The Collective Podcast

Episode Title: Building Your Dream Team
 
In this week’s podcast episode, Shane Kidwell, Sean Zalmanoff, Landon Hale, and Kyle Draper discuss how hiring the right people can really change the game for your business. They talked about finding hidden gems in the job market, asking quirky questions to see if someone fits your team vibe, and always being on the lookout for awesome people to join your crew. It's all about making smart moves to build a team that rocks!
 
 01:04 – Diving into hiring strategies within the mortgage industry
 02:15 – Exploring preferences in hiring experienced vs. inexperienced staff
 05:05 – When and who to hire
 8:00 – Open Culture in the workplace
 16:00 – Importance of cultural fit in hiring
 22:05 - Anticipating future hiring trends

Takeaways:

It's really important that the people you bring on board care about the same things you do. Asking about what they read, what they would do with a chunk of money, or what they like to do for fun helps you see what they're all about.

Sometimes, the best person for the job might not be right around the corner or have the exact background you thought you needed. Being open to different kinds of experiences and locations can lead you to some great hires.

Right now, in the mortgage game, there's a chance to snap up some amazing people who know their stuff but are looking for work because of how the market's going. This is a golden chance to bring in some top talent.

Getting the timing right when you add new people to your team is super important. You gotta make sure you're not jumping the gun or waiting too long. And when you're looking at who to hire, really dig into what they can do and if they'll fit well with your team.

Quotes:

"But it is the one topic that can absolutely make or break everything we do in our companies. And it is hiring.”

 "Trim. Transfer. Trash."

"Impact is far more important than the amount of money you spend on people."
 
 "How far do you think they could drag a dead body?"

 “There's so much value in creating a common language inside of your company."

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

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/

In this week’s podcast episode, Sean Zalmanoff and Shane Kidwell discuss strategies for loan officers to build lasting relationships with clients, utilizing technology, social media, and community events, with a focus on engagement beyond the loan closing process.

2:58 – Building Relationships After Closing

10:54 – The Power of Follow-Up

15:16 – The Importance of Branding

18:18 – Teasing a New Product

Takeaways:

It's crucial to establish trust with clients throughout the mortgage process and beyond. This involves being transparent, responsive, and reliable from the first interaction to well after the loan closing.

Always be ready to evolve your strategies to meet the changing needs of the market and your clients. 

Host local events to connect meaningfully with both the community and your clients. These events provide opportunities for direct interaction with potential and existing clients, building a sense of community and showcasing your commitment to your local area.

The mortgage industry is dynamic, and staying updated with trends, technology, and client needs is crucial. Continuously adapting your strategies, learning new tools, and applying innovative ideas will keep you ahead in the competitive market.

Quotes:

"That first season is really about building trust, right? Like if you go to a car lot and they don't tell you the price of a car and they ask for your credit card, your date of birth, your social security, you're not going to have trust." 
 
 "If COVID didn't teach you anything, it should have taught you the importance of having a strong network."

"Impact is far more important than the amount of money you spend on people."
 
 "If you have a dialed in post-closing process, experience, path for engagement, cadence, you make way more than 1% on that past client."

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

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/

This week's podcast features Sean Zalmanoff and Blake Brewer discussing the Legacy Letter Challenge. Blake recounts receiving a letter from his father shortly after his passing, a moment that inspired him to embark on a mission: helping one million fathers compose at least one impactful, well-crafted Legacy Letter for their children.
👉 https://www.legacyletterchallenge.com/nextlevel

1:19 - Blake’s story

9:04 - The mission

13:50 - Building confidence in your children

17:35 - Legacy Letter Challenge

Takeaways:

Writing a letter to your children is one of the best things you can do to make a long-lasting impact.

When people have this type of love in their life they are set up to be more successful and more confident.

Parents can help their kids win the day by helping them win the battle in their minds.

These letters cut through the noise and give them something to return to later in life.

Quotes:

“I believe the most powerful words on this planet are spoken by a Father and spoken by a Mother.”

“It is difficult to stare at blank piece of paper, which is why we created this framework and process to make it easier.”

“We know that the battle starts in the mind.”

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/ 

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ 

Catch Sean Zalmanoff and Shane Kidwell on this week's podcast as they share real stories from their first year running mortgage companies. Learn how they tackled challenges, built trust with clients, and dealt with changing mortgage rates. If you're just starting, this episode is full of tips and tricks you don't want to miss!

01:00 – Reflecting on the First Year

01:54 – Lead Generation

02:24 – Pre-Approval

03:17 – Under Contract

05:13 – Prospecting during the Under-Contract Phase

08:02 – Communication and Clarity

09:12 – Non-Negotiables and Setting Expectations

11:02 – Wednesday Update Calls

12:15 – Creating Trust and Proprietary Value Ads

17:03 – Asking for Feedback and Building Reputation

19:08 – Handwritten Notes and Branding

22:15 – Taking Action and Leveling Up

Takeaways:

Leveraging previous experiences and the work put in earlier can significantly help in building momentum in a new venture.
 
 Addressing potential issues early and being proactive in communication helps in smooth transactions and reduces last-minute stress.

Viewing different stages of the mortgage process as opportunities for prospecting, especially with real estate agents, can lead to future business growth.

Regularly seeking feedback from clients and partners is essential for continuous improvement and adapting to changing market conditions.

Quotes:

“We fight, we claw, we scratch to get a deal under contract”

“The things that I have been doing, have been building momentum, like that snowball going down a hill.”

“You need to have automated communication that is going out as frequently as the football is moving down the field.”

“I'm looking up that listing agent. And if I haven't worked with the buyer's agent before, I want to know their stats as well too.”

“My world's not fair and I don't treat everybody the same.” 

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

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/

Join Sean Zalmanoff and Shane Kidwell in this week's podcast. They share simple yet powerful tips for turning leads into loyal clients. Learn how to keep in touch with market updates, make your services stand out, and build trust every step of the way. Perfect for anyone looking to grow in the mortgage industry!

00:40 – Seasons of a Mortgage Client

01:39 – Season Two: Pre-Qual/Pre-Approval

03:34 – Building Trust and Confidence

05:00 – Educating Clients with Market Updates

07:41 – Sending Market Updates Via Email

09:36 – Using Video Platforms for Market Updates

11:24 – The Power of Email

12:30 – Providing Value and Information

15:18 – Educating Clients on Mortgage Options

17:03 – Nurturing Clients with Market Updates

18:32 – Proprietary Items of Value

20:55 – Knowing Your Value Proposition

Takeaways:

Having a concrete plan and clear tactics is more effective than just having good ideas when it comes to converting leads and guiding clients through the mortgage process. 
 
 Regularly updating clients and partners, such as with weekly market updates, is crucial for maintaining engagement and trust. 
 
 Taking time to explain details like the impact of loan amounts on monthly payments can greatly enhance a client's understanding and confidence in their decisions.

Providing unique tools and clear explanations helps clients feel more informed and confident, differentiating your service from others. 
 
 The mortgage industry is dynamic, so staying informed about market changes and adjusting communication and strategies accordingly is key to success.

Building lasting relationships in the mortgage industry relies on demonstrating knowledge, reliability, and a genuine commitment to the client's journey.

Quotes:

“The tactics are the how, the when, the why, and the what.”

“Purchasing a home is an emotional ride. They go from highs to lows to highs, and then they're a homeowner.”

“We have a small window before our opportunity to get the treat goes away.”

“They may not understand everything, but they're very confident that I know what I'm talking about."

“If I can get your attention for seven and a half seconds every week, I'm winning.” 

“You need to know what makes you better than everyone else.”

“Even if you don't like your rate, it's yours and that's what you have to sell.”

“I don't wanna put my name on something that could easily be erased.”

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

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/

Join Shane Kidwell and Sean Zalmanoff in this week's episode as they break down parts of a client and parts of a transaction to help everybody work on their business as they move forward into the new year. Listen up as they talk about strategy over ideas, the importance of price transparency, and effective online engagement to transform your approach with leads.

01:09 – The Importance of Strategy

03:01 – The Seasons of a Client

05:46 – The Lead Season

07:10 – The Trust Building Season

09:35 – Price Transparency and Authenticity

12:58 – Building an Online Presence

15:19 – Content Creation and Education

19:45 – Nurturing Leads and Market Updates

22:22 – The Impact of Authenticity and Engagement

Takeaways:

There is a need for specific, actionable plans with clear goals and outcomes to drive business and personal actions rather than vague ideas. 

Price Transparency is key in building trust with leads early on.

Even minimal engagement can lead to significant leads which is why building an online presence and being yourself in social media is important.

Use ChatGPT and transcription tools to quickly make and repurpose content. Aim for brief, even one-minute videos work well.

Staying in touch with your leads by regularly sharing market updates and useful information showcases your expertise and maintains engagement.

Quotes:

“Less ideas. A lot more strategies.”

“We don’t quote rates soon enough.”

“What is a lead? Well, that is really anyone that should, would, could become a client.”

“Embrace who you are. If you are a dad, if you are a mountain biker. Embrace those things because everybody’s looking at you.”

“Although it’s about trust, it’s also about education.” 

“One action. Numerous results.”

“You do something for a certain length of time. People know who you are.”

“We work in a relationship industry. This is a people industry, and it's so important that you build a truly authentic, no BS presence online.”

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

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/ 

Join Sean Zalmanoff and Kenneth Travis in this week's episode as they dive into Goal Planning and Actions That Matter (ATMs). Carefully planning your actions for the short and long term has a huge impact on your success. It's the deliberate actions and measured steps that pave the way to your success.

05:17 – Progress, Not Perfection

06:53 – Planning and Organizing 

09:13 – Beat Distractions and Boost Productivity

13:29 – Being Proactive to Clients

18:17– Staying Focused 

Takeaways:

Small wins, like making your bed, planning the day ahead, and organizing your workspace, boost confidence and set the tone for a productive day.

Turning off distractions and managing your time well is really important to avoid problems with getting things done and stay focused on important tasks.

Proactive client outreach and coupled with strategic engagement, fosters mutual proactivity which can fuel business growth and positive branding.

Quotes:

“The people who are going to kill it in 2024 are not slowing down right now.” 

“People in general, like, if you ask them what your yearlong goals are often greatly overestimate what they can get done in a year, but greatly underestimate what they can get done in five to 10 years.” 

“You can't change what you did yesterday. You can only change today.”

“If you write two handwritten notes every single day, it will have an impact on your business.”

“It's nice to remove clutter from your life.”

“Every single person has to have wins in their day and you've got to put yourself first.”

“It's not just the goal planning part, it's not just the actions that matter, it's discipline.”

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

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/

Join Kellen Vaughan and Kenneth Travis in this week’s episode as they discuss the power your mindset has on your success. They explore the idea that positivity not only shapes your personal growth but also plays a pivotal role in attracting people and business opportunities. Tune in to discover how cultivating a positive outlook can become your secret weapon for building valuable relationships and boosting your success in both life and business.  

2:45 – Power of Positive Mindset 

10:00 – Making the Impossible Possible 

14:07 – Power of Reciprocity  

Takeaways: 

The path of a mortgage loan officer can be likened to climbing a mountain; having the right tools and strategies is essential to reaching the summit. 

Understanding the principle of reciprocity can encourage others to want to help you without needing a direct request. 

By maintaining a positive mindset and building authority, you can position yourself as the go-to expert in your field. 

Quotes: 

“When you have a positive mindset, you have a growth-oriented mindset and you’re going to have greater success.”  

“The mortgage loan officer journey is a lot like climbing a mountain – you have to have the right tools to reach that peak.” 

“The optimistic way to be is the only way to be.” 

“Staying in an optimistic mindset builds that likability and trust with your partners and clients.” 

“The power of reciprocity in your business is non-negotiable.” 

“Loan officers a lot of times use scarcity to their detriment and not to their benefit.” 

“Authority and credibility significantly influence people.” 

“People want to be around people that are optimistic about the future.” 

“It's positioning yourself to be an expert and to be the one people rely on.” 

“You will come out on the other side if you stay committed and keep that positive mindset.” 

Show Links: 

Community Platform: www.BecomeNL.com  

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  

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/ 

In this episode, Kellen Vaughan and Sean Zalmanoff explore how the power of conversations can shape your success in 2024 and beyond. Opportunities are out there in today’s market, but you have to have these meaningful conversations in order to obtain them. 

2:24 – Consistently Win 

7:34 – Winners Plan 

12:24 – Doom Spending 

Takeaways: 

In today's competitive landscape, the key to success lies in meaningful conversations. Engaging with past clients, referral partners, and other professionals such as CPAs and financial planners can open doors to new opportunities. 

Consistent communication is crucial to ensuring that your clients and partners remember your value and expertise. 

Opportunities often arise from connections and discussions. Don't miss out on potential opportunities by neglecting to engage in conversations. 

Quotes: 

“The person with the most friends makes the most money.” 

“The reality is what's working is conversations. Having conversations with past clients, referral partners both current and potential, and other referral partners like CPAs and financial planners.”  

“If you don’t remind them how great you are they will not think about you when they are refinancing.” 

“The ones that are going to win are the ones already planning out their 2024.” 

“It’s like they don’t know what to say so they just don’t say anything at all.” 

“There are opportunities out there, but you can only get those opportunities if you have those conversations.” 

Show Links: 

Community Platform: www.BecomeNL.com  

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  

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/ 

In this week’s episode Sean Zalmanoff and Kenneth Travis share their insights into their 2024 strategy and the proactive steps they're taking to ensure a successful year ahead. Discover why it's crucial to start planning your next season now, before it's too late. Stay tuned for valuable discussions and actionable tips on achieving your goals in the coming year. 

3:08 – Plan Your Year 

9:40 – Organize Your Workspace 

15:44 – Weekly Check-ins 

Takeaways: 

Implementing a 90-day season approach can boost productivity and time management skills, leading to greater accomplishments. 

Less can sometimes be more. Streamline your tasks and prioritize effectively to increase productivity. 

The most challenging part is consistently implementing your plans on a daily basis. Stay committed. 

Specialization is valuable; niches can lead to wealth. Hone your skills and expertise in your chosen field. 

Quotes: 

“The people who are going to kill it in 2024 are not slowing down right now.” 

“There are a lot of things we can do right now in order to move the needle in our business and now is the time to work on those.” 

“When loan officers follow a 90-day season we have noticed that people tend to get more things done and their time management skills improve.”  

“If you are consistent, you will see results.”  

“People in general overestimate what they can get done in a year but greatly underestimate what they can get done in 5-10 years.” 

“You can't change what you did yesterday, you can only change today.” 

“I have learned over the years that the less that I do, the more I get done.”  

“Everybody needs me time. Every single person has to have wins in their day and put themselves first.”  

“Niches get riches and now is a good time to hone your craft.” 

Show Links: 

Community Platform: www.BecomeNL.com  

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  

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/