The Collective Podcast

On this episode Steve Austin joins Kellen to talk about his simple strategy for overcoming objections. Steve also discusses going the distance for his customers, transitioning to the new market, and how education above all is paramount. 

2:50 Going the distance for the consumer

8:30 Asking questions

12:15 Education above all

16:20 Transitioning to the new market

Quotes:

“My first question to the consumer is asking them what they are trying to accomplish.”

“It is really powerful to ask that second question.”

“You can’t sell your stock today for what it is worth yesterday. Things are more expensive today.”

“People look at a loan and thinking they are paying that for 30yrs, but we all know that won’t likely be the case.”

Key Takeaways:

There is a lot of an opportunity in taking business from uneducated loan officers. 

It is ok if you don’t know the answer as long as you have a plan to find out what the answer is. 

You can often overcome challenges and objections, by simply asking questions. 

Focus on the payment and affordability, as opposed to rate. 

Keeping the client informed is never a bad thing.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

On this episode, Julie Poulin and Jhanae Laplante join Sean to talk about how they created their team to divide and conquer in their business. Julie & Jhanae also go in-depth about their systems, their processes, and the tools they use to create deep partnerships with their agents. 

 1:45 Intro to Julie & Jhanae

3:45 Divide and conquer with a team

13:30 Team dynamic

17:10 Nurturing agents

21:30 Goals and accountability

26:10 Be proactive with clients and agents

Quotes:

“The way I built my business was through know, like, and trust.” Julie

“Where Next Level was huge for me was focusing on divide and conquer with building a team.” Julie

“Don’t be paralyzed by the market” Julie

“When it comes to the agent relationship, I focus on educating and advising.” Jhanae

“SimpleNexus is our number one tool that is money.” Julie

“We decided that we wanted to find the right group of agents that we can nurture and build a great partnership with.” Julie

Key Takeaways:

If you don’t want to adapt to change, you will lose business to those that do. 

Messaging is important. Sometimes saying the same thing, but in a different way, will yield the results you want. 

Use the lull in business to improve your system and processes. 

When building a team it is best to have a mix of strong and weak where you can fill in the gaps.

When you use the tools right good things will happen in your business. 

When you have a team you have to be crystal clear on everyone’s roles.

Find the right agents that will be a partner with your team. 

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

On this episode, Sunnie Baltes joins Kellen and Sean to talk about how she has turned her ATMs into small steps to achieve big results. Sunnie talks about how she structures her actions that matter to focus money making activities, actions she is good at, and tasks that she enjoys doing. 

3:05 Sunnie’s actions that matter

10:00 Sharing the results

14:15 Power 90

Quotes:

“My ATM rules are simple. Is it a money making activity, is it something we are good at, and it is something we like to do.”

“After my Power 90 is up, I will have a blueprint on what went right and what went wrong.”

“I always told myself that I was busy, and there is no beauty in busy.”

“Small steps can and will lead you to greatness.”

“I am focused on what I have and what I want to build.”

Key Takeaways:

Spending time on brand recognition is paramount if you want be known in your market. 

Your ATMs will be easier to execute if you build rules around them. 

Small wins will lead to a larger success. 

There is zero value on focusing on what you don’t have or what you wish you had. 

Do not let fear drive your actions.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h 

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/

Text the word: nextlevel to 36260 to download our app

On this episode Scott Webster joins Sean Z to discuss how he focuses on strengthening his business by using the tools he has as opposed to going after shiny objects. Scott also talks about his ATMs and how it is better to go all-in with the agents you have as opposed to focusing your time on new relationships. 

1:45 Intro to Scott

5:11 Important tools

8:40 Scaling your business

14:30 Take time to shore up your model

17:18 2022 focus

Quotes:

“Everything that happens in my life, I feel there is something to learn from it and a reason that it happened.”

“Homebot has been an absolute game changer for me.”

“Instead of creating new agent relationships, I chose to create deeper relationships with the agents I already worked with.

“Take the time right now to strengthen other areas of your business.”

“The biggest benefit I have gotten from Next Level is the community.”

Key Takeaways:

Turn every challenge in your business into a learning experience. 

Tools without execution are just wasted expenses and loss of potential revenue. 

Don’t sacrifice your current agent relationships by going after new agent relationships. 

If you are going to be a part of a community, make sure you take the time to learn. 

 Links:

 Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

Matt Brady joins Sean Zalmanoff to talk about executing on what he learns to build a process that creates business for him for the future. As a new loan officer, Matt also talks about his ATMs and tools that he uses to compete with seasoned LOs. 

2:10 Intro to Matt

9:00 Matt’s actions that matter

11:20 Abundance mindset

14:35 Can’t be an order taker

17:30 Educating your clients

21:45 Agent scripts

Quotes:

“My best advice to new LOs is, don’t be afraid to talk to REALTORS.”

“You don’t want to build your entire business on doing refis.”

“The work you do today, lays the foundation for business 2-3 months out.”

“You cannot be an order taker anymore.”

Key Takeaways:

Everyone has a sphere of influence, don’t forget to utilize yours for business opportunities. 

Take time to know your products and guidelines to stand out. 

Coming up with a simple point system to create a process of success. 

Coaching doesn’t matter if you don’t execute on what you learn. 

Educating your clients will never go out of style

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h 

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/

Text the word: nextlevel to 36260 to download our app

On this episode Rebecca Foote joins Sean and KT to discuss how her purchase business has skyrocketed due to her focus on education. Rebecca also talks about her business model, YouTube strategy,  and her advantage in the market by being a member of Next Level. 

2:10 Intro Rebecca

7:54 The baseball card

12:00 Using education to grow

17:12 Youtube strategy

18:15 Team makeup

22:00 Next Level advantage 

Quotes:

“Why I love Next Level is that I get to brainstorm with other people that I would normally not get to talk to.”

“I know originators who did 100 million in volume, but didn’t really make a lot of money. You have to run a business that is profitable.”

“I am a big fan on training, so I have creative private strategy sessions for my agents.”

“My leads have skyrocketed the past couple months on purchases, because of my focus on education.”

Key Takeaways:

Not every model is for everyone. You have to find one that works best for you. 

You need to be able to be profitable no matter what model you choose. 

Focusing on education is always a winning strategy. It goes to humanizing the process.

A lot of people are not investing in giving value to agents in regards to education and helping them grow. 

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h 

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/

Text the word: nextlevel to 36260 to download our app

On this episode Stephanie Donnell joins KT and Sean to talk about being thrown into the mix of being a Loan Officer after being an LOA. Stephanie also discusses how she took what she knew from other LOs to invest in her business Day 1, joining Next Level and building a relationship focused business.

3:00 Intro to Stephanie

8:30 zero to 32 million

12:45 Investment mindset

15:40 Joining Next Level

20:00 2022 Goals

Quotes:

“I just realized the business I wanted to have was relationship based.”

“I am very nerdy when it comes to real estate and mortgage news.”

“Day 1, I invested in a CRM, Mortgage Coach, and MBS Highway.”

“A lot of coaching programs want to create 100million dollar producers, where as Next Level allows you to become who you want to become.”

“It is amazing to see how little small tweaks can make such a huge difference in your business.”

Key Takeaways:

Work with people who you like and focus on the relationships. 

Marketing is one thing, but you need to have the systems and processes dialed in. 

Educating agents and consumers with modern tech is how you compete against big tech lenders. 

Educate yourself to be an expert in your business. CMA is a good way to go. 

If you do coaching make sure you invest your time into getting value of what you are paying for. 

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h

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/

Text the word: nextlevel to 36260 to download our app

On this episode Daniel De La Torre joins Kellen and Sean to talk about his growth from doing 1 loan in 2015 to 115 in 2021. Daniel discusses the importance of proactive communication, the value of having a loan partner, and how coaching makes your growth easier. 

2:20 Intro to Daniel

5:05 Daniel’s ATMs

9:45 Value of a loan partner

14:30 Proactive communication

Quotes:

“Communication is key, as we tend to play defense rather than offense.”

“You have to start with a mindset change from doing it all yourself to be ok with having a loan partner help you.”

“One piece of advice is to get an utilize your CRM.”

Key Takeaways:

Proactive communication allows your team to not get pulled away from the task at hand.

Having a loan partner allows you to do more deals without having to sacrifice quality. 

Not being able to give up control will hold you back. 

Large or small, you need to always acknowledge messages you receive. 

Great book is The Ideal Team Player.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h 

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/

Text the word: nextlevel to 36260 to download our app

Patrick O'Brien, CEO of LenderLogix joins Kellen to talk about the importance of keeping customers in your ecosystem. Patrick also discusses about how the right technology allows you to have balance in your business. 

2:40 QuickQual Tool

9:02 Buying back time

12:05 Owning the ecosystem

16:00 Multi-state prequals

Quotes:

“QuickQual came from trying to make a better and easier experience for loan officers, agents, and consumers.”

“If you commit to your partners that you are available 24x7, then you won’t be able to scale your business.”

“You have the borrower now in your ecosystem and not other competitors.”

Key Takeaways:

QuickQual allows you more freedom and balance in your life. 

Technology should make you more effective and not replace what makes you a great LO. 

Being available 24x7 will end up hurting your business and not help it. 

Don’t allow your consumers to go to others and risk losing their attention, and possibly their business.

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h 

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/

Text the word: nextlevel to 36260 to download our app

On this episode, KT and Kellen talk about creating a rock solid client experience that will generate more referral business. The guys also discuss their playbook on how they great stickiness with their agents and customers. 

2:10 Creating a great client experience

12:00 Weekly updates

15:25 Banking equity

Quotes:

“Loan officers usually either have a traffic problem or an operational problem.”

“We like to wait until 10 days after closing before giving a client appreciation gift.”

“One of the biggest challenges for agents are lenders who don’t pick up their phone.”

“When you leave your clients with a truly great experience, they will refer business if you stay in front of them.”

Key Takeaways:

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. 

Links:

Next Level Loan Officers - www.BecomeNL.com

Loan Officer Events - loanofficerevents.com

Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h 

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/

Text the word: nextlevel to 36260 to download our app