The LO Code: Recent Episodes
Ryan + Jessica Ehler
The LO Code is a raw, behind the scenes conversation between loan officers Ryan and Jessica Ehler - husband and wife duo who went from gym owners to top producers within a year of teaming up in the loan world.We're ditching the BS fluff to give you tangible tools, tips and tricks to implement and give you the confidence you need to succeed and grow your mortgage business without the hustle and grind vibe.
The goal is to generate more deals.
You have to level up. Go above and beyond.
You need great systems and multiple lead generation strategies.
1. High value content
2. Resource to realtors
3. Website
4. Community outreach
*Be interested, not interesting.
The people you want/need to follow on Facebook.
Who is clogging up your feed or have vibes not in alignment with your goals?
Follow people that make you feel good.
Loss of productivity with comparison.
Unfollow. It's not about them, it's about your reaction. Why follow people that trigger you?
Get rid of the noise.
Are you overthinking everything and not taking action?
How many problems do we create by thinking about problems instead of solutions or things that have no resolution?
It wastes brain space.
Ruminating on things that don't actually matter.
I'm the problem.
Ryan likes to focus on 3 things.
Brain dump.
Stop dwelling.
Ryan and I have differing opinions on when you should niche, but agree that you should.
Find what you really want to do and lean in.
01:00 - Maybe you're just boring.
Sharing your life and doing things that aren't boring are not only great for social media, but makes life more interesting and gets you out of your comfort zone.
04:30 - Key to success was doing fun things
06:56 - What makes you unique and special?
07:22 - Be true to yourself
07:35 - Being authentic vs work
09:45 - How do introverts put themselves out there?
11:47 - You don't have to be loud to be entertaining
Video marketing for mortgage is an absolute must to grow.
You get to create an intimate connection without being physically present.
Builds trust and authority.
Works when you aren't.
Warm leads.
Key way to separate yourself from the crowd.
It's cheap, highest ROI.
Be authentic with a little pizzazz.
Change your state.
Film standing up, especially if you are nervous. Or walk and talk.
Cuts!
Don't focus on what you, focus on your client's desires. Try to get into their mind.
Keep your message simple.
Build trust and answer questions.
Here's a nudge to get you back on track if you have already fallen off the New Year wagon.
Create habits that work for you, not what works for someone else or what you think you SHOULD be doing.
Detach results from effort.
Belief in yourself is key!
Manifestation/ getting your mind right to envision success and look for opportunity.
Just keep going.
When your health gets bad enough you would trade all the money you made to feel good again.
Energy = production
Drink water and sleep.
Stress management
Cut down on alcohol and sugar
Electrolytes are awesome!
Garbage in, garbage out
Spend time finding supplements that work best for you.
Advocate for yourself
Only 9% of goals are reached.
We discuss the questions to ask yourself when you reflect on 2022, goal creation and identifying if those goals are in alignment to actually come to fruition.
Faking it is the key to confidence!
Don't fake your way to a sale.
Stage presence, video presence, it's all a persona.
This whole business is based on confidence.
Be the hot chick!
How to make realtors happy...
1. Be available
2. Don't be condescending
3. Weekly rate and market updates
4. Send pre-approved buyers
5. Listing highlight videos
6. Teaching
7. Open houses - go to them, deliver treats
8. Leave reviews for realtors
9. Updates
How to find realtors
1. Social media
2. Networking
3. Ask your sphere
4. MMI
Special Guest: Jason Frazier
Compliance mistakes can lead to huge fines!
Consult with a compliance professional
Be careful with disclaimers: disclose appropriately
Understand trigger terms
Don't take chances thinking it's not a big deal or you won't get caught - people are petty
Best case scenario - delete all of your content. Worst case - fines.
Compliance card at the end of a video covers you unless you also have trigger terms that need additional disclosures.
NMLS even on reels and tiktok
scenarios
Less info = more people reaching out and less compliance issues.
Free Facebook group: Expert Mortgage Marketing Compliance
No-no words: best, lowest, preferred lender (for realtors)
You are responsible for your compliance even if you have help with your videos or social media, so review what you are putting out there.
-Observation of social media profiles-
Are you being authentic or a dumpster fire?
What you post can affect your business!
Politics or polarizing opinions can potentially lose you half of your audience.
On brand should align with who you are as a person.
Vulnerability is awesome!
Don't lose trust in the consumer with your self-sabotage.
Two sides to hustle culture, for it or against it?
Can lead to burnout.
Hustle culture is based on comparison.
Wake up and grind doesn't always equal success.
Is it congruent with the life you want?
Whose definition of hustle are we basing this on? PERCEPTION!
Work smarter, not harder... work hard, but efficiently.
Is it fluff or are you moving the needle?
Alex Hermosi - 100 items for 100 days.
Lost opportunity and burnout due to extended hustle. Need a solid support system.
Your schedule dosn't need to adhere to the rise and grind crowd to be successful.
You define success, its all relative. You get to design your lifestyle.
You don't have to rise and grind, but you do need to grind at times.
If you know you aren't doing enough, step it up.
What is it like working as a husband and wife team? It's great, we're great...
Defining clear roles.
Evolving as time goes by.
Ego is the enemy.
Opposites create success.
Communicate the way your partner needs it.
Use project management system.
Thick skin helps! We hurt each others' feelings because honesty is key.
Separate rooms and spaces (offices) are awesome!
Ryan is unemployable.
There's always going to be someone doing better than you.
Why do you really want it?
Compare you to you.
People aren't posting their failures on social media, it's a highlight reel.
What are you doing to move the needle toward your goals?
Everybody is a shit show in their own way.
Friendly competition to help inspire and motivate you.
Motivation doesn't exist.
You have to force yourself to do things sometimes, not everybody is motivated all the time.
Your why is what drives you. Get real with yourself!
Building habits for mental health.
Simple morning and evening routine.
Reward yourself.
Running to-do list
Move to change your energy.
F@$k it Days
Set new goals to excite you - what are you willing to do?
Be real with yourself!
Ego is a hell of a drug.
We go through some of our biggest failures in business, how we learned from them and the changes we've made to avoid repeating them.
-Learn the guidelines to become a pro
-Hire for what you aren't good at or don't enjoy doing
-Fire Fast
-We don't hire family and friends anymore
-Use your dang CRM
-Invest in yourself, never stop learning
-Implement
-Delegate
-Be loud!
What does 5 star service look like?
- Communicate effectively - how would you like to receive updates and news?
- Set expectations
- What can I do to make sure I get a 5 star review?
- Be proactive
- Be patient and empathetic, in control
- Transparency is key
- Don't issue prequal without all docs
- Above and beyond service
- Use your brand
How fear impacts us individually.
Turn panic into motivation - you don't have an option.
Your actions are going to dictate the future.
Pick action items to get to your goal (see episode 2).
How many people need to hear your message or get your help and aren't because you aren't taking action?
Drown out the noise.
You get to decide what paradigm you live in.
Quick introduction and trip down memory lane with Ryan and Jessica Ehler - mortgage bad asses and creators of the LO Code. We wanted to provide a quick back story on where we came from and how we ended up teaming up together to form the Ehler Lending Team.
If we had to start our business all over again, this is EXACTLY what we would do to get started.
- Call your sphere and past database - don't ask for referrals, provide value
- Teach realtor classes - what can I help you with?
- Hit your sphere with content - social media - optimize your page
- Networking events - stand out from the crowd
- Client Appreciation - events, mailers, community service
- Paid ads and leads - paid content instead of a direct ad
Bonus: Stop avoiding discomfort. Bring the energy! Take care of yourself. Get off social media, random scrolling, energy sucking groups.