Contacts to Contracts

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In this week's episode, John and Bryan begin another two-part episode series where they are discussing the three key things that Loan Originators can do right now to grow their business in a shifting market. In part one, the guys touch on the changing market and mortgage rates before bringing us our first tip - "building a fortress."

As rates begin rising to levels we haven't seen since 2009, one sign that the market is shifting is that we are starting to see fewer buyers in the market. Bryan suggests that if you are a current seller, you probably missed the top of the market by 4-6 weeks. However, Bryan encourages Loan Originators to remain positive; "it's not all doom and gloom."

Building a fortress around what you have is the first thing that you should be doing in the market. It is made up of two pillars. Building a fortress around your existing referral partners, and then the buyers you are pre-approving.

"Regardless of the market, you should always be doing this. Come up with a plan of how you plan on connecting with your top realtors Monday through Friday so that you can keep building those relationships, don't wait for them to come to you with a referral," says John.

Building a fortress around the borrowers that you are pre-approving is important because it is taking longer for borrowers to find a home. Having a weekly check-in with them over the 6-12 weeks it's taking to find a home will keep them well informed and connected. It shows that you care, which is what this business is all about.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lenders, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week's episode, John and Bryan are joined by Stephanie Alfonso of Elm Street Technology, in the second part of our two-part series. In this episode, Stephanie shares how to ensure your social platforms are producing lead-generating content as well as how often you should be posting.

One of the main things to look at with your social media content is how are you posting it. Stephanie tells us that it must be done as an optimized post so that your traffic links back to you. Her goal is to ensure agents are receiving a gated marketing experience to keep everyone under the same umbrella of your business.

Creating an audience is a job in itself and with the help of Stephanie and Elm Street, they create automation for agents and put them on weekly blog articles posting on their behalf whenever they experience success. Stephanie recommends that an agent's content should be posted 2-3 times a week. "You want to remain consistent, not constant."

Bryan asks Stephanie how relative twitter is in terms of a business tool, or as a lead generation tool and she responds by letting us know that the number one demographic on Twitter is a millennial. You need to put your business in front of them and consider the amount of exposure you could be receiving to the first-time homebuyer through that platform.

Another platform Stephanie recommends utilizing is LinkedIn. This is the number one agent-to-agent referral platform and can help you grow your business all over the country. Agents in Florida should be connected to agents up north because of how many people move down south. "Work smarter, not harder" suggests Stephanie.

You can reach Stephanie at her email here, or at Elmstreet.com

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week's episode, John and Bryan are joined by Stephanie Alfonso of Elm Street Technology, in the first of another 2-part episode series. Stephanie begins by telling us about the company and shares the different marketing techniques that Elm Street offers primarily geared toward social media.

Stephanie is a National Business Development Consultant for Elm Street Technology where she travels around the country to different MLSs and associations to train different marketing strategies for agents. She tells us that their focus is to bring solutions to agents, brokers, and lenders to establish relationship-building businesses. They help create websites, social media content, blogs, and much more.

Stephanie tells us that Elm Street is 100% educational and when she holds workshops or classes if people realize the information is valuable but don't have the time to put it into practice, that is when you can hire her to leverage your business.

Later in the episode, Bryan asks Stephanie to give us a few tips and tricks for social media and the number one tip she gives us is to make sure everything we post is self-branded, she goes on to explain this concept in depth before finally encouraging mortgage professionals to post in the 80/20 rule. 80% of your content should be adding value to your audience, and 20% should be business-related information. Most people that follow you are not interested in real estate right now, but when they are ready, you will be at the top of their minds.

You can reach Stephanie at her email here, or at Elmstreet.com

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts • Website: ctcpodcast.co

Bryan Lovell: • Personal Facebook: www.facebook.com/bryan.lovell.56 • Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones: • Personal Facebook: www.facebook.com/johnjonescb • Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week's episode, John and Bryan are joined by a frequent guest to the podcast, Steve Richman, in the second part of our two-part series. How can you differentiate yourself in this market? John, Bryan, and Steve have some answers.

Everyone knows that when Friday rolls around, we sometimes are already mentally checked out for the weekend. Being available on Friday is a big day to differentiate yourself. Bryan suggests that placing triggers in your workday that force you to stay focused and put in a full day is one way to stay on track. Most people don't take calls on the weekends, however, if you place a few calls Friday afternoon telling agents you are available and willing to talk throughout the weekend they will remember that. They might not be calling you right away, but a few weeks down the line, you will be top of mind to them when they need someone on a Saturday. "This isn't the market to not be available on the weekends," says Bryan.

Another imperative method of gaining business is social media. You have to stay on top of it and create a plan to stay consistent. Consistency is key. Steve suggests creating a monthly schedule with 5 categories, one for each day of the week, and then filling each of those categories with 4 different stories. You have to make your social media not about you, but about the customer. When it comes to social media you can't expect someone to do it for you, the message has to come from you in order to make it personal. Just like you don't hire someone to represent you at a networking event, you can't hire someone to represent you on social media. Lastly, on the topic of social media, Steve tells listeners that video content is king. By creating content with videos, you are making a difference because people are able to see you instead of just reading about you. It becomes real to them.

Lastly, Bryan mentions that whenever you save a deal or figure out a difficult deal, you have to be posting about it on social media, and make sure people see what you are capable of by sharing your accomplishments.

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In this week's episode, John and Bryan are here to talk about what the market looks like for loan officers and realtors in 2022. In this episode, the guys talk about why it is important to compare your business strategies from 2019 to now. What were the good habits that you practiced versus the bad ones that made your business successful?

Bryan suggests that loan originators should be looking at the activities that they did prior to Covid-19 that made their business successful. He mentions that you should be reviewing your business plan and whatever metric you are using, should be compared back to pre-pandemic in 2019. This will allow you to have a good gauge of where you are at with business.

It's important to notice how your habits have changed as an originator since 2019 says, Bryan. When the pandemic began everyone transitioned to work-from-home situations, which resulted in fewer interpersonal interactions. Bryan suggests that you should think about the last time you meet an agent somewhere or plan a lunch, if it's been a while then it's time to "shake some dust off."

Being intentional about when you start your day will help you to maintain a regular schedule that can help change some of your bad habits. John suggests that right now while it is slow, it's a great opportunity to take the time to learn about a new product. There are a lot of loans out there for people so it's important to know what you are selling. Taking on the tough deals, rather than just the cookie-cutter ones will show that you know what you are doing. "You have to know what your competitors are selling if you want to be an expert."

Maintaining a good database that you can revisit and see who you have stayed connected with or who you haven't will give you a good indication of who you have lost business from and who to touch base with. You have to stay in front of the agents who are actively sending you business, or they will use someone else.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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It's important to notice how your habits have changed as an originator since 2019 says, Bryan. When the pandemic began everyone transitioned to work-from-home situations, which resulted in fewer interpersonal interactions. Bryan suggests that you should think about the last time you meet an agent somewhere or planned a lunch, if it's been a while then it's time to "shake some dust off"

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week's episode, John and Bryan are joined by Stephen Katz. Stephen is a returning guest on the podcast and a branch manager in Atlanta, Georgia. The three begin this week's episode by comparing mortgage interest rates from his previous appearance on the podcast, versus now. Back in January of 2021 interest rates were around 2.75% and today, we are looking at rates around 5%. Stephen has been in the business for 29 years and tells us that he has never seen rates go up this fast.

Bryan asks Stephen to share his percentages from the last year on purchases versus refinances which were about 70% refinances and 30% purchases for 2021. Stephen mentions how today it is completely reversed with about 70-75% purchases and it could be up to 80% by the end of the year.

Bryan asks Stephen to share with us some of his strategies to keep up with the shifting market. He tells us that it's important to stay in contact with referral partners. Try and go back to re-establish and further commit to those relationships reminding real estate agents that we are here to serve them. Stephen mentions that this year based on where the market is, it's crucial to attribute money and double down on marketing efforts.

Stephen encourages loan originators to foster an entrepreneurial spirit and have the mindset that they are essentially running their own business. He looks at his company as a partnership. He has his customers, and the company helps input the loans into the system and fund them by working alongside him, but you build the relationships.

Bryan asks, what are some of the things that Stephen is doing in this market regardless of the rate situation. He talks about he is taking time to train new loan originators and help them to develop professionally. His advice is the make sure you are offering value to agents. You want to be smart and helpful which in turn, will lead to appointments and referrals.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week's episode, John and Bryan are here to talk about the housing inventory, what it's been doing, and where it is going. John starts us off with some statistics mentioning that we are up nationwide on average with a 30-35% return on your investment. If you have invested in anything other than real estate right now you are watching your money burn. Rates are increasing as fast as Bryan says he can remember, and in the 25 years John has been in the industry, this is the tightest inventory he has ever seen.

The guys discuss some strategies to help get deals across the finish line when there are multiple offers, including utilizing services from Ribbon or EasyKnock. Bryan wants to encourage buyers in this market who are tired to keep going and don’t give up. Inventory isn't improving, so waiting will put you in a far worse situation. Later in the episode, John explains that the cost of waiting almost 2 years to buy is almost a double payment. Although you may experience sticker shock now, you will get an opportunity to refinance, and your payment will come down.

One great strategy that Bryan suggests is for buyers to stop putting down 20%. "If you are a conventional buyer, put down 5%. if you have great credit, ask about upfront MI and you may be able to buy out the MI for 1.5 or 2 points. You can use the extra cash for the bid over asking." Currently, buyers are always having to bid over the asking price to win the deal.

John explains that you need to be aware of misleading information out there. He recently read an article mentioning that we are in a crash, even though property values are going to continue rising. Don't wait to purchase. Pull the trigger today, and you will have a chance eventually to lower your rate.

"As loan originators, your job is to help people create the largest debt they will have in their entire life, so it isn't something to take lightly," says Bryan. These are the conversations that originators need to be having with their buyers with full transparency. This adds to your credibility and will benefit you down the road when it's time for them to do a refinance and they remember what you told them.

As professionals in the industry, you have to help your borrowers make educated decisions. When it's time for a refinance, you must be able to show your clients what opportunities they have with the wealth in their homes by helping them make the decisions that are right for them.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week's episode, John and Bryan are joined by Julie Raisch from EasyKnock.. Julie explains what EasyKnock is and how they can empower homeowners with cash to reach their goals. EasyKnock offers a few different sale lease-back programs where they will purchase your home while you remain as the renter. With EasyKnock, they help you convert your home equity into cash giving you the power and ability to remain put, while you search for your next home.

EasyKnock started business in 2016 and has been offering its products for 3-4 years now. Julie mentioned that it took them about 2 years to figure out the reality of what they are doing. In the last year, their business has tripled having done thousands of transactions nationally. The high traffic states for EasyKnock are FL, GA, and TX. Julie mentions that Texas holds a large chunk of its portfolio.

Being in an inventory crisis, this program is extremely beneficial for move-up buyers. The market is currently disproportionally affecting people who need to sell their homes before they buy the next one. EasyKnock partners with lenders and agents to help homeowners access the equity in their current home by selling their home to EasyKnock. They will then clear the mortgage on the existing home, and then in turn have cash in hand.

Julie explains that borrowers don't have a specific time frame they are bounded by. "We are more flexible than a month to month. Whenever their home sells on the open market, their lease ends." With their longer terms product, clients are allowed to keep the option to repurchase their home.

Bryan asks Julie to share what it costs to them as well as the customer. Julie explains that they will buy the home at the appraised value and then charge a percentage of that purchase price of the home. If someone is renting a home back for 4 months, as they are renting, they are getting that appreciation. All incremental goes into the customer's pockets. Julie mentions that there is not a scenario where if home value dips, the customer owes them money.

The two types of clients that can benefit from EasyKnock are ones that need to sell before they buy, and those who need to access home equity while remaining in the home.

You can find more information about their products on their website here..

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week's episode, John and Bryan are joined by David Spencer from Ribbon. David explains Ribbon's process and how they empower buyers, sellers, lenders, and agents with cash. Their goal is to help put families into homes and have less of Wall Street.

David explains that Ribbon is not a mortgage company and that they are simply here to help empower and educate borrowers and sellers. With Ribbon, first-time homebuyers can elevate their offer into a cash deal, making them more likely to have their offer accepted. Bryan asks David, "Are most people going into Ribbon before making an offer on the property or because they are having some hiccups on financing at the 9th hour?" David explains that their business comes mostly from first-time homebuyers who are having difficulties getting their offer accepted.

To use Ribbon, you must be synced up with an agent or lender. You can't come to utilize Ribbons services just as a consumer. Bryan asks what the process looks like for borrowers to guarantee that they even qualify. David explains that Ribbon relies on the borrower's pre-approval letter from mortgage lenders to then issue buying power.

Once the borrower's offer is accepted, and the appraisal comes back equaling the same as the contract price, they will close with their mortgage lender and pay a 1% fee to Ribbon. However, if Ribbon needs to purchase the property, the borrower has 6 months to buy the property back for the same price that Ribbon purchased it for. David explains that they offer buyers what they need for their offer to be a cash offer, but most of the time they end up closing with financing.

Ribbon also offers appraisal protection that could allow the buyer to purchase the home at a lower cost at Ribbon's expense if there is a gap between the appraisal and contract price.

Ribbon is currently licensed in about 15 states and is rapidly growing! You can find David on LinkedIn and to find out more about Ribbon, you can check out their website here.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week's episode, John and Bryan are joined by Brindley Tucker, in the second of our two-part series. In the episode, Bryan recalls a recent event they both attended where he reflected on the gratitude Brindley expressed while she spoke. Bryan, who has watched Brindley's story from afar, talks about how motivating it is to see what she has been able to do with second chances. "Sometimes setbacks, are setups" - Says Bryan.

This week on Contacts to Contracts, Brindley is asked to share her story on what set her up for the success she has today. Last week Bryan referenced a conference from 10 years ago they attended, which was the beginning of Brindley's journey. At that point, she mentioned that she was in one of the darkest places of her life.

Leading up to that point, Brindley mentions that she had accomplished some pretty great things. However, at the age of 32, she was back living with her mom and didn't want to feel the negative effects that her life had been having on her anymore. She thought about the opportunities that being a Real Estate agent presented but wanted to learn about the industry first. That's when she was hired by Nikki Ubaldini, the owner of the South Florida region of Keller Williams. Brindley explains how Nikki became one of her biggest mentors and that there aren't many big decisions that she makes in business without her guidance even today.

After attending a conference where she realized how unhappy she was, she felt it was time for a change and asked God for help. Brindley mentions that regardless, she continued down a destructive path for a few months where drinking became excessive. One day she attended a Mary Kay party with other realtors and had too much to drink. On her way home, Brindley got into a serious accident involving a motorcycle. From that day forward her life changed.

The agents at Keller Williams offered her a new position because they knew she wanted to make a difference and that's what she did. "A lot of people get a second chance in life, however, what you do with it matters and you did something with your second chance," says Bryan.

Brindley shares that by telling her story you own it, and the story doesn't own you. it's a process, and a journey she says, but it's the most rewarding thing she has ever done.

She ends the episode by pulling a quote based on the book 'Atomic Habits' that says "Focus on your 1% improvements. What can you do today that is 1% better than yesterday? In 100 days, you will be 100% better."

You can find Brindley and her company 'Your Realty Leverage, Inc' on Facebook.

Be sure to tune in next week for a brand new episode!

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week's episode, John and Bryan are joined by Brindley Tucker for the first of a two-part episode series. Bryan starts us off by recalling a family reunion he attended with Brindley over ten years ago, where he recalls her sharing some goals she had set for herself such as starting her own company.

Today Brindley runs her own company that she has built up from just herself to now 36 employees with their coaches. In her business, she does everything from contract to close, including transaction, listing, and marketing services. She also mentions that she is in the process of adding some additional resources as well to offer temporary leverage.

One of Brindley's main goals is to focus on leveraging operations for clients by taking them and turning what they have into an operable business by adding leverage. Brindley's passion is to help business owners let go of their unnecessary baggage and breakthrough blocked potential to reach their goals.

Brian asks Brindley "When do you know you need leverage?" She responds by saying that "When you are doing things that you could pay someone else to do for less than what you want your hourly rate to be." If you think "well if I do it, it's free" then you don't value your time. By putting a monetary value on your time, you will be able to measure your success rate.

When you start looking at your minutes versus hours, things start to change for you. "Don't underestimate what you can get done in a minute" - says, Brindley. A great way to measure your opportunity cost is to start tracking your activities every day and assign them a dollar value. Then take the average and you will configure your rate. This exercise can shock some people leaving them to realize they are either super cheap or "wow I made a lot of money."

You can find Brindley and her company - Your Leverage Realty - on all the major social channels and be sure to tune in next week for the second part of our two-part series.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan spend some time talking about reviewing your first quarter goals and identifying activities you can do to keep your business on track to hit your goals.

John acknowledged that a lot of us don’t always do business plans. Those of us that do write them, stick them in a drawer and never look at them again. Bryan points out that if your business isn’t on the track that you want after Q1 not to be discouraged that there is still time in the year to make it up.

Bryan also points out that if you have a good database regardless of what interest rates are you should still be doing 25 to 30% refinances.

The guys dive into measuring your year over year business for 2022-specific to purchases. Not purchases and refinances combined.

They talk about making sure you take stock of where you are verses your goals so that you can make the appropriate adjustments in your business.

John alerts us that most LOs have a group of loyal Realtors sending them business. In the market we are in, Realtors are doing less units. You need to analyze how many more Realtor partners you need to hit your goals for the year.

Bryan touches on breaking down the year by our goals. We tend to try and win the Super Bowl every week. What if we chunked down our goals to just focusing on what you need to do this week in pursuit of our goals. Identify a milestone you want to achieve for that week that when compounded over time helps you to that Super Bowl victory.

Lastly, Bryan and John discuss identifying activities that are revenue generating. They explain that you don’t need to commit a whole day to it. Just one hour a day, 5 days a week if you do a revenue generating activity every day you will be wildly successful.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan discuss what LO's can do to help their buyers offer stand out in a market that is extremely low in inventory, but drives a massive demand. The guys give a few great tips on how to stand out and stand a chance in a market as competitive as this one has become.

One way to have your buyers offer stand out is to approach the agent with a TBD underwrite including a loan commitment. Creating a piece that explains the underwrite and submitting it with the offer will likely set you apart from the other six or seven offers that will probably already be on the table.

As an LO, it is important to be in constant communication with the listing agent if you want your borrower to be considered. Letting the agent that you are partnered with know that you aren't afraid to pick up the phone and speak on behalf of the borrower is major. This allows you to get down to the point and explain the steps you have already taken to verify that your borrower is qualified.

John mentions that in some cases bringing the seller into the loop can be a great vantage point. Letting them know that you have a qualified buyer will help you stand out and hopefully guide their selection process in your favor.

Lastly Bryan and John give warning to sellers encouraging them to beware of the institutional buyer. They will often present amazing offers but when it inches closer and closer to closing that offer tends to end up being lower than some of the other ones that were presented. You are then stuck having to decide if you are willing to go through the process over again, or if you are willing to take a little bit of a loss, and close.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan are joined by real estate agent Chance Adamson from McDonough, Georgia. Chance has been in the business for 21 years now and runs his own company "The Chance Sales Team." In this episode Chance will answer two key questions - "How to get a real estate agents' attention" and "What can you be doing in the market right now to help your buyers offer get accepted?" He also offers some great insider value for LO's and other agents.

Brian starts by asking "What makes the Chance Sales Team stand out?" Chance responds by mentioning that maintaining excellent customer service is key. He does this by running a smaller team so that he can manage the leads coming in rather than having too many agents forcing them to chase after their own.

Chance offers a few tips for LO's and what they should be doing to get with real estate agents. "It really comes down to how hard they want to work." He suggests that LO's who are new in their position should go to as many events as they can, such as an open house so that they can familiarize themselves with the real estate agents. This also offers a way for them to pick up buyers who need pre-approving.

Chance encourages agents to call LO's who are working with any of their leads so that you can verify all documentation, and confirm they can qualify. He explains why working with local lenders is often better than LO's from giant corporations, and why it is important to research LO's public reviews. Chance wraps up the session by telling us what LO's can do to help their buyers offer get accepted when multiple offers are on the table. He encourages them to be strategic, proactive, and that if you place phone calls, it will set you apart.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan are joined once again by Greg Morga - Branch Manager for VanDyk Mortgage Corporation. Greg dives deep into the many opportunities of a cash-out refinance.

In the episode, he talks about his success from the past week with refinancing and why it is important to always give the 'why' behind a cash-out refinance, versus just rates and numbers.

By asking the right questions and taking a consultative approach, you can educate people that a cash-out refinance can grant you large opportunities just by tapping into the equity within your home.

Greg talks about how he enjoys what he does because he views it as more than just a sales job, mentioning that there is so much advisory that goes into it.

The guys go on to talk about how if you are a struggling homeowner, you have opportunity to take advantage of your assets. Morga tells us how to invest to avoid the loss of opportunity, which is by using equity for appreciating assets such as stocks, bonds, or crypto for example. This allows you to have something to make you money which is the whole point of owning real estate. Being able to shift your mindset from having bad debt, verses good debt.

"You need to believe in it in order to sell it" says Morga.

Greg ends the session by giving some valuable advice to Loan Originators. He encourages them to have a network of contractors readily available for the consumers. This helps transform you from not just a product, but also a mechanism to get what they need to increase their home value. Contractors give estimates, which in turn can help the consumer to visualize how beneficial a cash-out refinance can be.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week's episode, Bryan and John are joined again by Steve Richman - National Director of Strategic Growth and Branding for VanDyk Mortgage Corporation. The men continue their conversation about their key takeaways from a recent sales conference they attended.

This episode is part two of a two-part series.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week's episode, Bryan and John are joined by Steve Richman - National Director of Strategic Growth and Branding for VanDyk Mortgage Corporation. The men recap and discuss some of their key takeaways from a recent sales conference they attended.

This episode is part one of a two-part series. Part two will air on March 3rd, so stay tuned!

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week's episode, John and Bryan sit down with YouTube and video marketing expert Tim Hart.

Tim Hart is a Mortgage Branch Manager that his grown his online presence thru his YouTube channel and use of video for marketing to referral partners and customers.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan share their tips on planning for, attending, and acting after attending a large company conference, sales rally, or event.

John begins by sharing his tips of what to do before the event to make sure you are properly prepped. He suggests that it can be beneficial to pre-plan which speakers, seminars, classes, etc. that you want to visit, see, or experience during your time there.

You can do this by asking yourself the questions, “Which events are my top priorities?”, “How much can I budget?”, “What am I looking to get out of this event?”

Bryan adds that it can be extremely helpful to determine who you want to meet with one-on-one BEFORE you even attend, so you can get these scheduled into your calendar.

Once you’ve arrived and start attending your planned meetings and events, the next step is to make sure you take exceptional notes – ones that will resonate with you, long after the conference is over.

To help, Bryan suggests a technique that he was taught when he first started out in this industry, called the ACT method.

When taking notes, make sure to label either an ‘A’, ‘C’, or a ‘T’ in the margins next to each comment or section. The ‘A’ should be placed near actionable items, those things you can either quickly, or eventually, act on. The ‘C’ should be placed next to anything you want to change in your own business model. Bryan gives the example of learning about a new CRM program that you may want to consider switching to or learning more about.

Lastly, label those items with a ‘T’ for anything you come across that may be a teachable moment. This means new ideas, thoughts, advice, ways of working, or pieces of wisdom you can’t wait to bring back to your team, employees, clients, or anyone else you can think of. This, he explains is how you continue to add value to yourself and your team.

Lastly, the men talk about what you can do after the conference to get as much value as possible out of your time.

Bryan suggests scheduling time in your calendar to sit by yourself and debrief. Review your notes and create a list of those actions, changes, and teachable moments you experienced. Then prioritize and start working. You will begin to see results sooner than you know!

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan talk with Kim Harrington, Vice President of Sales for Xinnix, a professional mortgage academy for those seeking to learn about and excel in the mortgage industry.

Bryan begins the episode by asking Kim to share his story of how he got into the mortgage loan industry. Kim shares that he spent 6 years in the US Marine Corps and 16 years as a California Highway Patrol Officer. After retiring due to an injury, Kim turned his attention to sales. Kim entered the real estate industry where he worked for 3 years, and in 2003 he was recruited by Home Bank Mortgage.

After learning a bit about his career history, Bryan asks Kim what he think the primary challenge is for someone just getting into the business?

Kim responds by saying that the primary challenge for new LOs is to, “Identify a quality company.” He goes on to explain that one must align themselves with a quality company that truly believes in investing in their employees and helping them reach their full potential, both professionally and personally.

Bryan then asks Kim what the average production for a new LO in their first year typically is. To which Kim responds, that those with even the most basic training will average $4 million in volume.

Bryan then asks Kim how important it is for Rookie LOs to find the right mentor?

John explains that, though Rookies should be learning from experienced and well-versed experts in the field, they must be mindful of how seasoned their mentors are. Meaning, the day in the life of mortgage professional with 10 years of experience in the field is going to look much different than that of a first-year Rookie. It is important to find mentors who are experienced and knowledgeable, but ones who are only a few years ahead of the Rookie themselves. To demonstrate those generating tasks that are necessary to get them to career success.

Kim goes on to give a bit of advice, which is to create a “defined process of doing things from start to closing and beyond.” He emphasizes that this process must be customer-focused and have a sense of purpose and structure.

Lastly, Kim shares a bit on the type of training that he implements at Xinnix Mortgage Academy, which is their 3-Phase Holistic Comprehensive Training.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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Top Producers Series: Justin Kelly

In this week’s episode, John and Bryan sit down one of VanDyk’s top producing Loan Originators, Justin Kelly who shares his personal story of growth and secrets to building a successful team, and business.

Bryan opens the discussion by first sharing a bit of background information on Justin and how he managed to grow his team by nearly 50% in just 3 years.

In 2020, Justin was managing a team of 8 Loan Originators and 2 Operations Partners. In 2021, he grew his team to 12 Loan Originators and 5 Operations Partners. Now – in the beginning of 2022 – Justin runs a team of 15 Loan Originators and 5 Operations Partners. He is looking to continue growing his team and expanding his reach this year.

Bryan asks Justin, what was his strategy going into 2021? And how has this additional leverage changed the quality of his life?

Justin explains that he starts by teaching every new member of the team what his expectations are. This gives them the opportunity to put it into practice, which eventually builds trust between the two of them. Once he feels he has a trusting relationship, he connects them with the client. He continues to watch over each new team member, periodically checking in to make sure they are continuing to meet his expectations and provide an open line of communication.

Bryan goes on to ask Justin what level of experience new LOs who join his team typically have?

Justin responds that he primarily recruits Rookies and trains them as a group in a team environment. This, he explains, allows for collaboration and new ideas. He goes on to explain that he continues to check-in on new hires by looking at pre-approvals, closings, and activities that are working for them. For him, remaining clear on his expectations and giving his team members the tools to meet those expectations is the key to building a successful team.

Lastly, Justin shares 5 tips to training Rookie LOs and advice to others looking to continue their education. These are: 1) Join a team to gain real-world experience 2) Network with referral partners by becoming part of a realtor board 3) Hammer the phones 4) Knock on doors 5) Reach out to family and friends.

His advice? Continue your education so you can add value, not only to your team, but to your current and future clients. You can do this by listening to leaders, reading regularly, and keep your mind open to learning new things.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan sit down and share their tips and tricks for Loan Originators navigating the new year – and the new market.

Bryan begins, by pointing out that we are already starting to see a significant increase in interest rates. And though this may deter individuals who have remained on the fence as far as buying – you can be sure that agents are going to continue to sell homes.

John adds that now is the time to focus your activities on building your referral relationships. For this, he suggests becoming actively involved in networking groups and taking the time to talk to your current referral partners regularly.

We know refis are decreasing. And with the significant increase of realtors in the market nationwide – competition is only getting greater. You must find what sets you apart from the rest.

Bryan shares a Pro Tip: Print out a list of agents – both buyer and listing – for everyone you have worked with in the past 2 years and find the referral source. If you see a name that you haven’t heard from in a while, you can assume they’ve likely moved on. Look again at the past 6 months for any new names that you don’t recognize. This will show you the new relationships you’ve built. This is a great way to see tangible results of your relationship activities – both of what’s working, and what isn’t.

Bryan adds that LOs must take the time to educate themselves. He says that LOs must be aware of what is going on in the market and what this means for their clients, so they can provide these answers when they are inevitably asked these questions. He goes on to suggest that LOs should consider teaching a class or creating informational posts to share on social media. This, he says, it how you provide value and become a resource for all. And ultimately, how you set yourself apart.

Lastly, Bryan reminds LOs not to be discouraged. If you continue to focus on these activities that drive your business, rather than relay on the market to do the work for you – you need not be worried about changes in the market.

Measure your wins and losses from revenue generated activities, continue to track your pre-quals and your numbers, and you are sure to be set for a successful 2022.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan take a break from talking mortgages and play a game instead.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan sit down for the first time in the year 2022 to discuss new year’s resolutions, the importance of creating short-term goals, and the many ways in which you can hold yourself accountable.

John begins the episode by stating that the new year is the perfect time to evaluate both your personal and professional goals. He adds that, by sharing these goals with others you can better hold yourself accountable.

Bryan adds, that when creating these goals, one should narrow their focus. For this, he suggests creating short-term goals with tighter deadlines that are easier to achieve.

What does this look like?

It looks like setting monthly, weekly, or even daily goals throughout the year. It means, sharing them publicly, to widen your support system and hold yourself accountable to fulfill them.

Bryan goes on to share that, for him, time-blocking has always been helpful when setting his goals. However, the great changes that 2020 brought, meant a change in the way we typically do things. He has found that his strict time blocking took away from his “think time.” The time spent brainstorming, reacting, or taking those unexpected, but necessary, last-minute meetings.

He suggests, that by creating short-term goals with tighter deadlines, and blocking time to think, you will likely reach your targets.

The men go on to discuss the mortgage industry specifically and the changes that we must prepare for.

Bryan shares that we have seen a 60% decrease in refi applications year-over-year since 2021 – and that Loan Originators should not expect to see as strong of a 1st quarter for 2022.

However, he says that this shouldn’t discourage you – if you are focusing on the activities and behaviors that drive your business, while continuing to measure your wins and losses on a daily or weekly basis, you should never have to worry about your production. For example, if your goal is to generate more pre-approvals, focus on the activities that will drive that outcome – like building relationships.

Lastly, the men restate that by working on your business and yourself, narrowing your goals, and focusing on the activities to attain those goals, you are sure to set yourself up for a successful 2022.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan sit down for the last time in the year 2021 to review the great changes we’ve seen in the market over these past 2 years and discuss how COVID has affected the way many of us do business indefinitely.

Bryan opens the episode by acknowledging that – much to his surprise – a lot of Loan Originators, Branch Managers, and Real Estate agents have seen even greater success in 2021, than they did in 2020. He recognizes that, with this, we must be mindful of these shifts to remain successful.

He adds that many of us have spent the last 18 months working IN our business, rather than ON our business. Meaning, we have spent less time actively growing leads.

The only thing we know for sure, he states, is that the market will continue to change, and in order to grow, we must continue adjust.

John goes on to reiterate that numbers tell a story, and with refinances and purchases trending down, he says that now is the time to start business planning.

Bryan advises that when creating your business plan, is it important to ask yourself the question, “What are some of the things that could prevent us from hitting our goals for 2022?”

Complacency? Inflation? The next pandemic?

He suggests that by giving these potential obstacles some identity, you can better create a plan to stay on course.

Lastly, John adds that the best way to prepare for the new year is threefold. First, identify what it is that you want. Second, plan a path to achieve it. And third – and most importantly – commit.

This is the last episode of 2021 and all of us at Contacts to Contracts want to send a special thank you to all our viewers for their endless support this past year – we couldn’t have done it without you! See you in 2022!

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan sit down for the last time in the year 2021 to look back at the brilliant minds who have joined them at the Contacts to Contracts table and share their most memorable moments.

The men start by remembering Top Producers Justin Kelly, Sean Moore, Tim Hart, Brian Forrester, and Stephen Katz who shared their strategies to business success, like the importance of networking and working your database.

John reiterates that it is important to have a system in place and stay in communication weekly with your database, while Bryan adds that there is no need to reinvent the wheel and emphasizes that consistency is key. They both agree that these activities should each account for 20-25% of your business – if you’re doing it right.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan sit down with VanDyk Mortgage Branch Manager and Senior Mortgage Loan Originator Peggy Bradshaw who talks about her own journey in the mortgage industry and shares secrets to her business success.

Peggy begins by sharing a brief history of how she came to be a Senior Loan Originator and Branch Manager at VanDyk Mortgage. Starting out preparing truth and lending discourses for Boston Five Savings Bank, Peggy began to learn about the industry at a young age. After moving to Hawaii in the following years, Peggy began working as a processer and then quickly transitioned into originating at 22 years old.

After spending two years in her role, Peggy moved to Arizona and spent some time working in government lending. Five years later, she moved back to Florida where she started her own company called AmeriFinancial. After five years running her own mortgage company, Peggy sold the company and went into wholesale mortgage lending with Erwin Mortgage as an Account Manager, where she worked for 13 years.

After a significant life event, Peggy decided it was time for a change – she was ready to get back to her roots, and in 2016 she started originating again.

Today, Peggy has sold just north of $30 million in production and is one of VanDyk Mortgage’s Top Producers.

Peggy shared that she was fortunate enough to start working out of a Keller Williams Realtor office in South Tampa, where she was able to begin building professional relationships with local realtors. She adds that relationship building doesn’t happen out of nowhere. In her own words, “You have to go out there and earn those relationships.” Which is exactly what she did.

She goes on to remind new LOs that in addition to putting yourself out there, you must remember patience. Relationship building takes time. It may take many years for you to become the preferred lender amongst your industry peers – but it will happen if you are willing to put in the time and energy and remain patient. She quotes Bryan from years back who said, “Count your successes by the number of activities you do, not the amount in your paycheck.”

Lastly, Peggy once again thanks everyone who has supported her journey and shares that these past years have only motivated her to expand her 2022 business goals. Which are to continue to learn, lead, and grow her team.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan sit down with Lindsey O’Donnell, Flood Expert at Florida Best Quote in Pinellas County, who goes through the new Flood Policy changes, including new risk factors that are now being considered, and shares a few case studies demonstrating how much premiums have increased – or decreased – because of these new policies.

On October 1, 2021, the National Flood Insurance Program announced a brand-new rating system that put in place non-subsidized flood policies. A rating system that hasn’t been changed since 1975, meant drastic changes for current homeowners and those looking to buy.

Lindsey explains that this new rating system comes from a significant change in flood maps – resulting in new flood zones throughout the country.

With 85%-90% of homeowners with flood insurance policies with the NFIP, this change affected many, especially those currently living, or building new homes, in coastal areas.

Lindsey goes on to explain that in addition to taking in account elevation, this new rating system is also considering other factors including (1) distance to a flooding source – whether that be a house built along the coast or near a large body of water like a river or a lake (2) type of flooding source – a storm surge vs. lake with drainage, and (3) cost to rebuild the home in the case of a total loss.

The good news, however, is that the NFIP is authorizing a “gliding path” which will allow homeowners to gradually start paying towards this new premium by increasing the rate by a slight percentage each year, rather than all at once. And, for those who are purchasing a home that was built before 1975 with a current flood policy, can potentially keep this current premium – if they can assume the policy from the seller.

With this, Bryan suggests that RE agents should be getting quotes on a home’s flood policy before going under contract, and if their current policy can be assumed by a new homeowner – so both the buyer – and the seller – know how much this policy will change, if at all. John adds that these changes may result in a tightening up of disclosures for those looking to sell their home.

Lastly, Lindsey talks the men through a few case studies demonstrating both minor and significant changes to flood policies for homes within these new flood maps.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan sit down with Brad DeMint, Account Executive of GreenLeaf Title Company, and host of his own podcast show titled, HOW TO WIN with Brad DeMint. Brad shares his advice on how to effectively develop meaningful business relationships and shares tips on how to successfully build your own personal brand.

After starting his career in sales at a young age, Brad quickly realized that the key to success, is in relationship building. This means networking – both online and in real life.

Brad discusses the importance of showing up both digitally and in person and providing value for those who you want to connect with.

How do you provide value? By finding out more about yourself, what makes you different, what you are good at – and then sharing your gift with others. By getting in touch with your authentic self and then showing people what you have to offer, you have already found your niche – and from there – the possibilities are endless.

Bryan adds that, in addition to recognizing your authenticity and personal value, it is important to create goals and develop a feasible plan to work towards them. He shares that by developing a growth plan each year, he has created a step-by-step plan to work towards his goals and has seen much success. This plan may look different for everyone, but it is what sets the stage for business success.

Brad goes on to share a few of his philosophies that have helped him navigate an industry where many of his colleagues have considerably more years of experience than him.

These philosophies are: 1) Always be learning 2) Don’t be afraid to fail 3) Reward yourself, and most importantly 3) Take action. Whether that is by consistently posting to your social media platforms, engaging with other industry professionals or potential clients digitally, or going out into the field and shaking as many hands as possible – taking action is how you realize your goals and find – both professional and personal success.

Lastly, the men all agree that what may have worked in the past for relationship building, has certainly changed, and in order to find business success we must find effectively ways to show up both digitally and in real life.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan continue their discussion on business planning strategies for 2022 and take a deep dive into some of the actual activities that Loan Originators can implement to help grow their business.

They begin by explaining that – no matter the amount of experience one has – creating a business strategy is critical to one’s success.

They go on to demonstrate how to use their Business Success Tracker – designed for Rookie LOs and seasoned veterans alike – that they developed to help industry professionals build out their business plan, as well as set goals and track their activities.

Activities like attending Realtor Open Houses, implementing Drip campaigns, reaching out to past clients, and 1-2-1s with realtors – to name a few.

Lastly, the men share their own experience and offer their help to get you started today!

To access the Business Success Tracker follow the link here: https://ctcpodcast.co/tracker.php and get started planning your 2022 Business Strategy today!

This episode is two of a two-part series. Visit our channel to view End of Year Business Planning for 2022, Pt. 1.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan continue their conversation with Rachel Sartain, of YES-Homes Group at Keller Williams Realty, who discusses the importance of working with a real estate agent and more changes to the Florida contract. This episode is part four of a four-part series. Part three aired on November 4th.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan discuss business planning strategies for 2022, including what activities LOs should incorporate into their own strategy and ways that they can track their success.

The men open this week’s episode by acknowledging that we are going into quite a unique year – one that looks closer to 2019 than the previous two. Whether they’re up, down, or flat – the way industry professionals do business in 2022 will look much different than the way they did business this past year and even in 2020. And in order to stay ahead – they must adapt accordingly.

The Mortgage Bankers Association estimates that for the year 2022, purchases will increase almost 9% year-over-year from 2021. Which is great news for agents and lenders alike. However, the MBA also estimates that refis will decrease 47% - a drastic change to years past. Which means, if an LOs current business is driven by the market, rather than the activities IN the market, their production is set to decrease by 1/3 in 2022.

With that, the men ask the important question, “How can you make sure your business is based off of the activities you do, rather than the market itself?”

Many of the traditional methods of networking, finding leads, and building relationships with referral agents have changed. In a post-COVID world, we have found that many agents aren’t physically in their offices, like they used to be. There is also lower attendance at networking events and barely a need to hold an open house when many properties are gone as soon as they are put on the market.

The men go on to share that the MBA projects that there will be 22% more licensees in 2022 than there were a year ago. That means that there will be 22% more LOs in this market area than there were in 2020.

Lastly, the men talk about the importance of tracking their activities. Bryan explains that we tend to measure our wins and losses monthly – which means, we are only looking at them 12 times per year. He suggests a weekly check-in instead, which would allow LOs to be more in touch with what’s working and what is not and react quicker than they could before.

This episode is one of a two-part series. Join us next week for Pt. 2 of End of Year Business Planning for 2022, when Bryan and John show you their favorite tool to help LOs measure conversion for them, so they don’t have to do the math.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan continue their conversation with Rachel Sartain, of YES-Homes Group at Keller Williams Realty, who talks about the benefits of working with a real estate agent as well as the recent changes made to the Florida contract.

Rachel begins this episode by discussing, in detail, the actual job of a real estate agent – which is much more than finding a buyer and bringing them to a property. She explains that an agent’s job is to help the borrower get to their end goal of purchasing – or selling – a home.

They do this by having a thorough understanding of the language used throughout a contract, as well as the deadlines that must be met in order to get to the closing table. Navigating this process without an agent can end up creating more obstacles for both buyers and sellers.

Rachel continues to discuss the difference between different types of agents and how, in Florida, all agents are considered ‘transaction brokers.’ This means their main goal is to get to the closing table. And the best way to do this? Communication.

She explains that communicating with your team, including your lender, is the only way to set realistic expectations for your client and help them reach their goal. There are many moving parts, including several deadlines that must be met in order to close. A breakdown in communication means a breakdown in the home buying process.

Bryan and John go on to ask Rachel about the recent changes made in Florida contracts and what that means for both realtors and mortgage lenders. Rachel explains that we can see TWO major changes taking place.

This episode is Pt. 3 of a Four-Part Series. Stay tuned for Pt. 4 that will air on Thursday, November 11th!

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan continue their conversation with Rachel Sartain, of YES-Homes Group at Keller Williams Realty, who discusses the importance of managing one’s CRM and offers some of her best practices to realtors who are looking to gain income from their database.

This episode is part two of a two-part series. Part one aired on October 21st.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode John and Bryan sit down with Rachel Sartain, of YES-Homes Group at Keller Williams Realty, who talks about the importance of managing one’s CRM and some of the best practices for realtors who are looking to gain income from their database.

Having served as Team Leader and CEO of Keller Williams in downtown St. Petersburg, FL for 11 years, Rachel has coached thousands of Real Estate agents during her career and is a Certified Leadership Coach for KW Maps Coaching.

Rachel discusses her passion for growing, maintaining, and earning business from her database. She breaks down what pillars of a database Realtors and any industry professional should have, including advocates, contacts, influencers, and past customers.

Salespeople are always looking for reasons to touch their database, and Rachel shares a few ideas they can use to reach out and provide something with value. For example, her own CRM reminds her of past clients’ Home Anniversaries 6 days before the anniversary date so she can send a handwritten happy anniversary card.

Rachel goes on to share that hosting events is another great way to touch your database, and that every 10 people in your database, you should get 1 transaction per year. She also shares tips for those who are currently behind on setting up their database – don’t upload them all at once. Make sure to stagger them, so you don’t get overwhelmed with contacts.

Lastly, Bryan breaks down his old school database drip that he used as a Rookie LO, before he had the money to afford one, and Rachel shares that she sets a reminder to follow up as soon as she sets up an appointment, as one more way to make contact.

This episode is part one of a two-part series. Part two will air on October 28th, so stay tuned!

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan sit down with Realtor Rookie Alison Martinez, of Serenity Realty in Ohio, who – in her first year in the industry – closed 50 sides. Alison shares the secrets to her success, which are (1) networking (2) finding a mentor and (3) education.

Alison begins the episode by sharing her transition into the industry and her early experiences. Having spent the last 15 years working as a bartender, Alison was ready to take on real estate full time. After years eagerly watching top podcasts in the industry, Alison felt empowered to leave her bartending career behind and jump straight in.

With no prior experience – or contacts – Alison looked to her current network. In fact, she tells the men how she landed her 1st listing from a bar client referral.

Alison discusses her experience generating referrals and working leads. She goes on to share how fellow realtors can decipher the good leads from the bad, and how to work through them all.

Alison continues by sharing insight into the current housing market. She tells us that most offers are still going 10k over the listed sale price. And although the market is slowing down in Ohio, like the rest of the country, they are still seeing multiple offers on listing.

The men ask her about her secrets to success, to which Alison replies that her biggest success came from having a good mentor. As well as posting regularly on social media and portraying herself as the local real estate expert. She emphasizes the importance of being available for her clients, stating that her most important MUST DO TIP is answering the phone every time is rings – and calling right back if a call is missed. This is how you build fruitful relationships and remain consistent.

Lastly, Alison shares her plans for the future, which are to give back to new agents in the field and add new members to her team, who are eager to join the real estate industry.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan continue their conversation with the owner of Orlando Branding Agency, Aaron Ludin.

Aaron shares one secret to social media success – engage, engage, and then engage some more. He talks about the importance of reaching out by tagging, commenting and DMing friends and potential prospects consistently, and that, to amplify your reach, you must work on taking your online relationships offline and your offline relationships online.

Bryan asks Aaron about the importance of video on Facebook and other social media platforms, to which Aaron responds, “Anything that keeps more eyes on the platform, is good.” This is important to consider when creating original content to be shared. Videos trump captions with heavy text, but live videos trump pre-recorded ones. It’s all about the time spent creating your content, as well as how effective this content is at keeping other users engaged and present on the platform.

Aaron reiterates the importance of creating completely original content, rather than simply reposting. This is the most effective way to continue to gain and retain friends and to make an impact on the platform, that will lead to higher levels of business success.

Lastly, the men emphasize the importance of creating a wide and relevant syndicate from your Facebook network to maximize your prospects and increase your ROI.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan sit down with Owner of Orlando Branding Agency, Aaron Ludin, to discuss the importance of social media and effective tactics that LO, Real Estate Agents, and other industry professionals can use to build successful relationships and, in turn, grow their business.

A branding and marketing consulting company that serves over 2,000 real estate industry professionals, Orlando Branding Agency, helps bring people together and build rewarding relationships by hosting engaging social events and creating valuable digital content that shares relevant, and valuable, information.

A self-proclaimed “connector of people”, Aaron uses the power of social media to connect with and distribute valuable information for anyone in the industry. And to him, this is how you build trust in your professional relationships.

Aaron begins by talking about how just 8 years ago, many industry professionals didn’t see the value in social media. And now – it is one of the most valuable tools we have. Allowing professionals to amplify their network through their connections – and their connections’ connections – they can maintain even more relationships than ever before.

John asks, why should industry professionals put so much energy into building their social media presence. To which Aaron responses by stating that, mathematically speaking, it simply widens your reach, expands your market, and therefore increases your leads. By putting effort into your digital presence, you remain at the top of mind for your clients. They are bound to think of you first.

Aaron goes on to discuss the importance of creating an “attractive character” as your digital persona. You can do this by asking yourself, “What do people see when they visit my page?”, “What do I want them to see?” And “How congruent can that be with who you really are?”

He stresses the importance of building a persona that is genuine and in line with your real-life personality. Build the person that people want to learn from, and then genuinely be that person.

He continues to share that you can do this in many ways. The first is to use your actual photo in your social media profile. This builds trust, credibility and familiarity between you and your audience. Secondly, you need to show up every day and provide content that is relevant and valuable. And third, post specific content at certain times of day. He shares that, motivational posts do well in the morning, while posts to sell do better at night.

Lastly, Aaron talks about the importance of engaging with your audience through (1) weight (2) affinity and (3) timing of your posts.

This episode is part one of a two-part series. Stay tuned for Part 2, coming next week!

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John, Bryan, and Steve, sit down with President and Founder of The Knowledge Coop, Ken Perry, to discuss their role in educating the mortgage community and the importance of compliance and managing your social media.

Founded in 2003, The Knowledge Coop was developed to provide information in a world without sufficient training and with vast misinformation. According to Ken, everything at The Knowledge Coop is based around education and building learning communities where individuals can grow together.

He explains the need for this type of company, sharing that the world has changed but the training in the industry hasn’t. And that because of this, there is a huge need for education that is not only true, but that is entertaining and engaging.

Bryan asks Ken what knowledge he sees that is lacking, from a Rookie perspective? And what do they really need to know in order to make the biggest impact?

Ken explains that the average age of Loan Originators is decreasing, and they are welcoming many new Originators who are coming from industries that were deeply affected by the COVID-19 pandemic, like the hospitality industry. Because of this, there is an influx of new LOs with little to no knowledge, who need to be educated.

His thoughts on training? Read, read, and then read some more. By learning all you can about the industry and gaining extensive knowledge, you’re already ahead of the game. Knowledge is everything. The men even share that there are instances where LOs have been able to come in and rescue a loan, simply because they are equipped with the right knowledge. Knowledge is power.

The men go on to discuss how they can best help new LOs with varying skillsets. And with that, they agree that the best way is to uncover what each person’s natural skillset is and help them find a way to win with that by catering to their strengths. Ken also stresses the importance of sharing knowledge. He says that if you find something amazing, you need to tell people about it. Be the expert.

Bryan asks Ken what he is seeing in the lending industry now regarding compliance? Ken shares that we are seeing a big change and can expect to see many mortgage companies waking up to the fact that they have remained unchecked for four long years. With Freddie Mac and Fannie Mae teaming up to tackle fair housing and fair lending cases throughout the country, mortgages must realize that what was working in the past, no longer is. The time to adjust is now.

Lastly, Steve asks Ken what differentiates The Knowledge Coop from all the rest? To which Ken replies, “It’s all about Social Learning.” He goes on, “It’s not about feeding people what you need them to know, it’s about engaging your community, creating a community inside of your company where people can pass back information. Also, we deliver most of the content – and it’s funny. Because we wouldn’t produce something we wouldn’t watch ourselves.”

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan sit down with President and Owner of the Flood Insurance Guru, Chris Greene, to discuss upcoming changes to The National Flood Policy and provide valuable insight for those affected by flood zones.

Chris begins the discussion by explaining his background and sharing more about how Flood Insurance Guru helps people understand the flood risk and how they can reduce their risk to reduce rate stability. He explains that flood zones weren’t designed to understand risk. Rather, that they were designed from a regulatory standpoint. In fact, 30% of claims happen in low-risk flood zones.

The men ask Chris what his thoughts are on flood claims and whether they are all worth reporting or if some should be handled outside of one’s policy. They also ask the question, “Should you get a flood policy – even if you are not in a flood zone?” To that Chris responds, “Everyone is in a flood zone.” He goes on to explain that the determining factor is how much water it takes to get to you.

The men talk about the changes that will be taking place starting October 1, 2021, as the NFIP is set to come out with a new risk-based model for pricing flood policies. These new changes will mean that food zones and elevation certificates will not be the only factors in determining rate or risk. Rather, new factors will include the property’s distance to water, the cost to rebuild in case of significant damage, type of flooding, frequency of flooding, and lowest habitational floor.

Bryan and John go on to ask Chris how he expects these new policies will impact certain states. He explains that some flood rates could decrease, while others will see an increase. And that these changes will make private flood insurance critical for many homeowners. What’s more, is that the cap a flood insurance premium can go up is 18% per year for the base premium.

The men ask another important question, “Do private companies help reduce the cost of flood insurance by competing against NFIP?”

Chris explains that one of the biggest mistakes that homeowners make is to not learn enough about their policy and only look at the policy price when making a decision. He explains that different costs have varying levels of coverage.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John, Bryan, and Steve discuss their top Do’s and Don’ts for effectively utilizing a CRM program for your mortgage business.

The men begin the discussion by sharing some common mistakes that many mortgage industry professionals make when it comes to managing their database – one being the idea that we can simply ‘set it and forget it.’ When it comes to maintaining your database, you must continue to put the energy into managing your CRM tool. In other words, you get what you give. So, give where you can.

Another common mistake that many mortgage professionals often make is failing to build effective, valuable, and engaging campaigns necessary to stay in front of their target audience. We often become so paralyzed by the enormity of something, that we don’t even bother to get started. Taking each piece bit by bit and continuing to move forward is how you build a successful campaign, and ultimately how you build a lucrative business.

The men point out that it is important to make sure that your CRM is integrated with all your other systems. And that you can do this by ensuring that it is compatible with the technology you are already using.

They go on to share a few categories of different types of database management you should have. They also share that 87% of homebuyers forget who their realtor was, and 84% forget who their lender is. Which is why maintaining an efficient CRM program is so important. It reminds your borrowers that you are here to help them now – and in the future – for all their mortgage loan needs. It’s not enough to run a simple DRIP campaign. You must also remind your clients to pick up the phone and make a call.

Lastly, the men share that those who incorporate video as part of their CRM, are finding a better return on their campaigns. And those utilizing their CRM program to its highest potential are incorporating their use of it into their value proposition as they speak to referral partners, which can help give you that much needed competitive edge.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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Negotiation? Persuasion? Winning? YES To All Three!

In this week’s episode, John and Bryan sit down with author, trainer, and co-owner of the Shapiro Negotiations Institute, Jeff Cochran, to discuss negotiation, the art of persuasion and how to effectively put deals together. Jeff shares his insight on topics like: How to prepare for any negotiation – including the purchase of a new home; Understanding the roots of persuasion and how to implement them to get what you want; Realizing that for some people, relationships may not count – and how to deal with them; And much more.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan continue their conversation with President of Marketing and Media for Milestone Title Services, Ryan Owens, who discusses each social media platform - and how much time you have - to make an impression.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan talk to President of Marketing and Media for Milestone Title Services, Ryan Owens, who works to shine a light on the business and build effective relationships.

Ryan begins the episode by sharing his insight on video marketing and the steps that VanDyk should be taking to advertise through their own unique video content. One important element to video marketing, he shares, is having the right equipment. He goes on to explain that cell phone video technology two generations ago had better cameras then those they used to film Star Wars. Which means, the tools are there for all of us to use – we just have to go out and grab them.

Ryan began his career in video marketing while selling cars in Ohio. After making a career change, and the decision to move to Miami and work with Grant Cardone, Ryan got a better idea. He decided to move to Tampa. Being completely new to the city, Ryan moved with no network or database. This was when he started shooting videos and posting them to Facebook for fun.

Ryan explains that people don’t care what you look or sound like, just as long as you have something valuable to say. In his experience, it doesn’t matter whether you are an introvert or an extrovert – anyone can do video marketing. The secret is to find a topic that you can get excited about and go from there.

Lastly, Ryan answers the question, “What should we do video marketing in the first place?” And shares his insight on what type of content lasts on social media and how long you really have, to make an impression.

This episode is part one of a two-part series. Stay tuned for Part 2, coming soon!

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan sit down with VanDyk Rookie Loan Originator Jake Keglor, who having only been with the company for just over 2 years, sold $18 million in 2020 and $12 million thus far in 2021.

Jake shares his career growth journey with the men, from his first job at Apple to his current role with VanDyk.

Beginning his career in Operations under the name ‘Jane K.’, Jake became VanDyk’s first Junior Processor before moving into Junior Processing Manager.

For him, the working in the mortgage industry runs in the family. In fact, Jake is the son of VanDyk’s Senior Vice President Loralynne Ball, who built her own origination business through diligent practice and consistent relationship building.

Jake talks about, how after spending a few years learning the structure of a loan, he was ready to move into sales. When he made the decision, he knew it was important to align himself with a partner who he was comfortable with and who he respected for his success.

Jake goes on to talk about how he works hard to achieve both his career and personal goals alike. He shares how during COVID he lost over 50lbs and quit smoking, while he continued to sell and grow his business. By making himself available to his agents, making daily wellness call and attending team building events and happy hours, Jake continued to develop and foster important business relationships. To him, he understands that this career isn’t about being available from 9-5, it’s so much more than that. It’s about being available when your clients and partners need you.

Jake talks about how important it is to engage in activities that you are comfortable with, as well as those that push you slightly out of your comfort zone. His motto is, “Be there, be present, and be a resource – even when it’s not your deal.” As a professional who believes in being a team player, this is extremely important to him.

Lastly, Jake emphasizes the importance of being able to adapt quickly in a market such as this – that often shifts at a moment’s notice. He shares that, this, is ultimately how you will succeed.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan talk with VanDyk Rookie Loan Originator Sean Carter, who within six months of joining the industry, sold $2 million in volume.

After spending 30 years in the automotive industry – 22 ½ of those years spent in automotive financing – Sean explains that he was ready for a new challenge when he made the decision to leave his job and his home in Michigan and move to Ft. Myers, FL.

After having a poor mortgage loan experience, Sean was introduced to one of VanDyk’s Top Producing Loan Originators, Tim Hart to step in and help. Tim showed Sean that this process didn’t have to be difficult, in fact, it could be enjoyable. And this is when Sean knew where his next career move would be.

Sean joined the mortgage industry in October 2020, with Tim as his mentor. With thoughtful guidance and support, Tim mentored Sean in every way. This is one of his secrets to success – get a mentor who cares about your success, as if it were their own. One willing to put the time and energy into each one of their proteges.

Bryan asks Sean what his other secrets were to building relationships in a state, and in an industry, where he knew next to no one. Sean explains that by attending in-person broker opens and open houses during the weekends, he was able to build important relationships and generate valuable leads. Sean goes on to explain that he attributes 3/4’s of his database to attending these open houses.

Sean shares that in addition to taking the time to build relationships by attending these events, he also made sure to follow up with each new connection through a simple text and contact card. He also explains that he provides market updates to his database and encourages open communication – letting his clients know that he is always available to help them with any mortgage loan needs they may have.

Lastly, Sean shares that he believes that having a mentor and a strong supportive team is the key to his success. To him, it was “the difference between sinking or swimming.” And even though he had many years of sales and financing, the mortgage industry is a different beast. One where mentorship is necessary.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan share their tips and tricks for Loan Originators and running their business.

The men start by discussing the importance of taking time off to get refreshed, rested, and passionate about loan originating and the mortgage industry. They explain it is crucial to put in as much effort into one’s business plan as they do into their personal life.

The men highlight the opportunity for a small refinance window, this July 2021.

Since March 19th of this year the market has improved almost 200bps. This, in addition to the recent elimination of the Adverse Market Fee by the FHFA, which no longer requires lenders to pay the 50bps fee on refinanced mortgages, allows for families to save even more money when refinancing – making it a great option for current homeowners.

They go on to share one of their pro-tips, emphasizing the importance of developing a pipeline of refinance opportunities, so that LO’s can lock consumers quickly when they get a great rate sheet, saving them time spent doing the upfront work.

John talks about how LO’s need to start hitting their database with calls, social media, text, etc., to raise awareness that rates have dipped. Especially since we are not sure how long this will last.

The men continue to discuss the current state of mortgage forbearances throughout the country, and how only 3.5% of homeowners are currently in forbearance. This continues to be an unknown for housing. They ask the questions, “Will we see inventory come on the market? Will homeowners get caught up? Will they refinance to recast their monthly payment?” Homeowners in forbearance can refinance after three on-time payments. They can also purchase immediately if they want to be move-up buyers.

The men go on to share another pro-tip for LOs and Realtors. That is, to communicate that you are available to help and ask questions for those who are in forbearance. There are a lot of options, and most homeowners don’t know what they are.

Lastly, the men discuss that they have seen Loan Officers getting an increased number of calls in Florida about their payments going up. They explain that, with a fixed rate mortgage, the principal and interest portion of the payment can’t increase. If you see an increase in your real estate taxes or your homeowner’s insurance, you will see your payment change to adjust for the escrow shortage.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode, John and Bryan sit down with Fred Dopman, VanDyk Mortgage’s Regional Manager of Florida, and Washington D.C. areas, as he shares the secrets to being an in-house lender in real estate offices throughout the country.

Fred begins by discussing what the average day looks like for a Loan Originator in a real estate office. He compares the opportunity to getting an audience with agents in their own office to hunting in a zoo – it’s there for the taking. However, he goes on to recognize that business won’t come out of nothing, and that effort must still be made. Fred explains that working in a real estate office can often be more difficult than it seems.

Fred discusses some of the key activities that loan originators needs to take in order to win business, when working in a real estate office. One of these being, finding a way to add value to agents. He goes on to explain that success is in being a business partner, not just an affiliate. And how new agents in an office are a gold mind.

Fred answers the question, “How do you reach new agents that don’t come into the office?” And finishes with sharing the secret that, regardless of the level of business you currently have, being an inside Loan Originator is an opportunity that could truly change your life.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode John and Bryan sit down with VanDyk Mortgage’s new National Director of Strategic Growth and Branding, Steve Richman. Steve joins the men for a second time this year, but this time, to talk about his newest role and how he plans on utilizing his valuable knowledge and thoughtful insight to help grow the brand.

Steve, who has been involved in the mortgage industry for over 20 years, talks about his many years of experience and how his role has continued to change. Starting out as an Account Executive and Loan Originator, Steve joined a small company in Maryland. Here, he began growing his career as he held a variety of roles in management, underwriting, closing, and finally training – where he found his true passion.

Steve goes on to explain that he spent the next few years as an independent trainer, before joining GE Mortgage Insurance, now Enact Mortgage Insurance. For 19 years, Steve held the role of speaker, motivator, and coach and spoke to over 350,000 industry professionals and over 500 lending institutes nationwide. Though he truly enjoyed his role at GE Mortgage Insurance, Steve explains that after COVID hit, he was ready for a change.

Enter VanDyk Mortgage.

With a desire for a new challenge in a diverse and collaborative environment, Steve talks about what motivated him to join the VanDyk Mortgage family.

He explains that, to him, VanDyk is the “smallest giant in the industry.” And with the perfect amount of fun and professionalism, they truly are the best kept secret. (And we think so too.)

Steve talks about the advantages of VanDyk’s size as a company, being small enough to be fast and nimble, but large enough to provide the necessary technology and resources to play in the big leagues.

Lastly, Steve goes on to discuss how his role will look day-to-day and how he plans on growing the team with a thoughtful approach while building brand awareness throughout the industry. By focusing on diversifying the company, working with associations, and leveraging his contacts into partnerships, Steve is certain he will quickly become one of VanDyk’s greatest assets. And we think so too!

Welcome to the team Steve, we’re thrilled to have you here!

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode John and Bryan continue their conversation with Anthony Mosley, VanDyk Mortgage Regional Manager, and coach with Hero Nation. This week the men talk to Anthony about how someone goes about making the decision to hire a career coach, and how it is an important first step – and personal investment – in starting their own business.

Anthony discusses how Loan Officers who first get into the business, often look at things the wrong way when deciding which company to align themselves with. Bryan goes on to share what he learned from his rookie experience and what he would have done differently in those first two years.

The men share that to be successful in this business long-term you must have a solid plan for earning Realtor business. Anthony recalls when Dave Jenks told him that, if you’re a realtor, you need to have a good lender. You need a partner that is going to help you market and generate business. This is important for loan originators and realtors alike. Your database is the most important tool you have in your business.

The men go on to discuss what accountability looks like in coaching. Anthony shares that you don’t really know what you want if your intimidated by accountability. And how, if you focus on activities, you will never have to focus on income again. Bryan shares what John Maxwell said about money – that it does two things – it gives you options or allow you to help other people.

Lastly, Anthony talks about taking the time to be grateful. And poses the question, “Do you take a daily account for what you are grateful for?” Sometimes our wins in a week or month are the steps we are taking to hit our overall goals. We tend to focus on the things that didn’t work out, rather than those that did. We should remember to celebrate our wins, even the seemingly small ones. Every win is a step in the right direction.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode John and Bryan talk about the shifting mortgage market and the half-time adjustments that must be made.

They look to the sports industry and talk about how professional athletes understand the need for half-time adjustments – regardless of whether they are winning or losing - and how great coaches know how to make great half-time adjustments.

The men go on to suggest that goals should ideally be measured weekly, rather than once a month, allowing for more opportunity for adjustments, more room for improvement, and an overall better measure of success.

John states that in his opinion, industry professionals must get ready to play defense regarding inventory and mortgage interest rates in the second half of the year. Bryan talks about the importance of incorporating all aspects of our lives into our adjustment plans, including our health, finances, spirituality, and relationships, rather than merely business practices.

The men go on to share 4 ways to make your half-time adjustments right now.

First, you must look at your current goals. Are you where you wanted to be at this time? Is your business up, down, flat – do you even know? Are your goals being easily met, or even crushed? Do you have a gap in your goals to make up? The men discuss how it can be helpful to write yourself a report card, and grade yourself on all aspects of your life. Awareness is more important than knowledge.

Second, identify time wasters. You can do this by asking yourself – Does this activity produce a ROI? If so, how much? Is this worth the energy it takes to expend? What, if anything, is getting in the way?

Next, the men emphasize the importance of being agile and willing to pivot. If everything is changing, you must change with it. In a shifting mortgage market like the one we find ourselves in today, it is necessary that you shift along with it. Adjustments allow for improvement, remaining the same will never allow you to evolve or reach your potential.

Lastly, the men stress the importance of holding oneself accountable. There are many ways to do this, including hiring a coach, asking for help, following through with personal commitments, and writing your commitments down on paper. This is how you make sure to follow through with your goals. And ultimately how you will continue to succeed.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s episode John and Bryan sit down with Anthony Mosley, a VanDyk Mortgage Regional Manager and coach with Hero Nation. Anthony discusses his philosophy on life which is, “You either spend your life learning or teaching.” He is a strong believer in using one’s own life lessons to expand one’s knowledge and help others.

The men talk about the importance of business coaching; if it is a one size fits all commodity, and why someone would choose to hire one.

They go on to discuss what Loan Officers should be looking at when choosing to work with a certain coach and a specific company. They emphasize the importance of aligning oneself with a company with similar values and the right level of support.

The men talk about the difference between coaching and mentoring. Anthony specifically focuses on Real Estate Agents and Loan Officers, as he is both a mentor and coach to both groups.

Anthony continues the discussion by explaining that people should look at coaching in terms of what value it can bring them, rather than focusing solely on the cost.

The men go on to explain that no one is above this idea and that even coaches have coaches. Bryan shares the different parts of his life – spiritual, financial, health, and business – where he looks to a mentor. He goes on to explain that by gaining this guidance and self-awareness through his own mentors, he is better able to guide others.

Lastly, the men talk about how asking questions is the best way to work through a challenge or opportunity, and what types of questions you should be asking. They talk about what a coaching relationship should look like, how fear of accountability can hold you back, and that the first step in finding the right coach for you is to uncover your own unique reason why.

This Top Producer Series Episode is part one of a two-part series. Part two will air on July 8th, so stay tuned!

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s podcast, John and Bryan sit down with Kris Radermacher aka Klear2Klose with Kris powered by Lincoln Lending Group, where she has held the role of Sales Manager/ Mortgage Loan Originator for the past 1.3 years.

Kris has seen much success in her short time in her Kareer as an originator. She started originating in 2018 after spending 11 years on the back end of the mortgage process. Klosing 2.3 million in 2018, 7.8 million in 2019, and 19.33 million in 2020. Kris talks to the men about her great success and how she got to where she is today.

Starting with no Kontacts, Kris pitched renovation loans by Kold Kalling agents she found on Zillow. With a motto based on the idea of showing Klients you care for them and their best interest in mind, rather than a focus on the money. Kris describes how she grew her business significantly in just 3 short years.

Kris emphasizes that another key to the success of her business is that she is not afraid to try any loan product that is offered. She also talks about her most effective networking techniques, like joining virtually every mortgage loan originator group and Facebook group. This has led to her being blessed with meeting lots of real estate agents, business professionals, and reaching those even out of state.

Kris goes on to discuss her goals for 2021 and her plans to grow her team. She tells the men how she is a huge fan of generating leads through social media platforms like Facebook and Instagram. The key to her business is she gets to know her referral partners and Klients on a more personal level by building friendships with them over social events, like lunch or happy hours.

Lastly, Kris shares that she strongly believes in setting goals that are achievable and reassures listeners that starting her loan origination journey was not easy. However, she goes on to explain that as long as you Kontinue to persist in the face of hardship, you will ultimately succeed.

Your Ko-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Klients, and those who want to Kreate homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s podcast John and Bryan sit down with VanDyk Mortgage’s Chief Secondary Officer, John Barnes, and discuss where mortgage money to finance a home comes from – from the consumer’s perspective.

Since the Great Depression, banks have stopped lending and the government has stepped in to provide a vehicle for mortgage lending. John explains how warehouse banks make money available to lenders to provide financing to homeowners.

The men go on to discuss the three government sponsored entities that lenders can sell loans to – Fannie Mae, Freddie Mac, and Ginnie Mae – and how they form pools of loan groups that are sold on Wall Street in the secondary market.

The goal is that these three GSEs act as the central spoke for liquidity on the mortgage market. This way, lenders are not forced to go to Wall Street to pool loans – investors can go straight to the GSEs.

The men talk about how the long-term money for lenders is in servicing loans vs. selling them to a servicer. Since GSEs are the central spoke in mortgage lending, they set the guidelines for loans.

Lastly the men speculate a bit on what could happen when forbearance ends from the Cares Act and how rates are set on a daily basis.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s podcast John and Bryan sit down with VanDyk Branch Manager and Loan Officer, Greg Morga, who with less than 3 years in the industry, has closed over $20 million in loans.

With a background in wireless sales, Greg made his debut into the mortgage industry when he was given an opportunity to work as a loan partner alongside a top producing loan originator. This is where he discovered his love for the business.

From humble beginnings, Greg understands and emphasizes the importance of starting from the bottom. His philosophy is – it’s all about your mindset. To him, if you think about money, you fail. If you think about winning, you win.

Early on in his career, Greg realized the importance of tracking his performance. He began building his career by going to open houses and networking with realtors face-to-face.

And his hard work paid off. In his first year, he closed $12 million, in 2020 he closed $37 million, and in the first 5 months of 2021 – he closed over $20 million in loans.

Greg goes on to share the secrets to his success, which is generating referrals by building genuine relationships. Though he began building his business by calling Zillow leads, today Greg attributes 90% of his business to referrals.

When he found that he was closing 12 loans a month, he realized he would need to build a team to keep moving forward. Which is exactly what he did. Another one of his philosophies? “Once you are content, you can’t grow.”

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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.In this week’s episode, John and Bryan discuss ways to bullet proof your mortgage business during a shift.

We are currently experiencing a mortgage market shift as refinances begin to slow down and purchase financing begins to rise. For the first time in a while, the mortgage industry is facing a YOY decline.

In an unprecedented time, the mortgage market experienced their best year yet in 2020. And though we have entered a new calendar year, the real estate market is still hot. There is a huge opportunity still for LOs in this market to get purchase business.

The men discuss current inflation and how it is driving mortgage interest rates higher. However, once the federal government steps in to fight inflation, mortgage interest rates will come back down. Their advice for LOs: the borrowers you are helping today will become refinance eligible at some point in the future. So, act with intention.

Lastly, the men share tips for LOs today, in order to remain ahead of the inevitable mortgage market shift.

Pay attention to the numbers, they tell a story.
Adapt your processes to the new market. This means, adjust your staff properly so you can focus on sales activities, clarify each team members’ roles, put a hedge of protection on your relationships, and have a plan to develop new ones.
Double down on marketing efforts.
Uncover your unique selling proposition (USP) – what it is about you? Why should someone choose you? Why choose the lender you are aligned with?
Make it a point to lead. As a leader you should have a clear plan with clarity of goals and activities, increase awareness of what is going on in your business, and always be sure to remind your team that you have their back. This is how you grow together, and inevitably succeed.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s podcast John and Bryan continue their conversation with VanDyk Mortgage’s Senior Vice President of Sales, Loralynne Ball, who shares more tips on growing her brokerage and making the decision to move to retail lending.

Loralynne continues to talk about her journey, as she discusses the steps she took to build her team, and the trials and tribulations she experienced along the way.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s podcast John and Bryan sit down with VanDyk Mortgage’s Senior Vice President of Sales, Loralynne Ball. With a long history, Loralynne understands the business from both the Operations and Sales side with her unique perspective.

Loralynne talks about her early days in the industry as a Loan Originator and share tips and tricks on how she built her origination business as a young Loan Officer. She expresses the importance of performing a good application upfront; and that garbage in = garbage out.

She also shares secrets on how she was able to create a large volume business as an LO without much leverage. One of her secrets being, each week she would commit to working a ‘late’ day, staying in the office until 10 or 11pm.

John digs deep with Loralynne on navigating the friendzone with referral partners, while Bryan asks her what taking a good 1003 looks like.

Loralynne goes on to share how she adapted to the needs of each of her referral partners – which is an old school tip that can be leveraged with technology today. She also expresses how she wishes she would’ve had guidance from a coach which would have allowed her to act more purposeful with her business in her early days.

Lastly, the group shares some simple tips for rookie Loan Originators and strategies that they can use in their first two years to rapidly grow their business!

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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In this week’s podcast John and Bryan answer looming the question, ‘Should we expect another Housing Bubble in our future?’

By comparing the difference between lending pre-2008 vs. lending now, the gentlemen determine that we are not entering a housing bubble.

Today, we are verifying the ability to repay when lending, homes have equity and there is lesser builder speculation. In the current market, housing is like toilet paper was a year ago – most builders aren’t building enough homes.

The men go on to discuss that that home affordability is at all-time lows, even with increasing home prices.

They ask the question, “What would home appreciation look like if we didn’t have appraiser independence?” And discuss why home appreciation is decreasing the amount of FHA buyers in the market.

Bryan and John share their strategy on why homebuyers should borrow as much as the bank will allow when they are financing a home and why the next 5 to 6 years should be some of the best years Real Estate and Mortgage Lenders could see.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

Disclaimer:

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In this week’s podcast John and Bryan talk directly to Mortgage Loan Officers about growing their business in the new year.

They ask the questions – How do you know if your business is growing? What should you measure your Year-Over-Year sales against? Are you growing at the pace of the market, or at the pace you have created through your activities?

The men discuss that units are a reflection of your activities, while volume is a reflection of the market. They talk about how often you should be reviewing your numbers and adjusting your business plan.

As we find ourselves in the first quarter of the new year, they ask – What is your plan to maintain the same level of production in 2021 as you had in the year 2020? Have you shifted your activities based on the shift in the market? Is your business plan built for the market today, or for yesterday? And how will you shift accordingly?

In a seller’s market, like the one we find ourselves in today, you must be creative at financing to help Realtors and buyers to win deals. Real Estate agents need your help more than they ever have before. And it is the Loan Officers who want to avoid being replaced by FinTech Lenders that will need to provide the most value.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

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Do Mortgage Loan Officers Truly Have an Uncapped Income Potential

In this week’s podcast John and Bryan talk about the uncapped earning potential among mortgage loan originators and how they can maintain a work/life balance.

They ask the questions – What gets in the way of Loan Officers reaching their top income potential? In efforts to maintain a healthy work/life balance, how can they make more money while still having free time to do the things they love, outside of work?

The men discuss the different capacity each of us can physically handle when it comes to growing and maintaining our own businesses and how to do so. They explain that, in order to break ceilings of achievement, one must review their systems and models.

They go on to examine what prevents loan officers from taking the leap to leverage, and to answer the question; ‘How can one identify the missing person to grow their business?’ The men also offer an apology of leverage at 19:00.

Lastly, the gentleman share advice for Mortgage Loan Officers looking to get started in the business!

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

Disclaimer:

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This week, Bryan and John talk to Stacy Flanigan from Angel Oak Mortgage Solutions.

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Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage.

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This week we hear from Kacie Edwards. She is top 10 in her real estate board, started her own brokerage in 2020 during a pandemic, and went from rookie to top producer in 4 years all in her early 20’s. She shares tips, tricks, and secrets that have helped her build her business.

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In this week’s podcast John and Bryan kickoff the Top Producer series for Real Estate agents. Our first guest up in the series is Jessica Roman, founder of the Roman Group.

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John and Bryan talk about the year since the initial Covid-19 lockdown. How the mortgage and real estate business shifted in March 2020 and how it's shifting now.

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This week Bryan and John are joined by David Carothers.

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This week Bryan and John talk about what's going on with interest rates in the current market.

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This week Mike Lumsden joins us to talk about the importance of Title.

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In this week’s episode John and Bryan sit down with Genworth's MI Guy Steve Richman to discuss down payment myths, the current administration, and market updates.

Steve talks about the role that MI plays in the Mortgage and Real Estate game as well at what changes we can see with a new administration in DC. He goes on to discuss market speculation with all the activity currently going on in Washington DC, along with the impact of COVID on the market.

Steve shares his valuable insight with us tearing down common myths like needing 20% down to purchase a home. He explains that quoting a rate isn’t necessarily giving your client the best deal and how – in general – cash is king.

Lastly Steve shares his thoughts on the current housing market, if we will see a housing bubble, increase in home values, and the impact of COVID-19.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

• Facebook: www.facebook.com/Contacts2Contracts

• Website: ctcpodcast.co

Bryan Lovell:

• Personal Facebook: www.facebook.com/bryan.lovell.56

• Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

• Personal Facebook: www.facebook.com/johnjonescb

• Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

Disclaimer:

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As our Top Producers Series comes to a close. John and Bryan go over some of their most significant takeaways from this series. You'll be shocked to see how simple some of these tips are. You won't want to miss this.

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This week's Top Producer is OG loan officer Sean Moore. Sean started doing loans back in 97' when there was no automation and leads were all done in person. As one of VanDyk's top producers, Sean gives us insight into how he's maintained his success over the past few decades. Some of these tips might blow your mind, seriously!

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New Episode is LIVE This week's Top Producer is all the way from Cinncinati, OH. Rob Young tells us how leveraging his team and resources led to his success.

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This week's Top Producer is all the way from the Tampa Bay area. From college grad mowing lawn to one of VanDyk's Top Producers. Justin Kelly gives us insight into how he sustained his business over the years.

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This week's Top Producer is all the way from the ATL, Stephen Katz. With 26 years of experience, Katz gives us insight into how the industry has changed. As well as, how Katz has continued to maintain the level of success he has over the years through relationships.

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This week's Top Producer is all the way from Palm Harbor, FL, Brian P. Forrester. Brian details how consistency and continued education can lead to success. If you a first-time mortgage originator, you'll want to check this out!

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This week's Top Producer is Fort Myers Legend Tim Hart. A staple in his community and a kick-ass loan officer, Tim gives us insight into his success.

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We are kicking off our Top Producers Podcast Series with Shawn Miller. We get insight into Shawn's rise to #LendingSuccess over the years.

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This week we have a special guest from Home Loan Assist's Credit Specialist Pamela Paulson. Pamela gives us the Ins and Outs of credit!

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This week we are discussing how to set up the best business plan for a successful future. This for all entrepreneurs looking to ensure that they are going beyond their goals.

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This week we have a special guest, Sarma's Senior Account Executive Doug Swan. Doug gives an inside look at Sarma's services and even insight into mortgage credit pulls.

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In this week's episode, we are going to give you our Top 5 Do's and Don'ts to grow your business in today's digital landscape. We'll also be discussing how to set up your business plan for success.

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We are giving you the ins and outs of forbearance today! We are also giving you some tips on who to navigate the forbearance question with your clients.

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Today we discuss where the economy is headed and how this may affect the Mortgage Industry. We are giving you insights on how to hand potential risks from economic inflation. As well as, how to set your self up for success to manage high and lows in the industry.

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We're discussing professional standards and how you're day to day workflow has changed. We'll be giving you insights on how to adjust your day and appearance in a way that maintains your standards.

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This week we are discussing how "Numbers Tell A Story" in every aspect of your business. Giving you insight into identifying revenue-generating tasks in your day to day work. As well as, setting goals that move you beyond stability into legacy achievements.

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Get insights on managing your calendar during COVID-19, staying relevant, and some crazy zoom bomb stories.

Your co-hosts are Bryan Lovell, National Director of Business Growth at VanDyk Mortgage, and John Jones, Florida Regional Manager at VanDyk Mortgage. Bringing you the latest insights into the home industry! This Podcast is for Brokers, Lender, Realtors, Clients, and those who want to create homebuying success.

Check us out on social media:

Facebook: www.facebook.com/Contacts2Contracts
Website: ctcpodcast.co

Bryan Lovell:

Personal Facebook: www.facebook.com/bryan.lovell.56
Linkedin: www.linkedin.com/in/bryanlovellteam

John Jones:

Personal Facebook: www.facebook.com/johnjonescb
Linkedin: www.linkedin.com/in/johnjonesvandykmortgage/

Contacts to Contracts: Recent Episodes

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