talk with John Suppa where he reveals how he we went from doing just 1 loan a month to doing 5 loans per month (almost overnight), and how he made over $100k in his first year as a mortgage broker, without making a single cold call. Check it out!
Takeaways
- Rather than wait for referrals from Realtors, start referring them to potential buyers and sellers. This is how you build lasting and fruitful relationships.
- Pay attention to your database and make sure you’re in constant contact with them. Even if someone is not interested right now, they shouldn’t forget you for future transactions.
- Make use of the most popular online content: video. On top of generating leads for yourself, you can also use it as a referral opportunity for Realtors.
At the start of the episode, we heard how John Suppa transitioned from a highly successful car salesman, to an even more successful mortgage broker. While he acknowledged that the transition certainly wasn’t seamless, he went on to explain how he started seeing unprecedented results.
Stop allowing yourself to be overwhelmed by new prospects. As John Suppa has demonstrated, it is possible to achieve tremendous success within a short period. What you need to do is create processes you stick with. Most of all, stop making excuses. The opportunities are all within your reach- why not grab them for yourself?
Most people who consider joining a coaching program have some hesitations before committing. How can you tell if a program will really deliver on its promises? Can the results justify the cost?
On this episode I talk with Penny Wrightly about the most common anxieties people have when considering a coaching program, and how The Mortgage Marketing Coach helped her break out of normal production level and generate killer numbers!
Takeaways
- There’s a difference between working to improve your business and fighting to keep it afloat.
- If you’re finding yourself stuck in a rut, you need to start exploring ways to overcome mediocrity. Having an outside eye such as a coaching program can help immensely with this.
- Understand that it is an investment. You may be spending money, but you’re doing it to improve yourself and your business for the future.
At the start of the episode, Penny explained what her situation was prior to joining our program. She also pointed out some of the hesitations she had before committing, and shared her results after deciding to take the step.
We also covered:
- The importance of automated systems in your business
- Why your database is an incredible asset
- Why the best time to invest in yourself is right now
The world of today is fast-paced and requires up-to-date service. You can’t provide that if you’re still using the same tricks you have for the past few years. To get ahead and see the results that take your business to the next level, you need to make sure you’re on the same level as your clients. This means, using technology to help you set up systems and never let your clients feel ignored. However, technology aside, it also means you have to update yourself. Start now, and never stop investing in yourself. The tools are here to help you, and the opportunities are endless.
Penny Wrightly is a mortgage broker at The Mortgage Centre. The Cambridge, Ontario native has over 15 years of success in the industry, and is motivated by her desire not only to be successful, but more so because of her passion for helping people. Penny has also recently joined the Mortgage Marketing Coach program, and has seen incredible results in only 45 days.
We can learn a lot from successful people in our industry. What are they doing that other people aren’t? Are their approaches completely unique, or can minor shifts help us get to their level? On this episode, I talk with senior mortgage advisor at Fidelity Funding Mortgage Corporation, Kellie Czarny. Kellie recently took her company’s monthly earnings from an inconsistent $1 million per month to a more regular $2 million, and she’s here to tell us how she did it—and how you can, too!
If you don’t get started now, you’re not going to do it. -Kellie Czarny
Takeaways
- Your mindset matters. You need to alter your mindset and the way you think about your business to see amazing results.
- Pay attention to who you’re working with. Those who aren’t helping you get more business need to be cut out, or at the very least, you shouldn’t bend over backwards for them.
- Consider your time management abilities. You need to be able to get everything done as soon as possible, so when life gets in the way you’re not overwhelmed.
At the start of the episode, Kellie mentioned that before joining our program, she felt she wasn’t seeing her effort level and results matching up. By changing her approach and her mindset, she turned her earlier predicament on its head!
We also discussed:
- Why you need systems in place
- The importance of visualization
- That to see results, you have to believe you can achieve them
Guest Bio
Kellie Czarny is the senior mortgage advisor at Fidelity Funding Mortgage Corporation. In her current position, she’s taken her business to amazing levels, and she shows no signs of stopping. In addition to being a mortgage professional, Kellie is also a professional racing car driver, and has competed at a national level. Her approach to business has largely been shaped by her approach on the track: visualizing herself at the finish line, she’s taken her team all the way to the top.
Most of the barriers to our success lie in our own mindsets. What thoughts and beliefs hold us back? How can we change them? On this episode, I outline the seven most problematic assumptions we allow ourselves to believe and why they harm our business. The great thing is, just as your mindset has stopped you from achieving in the past, changing the way you think can bring you immeasurable success going forward.
Think: 'What if it does work?' That's how a champion thinks. -Doren Aldana
Takeaways
- Stop thinking in terms of what you don’t have: saying you have limited time and money holds you back from finding ways to solve those issues.
- Don't assume you have to add to your workload to be successful.
- Being comfortable now will result in lack of comfort when you're older. Be proactive and understand that you need to put in hard work now to reap the rewards later.
At the start of the episode, I emphasize that each of the seven barriers to your success exist only in your mind. I then start breaking down the ways you can get around each of those self-imposed limitations.
I also look at:
- Why indecision is your worst enemy
- How your workload doesn’t necessarily need to increase
- Why you need to stop thinking about what could go wrong and start thinking about what could go right
At some point, we’ve all been told running a business is a bad idea because you don’t have enough time or money. The reason all of us can agree on having heard that is because we live in a culture that promotes myths. While there are always risks, the fear of failure should never stop you from pursuing your dreams.
If we pay attention to all the reasons it won’t work, we’re really spending the energy on worrying that we could have used to just get started. Change your mindset and stop placing limitations on your abilities. You’re only as successful as you allow yourself to be.
Entering the mortgage industry without prior experience can be an intimidating process. Where does one even begin to start looking for clients and partnerships? What are the steps you definitely don’t want to skip while building your business? On this episode, I talk with Chris Paliska about how he came into the industry with no experience and went from zero to $92M in annual funded volume in just 3 years!
Believe you’re capable of achieving your goals. Very seldom in life will you achieve that which you do not believe you can. -Doren Aldana
Takeaways
- Be strategic with the Realtors you approach. Narrow it down and make sure you’re speaking to the people you want to work with.
- When you organize your first meeting with a Realtor, spend more time listening than speaking. Know exactly what they’re looking for before delivering your proposition.
- Customize your value proposition to the prospective client’s needs. This way, you’re not recycling a proposition that doesn’t serve their company.
At the beginning of the episode, I asked Chris for advice to newcomers in the industry. He outlined the importance of tailoring your value proposition to Realtor’s needs. We then began talking about database marketing and the best way to approach this integral part of your business.
We also discussed:
- Why you need to find your ‘why’ in order to meet your goals
- The importance of scheduling to keep yourself accountable
- That you have to give yourself the benefit of the doubt and believe you can achieve your goals
You don’t need to have years of experience to become a top producer in the mortgage industry. On the contrary, working strategically in the short-term can take you to the top of the ladder. Ensure you know what your motivating force is, then work to provide specific services to the top producing agents in your target market. Most of all, you need to believe you can do it: you are the only one who can limit your success.
Guest Bio
Chris Paliska is an excellent example of someone who managed to make it to the top of the mortgage industry without years of experience. After working as a valet at an upscale restaurant, Chris met the man who would become his employer and help him take his career to the next level. After putting in hard work and applying the coaching he received from Art of Mortgage Marketing host, Doren Aldana, Chris has managed to become one of the top 5 loan officers at New American Funding.
To find out more about Chris Paliska, head to:
http://www.newamericanagent.com/christopherpaliska
https://www.facebook.com/chrispaliskabranchmanager/
And for New American Funding, check out:
https://www.facebook.com/newamericanfunding/
For many mortgage pros, the relationship they share with Realtors is one of complete dependence. This gets complicated when the Realtor doesn’t have the same level of motivation as the lender. How can you stop being reliant on under-ambitious Realtors and start attracting the top dogs whose motivation matches yours? Is there a way for you to stop using all your energy making appointments with bottom-feeding agents? On this episode, I outline the steps you can take to get the results you deserve.
Build a tribe of superstars. You’ll not only have a lot more fun, but also a lot more funds.- Doren Aldana
Takeaways
- Working harder is not always the answer. If you’ve been putting in the hard yards and you’re still not seeing results, you need to rethink your strategy.
- Aim to gain motivated, top producers as your partners. There is no use working with people if your ambition dwarfs theirs.
- Focus on what makes you unique and valuable. The best way to partner with top producers is by making them realize you’re not only the best choice, but the only choice.
On this episode, I share the story of a client whose hard work was not paying off. It turns out, nothing was working because she wasn’t proving she was indispensable. As I point out, highlighting your unique capabilities is crucial if you want to get ahead.
I also covered:
- The necessity for building relationships with your partners.
- Why you have to bring value in multiple areas.
- Why it’s more effective to have deep connections with a smaller group of top producers than weak connections with a wide database.
Traditionally, mortgage professionals have been taught that the best way forward is by making cold calls and setting up appointments with as many Realtors as possible. The problem is that you’re likely to spend more of your time, only to end up making weak connections with under-ambitious agents that don’t guarantee any loyalty. Why jump through extra hoops when modern technology provides an alternative? You can start establishing better relationships with top producers and begin to see better results. Identify what makes you uniquely valuable, and you’re already a step in the right direction.
For many mortgage pros, the idea of calling prospective clients or Realtors is filled with anxiety and general reluctance. Why is this the case? What’s causing your hesitation to pick up the phone and ask a Realtor to meet with you? You know you’re the person for the job, so what’s stopping you? It’s time to flip the switch on this. Let’s find out how you can stop avoiding calls and start seeing breakthrough results.
The single biggest reason why you have call reluctance is because you’re lacking compelling, unique value to inspire a conversation. -Doren Aldana
Takeaways
- Go into calls knowing your worth. You need to be compelling and unique to attract attention. This is something to remember when looking at your strategy and your selling points.
- When pitching to prospective clients, avoid overtly ‘selling’ to the person you’re speaking to. Approach the calls as conversations rather than strictly business.
- Find systems that make attracting clients easier. This is working smarter, and it’s important to remember that in business, you want to find the easiest way to make the most money.
On this episode, I start with an example of cold calls being intentionally avoided. The reason for these calls being avoided was the irritation they caused for the prospective client. After identifying what caused the irritation for the person on the phone, I go into four areas you should focus on to avoid being sidestepped.
I also covered:
- Why it’s important to do more than merely pitch your services and discuss your experience.
- That you need to find what makes you unique to excite potential clients.
- The necessity to look at the core cause of your call reluctance- you’re probably working harder than you need to.
You already know calling Realtors is important for your business, but it doesn’t have to be something that makes you uncomfortable. With a few tweaks to your game plan, you can go from being the phone call that realtors avoid to being a valued conversation partner. Once you do that, success is imminent. Become the mortgage professional Realtors want to refer.
It’s frustrating to be in meeting after meeting with real estate agents without seeing any results. What could you be doing wrong? More importantly, what do you need to do right in order to attract the right partners? On this episode, I explain how to attract top-producing Realtor partners who make you their exclusive lender (while working on YOUR terms, not theirs), without begging, chasing or bribing.
Become that which you are trying to attract - Doren Aldana
Takeaways
- Know what you want to attract and refuse to accept anything less. By the same token, remember that you’ll need to embody the same values you aim to attract.
- To establish business partnerships with real estate agents, it’s important to establish personal relationships with them as well.
- For potential partners to value you, you have to demonstrate that you value yourself.
At the start of the show, I talked about the frustration of trying to get an exclusive lender agreement and what we need to bring to the table in order to win agents over. I talked about the importance of not settling for less, and the power of approaching business relationships the same as personal ones. I also talked about the difference between wanting success, and actually working for it.
I also shared:
- The importance of knowing what you want
- Why you need to always deliver on your promise
- One way to ensure your success
Identify what you want and know that you’re capable of achieving it. Just be sure to keep putting in the "hard yards". Once you can identify your goals, it becomes easier to shut down any offers that deviate from the path to realizing your dreams.
We’ve been programmed to believe that it’s foolish to believe in our biggest dreams, and that we should instead be realistic and reasonable. How does this get in the way of us actually doing what we were put on this earth to do? When people are realistic and reasonable, how does this manifest in their behavior, choices, and actions? How do the most successful and inspiring people respond to the pressure to be realistic? On this episode, I talk about why we need to break the paradigm of being realistic and reasonable if we want to achieve our Big, Hairy, Audacious Goals, and how to make the necessary shifts in perspective.
I can have it exactly the way I want it if I don’t settle. That is the champion’s mantra. -Doren Aldana
Takeaways
- Our loved ones tell us to be realistic because they don’t want us to get disappointed when we try to reach for higher ground. They’ve experienced disappointment themselves and project what happened to them onto us.
- Being reasonable reinforces our lack, scarcity and inadequacy and powerlessness.
- When we believe that we have to be realistic, we allow ourselves to be the effect and not the cause of everything that happens to us.
At the start of the show, I talked about where the idea of being realistic and reasonable comes from and why it’s something we have to get away from if we want to succeed. Next I talked about the inspirational people who proved to us that the true path to success starts when we choose to do the unprecedented, the unreasonable and the unrealistic. I also discussed the true path mediocrity.
I also discussed;
- How to go after our goals without holding back
- How to shift our perspectives
- The danger of having a herd mentality
The truth about successful and inspirational people is that they brought unreasonable faith, effort, excellence and drive in order to achieve what they did. The true path to unstoppable and incredible success is being unreasonable and unrealistic, and going against what the herd says.
Many people falsely believe that taking a long time with decisions, deliberating, and trying to be risk averse is going make them more successful. Why does indecision do massive and catastrophic damage to our goals and dreams? What is the law of diminishing intent, and how do we fight it? What does it take to become powerfully decisive? On this episode, I talk about how to beat the beast of indecision and get closer to the life of our dreams.
Indecision is a decision to prolong the problem and to allow it to persist. -Doren Aldana
Takeaways
- When we soften the problem, we stay stuck in a rut of stagnation and regression.
- Your income, relationships, and results are the effect of you and the action you do or don’t take.
- You have to make an intention and get into action before the procrastination and delay set in.
At the start of the show, I talked about how taking time to make decisions and being risk averse can actually slow down or stop our growth completely. I talked about the opportunities we are given each day to follow through on the discipline that will lead to our desired results. I discussed why it’s so important for us to build our decision making muscle. I also talked about the law of diminishing intent and how we can starve it of its power.
I also discussed:
- Delusional optimism and how it trips us up
- How indecision derails us from taking proactive action
- Our responsibility in the outcomes we get in our lives
Indecision will kill our success, momentum, leadership, and ability to create breakthrough results. To solve it, we have to feel the pain of a problem enough to take an action and stop using softeners to create a false sense of safety. We have to strike when the iron of motivation and inspiration is hot because that’s the moment it is most malleable to our dreams.
If we leave it too long, the iron cools and we become victims of the law of diminished intent and it becomes easier to make excuses, procrastinate, and spend another day eating the bread of mediocrity.
We all envy the people who seem to have an unlimited amount of motivation— the people who are successful both in business and in their personal lives. What makes some people so good at sticking with their goals? What’s the difference between being interested in changing our lives vs. committing to the change? And what are some of the ways we can push ourselves outside of our comfort zone? In this episode, I talk about how taking the first step towards massive success starts with making a big commitment.
The interested always find an excuse. The committed always find a way. -Doren Aldana
Takeaways
- The difference between being interested and being committed to success is dedication. When we’re committed, we do what it takes every single day— even when times get rough.
- Softening the problem is a slippery slope to mediocrity. When we tell ourselves that those extra pounds are just our big bones, or when we diminish our problems, we avoid being committed to solving them.
- Daily routines make or break our success. If we don’t invest our time in our personal growth, we can’t achieve our goals. Every day of our life needs to be planned ahead of time.
At the beginning of the episode, I talked about the difference between being interested in something and being committed to something. Next, I explained how easy, yet dangerous, it is for us to soften our problems and make them seem smaller than they really are.
I also covered:
- Why we need to invest in our personal development to grow professionally
- The price we pay for success and how to avoid a lifetime of regrets
- How mentors can help us find shortcuts to success
The best way to find out whether we’re committed or just interested in achieving success is to ask ourselves if we’re willing to step outside of our comfort zone. Because commitment changes our priorities and the way we look at what happens around us, it makes us work hard regardless of our situation. When we’re just interested, we aren’t motivated enough to feel uncomfortable or make sacrifices to achieve our dreams.
No tactic can save us from living paycheck to paycheck if our mindset doesn’t change. The way we think is the root cause of our behavior -- and ultimately, our results. What is the definition of our emotional home? How do our emotions and mindset impact our work and personal routine? Why do we need to learn to be HAPPY NOW, even when what happens around us isn’t ideal? In this episode, I talk about the mindset of top achievers and how you can change the way you think to create an extraordinary life -- built by design -- filled with passion, purpose and prosperity.
The achievers don’t achieve to be happy. They find a way to happily achieve. -Doren Aldana
Takeaways
- Our emotional home is where we are emotionally most of the time. It’s how we wake up every day— either being excited that it’s a new day, or dreading our work. This attitude impacts the way we perform as business owners.
- The way we see ourselves depends on our perspective. If we need external factors to make us happy all the time, we’re always in danger of losing our happiness.
- If we want to improve the quality of our life, we need to improve the quality of the information we consume as well as our environment.
At the beginning of the episode, I explained what our emotional home is and how it impacts our willingness to work hard and get results. Next, I covered why we shouldn’t rely only on external factors to be happy, and how we can achieve emotional freedom from life’s challenges and obstacles.
I also covered:
- Why living in a comfort zone prevents many people from reaching greatness
- Why building a business is all about problem-solving and how we can get better at solving problems instead of running away from them
- How we can stop feeding our mind with negative thoughts
Success starts with our mindset; with how we see life and ourselves in it. We can’t progress if we don’t have the mental power to look forward to life’s challenges. We can’t solve problems if we avoid them at all costs. There are two ways we can look at life. We can choose to be happy only when good things happen, which means we’re always dependent on what occurs around us, or we can make the decision to happy with ourselves regardless of everything else. We must accept the fact that in order to take control of our lives, we have to stop fearing and running away from challenges. As entrepreneurs, we’re problem-solvers, and that means we address problems head-on.
We’re all told that massive success takes years of grind and personal sacrifices. How do some business owners reach their goals faster than others? What role does mentorship play in finding shortcuts to success? What are some of the most common sales tactics that aren’t worth doing? And what should we do instead? In this episode, Jason Cope shares how he learned to focus on effective tactics, enjoy his work, and grow his business from almost nothing to $1M per month.
You just have to work smarter, not harder. -Jason Cope
Takeaways
- Cold calling works, but it isn’t the best tactic. It takes a lot of time, and in the end, very few people are interested in working with us after cold calling.
- We should focus on prioritizing who we call. Not all of the people in our database have the same problems.
- If we choose our business partners only based on profit potential, we might end up miserable because we have to interact with people we don’t like on a regular basis.
At the beginning of the episode, we talked about why cold calling occasionally works, but also how it can make our journey to success more painful. Next, we talked about prioritizing certain contacts in our database and surrounding ourselves with people who energize us and make our job more fulfilling.
We also covered:
- Why we need to ditch the idea that only hard work and grind leads to results
- How automating mundane tasks can give us more free time
- Why we should strive for progress, not perfection
The first investment we have to make is in ourselves. Building habits that grow our knowledge and make us more confident are essential to success. We have to become more intentional with how we spend our time instead of using our free hours to watch Netflix. Reading more, meditating, and practicing visualization are all ways we can improve ourselves and become better in all aspects of life.
Guest Bio
Jason Cope is a loan consultant with a background in commercial real estate. He has experience in global financial markets, procurement processes, and loan valuations. His aggressive marketing tactics combined with a deep understanding of his market enabled him to help many of his clients get the home of their dreams.
You can learn more about Jason here.
Inconsistent income is the biggest nightmare for most mortgage pros. Yet, instead of fighting against it, many MLOs consider it to be “normal” and just learn to live with it. How can we escape this “average” mindset, and how does having low expectations impact our income? How can we become more consistent with our marketing efforts -- and results? Why do we need systems in our business to do the heavy lifting for us? In this episode, I talk about how to overcome one of the most common struggles: inconsistent income.
Success is not easy. If it was, everyone would be fit, rich, and happy. -Doren Aldana
Takeaways
- Not having consistent income is a symptom of issues, not the root cause.
- When we see ourselves as winners, we do whatever it takes to make our vision a reality. When we see ourselves as average, we take an average course of action.
- One of the biggest reasons why we experience income inconsistency is the fact that we don’t have a daily schedule that includes lead generation.
At the beginning of the episode, I talked about why we need to have a winner mindset and how thoughts about prosperity lead to actions that create wealth. Next, I spoke about the importance of consistently generating leads.
I also covered:
- Why we need automated marketing processes to generate leads
- How a mentor can help us get to where we want to be faster
- The difference between dreamers and doers
The best way make our income more consistent and predictable is to put together marketing systems that generate leads on autopilot. This way, we free up some of the tasks that we have on our plate and create more consistency in our course of action. When we aren’t backed up by systems, the moment when we stop showing up, even for a day, the lead generation machine stops.
Another important component to making our income more predictable is having the right mentor on our side. It needs to be someone who already knows the ins and outs of the industry and can show us shortcuts.
Let's face it: The mortgage pros who track their numbers and have systems in place to hold themselves and their team accountable to results, tend to be more successful than those who don't. What are the key metrics we should focus on? How much should we be paying per lead or per client? What activities generate the highest ROI? In this episode, I talk about how we can make powerful progress by tracking key metrics and bringing structure to our business.
Not having data is like driving blindfolded and trying to stay on track without the feedback of vision. -Doren Aldana
Takeaways
- We can’t improve what we can’t measure, and the best way to measure how we spend our time, on what we spend our time, and how efficient our tactics are is to look at KPIs (key performance indicators).
- We have to take steps toward knowing where we are when it comes to our income, how many hours we spend being productive, and what activities drive our business.
- The goal metrics umbrella includes metrics such as income, funded loan volume, units closed, and leads. When it comes to activity metrics, tracking calls is one of the most important.
In the beginning of the episode, I talked about how important it is to know where we stand, what drives clients to our business, and what our current income is. From there we can start focusing on goal and activity metrics.
I also covered:
- Funnel metrics (cost per lead, cost per app, cost per closing, ROI)
- Database metrics (repeat and referral business from past clients)
- Conversion metrics (lead to app ratio, app to closed deal ratio, lead to closed deal ratio)
We can’t live the life we want if we don’t keep an eye on our progress. Looking at our current numbers and tracking everything might leave us a bit anxious, but we don’t have to be perfect. Just be better than we used to be last week. But in order to make progress we need to learn more about the key metrics that drive income and find out what areas in our business we’ve mastered and what needs to be improved.
Many of us get caught up in the everyday tasks of our jobs without realizing that "busy" work, doesn't necessarily mean productive work. What’s the difference between working IN our business vs. ON our business? Is it possible to build a business that brings you consistently-growing, reliable income without you having to "wear all the hats" in production mode? What’s the drawback of focusing only on the urgent and important tasks? In this episode, I talk about building a REAL business vs. building a practice, and the dangers of getting caught up in minutia of low-value tasks.
You have to get a systems-based business, not a “you”-based business.-Doren Aldana
Takeaways
- There are two approaches: We are either reactive or proactive about our career. We are either practice-builders or business-builders.
- A reactive person is always on top of things, solving problems as they arise and meeting deadlines, but they work only on things that their job dictates.
- A proactive person works on important tasks that aren’t necessarily urgent, but he or she is also a business builder.
- Being proactive is all about future planning. It involves making time for important tasks that aren’t urgent, but are critical for the growth of our business.
At the beginning of the episode, we talked about practice builders vs. business builders. Next, we talked about how we can be more proactive. We also talked about how reactive people respond to life, and how proactive people are different.
We also covered:
- How mentors can save us years of learning and making mistakes
- How systems help your business run even in your absence
- How we can be avoid being busy yet not productive
Most of the tasks we do on a daily basis are urgent, but not life-changing. We need to ask ourselves where we will be next year if we continue to do the the same things we do today. Becoming a better version of ourselves is never urgent, as nobody forces us to build a business. Being proactive is important if we dream of building a business that can run by itself without us being part of the production. There’s only one solution to this: making our growth the priority instead of focusing on growing somebody else’s business.
Many mortgage pros make the mistake of using the reputation of the company they work for as a form of branding. What happens when we leave a company and we’ve built our entire reputation based on theirs? How do we make our brand “portable”? And what comes first: lead generation or branding? In this episode, I talk about the advantages of branding ourselves and building our own reputation.
You build your reputation through repetition. -Doren Aldana
Takeaways
- Branding consists of the associations we make in our head when we think about a certain company.
- When someone works with us, they experience our expertise, so it makes sense to use ourselves as the face of our brand—not the company.
- If you want to stand out, it’s okay to be polarizing in your marketing. You can’t please everyone, so make your voice strong enough to have people either love or hate what you’re saying, but never ignore you.
In the beginning of the episode I talked about what branding is, why we should be the face of our brand, and how can we avoid sending out a diluted marketing message.
I also covered:
- Why we shouldn’t use the company’s CRM or send materials unbranded
- Why branding is a byproduct of successful lead generation
- How focusing on doing what we love and delegating everything else makes our business more successful
Branding is not excellent customer service or fair rates. Branding is the product of the lead generation and lead conversion process. When we do a great job, people remember us. Because of how competitive the market is, covering the bare minimum no longer cuts it. Instead, we have to find ways to make our business stand out by bringing unique value to the table.
We all want to reach our goals in the fastest, most enjoyable way possible. How do we find the easiest way to success? What are the dead giveaways that we are working too hard and getting too little results to justify our work? Most importantly, what can we do to make the switch from the “hard way” to success to the "smart way"?
If you aren’t moving forward, you're going backwards. There is nowhere in between. -Doren Aldana
Takeaways
- Nothing has meaning inherently. We give everything its meaning. If we could think about what happens in our lives without adding negative connotations to it, our lives would be much easier.
- Don’t neglect your database in the name of immediate profit. Ask yourself what you’re doing on a consistent basis to nurture the leads that might bring business in the future.
- Many mortgage pros make the mistake of waiting too long before they contact a lead. We can be experts when it comes to selling, but our response time needs to be strong as well.
In the beginning of the episode, I talked about the negative emotional suffering we put on ourselves unnecessarily, and the risk we run when we stop leveraging our database. I also covered how being slow when contacting your leads can send us down the slow lane of success.
I also covered:
- How to stop making friends and attract business partners
- Why we get distracted and how to relieve the pressure in our lives
- Why the trajectory of our business (upwards or downwards) is the biggest diagnostic tool for us to find out if we took the hard or the easy way
The biggest diagnostic tool you have to figure it out whether you’re doing things the hard way or the easy way is to look at the profits of your business. Is your business growing? Is it decreasing in profits? There’s no stagnation in business. Once you stop growing, you are already moving backwards. As a result, you need to take action right away and identify where you could improve in your business to raise your income.
What exactly does your "ideal referral partner" look like? How can you target the right Realtors who actually fit that ideal profile? How do you attract the right partners, without the hell of cold calling or losing your dignity? What’s the biggest mistake most mortgage pros make when working with agents? In this episode, you'll get answers to all those questions and more, as Peter Fickeisen talks about how you can pick the right people, so you can on their "speed dial" as their exclusive lender.
You can only wear yourself so thin with partners you don’t want to work with. -Peter Fickeisen
Takeaways
- We have to look at it as if it would be a partnership. We wouldn’t take someone we barely know and have nothing in common with as a partner, and this applies to searching for a Realtor to work with as well.
- Weed out the good from the bad in the beginning. This translates into being upfront about how we work, what our work hours are, what we can deliver, etc. Otherwise, we might end up with people who disrespect our time and treat us like a commodity.
- Stand out by being fast and always delivering on your promise of offering the information the agent needs right away
In the beginning of the episode, we talked about how many mortgage specialists end up in companies where their free time isn’t respected and how we can make the shift from working for others to being our own boss. We also talked about how we can attract agents and the importance of having a strong value proposition.
One of the things that can damage our reputation as a mortgage specialists is “not knowing” the answers to certain questions when our job is to provide those answers. If we want to attract rockstar agents, we need to be a rockstar mortgage pro, and part of that is always being fast and accurate when it comes to helping the agent. These days, the internet alone is enough for a mortgage pro to find all the answers they need.
Guest Bio
Peter Fickeisen is the Director of Business Development of Luxury Mortgage and has over 14 years of experience in mortgage banking. He ranked in the top 200 USA loan officers and the top 20 Massachusetts Mortgage Bankers severals times. His approach is to focus on building lifetime relationships with his clients, rather than moving from one transaction to another.
One of the biggest challenges mortgage pros face is finding real estate agents to partner with. These days, real estate agents are flooded with calls and emails from mortgage pros looking to connect. How can you tilt the power balance in your favor? What is something you can offer to agents that will make them come to you? And how can you bring more leads from Facebook at a fraction the price of Zillow and other lead sources? In this episode, Chris Reale shares how he went from chasing real estate agents to having them come to him!
To get the highest conversion, you have to reach out to someone at least 7 times. -Chris Reale
Takeaways
- The problem with most lead generation platforms is the price tag and the fact that the leads are not exclusive.
- As a mortgage specialist, if you know how to attract leads via Facebook and give them over to realtors, you will be flooded by offers.
- Facebook ads have the advantage of flexibility. You don’t have to sign any contracts, and you can shut it down when you want or change the daily spend and make whatever changes you want without any negative consequences.
- As a mortgage specialist, when you come to the table with exclusive leads, you are no longer the one who is looking for real estate agents. They will do whatever it takes to come to you.
In the beginning of the episode, we talked about how to maximize Facebook ads and how they change the balance of power in the favor of mortgage specialists. Next, we discussed why branding doesn't necessarily bring a higher conversion rate.
We also covered:
- Video has been a key component of differentiation in the ad space
- Exclusive leads need immediate follow-up as well
- Anything below 15% conversion rate on a landing page means that you should tweak your website copy
The secret to Facebook advertising is grabbing the attention of users. Unlike paid search engine ads, your audience is not looking for you. You have to create an ad compelling enough for them to click through. Facebook will help you set the demographics, but only a small percentage from that segment is interested in buying a home. Your job is to find the right image and the right message, and stir their curiosity in order for them to sign up on your landing page.
Guest Bio
Chris Reale has managed nearly 1 billion dollars in value in residential loan transactions during the last 17 years. He founded a business that started with zero employees and now has over $2 millions in revenue. He is the founder of CJ Reale Consulting Services where he helps small and medium businesses attract traffic via social media and search engines, and he is also the branch manager of NFM Lending.
The days when a few donuts and a smile would land you a referral are long gone. Real estate agents are bombarded with new offers every day. What prevents you from taking it a step further? How can you get the attention of a real estate agent? How do you make a WOW first impression with a Realtor, so they send you ALL their buyers? In this episode, I speak about the importance of making a diagnosis, building trust, and making an offer no agent can turn down.
It’s the extra bells and whistles and the value you deliver that makes the difference between being seen as a Fiesta or a Ferrari. -Doren Aldana
Takeaways
- Making friends is easier than making business partners, simply because real estate agents are bombarded with requests from mortgage specialists. When you can’t make the next step, trust is usually the issue.
- To convince them, you need to have a unique value proposition and articulate it in a way that makes them believe you are better than their current listing partner.
- The secret to getting the attention of real estate agents is to enable them to work less and earn more.
If you want to find out more about the exact questions you should ask a real estate agent and how to blow them out of the water during the first meeting, head over to https://www.mortgagemarketingcoach.com/apply/ and apply for a seat to our breakthrough coaching session.
In the beginning of the episode, I spoke about how important it is to build trust and provide a unique value proposition. Next, I talked about finding out what’s broken in your process. Where does the real estate agent stop being interested in talking with you?
I also covered:
- Why you shouldn’t make your pitch before performing a diagnostic of the agent’s problems
- Bringing attention to the pain points and showing them your solution
- Why you shouldn’t use price as a selling point
Diagnosing the problem without listening to the real estate agent is business malpractice. You can’t help them unless you sit down with them and ask questions regarding their current worries, pain points, etc. Many mortgage professionals make the mistake of skipping this step and going straight to speaking about their tools, systems, and services. How can you help someone if you don’t know their problem? The secret to attracting more real estate agents is to diagnose and prescribe a solution that will save them time and make them more money. There is nothing more compelling than a practical strategy that results in less work and more income.
We have a belief system that says problems shouldn’t exist, but crises are a part of life. Are you overwhelmed by the problems in your life? What is your mindset when facing daily struggles? In this episode, we bring a new perspective to problem-solving. It’s not about avoiding problems, but controlling the way we perceive them-- and cultivating a warrior-like mindset.
If you say it’s bad, it’s bad. If you say it’s good, then it’s good. It depends on how you attach the meaning to it. That’s how powerful we are. We are meaning-making machines.
-Doren Aldana
If you want to find out how you can change your mindset from victim to warrior and build a roadmap to financial freedom, go to https://www.mortgagemarketingcoach.com/apply/.
Takeaways
- Our belief systems rule who we are and what we do. Life is sprinkled with problems and crises, but what separates successful people from those who feel trapped is embracing them with a warrior attitude.
- Embrace failure instead of resisting it, and ask yourself what you learned from your experience. What can be done differently next time?
- You give meaning to your life experiences, and you choose how you feel about them. The most joyous and successful people around us didn’t get to be what they are because of luck.
- When you realize you can paint your life choosing your own colors, you are suddenly more energetic and powerful. You can now unleash your true power simply because you choose to fight the negative thoughts in your head.
In this episode, we talked about how we are capable of controlling our own emotions and training ourselves to be stronger and more energetic. We also talked about the importance of constantly challenging yourself and seeing problems as a part of life, not as something that happens to only the most unfortunate of us.
I also covered:
- How to switch from the victim mindset to the warrior mindset
- Why champions have champion routines
- The importance of waking up early, having enough sleep, and investing in self-care
- Why asking the right questions determines the quality of your life
Beliefs determine how you feel in the face of challenges.The good news is that we are in control. We can change the way we look at our daily hurdles. By using daily affirmations, visualization exercises, and meditations, we can learn how to energize our minds and bodies. Having the right mindset can help us create a routine and roadmap that will bring us closer to success every day.
We all have slow months, but what happens when our slow months become our new reality? What do we do when a few lost sales destroy our confidence? What are the tactics you can use to get back on track? In this episode, Mark Gagliardi speaks about his experience at the bottom of the barrel and how he changed his story-- tripling his income in 3 months.
You can do anything you want if you seriously put your mind to it. Say “This is what I want, and these are steps I need to take.” -Mark Gagliardi
Takeaways
- One of the signs of self-defeat is the negative inner dialogue and the justifications we have for doing a poor job.
- Once you only focus on the negatives, you suddenly don’t search for a cure anymore. You don’t believe there is a cure. You accept your situation as it is.
- Ask yourself these questions before you throw the towel: Are you resourceful? Are you about to have a breakthrough or are you compromising? Are you neglectful? Are you justifying your inertia?
- Daily visualizations and positive affirmations change the wiring in our brains, and it leads to a mindset change that will push you towards action.
In the beginning, we talked about Mark’s despair when he couldn’t make more than two sales per month, as well as his negative mindset, his inertia, and how he had no roadmap to getting out of this. We also covered his experiences with having a coach and the tactics he used to get himself out of the pit of despair, helping lift others up as well.
We shared insights on:
- Sharing your knowledge with your co-workers will make them better partners for you and better people for themselves
- Brushing off the negative thoughts leads to an increase in energy levels
- You will be more likely to be sought by clients if you are a positive person who is fun to be around
The biggest income killer is the victim mindset. When you stop your negative self-talk and you put to an end to your self-loathing, you make the switch from a victim to a victor. The key is to be in control of your life story. To wake up every day knowing you are capable of taking ownership of your life and business and to be so positive that others, including your prospects, would love to hang around you. Wake up every day with a purpose, and don’t blame anyone, not the market nor the economy. Take responsibility for your actions and don’t be afraid to seek help.
The market today is more competitive than ever. In times like this, you either bring something unique to the table or lose money. But how do you go about reaching Realtors and showing them you are different? Should you call by phone or send out business cards? Who should you even be targeting? In this episode, Peter Fickeisen shares his approach to bringing unique value without spending time on the phone.
Your people won’t have confidence until you bring confidence. They won’t follow until you step up and lead the charge. -Doren Aldana
Takeaways
- What's the differentiating factor that will bring you referrals and long-term business?
- How can you use common ground to build relationships with Realtors?
- How can social media equip you for higher-quality outreach? and much more!
At the beginning of this show we talked about quantity vs quality and the inefficiency of business cards and cold calls. We also talked about how Realtors are flooded with calls from loan officers, and the last thing they want is to receive another call from a complete stranger on a Saturday afternoon.
We also covered:
- How to use social media to build a psychological profile of the realtors you are targeting
- How to build a step-by-step plan when it comes to interacting with prospects
- How to maintain a long-term relationship with realtors
Many loan officers make the mistake of not knowing what kind of realtor they can provide value to. Instead, they start giving calls and sending out business cards to everyone-- often with no results. Most loan officers can do the job. What differentiates the big players from the small ones is their focus on a narrow group of people. Rather than calling a large number of agents, find out which agents are already friends of your friends. If possible, find out what hobbies they have. Look for common ground and a way to start a friendly conversation instead of sending them a pitch.
Guest Bio
Peter Fickeisen is the Director of Business Development of Luxury Mortgage and has over 14 years of experience in the mortgage banking. He ranked in the top 200 USA loan officers and top 20 in Massachusetts Mortgage Bankers severals times. His approach is to focus on building relationships with his clients that last a lifetime, rather than moving from one transaction to another.
If you want to find out more about how to transition the agents you meet from prospective partners to signed VIP partners, check out our breakthrough coaching session https://www.mortgagemarketingcoach.com/apply/
Nothing holds people back in business more than the limiting beliefs they carry. How do you shift away from these misinterpretations? Is being the best at mortgage work going to make you successful? What is the right mindset to have about getting assistance and help? On this episode, I share 7 myths that you need to shatter for greater power, peace, productivity and profits.
Takeaways
- What are the limiting beliefs we are prone to carry without realizing it?
- How can you work "smarter", rather than harder?
- What's wrong with multi-tasking?
- and much more!
At the start of the show, I talked about how limiting beliefs and subscribing to these 7 myths will destroy your results. Next, we talked about the importance of working smarter, not harder if you really want to grow your business. We also talked about the dangers of incessant distractions, and how that makes you a beginner but not a finisher.
I also shared:
- Why being the best marketer, not mortgage professional helps you succeed
- The importance of delegation and empowerment
- Why multitasking isn’t smart
There’s a bigger mindset that plays into success and there is a better way to run your business, but you have to embrace a better mindset first. If you want more income, you don’t have to do more work. If you want to succeed you have to become a marketer first before being a mortgage professional. Remember that leverage is the key to a higher level of success and you have to think about putting policy, procedure, protocol and systems in place that underlie everything you want to get done. When you shift your mindset, success becomes inevitable.
Most people can only dream of having over 50 closings in a year, and our guest managed to do this in a matter of weeks! What are the components needed for this achievement to be possible? Why is mindset such a key part of this? How do you leverage your database? On this episode, Brenda Dintino-Duran shares the steps she took to close 53 deals in a month.
If you enjoy your business and you plan with purpose for that business, you’re going to be successful. - Brenda Dintino-Duran
Takeaways
- You want to take advantage of your database when the rates improve.
- Whatever you did 30 days ago is going to come to fruition now.
- Stop chasing now money and work on building a database.
- Cultivating positive thoughts is important in achieving success.
At the start of the show, we talked about how Brenda got into the business, and the puzzle pieces that need to be in place to achieve 53 closings in a month. Next, we talked about the importance of cultivating your database and the necessity of preparation, planning, and mindset. We also talked about the importance of laying the foundation for success and doing the hard work.
We also discussed:
- How to cultivate a purposeful mindset
- How to plan ahead for every day in your business
- The mistakes a lot of people make and how to correct them
Brenda is a blossoming example of the epic power of sustained, proactive effort in cultivating a database and having a heart to really care about the client long-term. This kind of dedication will always pay off because it puts you miles ahead of the rest of the industry. Add a positive mindse, and you will be unstoppable, iconic and successful.
Guest Bio Brenda "The Lenda" Dintino-Duran is a branch manager at New American Funding. Find her on Facebook https://www.facebook.com/brenda.dintinoduran or LinkedIn https://www.linkedin.com/in/brenda-the-lenda-dintino-duran-b98a5112.
A lot of businesses hit their ceiling because the leaders don’t want to hire and delegate tasks to other people. Why is it so important to leverage the talent and time of other people? What role should you fill first? How do you get a vision of what your dream team will look like? On this episode, I share what I’ve learned over the past 13 years about building a superstar team in your business.
It’s all about leveraging the time and talent of your team to take your freedom, income, lifestyle and leadership to another level. -Doren Aldana
Takeaways
- Draw out your organizational chart. It starts with having a visionary picture of what your business is going to look like when it’s complete.
- Decide that you will not accept anything less than a superstar on your team.
- If your philosophy is “It’s only done right when I do it”, you’re going to be stagnant longer than you need to be.
At the start of the show, we talked about why you need to have a team, and how it will impact your life and income. Next, we talked about the importance of looking at the your business with the end in sight, and how not hiring an admin person will keep your business stagnant.
We also discussed:
- How to attract superstars
- Why people wait too long to hire people
- Why you will need an appointment setter
- How to add operational staff to your business
If you want to have a business that sets you free, something that gives you optimal lifestyle, income and leverage and something more scalable and valuable, you want to dial in a team and dial in systems. If you want to start building your team, cast your vision on your end goal. Look at your business as if it’s already complete, and think of the kind of people you want. See it in your mind before you see it in reality. The very first step is to hire a marketing admin who can help you drive revenue. This will change everything.
A lot of people in this business find themselves depending on handouts while waiting, hoping and praying for leads, with no control or consistency. How can you attract quality buyer and seller leads without relying on realtors? Why must you shrink your audience if you want your Facebook ads to perform better? On this episode, Chris Reale shares how dialed-in ads and strategic, automated follow-up will help you get higher quality leads.
If you automate the follow up and trust that system, you alleviate a lot of headaches. -Chris Reale
Takeaways
- Why should you be diversifying your lead streams?
- How can you leverage technology to make branding easier?
- What are some common pitfalls to avoid when marketing on Facebook and other online sources?
- and much more!
At the start of the show, we talked about a huge problem people in the mortgage business face and the importance of diversifying your lead streams. We also discussed how to dial-in your ad copy, visuals and landing pages. Chris also talked about the necessity of strategic, automated follow up and how technology makes branding easier.
We also discussed:
- Why faulty targeting will tank your ad
- How the lack of adequate tracking affects your ad success
- Why speed to lead is key
- How to add value to Realtors
We’re in an age where technology is rapidly advancing, and if you don’t spend time learning this stuff right now, you’re going to go out of business eventually. Facebook offers many great opportunities for you to start generating your own leads without relying on the ones that come from realtors. It’s all about writing compelling copy, being visual, targeting the right people, and tracking. All of this will come together and help you convert eyeballs on Facebook into quality leads.