The Collective Podcast

On this episode Eric Braun joins Sean and Shane to discuss how the mortgage industry changed his life. Eric also talks about being married to the process, hiring the right people, putting on events you control, and having a non-negotiable mentality to execute. 

3:40 Intro to Eric

7:30 Keys to Eric’s success

13:05 The process

16:30 Finding the right fit

20:15 Brew-RE Events

Quotes:

“The mortgage industry has changed my life and I am forever indebted to it.”

“People don’t want to give their life savings to someone who is unauthentic.”

“When you focus on everyone else, you divorce yourself from the result and marry yourself to the process.”

“When you add people to your team, they have to have complete buy-in.”

“No matter what is in front of me, I have get results.”

Key takeaways

The problem in our industry is everyone defaults back to what we have always done. 

You have to have a value proposition that is a true differentiator. 

Consistency with putting out content is a long-game tactic but will pay off in the end. 

Write down your mission and then build content that puts out that message. 

When building your team, find someone who devotes theirselves to mastery. 

Having the mentality of “I execute” is paramount when running a business. 

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

On this episode Jeff Lagoni joins Kellen and Sean to talk about makeup of Jeff’s team and how it changed the course of his business. Jeff also discusses about how trusting your team allows you to love what you do even more. 

4:35 Background on Jeff

8:25 Team makeup

11:50 Jeff’s role in the team

16:46 Empowering your team

Quotes:

“Back in the day, I felt like I was on house arrest.”

“My clients are now my team.”

“Clarity is power.”

“If they can do 80% as good as you do, it’s ok.”

Key takeaways

Having a team allows you to be flexible. 

Teams work best as a collaboration as opposed to a boss/employee.

Having a strong team will enable you to focus on relationships. 

You have to give your team permission to fail. 

Your team will be better than you if you know how to hire right. 

If you’re not making mistakes, then you’re not trying.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

On this episode, John Israel of Mr. Thank You joins Kellen, Shane, and KT to talk about the power of showing appreciation. John talks about how being deliberate with showing appreciation can help you build a strong business. John also discusses how the intent behind being grateful can not only change your mindset but make you relevant long-term to your network. 

2:50 Intro to John

5:50 Mr. Thank You Project

11:15 VOW Framework

17:05 Loyalty and retention

25:00 Becoming more human

28:20 Changing your attitude 

Quotes:

“What you appreciate, appreciates you back.”

“Nobody starts a relationship hopping it is going to end.”

“If you put out scarcity, you will get scarcity back.”

“The VOW framework is what I think about before I write a letter to somebody.”

“It is important that you are relevant to the relationships you have and not do the transaction.”

“How do you become somebody, your clients don’t want to live without.”

Key takeaways

The experience you give your clients and partners has to match up with what you are putting out in the world. 

How much more business could you get if you put focus on appreciation as opposed the deals you lost. 

Lack of appreciation are the reasons most partnerships and relationships fall apart. 

When you have conversations with intent you become relevant to your audience. 

Thank you card are unexpected and thus will stand out. 

You become more competitive when you become more human.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

On this episode Kellen, Shane, and Sean talk about Power Conversations. The guys discuss the importance of setting expectations of both your referral partners and your clients. 

3:00 What are power conversations?

12:25 Resetting the mindset

14:33 The intake process

Quotes

“It is really hard to be good, fast, AND cheap!”

“If you say yes to everything, you are saying no to something.”

“The second you value yourself more than the transaction, your whole world changes.”

“I am looking for the blindspots. It is the things you don’t know, you don’t know.”

Key takeaways

Power conversations are about setting expectations early and often

It is about your system and not their system.

You have set your boundaries with your referral partners otherwise you will get trampled on. 

You will close more deals by aligning with the right people in your business. 

When you dictate the process you are in the best position to control your success. 

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

On this tactical episode, Shane, Sean Z, KT, and Kellen talk about their strategies for creating successful referral relationships. Hear how the Next Level Coaches have created a strong UVP in their respective markets. 

3:00 Finding referral partners

6:15 Finding your UVP

11:30 Marketing company first

15:00 Top Producer Huddle

Quotes

“If you care about referral relationships, you have to stay in front of your agents.”

“Newsflash: You have to have a unique value proposition.”

“Create real reasons to follow up with your agents.”

“Everything you do is marketing. Don’t think about yourself as a lender.”

Key takeaway

Don’t ride the refi boom to a long-term bust.

Don’t assume your agents will remember you if you have them on autopilot. 

What you are you doing in your market to provide ultimate value to your referral partners. 

You have to look at your referral relationships as an investment

Look at tools like homebot

Help your agents with Marketing. Period. 

On this episode, Kenneth Travis talks about lessons we learned from 2020 and how to apply them to 2021. KT also talks about what will make a great loan officer in 2021. 

2:05 2020 Market volatility 

3:30 2021 opportunities - Keep it simple

7:00 The traits

9:15 Be honest

14:50 Be personable 

18:45 Be reliable 

21:40 Be positive

25:20 Be adaptive

29:00 Be competitive in all things you do

Quotes:

“For 2021, our biggest opportunity is to do it better.”

“Your training should never stop. Keep sharpening your axe.”

“Loan officers like to hide from delivering bad news.”

“Clients would rather have some level of communication, than none at all.”

“We are very blessed to do what we do inside the mortgage world."

Key Takeaways:

Build on all the great business you did in 2020 and invest on becoming more efficient. 

Simplify your business and more importantly your jargon.

Using your tools effectively matters more than the tools you use. 

The longer you wait to deliver bad news the quicker your credibility erodes. 

Treat your customers like human and not a number.  

If you want to remain relevant you will have to adapt to the new world and new tech.

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud fou

On this episode Michael Cox of the Mortgage Nerds joins Sean Zalmanoff to talk about marketing, relationships, building a strong brand, and having an abundance mindset.  Mike also talks about how MLOs should have a marketing first, mortgage seconds philosophy when building their business. 

1:45 Intro to Mike

4:00 Making that decision to move

6:30 The mortgage nerd philosophy

7:40 Building a team

10:50 Dealing with challenges

12:50 The strength of a relationships

14:00 The mortgage nerds brand

19:10 Diversify your marketing

21:00 Putting marketing first

Quotes:

“I’m a firm believer in creating strong strategic relationships.”

“Not everyone should be a broker owner.”

“If you miss a loan closing that hurts your brand.”

“You want to work for a company that allows you to create your own brand.”

“Your a marketing company first, but happen to do mortgages.”

Key Takeaways:

If you decide to move to a new company make sure to do it for the right reasons.

You don’t know what you don’t know. You need to constantly be learning. 

Having a community of loan officers is a great support system. 

Once you build a brand, make sure you protect it. 

Having a strong brand enables you to have more freedom with your business. 

Don’t worry about giving away your secrets, because most MLOs won’t do it anyway. 

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

On this episode 14yr Mortgage Veteran Shah Tehrany, President of Madison Mortgage, joins Sean to talk about how he is scaling his business for growth. Shah goes into his team structure that is currently closing 50 million and 100 units and is building to hit 500 units a month. 

1:30 Intro to Shah

4:25 How do you scale?

8:10 What drove Shah’s growth

12:20 Find the right lending partner

16:40 Team structure

20:30 Building for growth from Day 1

Quotes:

“You have to ask yourself if you really want to scale your business?”

“Once you get to 200, 300 units it isn’t challenging to get to 1000. At that point it is all about people.”

“Focus on growing your team intelligently.”

“The business and industry is evolving, so speed is an important variable.”

Key Takeaways:

It is hard to scale your business if you are doing all the work with origination. 

You have to be there for your people when you decide to build a team. 

Your lifestyle and what is best for you will dictate to what level to scale your business. 

In a wholesale it is about finding true partners. 

Those that are nimble will be the ones that do well in the next decade. 

Having SOPs in place is non negotiable. 

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

Why Your Passion is Key to Building a Scalable Business w/Jennifer Beeston

On this episode of the Next Level Loan Officers Podcast, Top 1% originator Jennifer Beeston, joins Sean to talk about how she has built a scalable business. Jennifer talks about how she has gone from 70miilion to over 200 million in volume, how she uses YouTube to get to the consumer first, how she creates her content, and finding her passion. 

1:25 Introduction to Jennifer

3:45 Utilizing YouTube

9:00 You just have to start

10:30 Find a niche

15:00 Consumer direct gives you freedom

19:50 Scalable business is key

Quotes:

“The money gets empty after you have been in the business for 13yrs and so you have to find a passion.”

“You need to put your head down and put in the work.”

“My content is based off of real world situations and what people are asking me all the time.”

“If we can just be real and blunt about the process then that is all the content we need.”

“Best thing for your business is to be passionate and true to yourself.”

Key Takeaways:

YouTube is a great way to reach consumers with an answer to their questions. 

Social Media marketing is a proactive way to reach the younger generation. 

Consistency with video is important. 

You don’t have to be agent dependent if you go directly to the consumer. 

Consumers just want to understand the process with no bullshit. 

Being consumer direct allows you to say goodbye to bad realtors. 

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

On this episode KT and Sean talk about knowing your numbers as way to properly scale your business. KT and Sean also discuss how understanding your market is the key to picking the right niche for the long-game.

1:30 Appreciate the gift of 2020

3:00 Living in the Chaos

6:00 Knowing your numbers

10:30 Jack of all trades, master of none

15:00 Collateral damage

19:00 Competing with Fintech

Quotes:

“Would you pay someone $120 an hour for someone to pull credit?”

“You are stunting your growth if you are not willing to invest in yourself.”

“You are not as important as you think you are in your business.”

“You can learn how to be an advisor so you don’t have to be all about price.”

Key Takeaways:

Not only should you know your numbers but you need to know YOUR number. 

Knowing your hourly rate allows you to know what you need to delegate. 

Pick the right niche and understand your market.

Don’t overvalue your worth to the detriment of your business. 

Links:

Mortgage Success Academy -onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.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/

Text the word: nextlevel to 36260 to download our app

The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com