Art of Mortgage Marketing

How to EXPAND Your Market Share While Everyone Else is CONTRACTING

As we continue trudging through these trying times, nothing in our lives feels usual, and the shadow of an uncertain future continues to loom over us. 

Many people are facing a difficult season, and we’re all feeling the pinch brought on by a contraction of activity, business and income. 

It’s natural to want to keep our heads down so that the storm blows over, but these seasons call for leaders who can step up to the plate and be a light in the darkness. 

How do we maintain the right mindset in the face of a foreboding future? What are the things that really matter and move the needle in this time? How do we move from panic and fear to power and faith? 

In this episode, I share how we can keep going and even use this time to grow and expand. 

 

We are all prophets of our own futures by virtue of what we expect. -Doren Aldana  

 

Takeaways 

• There’s actually more opportunity than ever before right now with so many competitors stepping out of the way, but we need to adopt the right mindset and wear the right lenses in order to see it. 
  
  
• A big part of being pillars of strength in hard times is empathy, openness and vulnerability. Learn how these virtues make the people around us feel safe. 
  
• Life is an ebbing and flowing of crisis and instead of wishing it didn’t happen, we can find power and strength in accepting it and adopting a more optimistic perspective.

COVID-19 Client Celebrations

We’re all living through a time where life is anything but ordinary or the usual, and we’ve decided to do something a little different with our podcast, and that’s celebrate our client wins and successes. 

In order to be leaders, game changers and merchants of certainty, we need to be a light in this time of darkness. This is why our clients are sharing their stories, their life-changing, business-activating, profit-elevating marketing and mindset secrets. 

On this episode, you’re going to hear snippets from our client interviews and hear how they’ve found growth even in the midst of the market challenges we’re experiencing. This will arm you with the inspiration, motivation and strategies to keep going even when everything around us is telling us to hunker down. 

 

If you want to be the leader who inherits the market of tomorrow, you’ve got to rise up and find a way to turn adversity into opportunity. - Doren Aldana

5 Steps for Building a Rock-Solid, Recession-Proof Business

We’re living in uncertain and turbulent times, and this can take a toll on a business that doesn’t have the right pillars and systems built into it. 

Why do mortgage pros struggle to build a stable and consistent pipeline even in the best of times? Where should we be intensifying our marketing and relationship-building efforts? 

On this special webinar episode, I talk about the fastest and most consistent path to cash, and how to build longevity, peace of mind and security in your business. 

 

We need to have accurate thinking, be prudent and vigilant to hedge ourselves against these uncertainties so when the storms hit we can survive and thrive in the face of it. -Doren Aldana  

 

Takeaways 

• If your database marketing is on point, you should be getting 1-3 deals a month for every 100 past clients.  
  
  
• Build stability through diversification. Have multiple pillars, lead sources and streams, partners and profit centers. 
  
  
• Work only with top producing agents, that’s Realtors doing 20+ transactions a year.
  
  
  At the start of the show, I shared why we should always be prepared for storms and downturns, and how we can thrive regardless of market conditions. I talked about the most reliable markets we should be focusing our attention on, and answered questions on what new LOs can do right now to hit the ground running. 
  
  

  I also shared:

  • The importance of systems 
  • Clients who have improved their income and their lives by implementing our system 
  • How to stabilize your business

 

How to Stay Sane and Profitable When Things Are a Little Nuts

The coronavirus epidemic and its impact on our health and wealth is weighing on everyone’s mind; but right now more than ever, it’s important that we show up powerfully in the face of this challenge. How do we remain effective and impactful at this moment? How can we avoid getting caught in fear and panic? In this episode, we talked about how to create a proactive plan to prosper in this time of challenge and strain.  

Keep yourself anchored in an emotional home of resourcefulness, love, peace and proactive action. -Doren Aldana  

 

Takeaways 

• When people are facing extreme fear and experiences of uncertainty, this is when we need leaders who work to expand when everyone else is contracting. 
  
  
• Take reasonable precautions to protect you and your family, but don’t participate in the massive panic that’s happening.
  
  
• Stress reveals the cracks in our businesses which we overlook when things are good. 
  
  
• Don’t over-consume fear-spewing news and content.

 

On this episode, I talked about how to get through this challenging time with poise, peace, resourcefulness and love. I talked about the importance of having and sticking to a champion level routine. I also shared the difference between informative and actionable information, and fear-driven content. 

We also discussed:

• The importance of keeping your eyes open and being clear-headed
• Why good leaders are needed now more than ever 
• How to be in drive mode instead of drift mode

How to Sail to New Frontiers of Success By Becoming the Captain of Own “Wealth Team” w/Dave Savage

In this highly digitally disrupted world, LOs need to bring something to the table that goes beyond mortgages. What is a wealth team and why is it important to focus on wealth building when we talk to clients? How do we build relationships with other professionals to the benefit of the customer? How do we win by becoming better teachers? On this episode, industry leader and Mortgage Coach founder, Dave Savage, shares one way we can differentiate ourselves in the business by offering a unique type of value.

The mortgage professional who decides to be the captain of a wealth team will win the biggest, most and fastest. -Dave Savage   

 

Takeaways 

• It’s important to make the process of finding and applying for a mortgage a multi-channel multi device experience to match how people use the internet to buy these days. 
  
  
• Having a wealth team allows us to connect with a wide range of professional service providers, which gives us more lead generation and conversion opportunities. 
  
  
• It’s important that we show homeowners that we’re more than loan officers, and that’s about focusing on more than the loan, but also on building wealth and giving financial advice at the point of sale.
  

At the start of the show, Dave shared how he got to where he is today and how to make the mortgage process match up with how people use their mobile devices, and the importance of helping people build wealth. Next, we talked about why LOs are better lead aggregators, and the power of building your own wealth team. 

We also discussed: 

• How to create more lead generation and conversion opportunities 
• The importance of bringing more information to the consumer 
• A winning strategy for getting referrals

 

Guest Bio 

Dave is a recognized mortgage industry leader, speaker, coach and the founder of Mortgage Coach. He has over twenty-seven years of experience as a mortgage executive, business leader, and mobile technology pioneer. As founder of SmartReply, Dave established a leading presence in mobile marketing. By launching Mortgage Coach, Dave has helped tens of thousands of loan officers and millions of homeowners make confident, informed mortgage decisions. Before Mortgage Coach, Dave was one of the nation’s top loan originators and President of a national mortgage company.

For more information, visit https://mortgagecoach.com/ , check out Mortgage Coach on YouTube https://www.youtube.com/channel/UCQp32ymD3hY8sDkdSk5uhpA and join the Mortgage Coach Productivity Mastermind on Facebook.

 

How to 10X Your Loan Production Without Cold Calling w/Dave Savage

Many mortgage officers are frustrated from not getting results, and it’s because they are reliant on the wrong methods. What are some of the flaws of cold calling? Why do we waste time when we approach the wrong agents, and how do we target the right ones instead? On this episode, I have a conversation with recognized mortgage industry leader, speaker, coach and the founder of Mortgage Coach, Dave Savage. We talk about tactics and strategies to generate more loans without cold calling. 

 

If you don’t have a marketing system, you will have to cold call. -Doren Aldana  

 

Takeaways 

• If you use the typical methods, all you will get is apathy and arrogance from agents who are tired of hearing the same things. 
  
• It takes the same amount of time to attract a top dog and a bottom feeding Realtor with no business, so there’s no need to waste time on the wrong people.  
  
• The most potently profitable activities any mortgage professional can do is contacting top producing agents and booking appointments and communicating with past clients. 

 

At the start of the show, we talked about how to set goals that inspire you to step up your mindset game. Next, we talked about the importance of honoring your time by targeting the right Realtors. We also discussed an easy way to mine the gold from our databases and current clients. 

 

We also discussed: 

• How to send the right message that gets an agent to respond 
• Activity vs. productivity
• How to work more efficiently

 

Guest Bio 

Dave is a recognized mortgage industry leader, speaker, coach and the founder of Mortgage Coach. He has over twenty-seven years of experience as a mortgage executive, business leader, and mobile technology pioneer. As founder of SmartReply, Dave established a leading presence in mobile marketing. By launching Mortgage Coach, Dave has helped tens of thousands of loan officers and millions of homeowners make confident, informed mortgage decisions. Before Mortgage Coach, Dave was one of the nation’s top loan originators and President of a national mortgage company. For more information, visit https://mortgagecoach.com/.

The Phenom Formula: How Chris Went From $0 to $100M In Just 3 Years Without Losing His Sanity (And How You Can Too)!

Most mortgage professionals hold themselves back from success because they’ve been told they need to sacrifice parts of their lives if they want to see great results. Is it possible to get great professional results without sacrificing personal happiness or are we doomed to spend the rest of our lives working if we want to achieve anything? Will owning a big house and fancy cars fulfill us, or do we need more than that? On this episode, President of Total Quality Lending, Chris Paliska, shares how he made $100 Million in just three years without sacrificing his happiness. 

 

The happier you are, the more successful you’ll be. Never feel like you need to sacrifice your own happiness in the name of success. -Chris Paliska

 

Takeaways 

• We can only be truly successful if we’re genuinely happy, so focus on developing all areas of life. Remember, there’s more to life than running a business!
  
  
• Make the switch from activity to productivity. Too many of us are wasting time working hard, when we could be more time-efficient and see better results. 
  
  
• Have the right intentions. Having a fancy car and big house can make us happy, but unless we know our intentions for attaining these material objects, we won’t be fulfilled.

 

At the start of this episode, we spoke about why it’s vital for mortgage professionals to be counter-cultural in the industry. We also mentioned that the reason so many people don’t progress further than mediocrity is because they don’t feel fulfilled, so it’s important for mortgage professionals to focus on more than the business aspect of life. 

 

We also discussed:

• That having some skin in the game makes us more likely to succeed
• The importance of being an authentic leader
• Why we must ensure we’re motivated by more than proving naysayers wrong

 

Guest Bio

Chris Paliska is the President of Total Quality Lending. After working as a valet at a high-end restaurant in California, Chris was urged by a client to consider a career in the mortgage industry. Despite some difficulties at the start of his mortgage career, after meeting with Doren six years ago, he’s gone from strength to strength. In just 3 years, he went from having $0 to $100 million- and he’s only just begun his journey.

 

To find out more about Chris, head to 

https://www.linkedin.com/in/chris-paliska-27b1b114

https://totalqualitylending.com/team/

And to see Chris and Doren in March 2020, head to https://phenomformula.com/.

3 Reasons Why LOs Fall Out Of LOVE With Their Business (And How to Get Your FIRE Back!)

Our businesses should be a source of joy, but sometimes, the inspiration, drive and passion dies out. Why does this happen? How do we reignite our love for what we do? Inspired by Valentine’s Day, this episode discusses what we can do to reignite and maintain the passion for our business and our goals.

A sense of direction is more important than our current location. If we’re moving in the right direction, we will feel fulfilled. -Doren Aldana  

 

Takeaways 

• If we become complacent and stagnant, we stop expanding and progressing, and this leaves us with very little drive for our business. 
  
  
• Frustration comes from not getting the results we want from the approaches we’re using. The stress, worry and aggravation wears down our passion and love for the business. 
  
  
• When we have boredom or burnout, it leads to us not feeling any fire or passion for our business.
  

At the start of the show, we talked about the importance of having a sense of direction, and how stagnation affects how we feel about our businesses. Next, we talked about how the wrong business methods lead to frustration and how that erodes our drive. We also talked about how to equip ourselves for extraordinary results.

We also discussed:

• An expansion mentality vs. a complacent mentality 
• The importance of building a business that sets us free 
• Common reasons LOs become frustrated

Why Having Too Much Freedom Kills Your Success

As mortgage professionals, we have the benefit of extreme flexibility, but if we want to be successful, we have to put a limit on our freedom today, so we can enjoy ultimate freedom in the future. Is freedom a double-edged sword? Can too much of it affect our effectiveness and consistency? On this episode, we learn why having too much freedom can spoil our chances of success and the true freedom we desire.

 You need to be willing to give up some daily freedoms in order to attain ultimate freedom. -Doren Aldana

 

Takeaways 

• Freedom is a double-edged sword; while we want to have flexibility, it’s vital we have structure in place.
  
• Without structure, we lack effectiveness. We need a repeatability aspect to our business so we see consistent results.
  
• Lack of structure leads to lack of consistency. We have to submit ourselves to an effective structure everyday to ensure consistently good results.

 

At the start of this episode, we learned how having too much freedom can create a toxic work environment. We also heard that structure is vital for success, and that we should be creating foolproof recipes that allow us to repeat great results. 

We also discussed:

• Why having the right direction and structure is non-negotiable
• Why applying discipline to your daily agenda is the key to success
• How sacrificing small freedoms can bring us greater freedom in the long term

Why Your Company Will Never Solve Your Marketing Problems

Our mortgage companies, brokers and managers promise to be the one-stop solution for all our business needs, but when it comes to marketing, they will always fall short, no matter how much they try. What factors make them ill-equipped to help us really win at the marketing game? Should we be trusting them to take care of our databases? What should we do about our marketing instead? On this episode, you’ll learn why your company will never be able to help you get the breakthrough you want in your marketing efforts.  

If you do ordinary things and you come from an ordinary premise, you’re going to get ordinary results. -Doren Aldana  

 

Takeaways 

• Your mortgage company can’t give you what they don’t have. They don’t have the specialized expertise to really help you. They are ill-equipped to help you get your breakthrough because all their methods have been filtered through compliance.
  
  
• What worked 10-20 years ago doesn’t work anymore. If your company isn’t continuously evolving, their marketing tactics will fall short. 
  
  
• Cookie cutter crap methods produce cookie cutter crap results. 
  
  
• Your company is made up of mortgage experts, not marketing experts, so they won’t be able to get you on the cutting edge of your marketing.

At the start of the show, I talked about the delusional optimism many mortgage officers have when it comes to their companies. I shared why they will never get to the root cause of your struggle in marketing, and how compliance and a lack of specialized knowledge contributes to this issue. I also talked about the career suicide decision many LOs make. 

We also discussed:

• The importance of high level mindset training 
• The lacklustre, insufficient and inadequate tactics many companies use 
• Productivity vs. activity