The Collective Podcast

On this episode Nikkie Bickham joins Sean Z to share her Power 90 Success story and how it helped her branch become number 4 in the company. Nikkie talks about how she has built momentum through tracking, focused on relationship building by taking the online offline, and how ATMs have allowed her to grow while others contracted. 

1:30 Intro to Nikkie

4:00 Power 90 Success

8:15 Relationships matter

11:00 Actions That Matters

14:45 Build momentum through tracking

Takeaways:

Power 90 can absolutely make a difference for those who execute. 

Building friendships and relationships without putting your business front and center is key. 

Invest in relationships while everyone else is contracting and stopping their marketing. 

Create good habits for growth. You do your habits until they become part of who you are.

A lot of LOs miss out on the sell side of the transaction.

Tracking builds momentum in your business and your mindset. 

Quotes:

“Most of my growth came out of what I learned in Power 90.”

“The LOs with the most friends will make the most money.”

“They key is taking the online offline.”

“You want to make sure that anyone who knows you will relate your name with mortgage.”

“When you track you get momentum when you see production.”

“If you are not calling listing agents, you are missing out on a goldmine of opportunity.”

“I have taken 31 loan application so far in January.”

Show Links:

Community Platform: www.BecomeNL.com 

Strategy Call: www.NLStrategyCall.com  

Podcast Partner: https://mortgage.leadpops.com/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ

LinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode Coach Bill Hart joins Sean Z to discuss how LOs need to Assume the Relationship as they build their database. Coach Bill also discusses the massive opportunities mortgage professionals have in front of them simply by seeing 4 out of 10 LOs leave the business. 

1:25 Intro to Coach Bill Hart

4:50 Assume the relationship

9:30 The weak are leaving

12:55 Database is your bank

Takeaways:

In the last 30yrs, one thing that hasn’t changed in this business is the importance of relationships.

The weak competition is leaving the business which will be a boom for the strong LO. 

If you are going to be in production then your database can’t be a secondary thought. 

Life events create leads and activity. 

Don’t talk about mortgage, talk about real estate.

When you have a large database you won’t feel market shifts as much. 

If you don’t focus on your database, than that should be a new discipline for LOs.

Quotes:

“Assume the relationship.”

“When the rates are low and the phones ringing you tend to neglect the database.”

“4 out of 10 loan officers are leaving the business.”

“You have to build you database and you have to build it every day.”

“If you are hard to find, then that is a problem.”

Show Links:

Community Platform: www.BecomeNL.com 

Strategy Call: www.NLStrategyCall.com  

Podcast Partner: https://mortgage.leadpops.com/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ

LinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode Kellen and KT talk about how basic disciplines can help loan officers overcome their fears of failing. The guys also talk about being referable, likable, and how this will be the year of the conversion skillset. 

1:50 Being fearful

6:40 Selling vs marketing

10:35 Being referable 

12:45 Having a conversion skillset

15:35 Going back to basic disciplines

Takeaways:

There are better days ahead so don’t dwell on the negativity of the current market.

At the end of the day a lot of originators are afraid of letting their families down, of letting themselves down. 

Every loan officer is on a different path in their career. 

There is a difference between following up with leads and converting them to customers. 

If you want to achieve a certain level of success you need to have disciplines that you are proficient at. 

Agents are trusting you to help them get their commission, so you have to be referable. 

There is no room to be sloppy and lazy if you want to be successful. 

Quotes:

“A lot of loan officers are scare right now. They have fears about the market.”

“We knew 2022 was going to be rough, but I don’t think a majority of the industry knew how bad it was going to be.”

“A lot of times loan officers avoid their weaknesses.”

“Being an LO is a skillset, not a job.”

“This is the year of conversion.”

“In 2021 you could have been sloppy and still catch a boat full of fish.”

Show Links:

Community Platform: www.BecomeNL.com 

Strategy Call: www.NLStrategyCall.com  

Podcast Partner: https://mortgage.leadpops.com/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ

LinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode Sean Z and Shane talk about how their power conversations are the number one strategy to drive results. The guys will go into examples, scripts, and tactics for loan officers to be successful in their conversations with consumers. 

3:20 Back to basics

6:40 Power conversations

10:05 Setting the tone

20:40 Don’t make the process about you

Takeaways:

Setting expectations as part of your intake process is one of the best things you can do for your business.

Develop a framework for your power conversations so they are easily repeatable for your and your team. 

Using a CRM to take notes helps you streamline your process and not create a bad experience with making them repeat themselves. 

Asking questions allows you to probe deeper and learn more to help you convert. 

Don’t waste consumers time by only talking about yourself and what you do. 

Quotes:

“The number one thing I focused on with leads is having a powerful intake conversation.”

“My goal is to know this person better in 30 minutes, than their agent knows them.”

“Each call is about setting expectations and resetting expectations.”

“The fact is that consumers don’t give a crap about you. They just want the best deal.”

“All the money you make in a transaction is in the follow up.”

Show Links:

Community Platform: www.BecomeNL.com 

Strategy Call: www.NLStrategyCall.com  

Podcast Partner: https://mortgage.leadpops.com/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ

LinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode Shane and Kellen give you the three pillars that LOs need to do to find success in a changing market. The guys talk about being expert, getting comfortable with being uncomfortable, and the power of being a connector in your market. 

3:22 Be a master of your craft

7:40 Get uncomfortable 

11:05 Large networks create large incomes

16:10 Recap

Takeaways:

Knowing your product inside and out can make all the difference in your business. 

Strive to have excellence in understanding your guidelines. 

Now is a time to lean into areas where you have been lazy and comfortable to get uncomfortable and take action. 

Some of the best marketing is free marketing. Get out, create conversations and create relationship. 

Most LOs take more in payment than they give in value. That is your opportunity. 

 Become a connector of people. 

Quotes:

“You have to master your craft.”

“The more you can understand your business, the better you can identify that customer and the better you can close them.”

“One of the biggest ways to fail when the market shifts, is to stay comfortable.”

“The LO with the most friends make the most money.”

Show Links:

Community Platform: www.BecomeNL.com 

Strategy Call: www.NLStrategyCall.com  

Podcast Partner: https://mortgage.leadpops.com/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ

LinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode Sean Z and KT talk about their transition to from retail to the broker channel. Shane also joins to discuss with the guys about how you need to know what you want for your life and to be hyper-focused on  your reasons for making a change. 

1:45 Reason to transition

8:35 Margin compression

11:40 Wanting something different

15:10 Vision for your life

18:05 You have to know what you want

Takeaways:

The LO and who you are plugged in with is what makes the difference in success between retail and broker. 

Margin compression has really made the retail model more challenging for a lot of LOs. 

There are a lot of people where price hasn’t always been a big part of their business, but that is starting to change. 

In a high rate market you need to double down on the perceived value of what you do. 

Nothing is wrong with wanting change as long as the change is for the right reasons. 

You are going to make sacrifices to be different and grow your business. 

Quotes:

“The grass is greener where you water it.”

“Technology has really grown since I left the broker world.”

“It is hard to sell a loan having to charge a point and a half or two points on the retail side.”

“You design your life in your head.”

Show Links:

Community Platform: www.BecomeNL.com 

Strategy Call: www.NLStrategyCall.com  

Podcast Partner: https://mortgage.leadpops.com/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ

LinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode KT and Kellen talk about the three things that every loan officer should be doing at the end of the year. CRM and data can be a differentiator for your prospecting and relationship building in 2023. 

2:00 Number 1: Referrals 

8:15 Audit your MSAs

11:05 Number 2: Submissions

14:30 Number 3: Sharing with agents

Takeaways:

Pull your closed loan report at the end of the year to see your top referral partners. 

Make sure you are spending time with the right partners. 

Appreciate the relationships that you enjoy working with. 

Pull your loan submissions that didn’t close. 

Be the CRM for your agents and create some stickiness in your relationship. 

Quotes:

“Your future self will thank you for taking action today.”

“I like growing with young agents.”

“How many deals go by where the listing agent doesn’t get any love from the lender?”

“We are in a market where you have to be strategic.”

Show Links:

Community Platform: www.BecomeNL.com 

Strategy Call: www.NLStrategyCall.com  

Podcast Partner: https://mortgage.leadpops.com/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ

LinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode Shane and Sean Z discuss their success blueprint to starting their weeks. The guys discuss how they plan, create their goals, how to create anchors, and tactics that make sure their work week ends in success. 

1:30 How we start

5:30 Planning days

10:00 Getting your recharge

13:05 Anchors 

18:25 Battle regret

Takeaways:

We design our time around the goals that matter. 

Pick a day that works for you to start planning your next week. 

Scheduling helps you stay committed to your actions. 

Starting your day with gratitude can make all the difference in your outlook. 

It is ok if you drift as long as you are aware when it happens. 

The difference between winners and losers, is that winners show up consistently. 

Quotes:

“Our week starts the week before.”

“I pencil in 5-7 money making activities per week.”

“When I look at my calendar, I am making sure my first three daily commitments are addressed every day.”

“Everyone should be writing handwritten notes.”

“As you start your year, can you make some agreements with yourself?”

“Put goals in place that will move the needle in your business.”

“Regret is the outcome of poor planning.”

Show Links:

Community Platform: www.BecomeNL.com 

Strategy Call: www.NLStrategyCall.com  

Podcast Partner: https://mortgage.leadpops.com/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ

LinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode Sean Z and Kellen talk about how the Next Level Community can help Loan Officers, no matter where they are in their business. You will learn about some of the best things we offer to help Loan Officers find success in their 90 day season.

2:05 The sum of your tribe

5:15 Recession opportunities

8:20 Where we can help

12:35 Power of the Community

Takeaways:

Having a scarcity mentality will hold you back. 

There is no better example than learning from someone who has been in your shoes. 

We live in 90 day seasons and walk our Power 90 members though each day. 

One of the best things you can give to agents is education.

We have experts that can help for all areas of your business. 

Quotes:

“The challenge we have in the mortgage business, is that not a lot of loan officers want to share their tactics or what is working well.”

“You might be listening to this podcast thinking that you aren’t going to make it to next month.”

Show Links:

Community Platform: www.BecomeNL.com 

Strategy Call: www.NLStrategyCall.com  

Podcast Partner: https://mortgage.leadpops.com/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ

LinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

Sometimes it only takes one simple action to create a massive opportunity.  On this episode KT and Shane look back at how their humble beginnings helped shaped their successful businesses. The guys talk about taking advantage of the opportunities in front of them, adding value to agents, and how simple actions can make a big difference. 

1:56 Opportunity

4:38 Being humble

9:08 Control what you can control

11:15 Simple actions

18:30 Getting plugged in

Takeaways:

Every wall equals an adjustment. Just keep adjusting to what is in front of you.

Don’t focus on things that you cannot control. 

Meetings with agents and customers have to be based on value. 

Agents want to meet with LOs that provide value on some level or another. 

Simple actions can lead to big results.

Quotes:

“Just because you have had success, it doesn’t mean you will have pitfalls or failures.”

“Your success in the market is dependent on how you respond.”

“Sometimes where you come from, is where you need to get back to.”

“I can attribute all of my original success and growth to one opportunity.”

“If you can address their needs and their fears, you are going win their business.”

Show Links:

Community Platform: www.BecomeNL.com 

Strategy Call: www.NLStrategyCall.com  

Podcast Partner: https://mortgage.leadpops.com/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ

LinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/