Lending Forward

By Atlantic Bay Mortgage GroupBusiness Entrepreneurship News

Lending Forward episodes

January 05, 2023 Alabama's TOP Agent on the Outlook of 2023
Today's guest is the one and only Ricky Carruth. Ricky sells over 100 properties every single year as a single agent, and want to help you do the same. He has created an online course and will work with you One-on-One.
He started Zero to Diamond, a company that helps real estate agents become successful. We are discussing the OUTLOOK on 2023, which agents need to be and mortgage bankers alike.
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.

26 min
December 28, 2022 A Winning Social Strategy for 2023 with Chelsea Peitz
33 min
December 21, 2022Strategic Selling and Property Management with Stephanie Clark
Today’s guest is Stephanie Clark of Stephanie Clark Real Estate. Stephanie has spent her 25+ year career helping her clients achieve their real estate goals. Whether staging and marketing homes for sale, helping buyers find their dream homes, or managing investment properties, Stephanie always exceeds her client’s expectations.
You’ll hear how Stephanie started working with her agent mom, how she built her team of professionals over the years, when and how she expanded into boutique property management (now overseeing 240 rentals), and some of her marketing techniques that continue to provide leads even in this challenging market.
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Stephanie’s path to real estate - working with her mom
Pivotal moments - building a team of 28
Boutique property management of 240 rentals and its admin challenges
Atlantic Bay - lenders that are reliable and consistent
Navigating today’s challenging environment - it’s just a bump in the road
Creative marketing to drum up business
Staging and presentation photos need attractive staging
Lending forward - leading the way as a businesswoman
Resources/Links:
Stephanie Clark Real Estate FB
Stephanie Clark Real Estate Website
Stephanie Clark Real Estate on YouTube
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
22 min
December 16, 2022Habits of a 90-Day Sales Manager with Dr. Bruce
Today I am happy to welcome back to the podcast Dr. Bruce Lund - Founder and Director of 90-Day Sales Manager - a 12-week master course on how to explain and sell your unique value, perfect your prospecting and follow-up, onboard and retain clients, create a world-class brand, and build your confidence.
This is the second episode with Dr. Bruce, and we’ll be talking about habits 1-5 of the 90-Day Sales Manager system. From being proactive, to following up, to keeping your name and business front of mind, Dr. Bruce gives us easy-to-follow steps, along with tips on how to achieve each one in the 90-Day Sales Manager system.
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Conference season is in full swing in September/October
Habit #1 was touched on last time - crafting your “message,” differentiating yourself, and overcoming the ‘commodity trap’
Habit #2 - ‘proactive prospecting’ The mindset is-helping/educating your target segments. Be proactive and follow up.
Habit #3 - Fortune is in the follow-up, how are you fighting to win the business?
Habit #4 -The customer experience, what is your 90-day client onboarding process?
Nurturing your leads instead of going on to the next deal. Every deal can be worth four more deals! Ask at least twice for referrals.
Advocates vs. promoters - promoters keep you in business, but advocates are the real rock stars of your contacts
Quick tips for small, textable videos - intro of yourself, steps of the process, intro to your insurance agent, don’t assume anyone knows how this all works
Habit #5 - one of the most important - self-promotion isn’t evil, it’s necessary - money follows attention and activity, be a person of influence!
Resources/Links:
Dr. Bruce Lund LinkedIn
90-Day Sales Manager
Dr. Bruce Lund’s First Lending Forward Episode
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
31 min
December 16, 2022Navigating through the Content Hustle with Phil Treadwell
Are you still confused about creating social media content for your business? You’ll want to listen to this episode.
Today my guest is Phil Treadwell, award-winning Certified Mortgage Advisor and 18-year mortgage industry veteran. He currently serves as the Market Leader for Your BREW Team at Thrive Mortgage. He is also the Founder and Host of the Mortgage Marketing Expert podcast where he interviews expert guests who share firsthand tips and advice on how to build a more effective and efficient business.
Phil was named one of the 40 Most Influential Mortgage Professionals Under 40 in 2019 by National Mortgage Professional Magazine, and he was also named one of their Most Connected Mortgage Professionals in 2021. Yahoo! Finance listed him of the Top 20 Mortgage Professionals in 2020. Phil has built sales teams & coached industry professionals in markets all over the country, and he currently resides in the Dallas-Fort Worth, TX area.
You’ll hear why marketing your business on social media is so important, some tips on how to create content that makes people want to stop scrolling and listen, and how to build relationships that are more than simply “transactional” in nature.
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Phil’s path to success
Phil’s a-ha moments - starting over in Dallas - similarities in the industry vs. today’s technology
Why content marketing/social media is so important - Average American spends 2.5 hours a day on social media
The ‘DMV test’ for your content
What content/inspiration? Guide ppl?
Who is audience
What value/objective
Best medium for that message to that audience
Pillar content - hobbies, places, groups on FB - that creates an audience
Tell your audience how your content will benefit them
Conversations with clients - “What is significant about this for you?” Dig deeper! Build relationships for life
Lending Forward – Social media - engage in other people’s content!
Resources/Links:
Phil on Instagram
Phil Treadwell LinkedIn
Thrive Mortgage
Mortgage Marketing Expert Podcast
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
27 min
December 08, 2022Humble Branding Pt. 2 with Coach Kyle Draper
In this episode, I’m welcoming back “Coach” Kyle Draper, social media expert and host of the podcast “The Social Media Mindset.” In this episode, we will be discussing Kyle’s thoughts on the changing popularity and functionality of different social media platforms.
If you’re not doing video content, both short and longer forms, and not taking advantage of all the platforms that are available to you, as Kyle puts it, it’s kind of like going fishing and having access to six poles, but saying “Nah, I’m good with just one.” Every conversation, meeting, class, event, is a source of content. Do a long-form 30-minute video once a week, and use that to pull all your shorter content for the week. There are easy ways to outsource editing and polishing with services like Fiverr, so why not give it a try?
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Re-evaluating social media - moving Instagram from #1 to #5 (Gary V the king of content), Facebook to #1 (for reels), YouTube shorts, TikTok to #3
Why not use every opportunity that is available to you - you’ve already got the content, so upload it to every platform you can!
Don’t ignore long-form content - podcasts, educational, do something longer than one minute to expose the best version of yourself as an expert
Pick two topics a week for 3-6 minutes each, and pull short reels from this content
Sit down and record 30 mins a week, send it to Fiverr to edit and create a final product, use that content to create content for all the platforms
Yesterday’s conversations are today’s content – your calls, your coaching, your meetings - all contain great content
Personal referrals are always trumped by your online presence, if you look like you suck, the perception is that you suck
Resources/Links:
Kyle Draper Website
Kyle Draper Facebook
Kyle Draper Instagram
Kyle Draper LinkedIn
Kyle Draper YouTube
The Social Media Mindset Podcast
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
19 min
November 24, 2022Agent Boundaries with Jeff Babb
Today I’m joined by Realtor and Property Manager Jeff Babb from @Coastal Realty, and CEO of Babb Real Estate. With 176 current properties under management, Jeff knows what it takes to build and maintain that size of business – and it involves setting boundaries to keep your work and family time separate and distinct.
The AtCoastal Realty team of professional realtors offers world-class service to clients in the Coastal Virginia & North Carolina Real Estate Markets. They serve the entire Coastal Virginia and Northeastern North Carolina Real Estate Markets including areas such as Chesapeake, Hampton, Newport News, Norfolk, Virginia Beach, Poquoson, Smithfield, Suffolk, and Yorktown.
Jeff believes that buying or selling a home does not have to be stressful or overwhelming. Excellent customer service can still make all the difference. He is an expert relationship builder and a master negotiator. A veteran of the property management business in Hampton Roads, Jeff loves helping people turn their real estate into a positive investment.
In this episode you’ll hear how Jeff got his start and realized that real estate was the place he wanted to be, making sure he has a team in place to support his lifestyle which includes separating his work and home life with definite boundaries, and some stories around his businesses in both property management and real estate sales.
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Jeff has 176 properties currently under management
How Jeff got to this point - at a sales award meeting, Jeff realized someone made $75,000 in one month as an agent
Agents starting out, or thinking of becoming one– Jeff’s advice is to make a plan to make enough money to cover your bills during a transition
Good and bad stories about Jeff’s experiences
How Jeff found success with management and listings - tenants that can buy, owners that need management
A-ha moment to expand team - Jeff thought he could do it all but ….
Business a-ha moment? Setting boundaries between home and business, being aware of balance
How did Jeff notice, and what has he changed around boundaries? Targeting only doing business during 9-5 - the business shouldn’t consume you
Lending forward? Inventory is low, stagnancy, rentals booming - so educating clients is key, ensure you have a strong base to build on, coach and train your teams
Resources/Links:
Babb Real Estate Website
AtCoastal Real Estate Website
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
20 min
November 17, 2022Ninja Selling with Rebecca Lorenz
My guest today is Rebecca Lorenz, Master Ninja Mortgage Coach and Ninja Selling Instructor. Ninja Selling is a training system based on a philosophy of building relationships, listening to your customer, and helping them achieve their goals. It is a philosophy that rejects pushy sales tactics. Ninja salespeople believe it is better to create value for people by solving their problems - the selling part then takes care of itself.
Rebecca works closely with loan officers to create a personalized plan of action using Ninja Selling. Rebecca started in the mortgage industry in 1999 and has had many roles over those years. From starting in the marketing department to loan officer, to having a top-producing team, she’s seen and experienced many facets of the real estate industry.
In this episode, Rebecca shares a quick overview of the “Ninja 9” selling techniques to help improve your connections and referrals, educate your clients, and to simply begin each day with gratitude.
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Rebecca’s background and path to Ninja Selling
What is resonating with people? The basics of Ninja 9 are evergreen, through every type of market
The 9 Steps
Start every day with gratitude
Show Up- dressed and ready
Send handwritten notes
Hot list = closing in less than 90 days
Warmlist = more than 90 days
Weekly update calls
Annual mortgage reviews
Minimum of 50 interviews/conversations per week
Updating your database
Lending Forward: this is the time to shine! It's a great time to educate, communicate, find out the changes in your contacts’ life
Resources/Links:
Rebecca Lorenz LinkedIn
Ninja Selling Website
Ninja Selling Coach Website
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
21 min
November 10, 2022Behind The Build with EDC Homes
Today’s guest on the podcast is Nick Jacovides, founder and CEO of EDC Homes. EDC Homes is an experienced Hampton Roads, Virginia-based home builder offering top-quality homes at affordable prices in Virginia Beach, Chesapeake, Norfolk, Hampton and Portsmouth. Locally owned and operated, they focus on homebuyers looking for prices starting in the low $300,000s as well as homes into the $800,000's.
The EDC experience can be summed up in one word: easy. From pre-closing through post-closing, we do everything we can to make the home-buying and move-in process as easy as possible for our customers. EDC homes offer superior value, functional design, and quality to each homebuyer. EDC focuses on core principles of excellent service, customer support, and flexibility, placing great importance on attention to detail and what makes a house a home.
I speak with Nick about his decision to pivot his company from the construction lending space after the real estate crash of 2008, the many benefits buyers can expect when purchasing new construction from EDC, and how the market for new homes is finally going to have more inventory available in the coming months and years.
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Intro and background - Nick Jacovides
How the real estate boom of 2006-07 was very different from the challenges we’ve had in the last few years
Building vs. buying? - wait times are finally coming down, EDC actually has unsold, built homes available for the first time in three years
What is the EDC advantage? Ranked highly in the Coastal Virginia region, watching trends in home needs, offices, kids play, flex space. Buyers want great kitchens w prep and storage, smart home tech, energy efficiency, energy saving.
Importance of four-pronged team - mortgage banker, listing agent, builder, buyer
2-1 rate buy downs from sellers is a great option for some buyers
Doing your research as a buyer is important EDC offers extended warranties, works closely with buyers to find the right purchase scenario
Advice for newer mortgage bankers looking to develop relationships with a builder – look at their inventory, current projects, pipeline, what’s coming in 4-6 mos., get the insider info, understand the buyer’s goals and needs
Lending forward? Big plans for the last quarter of this year, many homes coming available, larger and smaller, for lower price points, new communities with single-family homes, townhomes - lower price but w/amenities, national homebuilders show
Resources/Links:
Nick Jacovides LinkedIn
EDC Homes Website
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
18 min
November 03, 2022Mindset + Mechanics = Momentum with Jen Du Plessis
Today I’m joined by the world-renowned Jen Du Plessis. Jen’s passion is helping Mortgage Loan Officers, Realtors, and Entrepreneurs grow their businesses while maintaining the lifestyle they’ve always dreamed of. During 15 of her 37-year career in the mortgage industry, Jen has been listed in the top 1% of loan officers nationwide; spending 3 years in the top 200 of nationally ranked originators and has funded over $1 Billion in mortgage loans.
She is recognized as an Influencer in her industry as a #1 Amazon best-selling author of LAUNCH-How to Take Your Business to New Heights; Host of two podcasts – Top Ranked Mortgage Lending Mastery and newly released Success to Significance: Life After Breaking Through Glass Ceilings. She is a highly sought out and charismatic speaker; speaking on stages with such icons as Tony Robbins, Darren Hardy, Les Brown, Barbara Corcoran, and Jack Canfield.
In this episode Jen and I discuss what to do when you’ve become overburdened by your work and need to step back. We’ll talk about what to do first, how to surround yourself with great teams, how to work your contacts, and the necessity of honing your skills. Jen gives us simple, easy-to-understand steps that you can take today to increase your business while creating more time to spend with family and loved ones.
Lending Forward is a weekly podcast hosted by Taylor Ellard and powered by Atlantic Bay Mortgage Group. We bring you raw stories from real people in the mortgage industry. We're covering what's next in lending, forward-thinking, and reflecting on lessons learned from Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more! How are you lending it forward?
Founded in 1996, Atlantic Bay Mortgage Group® is a privately owned mortgage lender headquartered in Virginia Beach, Va. Atlantic Bay has been recognized as a Top 100 Mortgage Company in America, Best Mortgage Company, Most Enjoyable Place to Work, and an Inc. 500 Fastest Growing Company.
Discussion Points:
Jen’s intro and how her passion led to her success
The “a-ha” moment when Jen ‘cracked the code’ and doubled her income
The first step to stepping back -
The four steps to growth:
Formulation
Concentration
Momentum
Stability
Some driven people have a hard time stepping back, delegating, hiring teams
Three phases of developing your business:
Me
Messaging
Voice
Working your community and your database - follow up and ask about common interests
Fine-tune and hone your skills, engage whenever you can
Attracting clients with five steps
Clarity of message - what makes you different
Credibility - certifications, talents,
Community - nurture, not neglect
Communication – effective and efficient
Continuity - clear goals, only activities that move the needle
How Jen is lending forward - focus on what will happen next year starting in September, coaching mortgage companies, going international
Resources/Links:
Jen Du Plessis LinkedIn
Kinetic Spark Consulting
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
26 min

About Lending Forward

From the publisher's feed

Lending Forward is the home for real discussions about the industry we love. Hear first-hand accounts every other week from the people at the heart of the business – Mortgage Bankers, Realtors, Financial Advisors, Coaches, and more – as they cultivate transparency around the future of lending.