Art of Mortgage Marketing

Over the past 2.5 years, the majority of mortgage pros have seen a sharp decline in their pipelines in comparison to the “mortgage gold rush” of 2020-2021. Relying on the same old prospecting methods that worked a few years ago have probably hit the point of diminishing returns.

The reality is, if you're fishing in the same pond as everyone else, you're likely walking away empty-handed. To stay afloat and thrive, you need to get creative and start looking for opportunities where others aren’t.

Sticking with the status quo in this market could cost you more than just a few deals—it could cost you your livelihood as it has for tens of thousands mortgage pros over the past year. The top producers are thinking differently and taking innovative approaches to secure leads that others are missing out on. They are using this so-called “down market” as an opportunity to up their marketing innovation, so they can take market share. 

What if you could discover a wellspring of quality leads in places no one else is looking? Just think about how your business would transform as you build powerful partnerships (in unique and creative ways) that consistently bring in business, while your competition clings to the conventional dinosaur methods that lead to extinction. 

In this episode, my co-host Penny Wrightly and I talk about powerful, creative prospecting strategies that work even in today’s tough market. If your pipeline is drying up, it's a clear wake-up call—time to step up, take massive action, and start getting creative to proactively generate quality leads now!

It’s important to maintain your grit and have a strong frame of mind in this business. Things that are working, you need to continue doing, and if something's not working, you need to cut those things, but remain consistent with the fundamentals. -Penny Wrightly

You’ll also learn:

• Why right NOW is the perfect time to step up and innovate your prospecting strategies (while everyone else is sleeping at the wheel)

Guest Bio

Penny Wrightly is a seasoned mortgage professional and expert in creative lead generation. With 24 years of experience in the mortgage industry and an alumni of Doren Aldana’s coaching program, she has built a reputation for thinking outside the box to find opportunities where others don’t. Penny specializes in helping mortgage pros expand their networks, create valuable partnerships, and boost their business even in challenging markets. Her hands-on approach and innovative strategies have made her a sought-after speaker and coach for those looking to thrive in the competitive world of mortgage marketing.

About Your Host

Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine, The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.

In today’s ultra-competitive market with low inventory and relatively high rates, leads are harder to come by, and yet, many are unwittingly wasting the few they do get by making costly mistakes.

The key to thriving unthriving times isn’t necessarily just about getting more leads, but in converting more of the ones you already have into high-quality, high-paying clients who send referrals, give rave reviews and then come back to do repeat business,

Focusing solely on generating more leads might mean you're missing the bigger picture. The real issue often isn’t the quantity of leads but the quality of your lead source and the quality of your follow-up.

Many MLOs are letting potential deals slip through their fingers by not fully capitalizing on the opportunities they already have.

Are you truly squeezing all the juice out of the opportunities you’ve been given, or are you letting potential deals slip through your fingers? How would your life change if you could close more deals with less stress?

In this episode, I talk to Lead Conversion Expert, Penny Wrightly, where we reveal the 3 secrets for closing more deals from fewer leads. Stop doing it the hard way and start doing it the SMART WAY.

"Whether your leads come from your client database or referral partnerships you’re building, those will be your highest-quality leads and the easiest to convert." -Penny Wrightly

You’ll also learn: 

• How to assess and improve the quality of your leads to skyrocket your conversions.

Guest Bio

Penny Wrightly is a mortgage industry veteran with over 24 years of experience, now serving as the Chief Conversion Coach at Planet Prosper. From starting as an administrator to becoming a principal broker, Penny has scaled the heights of the mortgage world, leading teams to exponential growth. She’s passionate about helping mortgage pros turn hard-earned leads into consistent closings, and her deep expertise in lead conversion is second to none.

About Your Host

Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.

Most people think making decisions that lead to revenue growth is all about speed or just following your gut, but there's a lot more to it. Top producers in the mortgage industry excel because they have mastered the art of strategic decision-making.

What really sets top producers apart isn’t just that they know how to close a loan or sell their services – both of those skills are vital – but rather, their ability to lead themselves and others with powerful decisions that produce extraordinary results.

In this episode, I explain the top five decision-making habits of successful mortgage pros that can improve your leadership and explode your pipeline.

"Top producers have a strong propensity and proclivity to step outside their comfort zone, swing for the fences, and take strategic risks for higher rewards because there is no reward without risk." - Doren Aldana

Things you’ll learn: 

-How to make decisions quickly and wisely, while avoiding the pitfalls of being rash or procrastinating.

-Ways to balance big dreams with realistic, incremental milestones, ensuring strategic growth while mitigating unnecessary risk.

-When to seek advice and move forward confidently once a decision is made.

-Why you need to use your head and heart, trusting your gut while relying on logical analysis and critical thinking.

-How to act quickly on opportunities but be patient with results, prioritizing high-impact decisions.

Success in the mortgage industry often feels like an uphill battle, an endless grind against constant challenges.

For many LOs, the daily grind can seem overwhelming, with rising rates, increasing competition, and the struggle to stand out in a crowded market. These obstacles are not exceptions but the norm, and how you handle them defines your success.

How can you rise above the resistance and ramp up your revenue? How can you WIN in ANY market CONSISTENTLY, not just a “fair weather” market?

In this episode, I talk about the common struggles most mortgage pros face—low inventory, high rates, stagnation, frustration, and a dwindling pipeline. I also reveal the three counterintuitive truths of success that will change your mortgage career forever.

"Income growth is preceded by inner growth. Your business is like a personal development course with a compensation plan attached." - Doren Aldana

Things you’ll learn:

- How inner growth precedes income growth.

- The importance of focusing on the process rather than the prize.

- Why connecting to your purpose leads to greater success.

- How top producers win in any market regardless of market conditions.

- Practical steps to overcome fear and take purposeful action.

It's still a challenging market with rates high and inventory low, but remember, it's not the market, it's your marketing – AND YOUR MINDSET! It's all about controlling what's INSIDE of your control, and obviously, you cannot control market conditions. What you CAN control is your daily activities, what you focus on, and the spirit you bring to those activities, and that makes all the difference in the world when it comes to your results.

Have you ever wondered how the TOP 1% income earners think and that allows them to earn 10X more than the average LO? What do they know that you don't when it comes to their ability to stay resourceful and show up confidently in the face of obstacles? How do they turn adversity into opportunity that puts wads of cash in their wallet?

In today’s episode, I reveal 5 key ways top producers think differently than the average LO and how you can apply these mindsets to your mortgage career. By the end, you will have the tools to break through barriers and reach new heights of success despite the current market.

To accelerate your speed of success, you must accelerate your speed of failure, and top producers embrace the concept called fail forward fast. –Doren Aldana

Things you’ll learn:

-How top producers defy common sense and conventional wisdom.

-How the elite high achievers deal with failure that sets them apart from the pack.

-How the top dogs relate to discomfort and build consistency in their daily disciplines.

-Techniques top producers use to maintain peace and calm, enabling them to solve problems more effectively.

-How top producers make decisions that allow them to accelerate their success.

Mortgage rates are rising and inventory is low, leaving most mortgage originators feeling frustrated and defeated. The pressure to engage Realtors has never been higher, and the competition is fierce. But what if you could turn this adversity into your biggest opportunity?

-How to avoid showing too many "whiskers" and start offering only the "cheese" that Realtors can’t resist

-How to develop a vetting process that positions you as an attractive partner - but not "easy to get."

-How to change your approach from selling to attracting, from chasing to asking quality questions and presenting custom-tailored solutions so you become the only logical choice

As the real estate world braces for the impact of the $418M NAR settlement that was recently approved by the judge, many Realtors are shaking in their boots with fear. With potential commission cuts and changing market dynamics, there’s a palpable air of uncertainty and even trepidation. But what if you could turn these challenges into your biggest opportunities?

There’s a good chance that the NAR settlement will put pressure on your Realtors to STEP UP or STEP OUT. With smart sales and marketing strategies, you can help your Realtors flourish under these new conditions, gaining an advantage over those who do not adapt.

How do you make yourself the go-to influencer for your Realtors to help take market share and leave their competition in the dust?

In this episode, I will share 3 strategies to use the NAR settlement to your advantage to attract more Realtor partners and supercharge your career. Don't just sit on the sidelines and allow your Realtors to survive this shakeup—help them THRIVE!

Things you’ll learn:

-How the NAR settlement could redefine buyer agency commission structures as we know them and reshape the landscape for Realtors

-Specific steps you can take to align with the new rules to help your Realtors prosper

-How to become a beacon of light in the darkness for your Realtors so you can help them find their footing and flourish in the face of this firestorm

Are you stuck in a rut of resistance, feeling powerless to make progress in the face of rising rates and low inventory? If you’re looking to break free from frustration and unlock new opportunities, this message is for you…

Picture this: getting past your obstacles, reigniting power to thrive, and boosting your confidence with a proven plan for prosperity.

Think that’s a pipe dream? Think again!

Case in point, Bernadette Laxamana went from having her best year yet in 2022 to being in the dumps, depressed, dejected, and frustrated because her income tanked and she didn’t know how to get out of her funk.

She reached out to us for help and the rest is history…

Thanks to our proven Realtor Attraction system, Bernadette was able to attract 16 VIP Realtor partners and build a $9.5+ million pipeline from scratch - without making a single cold call. How awesome is that!?

Listen in to this inspiring new episode as Bernadette Laxamana shares her zero-to-hero success story, and more importantly, how she was able to create a massive breakthrough in the face of one of the toughest markets this industry has ever seen…. 

Things you’ll learn: 

-How to unlock millions in your pipeline with innovative strategies—no cold calls, no begging, no butt kissing. 

-How to rebound from setbacks and rekindle your inner fire to turn adversity into opportunity 

-How to bring MASSIVE VALUE to your partners so they make you their EXCLUSIVE PARTNER

-How to recapture your LOVE for the business (and your LOVE for life) by becoming the BEST VERSION of yourself

-And much, much more!

Have you ever wondered what traits, habits and skills separate the top 1% income earners in the mortgage industry from all the rest?

I mean they all offer the same programs with the same rates as everyone else, but they earn at least 10X more than the average LO.

What do they know that you don't?

What champion-level mind-sets and skill-sets allow them to rise to the top, even in a down market?

After 19 years of being in the trenches coaching mortgage pros to success, I'm uniquely qualified to teach you exactly that.

This truly is the Holy Grail of mortgage marketing success – the master key that allows you to WIN in ANY market, not just in a "fair weather" market.

In this episode, I share 7 things upper echelon mortgage pros do differently that separate them from the mediocre majority.

When you focus on making an impact, your income takes care of itself. When you transform lives, your transactions take care of themselves. -Doren Aldana 

Things You'll Learn From This Episode:

-How to prioritize purpose over profits

-How to create a magnanimous mission that propels you from good to GREAT

-Growing vs. getting – how to turn failure into fuel for your dream

-The only consistent, reliable source of business that the Top 1% relies on

-Why a habit of servant leadership is the secret to greatness

Looking for a surefire way to bring in high-quality borrowers with less time, energy, money, and stress? You’re in luck.

I have 4 strategies for getting mortgage clients with the highest pay-off possible. These simple, yet powerful strategies will give you a practical path to power up your pipeline.

After all, why reinvent the wheel when you can leverage battle-tested methods that work even in the face of hyper-competition, margin compression, limited inventory, and everyone and their dog chasing after the same Realtors?

It’s time to start working smarter, not harder, so you can condense decades into days and get straight to what works without messing around doing it the hard way.

In this episode, I share 4 low-hanging fruit methods that can add a steady stream of quality borrowers to your pipeline without piling on more stress or headaches.

Let’s get into it…

Create channels where you can target specific people that you can help in some way. -Doren Aldana   

Things you’ll learn from this episode;  

-The best source of referrals with the highest-quality leads you can ever attract 

-How to get clients pre-sold on you before you even talk with them 

-How to create community, affinity, and connection with your own private FB group

-How shifting from vague generalities to meaningful specifics can boost your response rates