Art of Mortgage Marketing

Art of Mortgage Marketing header image 1

Why Realtors Hate Average Joe LOs (And How to Flip the Script)

A lot of loan officers dread reaching out to Realtors because they’re under the impression that Realtors instinctively hate dealing with them. How can we stop acting like the average loan officer Realtors abhor, and start flipping the script? Should we be less selective or is being too inclusive harming our chances? In this episode, we discuss how to stand out from the pack of average loan officers

Strive to come across as a welcome guest, rather than an annoying pest.
Doren Aldana


  • Stop being a loan leech. Realtors can tell when we’re approaching them looking for business without anything to offer in return. Make sure Realtors know we’re coming to give, not just get.

  • Offer value by showing Realtors how they can make more money. If we show Realtors how they can get more business, they’ll see us as valuable. 

  • Make Realtors feel special by offering them exclusive benefits for working with you. By being more exclusive, we boost our profile and instantly become more attractive.

In this episode, we discussed why it’s so important to set ourselves apart from the rest of the loan officers in our markets. We explained why we need to offer exciting, unique value to Realtors, so they know we’re their only option if they want to be successful. 

We also discussed: 

  • Why we should be positioners, not prospectors
  • How confidence makes all the difference
  • The importance of behaving like a winner

Reaching out to Realtors doesn’t need to be anxiety-inducing, as long as we know we hold their key to success. To do this, we have to stop acting like the average loan officer: a leech who wants to get more than give. If we can show Realtors how to make more money in less time, we position ourselves as winners in their eyes. We also show them that we are willing to offer the Realtors that work with us outstanding benefits. No one likes being around the average Joe LO, so let’s start separating ourselves from the pack.

5 Reasons Why Buying Leads is Stupid (And What To Do Instead)


Buying leads has become extremely popular with loan officers who think they’re saving time, but in reality, they’re actually doing it the hard way. Why is buying leads a bad idea? Could they be doing more harm than good? In this episode, we discuss why buying leads is a bad investment of our time and money, and could end up damaging our positioning within the industry. 




  • Avoid wasting money paying for the same leads as competitors. Bought leads are not necessarily exclusive, so they’re definitely an unwise investment.

  • By spending our time chasing bought leads, we miss out on opportunities elsewhere. Don’t waste time on leads that may not even convert at all. 

  • By buying leads who are probably being pursued by our competitors, we fail to set ourselves apart. If we approach them at the same time as everyone else, we risk competing on cost alone. 

At the start of the episode, we learned that most bought leads are poor quality and not exclusive. We discussed that bought leads are a poor allocation of our money, and spoke about why it’s important to upgrade our thinking and stop doing it the hard way. 

We also discussed: 

  • Why we should be hiring an expert to find leads for us
  • The importance of a third party endorsement
  • Why we should aim to be authorities, rather than prospectors

We may think that buying leads will save us time, but they actually do little to help us and our businesses. They are a poor investment of both our time and money, and stop us from showing potential clients what makes us unique. Buying leads is a poor choice, and one we need to stop making soon.

3 Traits of Top Producers (That Separate Them from the Mediocre Majority)


The vast majority of loan officers are earning under $75 000 per year, while the top earners are earning upwards of $500,000 annually. What is it that separates the top earners from this mediocre majority? Do they have a secret recipe that the rest of us don’t know about? On this episode, we’re discussing the traits shown by top producers.




  • Commitment and decisiveness are vital traits. We need to go all-in on achieving our goals, and refuse to entertain back-up plans or option B’s. Top producers don’t even consider failure an option.
  • Top producers don’t automatically have a secret recipe; they learn it from other high achievers. To be successful, we need to be willing to learn from others and leave our egos at the door.
  • We have to be resourceful to win. That means finding a way to achieve, no matter the circumstance.


At the start of the episode, we spoke about the vast difference in income between top producers and the mediocre majority. We discussed the importance of mindset in cultivating success, and learnt that being a top producer doesn’t mean sacrificing more. In fact, if we believe that sacrifice is needed for success, we’re only holding ourselves back.

We also discussed: 

  • Why staying true to our values is necessary
  • How we need to accept that success doesn’t always come easily
  • How to view big obstacles as a prelude to big successes

The massive disparities in income between the average, mediocre loan officer and top producers all come down to mindset. Top producers are in the 1% of loan officers because they’re unwilling to compromise on their dreams. However, no one has all the answers right at the start. If we want to get ahead in the mortgage business, we need to be willing to listen to those who have achieved our goals. We can separate ourselves from the mediocre majority, but we have to be willing to find a way to win regardless of our circumstances.


Why LOs Resist Recruiting Realtors (And How to Fix it) w/Peter Fickeisen


Something most loan officers seem to struggle with is a resistance to recruiting Realtors. What keeps holding us back? How can we overcome our call reluctance and get rid of the almost universal mind block? On this episode, mortgage industry legend and coach, Peter Fickeisen shares why LOs resist recruiting Realtors- and how to overcome our reluctance.




  • Most loan officers avoid recruiting Realtors because we’re scared to get out of our comfort zone. To become more comfortable around others, we need to be more comfortable with ourselves. 

  • For more successful interactions with Realtors, we need to know what we’re going to say to them. Write a list of points to speak about and guide an effective conversation.

  • Build relationships with Realtors by organizing appointments and reminding them of your purpose. Don’t arrive at their offices unannounced, and don’t waste time.

At the start of the episode, coach Peter Fickeisen shared the top 3 things holding loan officers back from reaching out to Realtors. He then explained what we can do to combat the issues, and reminded us of the importance of our mindset.

We also discussed:

  • How to start the day with confidence
  • What value we can offer Realtors
  • The importance of working with people whose personalities suit our own


Call reluctance is something that affects most loan officers, but it can be easily combated. We need to focus on our mindsets and build our confidence to overcome anxieties over leaving our comfort zone. We can also overcome our anxieties by becoming more prepared. Calling Realtors doesn’t need to be a source of distress- we just need to stop overthinking the process.


Guest Bio 

Peter Fickeisen is the Director of Business Development at Luxury Mortgage Corp. With over a decade of experience in mortgage banking, Peter has originated over $1 billion in home loans. He is passionate about creating and maintaining great relationships with clients and partners alike, and is known as a shining star in the industry.

To find out more about Peter, visit: 

And for more on Luxury Mortgage Corp., see 

How Samuel Borthwick Went From $11k/month To $87k+/month In Just 10 Months- Without Sacrificing His Family Life


We all want to go further in business, but sometimes we spend too much time focusing on small issues and not enough on the bigger picture. How can we increase our production and productivity, without sacrificing our personal lives? Where do so many coaching programs get it wrong? On this episode, branch manager at Integrity Mortgage Group, Samuel Borthwick shares how we went from $11k a month to over $87k a month- without sacrificing his role as a husband and father.




  • Don’t bully yourself into thinking it’s impossible to be a successful mortgage professional with a healthy personal life. It is possible- and within reach!

  • Know the motivation for success. While we want to make more money, most of the time our drive is based on a desire to do more for our families.

  • Be wary of coaching programs that teach us to work harder and longer- it’s not necessary.


At the start of the episode, Samuel explained the moment he realized he could achieve more. He then shared the process he went through in order to get to where he is now- from bad coaching programs that taught him to work harder, to a more sustainable approach. Samuel mentioned that while he’s in a better place now, he’s still motivated to keep learning and moving forward every single day.

We also covered:

  • The importance of perspective.
  • How ‘smile and dial’ tactics not only drain you, but push prospective clients away.
  • How to move from a mindset of ‘have to’, to one of ‘get to’


Many coaching programs get it wrong by suggesting we need to work harder and sacrifice more of our time in order to reach our goals. The reality is, we have the ability to maximize our production without giving up any of life’s more important moments. Once we understand what’s motivating us, we have a better chance of working with the bigger picture in mind.

Guest Bio

Samuel Borthwick is the branch manager at Integrity Mortgage Group. After joining the Mortgage Marketing Coach in October 2018, Samuel has seen tremendous success in both business and in life. Samuel is a dedicated husband and father, and relishes any opportunity to spend more time with his family.

To find out more about Samuel, head to 

Why the “One-Trick Pony” Solutions Keep You Struggling (And How to Become Recession-Proof)

So many mortgage coaches promise single solutions that supposedly guarantee success. Are any of these singular options capable of creating longevity in the mortgage industry? If one-trick pony solutions aren’t a good idea, what should we be doing instead? On this episode, I share how we can build recession-proof businesses by diversifying our strategies.


  • Abandon the idea of a ‘magic pill’ that can transform your business. There is no single solution for long-lasting success.

  • Diversify your tactics so you don’t need to rely on only one strategy. The more back-up plans we have, the more we safeguard ourselves from any potential turbulence. 

  • Take a multimedia approach to marketing campaigns. Use video, social media, direct mail and emails to ensure you touch base with your entire database and leave as little money on the table as possible.

At the start of the episode, I explained why we need to stop searching for single solutions to create recession-proof businesses. I mentioned how issues beyond our control have the ability to impact our businesses. The episode ended with a suggestion of how to offer amazing value to clients that separates us from the herd and puts us in the lead.

We also discussed: 

  • Why we need to stop relying on strategies that worked a decade ago
  • The importance of having a clearly defined strategy
  • Why it’s vital to be proactive


In a world where everything is made easier and faster by technology, it’s natural for us to want quick, easy solutions to success. However, the reality is that for longevity, we need to have multi-pillared approaches to business. The great thing is, a diversified approach doesn’t automatically mean a more difficult route- on the contrary, if we build multimedia, multi-pronged businesses today, we proactively protect ourselves against recessions in the future. 

How To Close More Deals With Less Realtors (And Less Drama)

Dealing with Realtors can be bring a lot of drama, especially if we’re dealing with arrogant agents. How can we take control of our partnerships and start choosing the ideal Realtors we want to work with? Do we have to work our way up the ranks, or can we start with the top dogs? On this episode, we’re discussing how to close more deals, without the drama.



  • Forget about the bottom feeders. The fastest way to the cash is through the top dogs, so we need to offer them unique value from the start.

  • Look for a select group of solid partners who send all their business, rather than a wide range who send a few clients.

  • Take control of partnerships: we should be interviewing Realtors, not the other way around. 

At the start of the episode, I spoke about the importance of aiming for top dog Realtors. I then explained that to attract industry winners, we need to become winners ourselves. Without unique value and self-belief, we can’t expect others to believe in us.

I also discussed: 

  • Why we need to become indispensable
  • How to own our power
  • Why we need to stop overcomplicating our approaches


Mortgage transactions become dramatic when we lose control over the processes. Control is key, especially if we want to avoid receiving phone calls from distressed Realtors at 10 o’clock on a Sunday night. We need to identify the unique value we bring to the table, and start owning our power and capabilities. We have it in ourselves to win- so what’s stopping us from dominating the market right now?

How to Get Out of the ‘GRIND’ and into the Green with More Fun, Freedom and Fulfillment!

So many of us have been told that without a constant grind, we’re doomed to mediocrity. While there is certainly a need to grind at times, are we destined to overworking ourselves for the rest of our lives if we want to see success? How can we move away from that mentality, and start seeing results without putting in tons of work? On this episode, I’m sharing how you can get out of the grind, and move towards actually making money with fun, flow and fulfillment.




  • It’s important to identify our unique ability and do more of the things that have us performing optimally. These are the things we’re so good at, we may even lose track of time while doing them.

  • Remove the grind strategy. If we’re working hard because that’s what we’ve always done- we have to stop. It’s time to stop repeating the strategies that are tiring us out.

  • Get out of the grind mentality. Many of us believe we have to work hard because we’ve been programmed to think that way from childhood. That isn’t true- we need to start believing that we’re capable of great results without overworking ourselves.


At the start of the episode, I emphasized the importance of the grind when taking our lives to the next level. While I mentioned that it’s inevitable to go through challenges from time to time, however, I then explained why it’s important that adversity only takes up a small portion of your time. 

I also discussed: 

  • How to dance in your strengths and do what you LOVE
  • How grinding can actually hold you back from success
  • How to get out of that grind mentality


In business and in life, there will always be challenges to overcome. However, the way we approach those challenges makes all the difference. We need to stop limiting our abilities by believing we’re incapable of achieving your goals. Remove the strategies and mindsets that have been imposed on all of us, and start cultivating million-dollar beliefs. Own the fact that we have greatness within us, and that we are born to win.

Art of Mortgage Marketing - How Robert Spiegel Increased His Production By 76% in Just 3 Months— Without Cold Calling or Chasing Realtors!

Falling into a rut is something many Loan Officers experience in their careers and it can be difficult to get out of, especially when business is still doing fine. How can we stop settling for less? How does empowering our team impact our business growth and personal freedom? What do we need to surround ourselves with in order to boost our excitement and success? In this episode, Houston-based LO Robert Spiegel discusses the struggle of boredom and stagnation, and the changes and impact Mortgage Marketing Coach has had on his enthusiasm and business success.




  • We often soften our problems by thinking we’re doing well relative to others, but when we hold ourselves to our own standards, we stop settling.

  • When we empower our team to be independent and autonomous without us, as well as confident and competent in our absence, we’ll forge a real business that can set us free.

  • We need to be involved in conversations that are bigger and better than us with people who have ambitions and goals because what we surround ourselves with becomes our reality.

On this episode we discussed how we can grow our business by shifting our mindset and dealing with change head-on. Next, we talked about how to stop settling by thinking we’re doing  better than others. Robert also explained how the Mortgage Marketing Coach helped him out of a rut and almost doubled his production in just three months.


We also discussed:

  • How to rise above complacency
  • How empowering our team grows our business and sets us free
  • How to manifest what you want FASTER and easier


It’s common to feel bored and stagnant in our careers, even when we are producing enough. By empowering our teams with the autonomy to make decisions, we make room for our business to grow and give ourselves more time to focus on leadership and business development. When we lower our standards by only comparing ourselves to others, it only softens our problems. We need to hold ourselves to our own standards so that we can stop settling and start growing. When we let go of negative people and negative influences, we make space for the people and conversations that will help us grow and succeed.

How Kira Truett QUINTUPLED Her Income (From $4k/Month to $20k Per Month in Just 4 months)… Without Making a Single Cold Call!

To be successful in life, we must develop a success mindset. Stinkin' thinkin creates stinkin' results. Champion thinking creates champion results. All movement without is preceded by movement within. Our outer world is simply a reflection of our inner world. How can we program ourselves for massive success? Can we train ourselves to become confident, self-assured, powerful? On this episode, loan officer, Kira Truett explains the role mindset played in her quintupling her income in just 4 months.




  • Think like your future self. Tap into the mindset of someone who has already achieved wealth, and start behaving like them today.
  • Interview real estate agents, rather than letting them interview you. Look for people you want to work with, and stop attaching yourself to agents whose values don’t align with your own.
  • Think from a place of abundance, and don’t allow yourself to think of the worst case scenario. Focus on what could go right, rather than what could go wrong.


At the start of the episode, Kira shared her motivation for success. She talked about wanting to spend more time with her family, work fewer hours and make more money. She also explained what led to her multiplying her earnings six times. 

We also discussed:

  • How to keep home time separate from business time
  • Why we should surround ourselves with our accomplishments
  • How to avoid overspending while motivating yourself


Visualization is crucial to success, so it’s important to think like a winner. Just hoping for success is not enough- you have to be willing to win now. Pay attention to your mindset, and make sure that whatever you do to behave like your future self isn’t harming your financial wellbeing at present.


Guest Bio 

Kira Truett is a loan officer at Fairway Independent Mortgage Company. She first broke into the mortgage industry after working as a real estate agent, and seeing first-hand the challenges of the home buying process. In just four months as a loan officer at Fairway Mortgage, Kira managed to multiply her earnings by 6.

To find out more about Kira, head to