MORTGAGE LENDING MASTERY

Gain experience and credibility by listening to our podcast, "Mortgage Lending Mastery" with Jen Du Plessis.

MLM105: Challenges and Overcoming them

On this episode, I get to sit down with Craig Strent, CEO of Apex Home Loans, the company I work for! We discuss what it takes to be a consistent top producer for 15 years and the challenges that Craig faced on his road to success. Tune in for some great tips you can use in your business too!

 

Key Takeaways:

[:28] This episode is brought to you by Maxwell. Request a demo with Maxwell by texting ‘Maxwell’ to 797979 and receive a special discount when you mention ‘Spark’!

[1:39] Jennifer introduces her guest for this episode — Craig Strent.

[2:58] Who is Craig and how did he get into the mortgage business?

[4:30] How did Craig and his partner, Eric, move from dealing with subprime and being a loan officer to starting their own company?

[5:26] What were Craig’s experiences like getting started?

[7:00] What are some of the milestones that have contributed to making Craig who he is today?

[9:32] How did the knowledge that Craig gained as a result of becoming a CMPS influence how he worked with financial planners and advisors?

[11:40] What was the tipping point that caused Craig to realize that he would be focusing on working with financial planners?

[14:28] Why does Craig specifically choose to work with financial planners?

[16:50] Jennifer shares her perspective on why she works with financial planners.

[18:53] Regardless of what’s happening in the real estate market or the interest rate environment, life events occur and that can trigger an opportunity with a financial planner. The key is having a diversified business.

[21:21] What is the one mistake that Craig sees people making on a daily basis that prevents them from reaching new heights?

[25:23] Another mistake Craig has noticed is that people don’t invest in themselves.

[28:08] What are some of the roadblocks that people should be looking for that prevent them from taking action and how can they be overcome?

[31:40] In today’s hyper-competitive market, what challenges is Craig facing and how is he managing them?

[35:02] What are some of the pains and challenges that Craig had to go through in order to get where he is today? Craig shares some of his strategies for overcoming them.

[39:08] Success begets success and wealth begets wealth, but it’s not just about bringing different people in — the final product also has to be impeccable.

[41:55] It’s important to slow down to speed up.

[42:43] Craig has some final tips to help you achieve the success you’ve always dreamed of.

[46:14] Get in touch with Craig via email if you have any questions for him!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Email Craig Strent

Think and Grow Rich, by Napoleon Hill

Eat That Frog!: 21 Great Ways to Stop Procrastinating and Get More Done in Less Time, by Brian Tracy

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_105.mp3?dest-id=238185
Posted: October 19, 2017, 3:22 pm

MLM104: Know What Sets You Apart

On this episode, I get to sit down with Dennis Black, CEO of a sales training organization devoted exclusively to the development of sales and management professionals in the mortgage lending industry. Dennis has some great insights, so be sure to tune in!

Key Takeaways:

[:30] Jennifer introduces his guest for the episode — Dennis Black.

[1:30] What is Dennis’s background?

[4:30] How important is traditional sales training, given that it’s such a competitive market?

[7:20] Jennifer shares her own personal anecdote illustrating that someone who is good at what they do, may not be good at growing a business.

[8:59] The world we're in now is a digital lending world, and we need to adapt to it to succeed.

[11:00] Dennis has a tip that could really benefit you — interruption vs. transparent marketing.

[14:58] What do we need to do in order to be perceived as our highest value?

[17:40] Are loan officers adequately armed with enough knowledge and skillsets to actually help Realtors®?

[21:38] What are some of Dennis's best practices for training or retraining a team?

[24:37] It is crucial to make a commitment to training, and stick with it.

[28:05] What can we do to set ourselves apart from our peers, if we haven't been through a hardcore sales program? Dennis has some strategies with regards to conversations with clients.

[33:27] An often overlooked aspect that is critical is the follow-up.

[35:53] People have many justifications and excuses for not following up. What advice does Dennis have on these fronts?

[40:40] Jennifer summarizes the key takeaways from the discussion with Dennis.

[44:20] Check out Dennis's website for more information about what he does and to get in touch with him.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

“Know What Sets You Apart From Peers,” by Dennis Black for the Scotsman Guide (April 2017)

How to Get Your Competition Fired, by Randy Schwantz

“Find Your True Clients,” by Dennis Black for the Scotsman Guide (March 2017)

Why Borrowers Shop, by Dennis Black for the Scotsman Guide (January 2017)

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_104_rev1.mp3?dest-id=238185
Posted: October 12, 2017, 4:13 pm

MLM103: Focus on Relationships

On this episode, I get the chance to sit down with Rick Elmendorf, one of the top 100 mortgage brokers in the Scotsman Guide, who has a special focus on handling loans for veterans. Tune in as we discuss the importance of mindset when it comes to creating sustainable relationships and how he manages his business!

Key Takeaways:

[:28] This episode is brought to you by Maxwell. Request a demo with Maxwell by texting ‘Maxwell’ to 797979 and receive a special discount when you mention ‘Spark’!

[1:43] Jennifer introduces her guest for this episode — Rick Elmendorf.

[5:25] What does Rick’s team look like? What is his volume like?

[7:06] Rick describes what his business looks like in terms of leads.

[9:11] Apart from Realtors®, does Rick work with any other people, e.g. builders, financial planners?

[12:58] What was Rick’s tipping point in the business that has got him to where he is today?

[17:49] Rick works with his wife, Marie, on his business. How does that dynamic play out, and what does it bring to their relationship and business?

[20:40] One of Rick’s niches is dealing with veterans. What was his process to arrive at the point of not feeling like he was pigeonholing himself and limiting his avenues for revenue?

[24:32] Rick and Jennifer both believe that being focused on your three core values and strengths is the way to build a successful business. How would Rick convince someone of this fact?

[27:58] Jennifer shares her own personal anecdote of how being focused allowed her and her team to excel at what they were doing.

[30:57] Jennifer and Rick discuss his new book in relation to creating richer relationships.

[35:17] It’s really not about the rates that you have to offer, but the relationship that you build with your partners. How does Rick manage 65 different relationships with different agents?

[40:17] How can we change our partners’ perceptions of our relationships, or even convey to them the change in our own mindsets?

[51:03] What do Rick’s production partners and assistants do?

[57:40] What are Rick’s thoughts on having different people manage different phone calls on the front and back end?

[1:00:45] What does Rick do for fun?

[1:02:44] What is Rick reading now?

[1:05:38] Rick leaves us with some final words of wisdom.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Rick Elmendorf

Loan Officer Revolution: Leading the Charge for Creating Realer Partnerships that Actually Work, by Rick Elmendorf

Todd Duncan

Darren Hardy

Tim Braheem — Performance Experts

Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life (Before 8AM), by Hal Elrod

The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales, by Chris Smith

The Solomon Secrets: 10 Keys to Extraordinary Success from Proverbs, by Robert Jeffress

Miracle Morning for Real Estate Agents: It's Your Time to Rise and Shine (The Miracle Morning Book Series) (Volume 2),
by Hal Elrod, Michael J. Maher, and Michael Reese


http://traffic.libsyn.com/mortgagelendingmastery/MLM_103.mp3?dest-id=238185
Posted: October 5, 2017, 3:31 pm

MLM102: Barry Habib on the Fed’s Move

On this episode, Barry Habib joins me to discuss the latest move by the Feds. How does the Fed’s plan to reduce the balance sheet impact the real estate market? Tune in for a fresh-off-the-press outlook on rates in the short term and in 2018.

 

Key Takeaways:

[:27] This episode is brought to you by Maxwell. Request a demo with Maxwell by texting 'Maxwell' to 797979 and receive a special discount when you mention 'Spark'!

[1:37] Jennifer introduces her guest for this episode — Barry Habib.

[4:30] What is the move the Feds made, and how does that affect interest rates? Barry explains the current situation, what measures the Fed has taken and the impact that should be expected.

[14:25] We are in a hyper-competitive market.

[15:03] Barry believes that the Fed’s plan to reduce the balance sheet is doomed to failure before it even begins. Why?

[17:05] It is important to understand interest rates and the environment we are in from a historical perspective to appreciate what we have now. Understanding what a recession is is also crucial.

[20:40] Barry shares his thoughts on what the opportunities may be in the real estate industry in this context.

[24:24] Lenders need to help their real estate agents understand the true mechanics of rates and income in order to make a difference in a hyper-competitive market.

[26:56] Barry has some tips to set yourself apart from other lenders in the marketplace.

[30:30] How does someone buy a home? Barry takes us through the process — it’s important to sell to someone how they buy.

[34:30] Barry’s company produces a real estate report card for everyone that helps them understand the information available and shows them the financial opportunity.

[37:20] The median age of a first-time home buyer is 33. What were the birth rates like 33 years ago, and what does this mean for the demand side of real estate?

[38:57] Jennifer and Barry discuss appreciation in her own county, Loudoun County.

[42:25] What are Barry’s predictions for rates in the future? He shares some key indicators to watch for the upcoming year.

[45:24] If you’re looking for more quick information, get in touch with Barry via email, phone or his website.

[47:15] Jennifer shares an example of how she helps her clients to mathematically see the benefits of her proposals.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Barry Habib on LinkedIn

MBS Highway

Email Barry Habib

Email Support for MBS Highway

Call Barry at 732-526-7900

Maxwell

Brian Buffini

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_102.mp3?dest-id=238185
Posted: September 28, 2017, 3:58 pm

MLM101: Be Genuine, Keep It Simple, and Be Consistent

On this episode, I get to chat with Tara Carter, a rising star in the real estate industry. In just over two years, Tara has achieved amazing success. Tune in to this episode to find out how being genuine, keeping things simple, and being consistent can help your business.

Key Takeaways:

[:40] Jennifer introduces her guest for this episode —
Tara Carter.

[1:18] Who is Tara?

[2:56] Tara only got started two years ago in the real estate industry. How was the transition for her?

[5:33] What type of business is Tara closing? Does she have a team?

[6:35] How did Tara’s real estate career come together? What are the keys to achieving the kind of success Tara has in such a short time?

[8:21] Everyone has a database. What did Tara do differently from other Realtors® that set her apart?

[9:28] Where did Tara get the idea to ask about people’s businesses, rather than their families? How did she progress her conversations beyond that point?

[11:14] How does Tara structure her networking stacking?

[14:10] Jennifer shares her own experiences starting out and having to find her own ground.

[16:21] How did network stacking create and result in business for Tara?

[16:52] What other strategies has Tara learned from Michael Maher that she is implementing that contribute to her success?

[18:16] What is the ‘I Love You a Latte’ event? Tara explains, and shares about some other events she organizes throughout the year.

[20:50] Tara’s branding is a flamingo. Why did she choose a flamingo to represent her brand?

[24:05] What do Tara’s housewarming parties comprise? What role does her lender play in the event?

[26:46] How does Tara keep newly forged relationships moving forward?

[27:35] Tara’s housewarming parties also have a charity aspect to the event. She shares some of the charity events she has used in the past.

[28:30] Another factor in Tara’s success is the annual happy anniversary call.

[29:15] How can loan officers attract the attention of rising stars like Tara, and later, as a superstar, in a way that’s adding value to Realtors®?

[33:55] How many lenders does Tara work with? What does she love about what they do?

[36:37] Tara’s biggest tip is to be consistent. Start small, and keep it simple, but pick things and stick to them consistently throughout the year.

[40:35] Contact Tara via her personal cell phone number, 954-661-6990, or email her with any questions you may have!

[41:49] Don’t forget to leave a review for the show, and get your copy of Jennifer’s new book, Launch! Stop Talking. Take Action!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Call Tara Carter - 954-661-6990

Email Tara Carter

The 7 Levels of Communication: Go from Relationships to Referrals, by Michael Maher

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_101.mp3?dest-id=238185
Posted: September 21, 2017, 3:32 pm

MLM100: Jen’s Jots — Offense vs. Defense.

In this episode, I encourage you to consider if you are on the offense or on the defense. Lean in and go on the offense to anticipate and communicate with clients! It will help you create a great customer experience.

 

Key Takeaways:

[:28] Jennifer’s topic today is about offense versus defense.

[1:05] Jennifer shares the sales tactic “The Alternative First.”

[1:15] What does it mean to be on defense?

[2:05] What are some actions you can take to be on the offense?

[4:20] Jennifer shares a personal anecdote of how being on the defense hindered her ability to do her job.

[6:04] Getting a call or text from a Realtor® asking for information is a sign that they have not been communicated with and their needs are not being met.

[7:06] Being on the offense is making your client smile.

[9:00] Go back to your Perfect Loan Process and look for the holes in communication. Where are you missing a step to convey some information to your client?

[11:05] Offense versus defense is really about being present, paying attention and anticipating what your clients’ needs are, instead of waiting for them to reach out to you.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_100_rev1.mp3?dest-id=238185
Posted: September 14, 2017, 3:38 pm

MLM099: Jen’s Jots — Enhance vs. Expense

In this episode, I ask you to consider if your expenses are really enhancing your business, or are just expenses.

 

Key Takeaways:

[1:00] Jennifer is going to talk about enhancing versus expenses, which is especially important as we are winding down this year and looking to the next.

[1:35] Think about whether your expense is an expense for the sake of expense.

[2:46] Consider if your expenses will enhance your business, and not be just expenses.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_099.mp3?dest-id=238185
Posted: September 7, 2017, 3:21 pm

MLM098: The 12 Apostles

In this episode, I talk about why you only need the 12 apostles, or 12 dedicated referral partners to take your business to new heights. Forget chasing after hundreds of partners, focus on just the 12! I also have a great new product for you, so tune in to find out more!

Key Takeaways:

[:30] Jennifer wants to thank her colleague Jason Woods with Community Mortgage for inspiring the topic for this podcast.

[1:15] Less is more! More seems like more, but really, less is more. Build strong relationships with a select few partners, and really commit to them.

[3:40] Jennifer breaks down the numbers using the example of having 12 dedicated referral partners.

[7:40] Jennifer is offering a new product! A lifetime membership that grants you access to a whole lot of unbelievably valuable content, plus free updates for life — over $4000 of content at just $997!

[14:40] Jennifer has a special offer for listeners! If you purchase the lifetime membership, and leave a review on the podcast immediately after, you will get a $200 refund on your purchase!

[15:44] Just focus on your 12 apostles, and use the tools Jennifer is offering in her lifetime membership program to build your relationships with them.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Mortgage Mastery Lifetime Membership

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_098.mp3?dest-id=238185
Posted: August 31, 2017, 2:10 pm

MLM097: Events Are Your Secret Weapons!

In this episode, I get to sit down with the amazing, world-renowned author of The Seven Levels of Communication, Michael J. Maher. Tune in as Michael shares his wealth of knowledge on the importance of events to growing your business, as well as other tips for success!

 

Key Takeaways:

[:29] Jennifer introduces her guest for this episode — Michael J. Meyer.

[2:17] Jennifer sees two major challenges for lenders now: 1) The marketplace is extremely competitive right now, 2) People keep telling lenders what to do, when how to do it is really the problem. What are Michael’s thoughts on these challenges?

[4:40] There are three types of loan officers that approach Realtors® — Michael explains more.

[7:30] What are some strategies for creating better relationships?

[13:36] There’s a misconception among people going to networking events — it’s not about getting business, it’s about identifying potential partners.

[14:10] What are some roadblocks that someone would need to look out for, if they wanted to start doing some events to create stronger relationships? Michael talks about challenges in networking, and events.

[20:20] Is it possible to have too many events? Jennifer has many events that cater to the various groups of people she has relationships with.

[23:16] The easiest way to get started hosting events is a housewarming party BBQ.

[24:57] Jennifer shares her experience with hosting events — all of her events have a charitable element to them.

[28:45] What is the most critical thing to avoid failure, regardless of which idea you decide to adopt?

[34:30] What is the ideal size for an event?

[38:40] We need to get back into flow with our database, and events are the way to do it.

[40:15] Jennifer talks about the importance of creating a good memory in your partners’ minds!

[45:29] Jennifer is attending Michael’s coaching program starting September 4th!

[46:06] How did Michael get started?

[50:15] What has surprised Michael about the success that he has had?

[54:13] Jennifer shares some advice she would have given her 19-year-old self. What advice would Michael give to himself, as he was starting out on his career?

[58:57] It’s important to have an advisory board that can advise you on what you’re doing well, and what you need to let go of. It’s not about doing everything, for everyone, all the time. This is where systems can come into play.

[1:00:53] On the other hand, is there another extreme at which you become so disconnected that people think you’re not authentic?

[1:07:23] What is Michael’s take on champs and chumps?

[1:11:28] Michael leaves us with some final tips to ignite a spark in your business.

[1:16:37] Get in touch with Michael for his coaching courses, and events via his websites, or on Facebook!

[1:19:24] Don’t forget to leave a review on iTunes!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Michael J. Maher

Michael J. Maher on Facebook

The Seven Levels of Communication, by Michael J. Maher

Accelerate Course

Catalyst Coaching

GenGen Events

Lou Holtz

Darren Hardy

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_097.mp3?dest-id=238185
Posted: August 24, 2017, 4:47 pm

MLM096: Time to Engage!

In this episode, I get to sit down with
Yvette Clermont, a Certified Mortgage Planner and Accredited Mortgage Professional as designated by MBA. Tune in as Yvette talks about the importance of engagement, and shares some marketing tips to boost your business!

 

Key Takeaways:

[:45] Jennifer introduces her guest for this episode — Yvette Clermont.

[2:39] How did Yvette get into the business, and how has she gotten to where she is now?

[4:44] At what point in her career did Yvette feel she had the tipping point at which she started excelling?

[6:53] Yvette is involved in the Mortgage Bankers Association (MBA). What is her role?

[8:20] Yvette talks about her team and her management style.

[12:34] What is Yvette’s definition of “people being on the bus,” and how does she set up her team?

[15:04] It takes a very strong leader to be able to accept constructive feedback and criticism from the team.

[16:23] What are Yvette’s thoughts on hiring her first assistant?

[18:33] It’s important to be reviewing relationships and be engaged with the people around us to ensure everyone is still on the same page.

[20:19] What does Yvette’s week look like in terms of communicating with her team?

[22:50] Yvette shares a little more about her virtual assistant, and how she contributes to the marketing efforts of the team.

[25:24] Yvette has a weekly pipeline meeting with her team to discuss and ascertain who needs to handle which aspects of the process, to ensure the clients’ needs are met.

[27:17] What does Yvette’s virtual assistant do for the closed loan database?

[29:10] What are some marketing techniques that Yvette uses?

[33:17] Social media is a great avenue to use in marketing, but be careful to check with the compliance department that you’re still adhering to all the regulations in place.

[35:34] Yvette shares some of her other techniques to get feedback from clients, such as Zillow reviews, Social Survey, and e-surveys in the middle of the process.

[37:05] Video marketing is a powerful tool to capture audiences in a fun and engaging way, and it’s really all about engaging people in all different ways.

[39:34] Yvette has some final words of wisdom — make the call that you don’t want to make, first.

[42:00] Get in touch with Yvette via email if you have any other questions for her!

[42:57] Don’t forget to pre-order your copy of Jennifer’s book Launch! via her website!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

The Yvette Clermont Team

Email Yvette Clermont 

Mortgage Bankers Association (MBA)

Mortgage Action Alliance (MAA)

Zillow

Social Survey 

Eat That Frog!, by Brian Tracy

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_096.mp3?dest-id=238185
Posted: August 17, 2017, 3:07 pm

MLM095: 10 Steps to Change Your Business Plan

In this episode, I would like to share the 10-step action plan that could drastically change where your business plan is headed in 2018. Tune in to learn more about the 10 steps and get started preparing for the new year!

Key Takeaways:

[:30] Jennifer came across a 10-step action plan in Success Magazine, and would like to share that with you as we head into fall, and start preparing for the new year.

[2:15] #1: Find your purpose, and stick to your values. Have people around you who will inspire you on a regular basis to serve your purpose.

[4:05] #2: Be alone and learn to be comfortable alone.

[5:19] #3: Open up! Stereotyping people is easier, but reach out to really get to know people.

[7:56] #4: Compromise. Backing down isn’t a sign of weakness, and compromise can make a difference in your  life.

[8:29] #5: Take a step now to make a change! If you’re stressing about a problem, ask yourself what’s one thing I can do right now to alleviate it.

[9:17] #6: Connect deeper. Be present and remember, the conversation is not about you.

[9:59] #7: Love yourself. Take back control with positive thoughts.

[10:29] #8: Draw the line. Don’t overshare personal details, and have firm boundaries.

[11:15] #9: Talk it out. Relationships can get tense very quickly when finances are involved — keep the conversation open.

[12:09] #10: Look up! Reconnect with people who have inspired you to grow and move forward with your goals.

[13:55] Incorporating all these aspects into your business plan will drastically change the direction in which your business plan is going to go.

[14:10] Jennifer’s book Launch! Take Your Business to New Heights, is available for pre-order on Amazon. Be sure to check it out!

[15:10] Remember, you can always reach out to Jen via email!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Email Jennifer Du Plessis

Success Magazine

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_095.mp3?dest-id=238185
Posted: August 10, 2017, 3:20 pm

MLM094: Real Estate Blind Spots

In this episode, I get to sit down with
Aaron Hendon, a real estate agent in Seattle, Washington. He is in the midst of writing a book about real estate blind spots. Tune in to find out what these blind spots are, and how you, your partners, and your clients can overcome them!

 

Key Takeaways:

[:51] Jennifer welcomes her guest for this episode — Aaron Hendon.

[1:55] Aaron talks a little about himself — How did he get to where he is now?

[3:34] What brought Aaron to the point where he is now writing a book?

[6:55] How many blind spots are there in real estate?

[7:50] Heuristics, or mental shortcuts people take that keep them from operating rationally, is one.

[8:23] Appearing as an authority to get more clients is another blind spot.

[9:45] Availability is a mental shortcut that people use — if something comes to mind more easily, it is more important. This is exactly the premise that staying top-of-mind operates on.

[12:43] Why is making decisions based on availability a blind spot?

[14:07] What are some ways that lenders can overcome clients’ tendencies to use the availability phenomenon in making decisions?

[18:39] How can lenders help their real estate agents be more aware of these blind spots, and help them overcome them?

[20:09] Lenders need to develop a way of working with their Realtor® partners on the front of education — sometimes, people don’t know what they don’t know, so it’s important to educate them.

[22:25] A lender or Realtor® cannot rely on asking the client what the most important aspect of the loan process is — they don’t even know it themselves.

[25:15] There is an increasing need to take the time to slow down and explain to clients about the blind spots they need to be aware of.

[26:22] Another big blind spot loan officers and Realtors® should be aware of is always trying to be a contributor.

[28:26] What are some examples of contributions that Aaron’s partners have made that have added value to his business?

[33:27] It’s really important to move beyond a transactional relationship between referral to one of building up the community to grow each other’s businesses.

[34:24] Aaron wraps up with some final thoughts about blind spots on the whole.

[38:36] It’s important to be able to outline for clients what value they get out of the price they are paying you.

[39:04] Aaron encourages you to have an authentic interest in being a contribution to the people you have to opportunity to serve.

[40:28] Get a copy of Aaron’s first book Don't Get Fooled Again, via his website, and get on his mailing list, as well, to get access to his next book when it’s released!

[42:54] Don’t forget to leave Jennifer a review on iTunes, and email her if you have any questions you want answered, or topics you would like to hear on the show!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Aaron Hendon on LinkedIn

Don’t Get Fooled Again, by Aaron Hendon

Email Jennifer Du Plessis


http://traffic.libsyn.com/mortgagelendingmastery/MLM_094.mp3?dest-id=238185
Posted: August 3, 2017, 10:55 am

MLM093: Improve Systems, Scale Your Business

In this episode, I get to sit down with
Dave Friedman, from Keller Williams Realty in South Carolina. At only 36, he has won awards, and consistently been a top producing Realtor® in the top 1%. Tune in to hear some of his tips on improving systems to scale your business!

 

Key Takeaways:

[:35] Jennifer introduces her guest for this episode — Dave Friedman.

[2:09] How did Dave get into the business, and how did he get to where he is now?

[3:51] Some of Dave’s experience with setting up systems and scalability derives from his experience at Centax. He elaborates further.

[5:34] Dave talks about his first year with his business, where he was working by himself at the time.

[6:41] The first person you hire when you’re starting a new business should be a good administrator.

[8:30] What does Dave think of people who believe their clients only want to deal with them, and what tips does he have for someone trying to hire the right person?

[11:35] As you scale up your business, you cannot focus on all your tasks at 100%, so even hiring someone who doesn’t do the job exactly as you do is an improvement on spreading yourself too thinly.

[12:45] What is Dave’s hand-off between him and his buyer agent when they’ve contacted him directly?

[15:32] How did Dave manage to ramp up his business so much between his first and second years?

[17:56] What type of lead generation does Dave do to generate that level of volume?

[20:26] Dave calls new prospects five times on the first day, and 15 times within the first 21 days to increase his chance of connecting with them.

[20:51] What kind of marketing does Dave rely on — social media, or traditional?

[21:39] How are people drawn into Dave's funnel?

[23:06] What are some ways that loan officers can get a top producer’s attention?

[26:41] How can a loan officer best serve a buying agent?

[28:37] Apart from merely saying “I close on time,” what else can be done to engage with the buying agent from the very beginning?

[32:22] What types of questions is Dave asking the loan officer on the buyer’s side when he reaches out to them?

[38:09] Dave leaves us with some advice on building your business, and if you need any help with systems or anything else that Dave does, feel free to contact him!

[40:38] What book is Dave reading right now?

[42:00] Be sure to leave a review on iTunes!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Dave Friedman Real Estate

Dave Friedman on LinkedIn

Crush It!: Why Now is the Time to Cash in on Your Passion, by Gary Vaynerchuk

High Performance Academy Master’s Course,
by Brendon Burchard


http://traffic.libsyn.com/mortgagelendingmastery/MLM_093.mp3?dest-id=238185
Posted: July 27, 2017, 2:41 pm

MLM092: Taxes, Taxes, Taxes!

In this episode, I get to sit down with Diane Gardner, a CPA and tax coach. She talks about tax returns, guiding clients in tax law, and how to reduce tax liabilities for loan officers. If you’ve ever had questions about taxes, tune in!

 

Key Takeaways:

[:26] Jennifer introduces her guest for this episode — Diane Gardner.

[1:35] Who is Diane and what does she do?

[3:00] How can you choose the right tax adviser?

[4:46] It’s important to get a good fit with your adviser, not just someone who matches your personality and is geographically close.

[6:08] What can loan officers do to offset some of their expenses?

[7:34] What type of assets would we have availability to, and earn an income stream off of, but still leave to charity?

[9:11] What is the income threshold for a W-2 employee where it becomes less valuable for them to be doing charity from a tax perspective?

[11:35] Apart from charitable contributions, what else should loan officers do?

[13:44] When looking at tax returns, what else could loan officers be looking for, to determine if the person, be it a client or a W-2 employee, needs additional advice in the tax world?

[16:06] Apart from pulling expenses out of the blue, or purchasing things that they don’t need, are there any other things that can be done?

[17:58] If you’re a single member LLC, you can file a Schedule C. If you’re filing as a Schedule C under the office of an LLC, is there any benefit to that?

[19:27] What else could loan officers be looking at in tax returns, whether they’re self employed or not?

[20:29] Jennifer shares a story from her personal experience with her husband’s medical bills.

[22:40] Moving into real estate — many people who faced difficulties during the credit crunch are employing the Departure Residence Guidelines to turn their properties into rentals. There are implications to having an investment property and not having the double interest write off that they think they’re going to get. Diane elaborates about these guidelines.

[26:55] Let’s talk about gifts! What is allowed, what isn’t? Are there any exclusions or speed bumps that loan officers should be aware of when it comes to gifting?

[29:59] Diane shares a little about the annual and lifetime exclusion for gifts.

[34:11] Are there any other things that loan officers should be thinking about as they look at tax returns? In terms of personal benefits — Make sure you’re capturing all the write off for your miles!

[36:09] Diane leaves us with some parting advice — Be proactive!

[36:57] Diane is offering a copy of her book 10 Most Expensive Tax Mistakes that Cost You Thousands — get it free from her website, and also get a free tax analysis!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Diane Gardner

Stand Apart, by Diane Gardner and Dan Kennedy

Why Didn't My CPA Tell Me About That?, by Diane Gardner

Stop Overpaying Your Taxes, by Diane Gardner

MileIQ

10 Most Expensive Tax Mistakes that Cost You Thousands, by Diane Gardner

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_092.mp3?dest-id=238185
Posted: July 20, 2017, 3:06 pm

MLM091: Send Out Cards!

In this episode, I get to sit down with
Carolyn Gialamas, of SendOutCards. Find out how you can use SendOutCards to add a personal touch to take your business to new heights!

 

Key Takeaways:

[:35] Jennifer introduces her guest for this episode — Carolyn Gialamas.

[1:35] How did Carolyn get started with SendOutCards?

[6:08] How can SendOutCards be aligned with everything people are doing on social media?

[8:05] Jennifer shares her own personal experience about the power of moving beyond just being online.

[10:15] SendOutCards allows you to create campaigns that you can personalize for different groups of people, for example, for birthdays.

[11:05] What other campaigns can you set up to grow business outside of social media?

[12:57] Is there a limit to the number of campaign cards that can be set up?

[13:59] This is also a great way for team leaders to recognize their teams.

[14:59] The app is available on both the App Store and the Google Play Store for free!

[15:56] How can contacts be added to SendOutCards?

[17:38] A newer feature that SendOutCards now offers is the ability to do custom branding.

[20:17] SendOutCards could also be used to send invitations to Client Appreciation Parties without additional hassle or costs.

[21:01] When it comes to drip campaigns, what services does SendOutCards provide, and what would need to be developed?

[23:00] What are some best practices when it comes to sending a note?

[26:08] What would be Carolyn’s next step be, if the prospective client doesn’t respond to her call to action?

[27:15] Are there template suggestions about what kind of cards we should be sending out?

[28:49] How can Carolyn be contacted? If you reach out to her, you can even send a couple of cards for free to try it out!

[32:09] If you have questions or a topic you would like to hear about on the podcast, send Jennifer an email!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Carolyn Gialamas — SendOutCards

SendOutCards (App Store)

SendOutCards (Google Play Store)

Call Carolyn Gialamas at (714) 767-4399

Email Carolyn Gialamas

Carolyn Gialamas on Facebook

Carolyn Gialamas on LinkedIn

Mortgage Lending Mastery Episode 074: Write Notes!

Email Jennifer du Plessis

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_091.mp3?dest-id=238185
Posted: July 13, 2017, 1:51 pm

MLM090: Writing Pre-Approval Letters

In this episode, I share with you some of my tips for setting yourself apart when it comes to writing pre-approval letters. Emailing is a thing of the past, but tune in to find out some ways you can differentiate yourself!

 

Key Takeaways:

[:30] Jennifer is really focused on working with listing agents — go to the Kinetic Spark Consulting website to get access to all sorts of great resources!

[1:33] Jennifer addresses the idea that enough is not enough anymore — one degree of difference can be all it takes to set you apart.

[3:13] How can you take pre-approval letters one step further? Emailing is a thing of the past, especially at the pace we’re going at these days!

[4:25] If Jennifer can avoid pre-approval letters, at all costs, she will. Her aim is to do advanced approvals instead.

[5:40] Call the listing agent to discuss the offer details, rather than waiting for them to call you as a proactive move.

[6:48] Offer lender certification, which provides a list of actions you have taken on behalf of the client in obtaining the approval.

[7:47] Share your loan estimate or total cost analysis with your listing agent.

[8:39] Follow up in a day or two with the listing agent — it really demonstrates that you’re a part of the buying agent's team.

[10:23] Jennifer has shared six or seven different ways to set yourself apart — be sure to use them to differentiate yourself from the rest!

[11:06] Don’t forget to go to Jennifer’s website and become a lifetime member to get access to all the goodies she has provided!

[11:37] Jennifer’s book is out for pre-sales right now! Place your order today!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Mortgage Lending Mastery Podcast 087: When Enough is Not Enough

212 The Extra Degree Simple Truths on YouTube

Rocket Mortgage

Simple Nexus 

Launch, by Jennifer Du Plessis (Pre-sale)


http://traffic.libsyn.com/mortgagelendingmastery/MLM_090.mp3?dest-id=238185
Posted: July 6, 2017, 12:24 pm

MLM089: Tips for Growing Your Wealth

In this episode, I get to sit down with Damion Lupo, one of the co-founders of Total Control Financial, a five-time author, and sought-after financial consultant for accredited investors and business owners. Tune in to this episode to find out how you can create your own wealth to set yourself up for the future.

 

Key Takeaways:

[:27] Jennifer introduces her guest for this episode — Damion Lupo.

[1:52] Damion advocates taking the reins and running with them as individuals, to create your own wealth and set yourself up for the future. He explains more about how this philosophy relates to investing.

[4:05] Does Damion think that the general population just doesn’t want to learn about managing their finances? Why do so many people entrust financial advisers with their managing their wealth?

[6:21] How should we be growing our wealth to ensure that we don’t outlive our money?

[8:13] Damion believes that the stock market is inevitably going to crash. He elaborates on what that means.

[9:20] What can we do as individuals to lower our tax liabilities?

[13:46] Why isn’t everyone using the eQRP?

[15:13] Jennifer sets up a hypothetical situation for Damion to analyse.

[17:52] What about a 401k that someone has with their company. What is Damion’s recommendation?

[19:30] What happens to the money in the eQRP? Does it have to be spent on something?

[21:28] If someone has an untaxed 401k, and moves it over to eQRP, are there taxes that have to be paid?

[22:50] Damion’s company is the only one in the country that does eQRP (but you don't need them to operate once it’s set up)!

[25:12] This plan can help people to reduce their tax liability by up to $120,000 a year. Where is that coming from?

[28:52] What are some of the limitations on what you can do with an eQRP?

[34:49] There are many things that can be done with money — the question is what is the plan and vision?

[35:30] Jennifer recommends a book about leverage — Misfortune 101, by Douglas Andrew.

[36:05] What are some of the next steps for someone listening in? How can this information be presented to someone else?

[38:34] Check out Damion’s website for a wealth of information!

[41:03] Damion leaves us with some final tips on growing your wealth and helping others create more wealth.

[42:30] Damion’s free book is available on his website! Be sure to reach out to him if you are anxious to grow, and he’ll do everything he can to help you!

[44:02] Damion is currently reading Be Obsessed Or Be Average, by Grant Cardone, and recommends that you check it out too!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Damion Lupo

Total Control Financial

Yokido

Rich Dad, Poor Dad, by Robert Kiyosaki

Missed Fortune 101, by Douglas Andrew

The 10x Rule Book, by Grant Cardone

Be Obsessed Or Be Average, by Grant Cardone

Darren Hardy

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_089.mp3?dest-id=238185
Posted: June 29, 2017, 3:44 pm

MLM088: Don’t Be Afraid to Say No!

In this episode, I get to sit down with Christopher Browning, a business and confidence coach for men, and a marketing strategist who helps small businesses position themselves as premium offerings. Tune in to find out how saying no can help your business!

Key Takeaways:

[:30] Jennifer introduces her guest for this episode — Christopher Browning.

[1:50] How did Christopher get to the point where he decided to be a business and confidence coach for small businesses?

[5:48] Christopher shares some common examples of perfectionism, and how that prevents us from going out and taking action.

[9:13] In the mortgage space, the idea of perfectionism can be seen even in putting a flyer together. Instead of trying to make a perfect flyer, loan officers could be focusing their resources on what they’re really good at.

[10:33] How can we identify that we’re getting stuck in a situation where we’re seeking perfectionism in something we’re not good at?

[14:20] Most people don’t care about the process. They just want the outcome, and it doesn’t matter the steps you took to get there.

[15:46] Perfectionism often leads to procrastination, and procrastination often boils down to “I don’t know what to do,” “I don’t know how to do it,” or, “I don’t think it’s worth my time.”

[19:48] Jennifer raises the issue of the Bumblebee Syndrome, or Shiny Object Syndrome, where perfectionists flit from idea to idea, and nothing ever gets done because it’s not perfect enough. Christopher sheds some light on this — it’s about maintaining focus on a vision or goal that’s bigger than yourself.

[26:52] Perfectionism stems from a place of scarcity, instead of abundance.

[29:56] How do we discover what our “territory” is, so that we can confidently strut in our domains?

[33:13] When thinking about your value proposition, don’t look internally into what you think you want to provide. Look externally into what your customers are saying that you are doing!

[35:16] The second thing to do to discover your domain is to understand your strengths, optimize them, outsource things that don’t lie within your talent and strength scope, and then move from being a commodity to a premium product.

[41:45] Once your adopt the mindset of having a premium product, clients are naturally attracted to you, instead of you having to work to draw them in.

[44:14] In the scarcity mindset, people are fearful of losing potential earnings, instead of realizing that saying no to the wrong people opens the door to saying yes to all the right people. Christopher shares why he has chosen to work primarily with men as a business and confidence coach.

[48:40] When you make that shift to dealing only with clients who are right for you and your vision and mission, business becomes a whole lot easier, because those clients will refer you to other similar clients.

[51:44] Christopher shares a story of how fast things can happen once you make that change in your mindset.

[55:25] Get in touch with Christopher via email, and check out a special quiz he’s designed for lenders to figure out which phase you’re in, and what you need to work on to become a premium product!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Christopher Browning, Business and Confidence Coach

Email Christopher@SmartRapidGrowth.com

Email Coach@ChristopherBrowning.com

The War of Art, by Steven Pressfield

Strengths Finder (Gallup Organization), by Tom Rath 

Mortgage Lending Mastery Episode 81: On Demand or In Demand

Christopher’s Special Quiz for Listeners


http://traffic.libsyn.com/mortgagelendingmastery/MLM_088.mp3?dest-id=238185
Posted: June 22, 2017, 1:41 pm

MLM087: When Enough Just Isn’t Enough

In today’s competitive world, enough just isn’t enough. But don’t lose hope — just one degree can make all the difference!

 

Key Takeaways:

[:28] Jennifer thinks that in today’s competitive world, enough just isn’t enough anymore.

[1:58] Go through your perfect loan process, every single system, and see what you can do to take yourself out of the commodity world.

[3:10] Check out the video 212 degrees by Simple Truths on YouTube — it’s a big reminder for us that one degree can make a world of difference.

[4:39] It’s important to always be thinking, “What is that one degree that I can do that would make me different and better than my competition?”

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Mortgage Lending Mastery Episode 071: Jen’s Jots - Bitter or Better?

212 The Extra Degree Simple Truths on YouTube

Simple Truths

Daily Mentoring with Darren Hardy 

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_087.mp3?dest-id=238185
Posted: June 15, 2017, 4:04 pm

MLM086: Chat with Top Loan Officer, Dianne Crosby

In today’s episode, I get to sit down with Dianne Crosby, an unbelievably high producer in the mortgage lending space. She was ranked #73 in Scotsman Guide’s Top Originators of 2016, and closed over $155m in just 2016. Tune in for her tips on how to become a successful loan officer!

Key Takeaways:

[:29] Jennifer introduces her guest for this episode — Dianne Crosby.

[2:25] Dianne has a degree in economics and a degree in law. She shares the story of how she got into the mortgage lending space.

[4:44] How has Dianne’s law training helped her in her career?

[6:21] What are some of the techniques that Dianne uses to convert people who are rate shopping?

[10:50] Dianne has no idea what her conversion ratio is!

[11:30] Dianne shares something she learned from another loan agent that has been really helpful to her — She converts rates to payments from the beginning of her calls.

[13:11] What was the tipping point in Dianne’s career that started exponentially growing her practice?

[16:30] What is Dianne’s perspective that creating a niche for yourself closes the door on other opportunities? How should you go about discovering your niche?

[19:55] Jennifer agrees with Dianne — lots of people recommend becoming a “chameleon” but that often causes you to lose your authenticity.

[23:55] How does Dianne use her authenticity to help her with conversion of deals? What kind of follow ups or strategies does Dianne use to generate more business for herself?

[28:00] What are some things that are in the forefront for Dianne?

[30:53] Is it just advanced approval that Dianne seeks for her clients, or does she take other steps to differentiate her offer?

[34:15] Dianne is engaged! And along with getting married, she’s also planning to buy a house together!

[37:12] Jennifer has an elaborate communications system that incorporates the human touch into her process, and that is incredibly important.

[39:13] What are Dianne’s sources to close as many deals as she’s closing?

[41:51] As a Certified Mortgage Planning Specialist, one of the things that Dianne does is annual reviews. How does she manage that?

[43:25] What does Dianne do on a regular basis with her regular real estate agents? How did she build up these relationships in the beginning?

[47:09] Dianne talks a little about her community involvement, and how she’s reaching out to people in her community.

[54:20] How does Dianne’s community involvement translate into getting business?

[59:24] Dianne leaves us with some advice and motivational words to turn our struggles into success.

[1:02:55] Remember to keep an eye out for Jennifer’s new book “Launch! Stop Talking. Take Action.” that will be released on July 1st!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Dianne Crosby

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_086.mp3?dest-id=238185
Posted: June 8, 2017, 2:31 pm

MLM085: Increase Your Emotional Intelligence

In this episode, I get to sit down with Jim Beach, author, radio show host, and serial entrepreneur. He’s an expert in cracking the code on starting a business, and today, he shares some tips to increase your emotional intelligence, and make a rockstar elevator pitch!

 

Key Takeaways:

[:29] Jennifer introduces her guest for this episode —
Jim Beach.

[1:41] What is Jim’s “why”? How has his passion driven him to where he is now?

[4:23] Jim believes that jobs exists on a spectrum — it’s unrealistic to assume that everyone is going to love what they do.

[7:30] How does the idea of emotional intelligence work within a team, and what can team leaders and members do to create a stronger unit?

[11:06] There are little things we can do to improve ourselves, such as keeping an emotional journal or scripting situations that you know will occur.

[13:51] Jennifer has been in lending for 34 years, an industry that is dominated by men. Responses to people having emotions has generally been “deal with it”!

[15:20] What has happened over the years that we have transitioned into paying more attention to emotional intelligence?

[20:59] What are some of Jim’s recommendations for being a ‘rockstar in the elevator’? He talks us through 14 songs he uses to help you create a unique selling proposition.

[29:04] Does Jim use the songs in isolation or does he make use of a blend of the songs?

[31:46] Jim advises you to have a brand or theme that transcends all the conversations you’re having, but also be prepared to adapt your pitch to suit different situations.

[34:04] You can find Jim’s 14 rockstar songs on YouTube!

[35:33] Jim talks about cracking the code on starting a business. He shares some tips that can allow you to make the transition to having other lines of income so that you are more aligned with what you want out of life.

[40:45] Jennifer suggests doing surveys as a means of discovering how you differentiate yourself.

[44:27] What does the future hold for Jim?

[45:57] Jim leaves us with some motivational words — Your dreams are achievable!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jim Beach

School for Startups, by Jim Beach

Start with Why, by Simon Sinek

Rock Stars in an Elevator Pitch on YouTube

4 Hour Work Week, by Tim Ferris

Jennifer Du Plessis, Kinetic Spark Consulting on Facebook


http://traffic.libsyn.com/mortgagelendingmastery/MLM_085.mp3?dest-id=238185
Posted: June 1, 2017, 2:44 pm

MLM084: 7 Types of Negotiators

In today’s episode, I want to share what I’ve learned from Brian Buffini about the 7 types of negotiators. As loan officers in a competitive market, we need to learn more about negotiating, and our own negotiating style, to make the most of it.

 

Key Takeaways:

[:27] Jennifer wants to share something she learned from Brian Buffini.

[:55] The market is very competitive right now, so it’s of the utmost importance to learn about negotiating!

[2:07] The first type of negotiator is the people pleaser —  they want to be liked, and cater to everyone else’s needs.

[4:08] The second type of negotiator is the expeditor — they operate at high speed!

[5:35] The king of the hill is the third type of negotiator —  their focus is winning.

[6:42] The fourth type is the rocking chair negotiator — they are characterized by patience.

[7:33] The next type is earnest and honest — they’re easygoing, and have a laid-back approach.

[9:05] Number 6 is the emotional ping-pong — this is the client who vacillates, depending on their emotions.

[10:40] The last type of negotiator is the linear logical — a prime example is Mr. Spock.

[12:34] Jennifer provides a quick recap of the negotiator styles.

[14:18] Don’t forget to share this with your Realtors®!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Brian Buffini


http://traffic.libsyn.com/mortgagelendingmastery/MLM_084.mp3?dest-id=238185
Posted: May 25, 2017, 1:57 pm

MLM083: Tips For Approaching Real Estate Agents

In this episode, I get to sit down with Ray Wood, a 4th-generation real estate agent. Tune in to this episode to get some insight into how you can better approach real estate agents, and get some marketing and scripting scripts too!

 

Key Takeaways:

[:29] Jennifer introduces her guest for this episode —
Ray Wood.

[1:06] Who is Ray Wood?

[4:05] Ray has a website called Top Agents Playbook, with lots of great tools that you can check out.

[4:43] Ray tells the story of how he came up with the only three buyer qualifying questions you’ll ever need.

[10:03] You can share these three buyer qualifying questions with your real estate agents to help them, so that they can help you in the future.

[11:43] One of the most lucrative, profitable, successful, and enjoyable professional relationships Ray has ever had was with some mortgage officers!

[13:44] There’s no rule that says loan officers can’t cultivate their own leads to pass on to real estate agents!

[14:28] Ray elaborates on how his collaborative relationships with other professionals in his community benefited him and his partners.

[18:05] When it comes to marketing, Ray’s advice is to stay away from logos.

[20:22] What would be the best “orange” to share with a real estate agent to start building a richer relationship with them?

[23:01] What were Ray’s mortgage people doing to get him business?

[24:25] From a marketing point of view, one of the most important things to have is a testimonial. What is Ray’s method for getting a great testimonial?

[28:27] Jennifer has also used testimonials to great effect — she has even customized testimonials that she she sends off to customers, depending on their buyer profile!

[30:58] Ray has another win-win or 1-2 punch method to reconnect with clients, and get a testimonial from them.

[33:15] When you contact your referral partners, you have to do it with news! Ray shares a couple of emails he has had great success with.

[36:12] At networking events, Jennifer usually shares not just her own contact details, when asked for a business card, but the information of all her referral partners as well!

[38:16] Ray’s final piece of advice is to make relationships with people.

[39:32] Check out Ray’s Bloody Handy Price Reduction Scripts and Strategies!

[41:30] Ray also has lots of resources that you can check out and download — listen to his podcast, and be sure to visit his website!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Top Agents Playbook

Bloody Handy Price Reduction Scripts and Strategies

Top Agents Playbook Ray's Podcasts


http://traffic.libsyn.com/mortgagelendingmastery/MLM_083.mp3?dest-id=238185
Posted: May 18, 2017, 1:50 pm

MLM082: Dominate Your Mind!

In this episode, I get to sit down with Bert Martinez, a best-selling author, media personality, and speaker, to talk about his latest book Dominating Your Mind. Tune in for some great strategies to change your mindset and dominate your mind!

 

Key Takeaways:

[:30] Jennifer introduces her guest for this episode —
Bert Martinez.

[2:00] In Bert's book “Dominating Your Mind,” he has ten simple strategies that crush your fears, destroy your doubts, and make you unstoppable. Bert shares his experiences that gave rise to the book.

[7:22] What are five of these strategies that would be beneficial to a loan officer who is a salesperson?

[9:42] Bert's first strategy — Have a ridiculously high level of self-belief!

[12:22] If you lack self belief, it could be helpful to seek out people around you to help guide you and engage in that process of self-validation.

[14:10] Bert also recommends looking back at some of the amazing accomplishments that you have achieved — pat yourself on the back for it! Don't downplay your gifts.

[17:18] Jennifer has another suggestion to add on — make sure you're writing down your gratitudes. She writes three down every day!

[18:04] To build up your self-belief, in addition to getting friends to identify your best qualities, find a mentor who has accomplished things outside their reach. There are tons of people who have turned around their self-belief.

[19:15] Bert's second strategy — Refuse to let people or events control you or your attitude.

[22:40] Jennifer offers some advice about tackling phone calls — start with an easy call and let the momentum from its positive effect grow and elevate your mood and attitude.

[24:31] Bert shares a story about how his positive self-belief allowed him to grow his business without letting little losses get in the way, and how he incidentally developed his relationship with Arnold Schwarzenegger.

[28:36] Bert's third and most important strategy — You have the ability to reach your goals!

[34:23] Bert says that the comfort zone is the silent killer of dreams and lives. Why does he say that, and what can you do about it? Bert also has a personal anecdote of how staying in the comfort zone was killing his relationship with his wife.

[37:55] If you're struggling with an area of your life, you've probably become comfortable with it. Get out of your comfort zone — a coach can help!

[42:00] Bert believes that comfort zones are an illusion, because we are never standing still.

[43:10] Jennifer absolutely agrees with Bert's mindset. Practice doesn't make perfect; perfect practice makes perfect.

[45:55] Bert leaves us with some tips to get our of our comfort zones. Remember — you were created to succeed.

[48:15] Check out Bert's website for his books to get your copy of his life-changing book, and don't miss out on listening to his radio show, Money for Lunch, as well!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Dominating Your Mind, by Bert Martinez

Money For Lunch


http://traffic.libsyn.com/mortgagelendingmastery/MLM_082.mp3?dest-id=238185
Posted: May 4, 2017, 1:40 pm

MLM081: On Demand or In Demand

In this episode, I talk about the difference between being on demand, and in demand. Tune in to find out how you can take control of your life and plans by changing from being on demand, to in demand.

 

Key Takeaways:

[:35] Jennifer continues with her comparisons of how you run your business and your mindset. Today's topic is on demand vs. in demand.

[:57] What does it mean to be on demand?

[4:17] What does it mean to be in demand?

[5:05] Asking questions like "When do you need it?" help you take control of your life and be in demand, rather than on demand.

[6:35] Always look at yourself from a mindset perspective in your practices, instead of running around like chickens with your heads cut off.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow


http://traffic.libsyn.com/mortgagelendingmastery/MLM_081.mp3?dest-id=238185
Posted: April 27, 2017, 3:34 pm

MLM080: Interview Successful People, Become Successful!

In this episode, I get to sit down with Stacey Alcorn — author, blogger, entrepreneur, startup expert, keynote speaker, and owner of the 4th largest real estate firm in Massachusetts, LAER Realty. Tune in to find out how she interviewed her way to the top!

 

Key Takeaways:

[:29] Jennifer introduces her guest for this episode — Stacey Alcorn

[1:35] How did Stacey get to where she is today?

[4:45] It is Jennifer's 34th anniversary in mortgage lending!

[5:25] Stacey likes to talk about the small, everyday successes. How do these small, everyday successes help her reach greater achievements and accomplishments?

[9:00] A lot of people feel like they can't reach their big goals because of their own limiting beliefs, but also because of the naysayers around them. How can we put blinders on, to tune naysayers out?

[11:17] Stacey shares a personal anecdote of how family can be the ones bringing you down, in their attempt to protect you.

[13:15] The idea of complement vs. complicate. How can we focus on constructive energy on a daily basis?

[18:03] Jennifer has some book recommendations related to the idea of concentrating on positive energy and building on it.

[20:03] What is Stacey observing in the real estate market as it relates to the relationship with loan officers? What tips does Stacey have for creating strong relationships with real estate agents?

[28:00] In Stacey's process of building relationships by interviewing potential business prospects, is there a point at which she gets to talk about herself and what she does?

[32:09] With regards to the relationship between real estate agents and loan officers, what are some things loan officers do that agents love, or hate?

[35:25] Do some research before dropping in on agents in the office — it may not be the case in your area that the top producers are in the office all day!

[36:26] Jennifer sums up this episode's biggest takeaway — start interviewing real estate agents for the purpose of sharing that information with others!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Reach, by Stacey Alcorn

LAER Realty Partners

The Secret, by Rhonda Byrne

Masaru Emoto Water Experiment

How to Win Friends and Influence People, by
Dale Carnegie


http://traffic.libsyn.com/mortgagelendingmastery/MLM_080.mp3?dest-id=238185
Posted: April 20, 2017, 4:56 pm

MLM079: Calculators, Quizzes and Recommendations!

In this episode, I get to sit down with Randy Rayess, the co-founder of Outgrow, a marketing platform that is focused on increasing customer engagement and providing interactive content. How can you use calculators, quizzes and recommendations to get more clients? Tune in to find out!

 

Key Takeaways:

[:37] Jennifer introduces her guest for this episode — Randy Rayess.

[1:25] Why is customer engagement so important? Why is interactive content important?

[4:01] How does online interaction compare to videos?

[6:41] How difficult is it for a loan officer to put a form of these calculators and quizzes on their website?

[9:06] Where can these tools be placed? How difficult is it for loan officers to be able to have these tools placed on their websites?

[11:54] How long are these quizzes? How much time is the average consumer going to spend on the website interacting with this content?

[13:41] Why a calculator, vs. a survey?

[14:57] Where do recommendations fit in? How are they different from calculators and quizzes?

[16:52] What is the purpose of knowledge quizzes to find out how much the consumer knows?

[19:43] It's all about the execution, to make sure that the consumer experience is optimized across all devices, and furthermore is optimized for conversion.

[21:56] Find out more about what Randy does, and how his calculators and quizzes can help your business, at outgrow.co. You can even sign up for a free trial!

[25:17] Randy's product is a great tool for loan officers to interact with as many clients as possible, and then nurture them to the point of sale.

[26:09] What are some books Randy is reading or listening to these days?

[27:56] Check out outgrow.co to check out this cool tool, and you can also get in touch with Randy via email, LinkedIn or Twitter.

[28:42] Jennifer's new book will be coming out mid-April! Do support her by buying and reading it!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Outgrow

Traction, by Gabriel Weinberg and Justin Mares

Email Randy at randy@outgrow.co

Randy Rayess on LinkedIn

Randy Rayess on Twitter

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_079.mp3?dest-id=238185
Posted: April 13, 2017, 5:22 pm

MLM078: Success in 5 Minutes a Day!

In this episode, I get to sit down with Karen Briscoe, author of Real Estate Success in 5 Minutes a Day: Secrets of a Top Agent Revealed. Tune in as we talk about some of the great information in her book, and for some advice on how to work with top real estate agents!

 

Key Takeaways:

[:30] Jennifer introduces her guest for this episode — Karen Brisco.

[1:35] How did Karen get into the business?

[3:10] What was the tipping point in Karen's business?

[5:40] Sometimes, the way to get from one rung to the next on the ladder of success, you have to let go of some things. What were some of the things Karen learned that she needed to let go of?

[7:09] The Perfect Loan Process is a scalable system that allows you to serve customers, while still ensuring that they have heartfelt experiences within the system.

[8:25] What are some changes Karen sees in herself, as she progresses in her journey?

[10:40] When you start out in this industry, you are able to do everything for all your clients, but over time, as you get bigger, you can't provide the same level of service.

[12:17] Check out Karen's book Real Estate Success in 5 Minutes a Day: Secrets of a Top Agent Revealed! Why did Karen put this book together?

[14:42] What's Karen's favorite part about her book?

[16:47] Karen thinks the most interesting topic she tackles in her book is about lead generation — that's often where people get stuck!

[18:19] What are some top tips Karen has for loan officers to get the attention of a top producer?

[21:38] Jennifer shares an example of a community event that allowed lenders to get the attention of top agents.

[23:09] You can purchase Karen's book and use it as a value add, by providing it to your referral partners! Karen talks about some other ways you can utilize her book to add value to your partners.

[25:34] Engage with your referral partners using this book as a basis of how you can grow your business. Have a conversation with them, and engage them!

[29:39] What is Karen reading right now?

[31:53] Karen leaves us with some wise words — To achieve success at a higher level requires putting in some systems and principles, and one of them is reading for success.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Real Estate Success in 5 Minutes a Day: Secrets of a Top Agent Revealed, by Karen Briscoe

Delivering Happiness: A Path to Profits, Passion, and Purpose, by Tony Hsieh

The Miracle Morning: The Not-So-Obvious Secret Guaranteed To Transform Your Life … Before 8AM, by Hal Elrod

(7L) The Seven Levels of Communication, by
Michael J. Maher

5 Minute Success Facebook Page


http://traffic.libsyn.com/mortgagelendingmastery/MLM_078.mp3?dest-id=238185
Posted: April 6, 2017, 5:57 pm

MLM077: Engine or Anchor?

In this episode, I challenge you to consider if you are the engine driving your business forward and leading, or the anchor holding the business back because of your fears.

 

Key Takeaways:

[:25] Jennifer wants you to consider if you are the engine or the anchor in your business.

[:44] As loan officers, we may think that we are the engine.

[1:02] Are you also the anchor that is pulling the business back, and not allowing it to breathe and move forward?

[2:10] Your highest and best use is edu-selling — learn to let go of the other, smaller things.

[2:45] Do spend some time this week to ask yourself if you are the engine moving your business forward and leading, or the anchor that's keeping your business back because of your fears.

[3:11] Jennifer is writing a book that will be released in mid-April — listen in to hear what she has to say about it, and do support her by purchasing and reading it!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow


http://traffic.libsyn.com/mortgagelendingmastery/MLM_077.mp3?dest-id=238185
Posted: March 30, 2017, 2:07 pm

MLM076: Six Steps to Seven Figures

In this episode, I get to sit down with Pat Hiban, who has been very successful in the real estate industry in the last few years. As a published author, Pat shares with us some steps to put us on the path to success, and other insights to the industry!

 

Key Takeaways:

[:30] Jennifer introduces her guest for this episode —
Pat Hiban.

[2:05] We have just seen some big changes like the inauguration, and rates have gone up. What is Pat's opinion on what he sees happening in the real estate market in 2017?

[6:27] Are we still going to have a seller's market?

[7:21] What is the difference between building horizontal lines of incomes, versus vertical lines of income?

[9:50] As a loan officer, what kind of advice would Pat be giving to loan officers to start the horizontal lines of income?

[12:15] If you need to start doing something other than being a loan officer, where do you start? What would be the first thing that Pat would recommend for you to do?

[13:21] What are the six steps to seven figures? Pat explains the concepts he provides in his book.

[16:51] It is important to have mentors. Where would someone just starting out find mentors?

[18:41] What are the other 4 steps to seven figures?

[23:45] What else can Pat share with us about success? What is something that drives Pat nuts about why people are not successful?

[24:52] What is something that holds people back from success?

[25:53] Looking back at his real estate success, what are some tips and strategies that Pat has, to bridge that gap between knowing you need to follow up, and actually doing it?

[27:38] What did Pat look for in a loan officer?

[29:04] How do loan officers crack a nut like Pat?

[30:30] In what way are your loan officers helping your business, other than just getting the job done.

[32:20] What else would Pat like to share?

[35:46] Leave Jennifer a review on iTunes!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Pat Hiban

6 Steps to 7 Fugures: A Real Estate Professional's Guide to Building Wealth and Creating Your Own Destiny, by Pat Hiban

Pat Hiban’s Real Estate Rockstars Radio

Rebus University


http://traffic.libsyn.com/mortgagelendingmastery/MLM_076.mp3?dest-id=238185
Posted: March 23, 2017, 12:49 pm

MLM075: Go Deeper!

In this episode, I get to sit down with Jason Treu, of Jason Treu Coaching. He is a leading expert in human behavior, and shares with us some great insight into building strong, meaningful, productive, and lasting relationships. Tune in to hear more!

 

Key Takeaways:

[:39] Jennifer introduces her guest for today —
Jason Treu.

[1:20] How do we really, truly develop a relationship with someone? What are the follow-up steps to develop strong relationships with people we like?

[4:45] The refrain "It's important to go deeper," is overused now, because nobody understands how. What are the steps to go deeper?

[7:30] What kind of advice can Jason give about the questions we should be asking?

[11:47] There is a fine line between active listening and trying to build rapport. How can we balance that?

[17:20] Loan officers have some barriers and stigma to overcome — that people don't want to talk to loan officers!

[19:03] How long should the ideal meeting be? In short meetings, how do we get to the crucial part of talking about us?

[22:52] It's great to ask about someone's passions and interests, but you have to direct that toward business questions too.

[23:42] Look at really successful people. Find out what they are doing! Then, do that!

[25:44] Jennifer always says "Don't hide behind keyboard confidence." How do we continually perpetuate a personal relationship with a contact?

[30:14] Would Jason recommend trying to help a client in all areas, or just focus on one area at a time?

[33:37] What are some of the secrets to working a room to create extraordinary relationships?

[39:25] The key is you have to be in the right room, to get the right results and relationships.

[41:40] One of the key things about going to a networking event, is knowing why you're going there.

[46:03] Jason shares some projects he's really interested in! Also, be sure to check out Jason's website for lots of great resources!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Social Wealth: How to Build Extraordinary Relationships by Transforming the Way We Live, Love, Lead and Network, by Jason Treu

Giftology: The Art and Science of Using Gifts to Cut Through the Noise, Increase Referrals, and Strengthen Retention, by John Ruhlin

Mr Schmooze, by Richard Abraham

Jesse Itzler

MLM031 - Know Before You Go

Jason Treu

 

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_075.mp3?dest-id=238185
Posted: March 16, 2017, 1:38 pm

MLM074: Write Notes!

Writing notes is crucial to your business. In this episode, I share some tips about writing notes to just about everyone. It’s really not that hard!

 

Key Takeaways:

[:31] Jennifer has been getting a lot of questions about writing notes. It's extremely important to your business to write notes!

[3:45] It's great to send emails immediately after a meeting, but if you send a note, and it arrives a few days after the meeting, you bring yourself to the top of mind, just as they're beginning to forget about you. And, it makes people smile!

[5:35] When you have note writing as part of your system and process, other people can write your notes for you, based on the way you write notes.

[7:35] Jennifer gives us three things to help up write good notes. 1) Use blue ink, not black. 2) The first sentence should be about the meeting you had with them. 3) The second sentence should be complimentary. 3) The last sentence should be an action sentence.

[11:05] Try to set up the second meeting at the first meeting! You need to have more meetings if you're really excited about working with someone.

[12:52] Your referral partners need to like you, trust you and know you — you need to work on building that trust once you meet someone you like.

[15:42] Writing notes can make an unbelievable, significant impact on your business. Jennifer shares a personal anecdote.

[17:46] Who does Jennifer write thank you notes to? Just about everybody!

[20:07] Don't make writing notes difficult. You're not writing an essay; you're not writing a love letter!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Mortgage Lending Mastery #059 — The 7 Levels of
Communication

Mortgage Lending Mastery #070 — Grow Your Practice Through Referrals!

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_074.mp3?dest-id=238185
Posted: March 9, 2017, 5:08 pm

MLM073: Get In Touch With Your Money Feelings!

In this episode, I get to sit down with Joan Sotkin, the founder of Prosperity Place. As practitioners in the mortgage lending space, we make a lot of money, but also experience lots of ups and downs. Tune in as Joan shares the reasons behind this, and how to overcome it!

 

Key Takeaways:

[:30] Jennifer welcomes her guest for this episode —
Joan Sotkin.

[1:20] Jennifer tells us about Joan. For over 25 years, Joan has helped entrepreneurs and practitioners use their inner resources and practical techniques to experience freedom from personal and professional financial struggles.

[2:04] Where does the disconnect happen that mortgage practitioners don't look at their business as a business, and end up in the red so often?

[6:20] Loan officers can even be considered mini lottery winners!

[6:48] Your perception of yourself influences how you manage your wealth.

[9:13] What are some external factors that are affecting our thoughts about money, and how we perceive money, as related to the competition?

[14:33] What are some self-talk strategies you can employ to give yourself a quick pep talk?

[17:10] It's a lot about understanding that you can't be like others, and you shouldn't expect to be.

[17:30] Joan shares her Power Word Technique, a way of reprogramming your subconscious.

[20:06] What are some suggestions Joan has for us, to start making decisions that we are going to take care of our money, and find out our emotions, and how to control them?

[20:20] Joan has an offer for you! You can get her courses Financial Freedom Formula — A Holistic Approach to Success and Simple Meditation for Busy Entrepreneurs, at a discounted rate!

[21:17] Joan talks about the five key ways to improve your relationship with money.

[23:13] When working with clients, how can we approach them in a way to make them comfortable talking about things they may be ashamed of?

[26:41] It's important to make real connections with clients, not just with their money. And to do that, you need to be comfortable with yourself.

[28:23] What does Joan consider to be the bottom line action a person needs to take, to build a strong foundation in their business?

[32:06] Jennifer shares some of her own personal strategies to save. One of the most important tips — Pay yourself a salary!

[37:32] It's amazing how many people make a lot of money, but still feel poor.

[37:48] Joan leaves us with some words of wisdom — you're not going to make changes quickly.

[40:25] Get in touch with Joan through her website, and check out the great offers she has in the links! Use the coupon “50OFF” to get a discount on two of Joan’s courses!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Prosperity Place

Email Joan — joan@prosperityplace.com

Build Your Money Muscles: Nine Simple Exercises for Improving Your Relationship with Money, by Joan Sotkin

The Search for Connection: A Spiritual Journey for Physical, Emotional, and Financial Health, by Joan Sotkin

Financial Freedom Formula — A Holistic Blueprint for Success [Coupon: 50OFF]

Simple Meditation for Busy Entrepreneurs [Coupon: 50OFF]

Joan's Ugly Spreadsheet

Quickbooks

Rewire Your Brain for Financial Success


http://traffic.libsyn.com/mortgagelendingmastery/MLM_073.mp3?dest-id=238185
Posted: March 2, 2017, 12:12 pm

MLM072: Afraid to Ask? Don’t Be!

In this episode, I get to sit down with Stacey Brown Randall, who has one focus in life, which is to help business owners and salespeople avoid business failure. Tune in as Stacey talks about dealing with the fear of asking for referrals.

 

Key Takeaways:

[:35] Jennifer introduces her guest for this episode — Stacey Brown Randall!

[2:08] Let's talk about asking for referrals. What are Stacey's thoughts about this?

[4:50] 90% of us are willing not to get referrals, just because we don't want to have to ask. Stacey set out to figure out a way to generate referrals without asking.

[6:34] The tendency in the mortgage industry is to hide behind keyboard confidence. Is this a trend that has come about because of people's fear of asking?

[9:14] Stacey chooses to work with people in very crowded marketplaces, because it's easier to make herself stand out.

[10:00] You need a referral-generating plan as much as a prospecting plan.

[12:20] There is a need to go wider to get the prospects, and then once you have them, there is a need to go lower, to keep them. Work both the vertical and horizontal perspectives!

[14:30] What is the missing link in the client experience system, that compels them to refer people?

[17:44] Stacey explains the importance of work touch points and relationship-building touch points.

[20:51] What kind of referrals are Stacey's clients getting during the process of implementing her system, vs. in the long run?

[25:39] Jennifer shares her similar concept — the Love-o-meter!

[26:30] What are some ideas Stacey has to "wow" clients, at the beginning and at the end of the process?

[31:49] Stacey talks about the H-to-H sale.

[35:35] What does Stacey suggest when working with millennials who don't want to meet in person?

[38:47] It's not just about the client trusting you, but also about you trusting the client.

[41:30] Stacey has something very special for you — a free guide called "The Seven Deadly Sins of Generating Referrals!” Download it today at growthbyreferrals.com/mortgagemastery.

[42:57] What is Stacey reading right now?

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

7 Deadly Sins of Generating Referral

Ask, by Ryan Levesque

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_072.mp3?dest-id=238185
Posted: February 23, 2017, 3:34 pm

MLM071: Jen’s Jots — Bitter or Better?

In this episode, I challenge you to stop being bitter about the things in your life and world, and focus on getting better!

 

Key Takeaways:

[:26] Are you bitter or are you better?

[:53] Think about whether you are bitter about things in your life and world. Does that bitterness resonate with you?

[1:40] Jen challenges you to become better, so that your clients don't become bitter.

[2:15] Read ten pages every day so that you can get better.

[2:46] Don't be a negative Nelly!

[3:03] Get better. Stop being so bitter.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_071.mp3?dest-id=238185
Posted: February 16, 2017, 6:16 pm

MLM070: Grow Your Practice Through Referrals!

In this episode, I get to sit down for an interview with Michael Griffiths, the #1 authority on Referral Marketing Training. Find out how you can grow your practice by building a great referral team that just keeps giving!

 

Key Takeaways:

[:30] Jennifer introduces her guest for today, Michael Griffiths.

[2:14] How can we get more referrals?

[4:34] How do we get around to having conversations about strategy?

[8:40] Accountability to each of your profitability partners is crucial!

[9:15] If you're helping 6 people get 3 things done each week, you're also getting 18 things done for you in return!

[10:53] Michael shares a little about supergroups, also known as a powergroup.

[13:20] Is it possible to have multiple supergroups?

[15:13] What kind of members should you look to recruit as your profitability partners and supergroup members, and how do you decide who should be in which category?

[17:29] What other factors should you consider, when picking people for your referral team?

[19:30] There are three other groups you should have, to increase your referral rate. First, have 12 cross-promotion partners.

[21:30] Content-distributors is another group to help increase your network reach.

[22:18] How is content-distribution different from cross-promotion?

[23:08] Affiliates are the last group, but paying for referrals is not something we are able to do in the lending space.

[25:51] There are two reasons why most referral relationships just fizzle out and why people don't generate as many referrals as they should — communication, and we don't train our partners.

[27:50] Jennifer finds being stereotyped as a mortgage lender, the most challenging part of getting referral partners. Does Michael agree?

[31:56] What does Michael have to say to people who think they're not going to the right places to network.

[34:54] There is a lack of understanding of the actual referral process. What are we missing in the actual referral process, that could help us convert more of the referrals?

[37:25] You can get a training manual to train your referral partners to be good referral partners, at referralmarketingguru.com.au/manual

[39:25] Thanking people for great referrals is important — how you do it can extend the life of the relationship, or kill it.

[41:14] How does the supergroup relate to the referral process? How do we get to know our group members more intimately, to be able to relate to them better?

[42:16] Visibility is not all that. It's about using your networks correctly.

[46:21] What can we do with the clients we already have?

[00:49:21] Michael leaves us with some words of wisdom — it always starts with the way you think.

[50:55] What do you do, when you feel like you give but don't receive?

[52:27] Check out Michael's website for a whole lot of great stuff to help your business!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Referral Marketing Guru

Training Manual by Michael Griffiths


http://traffic.libsyn.com/mortgagelendingmastery/MLM_070.mp3?dest-id=238185
Posted: February 9, 2017, 5:54 pm

MLM069: Jen’s Jots — Are You an Intern or a PhD?

In this episode, I want you to question if you are doing everything you can to grow yourself professionally and personally, to maximize your potential.

 

Key Takeaways:

[:29] Are you an intern or a PhD in your practice?

[:50] People don't want to work with assistants, they want to work with the owner of the company.

[:58] Are you becoming a life learner? Strive to continually expand your knowledge base and skills, both in and outside your industry.

[2:14] Jen challenges you to make yourself a PhD of your practice by reading up on everything possible to make yourself better.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_069.mp3?dest-id=238185
Posted: February 2, 2017, 2:06 pm

MLM068: Jen’s Jots — The Buying Window

In this episode, I share a little about the buying window, and how you can take advantage of it by always asking the right questions.

 

Key Takeaways:

[:29] Jen wants to share with us about the Buying Window.

[:44] How many of you have contacted a client or friend, only to find out they have just bought or refinanced their house, without contacting you?

[1:35] The buying window can be charted on a graph.

[3:18] The buying window is a time frame — be aware of that window!

[4:06] Move beyond the basics when you call a client — use the opportunity to assess where they are in the buying window.

[5:37] You need to be top-of-mind when your client enters a buying window.

[7:00] Keep in touch with your clients as frequently as possible, but make sure you're asking the right questions.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow


http://traffic.libsyn.com/mortgagelendingmastery/MLM_068.mp3?dest-id=238185
Posted: January 26, 2017, 5:57 pm

MLM067: Plan for Success!

In this episode, I get the chance to interview Glenn Mattson, of Sandler Training. A sales coach and true sales professional working with top producers in the financial services industry, Glenn shares his expertise to help you reach your goals!

 

Key Takeaways:

[:40] Jennifer introduces her guest for today — Glenn Mattson.

[2:20] Selling is all about mastering communication.

[4:20] Glenn shares the three key areas that salespeople need to know to go to market.

[8:10] It is easy to get thrown off-kilter in this business, because markets change so quickly.

[9:10] One of the pillars of success is responsibility — everything happens because of your action, or inaction.

[10:27] Glenn suggests for listeners to stop blaming outside forces, and stop making excuses.

[11:49] How you buy is how you sell — look at the way you buy to figure out your selling style.

[14:42] When a buyer and a seller meet, who has the upper hand? Why? Whoever has a plan, has the upper hand.

[17:29] Operating from a position of fear (fear of losing the opportunity), puts you at a disadvantage. You need to qualify the opportunity first.

[22:00] Jennifer no longer sends out Good Faith Estimates, and her conversion rate has increased from 15% to 87%!

[23:19] Providing benefit to the customer is one part of the equation, your tone in communication is another.

[27:42] What can a salesperson do in 60 seconds to get a commitment?

[31:42] What would Glenn like to share about procrastination in sales?

[33:56] Do not be afraid of failure. Do not be afraid of getting a 'No'!

[40:12] What are the top three challenges that are keeping salespeople from generating more revenue?

[45:55] You can't play the game, and watch the game on the field — get out there and do something!

[48:11] What is Glenn reading right now?

[50:01] Glenn leaves us with some advice to improve ourselves — put together a plan, and work towards your goal.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

Mattson.Sandler.com

Darren Hardy’s Vital Few Concept

MLM025 - Identifying Your Genius Zone

Scripts People Live, by Claude Steiner

Games People Play, by Dr. Eric Berne

The Sandler Success Principles, by David Mattson and Bruce Seidman

Why Men Don’t Listen & Women Can’t Read Maps, by Allan and Barbara Pease


http://traffic.libsyn.com/mortgagelendingmastery/MLM_067.mp3?dest-id=238185
Posted: January 19, 2017, 3:18 pm

MLM066: Boost Morale, Improve Results

In this episode, I get to sit down for an interview with Harry Paul, a.k.a. Harry the Fish Guy. As author and co-author of 7 books, currently working on his 8th, Harry shares some insight into boosting morale and improving results.

 

Key Takeaways:

[:36] Jennifer welcomes her guest for this episode — Harry Paul, a.k.a. Harry the Fish Guy.

[2:22] What suggestions does Harry have for everyone to get motivated to start thinking about 2017 sooner?

[5:00] We need a sense of purpose to drive our activities in our lives.

[7:35] What is Harry going to do to keep us motivated?

[12:30] Having a great attitude about what you do is important!

[13:49] Being successful at what you do, adds to the fulfillment of your life.

[16:05] Harry talks about his pet peeve about how we have slipped up in terms of giving good service.

[17:55] Jennifer's company has a Chief Experience Officer to improve customer experience — it's an international trend!

[19:20] Many companies have a responsive, backward thinking system in place to do damage control. This happens because people don't listen.

[22:05] Harry shares an anecdote from his book, Fish.

[23:55] It is important to break down your path to success into manageable little chunks.

[24:48] It's all about your attitude!

[25:50] Jennifer's morning affirmation for her to start the day right is, "Somewhere, someone needs me. And I need to find them."

[26:50] What are the four tenets of achieving excellence? There are actually five!

[30:58] Having the five tenets help to build a culture of excellence.

[33:22] Learning from mistakes starts with taking responsibility for them, and then thinking about what you can do, so that it doesn't happen again.

[34:42] What are some suggestions Harry has for individual loan officers to take a break and rejuvenate themselves throughout the day? What can he recommend for team leaders to motivate their teams to work hard and play hard?

[39:58] Jennifer recommends for us to be the silver lining in the room.

[42:46] Harry encourages you to wake up in the morning, look in the mirror, and say you're going to be magnificent!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

Harry Paul a.k.a. Harry the Fish Guy

Fish: A Proven Way to Boost Morale and Improve Results, by Stephen C. Lundin, Harry Paul, John Christensen

Who Kidnapped Excellence?: What Stops Us from Giving and Being Our Best, by Harry Paul, John Britt, Ed Jent


http://traffic.libsyn.com/mortgagelendingmastery/MLM_066.mp3?dest-id=238185
Posted: January 12, 2017, 2:16 pm

MLM065: Decide to be Successful!

In this episode, I get to sit down for an interview with Mr. Jim Palmer, marketing and business building expert, and in-demand coach. Tune in as we discuss some success triggers, and making decisions for your success in 2017!

 

Key Takeaways:

[:41] Jennifer introduces her guest for today —
Mr. Jim Palmer.

[1:56] A lot of people make plans, but don't take action. Why? FEAR.

[5:06] Jim gives us an action step to get over our fears! You need to decide that you're going to choose to be judged on the value of whatever information or service you provide and not the imperfect way in which you present it.

[6:30] Jim shares a personal anecdote of how he learned not to worry about what other people think of him.

[9:44] What are some tips or strategies Jim has, for loan offices to get going?

[10:21] Jim believe that tips and strategies are shortcuts to get the results that you want.

[10:45] What do you do, when you have a ‘3 a.m. Holy Crap Moment’? Jim has the answer.

[12:05] Jim's Action Step: Personalize whatever unpleasant things you need to do in order to run a successful business.

[14:33] Jim talks about the risk of investing in your future growth.

[16:25] Hiding behind ‘keyboard confidence’ is one of the problems in the industry. You need to take that next step to reach out to your clients.

[18:00] The things successful people do everyday, even though there's no immediate benefit, give them a slight edge, and become a major benefit over time.

[21:30] Nothing's going to make you do what you don't want to do, unless there's enough pain. There is no magic shift.

[25:27] Jim talks about the title of his book — Decide.

[29:00] As salespeople, how can we help our clients to get out of 'squishyville' and make a decision?

[31:25] There's a difference between being in demand and being on demand.

[36:50] Jim shares a little about how GPS (Guts, Persistence and Strategy) contributes to your success.

[42:24] What are some things Jim suggests we should incorporate in our business plans, to ensure success in making decisions throughout the year?

[46:49] Jen suggest incorporating some 'white space'  after events or learning something new, to leave space for decision making.

[48:45] Jim is giving all listeners a free copy of his book at his website decideforsuccessbook.com!

[51:45] Jim's next event is February 9th and 10th, in Orlando, Florida. Sign up at dreambizacademy.com!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

Jim Palmer

Dream Business Academy

Dream Business Coaching

Dream Biz TV

No Hassle Newsletters

"Those Scary 3:00 AM Holy Crap Moments," by Jim Palmer

The Slight Edge, by Jeff Olson

Decide: The Ultimate Success Trigger, by Jim Palmer

"3 Traits Every Entrepreneur Must Have," by Jim Palmer


http://traffic.libsyn.com/mortgagelendingmastery/MLM_065.mp3?dest-id=238185
Posted: January 5, 2017, 4:56 pm

MLM064: Jen’s Jots — Don’t Network Alone!

In this episode, I share a change I’m making for the new year: bringing a referral partner to my networking events!

 

Key Takeaways:

[:37] Jen has been talking a lot about being online and using mobile apps to be more efficient, and branding. She shares some shifts and changes she's making, going into the new year.

[2:27] Network with your referral partners in the arena that helps your business!

[3:26] You need to know what your Realtors like and what their interests are, to know what kind of clients they will attract.

[5:00] Don't go alone to your networking events!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_064.mp3?dest-id=238185
Posted: December 29, 2016, 1:28 pm

MLM063: Branding, Your Silent Salesperson

In this episode, I get to sit down for an interview with Mimika Cooney, an entrepreneur, TV host, speaker, published author, award-winning photographer, and strategist on marketing. Mimika shares tips on branding that can go a long way!

 

Key Takeaways:

[:38] Jennifer introduces today's guest — Mimika Cooney

[2:29] How did Mimika get started? What has she been working on recently?

[6:04] Branding is important, because it is how you're putting yourself out there. If you're in sales, you're in branding.

[7:00] It's important to brand yourself in a manner that shows you focus on something specific. Your positioning is crucial!

[8:52] Branding is a challenge for those in the mortgage lending space! Jennifer has seen some really bad branding.

[9:44] How should we get started in presenting ourselves and crafting a brand? It starts with you, why you are doing this, and who you are aiming this at.

[16:20] We miss so many opportunities, when we're trying to be everything.

[17:36] Many of us fear that isolating ourselves and picking a niche will limit us and lead to missed opportunities. What does Mimika think?

[22:23] If you don't give your clients anything to differentiate you by, the default is price.

[25:42] Providing potential clients with more information helps build up their trust in you for when they need you.

[27:34] How do you bridge soft skills, or your brand, to hard skills, or what you actually do?

[32:39] How can you put yourself out there quickly?

[34:43] There's a fine line between providing enough information and providing too much information. How much is too much?

[37:02] What's a good mix between content that we create, and the content that other people have created that is still beneficial to our clients? Follow the 80/20 rule - 80% give, 20% ask!

[38:30] Mimika shares a little about webinars that she runs, and their benefits.

[43:35] How much of a story does Mimika get out there? It depends on the people she's speaking to!

[45:36] It's about building a group of "raving fans," who become your brand advocates!

[47:42] We have to learn to adapt! We need to be willing to change. We also need to be willing to listen to what our audience is saying.

[49:16] How can you get in touch with Mimika?

[51:05] Mimika shares a tip: Being a specialist means you can charge higher prices!

[52:10] Mimika leaves us with an inspiring quote!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

Jab, Jab, Jab, Right Hook: How to Tell Your Story in a Noisy Social World, by Gary Vaynerchuk

Mimika Cooney

Mimika Cooney on Facebook

Mimika Cooney on Instagram

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_063.mp3?dest-id=238185
Posted: December 22, 2016, 5:01 pm

MLM062: Fed Hike! Chief Economist - Frank Nothaft

In this episode, I meet with Dr. Frank Nothaft, Senior Vice President and Chief Economist at CoreLogic to get his opinion about the federal funds rate increase, and his predictions and outlook for the industry in 2017!

 

Key Takeaways:

[:25] Jennifer introduces this episode's guest — Dr. Frank Nothaft.

[1:29] Who is Dr. Frank Nothaft?

[2:19] The Fed has just hiked the federal funds rate, the rate that banks charge one another for overnight borrowing.

[3:20] Frank shares his outlook for the industry in the next year.

[4:17] Will there be an increase in February, or will it be more likely in the spring market?

[6:20] Does Frank think a specific political party has an impact on rates increasing, or is it merely because of change?

[8:10] Frank expects a 4.5% increase in rates by Q4 of 2017. With all the changes and projection of possible inflation, why doesn't Frank think the rates will increase more than 4.5%?

[11:07] What does Frank think about the use of the Fed dot chart, in assessing where interest rates are headed in the short term?

[14:05] What are the five areas for economic growth in 2017?

[16:01] From the sales perspective, these changes should be seen as opportunities, so do reach out to your clients in these uncertain times, to help them figure out their strategy going forward.

[17:29] Frank gives his predictions for what the HELOC market will look like in 2017.

[19:50] In the last decade or so, the average age of America's housing stock has been getting a little bit older.

[23:01] Multifamily mortgage origination is also going up. Right now, close to $200 billion has come in from multifamily mortgage origination.

[27:58] Rates used to be quite predictable, due to their cyclical nature, but things have become very unpredictable now.

[28:32] What's happening in the rental market?

[32:24] Frank shares other predictions for the industry in 2017.

[36:20] What does Frank see in the situational lending (alternative lending/ subprime) market?

[37:30] What is the effect of higher interest rates going to be on millennials' perceptions?

[40:49] Jennifer has heard that baby boomers downsizing are competing with millennials buying their first homes. How will this play out in 2017?

[44:49] Frank shares some data on how long people own their homes before selling it. Prior to 2005, homeowners had owned their homes for 6 years before selling. After 2005, the length of home ownership has increased to 10 years!

[45:51] How often do homeowners refinance their mortgage loans, given that interest rates have been so low recently?

[47:55] Frank gives us his best wishes and some advice for a prosperous and successful 2017!

[50:08] What's a book that Frank is reading that he would like to share with us?

[52:21] Check out CoreLogic to get your hands on all the wonderful data they have to offer!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

Fed Dot Plot, December 2016 (PDF)

CoreLogic

Here is Where: Discovering America’s Great Forgotten History, by Andrew Carroll

c.


http://traffic.libsyn.com/mortgagelendingmastery/MLM_062.mp3?dest-id=238185
Posted: December 15, 2016, 2:00 pm

MLM061: Don’t Go Dark

In this episode, my advice for you is: Don’t go dark. Clients always want to be updated, and not maintaining constant communication with them is sure to cause a dip in your love-o-meter!

 

Key Takeaways:

[:40] CoreLogic produced a report on what consumers are saying about mortgage companies, and the way that they communicate in the mortgage lending process.

[1:17] Client satisfaction is greatly improved when we call, or reach out to them in other ways.

[2:07] Jennifer recommends stopping or slowing down, to go faster.

[3:20] Incorporate communication points in your process.

[4:04] Ask for referrals at the beginning, when your client's love-o-meter is high.

[5:15] Remember that every communication that you or your team has with a client throughout the whole process, is a deposit or a withdrawals from the Trust account.

[6:29] When communication stops between you and your client, the love-o-meter goes down, and it's a withdrawal from the Trust account.

[7:15] The longer you take to communicate bad news to your client, the worse toll it's going to take on you personally.

[8:23] Send a video when things in the loan process are going great. Every communication is a great time to ask for a referral.

[10:13] Don't go dark on your clients. Make sure the love-o-meter is always going in the positive direction.

[10:49] Remember to apply this advice to your referral partners too!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow


http://traffic.libsyn.com/mortgagelendingmastery/MLM_061.mp3?dest-id=238185
Posted: December 8, 2016, 2:17 pm

MLM060: SimpleNexus, The App that Simplifies

In this episode, I get to sit down for an interview with Matt Hanson, Founder and CEO of SimpleNexus, LLC. In today's episode, Matt talks about a useful mobile app that can also help you in your daily routine to be more efficient, and serve your clients better.

 

Key Takeaways:

[:34] Jennifer gives a brief overview of today's guest, Matt Hanson.

[1:56] What is SimpleNexus?

[3:25] How does SimpleNexus help loan officers and borrowers?

[6:40] Real estate agents and other referral partners can also use this app, to be a part of the communication process.

[7:30] What is the benefit of using SimpleNexus over any other system?

[11:20] This app creates opportunities for more meaningful conversations about new business, new referrals, and building relationships.

[12:15] SimpleNexus offers both company and individual plans, so you can choose what suits you best.

[13:42] Over a hundred enterprises are on board with this app, so you don't need to worry about compliance issues.

[14:29] New loan applicants can start their loan application from within the app!

[15:27] How does the app integration work with Fannie Mae?

[16:51] SimpleNexus can help loan officers capture the growing millennial market through the use of technology, by helping them understand the new dynamics of communication.

[19:21] Matt talks about drip campaigns, and how they can be used to increase engagement through the app.

[21:25] Jennifer stresses the importance of conversions, and this app definitely helps manage prospects to increase conversion rate.

[22:55] The app can help you close loans 20% faster! Document collection and sending reminders is done by the app, which makes closing loans a lot faster.

[25:27] Apps are replacing business cards as a means of connecting people. How does someone receive the SimpleNexus app?

[28:10] What's the best way for you and your company to get on board with SimpleNexus? Originators, teams, and enterprises can find the information they need at Simplenexus.com.

[31:22] Matt leaves us with some parting thoughts: Having time for exploration is really important, but so is thinking about implementation of these ideas or technologies in a manner that's useful.

[33:50] You can reach Jennifer through her website to leave comments, ask questions, and tell her what else you'd like to hear about!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

SimpleNexus

CamScanner

Encompass

Lending Manager


http://traffic.libsyn.com/mortgagelendingmastery/MLM_060.mp3?dest-id=238185
Posted: December 1, 2016, 5:12 pm

MLM059: The 7 Levels of Communication

In this episode, I share my “7 Levels of Communication,” a 70-day process of following up and keeping in touch with business referral partners, so you never lose another potential lead again!

 

Key Takeaways:

[:25] What does Jennifer do once she meets a new referral partner?

[1:27] The process of keeping in touch — Jennifer has set up a system to help her with this crucial aspect, which she calls the "7 levels of communication."

[3:33] Jennifer talks about Michael Maher's book, 7L: The Seven Levels of Communication.

[4:02] The basis for Jennifer's 7 levels of communication is creating a structure that ensures she has done her best to follow up with her partners.

[5:08] Level 1 — Social media. Connecting with people on LinkedIn, Facebook, Instagram, and Twitter, and through mobile apps, makes contact easier.

[8:21] Jennifer talks about the importance of following up in a staggered manner.

[9:24] Level 2 — The phone call. Give them a call to touch base with them to schedule a face-to-face meeting, or clarify any doubts that they may have.

[10:50] Level 3 — The success story. Email them a success story that shows how you can help them.

[13:18] Level 4 — Send them a book. Share a book with them that's made a difference to you or your business.

[15:28] Level 5 — The 2nd phone call. Use the book as secondary follow-up opportunity to touch base with them, and see if there's anything you can help them with.

[16:29] Level 6 — Email them pertinent information. Send them information that's relevant to their business, based on issues they have brought up with you.

[18:04] Level 7 — The final phone call. Find out if you really have a basis for doing business with them and follow up with that.

[20:54] Jennifer recommends adding all these partners to your database to keep contact with them as future leads, via long-term drip campaigns.

[22:12] Be careful about adding everybody you meet to your database — this makes it too big, and you won't be able to manage it well.

[23:04] Jennifer challenges you to incorporate some of these levels into your practices — you can start small, but the important thing is to do something!

[23:43] A shout out to Bob, a listener of Mortgage Lending Mastery podcast!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

Kirney Lending Team on Facebook

7L: The Seven Levels of Communication, by Michael Maher

Simple Nexus

Mortgage Mapp

Excerpts from The Treasury of Quotes, by Jim Rohn

The 12 Week Year, by Brian P. Moran and Michael Lennington

The Entrepreneur Roller Coaster, by Darren Hardy

Givers Gain: The BNI Story, by Ivan R. Misner and Jeff Morris

The Big Leap: Conquer Your Hidden Fear and Take Life to the Next Level, by Gay Hendricks

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_059.mp3?dest-id=238185
Posted: November 24, 2016, 2:01 pm

MLM058: Interview With Mr. Sam Parker, Founder and CEO of My Credit Guy.

In this episode, we welcome Sam Parker, CEO and founder of My Credit Guy, so we can dispel a few myths vehiculated in the mortgage industry.

 

Key Takeaways:

[1:05] Sam is introduced as well as his philosophy and his business formula.

[2:50] The bad reputation credit repair has is unfortunately well earned. Sam explains why and how his company does things differently.

[6:40] My Credit Guy will establish current client needs but will also work on the long term with credit education and budgeting.

[10:05] Proactive communication is key, working with loan officers will require touching base every time a milestone is hit with a client.

[14:02] Some credit restoration specific myths are debunked, starting with Jen’s two pet peeves: high limit ratios and specifics about paying off collections.

[25:09] Profit and loss or charge offs are fancy ways to say the collection still belongs to the original creditor and has not been sold to a third party.

[27:10] Some credit related myths that loan officers tend perpetuate are covered, from closing credit card accounts to today’s credit “bad guys”.

[35:55] More myths are struck out: from goodwill deletions to short sales and touching on loan officers claiming to be performing credit repair.

[43:20] Sam talks about a few credit monitoring programs and recommends IdentityIQ.

[45:39] Contacting Sam via email is the quickest way to get in touch with him.

[48:37] Sam is currently reading Gary Vaynerchuk, and has enjoyed revisiting Napoleon Hill.

 

Mentioned in This Episode:

Napoleon Hill

Gary Vaynerchuk

Identity Guard

IdentityIQ

MOP Ratings

My Credit Guy

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_058.mp3?dest-id=238185
Posted: November 17, 2016, 4:29 pm

MLM057: Tips from the “Million Dollar Marketer”

In today’s episode I get to interview Eric Louviere, the man known as the “Million Dollar Marketer”—and don’t we all just aim for that million dollar figure? Join us to get some tips.

 

Key Takeaways:

[1:00] M. Louviere is introduced along side his broad range of ventures and background.

[2:13] Business mindset is first and foremost an understanding of your value and your worth as a business.

[8:11] One of the first tips on getting paid your worth is to target affluent clients, which will require you to raise your game and specialize your practice.

[14:03] Clients coming from financial advisors will be about the advice and not about the price.

[15:37] To get high ticket clients, you need to situate your business to appeal to that kind of client, your logo, website, business card.

[18:52] When you have a good month, take advantage of it and invest back into your marketing.

[21:00] There are only 3 ways to make more money: more clients, upselling existing clients and raising your prices.

[23:05] In appealing to affluent clients, raising your rates may be counterintuitive, but it is worth it.

[28:00] Can you be a master of all trades with targeted strategic marketing?

[29:00] The most important part is to not be a commodity, package your services and add value to remain competitive.

[33:05] What can individuals in the lending business do to up their online marketing game.

[33:50] Where do your potential clients go online? Facebook combined to geotargeting will give you an edge no one else has!

[39:25] Facebook has a great advertising algorithm and will generate very high quality leads.

[44:25] The difference between places like LinkedIn and Facebook is that people are addicted to the latter.

[46:15] One of the key aspects may be to hire an online advertising professional, but the basic amount for say Facebook is so low it is worth the investment.

[50:03] Eric just read the book Relentless by Tim Grover and he leaves us with “if you want more, you’ve got to become more”.

 

Mentioned in This Episode:

Webvance.com

Relentless by Tim S. Grover

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_057.mp3?dest-id=238185
Posted: November 10, 2016, 4:32 pm

MLM056: Multi-Level Millennials

In this episode, I want to talk about the millennial generation — don’t roll your eyes! — and how it’s not one uniform block. Tune in to learn more on multi-level millennials and how to best reach those market segments of next generation home buyers.

 

Key Takeaways:

[1:03] Following a panel on next generation home buyers, we get a taste of who and what’s to come for the podcast.

[3:09] Just like baby boomers or generation X, There are different demographics within the millennials.

[4:08] We all tend to target only one demographic when there appears to be 3!

[4:38] The impacts of digital content on the 3 stages of buying: awareness, consideration, decision.

[9:42] There are specific ways to market to the 3 millennial demographics.

[9:50] Hipsters are 18 to 25 and are not ready to buy — you should target financial literacy.

[11:40] H.e.n.r.y.s are 26 to 30 and prime home buyers — they want the education.

[14:01] Harmonies are 31 to 36 and want to buy in the suburbs — you need to target education and referrals.

[17:37] I will be attending the Mortgage Star conference in utah November 15 to 17. Use the code MSJEN for 100$ off on the price of admission!

 

Mentioned in This Episode:

Mortgage Star

 

Matt Hensen, CEO of Simple Nexus

Dr. Frank Nothaft, Chief Economist of CoreLogic

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow


http://traffic.libsyn.com/mortgagelendingmastery/MLM_056.mp3?dest-id=238185
Posted: November 3, 2016, 9:18 pm

MLM055: Interview with Mr. Dave Savage, Founder and CEO of Mortgage Coach

In this episode, I get to sit down for an interview with Mr. Dave Savage, Founder and CEO of Mortgage Coach. If you’ve never heard of this tool, just wait until you hear this podcast!

 

Key Takeaways:

[1:00] We take a few minutes to hear Mr. Savage on his career path and what brought about Mortgage Coach.

[3:33] The history on Mortgage Coach, how it was built and the moment the tipping point was reached is covered.

[7:01] The 1996 mortgage meltdown helped fine tune the business mission and highlighted who the clients were.

[11:20] Excel versus Mortgage Coach conversion rates are excellent, but do require a great loan officer.

[13:11] Having a Mortgage Coach is beneficial for anyone entering into a mortgage!

[14:51] Although the tool is for everyone, it requires a loan officer to tailor the data output to the client’s needs.

[19:05] A lot of loan officers are transaction oriented as opposed to aiming for the trusted advisor status.

[21:07] Some of the best ways to implement Mortgage Coach into your current database.

[26:12] There is a perception shift when entering the Mortgage Coach family and it is integral in its success.

[28:36] Jen and Dave touch on the use of Mortgage Coach at Apex and how this has made the company uniquely competitive.

[31:30] Digital access to numerous tools by the public is forcing mortgage professionals to grow into trusted advisors to remain competitive.

[33:08] Staying power is linked to expertise and differentiation but also to constantly bettering your practice.

[36:50] The Mortgage Coach has three mobile apps that serve different aspects of what the tool can do.

[39:35] Jen asks a question that should be put to loan officers to determine if they know their business.

[40:52] Dave talks about the coaches he’s had throughout his career and the books he’s been reading recently.

[47:25] The episode closes with the best ways to get started with Mortgage Coach as well as what Dave wants to leave with us: what is your why?

 

Mentioned in This Episode:

Dave Savage on Facebook, Linkedin, Instagram   

Give and Take by Adam Grant

The Entrepreneur Roller Coaster by Darren Hardy

The Challenger Sales by Matthew Dixon

Extreme Ownership by Jocko Willink

Insane Productivity for Mortgage Coach

Mastering the Rockefeller Habits

Apex Home Loans

Mortgage Coach

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow


http://traffic.libsyn.com/mortgagelendingmastery/MLM_055.mp3?dest-id=238185
Posted: October 27, 2016, 3:22 pm

MLM054: Jen’s jots — Being a life learner

In this episode, I am going to challenge your business, challenge your habits and challenge you! Are you a life learner? Let’s find out...

 

Key Takeaways:

[2:10] Think back to the beginning of your career, you had to be an avid student to learn the ins and outs of our trade.

[3:10] Have you stopped learning since then? Let me test you today!

[3:40] Are you different today than you were prior to the Dodd Frank and the TRID update? How so?

[4:01] Have you read a business book in the last 6 months? If so, what was it called and what was it about?

[4:16] Do you subscribe to, and read, any mortgage specific magazines and journals?

[4:45] Have you mastered a new loan product in the last 6 months, or taken the time to read and know the end-to-end guidelines from one of your investors?

[5:20] Have you found a mentor in your area, and can you name your business coach?

[5:54] Do you subscribe to any newsletters about sales and have you attended an industry seminar recently?

[6:44] By asking these questions, I’m trying to remind you to build a long lasting business, one that will evolve and change with the times.

[8:24] Take action — write these questions down and ask yourself if you are doing all that you can.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_054.mp3?dest-id=238185
Posted: October 20, 2016, 3:16 pm

MLM053: Interview with Mr. Steve Grossman, CEO of NJ Lenders

In this episode, I get to sit down for an interview with Mr. Steve Grossman, CEO of NJ Lenders in New Jersey. Join me as we explore his winning strategies, the tools he uses and some tips and tricks to better your business.

 

Key Takeaways:

[1:00] Who is Mr. Grossman: a look at some of his stellar accomplishments.

[2:10] Steve goes over how he got into the business of mortgage lending, and how his teams are built.

[5:15] A typical day at NJ Lending: work smarter, not harder.

[8:20] The importance of skill assessments in building a team to palliate your weaknesses.

[9:12] Key tipping points in Mr. Grossman’s career: where the rubber really hit the road.

[9:36] The first, and most important tipping point was  finding a good a customer relations management (CRM) software.

[13:22] “The Car Dealership” and “The Jeweler” --  analogies on how important CRMs can be.

[17:30] The second tipping point was learning to do marketing.

[18:45] The third tipping point was “Masterminding” and learning to network with peers.

[20:05] A good mastermind group can help you discover new tools, get over some roadblocks and ultimately grow your business.

[24:21] A little bit on fiscal literacy and the importance of using the right terminology.

[28:00] Becoming an expert in your own field and versed in adjoining fields will give you a competitive edge.

[30:20] Keep learning - talk with your accountant, your banker, your insurance representative, get to know their business.

[35:41] Mr. Grossman gives some advice on targeting your clients more efficiently: how, where, and with whom.

[40:40] Helping others grow their business will help you grow yours -- share your expertise!

[45:20] The grass isn’t always greener! Staying in one place for years has big advantages.

[47:40] Steve lists a few of good books to read or to listen to.

[49:30] And to close today’s episode, what does Steve Grossman want to leave with us?

 

Mentioned in This Episode:

The Big Leap: Conquer Your Hidden Fear and Take Life to the Next Level, by Gay Hendricks

Raving Fans: A Revolutionary Approach to Customer Service, by Ken Blanchard

Mortgage Coach

CMPS Institute

Jungo

Mortgage Returns

NJ Lenders

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM_053.mp3?dest-id=238185
Posted: October 13, 2016, 5:13 pm

MLM052: Jen’s Jots - The Ladder of Success

In this episode, I’m going to go over the ways you might be preventing yourself from climbing the famous ladder of success. Join me as I illustrate how your management style might be keeping you at the first rung.

 

Key Takeaways:

[0:19] Learn about coaching memberships at Kinetic Spark Consulting.

[1:10] Learning to recognize micromanagement so you can delegate and grow.

[4:11] In order to get to the next level, you have to let go of the ladder's rungs one at a time.

[6:45] How letting go will give you time to focus and get better at more critical aspects of your business.

[9:57] The question is: what do you need to let go of?

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow


http://traffic.libsyn.com/mortgagelendingmastery/MLM_052.mp3?dest-id=238185
Posted: October 6, 2016, 3:16 pm

MLM051: Jen’s Jots - Magnetic Fears

In this episode, I’m going to go over a few key ideas around fear in sales and especially in lending. Different types of fear can lead to both positive and negative attitudes and behaviors. Join me as I explore how they can be used to your advantage.

 

Key Takeaways:

[0:19] Learn about coaching memberships at Kinetic Spark Consulting.

[1:08] How negative fear trickles over time and the ways it can impact your career growth.

[3:04] A few tips on reverse engineering your negative fear into a propelling force.

[6:45] And in the end, it really is about your mindset and your attitude.

 

Mentioned in This Episode:

Kinetic Spark Consulting

iTunes

Youtube

Zillow


http://traffic.libsyn.com/mortgagelendingmastery/MLM_051.mp3?dest-id=238185
Posted: September 29, 2016, 2:50 pm

MLM050: Driven by Purpose

I was finally able to grab a colleague of mine, Larry Finkelberg.

What I admire so much about Larry is his intense focus without being so intense. 

Larry shares with us:

1. How to work with Financial Advisors

2. Cultivating and harvesting your database, and 

3. Why community involvement can serve both business and personal needs.

 

Learn about coaching memberships at www.KineticSparkConsulting.com


http://traffic.libsyn.com/mortgagelendingmastery/MLM050_Larry_Edited.mp3?dest-id=238185
Posted: September 7, 2016, 1:27 am

MLM049: LAUNCH, Part 6 "Habits"

Welcome back to Part 6 of this 6-part LAUNCH Series.

You know I love acronyms! Here I go again. This has been the topic of many of my speaking events at conferences and luncheons; as well as a great training tool that I've used when consulting sales teams at mortgage companies.  Enjoy!

Many listeners have asked me "Jen, how do you get all of this done? I'm tired just listening to you!" Today I will share one of my secrets (although, honestly you have heard this before---I just actually do it!)

L-Leverage

A-Action

U-UTILITY

N-Needs

C-Credibility

H-Habits

Visit www.KineticSparkConsulting.com to find out more about coaching, consulting and booking me for your sales rally, annual meeting, conference or luncheon.


http://traffic.libsyn.com/mortgagelendingmastery/H_Is_For_Habits_Edited.mp3?dest-id=238185
Posted: August 26, 2016, 7:00 pm

MLM048: LAUNCH, Part 5 "Credibility"

Welcome back to Part 5 of this 6-part LAUNCH Series.

You know I love acronyms! Here I go again. This has been the topic of many of my speaking events at conferences and luncheons; as well as a great training tool that I've used when consulting sales teams at mortgage companies.  Enjoy!

Join us in this episode to learn more about the importance of being a Life learner to increase your credibility and place yourself in the market as THE expert in your field and/or niche!

L-Leverage

A-Action

U-UTILITY

N-Needs

C-Credibility

H-Habits

Visit www.KineticSparkConsulting.com to find out more about coaching, consulting and booking me for your sales rally, annual meeting, conference or luncheon.


http://traffic.libsyn.com/mortgagelendingmastery/C_is_for_Credibility.mp3?dest-id=238185
Posted: August 20, 2016, 4:41 pm

MLM047: LAUNCH, Part 4 "Needs"

Welcome back to Part 3 of this 6-part LAUNCH Series.

You know I love acronyms! Here I go again. This has been the topic of many of my speaking events at conferences and luncheons; as well as a great training tool that I've used when consulting sales teams at mortgage companies.  Enjoy!

In this episode we will dig deeper into how to conduct a quality and profitable business meeting with your clients and referral partners.

L-Leverage

A-Action

U-UTILITY

N-Needs

C-Credibility

H-Habits

Visit www.KineticSparkConsulting.com to find out more about coaching, consulting and booking me for your sales rally, annual meeting, conference or luncheon. 


http://traffic.libsyn.com/mortgagelendingmastery/N_Is_For_Needs__Edited.mp3?dest-id=238185
Posted: July 22, 2016, 12:30 am

MLM046: LAUNCH, Part 3 "Utility"

Welcome back to Part 3 of this 6-part LAUNCH Series.

You know I love acronyms! Here I go again. This has been the topic of many of my speaking events at conferences and luncheons; as well as a great training tool that I've used when consulting sales teams at mortgage companies.  Enjoy!

Time to utilize some resources above and beyond YOU to get things done!

L-Leverage

A-Action

U-UTILITY

N-Needs

C-Credibility

H-Habits

Visit www.KineticSparkConsulting.com to find out more about coaching, consulting and booking me for your sales rally, annual meeting, conference or luncheon.


http://traffic.libsyn.com/mortgagelendingmastery/U_If_For_Utility_Edited.mp3?dest-id=238185
Posted: July 14, 2016, 4:00 pm

MLM045: LAUNCH, Part 2 "Action"

Welcome back to Part 2 of this 6-part series entitled LAUNCH.

You know I love acronyms! Here I go again. This has been the topic of many of my speeches at conferences, luncheons and other events.  Enjoy!

If your activities and results feel like you are EATING SOUP WITH A FORK-- Listen in NOW!

L-Leverage

A-ACTION

U-Utility

N-Needs

C-Credibility

H-Habits


http://traffic.libsyn.com/mortgagelendingmastery/Podcast_-A_is_for_Action_Edited.mp3?dest-id=238185
Posted: July 6, 2016, 4:00 pm

MLM044: LAUNCH, Introduction, Part 1 "Leverage"

Welcome back! Join me on this 6-part series entitled LAUNCH.

You know I love acronyms! Here I go again. This has been the topic of many of my speeches at conferences, luncheons and other events.  Enjoy!

This episode is for everyone who's ever hit a brick wall in their career where "something had to give" and you just can't keep up the pace any longer!

L-LEVERAGE

A-Action

U-Utility

N-Needs

C-Credibility

H-Habits


http://traffic.libsyn.com/mortgagelendingmastery/Podcast_-_L_is_for_Launch_Edited.mp3?dest-id=238185
Posted: July 2, 2016, 1:32 pm

MLM043: Replace it! Don't Erase it.

In this episode, I dig deeper into how to use time blocking and time compression more effectively to help get past time management struggles.

Want to help us?  Share the podcast with your colleagues; and yes, realtors and other partners too!  Oh, and please write a review on itunes.  Thank You!


http://traffic.libsyn.com/mortgagelendingmastery/Replace_Dont_Erase_Edited.mp3?dest-id=238185
Posted: June 8, 2016, 3:30 pm

MLM042: Four Fs of Success

Thanks for joining!  Listen carefully....Creating a strong thread of these Four critical parts of your life can make the difference between a Qualify of Life and a Life of Quality.

Want to help us?  Share the podcast with your colleagues; and yes, realtors and other partners too!  Oh, and please write a review on itunes.  Thank You!


http://traffic.libsyn.com/mortgagelendingmastery/Four_Fs_Of_Success_Edited.mp3?dest-id=238185
Posted: June 6, 2016, 11:30 am

MLM041: Rapid Cash for Businesses!

If you are looking for additional streams of income, this podcast is for you!  

I've had clients and business associates from my networking groups fall in love with this financing to help their businesses---and who wouldn't want to be the go-to expert for all things finance?

Rapid Advance provides small business loans from $5,000-$1MM to help with short-term financing, lines of credit, bridge loans, gap-filling financing, payroll, expansion, repairs, upgrades, improvements, seasonal, inventory and so much more!

Join me as Alex Matini, Strategic Partnership Manager with Rapid Advance explains everything in detail.

Find episode show notes at www.kineticsparkconsulting.com/episode-41

THANK YOU for listening!  

 


http://traffic.libsyn.com/mortgagelendingmastery/MLM041.mp3?dest-id=238185
Posted: May 19, 2016, 3:58 pm

MLM040: The Referral Creator

Are you asking for  referrals either at loan approval or at closing...you may be missing opportunities that are right in front of you!

That's an old way of thinking.  This episode exposes how to ask for, AND GET, referrals from the very first meeting with your clients.  

Listen in!  You might just get one more referral today!

Thanks for listening and PLEASE don't keep me a secret---share the podcast with co-workers, colleagues, and yes, even your referral partners!


http://traffic.libsyn.com/mortgagelendingmastery/The_Referral_Creator_Edited_2.mp3?dest-id=238185
Posted: April 12, 2016, 2:25 pm

MLM038: Charitable Giving, Part II

In our last episode we talked about how a mortgage company can gain more business in a community while at the same time giving back....It's all about feeling good!

This episode discusses what an individual loan officer can do to achieve the same recognition, business growth and most importantly paying it forward!

Enjoy!

 


http://traffic.libsyn.com/mortgagelendingmastery/Charitable_Giving_Part_Two_complete_mp3.mp3?dest-id=238185
Posted: April 7, 2016, 8:46 pm

MLM037: Charitable Giving, Part I

Apex Home Loans CEO Craig Strent kicks off this 2-Part series on the importance of giving back to our communities through charitable activities.

View episode notes at http://kineticsparkconsulting.com/episode-37  


http://traffic.libsyn.com/mortgagelendingmastery/Craig_Strent_Edited.mp3?dest-id=238185
Posted: March 29, 2016, 9:00 pm

MLM036: Conversation with Jen

In this episode, I recorded a phone conversation with one of my listeners to share with everyone!  Have a listen and write a review in itunes....


http://traffic.libsyn.com/mortgagelendingmastery/Conversation_with_Jen_bounced_mp3.mp3?dest-id=238185
Posted: March 9, 2016, 9:07 pm

MLM039: Rockstar Recruiting

Mortgages are SEXY!

In this podcast, CEO, Sarah Valentini shares insights into how she built success teams through her unique approach to leadership.  She and her team in fact believe that mortgage are sexy and that shines through her philosophies.

You don't want to miss this compelling episode!

Thanks again for listening and don't forget to post your thoughts on itunes in the review section!

For show notes go to: http://kineticsparkconsulting.com/episode-39

 


http://traffic.libsyn.com/mortgagelendingmastery/Sarah_complete_mp3.mp3?dest-id=238185
Posted: February 26, 2016, 5:00 pm

MLM035: Between a Rock and a Hard Place

As we all know, Baby Boomers are one of the largest markets today.  Isn't time to think about working with Reverse Mortgages to continue to supplement your income and increase your revenue streams?

Our guest on this Podcast is Bill Hornbeck, a Master in Reverse mortgage lending---and a good friend and colleague. :)

He will help us get over OUR own misconceptions about Reverse Mortgages-HECM (Home Equity Conversion Mortgage) and how we can help our clients, realtors and financial planners understand them better.

Our Episode notes and links can be found right here http://kineticsparkconsulting.com/episode-35


http://traffic.libsyn.com/mortgagelendingmastery/MLM_Podcast_Hornbeck_complete_mp3.mp3?dest-id=238185
Posted: February 23, 2016, 3:33 am

MLM034: Past, Present and Future

While talking with a colleague I realized that I did something that comes so natural and I needed to share it with you!

In this episode we dive deeper into some questions to ask during your one-to-one meetings with realtors and referral partners to gain a broader perspective into your referral partner's practice. 


http://traffic.libsyn.com/mortgagelendingmastery/Past__Present_Future_complete_mp3.mp3?dest-id=238185
Posted: January 21, 2016, 9:09 pm

MLM033: Getting Past the PLAN

Is your business plan collecting dust?  Did you spend significant time creating and developing your plan and now you aren't taking the time to even look at it?

In this podcast we will discuss how to put your plan into ACTION so you can achieve the results you set out for yourself!  Look at your PLAN as your accountability partner!

Thanks again for listening!


http://traffic.libsyn.com/mortgagelendingmastery/Podcast_dec24.mp3?dest-id=238185
Posted: December 28, 2015, 7:48 pm

MLM031: Networking: Know before you Go

Ever get tired of going to networking events and feeling like it was a waste of time?  

Well...I say stop!  In this episode we discuss some tips to ensure that each and every event you attend results in one QUALITY connection to help you grow your business.

Thanks for listening and please share with your friends!


http://traffic.libsyn.com/mortgagelendingmastery/Know_Before_You_Go_complete_mp3.mp3?dest-id=238185
Posted: November 11, 2015, 3:26 pm

MLM030: Jen's Jots - The Season is the Reason

 

So often I hear... "I don't make phone calls because I don't want to sound "salesy" or "I don't know what to say."  

In this episode of Jen's Jots we talk about how to overcome call reluctance to ensure that you keep in touch with your clients and referral partners. Grab a pen and paper because I'm going to give you a script to use for all of your phone calls!

Don't forget to write a review in iTunes!  I really means a lot to me to hear what you are gaining from the Podcast.

Happy Edu-Selling!


http://traffic.libsyn.com/mortgagelendingmastery/The_Season_Is_The_Reason_complete_mp3.mp3?dest-id=238185
Posted: October 28, 2015, 2:49 pm

MLM032: The Truth about Cancelling PMI

Phew!  If we aren't excited after all of the great value our second time guest speaker Dean Dardinski of MGIC shared with us today, we are doing something wrong!

Dean provides us insights into the REAL conversations we should be having with our clients and referral partners about how to cancel PMI and how to use the subject of cancelling PMI to build stronger relationships with our referral partners and closed loan clients; while getting more business from everyone.  

Who would have thought that this topic could bring in so much more business for us?  WOW!  

Grab a pen and paper because we are in for a treat today!

As always, get all the resources we talked about right here http://kineticsparkconsulting.com/episode-32


http://traffic.libsyn.com/mortgagelendingmastery/deandarzdins_part2_complete_mp3.mp3?dest-id=238185
Posted: September 24, 2015, 4:00 pm

MLM029: Jen's Jots - Texting for Dollars

You can't imagine how excited I was when I learned about this simple and easy technique!  Today's Jen's Jots explains the action steps to take to not only set up YOUR Group Texting but also the "Why?" (thank you Jim McMahan for teaching me to alway ask the "WHY?" before I take any action) behind just how this can create momentum in your practice.

Add me to your Group Text at 703-864-4597....can't wait to have you share your ideas with me too!


http://traffic.libsyn.com/mortgagelendingmastery/Jens_Jots-group_Texting.m4a?dest-id=238185
Posted: September 10, 2015, 4:00 pm

MLM028: Working with Modern Millennials

Wow! Doesn't it feel like everyone is talking about working with Millennials?  It can sometimes make us tune out of yet another topic about this generation of 18-39 year olds...BUT...my guest on this podcast, Dean Dardinski, MGIC's Vice President and Managing Director of the Pacific Region has some great stats for us to consider and 5 specific action items we can use in our business immediately....and you know I like to share things that you can put into action right away!

Hop on over to iTunes right now and write a quick review!  

Check out all of the great resources at MLM Episode 28

 

 


http://traffic.libsyn.com/mortgagelendingmastery/deandarzdins_part_1_complete_mp3-Millennials.mp3?dest-id=238185
Posted: August 20, 2015, 8:01 pm

MLM026: Who's Managing Your Mortgage?

Riddle me this Batman.....

You are networking your little heart out and every single time you tell someone that you are a lender or loan officer a HUGE, and I mean HUGE, wall goes up!  The conversation goes something along the lines of "Oh, I don't know of anyone buying....and my credit is horrible" OR "I don't have any equity in my house." Heck, they've already decided not to give you business.

Well, I have a great solution!  It's a simply question I've used for years to increase my database instantly. Find out more by listening in!

Visit me at www.kineticsparkconsulting.com for more great resources!

 


http://traffic.libsyn.com/mortgagelendingmastery/Whose_Managing_Your_Mortgage_Complete_mp3.mp3?dest-id=238185
Posted: June 11, 2015, 4:00 pm

MLM027: Jen's Jots - Closing Gifts

THANK YOU THANK YOU for your questions!

In this Jen's Jots episode I answer the following question:

"Jen, what do you give as a gift at closing? Is it just a note?  Or do you bring an actual gift? I'm having trouble deciding on something that I can use at every closing."

 

Head on over to iTunes and leave a review ---- or ask a question and I'll be sure to answer it in an upcoming Jen's Jots episode.

Visit me at www.kineticsparkconsulting.com anytime!


http://traffic.libsyn.com/mortgagelendingmastery/Jens_Jots_-_Closing_Gift_complete_mp3.mp3?dest-id=238185
Posted: June 4, 2015, 4:00 pm

MLM022: Jen's Jots-Managing Multiple Relationships

Introducing Jen's Jots! 

Occasionally I will be providing answers to questions my listeners ask as well as questions or situations I personally encounter that I feel will be helpful in your business. And, I will be doing this through my mini series called Jen's Jots.  

In this episode I talk about why having numerous relationships with the same type of Referral Partner is so important and how to explain to each of your Referral Partners why you have multiple relationships. 

 

Thank you for listeningand PLEASE DON'T KEEP ME A SECRET!  Refer this podcast to as many loan officers and business owners you know!  


http://traffic.libsyn.com/mortgagelendingmastery/Jens_Jotts-Multiple_Relationships_Complete_mp3.mp3?dest-id=238185
Posted: June 2, 2015, 4:00 pm

MLM023: Jen's Jots-Setting Expectations

In this episode I answer a question posed by another listener.

"How do I set expections with clients to avoid the reactive, or defensive, incoming calls so that I have more time to focus on generating more business?"

Thank you for listening and visit me at www.kineticsparkconsulting.com 

Grab resources provide for MLM Episode 23


http://traffic.libsyn.com/mortgagelendingmastery/Jens_Jots_-_Setting_Expectations_Complete_mp3.mp3?dest-id=238185
Posted: May 28, 2015, 4:00 pm

MLM019: What a "Realtor" Wants

Join us on this episode as Jennifer Hammond, a top producing realtor with in Washington, DC shares with us what a realtor really wants in a professional Loan Officer business relationship.  You might just be surprised!!

Visit MLM Episode 19 for notes and resources from this podcast and THANK YOU for listening and writing a review in iTunes.

Catch you next time!


http://traffic.libsyn.com/mortgagelendingmastery/MLM019_what_a_realtor_wants.mp3?dest-id=238185
Posted: May 22, 2015, 1:00 pm

MLM024: Time Triage

We spend quality time with author and CEO of Time Triage Consulting, Terry Monaghan, to discuss some fantastic techniques on how we can stop being overwhelmed in our lives. You won't believe the statistics Terry has to share!! Don't miss this episode, please!!!

We love reviews...please hop over to iTunes and give us your feedback!  THANK YOU!

Check out the resources from this show at www.kineticsparkconsulting.com/episode-24


http://traffic.libsyn.com/mortgagelendingmastery/t.a.monaghan_2015-03-21_10-03-51_complete_mp3.mp3?dest-id=238185
Posted: May 21, 2015, 4:03 am

MLM021: Jen's Jots - The Loan Hand-off

Thanks for your feedback on iTunes!  As a result of your feedback I will occasionally be providing an episode entitled Jen's Jots where I will expand on a topic or answer specific questions posed by our subscribers.

This episode is a result of a question asked by a several loan officers while I was on a National Speaking tour with other top producers...

The question was "Jen, how do you handle giving the loan to your team and not creating any issues with your client?"

Find out my answer to these questions in this episode and please visit iTunes to write a review as it helps our Podcast grow! 


http://traffic.libsyn.com/mortgagelendingmastery/Jens_Jots_-_Handing_Off_The_Loan_Complete_mp3.mp3?dest-id=238185
Posted: May 12, 2015, 2:45 pm

MLM017: Coaching Tips for Realtor Partners!

In this show Jennifer Hammond, Realtor with TTR Sotheby's International and host of SiriusXM's most highly rated real estate talk show "The Jennifer Hammond Show" gives us some very timely Secrets to getting a Higher Price in the 2015 spring market!

BONUS:  We also talk briefly about developing an additional referral stream through Lunch-n-Learns at companies and corporations.

We LOVE reviews on iTunes...won't you take just a few moments to give us your feedback?

For show notes click here MLM Episode 17!

 

 


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Posted: April 3, 2015, 6:46 pm

MLM025: Identifying your Genius Zone

Thanks for listening in again!  Your reviews are so grateful so keep them coming!

Are you a one-person band? Working long hours and can't seem to get caught up?Listen in as Talmar Anderson teaches us how to recognize when and how to hire team members to delegate tasks that are either not getting done, slipping through the cracks or that you just don't want to do!

We love reviews...please hop over to iTunes and give us your feedback!  THANK YOU!

Check out the resources from this show at MLM Episode 25


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Posted: March 29, 2015, 9:24 pm

MLM020: Interview with David H. Stevens, President & CEO of MBA

Join me as I chat with my longtime friend and colleauge, Dave Stevens, President and CEO of the Mortgage Bankers Association.

Dave started in lending like most of us...by chance! 30 years later he is one of the most influential individuals of our time. We will discuss challenges we are facing in today's market surrounding the CFPB, ATR/QM and the TILA-RESPA changes effective August 1, 2015 as well as how we as Loan Officers can get more involved in the organization specifically designed to give us a voice.

Don't just listen, PLEASE write a review in iTunes!

Grab show notes here MLM Episode 20.


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Posted: March 29, 2015, 9:19 pm

MLM018: What is a Certified Mortgage Planning Specialist?

I have been a CMPS since 2007 and you've heard me talk about how this education and certification has changed both my mortgage practice and my life balance because of the strategic approach to gaining referrals.

In this episode we hear abou the CMPS Institutes continuing educatin offerings and strategies to:

1. Build your Referral Partner network,

2. Increase closing volume,

3. Differentiate yourself from the 500,000+ licensed and registered loan officer in the country by being part of an elite 500 Professional Certified Mortgage Planning Specialists.

For more information and resources, visit our show notes at MLM Episode 18.

Please don't forget to write a review in iTunes---Thanks a bunch!

 


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Posted: March 29, 2015, 8:13 pm

MLM013: Does it Sting when you miss a lead?

Do you have your own loan officer APP? Probably not, because wow! Making a personal APP can cost over $10,000--believe me I've inquired!

Not with MortgageMapp....Hear from Ben Brashen, CEO and Ryan Leopold, Corporate Account Manager, from MortgageMapp about their AWESOME App for Loan Officers AND Realtors!

They will shed light on how to use your personalized app to gain more referrals, create stronger client and realtor relationships while providing a fantastic system for lead follow up so you don't miss any new leads and get more in the process!

I love this product and couldn't wait to share it with you!

For all of the resources provide in this show visit MLM Episode 13 and please be sure to write a review in iTunes!  


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Posted: March 6, 2015, 1:22 am

MLM015: Home Warranties: Why Lenders Need to be Involved

WOW!  Don't miss this interview! 

I never knew that we as Loan Officers should be more involved than we ever thought possible.  In this podcast you will learn ways to use Home Warranties to help us defend and protect our clients! 

Our guest, Matt Kucinich of First American homeBuyers Protection Home Warranties helps us understand how Home Warranties can come in handy for soaking up residual seller credits by getting mutliple year home warranties; using warranties when taking care of a parent's home after they moved into a retirement home; for some extra overhead costs on rental properties by having blanket warranties to assist during tenant transitions; or for purchases (you never know what can happen during a walk-through).

Did you know that even on the buying side of the contract if the HOW is purchased as soon as the contract is ratified the buyer is covered while under contract?  

Visit Matt's website at First American or call Matt at 703-859-2700 (EST)

For show notes visit MLM Episode 15

 


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Posted: March 5, 2015, 7:10 pm

MLM012: Networking for the BEST results

Do you avoid networking?  Don't know what to say or do? 

Or have you tried it and didn't get the results you were looking for?

Don't worry we've all been there at one time or another, and in this Podcast we are going to share some quick and easy strategies to ensure that every networking event, luncheon or opportunity you have pays you with referrals and connections to close more loans and make more money!

You'll love our speaker's story!  Eric Byrd is the Founder of Pitch for Success a business coach and training company focused on helping you make the best connections you possibly can...naturally...without all of the elevator speeches and card passes that typically goes with networking events.

We have a lot to share in this episode so get our your pen and paper and let's get started building more solid connections....

Visit Eric's website at www.PitchForSuccess.com and get your discount just for being a Mortgage Lending Mastery Podcast Listener at MLM Episode 12!

Don't forget to hop on over to itunes and write a review of this and other episodes...I really appreciate your feedback!


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Posted: February 20, 2015, 5:00 pm

MLM011: Success Stories

Is it possible to get recommendation letters from your clients --- 100% of the time?

While many might say "no," in today's episode of Mortgage Lending Mastery we walk through the exact steps to obtaining written recommendation letters from your clients that can be used to grow your mortgage practice with both clients and referral partners.  Why talk about how great you THINK you are when your clients can tell everyone how great you REALLY are?!

HELP US OUT! Help us reach new listeners on iTunes by leaving us a rating and review! It takes just 30 seconds

Thanks! We really appreciate it! 

Learn more and get links to the show at MLM Episode 11


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Posted: February 17, 2015, 9:13 pm

MLM009: Teach me...

Want an alternative way to increase your referral sources without being like every other loan officers on the street who provides rates sheets, makes cold calls and supports open houses every week with little to no results?

Teaching and educatiing your realtors and financial planners you will gain the credibility needed to increase your production. Why?  Because you become the subject expert even when its a simple topic like math.  Yep, it's crazy....I have used seminars, classes and presentations for over 15 years as THE way to get in front of and meet new referrral partners!

Get the information we discuss in this show at MLM Episode 9 

Subscribe in iTunes so you don't miss an episode!


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Posted: February 11, 2015, 5:00 pm

MLM008: Time Blocking

Are you the Finder, Minder or Grinder in your mortgage practice?  Let's face it we all have the same 24 hours so why are some loan officers struggling with 2-3 fundings per month while others can close 25+?

In this episode we will talk about defining your role, or roles if you are acting in all three, so that you can better manage your People, Time and Activities.


So often we are pulled in tons of directions all at one time and managing everyone's needs (including our own) can become overwhelming.  By knowing your role you will learn the significance of time blocking and how to implement it so that you can reach great production volume AND keep your sanity.

Gain access to the resources we talked about in this episode by visiting http://kineticsparkconsulting.com/episode-8

*Roles of the Finder, Minder and Grinder
*Sample Daily Schedule
*Sample Weekly Time Block Calendar

 


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Posted: January 30, 2015, 1:00 pm

MLM007: Blueprint Time

Tick Tock, Tick Tock!!  Time management is a lifelong issue for all of us, but in this episode we share ways to reduce the stress caused by being pulled from all the directions we encounter in our businesses.

Planning, Preparing, Practicing, Presenting, Producing and Phollow-up are all imperative to keep you on track and SANE!  

For more resources visit MLM Episode 7

 


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Posted: January 23, 2015, 5:00 pm

MLM010: Visiting your Borrower's Office

Prepare yourself for an eye-opening opportunity after listening to this episode!

We have a 1003 for our clients so why is that we only send thank you notes and other marketing material to their homes? We have their work location yet never think to drop by to due a WARM sales call face-to-face ----and did you know that most likely they have colleagues sitting right next to them that we could meet?

Don't miss this episode to renew your daily routine and get more referrals from your existing database.

Get your resources here MLM Episode 10

HELP US OUT! Help us reach new listeners on iTunes by leaving us a rating and review! It takes just 30 seconds

Thanks! We really appreciate it! 

 


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Posted: January 18, 2015, 1:19 pm

MLM006: Eenie, Meenie, Miney-GO!

In today's episode Jen will talk about the 5th way to make an impact in your business. Jen will share the     3-2-1 approach to making daily Lead Generating phone calls. If you do this ONE thing every day your business will undoubtedly grow!

 

Get show notes and more resources at MLM Episode 6

www.KineticSparkCosulting.com 

 HELP US OUT! Help us reach new listeners on iTunes by leaving us a rating and review! It takes just 30 seconds

Thanks! We really appreciate it! 


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Posted: January 13, 2015, 5:34 pm

MLM003: The Great Retrace

Do you ALWAYS take the time to reach out to your referral partners to say "thank you?"

I will be discussing the importance of thanking your referral partner and the process by which to do so that you thank more than just the person who refers a client to you but all the way back in your referral ancestory.

Visit MLM Episode 3

Jen


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Posted: January 3, 2015, 5:00 pm

MLM004: Business Beggar or Builder?

In this show I talk about two ways to strategically introduce yourself, market to and vet listing agents; while at the same time offering value to ensure that you are not begging for business but rather helping the agent build their business.

Get more at MLM Episode 4

Jen


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Posted: January 3, 2015, 5:00 pm

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