Art of Mortgage Marketing

5 Ways Top Producers Think Differently Than The Average LO

It's still a challenging market with rates high and inventory low, but remember, it's not the market, it's your marketing – AND YOUR MINDSET! It's all about controlling what's INSIDE of your control, and obviously, you cannot control market conditions. What you CAN control is your daily activities, what you focus on, and the spirit you bring to those activities, and that makes all the difference in the world when it comes to your results.

Have you ever wondered how the TOP 1% income earners think and that allows them to earn 10X more than the average LO? What do they know that you don't when it comes to their ability to stay resourceful and show up confidently in the face of obstacles? How do they turn adversity into opportunity that puts wads of cash in their wallet?

In today’s episode, I reveal 5 key ways top producers think differently than the average LO and how you can apply these mindsets to your mortgage career. By the end, you will have the tools to break through barriers and reach new heights of success despite the current market.

 

To accelerate your speed of success, you must accelerate your speed of failure, and top producers embrace the concept called fail forward fast. –Doren Aldana

 

Things you’ll learn:

-How top producers defy common sense and conventional wisdom.

-How the elite high achievers deal with failure that sets them apart from the pack.

-How the top dogs relate to discomfort and build consistency in their daily disciplines.

-Techniques top producers use to maintain peace and calm, enabling them to solve problems more effectively.

-How top producers make decisions that allow them to accelerate their success.

 

Why Realtors Keep Turning You Down & How to Fix It

Mortgage rates are rising and inventory is low, leaving most mortgage originators feeling frustrated and defeated. The pressure to engage Realtors has never been higher, and the competition is fierce. But what if you could turn this adversity into your biggest opportunity?

Imagine being so attractive to top-producing Realtors that they are no longer ignoring your calls and rejecting your overtures but actually open, receptive, even eager to speak with you. With the right strategy, you can flip the script so the Realtor needs YOU more than you need them.

How do you make yourself the GO-TO mortgage pro that top-producing Realtors are excited to partner with?

In today’s episode, I will reveal the 3 reasons why Realtors keep turning you down and, more importantly, how to fix it. As a result, you will be able to build profitable relationships with Top Realtors who each send you 1, 2, 3 deals per month like clockwork.

Start by showing up caring and curious, and bring some concern and empathy. People don't care how much you know until they know how much you care. -Doren Aldana

Things you’ll learn:

-How to avoid showing too many "whiskers" and start offering only the "cheese" that Realtors can’t resist

-How to develop a vetting process that positions you as an attractive partner - but not "easy to get."

-How to change your approach from selling to attracting, from chasing to asking quality questions and presenting custom-tailored solutions so you become the only logical choice

How To Capitalize On The NAR Settlement: 3 Ways To Attract Realtor Partners

As the real estate world braces for the impact of the $418M NAR settlement that was recently approved by the judge, many Realtors are shaking in their boots with fear. With potential commission cuts and changing market dynamics, there’s a palpable air of uncertainty and even trepidation. But what if you could turn these challenges into your biggest opportunities?

 

There’s a good chance that the NAR settlement will put pressure on your Realtors to STEP UP or STEP OUT. With smart sales and marketing strategies, you can help your Realtors flourish under these new conditions, gaining an advantage over those who do not adapt.

 

How do you make yourself the go-to influencer for your Realtors to help take market share and leave their competition in the dust?

 

In this episode, I will share 3 strategies to use the NAR settlement to your advantage to attract more Realtor partners and supercharge your career. Don't just sit on the sidelines and allow your Realtors to survive this shakeup—help them THRIVE!

 

To capitalize on the NAR Settlement, attract more Realtor partners who see you as their GO-TO, as their LIFELINE, and as their STRATEGIC PARTNER to help them win in unwinnable times. -Doren Aldana

 

Things you’ll learn:

 

-How the NAR settlement could redefine buyer agency commission structures as we know them and reshape the landscape for Realtors

 

-Specific steps you can take to align with the new rules to help your Realtors prosper

 

-How to become a beacon of light in the darkness for your Realtors so you can help them find their footing and flourish in the face of this firestorm

 

How Bernadette Laxamana Built a $9.5M+ Pipeline From Scratch in Just 3 Months

Are you stuck in a rut of resistance, feeling powerless to make progress in the face of rising rates and low inventory? If you’re looking to break free from frustration and unlock new opportunities, this message is for you…

 

Picture this: getting past your obstacles, reigniting power to thrive, and boosting your confidence with a proven plan for prosperity.

 

Think that’s a pipe dream? Think again!

 

Case in point, Bernadette Laxamana went from having her best year yet in 2022 to being in the dumps, depressed, dejected, and frustrated because her income tanked and she didn’t know how to get out of her funk.

 

She reached out to us for help and the rest is history…

 

Thanks to our proven Realtor Attraction system, Bernadette was able to attract 16 VIP Realtor partners and build a $9.5+ million pipeline from scratch - without making a single cold call. How awesome is that!?

 

Listen in to this inspiring new episode as Bernadette Laxamana shares her zero-to-hero success story, and more importantly, how she was able to create a massive breakthrough in the face of one of the toughest markets this industry has ever seen…. 

 

Things you’ll learn: 

 

-How to unlock millions in your pipeline with innovative strategies—no cold calls, no begging, no butt kissing. 

-How to rebound from setbacks and rekindle your inner fire to turn adversity into opportunity 

-How to bring MASSIVE VALUE to your partners so they make you their EXCLUSIVE PARTNER

-How to recapture your LOVE for the business (and your LOVE for life) by becoming the BEST VERSION of yourself

-And much, much more!

7 Habits of Highly Successful LOs

Have you ever wondered what traits, habits and skills separate the top 1% income earners in the mortgage industry from all the rest?

 

I mean they all offer the same programs with the same rates as everyone else, but they earn at least 10X more than the average LO.

 

What do they know that you don't?

 

What champion-level mind-sets and skill-sets allow them to rise to the top, even in a down market?

 

After 19 years of being in the trenches coaching mortgage pros to success, I'm uniquely qualified to teach you exactly that.

 

This truly is the Holy Grail of mortgage marketing success – the master key that allows you to WIN in ANY market, not just in a "fair weather" market.

 

In this episode, I share 7 things upper echelon mortgage pros do differently that separate them from the mediocre majority.

 

When you focus on making an impact, your income takes care of itself. When you transform lives, your transactions take care of themselves. -Doren Aldana 

 

Things You'll Learn From This Episode:

-How to prioritize purpose over profits

-How to create a magnanimous mission that propels you from good to GREAT

-Growing vs. getting – how to turn failure into fuel for your dream

-The only consistent, reliable source of business that the Top 1% relies on

-Why a habit of servant leadership is the secret to greatness

4 Ways to Get Mortgage Clients

Looking for a surefire way to bring in high-quality borrowers with less time, energy, money, and stress? You’re in luck.

 

I have 4 strategies for getting mortgage clients with the highest pay-off possible. These simple, yet powerful strategies will give you a practical path to power up your pipeline.

 

After all, why reinvent the wheel when you can leverage battle-tested methods that work even in the face of hyper-competition, margin compression, limited inventory, and everyone and their dog chasing after the same Realtors?

 

It’s time to start working smarter, not harder, so you can condense decades into days and get straight to what works without messing around doing it the hard way.

 

In this episode, I share 4 low-hanging fruit methods that can add a steady stream of quality borrowers to your pipeline without piling on more stress or headaches.

 

Let’s get into it…

 

Create channels where you can target specific people that you can help in some way. -Doren Aldana   

 

Things you’ll learn from this episode;  

-The best source of referrals with the highest-quality leads you can ever attract 

-How to get clients pre-sold on you before you even talk with them 

-How to create community, affinity, and connection with your own private FB group

-How shifting from vague generalities to meaningful specifics can boost your response rates

How to Harness the Power of Leverage

Tired of feeling like you’re grinding uphill with concrete blocks on your feet in your business? I know that frustration all too well.

 

Perhaps you’ve been putting in massive amounts of time, energy, and money only to see meager results in return. You and I both know, that's a special kind of suck.

 

Those are all symptoms of doing it the hard way. But here's the good news...

 

By harnessing the power of LEVERAGE, you can start closing more deals better, faster, easier than you ever thought possible.

 

If you're going to a gunfight, you don't want to be wielding a butter knife - you want to be rolling out the tanks! If you're digging the foundation for a skyscraper, you don’t want to be using a shovel, you want an excavator.

 

That’s leverage - something we could all use right now. With rising rates, inflation, hypercompetition, margin compression, and everyone and their dog chasing after the same Realtors, it’s been a tough couple of years. Leverage is a potent and powerful way to become bulletproof in the face of brutal market conditions.

 

How do we stop spinning our wheels and start seeing massive momentum? In this new episode, I share 8 powerful "leverage hacks" that will allow you to close more deals with less time, energy, money, and stress. Let's dive in…

 

With leverage, you can build a business that sets you free instead of enslaving you. -Doren Aldana 

 

Things You'll Learn From This Episode:

 

-How to go from being seen as a "annoying pest" to "welcome guest" and create an impression of value with every interaction

-How to trigger an endless chain of awesome with every single deal you close

-The power of creating loyalty by providing illuminating clarity

-How to rid your business of dinosaur, Dark Age approaches that leak leverage

-How to shift from paper pushing to rainmaking activities

-How to build a system-based business vs. a YOU-based business

-How to turn decades into days by leveraging tried and true strategies

5 Reasons Why LOs Hate Working With Realtors

Ever wished there was a way to ramp up your revenue without relying on Realtors? You’re definitely not the only one. After almost 2 decades of working with mortgage pros, and I’ve heard the same grumbling over and over again.

 

Perhaps you’re tired of the drama and trauma of working with mediocre, flakey, disloyal Realtors. It’s hard to muster up the will to work with energy vampires let alone face rejection after rejection with nothing to show for all your efforts.

 

Many LOs think Realtors are the necessary evil in their business, but it doesn’t have to be that way.

 

Working with Realtors can actually be richly rewarding and even fun, and I’m about to share how you can make that your reality.

 

Could the "yuck" you feel when it comes to working with Realtors be self-inflicted and how do you turn that around? How do you get more juice from the squeeze so it's more motivating and fulfilling? In this episode, I share why most LOs don’t like working with Realtors and how to fix it.

 

You’ll also learn; 

• How to remove the "gunk" that’s keeping you from connecting with the right Realtors

• The knee-jerk "buyer defense" mechanism that's causing most Realtors to resist your overtures and how to elicit trust, build rapport and establish a solid connection instead

• How to eliminate "wobble words" from your vocabulary and transmit a clear frequency of certainty and confidence that attracts the right Realtors and repels the wrong ones

• The secret to getting more results, revenue and referrals with less time and effort

• How to go from pandering to picking and choosing who you want to work with

 

Your 2024 Marketing Plan

If you're coming out of a year you never want to repeat again, you've come to the right place. If you NEVER want to go back to the suck of spinning your wheels and living in I-can't-afford prison, I’m going to share the "secret sauce" to increasing your income by at least $100,000, while working SMARTER not harder.

 

Winning happens when losing is no longer an option. If you feel like you've gotten to that point, by God's grace, your hustle and our proven system, 2024 will be your year to soar!

 

How do you build a simple, success-certain plan to at least DOUBLE your income this year? In this episode, I share the simple 3-step plan to do exactly that without inflicting yourself with the hell of cold calling, begging, bribing, kissing butts or buying crappy internet leads. Let's dive in….

 

Rather than just focusing on your champion-level ambition, focus on the champion-level process, routines and habits. -Doren Aldana 

 

Three Things We Learned  

 

-Why setting small "realistic" goals is the surest way to be mediocre

How do we set a Big, Hairy, Audacious vision for the year that inspires BIG energy to produce BIG results?

 

-Why pursuing happiness doesn't work, and why practicing happy habits does!

What does it take to install the kind of habits that make success almost inevitable?

 

-Why being complacent and softening the problem is the death rattle to success

How to harness the power of your "Fed Up" threshold to create an unprecedented breakthrough and take your business to the NEXT LEVEL!

3 Keys to Maximizing Your Profit From the Next Refi Wave

If you’ve been waiting for the light at the end of the high-interest rate tunnel, you’re going to love this…

 

There are positive signs of change all over the economy. With rates and inflation dropping, a refi boom is coming to a town near you. That means more demand, more referrals and more refi revenue… FINALLY!

 

No doubt, the next refi boom is the surge everyone’s been waiting for, but what if rates and market conditions didn’t matter to you at all? What if you didn’t have to freeze in cold water, hoping for the next wave and going broke while you wait, and create waves on demand instead?

 

Picture this: you have a business so solid, you are perfectly primed to prosper and entirely impervious to interest rates. You own your marketing, instead of being owned by the market. Your wagon’s not hitched to mediocre, middle of the road Realtors, but you’re aligned with market-dominating, top producers who continue to win in the face of any storm.

 

That’s what happens when you stop being a wave rider and become a systems-builder. You get to make freedom money regardless of rates, inventory, inflation, or competition.

 

What are the 3 key steps to maximizing your profits when the next refi wave hits, and more importantly, how do you win while you wait?

 

In this episode, we’re going to talk about how to position yourself to benefit first and most from the next refi boom, and how to prosper right now while you prepare.

 

As rates go down, there’s going to be a bigger pool of people who will definitely want to hear from you, and will have an advantage to refinance. -Doren Aldana

 

Things You'll Learn From This Episode:

-Create your own waves on demand

Instead of signing up for the suck of being a once-in-a-while refi wave surfer, how do you transform into a consistent system-builder where you can create "waves on demand"?

 

-The Holy Grail of Communication

If I had to choose one method to communicate with prospects, past clients and referral partners, what would it be? 

 

-Right person, right message, right time

How do we knock it out of the park with message that resonates with your audience?