No one wants to be mediocre, but a lot of loan officers allow themselves to stay in underwhelming positions because it’s comfortable. How can you stop allowing yourself to tolerate struggle? What will allow you to see real freedom? On this episode, success story and Mortgage Marketing Coach student, Jay Rodriguez is here to share what pushed him toward greatness.
Unless you have the determination, you won’t execute your goals. -Jay Rodriguez
Too many people tolerate struggling because they believe it to be normal. What you tolerate, you endorse. So make sure you’re not endorsing something that holds you back from greatness.
Focus on who you are, why you’re here, and what your purpose is. You need to have a keen sense of self and goals to be able to push through to greatness.
Stop thinking you have to do it all. If you choose not to build a team that allows you to step back, you’re doing yourself a disservice. By being a control freak, you lose all sense of freedom.
At the start of the episode, Jay shared how he got started in the industry. After explaining that he was overworking and staying in something that made him unhappy, Jay started talking about his shift towards building a business he wanted that brought him fulfillment and phenomenal success.
We also discussed:
The power of peturbence
Why you need to decide you must win
That you should be using technology to make your life easier
Despite the wealth of great technologies and the expertise of others, loan officers continue to complicate their journeys to success. The reality is, while it’s certainly not easy to achieve greatness, the ability to achieve it lies within ourselves. Stop telling yourself it’s okay to be mediocre: you can rise to the top. All it takes is work and determination.
After seeing some success in the mortgage industry since getting his license in 2010, Jay Rodriguez believed he was in a reasonably good position. However, his burning desire for more sparked a passion within him to move on to bigger things. Since joining the Mortgage Marketing Coach program, Jay went from $1.5M/month to $4.43M/month. Today, he’s happier than ever in all aspects of his life and healthier than ever before.
Worry affects everyone at some point. However, rather than allowing it to control us, we should take measures to eliminate worry before it has too big an impact. What can you do today to stop worrying and start winning? What are the steps you can take now to avoid causing yourself anxiety that stops you from achieving your goals? On this episode, I explain what the CAR method is, and why you need to start using it.
The best way to start winning is by investing in yourself. -Doren Aldana
Claim your victory in advance. Through affirmations and visualization, you can take the first step towards achieving your dreams simply by willing them to happen.
Accept total responsibility for what’s in your control right now. Your thinking, action, habits, and focus are all things you have the power to change. They also have a direct impact on your business.
Roll with winners. Who you spend time with says a lot about you, so make sure the people closest to you are successful in their own lives.
At the start of the episode, I mention that worry is something all of us have experienced. I then shared a story of how I allowed someone else’s treatment of me define my actions and behavior. Noticing this was a turning point for me- and should be for you, too. Don’t allow external factors cloud your mindset and fool you into thinking you don’t have what it takes.
I also discussed:
How you can start visualizing your dreams today
The need to cultivate success by design- nothing happens by accident
Why you need to invest in yourself and how to do it
Your mind is an exceptionally powerful tool. Your mindset determines whether you’ll succumb to external factors and other people’s treatment of you, or if you’ll succeed regardless of the noise. Pay attention to what you can do, and what you will. The only way you’ll be able to stop worrying and start winning is by consciously deciding to invest in yourself and expressing gratitude for the things you’ve not yet achieved. If you can do that, you’re one step closer to mastering the art of marketing.
Let's face it: being able to create and cultivate loyalty with top-producing Realtors is one of the fastest, most profitable ways to grow your mortgage business. How can we do this without the hell of cold calling and chasing? How do we build a solid partnership that's a mutual win-win? How can we add unique value in a way no one else can?
In this episode, award-winning veteran loan officer, Peter Fickeisen, shares what it takes to earn the loyalty of top agents so they stick to you like Super Glue.
The key to a partnership is knowing how you are going to add value compared to the person they’re using.-Peter Fickeisen
Earning partnerships through giving value Partnerships don’t happen overnight, and must be earned. It’s not about how great you are, but how you can add value and give instead of solely receiving.
How meeting regularly helps maintain partnerships In order to maintain a partnership, we need to have a schedule set up to meet with agents regularly. We want to make sure that we are ingrained in the culture of our partnerships. If we are not seeing our partners often enough, it makes it less likely that we’ll do business together.
How agreements facilitate fair partnerships We need to set up agreements with our partners to manage expectations. The agreement should include how each party contributes so that there are elements of giving and receiving on both sides.
We also discussed:
Earning partnerships through giving value
How meeting regularly helps maintain partnerships
How agreements facilitate fair partnerships
It takes commitment to become connected with the top agents in your area. You need to figure out what you’re going to do and how you’re going to show up to make yourself irreplaceable and indispensable so that you become their exclusive lender. Partnerships need regular meetings and a mutually beneficial agreement. You must have enough unique value to command and demand that they send you all their business.
PeterFickeisen is the Director of Business Development at Luxury Mortgage Corp. and is a Senior Loan Originator. After leaving a job that dictated a 100-hour work week and a non-compete, he had to start from scratch and built himself up from zero to hero. Peter currently has just shy of $1 billion in production over the years. He was in the Top 200 in the USA for loan officers in production and units for 2011-2016, ranked in the Top 20 of Massachusetts Mortgage Bankers 2009-2016, and was the Top Producer at William Raveis Mortgage for 2011-2016. Peter is widely recognized as one of the top mortgage originators in the US and has ranked in the top 1% in the country from 2009-2018. He has been in mortgage banking for 14 years, focusing on client relationships. Peter is a bonafide, certified, qualified veteran in the business and the real deal in attracting solid partnerships.
People leave money on the table when they don’t patch up their marketing. How do you figure out what mistakes you’re making? What’s limiting your results, even when you apply maximum effort? On this episode, I explain the 3 areas you should be mastering to avoid spending too much time on unimportant tasks and too little time doing the things that matter.
If you don’t make people think they have to work with you, you’re leaving money on the table. -Doren Aldana
Make sure you’re staying in contact with your database. Neglecting to leverage your database is the quickest way to leave money on the table.
Pay attention to the real estate agents you approach. You should be asking a small group of top producers for all their business, rather than a big group of bottom feeders.
Don’t wait too long to delegate. As soon as you can, get other people to complete lower paying tasks, so you can focus more on the high-paying ones.
I start the episode by recounting an experience I had a while back. The car we were given on vacation had a broken gas pedal. This meant that pressing the pedal not only failed to make us go any faster, but it also wasted the gas. After sharing this, I explain how a lot of mortgage professionals are effectively enacting the same thing: wasting time on tasks that aren’t getting them anywhere.
We also discussed:
Why you should be perfecting a few moves, rather than doing many tasks poorly
The importance of a multimedia approach with regards to contacting your database
How you can patch up the holes in your marketing approach
The best way to keep your marketing strong is by streamlining your process. Stop overcomplicating your business by trying to wear too many hats. You’re working too hard by doing that. Work smarter, and focus on 3 areas of mastery, rather than several areas of mediocrity.
One of the best ways to learn how to be successful is by observing the people whose success you want to emulate. What are some of the habits of top-producing mortgage pros? What can you learn from them, and how can you start implementing their strategies into your own journey?
On this episode, I talk with the legendary Dave Savage. As the CEO of Mortgage Coach, Dave has seen what works and what doesn’t. He shares what you need to do to become -- and stay -- a top producer.
If what you’re doing is working, keep doing it. If it’s not, add to it. -Dave Savage
A personality trait shared by most successful people is consistency. Be consistent with your systems, and make sure everything you replicate is of an excellent standard.
Take steps to generate leads and prospects every single day. Use multiple platforms to ensure you’re contacting prospective clients from a range of sources.
Make sure every interaction you have is a teaching opportunity. Advice matters, and your clients should walk away feeling like they know more after interacting with you.
At the start of the episode, we hear about Dave’s journey and his involvement with the industry’s top producers. We hear what the term ‘top producer’ really means, and how you’ll know if you fall into that bracket or if you still need to push harder.
We also discussed:
The difference between your clients liking you or respecting you
Why you need to approach every single client with the same systemized processes
Why you have to think in terms of what huge competitors like Amazon can’t offer and use it to your advantage
You’ve heard it time and again because it’s true: consistency is key. Whatever your systems are, make sure you’re offering an excellent service to every client you deal with. A great customer experience is important, and with huge corporations like Amazon taking over the market, you can use a great customer experience to your advantage. You have the knowledge, you have the skills, and you have the concern for your clients. Shouldn’t you be reminding the industry (and yourself) of that, every single day?
Dan Savage is the CEO of Mortgage Coach in Lake Oswego, Oregon. On top of having over 27 years of experience in the mortgage industry, Dave is a pioneer of mobile technologies. As someone who understands the presence of technology in our daily lives, Dave is passionate about transforming the home buying experience, for both the client and the professional.
Every mortgage pro wants to be successful, but many of us doubt ourselves so much that success can feel unattainable. How can you stop thinking that way and start taking the rewards you know you deserve? Is it possible to get better results, even while working less? On this episode, I talk with John Suppa where he reveals how he we went from doing just 1 loan a month to doing 5 loans per month (almost overnight), and how he made over $100k in his first year as a mortgage broker, without making a single cold call. Check it out!
Rather than wait for referrals from Realtors, start referring them to potential buyers and sellers. This is how you build lasting and fruitful relationships.
Pay attention to your database and make sure you’re in constant contact with them. Even if someone is not interested right now, they shouldn’t forget you for future transactions.
Make use of the most popular online content: video. On top of generating leads for yourself, you can also use it as a referral opportunity for Realtors.
At the start of the episode, we heard how John Suppa transitioned from a highly successful car salesman, to an even more successful mortgage broker. While he acknowledged that the transition certainly wasn’t seamless, he went on to explain how he started seeing unprecedented results.
Stop allowing yourself to be overwhelmed by new prospects. As John Suppa has demonstrated, it is possible to achieve tremendous success within a short period. What you need to do is create processes you stick with. Most of all, stop making excuses. The opportunities are all within your reach- why not grab them for yourself?
Most people who consider joining a coaching program have some hesitations before committing. How can you tell if a program will really deliver on its promises? Can the results justify the cost?
On this episode I talk with Penny Wrightly about the most common anxieties people have when considering a coaching program, and how The Mortgage Marketing Coach helped her break out of normal production level and generate killer numbers!
There’s a difference between working to improve your business and fighting to keep it afloat.
If you’re finding yourself stuck in a rut, you need to start exploring ways to overcome mediocrity. Having an outside eye such as a coaching program can help immensely with this.
Understand that it is an investment. You may be spending money, but you’re doing it to improve yourself and your business for the future.
At the start of the episode, Penny explained what her situation was prior to joining our program. She also pointed out some of the hesitations she had before committing, and shared her results after deciding to take the step.
We also covered:
The importance of automated systems in your business
Why your database is an incredible asset
Why the best time to invest in yourself is right now
The world of today is fast-paced and requires up-to-date service. You can’t provide that if you’re still using the same tricks you have for the past few years. To get ahead and see the results that take your business to the next level, you need to make sure you’re on the same level as your clients. This means, using technology to help you set up systems and never let your clients feel ignored. However, technology aside, it also means you have to update yourself. Start now, and never stop investing in yourself. The tools are here to help you, and the opportunities are endless.
Penny Wrightly is a mortgage broker at The Mortgage Centre. The Cambridge, Ontario native has over 15 years of success in the industry, and is motivated by her desire not only to be successful, but more so because of her passion for helping people. Penny has also recently joined the Mortgage Marketing Coach program, and has seen incredible results in only 45 days.
We can learn a lot from successful people in our industry. What are they doing that other people aren’t? Are their approaches completely unique, or can minor shifts help us get to their level? On this episode, I talk with senior mortgage advisor at Fidelity Funding Mortgage Corporation, Kellie Czarny. Kellie recently took her company’s monthly earnings from an inconsistent $1 million per month to a more regular $2 million, and she’s here to tell us how she did it—and how you can, too!
If you don’t get started now, you’re not going to do it. -Kellie Czarny
Your mindset matters. You need to alter your mindset and the way you think about your business to see amazing results.
Pay attention to who you’re working with. Those who aren’t helping you get more business need to be cut out, or at the very least, you shouldn’t bend over backwards for them.
Consider your time management abilities. You need to be able to get everything done as soon as possible, so when life gets in the way you’re not overwhelmed.
At the start of the episode, Kellie mentioned that before joining our program, she felt she wasn’t seeing her effort level and results matching up. By changing her approach and her mindset, she turned her earlier predicament on its head!
We also discussed:
Why you need systems in place
The importance of visualization
That to see results, you have to believe you can achieve them
Kellie Czarny is the senior mortgage advisor at Fidelity Funding Mortgage Corporation. In her current position, she’s taken her business to amazing levels, and she shows no signs of stopping. In addition to being a mortgage professional, Kellie is also a professional racing car driver, and has competed at a national level. Her approach to business has largely been shaped by her approach on the track: visualizing herself at the finish line, she’s taken her team all the way to the top.
Most of the barriers to our success lie in our own mindsets. What thoughts and beliefs hold us back? How can we change them? On this episode, I outline the seven most problematic assumptions we allow ourselves to believe and why they harm our business. The great thing is, just as your mindset has stopped you from achieving in the past, changing the way you think can bring you immeasurable success going forward.
Think: 'What if it does work?' That's how a champion thinks. -Doren Aldana
Stop thinking in terms of what you don’t have: saying you have limited time and money holds you back from finding ways to solve those issues.
Don't assume you have to add to your workload to be successful.
Being comfortable now will result in lack of comfort when you're older. Be proactive and understand that you need to put in hard work now to reap the rewards later.
At the start of the episode, I emphasize that each of the seven barriers to your success exist only in your mind. I then start breaking down the ways you can get around each of those self-imposed limitations.
I also look at:
Why indecision is your worst enemy
How your workload doesn’t necessarily need to increase
Why you need to stop thinking about what could go wrong and start thinking about what could go right
At some point, we’ve all been told running a business is a bad idea because you don’t have enough time or money. The reason all of us can agree on having heard that is because we live in a culture that promotes myths. While there are always risks, the fear of failure should never stop you from pursuing your dreams.
If we pay attention to all the reasons it won’t work, we’re really spending the energy on worrying that we could have used to just get started. Change your mindset and stop placing limitations on your abilities. You’re only as successful as you allow yourself to be.
Entering the mortgage industry without prior experience can be an intimidating process. Where does one even begin to start looking for clients and partnerships? What are the steps you definitely don’t want to skip while building your business? On this episode, I talk with Chris Paliska about how he came into the industry with no experience and went from zero to $92M in annual funded volume in just 3 years!
Believe you’re capable of achieving your goals. Very seldom in life will you achieve that which you do not believe you can. -Doren Aldana
Be strategic with the Realtors you approach. Narrow it down and make sure you’re speaking to the people you want to work with.
When you organize your first meeting with a Realtor, spend more time listening than speaking. Know exactly what they’re looking for before delivering your proposition.
Customize your value proposition to the prospective client’s needs. This way, you’re not recycling a proposition that doesn’t serve their company.
At the beginning of the episode, I asked Chris for advice to newcomers in the industry. He outlined the importance of tailoring your value proposition to Realtor’s needs. We then began talking about database marketing and the best way to approach this integral part of your business.
We also discussed:
Why you need to find your ‘why’ in order to meet your goals
The importance of scheduling to keep yourself accountable
That you have to give yourself the benefit of the doubt and believe you can achieve your goals
You don’t need to have years of experience to become a top producer in the mortgage industry. On the contrary, working strategically in the short-term can take you to the top of the ladder. Ensure you know what your motivating force is, then work to provide specific services to the top producing agents in your target market. Most of all, you need to believe you can do it: you are the only one who can limit your success.
Chris Paliska is an excellent example of someone who managed to make it to the top of the mortgage industry without years of experience. After working as a valet at an upscale restaurant, Chris met the man who would become his employer and help him take his career to the next level. After putting in hard work and applying the coaching he received from Art of Mortgage Marketing host, Doren Aldana, Chris has managed to become one of the top 5 loan officers at New American Funding.
Learn what it REALLY takes to build a THRIVING mortgage business, doing what you LOVE, without relying on cold calling or annoying Realtors. Hosted by Doren Aldana, founder of MortgageMarketingCoach.com and several highly-acclaimed training programs, including the Client Acceleration Formula and the 7-Figure Lender Academy.