The Collective Podcast

A significant percentage of business comes from past clients, so it’s important to give them 5-star service the first time around. What little details can make all the difference in a client’s experience? How often should you check in with your clients?

When a lead comes in, you have to solidify the relationship quickly. -Marc Demetriou

Three Things We Learned From This Episode

Respond immediately (05:38- 06:38)
Make sure you or your team are always ready to answer a client as soon as they contact you. A lag time of just 20 minutes could mean a deal goes to another mortgage professional. Solidify your relationships as soon as possible, so you don’t miss out on anything.

Remember your personal touches (07:53- 08:46)
A great way to give your clients 5-star service is by checking in with them every step of the way. Even as the deal is approved or as it closes, be sure to ask for feedback. Doing this ensures the client has a great memory of your service, and makes them more likely to give a glowing recommendation.

Know your numbers (16:12- 17:01)
It’s vital to know how many hours you work, and how much you charge for each of those. If you’re doing work that’s way below your pay grade, you shouldn’t be doing it. Once you’ve identified these activities, you’ll know what needs to be outsourced to others.

The mortgage industry offers great opportunities for repeat business, so making a good impression is always imperative. Make sure you’re dependable and easy to reach, and offer personal touches throughout the process. As a loan officer, you have the expertise clients are looking for. Make sure they know you’re the right choice.

Guest Bio- 

Marc Demetriou is a branch manager at Residential Home Funding Corp. and decade-long President’s Club member. He is a licensed mortgage banker/broker in NJ, NY, CT, PA, SC, GA & FL.

Marc consistently ranks in the top 1% of mortgage originators in the U.S., according to leading industry sources Origination News, Mortgage Executive and Scotsman Guide. In his home state of New Jersey, he has been featured in NJBIZ's "40 Under 40", and is called upon frequently by the real estate, finance, accounting and legal communities as a trusted expert and speaker. Additionally, Marc is a certified and licensed instructor, offering continuing education credits to accountants, realtors and financial planners.

Marc has been a keynote presenter at the Mastermind Summit, the mortgage industry's leading annual conference, along with world-renowned motivational speaker Tony Robbins, and successful businesswoman and ABC-TV Shark Tank investor Barbara Corcoran. He was also co-host of WVNJ's popular The Real Estate and Money Show.

National recognitions include being named to National Mortgage Professionals' 2017 selection of "Top Most Connected Mortgage Professionals" in the U.S. Marc also ranked among Mortgage Professional America's "Hot 100" in 2018, 2017 & 2016, and received a Five Star Mortgage Professional award for superior customer service and professionalism in 2017.

When something bad happens, it’s a normal reaction to worry about all the ways it may affect you. How can you overcome feelings of self pity? How can you continue to thrive in all aspects of your life? On this episode, Shane explains how a recent injury could have been his downfall, and shares the thought processes that kept him moving forward.

If you want to be a powerful person over the long haul, this is not a sprint. It’s a marathon. - Shane Kidwell

Three Things We Learned From This Episode

• Expand your skill set (03:08- 06:09)
  Blue collar jobs like those in the fire and police departments require their people to have vast skill sets. This means that when someone’s ability to do a job is impaired, they’re still able to contribute to the team in some way. You can apply this to business. Develop a range of skills that allow you to keep busy when your primary role is impossible. 
  
  
• Eliminate self pity (08:48- 10:14)
  Often, we stop ourselves from thriving in the future because we’re so caught up in what’s happened in the past. Remove the reminders of painful memories and start concentrating on what you’re still able to do.
  
  
• Invest in yourself (16:30- 17:14)
  The summer market is great for the mortgage business. Make sure your success now continues to benefit you in the coming months. Invest in your business and your team so that times aren’t tough later.

Negativity is a trap, and it can seriously hinder your success in the years to come. Make sure you’re not holding yourself back from greatness in the future by having a negative outlook now. Prepare yourself by fostering a range of skills, and continue investing in yourself. You’re capable of doing amazing things—you just have to believe in yourself.

Being a loan officer and being in the mortgage business is a long-term venture, and we need to know how to run a successful and sustainable business. When is the best time to pursue new business opportunities? How can we get agents to want to work with us more? When should we scale our business? In this episode, Sean Zalmanoff, Kenneth Travis and Kellen Vaughan share some strategies we can implement in our business today that will help us get more business within a month. They also explain the value of the Next Level Loan Officer Live events for business strategy and growth in the industry.

If you’re too busy with the loans you have going on to invest in yourself and move your business forward, you’re missing the boat. -Sean Zalmanoff

Three Things We Learned From This Episode

• The magic window for more business (08:38-10:07)
  The perfect time to set ourselves up for more business is when we get to the point in the contract after we’ve been cleared to close, but haven’t closed yet. This is when we need nothing from the borrowers, title companies, and listing or buyer’s agents for our current deal. If we schedule appointments with these agents and ask our clients for reviews during this period, we can double the amount of business we get. 
  
  
• How to get agents who want to work with us (12:12-13:09)
  We can get more agents who’ll want to work with us by bringing a deal to the table. When we put forward a buyer who’s ready to buy a house, we will get the full attention of that agent for 30 days because they’ll want to answer our calls and get back to us about the deal.
  
  
• Scaling our business when rates are low (18:24-19:15)
  When rates are low and we know that we are going into a time where there are going to be opportunities, we need to recognize that we can’t do it all by ourselves. By making the right hires and using systems and processes that will make us and our team more efficient, we can scale our business and help it be more successful.

The career of a loan officer involves ups and downs mostly according to where rates are sitting at a moment in time, but we still have that magic 30-day window where we have the attention of everyone involved in the transaction. Within this, there is a perfect point at which we need to be pursuing more business opportunities, which is when we are cleared to close but haven’t closed yet. If we get in front of the listing and buying agents for appointments and ask clients for reviews during this time, we stand to double our new business opportunities. When we take the time and make the investment of attending industry events like Next Level Loan Officer Live, we can learn strategies that will lead to a more successful and informed business.

To get ahead in the mortgage industry, you need to be passionate about what you do. How can you fall in love with being a mortgage professional? What role should technology play in your journey to success? On this episode, Vice President at Cornerstone Home Lending, Kelly Zitlow, shares her success story and how you can cultivate a passion for your mortgage business.

Business coaching is invaluable. It will help with accountability, discipline, and to be forward-thinking in the industry. -Kelly Zitlow

Three Things We Learned From This Episode

• Fall in love with the job (07:06-09:06)
  To be able to fully dedicate yourself to the industry, you need to fall in love with it. The same goes if your career path changes— if you find yourself more interested in something different, allow yourself the flexibility to try it.
  
  
• Don’t overthink it (13:17- 14:58)
  Video content is extremely popular on the internet, and it can be used to boost your brand. However, getting started can feel overwhelming. Don’t overthink the content: just be yourself and talk about your passions.
  
  
• Surround yourself with the right team (19:37- 20:28)
  Never underestimate the importance of having a great team that keeps you centered. Create a team that supports you and is honest with you— even when your ideas aren’t feasible.

The best way to move forward in your career as a mortgage professional is by keeping your journey simple. Stop overthinking opportunities to promote yourself. In the same way, you also need to allow yourself to enjoy what you’re doing. Surround yourself with the right people, and let yourself fall in love with the industry.

Guest Bio-

Trust and experience -- two defining words for Kelly Zitlow, a Vice President at Cornerstone Home Lending. For 22+ years she’s built her career as a Licensed Mortgage Professional and Certified Mortgage Planning Specialist on earning the trust of her clients and partners by providing them a high level of mortgage lending expertise. She knows that is ultimately what they value the most.

Kelly has been ranked in both Scottsman Guide and National Mortgage News Magazine as a top producer in the nation. She has also received the 5-Star Mortgage Professional Award for the last 4 years in a row. Her success is second to the pride she feels for helping her community realize the dream of home ownership.

As Certified Continuing Education Instructor, Kelly is committed to education and has a thriving YouTube channel aimed at providing both real estate agents and consumers important information about home lending.

To find out more about Kelly, head to:

https://www.houseloan.com/kelly-zitlow-mortgage-lender/   

https://www.linkedin.com/in/kellyzitlow/

https://www.youtube.com/channel/UCPPGvH2uJJwHnB3pPZ61UqA

We hear so much about branding and building brands, but often only in vague terms. How are the two different? Which should you be focusing on to get your business to the next level? On this episode, Josh Pitts and Jason Frazier of Shred Media share how to build a brand effectively.

Don’t create a front or a persona. Just be you, and you’ll attract who you want to attract. -Jason Frazier

Three Things We Learned From This Episode

• Separate ‘branding’ from your brand (09:43- 11:50)
  A big mistake many make is thinking that branding is the same thing as building a brand. In reality, building your brand refers more to the relationships you build with consumers and what you stand for. While ‘branding’ is often an expensive process, building a brand doesn’t need to be- in fact, spending just 2 dollars a day on video Facebook ads does a lot for your business.
  
  
• Share your passions and be authentic(15:23- 16:32)
  Think about the things you enjoy and that matter to you, personally. Then, use those to brand yourself. You can only be authentic if you’re creating content about things you genuinely like and care about- and authenticity is key when you’re trying to attract an audience.
  
  
• Social media marketing is a long-term investment (25:52- 28:01)
  Social media is often celebrated for being instant. However, to see lasting success you need to be approaching it as a long-term strategy. You also need to be investing in it financially- it doesn’t need to be a large amount but you will need a marketing budget. If that’s not something you can afford right now, you may not be ready to be building a brand in the first place.

The business owner’s vocabulary is filled to the brim with clichés and overused terms. However, the reason they’re popular is because they’re important. Never underestimate the importance of authenticity when building your brand. Invest in sharing your passions with your audience, and concentrate on carving out a niche that will ultimately generate more business for you. Building a brand doesn’t need to be expensive- but it does deserve investment.

Guest Bio-

Josh Pitts is the Founder of SHRED Media. Josh has seen amazing success after building his brand through online platforms. He’s adamant that to see great results, you need to be authentic and carve a niche for yourself.

Jason Frazier is the Director of Business Development and Strategy at SHRED Media. He’s also a national speaker and podcaster amongst other roles in the mortgage and real estate marketing industry.

You can find out more about SHRED Media at https://www.linkedin.com/company/shredmedia/about/

Technology has made it easier than ever before for consumers to find loan officers. With all the options available to prospective clients, how can you set yourself apart? When should you begin the process of approaching consumers, and how can you maintain great relationships with them throughout the process? On this episode, Andy Zemon of Waterstone Mortgage Corporation explains how you should be using technology to your benefit.

If we use technology to help us nurture clients, then they don’t shop. -Andy Zemon

Three Things We Learned From This Episode

Nurture the right part of the funnel (07:11- 09:10)

Imagine the mortgage process as a funnel. At the top of the funnel, business is abundant. At the bottom, however, only a small portion drips out. By waiting to approach a client when they reach the bottom, you’re forcing yourself to compete with every other loan officer in the market. Build relationships with people once they’re in the top of the funnel, months before they’re actually going to need your services.

Be strategic with the mail you send (19:20- 21:15)

One of the words most associated with spam in emails is ‘mortgage’. Make sure you’re sending content containing terms that your mailing list wants to see. You should also be using a product like ‘Reply’, which allows you to see who’s engaging with your content and where you could improve.

Use technology to make your client relations easier (28:10- 29:06)

There is so much technology at our disposal that can make our businesses run more smoothly. Make use of the products available in a way that will assist your client with anything they may need. While it may seem like a small cog in the machinery, the convenience factor is extremely important in the digital age.

By not taking convenience into account, and by not sending exciting communications to your database, you run the risk of losing business. In the age of technology, that doesn’t just mean losing one or two clients. With such great changes taking place every single day, you could lose your spot in the mortgage industry altogether by not staying up-to-date. Keep ahead of the curb and make use of every tool aimed to make the process easier.

Guest Bio-

Andy Zemon is the Sales Manager and Loan Officer with Waterstone Mortgage Corporation. He is responsible for the significant growth of this family-run branch and offers his in-depth industry knowledge to assist many of the regions' homebuyers. To date he has helped more than 2500 families in his career.

Andy's passion is providing mortgage-based financial plans and he is the preferred lender for some of the area's top builders and Realtors because of it. Andy is one of only three Certified Mortgage Planning Specialists in the Central Virginia area.

In addition to running his own team within Waterstone Mortgage, Andy provides continuing education courses through the Charlottesville Area Association of Realtors. He also offers seminars through the local Chamber of Commerce as well as for many local real estate offices on the finer points of owning and growing their businesses. Andy has also been featured on the WINA live morning show and the local NBC affiliate as a lending and financi

The mortgage industry is constantly evolving, and even the top loan officers are at risk of losing the positions they worked hard to get. How can you safeguard yourself from being passed by? Does the answer lie in looking for new agents and buyers? On this episode, we talk with the founder of Downs Capital Mortgage Team, John Downs, to hear how he went from hero to zero, and got right back up again.

You’ve got to specialize in what you’re doing. -Sean Zalmanoff

Resources

Take your mortgage business to the next level. Visit nextlevello.com for more information.

Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule

Three Things We Learned From This Episode

1. Keep reinventing yourself (06:41- 08:04)
   The mortgage industry is constantly changing and evolving, so it only makes sense that loan officers must keep reinventing themselves. Stay on top of market trends and follow where the industry is going, not just where it is at the moment.
   
   
2. Be clear about what YOU want (08:36- 10:29)
   To do well in business, you have to be a specialist in your field. Narrow down your own passions and talents, and approach clients who are in need of what you’re best at. This way, you’re bringing your consumer excellent value and doing something that fulfills you.
   
   
3. Relational approaches are more effective than transactional ones (12:54- 14:25)
   Have a relational approach to your business, rather than an exclusively transactional one. By building relationships and fostering them over a longer period, you’re maintaining value. Stop forcing yourself to work harder by constantly finding new agents and buyers, and focus instead on the clients you have now.

With tech companies like Amazon getting involved in real estate, it can present new challenges for mortgage professionals. The only way to maintain your position as a top loan officer is by becoming a master in your field and fostering the relationships you already have. The important thing is to make sure you aren’t discouraged too easily. If you’ve had it in you to become a top officer in the past, you have it in you to do it again.

Guest Bio-

John is the architect and founder of Downs Capital Mortgage Team. His motto is “wealth for the next generation”. Whether you count yourself as part of the next generation, or are ready to build the next level of wealth for yourself, John thinks everyone deserves a great financial foundation. John will tell anyone who will listen that a mortgage is an instrument of leverage — and that a mortgage allows you to use someone else’s cash to build your own wealth.

Today, Downs Capital is a thriving unit of MVB Mortgage. John’s team is comprised of mortgage experts who also happen to be fierce competitors, client advocates, friends, athletes, coaches, neighbors, parents and dog lovers.

To contact John, call or text him on 202-899-2603

To find out more about John, head to: https://jdowns.mvbmortgage.com/

You can also look at: https://www.linkedin.com/in/downscapital/

Everyone wants to be the best at what they do, but that’s not possible when you’re trying your hand at everything. How can you carve a niche out for yourself? Are there any disadvantages of becoming too “niched”? On this episode, we talk with Jeff Onofrio, the managing director of renovation, construction, and national production at Mortgage Possible.

Everyone wants to be a jack of all trades. You need to pick a niche and become known for what you do. -Kenneth Travis

Resources

Take your mortgage business to the next level. Visit nextlevello.com for more information.

Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule

Three Things We Learned From This Episode

1. Stop trying to specialize in everything. Pick a niche. (03:53- 04:42)
   The problem with being a jack of all trades is, you end up a master of none. Rather than promoting yourself as an expert in every part of the business, pick a niche and make it your mission to become an expert.
   
   
2. Even with a specialty, don’t neglect the other parts of your business. (05:59- 06:57)
   While you need to establish yourself as an expert in one area, don’t completely neglect other parts of the business. Position yourself as someone with a mastery in one field, but capability in other areas as well.
   
   
3. If you’re involved with renovations, approach contractors. (13:06- 13:48)
   Contractors, more than anyone else in the market, are interested in renovations. However, they’re rarely approached. Why not beat your competitors to it? There are so many opportunities available in this virtually untapped market.

Renovation mortgage is definitely a niche market, although not a small one. With so many TV shows centered on home improvement, it’s clear that there is a desire on the part of the consumer. It’s up to you to make sure consumers in your market know that you are the person who can help fund their projects. Be sure to remind them you can help out in other areas concerning loans, too.

Guest Bio-

Jeff Onofrio has been in the mortgage business since the late 1990s. After doing a bit of everything in the industry, he decided to try his hand in construction. However, he ultimately returned to mortgage in 2007. Since then, he’s tried to find ways to combine what he learnt in construction with his mortgage knowledge. Today, he’s the managing director of renovation, construction and national production at Mortgage Possible.

To find out more about Jeff, head to: www.mortgagepossible.com

You can also check out his podcast and video blog at: www.renovatethis.com

The mortgage industry is rewarding for lenders not only because of the financial incentive, but because it allows them to provide a meaningful service to their clients. How can you ensure your clients know you appreciate their business and strengthen the relationship you have with them? What can you do to make sure you stay successful in this business over time? On this episode, industry veteran John Abraham shares on what he has learned on his business journey and explains why relationships are so important.

Constantly let your team, your partners, and your clients know how valuable they are. -John Abraham

Resources

Take your mortgage business to the next level. Visit nextlevello.com for more information.

Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule

Three Things We Learned From This Episode

1. Never allow yourself to become complacent (03:25- 04.15)
   In this industry, there will be some months when you do exceptionally well. While that can lure you into a sense of security, don’t become overconfident and complacent. Keep doing the things that brought you success in the first place, and don’t take your foot off the gas.
   
   
2. Perfect the relationships within your team (07:35- 09:18)
   Your team plays an integral role in your business. Make sure you tell them you appreciate them, and create a culture where everyone knows they’re supported. Stay loyal to your team, and they’re likely to reciprocate.
   
   
3. Provide clients with valuable advice (18:29- 21:20)
   Gift potential clients with a packet of valuable information. By compiling advice, guidelines, and checklists for what they should be paying attention to when house-hunting, you’re providing a service they will actually use. This keeps you at the top of their minds, and sets you apart from the competition.

At its core, the mortgage industry is people-oriented. Stay in touch with clients, let partners know you appreciate them, and create a family within your team. Don’t withhold advice from your competitors, and have an abundance mindset. There’s more than enough success to go around. The mortgage industry can help you generate a great income, but building strong relationships with people is what will make you richer.

Guest Bio-

John Abraham is the producing manager at Caliber Home Loans. After starting his career in the mortgage industry 29 years ago, John went on to be ranked one of the top 200 mortgage originators in the US in 1998. He’s stayed in that top 200 ever since, and in 2011 was recognized for originating over $1 billion in residential mortgage loans since the start of his career. John strongly believes success is derived from strong relationships with everyone you work with- from your team, to your partners and your clients. He’s also passionate about seeing the mortgage industry as a vehicle to help others, and genuinely cares about every deal he’s closed throughout his career.

To find out more about John, head to: https://caliberhomeloans.com/loan-consultant/illinois/Peoria-IL/jabraham

https://www.linkedin.com/in/john-abrah

Starting a new career path is daunting for everyone. How can you get past your initial nervousness and just get moving? What are the tools you need to make progress? Join us as we talk with one of the students in our program, Alexa Ward. Alexa is new to the industry, but after an initial disappointment in July last year, just 3 months later she closed 8 deals in October. Don’t miss this episode as we hear how she did it and how you can, too!

When you’re new to the industry, you don’t know what you don’t know. You have to start somewhere. -Kenneth Travis

Resources

Take your mortgage business to the next level. Visit nextlevello.com for more information.

Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule

Three Things We Learned From This Episode

1. Make cold calls (07:25- 08:16)
   When you’re new to the industry, the best thing you can do is introduce yourself. Start by cold-calling the agents listed in a local magazine or newspaper. You may feel awkward at first, but you have to stay consistent with cold-calling in order to start making contacts and creating your own database.
2. Mentorship is vital (09:24- 11:26)
   Having a mentor or a coach is extremely important in business. Mentors help keep you accountable and ensure you’re following through on the commitments you’ve made. Coaching encourages you to share ideas with others and allows you to expand your mind throughout your journey.
3. Be consistent in everything you do (18:30- 18:21)
   When you start branding yourself, make sure you’re consistent. For example, if you are planning on doing a web show or podcast to increase your visibility online, be sure to post once a week or as regularly as possible. Stay consistent and follow through.

Consistency and networking are important for anyone entering a new field. However, seasoned professionals should also be sure to follow through on their commitments and keep growing as the industry does. To have longevity in your career, you have to keep adapting and never allow yourself to get too comfortable.

Guest Bio-

After graduating from college, Alexa Ward decided to try her hand at being a flight attendant. However, her father had other plans for her. Once he told her to join him at work, Alexa was hooked on the mortgage industry. Her drive and determination to succeed have fueled her progress, and in October of last year she closed a phenomenal 8 deals. Alexa is part of our coaching program, and has credited mentorship and coaching as a couple of the main factors contributing to her success.