The Collective Podcast

On this episode Skylar Welch joins Sean and KT to talk about her journey from LOA to owning her own mortgage brokerage. Skylar also discusses how fear can be a great driver, how being consistent with communications and a focus on the follow up will help you build a successful origination business. 

2:15 Introduction to Skylar

7:00 Moving from LOA to LO

10:00 Not letting fear hold you back

13:05 Being consistent and following up

17:15 Building and controlling your own brand

21:30 Don’t be afraid to have hard conversations

Quotes:

“When you start you need to let everyone know in your network what you do.”

“I introduced myself to every agents in the state of Maine.”

“Half of my business this year is from past client referrals.”

“This job is not easy if you are not self motivatedand don’t have drive.”

“Being consistent pays off and will always pay off.”

Key Takeaways:

Don’t be shy to tell your personal network what you do as a loan officer.

Go after newer agents and help them grow their business so you can grow together. 

Being scared to grow helps light a fire under you.

You aren’t going to build a pipeline by waiting for the phone to ring. 

All the money is in the follow up.

Don’t be chicken little. Be a problem solver. 

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, Todd Bitter joins KT and Sean to talk about his methodology as a solo Loan Officer who has closed 270 units for 85million year-to-date. Todd explains how having a laser focused origination niche of purchase, above 680, conventional loans allows him to do what he does. 

5:30 Intro to Todd

7:00 What does closing 270 look like

11:05 Having a laser focused niche 

20:50 Work hard now so I can relax later

Quotes:

To be a one man operation you have to time block. 

Find out what you are the best at and focus on that. 

I am going to break a 100 million this year as a one man band and I didn’t think this was going to be possible. 

Quit measuring yourself against others and do what makes you happy. 

Key Takeaways:

It is ok to say no to loans that you don’t want to do. 

Being organized and managing your time allows you to not have to work and have flexibility. 

Having a laser focused niche that you don’t deviate from allows you to be super efficient. 

Don’t copy a model, build a model around what you like to do. 

Be proud of the business you do if you are making the money you want and you are happy. 

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 Matt DeLuzio joins Kenneth Travis to talk about understanding how to create a successful business by having a continuous improvement mentality, hiring the right people to make the best use of your time, and setting the right expectations with everyone you deal with. 

5:00 Challenges for MLOs right now

9:30 You don’t have to be the jack of all trades

13:00 Hiring for the right reasons

21:35 Advice for MLOs that are trying to grow

28:40 The importance of setting expectations

Quotes:

Who you know will get you there and what you know will keep you there. 

You can’t be constantly working in the business but never on your business. 

We are in this business to continue to learn and succeed. 

In order to keep generating business you can’t spend your time chasing conditions. 

Key Takeaways:

There is always something for Loan Officers to learn to make them better. 

You have to have the mentality to invest in yourself. 

If you can’t step away from your business then you don’t have a business, you have a job. 

You need to step back and figure out what is the first hire to make you the most effective.

The people you hire have to be additive to where you are able to generate more business. 

Sometimes you have to be willing to lose something to gain more. 

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 Wes Wyrick joins Kenneth Travis to talk about how he has achieved success by letting go, trusting his team, and creating a routine that allows him to own his day. 

1:30 CMA

4:30 Routine is key

8:40 What his team looks like

10:35 Sacrifice of a solo show

14:15 What is the difference today

19:25 Spending time with your family

Quotes

“I program myself to own the day, each day.”

“We look at every transaction as having two customers. Our borrowers and Realtors.

“When you run a solo show you will sacrifice time with others.”

“I measure value by dollars, but also by time, connections with kids, and memories made.”

“I had a manager, but I did not have a leader.”

Key Takeaways:

Creating a routine can be key to set up a successful day.

Having key players on your team allows you to always be there without having to actually be there. 

There is a max amount business you can do without sacrificing time in important areas of your life. 

There is nothing wrong about working less and making more money because you scaled your business. 

Following a manager as opposed to a leader can be a detriment to 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

On this episode, Scott Schang, partner of BuyWise Mortgage and founder of FindMyWayHome.com joins Sean Zalmanoff to discuss the power of hyperlocal content. Scott will talk about how most of your competition will not put in the time to put out hyperlocal content and that is how you can win local business and referral partners. 

1:55 Having a Consumer Direct Focus

4:45 Bring laser focused

8:30 Evolution of content

16:50 Tools that create a great experience

27:15 Tightening your net

Quotes

“I have never considered myself as a sales person, I am an educator.”

“When you are doing consumer direct, you aren’t generating leads, you’re generating referrals.”

“Content marketing is an absolute goldmine.”

“The single best place to start to create content is by looking in your sent folder.”

“When you go hyperlocal, you are talking about your community, instead of talking mortgages.”

Key Takeaway

How to grow a blog that gets over 10,000 hits per month

Consumers sometimes want to read content that solves their problems. 

If you want the results you need to commit to doing the work. 

Most of your competition will not put in the time to put out hyperlocal content. 

Stop being selfish with your experience and expertise and share with the world. 

Don’t go for the money grab at the expense of your relationships. 

Don’t spend money on tools unless you have a plan to use them.

Links:

Mortgage Success Academy -onedollarmsa.com

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

Loan Officer Events - loanofficerevents.com

Scott Schang - FindMyWayHome.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/

Scott Schang Facebook - https://www.facebook.com/FMWHome 

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, Kenneth, Sean, and Alan recap their biggest takeaways from the Top Producers Huddle Mastermind in Nashville. Key takeaways include looking to the future, knowing your why, scaling, turning down business, and understanding what you sacrifice. 

1:25 The TPH Mastermind

3:20 Takeaways

4:00 Knowing your why

5:50 Having a system and process

7:10 Scaling

11:15 Turning down business

14:35 Being known

18:45 Looking to the future

20:00 Know what you have to sacrifice

Quotes:

“We work so hard to become happy that sometimes we become miserable.”

“Sometimes you have to turn business away.”

“Make hay when you can, but it is easy to get sidetracked.”

“Time is the number one commodity that we get in life.”

“We all have to have a level of contentment with the level of business that you can manage.”

Key Takeaways

The importance of knowing your why so you can work to be happy. 

Easiest way to deal with capacity is having the right processes and systems in place. 

Scaling your business right now is an absolute necessity. 

Growing your business will mean that sometimes you need to turn business away.

What can you do better to improve in the next 10 years. 

Know what you have to give up to get where you want to go. Is it worth it?

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 Broker Owner of LA Lending, Chasity Graff, joins KT and Sean to talk about how she is building the perfect loan process for her business. Chasity discusses the importance of finding your business family, training your team, developing system/processes, using social media as a business tool, and how coaching can take you where you want to go. 

1:30 Introduction to Chasity

3:00 What is working now

6:00 Important changes

8:40 You have to train your people

11:00 Investing in coaching

14:00 Buying back your time

15:45 Successful social media marketing 

Quotes:

“I feel like what I am setting up for my business right now is gold.”

 “I am in the process of building out the perfect loan process with the right people.”

“You get annoyed when those you hire don’t do it your way, but how do they know what your way is if you don’t train them?”

“Why reinvent the wheel when you can hire coaches who have done it before you.’

“I have always used Facebook as a business tool as opposed to a social tool.”

“Other business models are not my enemy. My enemy starts with a Q.”

Takeaways:

Models do not matter as much as execution. 

Your company doesn’t have to pay for the tools needed to increase your business. 

Having effective communication can lift or sink your team.  You need to give the tools and scripts so they don’t have to think. 

You need to have a process for training the people that you bring on. 

Write down all your tasks and delegate those that you do not want to do. 

Do not overlook the critical nature of developing proper systems and processes. 

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/

Jamie Facebook - https://www.facebook.com/lalending

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 Jamie Cavanaugh joins Sean and KT to talk about how Loan Officers cannot let the refi boom make them lose their focus on business building activities. Jamie talks about the importance of having a process so that sales activities are the only thing loan officers are doing every day. 

2:25 - Who is Jamie Cavanaugh 

8:00 - How should MLOs look at the current market

15:20 - Give value without an ask

18:50 - The importance of having a process

23:00 - Letting your business skyrocket 

Quotes

“We are working in a very reactive environment right now.'

“If you want to survive in this business you have to focus on the long game.”

“The best thing you can do right now is to give value without an ask.”

“Sales activities are the highest and best use of a Loan Officers time.”

“The $400 an hour sales activities need to be left to the sales folks and let the ops folks do their thing.”

Takeaways

MLOs cannot lose focus on business building activities. 

Refis are good business, but focusing on your long-term purchase business is key

If you let your marketing suffer you are letting your business suffer. 

Great opportunity to grab marketshare as other MLOs lose focus. 

Giving value to your agent network without asking for anything in return is an easy way to win relationships and business. 

Understand the difference between sales activities and ops activities. 

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/

Jamie Facebook - https://www.facebook.com/jamie.king.142

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 Jason Frazier interviews Next Level founder and coach, Kenneth Travis. KT is a 17yr mortgage veteran and Marine Corps Veteran who had a drive and passion to succeed going all the way back to high school. KT talks about how he built his business, the importance of focusing on creating a team environment, and how now is the best time to create new Realtor relationships. 

02:25 KT introduction

06:15 Building Trademark Mortgage

09:00 What drives you

14:20 The Next Level difference

21:15 What Loan Officers should be focused on 

Quotes:

“Right out of the Marine Corps I had a passion and a drive to be successful”

“Fake it until you make just does not work for who I am.”

“If we all look back in our lives there is a moment that defines who we are or who we are gong to be.”

“We are known for giving more in value than what we take in payment.”

“It is the men and women that are in our coaching group is what makes our community valuable.”

“You need to love on your people.”

“Now is a great time to create new referral relationships because other loan officers are focused on refis.”

Key Takeaways:

Making money is about having freedom to expand in other areas of your life. 

Being in the trenches allows you to see market changes as they happen and allows you to help MLOs from that experience. 

Training a team allows you to work ON your business as opposed to IN your business. 

Make sure you select the coaching program that is focused on your success and not theirs.

Being in a community of like minded mortgage professionals can make all the difference. 

You need to make sure you love on your team and make sure they feel appreciated. 

With all the volume happening now make sure you do not forget about your referral partners.

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