The Collective Podcast

On this final episode of 2021, Jason Frazier joins Kellen Vaughn to talk about the mindset of a mortgage difference maker. The guys also discuss the recent Next Level Mastermind in Dallas along with the ONE thing that Loan Officers should start doing today that will reap rewards tomorrow.  

3:30 Consumer First Mindset 

5:40 Be a difference maker 

11:50 Building blueprints 

16:50 Number one opportunity 

Quotes: 

“You can help everyone!” 

“It is time to break down the barriers of thinking that sales is different than marketing.” 

“The consumer journey is no longer linear.” 

“This work isn’t easy. If you’re in this business for legacy, it is going to be hard work.” 

“Once you understand where your expertise is and where you can help the most people, you triple down on that blueprint.” 

“The greatest opportunity for loan officers right now is Youtube.” 

Key Takeaways: 

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.  
 

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 Shane, Sean, Kellen, and Kenneth discuss the things in your business that will take you from good to great. The coaches also discuss focusing on appreciation is always a good thing and how adaptability will be your superpower in 2022.  

2:00 The mastermind 

4:15 The one thing 

8:30 Appreciation 

11:00 Complexity hurts business 

14:50 Refining your staff 

16:00 You have to be able to adapt 

Quotes: 

“Too many people are spending 2020 money without focusing on what makes them successful.” 

“The key is to appreciate people all of the time.” 

“The enemy of great is good and the enemy of execution is complexity.” 

“You have to be adapting and preparing for change.” 

Key Takeaways: 

End-of-the-year masterminds are a great way to hit reset and get focused on the new year.  

Make sure appreciation is at the top of the list for your business development strategy. 

Being a giver with your team can lead to people taking advantage of it which will affect your culture.  

When running a team, you need to make sure you have the right people in the right job doing the right things at the right time. 

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 

Veteran mortgage pro Jill Underwood joins Kellen Vaughn to discuss how she focuses on the value of her relationships as it relates to her business. Jill also discusses her process of working her database and how being personal creates loyalty with her clients.  

2:05 Intro to Jill 

6:25 Jill’s baseball card 

10:30 Working your database 

17:00 Talking to past clients 

Quotes: 

“I learned very early in this business, the value of relationships.” 

“The one thing every LO has to learn is how to take time off and walk away.” 

“35% of my business comes from my past clients and their referrals.” 

“When you show that you really care, your client will stay with you and not shop around.” 
“Our world needs more love and that is my skillset.” 

Key Takeaways: 

You have to find time for yourself and be able to be away from your business.  

You need to be consistent with reaching out to your database.  

You absolutely should work your database, but your focus should be on your raving fans.  

Showing that you care means going beyond their financial situation and being personal.  
 

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 Todd Reynolds Sean and Shane to talk about how investing during the good times in the industry will set up success during the tough times. Todd also talks about the importance of long-term relationships and being a good business partner. 

1:30 Todd’s baseball card

2:55 Advice for younger LOs

5:25 Not sleeping on the relationships

10:15 Making investments in your business

14:00 Thrive and survive

19:25 Being a business partner

Quotes:

“It took me 8 or 9 years to get to the corp office and 2 years to get out of it.”

“Last year proved that if you had the database systems in place, you didn’t lose touch of your relationships.”

“The things you need when times are good ,are the same things that will get you through when times are tough.”

“We made a decision to shift from being just another good mortgage company to being a great business partner.”

Key Takeaways:

On a top 5 list, relationships are numbers 1-5. 

Relationships are key. You will move around in your career and you don’t want to have to start over every 3 years. 

Don’t make the mistake of regretting not making investments in your business. 

When you take strategic control of your business, you won’t fall into the blame game. 

The tools that help you thrive in good markets, will help you survive in tough markets. 

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

Mike Cuevas joins Shane Kidwell to talk about future-proofing your business by building a strong personal brand. Mike discusses where the opportunities are, why not marketing is a death sentence, and how leaning into who you are will attract business.  

1:50 Is your brand a difference-maker? 

4:25 Understanding your audience 

6:50 Best practices for marketing 

8:25 Personal brand building 

14:45 Future-proofing your brand 

18:30 Authenticity wins 

22:00 Competing with the big box lenders 

24:20 Marketing and advertising 
 

Quotes: 

“You have to ask yourself. What really makes someone hire you?” 

“Personal brand is the future of our business.” 

“Branding is all about communication, period.” 

“The best part about building your personal brand is that every single person has one.” 

“Your brand is who you are.” 

“Are you building a future-proof brand?” 

Key Takeaways: 
 

People hire you for how you do, not what you do.  

If you don’t focus on a personal brand, you will be out of business.  

You must educate your audience in the way and on the platforms that is best for them.  

Branding is how you communicate and how your message is related to other people.  

A great personal brand will organically attract the people you want to do business with.  

Consistent communication to your audience over time is how you build a personal brand for your business.  

Creating a great brand is about leaning into who you are.  

Major lenders will never be able to create a personal brand, that is your opportunity.  
 

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 Sean, Shane, Kellen, and KT give you the blueprint to measuring referral partner success. The coaches discuss metrics, marketing, finding the right fit, and finding the true value of a relationship. 

2:15 Referral partners metrics

12:00 Knowing your audience

18:20 Agent marketing

22:05 Partnering with the right agent

25:00 Middle tier agents

Quotes:

“This year we need to work to get 2 years better.”

“At the end of the day, I want to work with people who align with my business.”

“Spend time with your ALL-IN relationships.”

“Loan Officers over market to agents all the time, when less is more.”

“Following agents on Social Media is a great way to find the ones you want to work with and what matters to them.”

“The most important thing that Loan Officers can do is work with agents who will respect you.”

Key Takeaways:

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.

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, Frazier joins Sean Zalmanoff to talk about being on a mission of relevancy for the mortgage industry. Frazier and Sean also discuss AIME's recent event, marketing strategies, being a tech-enhanced loan officer,  and the massive opportunities that loan officers have in front of them. 

1:15 Intro to Frazier

2:30 The mission of relevancy

5:15 AIME and Fuse recap

12:00 Power 90

13:40 Marketing strategies

21:00 Using tech wisely

25:00 This is your time

Quotes:

“We want this business to endure and not be taken over by the headset jockeys.”

“Advisors in this industry understand that one size fits all does not exist in our industry.”

“AIME is about leveling up the entire mortgage broker community.”

“The opportunity lies with LOs who can bridge the gap efficiently between the offline and online COVID world.”

“The more that you’re omnipresent, the better opportunity you have at conversion.”

“This next decade is going to be won by the experts.”

“Now is the best time ever to be in the mortgage industry because there is so much opportunity.”

Key Takeaways:

Technology needs to be a tool to enhance the modern LO, not replace them. 

The LOs need to have a focus on being relevant to the modern consumer or risk being forgotten. 

Mortgage events that don’t include everyday professionals will eventually fade into obscurity.

2020 was a unicorn event and you cannot base your business strategy on how you did business. 

The consumer journey is not linear and you have to adjust your messaging to be where they are. 

Awareness is always your first marketing step. 

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

Know your worth! On this episode, Shane, Sean, and Kellen talk about Power 90 and how it will shape your life and business for the better. The guys discuss why focusing on actions that matter, will allow you freedom, give you less stress, and allow you to take your origination to the next level. 

2:00 Power 90

3:30 Prepare for the week

7:40 Don’t cheat on your calendar

10:05 Actions that matter

17:05 Market share

18:00 Working on your business

Quotes:

“Most loan officers don’t prepare for their week, they fall into their week.”

“If you don’t know what your worth per hour is, then you are probably underpaying yourself.”

“You need to ask yourself what proactive activities have you done to move the needle forward in your business.”

“In the mortgage world, the name of the game is market share.”

“The Loan Officer with the most friends and creates the best relationships, makes the most money.”

Key Takeaways:

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

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 Ashley Courville joins KT and Kellen to talk about the importance knowing who you want to be in the mortgage business. Ashely also talks about changing models, scaling her business for success, and creating the woman’s group inside of Next Level. 

2:15 Intro to Ashley

5:15 Team dynamics

9:00 Scaling success

14:55 Changing business models

17:33 Not being all things to all people

21:40 Women’s mortgage group

Quotes

“My number one goal this year was to grow my business 30% while working 30 hours a week.”

“Before I joined Next Level, I was an average  loan officer, working 60 hours a week.”

“I get to live my life the way I want, because my team got real efficient with what we do."

“Why would I want to chase a client that isn’t a fit for the way I do business.”

“You have to have tough conversations with agents. Not everyone should own a house.”

“Work-life balance is very different for women in mortgage than men.”

Takeaways

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. 

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 Justin Kautz joins Kellen to talk about the Next Level Loan Officer Playbook. Justin talks about how the playbook allows him to manage his day, track leads, and make sure business opportunities do not go to waste. 

2:45 Intro to Justin

4:35 Using the Playbook

7:00 Power of planning

9:55 Lead tracking

13:00 Managing sales activities

19:10 Biggest change in your business

Quotes:

“If you don’t plan to run the day, the day will run you.”

“Most loan officers spend less than 15 minutes a week focusing on money making activities.”

“We built this playbook specifically around the needs we hear from loan officers during our coaching.”

“I make sure to keep track of my circle so I know who drives traffic and where my business is coming from.”

“Every lead counts, so don’t let them fall through the cracks.”

Key Takeaways:

Using the planner helps you plan your day efficiently and be more productive. 

If you don’t have a clearly defined plan on how you are going to run your day, you can fall into the trap of being reactive. 

If you’re not tracking your leads efficiently, you are simply throwing time and money away. 

Keeping track of the channels that drive business allows you to level up to see maximum gains. 

You work hard to drive traffic and cultivate business. Don’t let your hard work go to waste or to other lenders because you weren’t managing your business effectively. 

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