Art of Mortgage Marketing

How Austin Klein is Prospering in an Unprosperous Market as a Newbie LO!

In the face of the current "market shift" with hyper-competition, low inventory, rising rates and inflation, most mortgage pros are struggling to survive let alone thrive.

 

Is there a fast, efficient, expedient way to grow your income in the face of this market storm, so you can win in any market--not just a fair weather market?

 

In this episode, newbie LO Austin Klein shares his inspiring true story: how we went from ZERO to HERO... from being on the struggle bus, steeped in stress and sleepless nights, on the verge of failure, to multiplying his income seven-fold in just 6 months in the face of this market shift... without the hell of cold calling.

 

The biggest is never taking one. -Austin Klein

 

Three Things We Learned  

 

- Work SMART, not hard

When we crack the code on how to work smarter, not just harder, it's like upgrading from the shovel to the excavator.

 

- Feel the fear and do it anyway

Fear holds us back from decisive action (striking when the iron is hot), and if we give in to it, we give our power away. How do we cultivate the courage necessary to create our BEST LIFE?

 

- Why you should be patient with a sense of urgency

Being impatient is a great way to lose our peace and losing our peace is a great way to self-sabotage our success. How can we be patient with the process and at the same time, passionately pursue our purpose?

 

Guest Bio

Austin Klein is a Loan Officer with PrimeLending , a national mortgage lender making the home loan process simple.

Find Austin on LinkedIn @Austin Klein

5 Reasons Realtors Won’t Give You the Time of Day

If you’re facing constant rejection from Realtors, it’s natural to get frustrated. In a market where everyone and their dog is chasing after the same agents, we need to be able to stand out to ensure that we attract them vs. repel them.

 

How do we get Realtors to not only give us the time of day, but actually get them eager to work with us? How can total confidence help us to achieve what we want?

 

In this episode, I talk about why most mortgage pros repel realtors rather than attract, and why having the right approach is so important to your success.

It is a combination of confidence, certainty and humility that’s compelling. -Doren Aldana

 

Three Things We Learned  

 

-Certainty transference
How believing in ourselves and having confidence in what we have to offer transfers to the hearts and minds of our prospects, and why selling ourselves on our selves is the first step to attracting top-producing Realtor partners.

 

-Having a champion identity
How does living in our champion identity help empower us to our dreams?

 

-How to spruce up your value proposition
How do we stand out from the crowd and ensure that our value proposition is unique and compelling?

5 Myth-Understandings Most LOs Believe That Kill Business Growth

The mortgage industry is filled with myths and alot of times, mortgage professionals are not aware about the truth. Believing these myths can have a negative impact on our success.

 

How do we understand these myths and ensure we don’t fall victim to it? How do we increase our awareness in the industry and use it to propel us forward?

 

In this, I dive into the 5 myths most mortgage professionals believe that stunts growth and the impacts of believing these myths.

Myths will erode, corrode and undermine your income potential and your power to produce. -Doren Aldana

 

Three Things We Learned  

 

-Think about the marketing business
When we begin to focus and acknowledge that we’re in the marketing business as mortgage professionals, changes occur that help us grow.

 

-How to win in any market
Cultivate and condition yourself to thrive regardless of market conditions. What can we do to win in any market and not just a fair weather one?

 

-The limiting belief that a higher income means harder work
Many people are of the belief that higher income means that you need to work harder which is not true. Can we work smarter without working harder?

The Top 3 Most Profitable Skills Every Mortgage Pro Needs to Master

As mortgage professionals, we want to be able to succeed all the time and not just in a fair weather market. That isn’t so easy if we do not have the proper skills.

 

What are some of the skills we need to be able to expand and succeed regardless of market conditions, rates and competition? How can we grow our businesses in the face of all these challenges?

 

In this episode, I talk about the top 3 profitable skills you need to know to be able to succeed in any market, how to become the best version of yourself so that you can grow your pipeline and scale regardless of market conditions.

Chances are you’ll see an immediate shift in your ability to boost your income with just one identity shift. -Doren Aldana

 

Three Things We Learned  

 

• High level Realtor attraction
  One of the most important things to do as a mortgage professional is attracting top producing Realtors. What are some of the ways to get them to work with us?
  
  
• The power of being a merchant of certainty
  Developing a skill set to be able to determine what your client needs is imperative. How do we serve our people at the highest level?
  
  
• The importance of coaching
  How does coaching elevate our knowledge and can it give us new perspectives?

How Champions Turn a ”Slow” Market into Unstoppable Success

Agents are dealing with a market shift right now, and a lot of the low hanging fruit in the market has already been picked. Agents are looking for something more but are using the slow market as an excuse to not go out and get it.

 

How do we build our businesses on a solid foundation so that it brings in consistent income regardless of the market? What allows us to win in a shifting market?

 

In this episode, I discuss how to turn a slow market into an unstoppable success, what allows success in any market and how to do more with less to get optimal results.

If you have the wrong strategy, it doesn’t matter how long or hard you work, it’s not going to fix the problem. -Doren Aldana

 

Three Things We Learned  

 

• Spending less time on the things that are not working
  How do we cut off the things that are less productive, and work on the things that produce optimal results?
  
  
• How to get more out of referrals
  Identifying referral partners isn’t enough. How do we nurture these partners to ensure growth?
  
  
• Building the dream team
  Champions surround themselves with champions. How do we build a dream team of champions so that we can uplift each other and provide value?

3 Simple Steps to Thrive in 2023 (Regardless of the Economy)!

We all want to be in control of our businesses and watch them thrive, but with the current market shift, a lot of people are failing to meet their mark and doing more with less seems like a far-fetched idea.

 

How can we regain control and take the helm and steer our businesses toward success? Can we push the needle of profit and performance regardless of the market?

 

How can we be the least and last affected by the market downturns rather than being the first and most?

 

In this episode, I discuss 3 simple steps to help you thrive in 2023 and beyond and how to be successful in any market.

Knowing what you want is the first step. -Doren Aldana

 

Three Things We Learned  

 

• Defining our success
  The concept of thriving differs from person to person. How do we figure out what it means to us?
  
  
• How to get aligned
  How do we align our goals and habits?
  
  
• Why it’s critical to be specific about what we want
  What can we do to create clarity around our goals?

How to Build a $1000+/Day Mortgage Business

Making $1000 or more in a day can seem like a far-fetched idea but with the right mindset and systems in place, it is attainable and it doesn’t matter if you’re new to the game or a veteran.

 

How can we make $1000 or more in today's challenging market? Is there a simple, expedited way to reach this goal? How can we go from zero to hero?

 

In this episode, I discuss the smart way on how to make $1000 or more a day as a mortgage professional, what you need to do to stand out in today's market and how you can get ahead of your competitors.

 

If you want to build the skyscraper of your dreams, you’ve got to dig a deep foundation. -Doren Aldana

 

Three Things We Learned  

 

• The path NOT to take
  There are no brownie points for doing things the hard way. How do we work smarter?
  
  
• How to go after top producers
  Going after top producers can seem intimidating but it pays off. Can we make it easier?
  
  
• Anchoring certainty in yourself
  People only believe in you if you believe in yourself. How does anchoring certainty in yourself help others see the value you deliver?

How to Solve ANY Problem In Your Mortgage Business

With everything going on in the shifting market, a lot of people are facing problems right now. Problems are inevitable and when we have big goals, we are going to encounter big ones.

 

How do we use these problems to propel us higher and help us thrive in any market? Can problems actually be a sign that we are on the right track?

 

In this episode, I discuss how problems are a key part of what it looks like to take on big goals and how to solve any problem in your mortgage business with grace, power and proficiency.

 

If you don’t have any problems, you’re probably not playing a big enough game. -Doren Aldana

 

Three Things We Learned  

 

• Why challenges are an opportunity for success
  Solving bigger problems means there are more opportunities to succeed and grow. How can we use these setbacks to make a bigger comeback?
  
  
• Embracing your problems
  Why should we embrace our problems instead of resisting them?
  
  
• How to shift from a victim mentality
  Having a victim mindset isn’t going to help us solve our problems. Why is it so important to shift our mindset from contraction to expansion mode?

Fear: How to Conquer It and Use it to Propel Not Paralyze You

The current shifting market has a lot of agents and LO’s in panic mode. Fear is a natural, human response. It’s normal to be fearful but what’s important is how we deal with that fear.

 

How can we conquer our fears and use it as an asset rather than a liability? What does the way we react and respond to fear say about our mindset?

 

In this episode, I discuss the importance of overcoming fear, how you can use fear to move forward as well as strategies to conquer fear and come out on top.

 

The difference between top producers and the mediocre majority is how they deal with fear. -Doren Aldana

 

Three Things We Learned  

 

• Why conquering fear is so important
  Why do we need to be able to overcome our fears and why is it so important for us to conquer the things that we are afraid of?
  
  
• Stepping out of the comfort zone
  There is comfort in familiarity but is growth possible in that space?
  
  
• Strategies for conquering fear
  Fear can stop us from moving forward or motivate us, how do we make it the latter?

Client Celebrations: How to Win in This Challenging Market

Everyone’s feeling the heat of this unprecedented and difficult market. A lot of LOs are stuck on the struggle bus, freaking out because their income is a fraction of what it used to be.

 

The good news is just because the market’s tough doesn’t mean you can’t still profit and prosper. With the right strategy, you can win under any market conditions.

 

In today’s episode, we’re sharing some inspiring client success stories that prove that you can still move the needle on profit and performance when the market’s a little (or a lot) crappy.

 

You’ll also learn;

-How Misty Sessions 10x’d her closings in 2 months without cold calling

-How Joe Madrid booked 6 meetings with top-producing Realtors in 1 week

-How Jelani Dorsey turned his annual income into his monthly income in just 2 months

-How Tom Jacobs turned a list of 22 top-producing Realtors into 2 VIP partners and 5 referrals in just 2 weeks 

-How Desiree Carter got 5 new loans in her pipeline from top Realtors without speaking on the phone 

-How Brittany Quesnell landed a top dog Realtor team without a single cold call 

-How Brett Clark landed 10 top dog Realtor partners in just 1.5 months without cold calling