Lending Forward

By Atlantic Bay Mortgage GroupBusiness Entrepreneurship News

Lending Forward episodes

April 13, 2022Perseverance and Lending
Our guest today is one of our own- Matthew Kirk, Licensed Senior Mortgage Banker at Atlantic Bay Mortgage Group. Matthew has a never-say-die attitude that got him (and his wife- they have shared passions) to the top of Kilimanjaro after two years of preparatory training.
Matthew shares with us some of the inspirational books, a-ha moments, and pivotal career points in his life that brought him to his current level of success and happiness. From working hard on gratitude, to reading every day, there are lots of little things you can do to make every day count, and live a meaningful life while making a good living.
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:
How do you define perseverance?
What led you and your wife to that moment where you decided to summit Kilimanjaro?
Matthew and his wife wanted more than spending every weekend out to dinner with friends
“Can’t Hurt Me” by David Goggins was instrumental in motivating Matthew
Matthew gets very emotional speaking about the time alone with his wife on that mountain in Africa
How did you get to where you are at Atlantic Bay? What was your background?
The restaurant business is thankless and will suck the life out of you!
Plans for the ‘next gen’ of mortgage bankers
What is the DNA of a good mortgage banker?
Can you give us some of the habits that helped you build your life so far?
Lending it Forward advice: although it sounds cliche’, follow your heart!
Resources/Links:
Matthew Kirk LinkedIn
Matthew Kirk at Atlantic Bay Mortgage
Book: Can’t Hurt Me by David Goggins
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
21 min
April 07, 2022Disrupting with Geoff Zimpfer
Our guest today is Geoff Zimpfer, a former national sales trainer with Tony Robbins who has been in the real estate industry since 2003. Geoff is the host of the highly-rated podcast Mortgage Marketing Radio, and the author of the book, “Disrupt or Die.” Geoff helps Mortgage Loan Originators and Real Estate Agents leverage the power of social media and digital marketing to create a compelling personal brand that gets you noticed and gets clients.
I’ll be talking to Geoff to glean some tips and tricks for “disrupt-proofing” your business, which is not what you might think. It’s not about tech or digital (although that is important) but it revolves around creating value for the relationships you want to build.
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:
Geoff’s sales career and time spent promoting Tony Robbins seminars
What are some of the things you teach?
Adding value and building an audience, instead of chasing leads
Geoff’s book Disrupt or Die
Mercedes and Tesla’s marketing spending
Other tips for creating value on social media?
You don’t have to be all things on every platform
What is the passion that led to writing your book?
What advice can you offer to help mortgage bankers thrive?
“Same is Lame” be yourself and be unique
Do whatever you feel most comfortable with on social media, but do SOMETHING
Resources/Links:
Geoff Zimpher on LinkedIn
Get the Book “Disrupt or Die”
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
20 min
March 24, 2022The Fair Housing Equalizer with Dr. Lee
Welcome to the first of what plan to be a series of discussions around fair housing with Dr. Lee Davenport. “Dr. Lee” as she is known, is a top real estate educator and coach who has made it her mission to help real estate professionals learn the ropes of being in business “for yourself but not by yourself.”
Dr. Lee trains real estate pros and says that now, more than ever, we have an opportunity to show courage and commitment to fair housing as “Anti-Racist Real Estate Pros” at an individual level and to be change-makers in our firms, associations, and communities.
Join us as we talk about Dr. Lee’s background as an only child of entrepreneurial, real estate professional parents, her tips and tricks around using your own personality type and strengths to become successful in the industry, and her vision for a future where everyone can own a home and reap all the benefits that go along with homeownership, including building that elusive generational wealth for families and communities.
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:
Lee’s origin story– including hating the dirty job of cleaning rentals because she was the child of real estate pros
We are told “this is how you have to do the job” but you should be using your strengths and personality to sell
Do you still invest? How does that look now?
What would you tell people these days about investing in real estate?
What worked for you over the years, and what works best now?
Fair housing is obviously your passion– Tell us a little history, and what’s next?
What kind of roadmap are you offering professionals to ensure they are educated about fair housing laws?
Lee advises not buying into all the homeownership myths- just get out there and “own it!”
Resources/Links:
Dr. Lee Davenport Website
Dr. Lee Facebook
Dr. Lee on YouTube
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
23 min
March 01, 2022The Science Behind Influential Selling with Rene Rodriguez
Today we have a rather “heady” guest and topic– how our brains work and how to use them to tell stories and create rapport, and also how to overcome our brain’s hardwired functions that can hold us back.
For the last 20 years, René Rodriguez has researched and applied behavioral neuroscience to solve some of the toughest challenges in leadership, sales, and change. As an entrepreneur and CEO of multiple companies, Rene brings a practical business approach while inspiring his audiences to take action. He helps leaders create influence, transformation, and immediate results in their business and personal life.
Rene has been named to the 40 under 40 list for 7 years straight and has been a trusted adviser to leadership teams at Coca-Cola, 3M, Medtronic, Nestle’, Microsoft, Bank of America, and Cargill. He was featured on the Cover of the Niche Report Magazine and has authored the book, “Amplify Your Life” along with dozens of magazine articles.
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:
Tell us everything we need to know about your background and experience to this point
Storytelling is a way our brains activate “neuro-coupling” with others and create rapport
How can we better apply storytelling when in business scenarios with clients?
Rene’s success comes from only focusing on “his lane”
Rene’s Mom recently passed, and she has been the inspiration for everything Rene does
Overcoming the fear of failure, the fear of hearing ‘no’
Prospecting is again at the top of the list for mortgage lenders, don’t be afraid of ‘no’s’ because it’s part of the job
What’s next for Rene: AmpCon, bulk book sales for the industry, and hopefully the Wall Street Journal
Resources/Links:
Meet Rene.com
See Rene Speak on Instagram
AmpCon 2022 March 14 Registration
Amplify Your Influence Book
Rene Rodriquez LinkedIn
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
17 min
February 28, 2022The Power of Habit
Making small changes in your daily routine can add up to big successes over time. Whether it’s deciding to wake up early, stopping that all-too-easy nightly wine routine, or leaving your work at the end of the driveway, there are habits you can change or implement that will help improve the way you interact with clients, coworkers, family, and loved ones.
My guest today is another invaluable member of the Atlantic Bay Mortgage Group, Nelda Cales. Nelda is not only a Senior VP and Regional Sales Manager at Atlantic Bay, but also a fantastic coach and mentor. She has over 20 years of experience in the banking and mortgage lending industry, and she’s here with me today to talk about making and breaking habits. She tells us about habits that have improved not only her business and sales acumen but also the kind of mom, wife, colleague, and friend she is today.
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:
Nelda tells us about the four most important life habits that she has adopted (or eliminated) over the years
Time blocking can really help you establish certain habits
Processes that Nelda prefers her teams to adhere to
Tips and advice for getting through “mom (or dad)” guilt
Prioritizing what’s important for you
What habits should someone new to the industry begin to work on?
Reading the book, “Atomic Habits” by James Clear is a great way to get started
Surrounding yourself with ONLY people who will support and encourage your new habits
“Momentum” is Nelda’s word for 2022
Resources/Links:
Nelda Cales LinkedIn
Atomic Habits by James Clear
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
17 min
February 28, 2022MBS Highway Experience with Dan Habib
Today’s real estate market is more competitive than ever. In order to come out on top, you need to use every tool available, educate yourself daily, and provide superior value and insider knowledge to your clients.
My guest today is Dan Habib, Executive Vice President at MBS Highway. Dan grew up in the business, as the son of Barry Habib (well-known entrepreneur, mortgage industry executive, and bestselling author.) Dan and his dad are co-founders of MBS Highway.
MBS Highway turns mortgage professionals into advisors that understand what is driving interest rates, are able to articulate the financial opportunity in housing, and are true debt managers - Surprisingly, most mortgage professionals are not able to do these things.
As Dan tells us, MBS Highway will help you to get better every single day. MBS Highway provides daily market insight videos, real estate data, live market quotes, alerts to lock/float ahead of lender re-prices, loan comparison tools, cost of waiting analysis, debt consolidation tools, and much more. Join me for the first in a series of interviews with Dan, who will let you know about invaluable tools to vault yourself up and over the competition.
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:
Dan’s background and growing up in the business with dad Barry
Where do you educate yourself?
Increase your productivity by joining “the 5 am club”-- getting up early!
How MBS Highway removes a lot of the difficulty in finding information and researching the market
Most pros don’t know the “why” around many of the particulars of the real estate industry– using MBS puts you ahead of most pros.
A success story built on using tools from MBS
What’s next for MBS Highway?
Listeners– what would you like to learn about from Dan? Send us your suggestions for our series!
Resources/Links:
MBS Highway Website
Dan Habib LinkedIn
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
16 min
February 22, 2022The Modern Agent
Being a real estate agent in today’s rapidly evolving world is not what it used to be. If you want to get beyond door knocking, cold calling, and paying for leads, and give yourself the gift of the latest training from working agents that have boots on the ground as “player-coaches.”
Tune in to this episode for my interview with Casey Rutherford and Stacey Wyatt from Modern Agent. As Casey and Stacey tell us, they aren’t training ‘real estate agents,’ they’re creating ‘business operators.’ They use modern technology, collaborative mindsets, and team mentalities to bring agents they train into one of the most collaborative types of partnerships in the modern world of real estate.
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:
How Casey and Stacey got started in the business
Both of you left the corporate world because you were dissatisfied, what advice can you give others who want out?
What can our next generation of agents expect from Modern Agent training?
Even seasoned pros can benefit greatly from Modern Agent methods, what tips can you give for helping them change their mindset?
Building an exit strategy for yourself that maintains a revenue stream
How is Modern Agent heading in to 2022 and what’s coming up for you?
How are you lending it forward to new agents thinking of entering the industry?
Resources/Links:
Casey and Stacey at Modern Agent
Stacey Wyatt LinkedIn
Casey Rutherford LinkedIn
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
28 min
February 22, 2022Lending Industry Secrets
In this episode, I am speaking with one of our own. Chris Brown is Sr. VP and NC/SC Regional Manager for Atlantic Bay Mortgage and has been in the business for 20+ years. We’ll hear how Chris’ career in the mortgage lending industry began (when his mom suggested he get a job with a temp agency) and how he has achieved success by following some common sense mottos on how to treat others, functioning as an egalitarian team member, putting customers first, and even some advice for newcomers to the industry and for those seasoned professionals that may be considering a change.
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:
How did you get to where you are now?
Who believed in you early on in your career?
What makes Atlantic Bay so unique
Chris shares some tips on building relationships
Two remarkable mortgage banker success stories
2022 is shaping up to be a heavy prospecting year
Advice for someone wishing to break in to our business
Advice for seasoned pros who might want to join Atlantic Bay
Our simple focus questions: Can we sell on the secondary market, and can the borrow repay the loan
Lending it forward for 2022: It’s exciting to get “back out there” and we see technology playing a big part in reducing the cost of manufacturing a loan
Resources/Links:
Chris Brown at Atlantic Bay
Chris Brown LinkedIn
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
28 min
February 21, 20222022 Economic Forecast with Barry Habib
Join me for a quick discussion on the future of the industry with Barry Habib – the CEO of MBS Highway – the industry’s most highly regarded and recognized tool for transforming salespeople into advisors. Barry is an entrepreneur and frequent media resource for his mortgage and housing expertise. He’s the bestselling author of “Money in the Streets,” has appeared frequently on CNBC and FOX, and is the recipient of numerous industry awards including being a three-time Crystal Ball Award Winner for 2017, 2019, and 2020 by Zillow and Pulsenomics for the most accurate Real Estate forecasts out of 150 of the top economists in the US.
As an innovator, Barry has founded many successful businesses across different verticals in the mortgage and healthcare industry but also has a background in some fun entertainment offerings including Lead Producer and Managing Partner for “Rock of Ages” – the 27th longest-running show in Broadway history, and producer of Criss Angel’s “Mindfreak” at Planet Hollywood in Vegas.
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:
What are some of Barry’s keys to success?
What can newcomers to our industry look for in the future?
How is technology developing as a tool for our industry?
You’ve got to keep up with trends or risk losing out to your competition
Trust and the importance of maintaining it with your clients and referral sources
What the new/next generation of mortgage professionals might look like
Real estate careers are definitely en vogue right now, but you’ve got to have the professionalism to maintain when things get tough
The biggest future shifts in the industry may come from the regulatory sector, and the need for increased inventory
Resources/Links:
Barry Habib LinkedIn
Barry Habib Twitter
MBS Highway Website
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
13 min
January 31, 2022Find Your Prospecting Niche
In this episode, I am bringing you Part 2 of our nine-part series with the “Follow Up Queen” Athena Captain. Athena brings a refreshingly brutal transparency to the sharing of her experience, both in success and failure, making her a very relatable sales coach. She teaches 9 fundamental strategies to creating and maintaining a sales referral engine.
Named one of the Top 50 Women Making a Difference in 2020, Athena Captain believes that leadership is only effective if it comes from a genuine desire to serve, and from hard-won experience. Athena teaches her 9-Step System to help others develop their own referral-based businesses. She has successfully coached and led sales teams in real estate for over twenty years. Within her community, Athena is a Co-Founder of the Savannah Station Equine Therapy Program, in honor of her daughter Savannah, and Athena is a board member of Oklahoma Family Network.
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:
Defining prospecting – what behaviors and actions constitute ‘prospecting’?
What kinds of conversations are important when speaking with prospects?
What about scripts? Are they useful when prospecting?
What is the best way to prospect– email? Text? IMs? What does the ‘conversation’ look like?
Your prospecting plan and what it should include
What does a good (or bad) prospecting plan look like?
Tracking your plan and your actions is imperative– you need to see results
What about agents? Should we use them for prospecting?
Takeaways– past clients and referral partners- are you utilizing these resources fully
Stay tuned for another part in our series next month
Resources/Links:
Athena Captain Website
Athena Captain on FB
Athena Captain on Twitter
Athena Captain LinkedIn
Taylor Ellard LinkedIn
Atlantic Bay Mortgage Group
23 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.