The Collective Podcast

Many of us have experienced a poor work atmosphere and seen how management can have a direct effect on it. How can we, as managers and employers, prevent this from happening at our companies? Is there a foolproof solution to the issue? On this episode, Kyle Gorman shares some tactics for combating hostile and unproductive work environments.

When you become a manager, you’ve got someone’s livelihood in your influence and you have to be selfless.- Kyle Gorman

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. Selflessness (05:24-06:05)
   When people take on the responsibility of management positions, they begin to have influence over the livelihoods of others. As such, it is crucial that they embody selflessness by prioritizing the needs of employees. Doing so not only helps to put your staff at ease, but will go a long way in creating an atmosphere in which people want to help with extra tasks- as opposed to just ‘getting the job done’.
   
   
2. The importance of autonomy, sociability and recognition (07:01- 08:01)
   Kyle points out four important qualities of a successful working environment. These include knowing what’s expected of us, autonomy, sociability, and recognition. The first two hang in a delicate balance, but both are necessary. Sociability speaks to the need for human interaction, and recognition gives people the affirmation that their time and effort is valued.
   
   
3. Appreciation (12:10-14:29)
   While it’s important to recognize good work and employees going above and beyond, it’s also vital to praise staff for getting the job done. Far too often, appreciation is reserved for only the most innovative or excellent work. Although praise for excellence is obviously important, recognizing when employees have done what was required is crucial when setting benchmarks. Everyone deserves to know that their work is appreciated.

Whether employer or employee, it’s critical to remember that all people in an organization are just that: people. Qualities like empathy go a long way in building a supportive work environment. Applying the basics of what all people need to thrive in the workplace is an effective approach to ensuring a healthy dynamic between management and staff.

Guest Bio-

Kyle Gorman owns and manages three distinctly different companies with one common vision, helping people thrive. All of Mr. Gorman’s ventures are focused on Business-to-Business needs which has allowed him the opportunity to witness first-hand many of the challenges companies face.

Mr Gorman developed Employer Blueprint as a management training as a management program to guide managers, executives, and business owners to greater success. His proven methods help managers streamline communication, enhance professionalism, and lay a foundation for growth. He understands that many professionals excel in business due to their industry expertise, yet may not have experience developing cohesive teams or managing personnel, which is the core focus of his Employer Blueprint resources. Mr

The client service we create and deliver determines how well we attract people who want to work with us. What are some of the things that encompass that service and the characteristics that make us stand out to the market? How can we implement a business infrastructure that focuses on clients? On this episode, team leader Scott Westlake shares on raising the standard in business and why success breeds success.

Set your goals on satisfied clients, not volume. -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. What makes us stand out in this business (05:15 - 06:06 )
   Mortgage isn’t the flashiest industry out there, but when people in our local community see someone who is doing well, having fun, and playing outside of the box, they will be attracted to working with that.
   
   
2. How to find the right business model for you (06:26 - 07:43)
   There are so many business models in this industry and so many ways to make money.  There’s no right or wrong way— it’s just about knowing what you want, and being honest with yourself about it.  
   
   
3. How to deliver a higher standard of service (17:14 - 19:48 )
   Creating a lifetime currency with a client is all about the experience we create for them. That includes giving them multiple points of contact in the business. When they become a referral, it’s important to acknowledge the referral source. Whether it’s a card or a phone call, that will go a long way.

A business that generates referrals doesn’t happen by chance. It takes setting the right goals and building that into everything we do. Everytime we work with a client, we have to create an experience that builds a lifetime currency. In order to have a level of service higher than what the market is delivering, we have to create an environment of fun and thinking out of the box. We have to incorporate that into our teams, and that’s what will grab people’s attention and keep their loyalty.

Guest Bio-

Scott is a Mortgage Agent at Dominion Lending Centres Inc and the founder of The Westlake Team. Go to https://scottwestlake.com/theteam/ for more information or connect with Scott on LinkedIn https://www.linkedin.com/in/westlakes/.

Veterans have a hard time securing home loans, even when they are very attractive borrowers. How can we equip loan officers to help veterans achieve the dream of owning a house? What are some of the myths and misconceptions that get in the way of veterans securing loans? Why is there a lot more to success than making money? On this episode, we talk to Ross branch manager, and president of Military Mortgage Boot Camp, Michael Fischer, about how we can constantly raise the standard of the service we offer, especially to the people who deserve it most.

Veterans get a raw deal in the real estate market because their offers are viewed as inferior. -Michael Fischer

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 success isn’t just about money (03:11 - 05:16 )
   A lot of people think that success is just about making more money, but success is also about having balance. A big win doesn’t always necessarily have to be income. Sometimes it’s just a matter of being able to achieve a better life and make a difference.   
   
   
2. Why the challenges veterans face have little to do with guidelines (15:52 - 16:40)
   It’s important for agents who want to help veterans to understand the challenges they are facing in the marketplace. The issue isn’t guidelines. There’s a lack of knowledge and understanding from real estate agents and even other loan officers. This results in issues like blaming the VA for slow turn-around times, and putting the veteran’s offer at the bottom of the pile because it’s viewed as inferior.  
   
   
3. The truth about veteran buyers that many agents and LOs don’t know (18:37 - 19:30)
   The average veteran buyer is actually a very decent borrower, and this is something agents need to know. If a seller is going to net more money and close in the same amount of time (or less) than they would with any other offer, it makes sense to move the VA offer to the top of the pile.  

Sometimes being successful isn’t about the money or all the conventional, surface-level stuff. One of the most powerful things we can do in business and in our lives is to be of service to our clients and put them first. This is especially true for veterans. If we really care about veterans, the best way we can give back to them is being really good at our jobs. We have to arm ourselves with knowledge and facts to dispel the myths that make veteran loan applications go to the bottom of the pile. The average veteran home buyer has a decent credit score, money in the bank, and not a subprime borrower. If agents and loan officers know this, they can really be of help.  

Guest Bio-

Michael is a branch manager at Ross Mortgage, president of Military Mortgage Boot Camp and founder of the Mortgage Loan Officer Network. Go to https://www.facebook.com/militarymortgagebootcamp/ and

Every mortgage professional is feeling the squeeze from market disruption and our commodification. What are some of the ways we can show our value and importance in the transaction? How do we bring the human element to all the tech that’s coming into the industry? Why is our partnership with real estate professionals so critical right now? On this episode, 20-year industry veteran Lisa Wells talks about staying relevant in a changing industry and shares on her business evolution.

The way real estate and mortgage professionals combat and challenge the disruptors is by doing it together. -Lisa Wells

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 we must educate clients (02:41 - 04:22)
   Our industry hasn’t done a great job of educating clients. There are so many ways to structure a mortgage and many ways to help the client. The problem is that people don’t have the background knowledge— and opportunities are being missed.
   
2. How to avoid becoming a commodity (04:25 - 05:12)
   We complain often about the market reducing us to a commodity, but that’s because we’re not educating people. We’ve got to take the time to show our knowledge. Otherwise, people don’t think of our service beyond giving quotes, and that affects the value placed on what we do.
   
3. Big companies vs. small companies (08:17 - 09:14)
   Big companies aren’t necessarily into self-reliant people because they expect to be paid more for the business they generate. Small businesses are focused on learning how to do the business the right way so that the client experience is better, even if that involves more self-reliance.

We’re currently experiencing margin compression and getting challenged by online lenders and tech disruptions that seem to be out to eliminate us. The way for us to stay relevant is to show our value by educating clients and actually giving them the best service. We have to showcase our expertise and use tech to enhance what we do. Right now, the best partners we have are real estate agents, as they are in the same boat as us. Real estate agents can no longer look at loan officers as a “necessary evil”, and we can’t look at them that way either. They are necessary as business partners that can help us fight disruption.

Guest Bio-

Lisa is the Branch Manager & Loan Officer at Lisa Wells Team- Cross Country Mortgage. Go to https://www.lisawellsloans.com/ for more information or connect with Lisa on LinkedIn https://www.linkedin.com/in/lisawells1/.

 Our lifestyle and business are highly connected. If we’re unmotivated, tired, and lack the confidence we need to face challenges, it directly affects our work. What’s the first step that we should take towards improving our lifestyle? Can exercise alone help us lose weight? Why is it so important to avoid quick fixes and fad diets? In this episode, Robert Cryer shares how fitness changed his life and helped him through difficult times.

If you can take care of your health and your nutrition, then you can go out and tackle the world. -Robert Cryer

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. Don’t follow diet and fitness fads (02:00-04:14)

When we make the shift from unhealthy eating to a healthy diet and exercise, we have to think about a solution that we can maintain in the long-term. We should aim to change our lifestyle. Otherwise, we’ll go back to our old habits after we reach our goal.

1.  Exercising alone isn’t enough (05:00-07:00)

We can’t sweat away a bad diet. No matter how much we exercise (unless we run marathons), we won’t be able to get away with not changing our diet if we want to improve our physique.

1. The link between a healthy lifestyle and a successful business  (19:00-20:15)

A healthy lifestyle gives us the energy to perform better in our business life. Plus, it teaches us the discipline needed to do what’s required to get the results that we want.

When we take care of our bodies, our confidence levels go up. We’re suddenly proud of ourselves because we know we’re doing the right thing. As a result, we’re more likely to take business actions that matter because we believe we’re capable of more. Confidence plays a big part in how we tackle daily challenges that life throws at us. The more confident we are, the easier it is for us to get up after a defeat and continue our journey to success.

Guest Bio-

Robert Cryer is a fitness coach, a fitness professional, and a bodybuilding enthusiast.

He placed 3rd in the over-50 Masters division at the 2015 Better Bodies Championships and 5th in the Masters division at the 2014 Texas State Championships.

Today, he teaches others how to stay in shape and transform their healthy eating and exercising into a lifestyle. You can find out more about his online training here.

The market is shifting due to the fact that big companies now want a slice from the mortgage industry as well. How can we compete against big firms with big marketing budgets? What is our competitive advantage? And what’s the one thing that can’t be scaled by a big business but can come naturally to us? In this episode, Barry Habib talks about building trust with our clients.

Nobody wants a mortgage. They want a home. -Barry Habib

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. How we can compensate for a lack of experience (07:10-08:40)

We can compensate for a lack of experience with knowledge. As loan professionals, one of the best ways to build a customer base is to work from an advisor point of view, to always share information that benefits the client even if it’s to our disadvantage.

1. The competitive advantage we have over big businesses  (11:40- 12:36)

If we want to compete with big companies that seek to disrupt the industry, we have to do the things they don’t do: build trust. Above anything else, the client wants someone competent, someone they trust with one of their biggest purchases

1. Avoid being a commodity (23:00-24:00)

As loan professionals, we should do our best to avoid being a commodity. When we don’t use branding in our strategy, we’ll be always judged on our rates. But when we’re known for delivering a wonderful customer experience, the rates become less important.

The mortgage industry is threatened by big companies who have access to technology and tools that small players don’t. But there’s one advantage we have that technology will never replace: being one-on-one with customers. Big companies don’t have the time to advise their customers on making the best financial decision. They don’t look at their clients’ debt picture in order to make suggestions, and they definitely don’t have phone conversations with their clients either. This is where small players have room to grow. They can build trust with customers by being there for them at all times.

Guest Bio-

Barry Habib is the CEO of MBS Highway, a serial entrepreneur, and a media resource for his knowledge of the mortgage and housing market. During his career, he originated over $2 billion in mortgage loan production.

In the last 20 years, Barry also became a well-known speaker on financial markets.

You can learn more about the numerous businesses he built, his media features, and speaking experience here.

In the mortgage industry, everyone is looking for new ways to generate leads and increase conversions. Why should we focus on already proven, consistent actions instead of looking for silver bullets? How can we attract more business from our database? What are the best practices for delivering a top-notch customer experience? In this episode, Jeff Lagoni talks about leveraging a team and how we can enjoy our journey to success.

It’s when things go wrong and everyone is in the trenches working hard that you find out the true integrity of a person. -Jeff Lagoni

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 power of small, consistent actions  (03:00-03:50)

When we do small things each day, we can expect results even if they don’t appear overnight. It’s better to focus on doing things that contribute to success instead of getting distracted by a new tactic or strategy and forgetting what brought us clients in the first place.

1. How to get more referrals from past clients  (04:40-05:40)

The secret to repeat business and referrals is leveraging our team to offer the best customer experience we can. We want to make the process as easy as possible for the client and use the communication tools they want.

1. Work with people you want to be friends with  (11:30-13:40)

Work becomes a pleasure when we surround ourselves with people we connect with. Many mortgage professionals think they don’t have much of a choice when it comes to who they work with. But they do, and befriending someone is what makes the difference between constantly getting referrals or having to ask for them and being ignored.

When we run a business, we have to learn how to leverage others instead of adding more work to our to-do list. One of the best hires a loan professional can make is a good processor who takes care of mundane tasks and makes the whole experience painless for the client. A processor ensures clients are aware of all the papers needed upfront, and they’ll go out of their way so that clients are heard and contacted using their preferred communication channel.

Guest Bio-

Jeff Lagoni is a Mortgage Loan Officer at Victorian Finance, and he entered the industry back in 2001. Since then, he has helped many of his clients purchase the home of their dreams and shared his knowledge of real estate at numerous speaking and networking events.

You can contact Jeff at [email protected]

Fitness and business are linked. In order to give our best in business, we need to have our life and health in order. What can fitness teach us about business routines? How can we conquer our fear of failure both in personal and business life? And how is our success or failure affected by the story we tell ourselves? In this episode, Scott Henton talks about why we need to invest in our health in order to succeed in our business.

The people who advance the quickest in our gym are the people who are constantly setting goals. -Scott Henton

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. A healthy body makes a healthy business  (02:30:-04:00)

Fitness and a healthy diet are important parts of our routine. If we don’t nourish our bodies, it’s harder for us to find the energy to work hard in other aspects of our lives, such as our business.

1. Fear of failure is what prevents many people from trying (11:40-13:00)

Fear of failure is one of the biggest reasons why people avoid working out. Another reason why working out isn’t more popular is that people get used to having low energy levels and being lethargic. They believe this is their reality and that nothing can fix it.

1. Silence the inner critic  (15:00- 16:00)

The stories we tell ourselves determine our actions. If we don’t change our inner dialogue about hard work, it’s almost impossible for us to be consistent with a fitness routine, or any routine for that matter.

People who set goals are more likely to achieve them because they have a trajectory. Their efforts are not disorganized. All of their actions have a specific goal. Plus, when we achieve a smaller goal, we silence our inner critic. We suddenly feel capable of changing our bodies and our habits. Goals setting works because it’s a reminder of what we want and where we’re going.

Guest Bio-

Scott Henton is the owner and head coach at CrossFit Longview, where he and his wife help clients achieve their fitness goals.

His degree in Health and Kinesiology and experience in sports have made him start this journey 4 years ago. Today, his business has expanded, and along with him and his wife, 4 other coaches now work with him on the same goal: helping others reach their ideal self.

You can find out more about Scott here.

Many business owners run into trouble when markets shift or when their top producers leave. How can we ensure that our team and systems make our income predictable? Why are leaders the ones responsible for the success or failure of a team? In this episode, Brian Bomar talks about how strong leaders lead their teams, and how we can make success happen even when the market isn’t on our side.

Consistency makes people trust you more. -Brian Bomar

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

Good hires shouldn’t be a matter of good luck  (08:40-09:20)

It’s better for us to work harder than hire someone unqualified to help us out. Quick hires almost always end up being mistakes. We have to have a system that weeds out the good from the bad as opposed to hiring when we’re desperate.

An excellent customer experience leads to free promotion (13:50- 15:36)

Sales skills are important, but providing a great customer experience is what makes us stand out. This leads to social proof as well. Companies who do a great job have more reviews on social media platforms.

We need proven tactics and systems to make success “systematic” (24:00-25:50)

Many business owners have situational success, especially in good markets. But as markets shift, we need to have systems in place that make transactions and profit predictable.

A team is only going to be as productive and successful as its leader. If our team isn’t making progress, we have to ask ourselves if we’re doing our job properly as well. If we don’t invest enough time in finding the right people and training them, we set the team up for failure.

We also have to be careful not to project some of our negative tendencies on our workers. For example, if we’re too harsh on ourselves, we might act the same way towards our team members. Not many teams thrive in stressful, judgmental environments.

Guest Bio-

Brian Bomar is the CEO of Whiteboard Technology and the Regional President at Cornerstone Home Lending.

He has over two decades of experience in the real estate and mortgage industry and is now the youngest regional president at Cornerstone Home Lending. In addition to his quick climb to leadership positions, his company was named by HousingWire Tech100 as one of the most innovative companies for two years in a row. You can find out more about Brian here.

We all want to own a business and step out of production. But do we want this because we’re better at managing our business or because everyone else is trying to get there? When does it make sense to stay in production? In what cases isn’t growth a positive change? And how can we get better at prospecting? In this episode, John Burnam talks about finding our strengths and the tactics he uses to prospect and nurture his database.

Three Things We Learned From This Episode

1. More volume doesn’t always mean more profit (03:00-04:30)

Don’t grow too fast. There are many challenges that come doing so, and in some cases, fewer units can sometimes lead to more income. At the end of the day, it’s not about how many units we make but how much profit we have. But every now and then our ego makes us blind to this and we just want to be able to say we sold a certain number in sales volume.

1. Staying in production isn’t a bad thing if it suits our skillset (06:00-07:00)

We all want to have the title of business owner, but the truth is that some of us make more money while in production because this is what we’re good at. We have to ask ourselves what our strengths are, because if we allow ourselves to be led by our pride, we might end up playing to our weaknesses.

1. Categorize the contacts in your database (18:00-19:00)

Categorizing everyone in our database makes it easier for us to organize our work and decide when we need to call certain people. Also, we need to ensure that each call we make has a purpose, whether to build rapport, ask for referrals, or promote something.

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

Whether we’re running a company or still in production, we need to organize the contacts in our CRM and create a folder with tasks for each day of the week. This way, we can ensure that nobody in our database is neglected. When it comes to staying in touch with people, it’s also important to find a way to provide value and to have a reason why we’re calling. Otherwise, the people in our database will stop answering our calls.

Guest Bio-

John Burnam is a mortgage loan originator at SWBC Mortgage in Austin, Texas and has over 15 years of experience in the mortgage industry.

His mission is to provide excellent rates and service, and he’s managed to do so with his highly qualified team.