The Collective Podcast

In this week’s episode join Sean Zalmanoff and Kenneth Travis as they go over the importance of tripling down your efforts during today’s market. With realtors beginning to experience the market's challenges, now is the perfect opportunity to proactively engage with them and showcase the value you bring to the table. 

4:38 – Two Main Areas to Focus On 

12:03 – Tripling Down 

18:58 – Mass Communication 

Takeaways: 

Rather than fearing the challenges ahead, embrace them with excitement, knowing that your hard work will yield positive outcomes. 

Identify where your time as an originator can have the most significant impact and the highest return on investment. 

Understand that success is a process that requires discipline and continuous effort. 

Quotes: 

“The work I have done for the past year does not have me scared for this winter but has me excited because I know that I am going to produce results.” 

“The number one thing to focus on is tripling down of the things that work for you.” 

“And you have to double down on the things that you are not good at right now but want to be good at.” 

“It's not always easy and it's not always pretty but you have to do the work.” 

“I don’t want the market to determine my success, I want to course correct.” 

“Where is the best use of my time as an originator and where can I make the biggest impact and get the biggest return on my time.” 

“You have to make a decision are you going to live with the mindset of doom and gloom or are you going to look at it as the glass is half full.” 

“Giving classes to realtors on a consistent basis has moved the needle drastically for me.” 

“I'm winning listing agents at a clip that I have never won listing agents at before, because I am updating them throughout the transaction.” 

“There is an opportunity for me to get in front of these agents now that they are starting to feel the struggles of the market.” 

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 join Kenneth Travis and Kellen Vaughan as they go over budget friendly ways to go out and generate new partnerships. This is a great time to start implementing new processes and strategies that won't break the bank so when the market does turn around you will be ready.   

2:38 – Handwritten Notecards 

6:23 – Getting Client Reviews 

10:23 – Educating your Database 

14:30 – Monthly Mailers 

Takeaways: 

Don’t automate the handwritten note process because that loses the personal touch and the point of writing handwritten notes. 

Sending different, outside the box things in the mail is a great way to build that interaction with your clients. 

Utilize your CRM to encourage reviews by entering contacts into campaigns and offering incentives like drawings. 

It's essential to stay in front of your contacts regularly, even if it's not daily, to maintain your presence and relationships. 

Quotes: 

“You have to put yourself into their perspective. How are they going to feel when they receive a handwritten notecard.” 

“The point of notecards is not to just write it and check it off the list but for it to be impactful.” 

If you have a bunch of people in your CRM who have not done a review. You can enter them into a campaign and enter them into a drawing to win. I have seen people get 50-60 reviews just by doing that 

“They don’t have to have closed a loan with you to leave you a review.” 

“There's no better way to gain credibility than having others singing your praises.” 

“You do not have to email them every day, but you have to be in front of them at least once a week.” 

“Just talking about what’s going on in your local market is a great way to be a community expert and stay in front of your clients.” 

“You want people to look at you as a resource.” 

“Not everything has to be expensive.” 

“If you're not actively in front of your database right now. When rates do turn around it will be harder and harder to earn that business.”  

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, Shane Kidwell is joined by special guest Luke Shankula, a master of converting online leads. Luke shares his proven strategies for online lead conversion without holding anything back. Tune in to learn from Luke's insights and elevate your success in closing online leads. 

3:01 – Luke's Background 

16:20 – Long Play vs Short Play 

24:20 – Lead Follow-up Cadence 

35:00 – Closing Thoughts 

Takeaways: 

One of the main bottlenecks in the leads process is actually calling the leads. Proactive communication will put you ahead of other loan officers that are not making these calls. 

Putting leads into a broken system leads to subpar results. The quality of the system used for lead management is crucial for success. 

Success in the mortgage industry is not about secret formulas but rather about putting in the required effort. Many people are unwilling to do the necessary work. 

Sales is not about pushing people into products that are not suitable for them; it's about finding the right fit for the customer. 

Quotes: 

“The skills needed to be a top originator were not being honed in the last refi season.” 

“If you put a bunch of leads into a broken system, it’s just going to get broken results.” 

“A lot of LOs want to take the path of least resistance.”  

“It all comes down to we’re starting a conversation and we’re trying to gain trust.” 

“You can fumble everything in a referral process but sound confident and you will still close. That’s because you already have that trust.” 

“4-6 months is when you’re deals are going to start closing. You have to be willing to play the long game.” 

“Understanding the buyer's journey will shift the way you think about it.” 

“There’s no secret sauce, you just gotta work. Most people just aren’t willing to do the work that is required.” 

“Automation is there to start conversations, it’s not there to convert.” 

“Sales is not pushing someone into a product they shouldn’t be in.” 

“If you’re not planning to do the work, do not buy leads.” 

“We expect instant gratification, and the reality is that’s just not true.” 

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 Kenneth Travis and Shane Kidwell as they discuss the topics you need to master in your business in order to succeed. With realtors now experiencing challenges that loan officers have known for some time, it's crucial to be present and offer valuable education and support to your agents in order to gain referrals.  

3:36 – Diversifying  

8:55 – Strengthening Relationships 

13:42 – Content Marketing 

22:35 – Embracing Technology 

Takeaways: 

Realtors and consumers are not educated on the lending side of things. You have to come in as an educator to them and provide value. 

Don't wait for the perfect market; engage your database consistently. 

Providing value without expecting immediate returns is a powerful way to sell yourself. 

Your business's primary growth should come from organic referrals. 

Streamline your technology and make it work efficiently to bring the best value to your consumer. 

Quotes: 

“It's like if you own a shoe company. The shoe of the month is changing but the strategy and marking of selling that shoe stands the test of time.” 

“Hope is not a strategy; you really have to have a plan.” 

“You must teach and show them the advantages of the things that you are offering.”  

“If you wait for the market to get great before communicating with your database. That’s like going on a first date and asking the person to marry you.”  

“The number one way to sell yourself is to sell yourself when you have nothing to gain and when you give value when you have nothing to gain.” 

“It is our job to get in front of people in an effective way by providing value.” 

“Every audience you need to have a specific intent and an impact that you want to give to that community.” 

“Your number one way to grow your business is through organic referrals.” 

“Those that are winning are stacking concepts on top of concepts and then implementing those with consistency.” 

“You’re never too old to learn unless you say you’re too old to learn.” 

“Our number one focus has to be the customer service and experience.”  

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 hosts Kellen Vaughan and Kenneth Travis in this episode as they delve into the art of hosting realtor events. Hosting successful events doesn't need to be complex. Once you've cracked the code for success, you can easily replicate these classes, making a significant impact on your business growth. Tune in for practical insights and strategies to elevate your real estate game. 

3:15 – Putting on Events 

15:15 – Technology Classes 

16:19 – Where to Host Your Events 

Takeaways: 

You don't have to be the sole speaker; you can host events and bring together the right people to impart knowledge. Being a great host can be just as impactful. 

The power of consistency cannot be overstated in business. Simple actions, when done consistently, can lead to exponential business growth. 

Once you've conducted a successful event or action, don't hesitate to replicate it. Consistency and repetition can lead to better results over time. 

Every interaction counts. After your classes or events, aim to connect personally with attendees. These relationships can be valuable for your business. 

Quotes:   

“We want to be where realtors turn to when they have questions. We do that by positioning ourselves as a celebrity expert authority.” 

“Once you’ve done it one time or even a couple of times it gets easy and rinse and repeat.” 

“These events can be big, and they can move the needle in your business.” 

“Anything you want to do for agents that is technology based, I 1,000% promise you that you know more than them.” 

“Every single time I do a class, I walk away with 2-3 phone numbers. Every single time.” 

“It’s a lot easier to text a realtor that has been to one of your classes and check in on them as opposed to texting an agent that has not met you and doesn’t know who you are.” 

“Be a ray of sunshine for your realtors. Be a positive voice for them and educate them.” 

“Share with them the knowledge that is going to help them close more deals.” 

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 join Kellen Vaughan and Sean Zalmanoff as they discuss the most cost effective ATM they focus on to move the needle in their business. If you do this for 30 days, you will be guaranteed to see results. 

1:24 – What Next Level Is About

5:44 – First ATM to Implement 

17:06 – Second ATM Coming Soon

Takeaways:

Handwritten notes hold a unique power in building relationships. They are a simple yet effective tool that can strengthen your connections with clients and partners.

Success doesn't happen by accident. Being intentional in your actions and strategies is crucial for achieving your goals.

Handwritten notes are not only impactful but also cost-effective. They offer a high return on investment compared to many other marketing strategies.

Quotes:

“We’re going to cover two ATMs that are really solid things that every originator should be doing. These can move the needle for you and are great to implement now.”

“You can either flamingo your head into the sand or you can take action and have business this winter while other companies and loan officers are not.”

“There is a lot of power in the handwritten note.” 

“I want to challenge you from this moment forward for the next 30 days, I want you to write two handwritten notes a day. I will follow up with you in 30 days to see your results.”

“We are going to have a positive impact on people and when you do that you get rewarded in your financial world.”

“It’s all by design. We do not do anything without being intentional.”

“It’s the cheapest and probably the most impactful marketing you can do dollar for dollar.”

“People want to be heard so adding something personal to each note makes people feel good.”

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 Kenneth Travis and Kellen Vaughan discuss the things you can take action on now to help prepare you for the upcoming months. They emphasize the significance of seizing the current opportunities to build valuable industry relationships, ultimately setting the stage for success when the market rebounds.

5:30 – Hold the Line

8:18 – Number One Thing to do Right Now 

19:04 – Number Two Thing to do Right Now

Takeaways:

Take action now to get ready for the upcoming months in the industry.

The effectiveness of technology depends on how well you use and integrate it into your work.

Avoid overcomplicating things; simplicity can often lead to better results.

Take advantage of the current climate to establish new relationships in the industry.

Approach your interactions by giving without expecting something in return, which can lead to more fruitful connections.

Quotes:

“The reality is that it could be rough for a lot of loan officers. We don’t want to scare you, we want to prepare you.”

“You have to be doing some things now to prepare for upcoming months so that way you can make it.”

“It’s not how great your technology is, it's about how well you’re using it and plugging into it.”

“Good is good enough. It doesn’t have to be perfect.”

“Effectiveness is where you should be focusing your time, energy and efforts.”

“When you’re working in your business, you’re not working on it.”

“You have to be active, involved and communicative with your current database.”

“This is a great time to go out and build some of those relationships.”

“It’s not hard if you just do things without expecting anything in return.”

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 Shane Kidwell and Sean Zalmanoff discuss the blocking and tackling of how to perfect and recruit the perfect agent relationship. They emphasize that despite challenging market conditions, success and business growth are achievable through consistency and the implementation of straightforward strategies.

6:30 – Waiting to See Results

11:00 – Techniques

21:10 – Consistency is Key

22:26 – Closing Thoughts

Takeaways:

Consistent efforts in your daily routine can lead to remarkable outcomes in various aspects of life and business.

The market is unforgiving to those who don't strive for mastery in their field. Becoming a master at your craft is crucial for success.

Success doesn't always require complex strategies. It often boils down to executing simple, effective plans consistently.

Send out mass emails and then strategically follow up with those that show interest in what you are offering at that time. I.e. by clicking on a link inside the email.

Quotes:

“There are some consistent things you can do in your day and it still will get an incredible result.”

“The revenue I produced was not indicative of the quality I was creating. The market gave me more than I earned.” 

“There are some fundamental ways you can grow and sustain a very lucrative mortgage business. But you have to be intentional, you have to do it at a high level.”

“This market is unforgiving to people who aren’t putting true effort into being a master at their craft.”

“We are not rocket scientists, we just have to execute on simple strategies.” 

“Anything that is worth doing takes time to do well.” 

“Don’t overthink the no’s or silence when you send out mass communication.”

“You can have overnight success in anything you put 4-8 months of work into.”

“You got to put in the work and if you put in the work in our industry you will see results.”

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 Sean Zalmanoff in this week’s episode as they show you effective techniques for maintaining strong connections with your past clients. Learn how staying engaged with past clients can significantly boost your opportunities for securing refinances, generating referrals, and ultimately fueling the growth of your mortgage business.

5:15 – Preparing for When Rates Drop

9:30 – Being a Resource 

15:30 – Inspirational Story

Takeaways:

Being visible to clients and those who have recently made purchases increases the likelihood of success. Building strong relationships and maintaining a presence can lead to better outcomes.

Being a consistent resource cultivates lasting relationships. When you're known for providing valuable advice, people are more likely to turn to you for guidance.

There are three main outcomes that come from the annual reviews: Number one maybe it’s a cash refinance now, number two maybe it’s referring one of our referral partners and number three is maybe it’s a referral for us.

Even though the mortgage industry can be challenging, consistent efforts yield positive outcomes over time.

Quotes:

“This job is stressful, but it’s not rocket science. If you do the work, you get results.”

“There is great opportunity for all of us to go make back some of the dollars that we haven’t made over the last 18 months.”

“A lot of our business is first time homebuyers, so we connect them with our financial planner. I don’t get anything out of it other than an opportunity to be a resource to this homeowner during their financial journey.”

“When you’re being a resource than people think about you more often and turn to you for advice.”

“The bottom line is even though the buyer thinks about us often during the homebuying process once it’s done, they just forget us.”

“These annual reviews are a way to stay top of mind.”

“What activities can you do right now to help secure your future, put loans in the pipeline?”

“You just need to do small things to get there and yield results.”

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, hosts Shane Kidwell and Sean Zalmanoff explore the journey of regaining self-confidence. They dive into the essential components of rebuilding assurance amidst challenging markets—highlighting the significance of dedicated effort and the establishment of a structured routine that paves the way for future success.

4:03 – Make Your Bed

10:44 – What to do to Get Your Mojo Back

18:44 – Wrap Up

Takeaways:

The goal is to develop self-assurance that isn't dependent on financial outcomes.

Despite the current challenges in the mortgage sector, achieving success requires a commitment to putting in the necessary effort.

Engaging in activities like reading, meditating, and working out can provide a sense of accomplishment and build momentum for success.

In challenging markets, aspiring for full-time results with part-time commitment is unlikely to lead to success.

Quotes:

“If your confidence was tied to your revenue did you really even have confidence?”

“The future is bright if you’re wearing the right colored glasses.”

“It’s not that it didn’t work, it’s that you didn’t work.”

“If you have flamingo syndrome and your head is stuck in the sand, you do not win.”

“The reality is that most people right now are not working 40 hours a week.”

“You’re going to have to go out and do some real significant work.”

“I can’t think of anyone that is successful that has an evening routine as opposed to a morning routine.”

“Part time worker wanting full time results in a downturn market, not a great recipe for success.”

“There is not a career that exists that you get as many at bats, you can close as many transactions, help as many people and make as much money as you can in the mortgage business.”

“As early as you can in your day you need to address things that cause you anxiety. That way you are not walking around with that anxiety all day.”

“We are going to have another season of abundance and you will either succeed or you will fail.”

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/