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.
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.
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.
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.
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.
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?
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.
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.
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.
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.
The mortgage industry is faced with a lot of challenges that can make running a business turbulent, but there are always top producers who thrive and achieve massive success regardless. What success-unlocking secrets can we learn from these people? What are the signs and symptoms that we are doing things the hard way? On this episode, I talk about the three X-factors that set the top dogs in our industry apart, and how we can emulate their success in our own businesses.
Most people focus on doing more, top producers focus on becoming more. -Doren Aldana
We’re not in the mortgage business, we’re in the marketing business. To make a profound breakthrough in our businesses, we have to accept that we are marketers first and follow through by making sure it reflects in our daily activities.
We have to work harder on ourselves than we do on our jobs. In order to succeed, we have to master a success psychology, which will then impact our results.
Never invent, always improve. Don’t try to create something from scratch. If we emulate a formula that’s already successful we cut out a lot of pitfalls, and we get to our desired result faster.
At the start of the show, I talked about how some people are always able to survive and even thrive through market turbulence, and how they manage to do that. Next, I talked about how ignorance isn’t bliss and why it brings nothing but struggle. I also shared why there’s a huge difference between doing mortgages and marketing mortgages, and the inner game of success most people are asleep to.
We also discussed;
The importance of having a success identity
The power of emulating and following a proven formula
Why we have to first become more if we want to have more
Many people look at successful people and think they have secret cheat codes that nobody else can implement, but we too can access them. There are 3 key things that separate the high achievers from the mediocre in this industry. It’s about focusing more on marketing and less on mortgages, cultivating the right mindset for success and emulating and building on what’s already working. Unlocking these secrets and implementing them in our lives will be highly impactful to our success, and profound and instantaneous in the transformation it brings.
A lot of loan officers cold call Realtors offering "great rates" and "great service", and then wonder why it ain't working. That's doing it the HARD WAY. What should we do to become Realtors’ exclusive lenders? Why -- with all we have to offer -- aren't they giving us the time of day? How can we portray our value proposition effectively? In this episode, Chris Reale explains what makes a great value proposition and the importance of catering to Realtors’ needs in order to become their exclusive loan officer.
If you’re not getting business from Realtors, it’s because you didn’t do a good job of finding out how you can help them grow their business. -Chris Reale
The two main reasons why we don’t become Realtors’ exclusive lenders is because they either have great relationships with loan officers, or we didn’t position ourselves correctly with our value proposition.
We need to be a value-added resource over and above what we do on the mortgage side because if we’re not getting business from Realtors, it’s because we didn’t show them how we can help them grow their business.
We need to be able to portray our value proposition effectively in order for Realtors to see its value because our job is not just being a good loan officer, but also a good marketer.
On this episode we discussed the real reasons why Realtors aren’t sending us business, and what we need to do to become their go-to loan officer. Chris Reale explains the impact our approach has on our business success, and how we should be adjusting that approach as well as our pitch in order to bring real value to realtors and grow our business.
We also discussed:
Why we aren’t becoming Realtors’ exclusive loan officer
Why great rates and great service aren’t enough
How to build and portray our value proposition
A lot of what affects the business that we get from Realtors has to do with mindset, approach, value proposition and taking the time to find out the need and then sell to it. We can position ourselves to become the exclusive lender of the Realtors we approach by really showing them how we are going to help them grow their business. When we build our pitch around what we’re going to do to cater to their business needs, we can build our Realtors’ business as well as our own.
Chris Reale is a Real Estate and Mortgage entrepreneur from Boston, Massachusetts who founded and managed his first financial services company at the age of 24. He is the Owner of CJReale Consulting Services, and Co-Founder and Certified Massachusetts Real Estate Instructor of The Real Estate Edge. Chris helps Real Estate and Mortgage professionals scale their business with predictability by utilizing his Digital Agent Mastery Plus Consulting Program. His company grew from 1 employee to 30 employees with revenues of over $2,000,000, and funded over nearly $1,000,000,000 in residential loan transactions. Chris now spends his time as a digital and non-digital marketing consultant who helps Real Estate and Mortgage companies profit wildly through digital marketing. Chris' clients are some of the fastest growing companies in the U.S.
Most mortgage professionals agree that they’re spending way too much time working for the results they’re seeing. How can you break free from the endless cycle of working harder and longer? What’s causing you to stay in that cycle in the first place? On this episode, I explain the 3 big reasons why you’re staying in the struggle.
Work on the business- not in a job. Parkinson’s Law states that we’ll use all the time we allocate ourselves, even if we’re capable of doing it in less. We need to be more strategic about how we use our time.
It’s important to stop believing we’re the only ones capable of getting it done. Having a scarcity mindset and thinking we’re the only person for the job ultimately makes us less efficient and takes up more of our time.
We shouldn’t drain our energy by working harder than we need to. By overworking ourselves, we’re putting ourselves in a prison of our own making.
At the start of the episode, I discussed the harsh reality for most mortgage professionals: an income barely above the poverty line. I mentioned that because so many mortgage professionals are so focused on their income, they’re not paying attention to the unnecessary extreme hours they’re working.
We also discussed:
Leaving a legacy
Creating a business that thrives without us
How to stop being the bottleneck in our system
So much of our success in the mortgage industry comes down to our mindset. To truly make your mark on the industry, we need to be strategic with our time and believe that we’re not the only person capable of doing the activities in our business. We need to stop spending so much of our energy on the things that don’t serve us. We can double our efficiency while halving our hours.
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.