The Collective Podcast

We often hear about the necessity of scaling our businesses so we can step away. Do what degree should we aim to transition out of our business? Could we be harming our business by delegating too many tasks? When it comes to building our brand, what options should we look to? On this episode, team leader Alan Christian shares on his experiences and lessons learned around delegation and making a shift out of his business.

To brand yourself locally is very inexpensive and effective. -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. Have a team, but don’t over-delegate (08:42- 10:22)
   Having a team is important, especially as a solo entrepreneur. However, remember that you are extremely important to your business. You can step away from time to time, but you still must be involved in steering the ship.
   
   
2. Start making videos (20:47- 22:55)
   Video is the most popular content on the internet. By creating and sharing video content, you’re making connections with a huge number of people online. In your own community, video situates you as an expert, and by showing your local audience who you are, you’re creating a great sphere of influence with minimal effort!
   
   
3. Take advantage of the low production costs of the internet (26:16- 27:49)
   To produce video, you will need to invest something, but the costs are incredibly minimal. For less than $300, you can buy the relevant equipment that makes your content visible to thousands of people.

Even when delegating, continue to be hands-on in your business. As the boss, you may be able to step away, but that shouldn’t be a regular occurence. Take some time to share your experience via social media, and show the world you’re a mortgage industry rockstar. Building and maintaining an audience doesn’t have to be expensive. Produce video content, and engage with your market.

Guest Bio-

Alan Christian is the founder of Alan Christian Mortgage Team. After stepping too far away from his business in recent years, Alan had to effectively start rebuilding his reputation and presence in his community as the resident rockstar of mortgage. Through social media, he was able to do that. Today, he is passionate about creating video content for his clients, and since November 2018, he has shared almost 1,000 videos.

To find out more about Alan, head to: https://www.facebook.com/alanchristianmortgageteam/

A lot of entrepreneurs in the mortgage industry dream of no longer needing to work. Is that goal ever attainable? Is it even a justifiable dream to have? On this episode, we’re joined by military veteran and branch manager at Benchmark Mortgage, Rick Ward. Rick shares why he feels his star continues to rise, and why he believes his own work is never done.

You have to aim high and stay hungry. -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. The importance of training like a salesperson (02:47- 4:56)
   As a lender in the mortgage industry, you are a salesperson. It’s worthwhile to work and train like one. Never underestimate the value of what you learn as a salesperson: cold-calling and face-to-face sales are both a fundamental component of lending. Just like in any other sales, people need to know, like, and trust you to do business with you.
   
   
2. Never stop prospecting (09:01- 10:19)
   Every day of the week, you have to make sure people know who you are and that you’re available for business. By breaking this habit once, you’re more likely to procrastinate and put it off. Just get it done today.
   
   
3. Why you need to stay hungry (12:55- 14:15)
   It’s easy to lose your hunger for success when you’ve tasted a lot of it. However, just because you’ve reached some of your goals does not mean you’re done. Stay hungry and actually tell your clients that you’re open and ready for their business.

It can be easy to lose your motivation over time, but you can help yourself keep momentum by shifting your goalposts and challenging yourself in new ways. Keep setting your bar higher and aim to surpass the goals you once set. You may reach the point where you no longer need to work, but if you stay hungry, you may decide you want to keep pushing.

Guest Bio-

Rick Ward is a well-established branch manager at Benchmark Mortgage in Colorado Springs. SInce leaving the national service in 1991, Rick has dedicated his trade to helping other veterans achieve success in the industry- and as clients. He’s known for staying dedicated to his trade no matter what, and while he has no plans to stop working soon, he plans to leave his daughter with an amazing legacy one day.

To find out more about Rick, head to:

https://rickward.benchmark.us/ or

https://www.facebook.com/TheRickWardLendingTeam/

The key to success lies in developing relationships with clients that enjoy their experience with you so much that they refer you to family and friends, and work with you repeatedly. How can you build one of those revered relationships with a client? What can you do to ensure you retain as many past clients as possible? On this episode, we tak with Kelly Marsh, Vice President of The Kelly Marsh Team at Cornerstone Home Lending, Inc. to hear how she’s set herself apart from competitors and gone on to close $500 million in loans in the past 5 years.

You must have a world-class team in order to offer a world-class client experience. -Kelly Marsh

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. Have face-to-face client meetings (04:03- 05:08)
   Something that will set your business apart from other loan officers is face-to-face meetings. By asking your clients to sit down with you in person, you can create a connection and build a relationship that continues to bring you business for years to come.
   
   
2. Create a world-class team (10:01- 10:54)
   The only way you can offer your clients an extraordinary service is by investing in a team and ensuring they are extraordinarily trained in your company’s processes. A great team will be happier, more motivated and considerably more effective. By investing in your team you show them you care, and you demonstrate to clients that you are willing to put in extra resources to ensure they have a phenomenal experience with your business.
   
   
3. Pay attention to small details (12:24- 13:35)
   Something akin to the ‘Four Seasons touch’, it’s important to make sure your business incorporates small details that show you want to make your clients feel special. Whether these touches come in the form of a clean, friendly office space or offering drinks to your clients, aim to make people excited to do business with you.

Upon hearing the words ‘world-class’, most people get excited. Whether the world-class offering is a travel destination or a business dealing, one thing’s for sure: people want to experience it. As an entrepreneur, you have the ability to create that experience for your clients and your team. Invest as much as you can in improving your business and the people running it, and make sure you’re doing it for the right reason. You must have a genuine desire to ensure that people not only work with you, but enjoy the experience and benefit from what you have to offer. Create something that sets you apart.

Guest Bio-

Kelly Marsh is the Vice President of The Kelly Marsh Team, which recently joined Cornerstone Home Lending, Inc. After closing her first deal at the age of 21, Kelly has seen phenomenal success. In fact, in the past five years she’s closed at least $500 million in loans. Kelly attributes her success to her genuine desire to serve her clients and build lifelong, trusting relationships with them.

To find out more about Kelly, head to: https://www.houseloan.c

Some the appeal of running your own business lies in the ability to set your own hours. How can this be done in a strategic way that doesn’t jeopardize your company? What do you need to have in place to make sure the business is still working effectively? On this episode, we talk with Michael Regan of The Regan Team Home Loan Group to hear how he achieved work-life balance so that both his working and personal lives are performing at the highest level.

Do the work first. You have to put in the time to build your business and help it grow. -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. Make the most of your time (00:51- 01:54)
   If you’re planning to set times that are convenient for you, make sure you’re incredibly focused when you are at work. The work-life balance can be best achieved when you stay fully present in each moment, whether at your company or in your family time.
   
   
2. Know your ‘Why?’ (09:50- 11:09
   Understanding your motivation is key to acting on it. You need to have a clear idea of why you want to adapt your working hours. By doing this, you’ll be more driven to ensure you’re sticking to the plans you make that help you stay on track.
   
   
3. Do the work first (12:33-13:07)
   Before you can adjust your work hours, you need to have systems and plans in place. Don’t jump into shorter hours without a strategy. This is the fastest way to jeopardize your business. Take this move incredibly seriously because your company depends on it.

Entrepreneurship provides incredible opportunities, but remember that by becoming an entrepreneur, you’re committing to running a business. As such, you need to pay attention to every decision you make, and carefully analyze the way forward. Make sure you’re building relationships with clients and keeping them loyal to you, no matter the hours you work. The key to your success lies in working smarter, not harder, and definitely not longer.

Guest Bio-

Michael Regan is the mortgage advisor at The Regan Team Home Loan Group. Dedicated to staying in contact with his clients and building relationships with them, Michael sets himself apart from his competitors. In addition to being an astute businessman, however, Michael is also a dedicated father who has found a way to spend as much time with his children as possible.

One of the biggest challenges loan officers are faced with is time. Do we have enough of it? How do we ensure the longevity of our success in all areas of our lives? On this episode, president and CEO of Partners Mortgage and 30-year industry veteran, Dan Trinidad shares insights on maximizing productivity in the time you have and why he believes that it’s never too late to attain your dreams.

If you have the mindset of capturing market share and building relationships, you’ll have a lot less competition. –Dan Trinidad

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. The importance of relationships (01:52 - 02:39)
   Never underestimate the importance of maintaining good relationships with customers. Focus on giving your clients the best service you can and aim to win their loyalty. It is precisely that loyalty that will ensure you keep doing business even when the market is unfavorable.
   
   
2. Don’t quit at half-time (07:22- 10:02)
   Far too many people believe that their 40s and 50s are their half-time in life, and panic that they haven’t met their goals. You need to avoid that thinking. Stop placing limitations on your abilities. You can keep working towards your goals at any age- start now!
   
   
3. Have a vision (24:07- 24:53)
   When you know what you want, it’s a lot easier to find ways of achieving the goal. Make sure you know what you’re striving for. Then, pay attention to your motivation. The more you understand why you want to do something, the more likely it is you’ll achieve the dream.
   

We live in a society that has taught us life is short. As a result, we’ve been socialized to believe we have to achieve everything by a certain age. However, inasmuch as we should start planning for the future as soon as possible, it’s never too late to start striving towards your goals. Work towards your future while enjoying every present moment you experience.

Guest Bio-

Dan Trinidad is the president and CEO of Partners Mortgage. With over 30 years of experience in the industry, Dan’s ideas on how to achieve goals have stood the test of time. After the tragic loss of his wife of 28 years to leukaemia, in 2011 he founded the Partners for a Cure organization. Today, in addition to running both Partners Mortgage and Partners for a Cure, Dan also hosts the Inspired Forward Podcast.

To find out more about Partners Mortgage, visit:

http://partnersmortgage.com/about-partners/

For information about Partners for a Cure, head to:

http://partnersmortgage.com/partners-for-a-cure/

To listento the Inspired Forward Podcast, visit:

https://itunes.apple.com/us/podcast/inspired-forward/id1436057

Most of the time, the only thing holding us back from achieving our goals is ourselves. How can you beat your self-doubt and start making our dreams come true? What can you do to take your career to new heights? On this episode, we speak with someone who managed to break through her self-imposed limitations and find amazing success. Our guest, Janell Schmittling provides an overview of her journey and has pointers for those looking to find their own greatness.

I made up my mind that I wanted to succeed, and I just never turned back. –Janell Schmittling

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 stop learning (08:50- 10:13)
   Owning a business is a constant work in progress. You owe it to yourself to keep learning more, whether through further study or coaching. You can also learn more by paying attention to your motivation over time. Stay in tune with your ‘why’ as it evolves.
   
   
2. Create habits (14:09- 15:24)
   Pay attention to the things you do that help your business, and then make sure you do them habitually. These need to be scheduled into your daily activities so you ensure the crucial tasks are completed. Remind yourself that without these vital steps, your success is not guaranteed.
   
   
3. Break down your goals (19:59- 21:27)
   In as much as dreams are important in the process of achieving your goals, you need to have a plan so they can become reality. Turn your dreams into goals and start breaking them down into smaller sections. Once you start achieving the small goals, you’ll be motivated to strive for the big ones and the dream becomes all the more attainable.
   

Everyone has dreams, but not everyone puts in the work to make those a reality. You don’t need to fall into that majority. Identify what you want and put all your energy into bringing those goals to fruition. You can make it easier for yourself by breaking it down- but the most important thing to remember is to believe you can do it.

Guest Bio-

Janell Schmittling is a shining example of the power of mindset. After working as a real estate agent for 5 years and selling about 12 homes a year, Janell gave herself an ultimatum: become successful as an agent or find a new career path. She chose the former, and decided to put all her energy into succeeding. After noticing big changes each year after this decision, four years later Janell sold 120 homes in a year, and her success continues to rise.

To find out more about Janell, visit:
http://www.homesbyjanell.com/339emills

https://www.facebook.com/pages/category/Real-Estate/Janell-Schmittling-Realtor-267917270236879/

https://www.zillow.com/profile/user3311773/

Building trust is a key part of acquiring clients, but it’s not always easy. How can you beat the perception that lenders are ‘snake oil’ salespeople? How can you silence your limiting beliefs? What can you do to become seen as an expert?  On this episode, media personality and mortgage expert, Brian Sacks, shares insights on these topics.

When you try everything, you end up befuddled and do nothing. –Brian Sacks

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 limiting your self-belief (09:32- 10:16)
   You can only do as well as you believe you can. By thinking yourself incapable, you are subconsciously willing that to be the case. As a result, even if you are in a position where you could prove yourself wrong, you likely fail because your entire being is so focused on the belief that you couldn’t do it.
   
   
2. Write down your goals (11:45- 12:28)
   Make sure you write your goals down and break them up into sections. Far too often, we have a lot of great ideas that cannot become reality because we try doing everything at once. This attempt at multitasking only results in too little focus on each task, and none of the goals will actually be achieved.
   
   
3. Become an expert (18:06- 19:22)
   Make yourself desirable. You should aim to be chased by clients, rather than chasing them. You can do this by demonstrating that you are an expert. Publish books, write articles; just make sure the public knows your name.

The journey to success is paved by your own willingness. However, willpower alone can’t achieve your goals. Plan successfully and be sure to put in the work. Remember, your success depends on you alone, so your planning should revolve solely around your goals and abilities. Keep on pushing with a plan in place, and remember to always be genuine.

Guest Bio-

Since 1985, Brian Sacks’ mortgage transactions have totalled over $1 billion. On top of that, Brian is well-known as a mortgage expert and has a significant public following. As the author of 48 Proven Ways to Immediately Close More Loans in the Next 30 Days, as well as being featured on a host of television networks, Brian has successfully brought his knowledge of mortgage to the people.

Many people in sales are only doing as well as they believe they can. How can you stop the cycle of self-imposed limitations and start doing better? Are there any good methods to keeping yourself accountable? On this episode former professional football player, expert coach & speaker, Setema Gali shares

In the mortgage business, what holds us back the most is the space between our ears. –Shane Kidwell

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 making up stories (04:12- 06:46)
   Far too often, loan officers tell themselves that they are not good enough. They then believe themselves, act accordingly, and end up proving themselves right. This kind of negative thinking keeps people from achieving success.
   
   
2. Acknowledge where you are (07:42- 09:00)
   You have to be honest with yourself. If you aren’t as successful as you would like to be, start looking at your current situation. Acknowledge what you don’t like about it, so that you can target the issues and achieve your goals.
   
   
3. Associate yourself with winners (19:43- 21:08)
   The people you surround yourself with play a huge role in your life and success. Associate yourself with people you admire and who have achieved the goals you still want to attain. You will always embody the values of those around you.

Much of the uncertainty that loan officers feel can be attributed to mindset. It doesn’t have to be this way, however. Equip yourself with the tools of success. This means being ready to believe in yourself. Remember, believing in yourself doesn’t mean you are filled with confidence from the start. It means you are willing to put the work in to become confident over time.

Guest Bio-
Former NFL defensive end, Setema Gali is widely celebrated for his coaching and encouragement of entrepreneurs. Known for going beyond mere motivational speaking, Setema aims to truly change entrepreneur’s lives. His mantra is, “good is the enemy of great”, and aspires to teach others that excellence is within their reach.

Establishing partnerships can be challenging for loan officers when many Realtors are already loyal to their mortgage professionals. If you don’t have any relationships to leverage, how can you get a foot in the door? Is there a definitive list of things you should be doing? What about the things you shouldn’t do? On this episode, Rian Group founder, best-selling author, and multi-million dollar sales producer, Aaron Rian, shares how loan officers can stand out from the crowd and build partnerships.

Loan officers are all pretty much the same. It just comes down to the individual loan officer and how quickly you respond. -Aaron Rian

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. Why you need employees who match your motivation (04:25 -  05:48)
   For your business to thrive, you need to have like-minded individuals in your company. This applies to interest as well as motivation. You don’t want to have employees who aren’t as interested as you are.  
   
   
2. How to set yourself apart (10:41 – 11:43)
   Bring something of value to the table beyond your proposition. This could be something as simple as a coffee. If you bring a buyer to the Realtor, you’ve already demonstrated you can bring business. Once you’re in escrow, you’ve established communication that must continue during the period. You can use this time to establish a relationship.
   
   
3. What to say on the phone (15:11 – 16:31)
   Don’t make multiple calls unless you have something useful to the Realtor in that moment. If you do have something of value and the Realtor calls you to sign a deal, ensure that you are reachable. If a client is ready to sign at eight o’clock at night, the worst thing you can do is not take the Realtor’s calls.

Many mortgage professionals offer the same, or similar, services to Realtors. For this reason, you need to find ways to set yourself apart from the rest. Don’t call the Realtor and regurgitate the same script they’ve heard many times before. You need to approach them with something you know makes you unique. Have a clear pitch and be willing to put in extra work. This is the only way to foster lasting partnerships.

Guest Bio-

Aaron Rian, founder of The Rian Group, Oregon's #1 real estate team, is an award-winning Realtor, best-selling author and Multi-Million Dollar Sales Producer. Aaron and his team are on track to close over 650 transactions with a value of nearly 250 million dollars in volume in 2018. Aaron’s clientele consists mostly of athletes, corporate executives and high net worth individuals from around the world. Over Aaron's career, he has appeared publications such as USA Today, The Wall Street Journal and Top Agent Magazine. He is also a regular expert on KATU’s AM Northwest Talk Show and has appeared on several television networks including HGTV, CNBC, CNN, and Bravo. Go to https://www.theriangroup.com/ for more information.

New technologies are constantly being developed to make people’s lives easier, but there are certain apps that stick out from the rest. What makes a specific app or technology a household name? Can the apps like Uber be used to benefit the mortgage industry? On this episode, innovator and entrepreneur, Alex Kutsishin, shares how we can leverage evolving tech in the mortgage industry and look for new opportunities.

Don’t think about the products you’re selling. Think about the experience your customers would want- Alex Kutsishin

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. Customer Intelligence (05:24- 06:11)
   Customer intelligence works because it creates connections with the users of certain technologies. Using the examples of Uber and Amazon, Alex highlights that each of these focus on building relationships with their customers. This creates a loyalty based on more than enjoying the product: there is an element of love involved.
   
   
2. Evolution, Not Revolution (07:49- 08:21)
   Technology assisting people with daily modern life should be seen as evolutionary, and as what was meant to happen. We need to think of advancements as something of a norm, and something entirely necessary for businesses to thrive in a world with rapidly evolving technology. Remember- the tools for our advancement are within our reach!
   
   
3. Technology and People (08:41- 09:15)
   The technology used to assist people should never impede on human life. Rather, it should compliment it. This means allowing machines to do their jobs. However, that doesn’t mean humans should be eliminated from the process. On the contrary, the most successful technology has a human side to it.
   

The world in which we live has rapidly evolving technology, and it would be a shame for industries across the board to not take full advantage. With that said, it’s always important to remember that the users of technology remain human beings. As such, advancements should always be developed with the user in mind.

Guest Bio-

Alex is an innovator and entrepreneur. His expertise is in marketing, digital communication and technology. In 2011 Alex launched the nations first code free mobile development software which he sold at the end of 2014. After the buyout he consulted for one of the top business intelligence companies which sold 2 years ago for over $100M. He then consulted for one mortgage industry's best marketing companies which is where he got the idea for his new venture -- Sales Boomerang, the first fully automated Borrower Intelligence software that tells lenders when a prospect or past customer is ready for a loan. In just 17 months they have discovered over $7.85B in missed loan volume for more than 40 of the top lenders in the industry and they are on track to triple in size by the end of next year.