The Collective Podcast

On this episode Shane and KT talk about how they are closing out 2022. The guys also talk about reflecting back to learn where you should invest more, doing an audit of where you spent your resources, and the opportunity to be an educator in 2023. 

2:00 Closing out the year with reflection

7:05 Auditing everything

11:30 Did you invest enough

14:08 Season of education

18:30 The place for resources

Takeaways:

Everyone deserves to take time to reflect. 

You need to be real and ask yourself if did you do enough this year to warrant taking time off.

Audit your year and see where your resources went.

As you reflect, you want look forward and plan. 

You need to know who you customers are and think from their perspective. 

Educational initiatives are great for creating bait to attract the right people. 

Quotes:

“My question to you is, did you earn a vacation?”

“You have to do what is required in order to get what is desired.”

“I can blame the storm, but it doesn’t change my reality.”

“It is hard to be generous when you’re broke.”

“I am a firm believer that this season will be one of education.”

“You have to be willing to invest in yourself, bet on yourself, and go all-in.”

“I challenge you to commit to doing on educational webinar once a 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/

On this episode Blake Brewer joins Sean Z to talk about the Legacy Letter Challenge. Blake shares his story about getting his father's letter just hours after his father's death and how that drove Blake on his mission to help 1 million dads write at least one well written, meaningful, lasting Legacy Letter to their children.

1:19 Blake’s story

9:04 The mission

13:50 Building confidence in your children

17:35 Legacy Letter Challenge

Takeaways:

Writing a letter to your children is one of the best things you can do to make a long lasting impact. 

When people have this type of love in their life they are set up to be more successful and more confident. 

Parents can help their kids win the day when helping then win the battle in their mind. 

These letters cut through the noise and give them something to return to later in life. 

Quotes:

“I believe the most powerful words on this planet are spoken by a Father and spoken by a Mother.”

“It is difficult to stare at blank piece of paper, which is why we created this framework and process to make it easier.”

“We know that the battle starts in the mind.” 

Show Links:

Legacy Letter Challenge: https://www.legacyletterchallenge.com/ 

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 Frazier hosts a super episode which is a combination of Next Level's Top 5 most downloaded episodes. Below you will see the key takeaways for each episode along with a link the full length version.

Actions That Matter: The secret to becoming a top producer

In Power 90 the goal is to have a strategic thought process in how you prepare for your week.

If you don’t understand your worth you will not know what tasks you can delegate and offload. 

Being a proactive loan officer will always get you farther quicker, than being a reactive loan officer. 

As long as you have a solid team, it doesn’t matter who does your actions items.

Checking in once a week as a “stress check” allows you to help with creating a great experience. 

If you are a one man band, your first hire shouldn’t be marketing it should be someone that gets you out of non-money-making activities

How You Can Create a Next Level Client Experience

A lot of loan officers like to hide from tough conversations, that is your opportunity. 

Create a process that allows you to use sticky points so that you can differentiate yourself.

Ask for reviews when you are CTC’d as oppose to when the loan closes. 

Make sure you are staying in touch with your pre-approved borrowers with a weekly phone call. 

Every happy client is a potential sales rep for your business. 

Focus On Your ALL-IN Agent Relationships!

You need to measure your referral partner metrics and rank them accordingly. 

Ask yourself what you want in a new referral partnership outside of just production. 

A low amount of good relationships are better than a high amount of bad relationships. Not every agent is a good fit!

You don’t need to focus on the “A-List” agents to build a successful business relationship. 

Ask yourself what the value of the relationship allows you to do in your business or personal life. 

Appraisers and title reps are great sources to find the RIGHT agents.

Becoming a Mortgage Difference Maker w/Jason Frazier

A loan officer getting to the consumer first is beneficial for everyone, including the agent.  

Build a strong referral network so you can help as many people as possible, even if you are helping them to go somewhere else.  

Sales, marketing, being an advisor, and education is all the SAME. 

The more you understand about your ideal customer, the easier your marketing is and the better your conversions will be.  

Don’t market to consumers that you don’t have expertise in helping. 

Stop doing content that consumers don’t care about.  

Know Who You Are and Who You Aren't w/Ashley Courville

If you’re working too much, you need to invest in your business so you can work less. 

If you want to grow your business without killing yourself with your time, you need to invest in a team.

Double down on communication and let your clients and partners tell you when it is too much. 

You need to be able to define who you want to work with and the clients you want to work for. You have to say no so that you can say yes to the right people. 

Go after business that fits your system. Know who you are and who you are not.

If you are a woman with kids, your life looks very different on a daily basis compared to most men in this industry. 

On this episode mortgage veteran and entrepreneur Ron Bergum joins Shane & KT to talk about how training, taking action and a winners mindset will allow you to dominate this market. Ron shares his expertise from his 38+ years of experience in sales and market shifts, to help loan officers get unstuck and be successful. This is a jam packed episode that you will not want to miss. 

1:40 Intro to Ron Bergum

9:25 Start right with your mindset

15:00 Embrace the process

18:47 Winners win, always

23:50 Black belt move

28:57 Database is a difference maker

Takeaways:

This industry is ever changing and you have to be able to reinvent yourself. 

Don’t create a bad situation for yourself because you have the wrong mindset. 

Don’t talk yourself out of success. Negative self talk will hold you back at a time when you can’t afford to be held back. 

You won’t get to where you want to go without effort. 

You need to understand that you are the problem and the solution.

There is no excuse not to go out there and train hard. 

Training is a requirement of being great. 

No technology will replace you picking up the phone to call people to show them you actually care. 

Quotes:

“The number one problem that people have is they are in their own way.”

“You have to train yourself every day to start right.”

“People only do what they believe in.”

“A streak is one day and if you fall down, you can always start again.”

“In almost every single case where the market wad disrupted, was when I made the most money."

“How much of your time is spent training as opposed to just acting.”

“Be a contact conversion expert.”

“You have to have a standard of service and live by it.”

Show Links:

Community Platform: www.BecomeNL.com 

Strategy Call: www.NLStrategyCall.com  

Content Creator Live: https://nl.nextlevello.com/2022-mastermind-events1668464109889 

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 Shawn Mortensen of Jungo joins KT to talk about having a CRM can not only enhance your production it will also protect your database in a refi boom. Shawn also talks about how it is important for a Loan Officer to have control over their data with a shifting market and moves happening between lenders. 

1:30 Intro to Shawn and Jungo
6:45 There is no CRM easy button
10:05 Database is portfolio management
15:15 Buying back your time
20:25 Connecting with Jungo

Takeaways:

Your tools are important, but the ability of your team to use the tools is just as important.

Your database is your bank. You need to have a CRM that will allow you to maximize your conversations.

A good CRM is going to take an investment of time and money. There is no easy button.

You need to protect your database for when rates come down. 

When you have a CRM you can be your agent's database. 

When you take the time to build out your CRM you will gain a higher level of visibility into your business.

Quotes:

"What loan officers want, is for their team to be able to go as fast as possible."

"You want to protect your database, no matter where you may go."

"With today's rates, we are setting up to have another refi boom when rates go back down."

"I personally believe that Jungo is the absolute best CRM that exists in the mortgage industry."

"There is no easy button for any CRM. What is it costing you for not having a CRM in place?"

"Your consumer is all of your referral partners."

Show Links:

Shawn Mortensen: [email protected] 

Community Platform: www.BecomeNL.com 

Strategy Call: www.NLStrategyCall.com  

Content Creator Live: https://nl.nextlevello.com/2022-mastermind-events1668464109889 

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 loving the cards you were dealt is one of the greatest keys to success. The guys also discuss how you need to fill your bucket to be fulfilled, the importance of being happy with your decisions, and how failure is often the result of not recognizing the need to change. 

1:40 Loving the cards you’re dealt

5:05 Filling your bucket

8:35 Success is in the eye of the beholder

11:30 Execute at the highest level

14:40 Content Creator Live

Takeaways:

Those that tend to fail is because they don’t recognize that change is upon them.

If you are not filling your bucket then you might need to look for a change. 

You want to wake up and be happy about the decisions you have made. 

You need to work to achieve your level of success, not the success of others. 

Just because you are down, doesn’t mean you’re out. But you have to execute to get back to where you want to be. 

Quotes:

“People are driven by two things, they are driven by hope or they are driven by fear.”

“Our agenda is your success.”

“Our definition of success is different for every member. We all have our own goals and aspirations.”

“Every time there have been lean times, good times will follow.”

Show Links:

Community Platform: www.BecomeNL.com 

Strategy Call: www.NLStrategyCall.com  

Content Creator Live: https://nl.nextlevello.com/2022-mastermind-events1668464109889 

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 the season of change in the mortgage industry and talk about how being a connector will position you for long-term success. The guys also discuss creating renewable resources for your business, changing your perspective based on current conditions, and dispel the myth that you are no important. 

1:55 Season of change

4:25 You are important

8:00 Being a connector through events

16:15 You have to adapt to changes

19:00 Renewable resources

21:05 Power of clarity

Takeaways:

You won’t be able to survive if you don’t thrive right now. 

ATMs will be mission critical to your success for the next 12-24 months.

Being a connector is a great business building strategy. 

It is so important to do events right now. 

Social and educational events are a great way to build attention for the future. 

This is the best time if you have the right mindset.

Build renewable resources.

Quotes:

“We will look back in 12 months to see those that survived were thriving because they were building their foundation.”

“Have you looked and your life and your priorities, and is it time to realign?”

“The great thing about the Next Level Community is that so many people provide value.”

“There are no new ideas there are just new ways of executing on the new ideas.”

“It is B.S. for anyone to tell you that you are not important.”

“It is easy to be confident if you know your craft.”

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/

In this episode Megan Marsh joins Shane and KT to share her journey of empowering mortgage professionals with expert knowledge and training. Megan also discusses her passion for helping others, creating multiple income streams, and how her Mortgage Broker Fast Track training came to be. 

4:00 Megan’s journey

9:55 Helping others in the industry

13:54 Knowledge is power

16:20 Broker fast track

20:15 Replace want with should

23:45 Value of coaching & community

Takeaways:

This business isn’t easy and if you are here today, then you will be in it for the long haul. 

If you stop trying, then it never is going to work.

Do some soul searching to find out what you really love about working in the mortgage industry. 

This is a great industry to develop multiple income streams. 

Going broker, going to retail, changing companies really doesn’t matter if you aren’t doing the research and moving too fast to make the right decision. 

It can be quite complicated to open up a brokerage. Mortgage Broker Fast Track is built to speed up the process without sacrificing knowledge. 

Quotes:

“This is a business for entrepreneurs.”

“I just couldn’t fit in to a box where I had to completely follow the rules.”

“I had to do some soul searching on why I loved this industry and I discovered that it was because I loved solving peoples problems when I did their mortgages.”

“If you haven’t equipped yourself with knowledge, you’re going to make the wrong call even if it is the right company.

“Mortgage Broker Fast Track is a digital online course that has 6 modules that cover different areas.”

“There are things you want to do and then there are the things you should do.”

Show Links:

Community Platform: www.BecomeNL.com 

Strategy Call: www.NLStrategyCall.com  

Mortgage Broker Fast Track: https://www.thecolablife.com/ 

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 Sean Z talk about being hyper-focused on where you are spending your time. The guys discuss giving yourself some grace, but also be honest with yourself if you are truly putting in the effort to create the prosperity you want in your life. 

1:45 Saying no

4:35 Effort in dollars out

8:37 Money making activities

11:30 Winning is for the pros

14:45 Prosperity is a choice

Takeaways:

Every time you say yes to something, you are saying no to something else. 

We are all challenged in today’s market and it is easy to get distracted.

What you are doing today is exactly what will set up what your business looks like tomorrow. 

All you need to do is bat .300 in this business. 

30 days of consistency can be a massive change to your business. 

Quotes:

“I am constantly amazed where I see loan officers spend their time.”

“I always challenge Loan Officers by asking them, what were you doing 30 days ago.”

“Even if you just execute at 50%, it’s ok and give yourself some grace.”

“Ask yourself how much do you really spend each week on money making activities.”

“You can drastically change the course in your business, just by making minor tweaks.”

Show Links:

Community Platform: www.BecomeNL.com 

Strategy Call: www.NLStrategyCall.com  

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 Todd Belmond, Principal of the Scotsman Guide, joins Sean Z to talk about all the commercial and non-qm opportunities loan originators have to grow their business. Todd also discusses the 25yr history of the Scotsman Guide and how they have always been focused on being the best resource for loan originators. 

1:15 Intro to Scotsman Guide

4:33 Commercial lending opportunities

9:40 Non-QM opportunities

18:45 The evolution of the housing industry

Takeaways:

The platform is 100% free to originators. 

Commercial lending is another niche to think about for loan officers. 

Now is the time to expand your horizons and take advantage of every income opportunity. 

Non-QM is not like the subprime of old. A lot of borrowers are average to above credit scores and have a lot of cash.

Now is the best time to be the industry expert in your community

Quotes:

“Scotsman guide is a great resource for originators.”

“There are opportunities for residential loan officers to get into commercial lending.”

“Now is a great time to pick up the phone and create relationships with commercial lenders.”

“You are really missing an opportunity if you are not learning about Non-QM.”

“We have more temporary pain right now, but houses will be more expensive 10 years from now.”

Show Links:

Community Platform: www.BecomeNL.com 

Strategy Call: www.NLStrategyCall.com  

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/