From Athletics To Mortgage: Creating Long-Term Wealth With Matt Bramow

MLM 299 | Long Term Wealth

 

Getting into the mortgage business or real estate, or even any business for that matter, and creating long-term wealth takes true accountability and self-discipline. Matt Bramow has been a lifetime athlete playing football and basketball through high school and college. He is now a Mortgage Loan Officer at Alterra Home Loans. Pulling from his experiences and discipline as an athlete, Matt has been able to educate himself with the skills and knowledge to grow his business. Today, he sits down with Jen Du Plessis in this engaging conversation about how he got from athletics into the mortgage space. Sharing some of the habits he brought into the business that are related to athletics, Matt also talks about leadership, scaling your business, value proposition, and building true relationships.

Looking for some help? Jen is seeking individuals who would like to be featured as a panelist on the show for her Mortgage Lending Mastery Mastermind Series.Email Support@KineticSparkConsulting.com to get scheduled!

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From Athletics To Mortgage: Creating Long-Term Wealth With Matt Bramow

I hope you’re having a great day. Again, thank you so much for joining us and taking time out of your busy day. I know how busy you can be. Just read the blog and see if you can grab a nugget or two to help your business move forward. Our guest is Matt Bramow. We were saying in the green room, Bramow like bravo and I’ll tell you, that’s exactly what his business is all about. Matt, welcome to the show. I’m happy to have you.

I’m super excited. I’ve been reading your blog since I’ve been in the business for so many years now. It’s an honor. When I saw you were the host of the mastermind group, I was super excited. It was great to meet you and I’m very happy to be here.

It’s my honor to have you here. You impressed me. There were 70 people in the room and a few people impressed me. You were one of them. I knew I had to get you on. In fact, I leaned over to your branch manager and I was like, “I need him on my show.” He goes, “No problem. We’ll get that to happen.” He’ll be on the show as well. We’re going to bring him on, too. Let’s tell everyone a little bit about you. You are from Oregon and you played football and basketball. There’s a tie-in here that we’re going to be talking about in the realm of being an athlete in this business. I know that you did that for a while.

I know that you also sold advertising space for the football games, that little program that we get and that’s a hard job to do because you got to call everybody. It’s a lot of cold calling. You stumbled upon Mark Charlton and he said, “You’re a go-getter. I want you to be on my team and I want you to get into this mortgage business. You can make much more money in this industry than doing what you’re doing. The rest is history.” Share with us how long have you been in the business now and what is your volume looks like?

I started as a dialer. We’ll get to that, I’m sure. I’ve been in the business for a number of years. I have had my license for six years so far. Over a number of months, we’ve done about 92 units for $42 million. That’s my whole team, which isn’t a huge team. It consists of myself as the team leader. I also have a partner, Brian. We brought in another guy Jamell, which involved sports as well and how we met. It’s been Brian and me for a number of months. Jamell only came on board a few weeks ago. I’d say 92 loans for $42 million over a number of months.

That’s killer because I think that’s one of the big challenges and it always is when we get in this business. It’s like, “I want to make $100,000.” That’s the first thing. Everybody wants to make $100,000. The next level is we want to close a hundred loans. That’s the big magic thing is a hundred loans. The dollar volume isn’t so much as important because we all live in different areas. My average loan amount was $646,000. Two hundred fifty eight units as our highest year, but it was unbelievable dollars because of the average. I love that you’ve done 92 units. That means you’ve done a lot of business. You’ve gone through a lot of loans.

I’ll get into your business and your practice a little bit because I know people are going to be like, “How are you doing it? How are you closing 92 loans a year being in the business for a number of years?” I know that there’s a path there, but I want to go back to the athletic piece of this. The reason why I was so attracted to the athletic part of this was that I was an athlete, too, and I was a band person. I played both, but either way in both. I was the cheerleader that played her piccolo at halftime. I didn’t change into the outfit.

I was a big athlete. I had a scholarship to college and everything. What I know is about the discipline that’s required in athletics. My son played college football. He was a quarterback and I know the discipline that is required in there and those habits. That’s where I want to go with the habits. Tell us about some of the habits that you’ve brought into the mortgage business that is related to athletics because I know that you all are hiring athletes in the mortgage business for this very reason.

To rewind, this all came to me a few days, thinking about this. Brian on my team, I’ve known him since sixth grade. We started our friendship through an AAU basketball team. We played basketball together all through high school. Also, even with Jamell, he’s on our team. I met him at 24 Hour Fitness playing basketball. To back up a little bit with Mark Charlton, the way we met, as you had said, I was selling advertising over the phone, making the 150 to 200 cold calls a day. It was crazy, but I always had a two-year goal set for that position. I would then look for a better opportunity to make more money, change my lifestyle or whatever. I put the date on that of two years.

I call cold-called Mark. I’m trying to sell them advertising space and buy a banner or something like that. He didn’t end up buying or whatever. He said he had to ask his partner, all the little tricks and traits of saying no. but I knew I know from somewhere. I didn’t know exactly where, but I put it in the back of my head and I was like, the next time I see this guy, I’m going to talk to him about mortgage because when we were doing the cold calls and whatnot, let’s say you needed a deal or you’re about to be fired, you’re calling realtors and lenders all day long. It’s because they’re the ones with the credit cards that can make the decision right then and there.

As an originator, we can't do everything. We need a team to lean on. Click To Tweet

It was probably one of those days where I’m like, “I need to deal. I need to start calling lenders or realtors.” Then come to find out, I saw him play six months after that. We were at Nike because we have the world headquarters up here in Beaverton. I was like, “That’s the guy.” I went up to him and I talked to him and one thing led to another. He’s like, “If that’s what you’re doing and you’re truly doing well at something like that.”

On top of your game selling widgets.

“Over the phone, you have to get the credit card like crazy boiler room style.” He said that and I was like, “I guess this is my foot in.” At the time, I took like a $300 pay cut, but it seemed like it was $3,000 but to get in. I got into his team as the first hire, so inside sales, converting leads to apps and that was my job. That’s how I learned the business. I got my license three months after that but as far as the habits and rituals and what it takes as far as what being an athlete and getting into the mortgage business or real estate or any business for that sake, it does take true self-accountability and self-discipline.

The best thing about it is, it’s a team, but it’s also a family. Family can be defined in many different ways, but for most people, it’s who you spend the most time with is your family essentially. Being able to carry that family feels into the mortgage business not only helps your team personally grow, but also creates the culture that you care about. That comes across to your referral partners and anyone else that’s involved in your business. As an originator, we can’t do everything. We wish we could, but we need a team to lean on. I think that those skills of being able to connect with anybody have helped me in my business from football. You got a hundred guys from all over the country of all different backgrounds and ethnicities. You learn how to relate to people who aren’t like you.

I found that out even more so when I transferred from Portland State University out to Lindenwood in St. Charles, Missouri, which was a huge culture shock. You’re not only learning other people’s lifestyle and a Midwest lifestyle versus a West Coast lifestyle are two completely different things. Being an athlete and having that athletic mindset, gives you an advantage because you know it takes more than yourself to create success. Being able to have people that are like-minded like me on my team and come from athletics helps the whole process of closing loans and helping clients.

I would agree too. I think the team is important. I could also think discipline is the consistency that you have to work out every day. You have to practice your craft every day and that’s what happens in lending. You have to practice your craft every day. If you’re not comfortable picking up the phone to call people, it’s because you haven’t practiced it every day. Let me ask you this, for someone in the audience and they’re saying, “She made 150 calls selling advertising.”

Imagine you do a whole bunch of calls in the mortgage space. I’m not a fan of cold calling because I didn’t need to. I found other ways to do it, but we do have to pick up the phone. There are times where we have to get ten seconds of courage to be able to get rid of the lifetime of fear. Walk us through, help those the audience, how do they muster up this ten-second of courage? What’s a good strategy that you would use in those first ten seconds calling someone that they’ve never talked to before? Whether it’s cold calling or it’s following up with someone, give us the sweet stuff on that.

There’s no, in my opinion, ten seconds of thinking because that’s going to have you overthink what you’re going to say. For me, when I’m making calls, I use tonality and speed of voice to my advantage. Some people say, ask this and some people don’t, but I always say, “This is Matthew Bramow with the Arete Lending Team. How are you?” I do a voice inflection and based on what they say, how they’re doing is going to dictate to me how the conversation is going to go.

If they’re only like, “Good.” I’m like, “I need to get straight to the point. I need to let them know exactly why we’re calling, why we’re important and what we can do to help.” If they’re like, “I’m doing good. How are you doing now?” Now, you know it’s like we can be a little bit more casual in this conversation and chitchat a little bit. They’re going to be a little bit more talkative if they say that. If they’re like, “Hi.”

My favorite response is when they say, “How are you?” I go, “Good.”

MLM 299 | Long Term Wealth

Long Term Wealth: When you carry a family feel into the mortgage business, it helps your team grow personally and creates the culture of caring that comes across to your referral partners.

 

Why are you calling me? I would say something like, “That’s good. I was reaching out because it looks like you completed our little short lead form online looking at a VA loan over in Clackamas County for $500,000. I’m only wanting to see how that’s going for you?” I’m leaving it as an open-ended question. I’m not going to say, “Are you still looking to buy a home?” Yes or no. No. They want to get you off the phone. As long as you are in those first ten seconds, calling and asking, “How are you? Hi, Matt. I’m just checking in. It looks like you filled out this form. How are you doing?” It will let you know and make sure you’re not super monotone on the phone.

You’re not somebody that they could tell is about to shoot off a script or something like that. Be more personable and for the ten seconds, get rid of that. Say, “I got to call this person because it’s my job and this is my livelihood that’s on the line for it.” If you have that mindset going into a call or a meeting or anything, it’s going to work out better than trying to put a game plan together because we all know how game plans can go. You got to make adjustments at any time during the game.

There’s another reference. We always do things like first and ten, do it again. If the ball fumbles, we’ll be there to take care of it. We always had football things that were set in there. How important are your intention and agenda because I had one of my coaching clients several years ago and I said, “If you’re comfortable with this, I’d like for you to record one of the calls that you’re making to a realtor.” It was so painful because it was ten minutes of, “It’s me. How are you?” “I’m good. What’s up?” “What’s up? Nothing. I just was calling.”

The whole time, the realtor, I could feel the energy was like, “Can you get to your point because you’re wasting my time here.” How important is it to have somewhat of an agenda or purpose that you’re calling? Obviously, if someone filled out a form, that’s easy. I’m talking more about I’m calling an insurance agent, a financial planner, a realtor, a builder or a client that said no and I want to go back to them and say, “How’s it going? What’s happening?” How important is an agenda in making that call or a purpose-driven call?

I think you always have to have your own value of why you think that they should entertain a conversation or a meeting with you. If it’s a realtor, I’m going to talk to them about what we do as far as being able to help grow their business, such as go directly to the consumer. We run some of our own ads and our own marketing to try to capture unrepresented buy-side plans. If we’re talking to an agent. We might bring that up and say, “We’re looking to see if possibly, adding two or three agents for our team this year. We’ve done a little bit of research on you. It looks like you might be somebody who’s like-minded like us. Here’s what we do and how we could possibly help you and your clients.”

If it’s an insurance agent, I haven’t dabbled too much into getting too many referrals from insurance agents, but that is part of the plan, especially now that we’re using Homebot pretty well. We want to make sure that we can reach out to insurance agents because, obviously, insurance agents are like we are to realtors. They want our business because we have clients who are getting their homeowner’s insurance policies, etc. They’re probably more willing to talk and meet, but I think if we can get their book of business into Homebot, that’s when it’s going to be a game-changer for us. That’s definitely in the plans to implement that. If you’re only calling out of the blue and you don’t have an intent or purpose of the call, it’s going to lead to nowhere.

Don’t make the call and this is why I brought up the question because this is why people have called with reluctance is they don’t know their value. They don’t know what they’re doing. I want to point out something that you said that is important for people to hear again. That is saying, “We’re looking to add 2 to 3 more real estate agents to our team.” This is a whole team concept, I get that, but to add them to your team, the undertone there implies, “I don’t know if you’re going to qualify. I don’t know if you’re going to make the team.” It’s a very subliminal way that you’ve turned the tables on that. How successful have you been in that particular verbiage in getting people to go, “I don’t want to not be chosen?” What have you found with that particular approach?

I have a title company I work with pretty hand in hand and we’re able to get numbers and stuff like that. I’m already looking to see if this is going to be something. I’m looking at their stats, their sports car. I already have an idea. Financially, if we go into a partnership with them, is this going to be a good idea or even worth a meeting. Living out of an abundance is obviously, the way we look at things. We don’t want to spend our time with anybody who might not have the same values as we do and fit in with everybody else on our team because I don’t run every single loan myself.

There are times where Brian or Jamell might be taking that loan that’s working with one of the realtors with who I have originated the relationship with. I always have everybody meet with our team. That way, they can get a good feel for it. We do keep our circle small when it comes to real estate partners because as you know, going wide and trying to serve everybody is not going to win you much. You might be able to go to a conversation and say, “I have a hundred realtors in my CRM, but you only talked to three of them.” I think it’s important to make sure that the realtors you have that are true partners to you are fully bodied. They know why they want to work with you going deep with them before you add more people to your team.

It’s like being an expert in that particular avenue. We tend to be Jack of all trades and masters of nothing. It’s like be the expert there and then move on. Let me ask you this question. How did you get out of the mentality of, “Give me, give me, give me?” I call it the squirrel syndrome, where you’re collecting business cards and names. You’ve got this big mouthful of stuff and you’re drowning in your own saliva because you can’t swallow.

To grow your business, you need to develop communication skills to connect with anybody. Click To Tweet

You’ve got all these names, whoop-de-doo. You got all these names of people, but how did you get out of the mentality of not needing to accumulate? It’s not a game of accumulation. It was that switch. The second part of that question is share with us your number one value proposition that you have with real estate agents. How did your mentality switch from relation?

Confidence is the main thing that switched for me because earlier in my career, the first probably 1 to 2 years, you have the mindset of or at least I did of like, “Go. How many realtors can you try to contact? How many can you book a lunch or a coffee with?” You’d find yourself drowning in your own calendar. I wasn’t building relationships with people. I was more so going through the motions and doing the lender talk, “We can close in 30 days,” and everything that you know we already know. I didn’t have a huge value proposition at that time, other than, “I’m new. I’ll do an open house with you. If you need some flyers or branding years ago.”

I think even if you are newer in lending, it’s okay to tell them, “Here’s what I can do and the rest I can figure out, but I know I can go to an open house with you.” I know I can create a flyer. I know I can do that basic stuff. Once we get some clients pre-approved, the rest I’ll be able to get done, but I don’t know everything about lending now. That’s why I’m here because I want to generate relationships and partnerships with people who might have more experience than me and who do sell homes and can also help me out learning the industry and the business.

As far as the value proposition to realtors, we keep it a hundred percent. We don’t fluff up things. We are our true authentic selves. When realtors see that you’re talking with them, not at them and that you care about their life outside of business, that’s a huge value proposition as a whole because if you both like each other, you get along. Chances are you’re going to talk about things other than business, which you should be and maybe you go golfing or barbecue, it’s building a true relationship.

Our value proposition, other than keeping it real at all times is, we’re here to help refer business back to you as well because we do marketing to generate our own business. We try to, for all of our realtors on our team, send you 1 to 2 closed deals, pre-approved buyers. That might not sound like a lot but I can guarantee you realtors aren’t used to lenders hitting them up saying, “I got a pre-approved buyer for you ready to shop,” and then just reversing the script. That’s how I ended my biggest real estate partnership. This was a few years in business.

I was in LinkedIn and I had my copy and paste message, which was basically something along the lines, “I’m willing to call the leads that have slipped through the cracks for you. I have spent the first couple of years in the business as a dialer and inside salesperson. I’m happy to call them myself. If we convert them, we’re going to be working together with a client but I am willing to do that because that’s what I do know how to do.” That landed me on the biggest account that I have. I sent a LinkedIn message. The sales manager replied. We set a meeting and I walked in with a pre-approved buyer to him. He gave it to a top agent and it snowballs from there.

You want to make sure that the realtors you do work with know how we want to expand our business. If there are any other agents that are like-minded like yourself, please don’t hesitate to reach out. Trust me. It’s not going to take away your one to two deals that we’ll give you a year. It allows us to grow our business as well. I would say that’s probably one of our main value propositions. We’re just trying to return the favor.

I think that’s powerful. It’s something that we did as well. For us, it wasn’t about lead generation. It was nurturing. We called it the boomerang buyer calls. We do boomerang buyers. We’re trying to bring them back. It’s powerful because they’re afraid to make the calls and we make more calls than they do. We had the bandwidth to do it and that’s a great value proposition. I want to clarify something because I want to make sure people hear this. Are you or are you not an advocate of providing referrals to agents that aren’t working with you?

I’m not.

Good, me either. I was going to play devil’s advocate with you if you were because I think a lot of loan officers feel that’s how they’re going to get the business. They’re going to go to some big player and walk in with their head down and with the silver platter and go, “I have something for you. Please give me business.” They’re not going to give them business.

MLM 299 | Long Term Wealth

Long Term Wealth: Make sure your realtors are true partners that want to work with you.

 

I’d say back then on the story I told about having a pre-approved buyer. I was in this situation that I had to take that risk because I was probably only closing 3 to 4 deals a month at the time. I was trying to land a team. I already had a thought process behind it. There are 8 to 10 agents on the team, so it worked out. Now, if I have a pre-approved buyer, that’s going to be one of my top agents right now.

There’s no way that it would go to somebody else. Thanks for sharing your call. Thanks for sharing your value proposition. I think that’s something new that maybe someone heard and said, “I can do that, too.”

One other thing too, before for the value proposition. My same value proposition back then when I was doing that, as far as saying, “I’ll call your leads for you.” We still have that because we have another guy on my team named Danny, who is our dialer. Brian was a dialer. Everybody works up through the dialer position until they get licensed and want to move to the next step. We still have that capability and bringing value to be able to call on if the realtor has a list. I talked to a guy and he’s like, “I have 200 leads over the last six months. I haven’t even been able to call them.” Don’t worry about it. Just send us the excel file and Danny will get on them right away, so we still have it.

I totally concur with that. I think it’s a good powerful play. The thing is, if you’re reading this and you’re saying, “This is something I’m going to do.” Remember, if you have a call reluctance to call the realtor, don’t offer this. If you’re going to have call reluctance in calling their clients, you don’t want to go down this path. It’s the old Dr. Butler conversation. Suzie Q, the real estate agent, “I work with Susie Q, the real estate agent. She asked me to give you a call to find out you are still in the market? Are you not in the market? What’s going on?” Here’s the next question I want to ask you. What does the future hold for you? What are you doing for 2022? What’s on the docket? What’s going to be new?

Your show and Geoff Zimpfer’s, you guys have been awesome in educating people like myself in predicting the future and what you need to be. Geoff always talks about being a modern mortgage originator, which is don’t lose track and don’t lose sight of your current referral partners, but you also have to have that real digital media expertise. At least being able to add that to your wheelhouse. That’s huge for me now. I also have a marketing gal who works with us. She’s taking over our Facebook.

I do most of the Instagram stuff, but she’ll run some ads for us. What I’m trying to get to for 2022 is to have my digital media marketing completely dialed in. I posted and we’re doing some branding things about know your loans. We have a little logo, Know Your Loan. I put on my Instagram what our goal is for the whole Know Your Loan videos that are going to be coming. What I noticed in a couple of years or a year or so is how many people truly don’t even know anything about their mortgage?

I was going to ask you, what is the Know Your Loan because the assumption is that you already have one.

It’s a double play for purchase and refinancing. Know Your Loan, yes, we finitely use that for refinances but Know Your Loan, it could be knowing your future loan. Know your loan that you could be getting. Know your loan inside and out. I think that so many people don’t even know anything about the opportunities that they have with their mortgage and they’re missing the boat on so much equity. Something else that we’re doing that a lot of people might be interested in is like I was saying, we work hand in hand with the title company. If you don’t have a title rep that you know, like and trust and you are like friends with. I would suggest finding somebody first.

We’re set up and we have access to basically be able to input any loan whether it’s FHA, VA, conventional, USDA, any interest rate and the timeframe of when they bought the house. It generates a huge list downloaded in the CSV file, etc. What I’m focusing on now is getting people out of FHA loans into conventional loans because up here in the Portland Metro Area, appreciation’s gone bananas. The whole US for the most part. People in FHA loans that have bought even 1 year, 1.5 years, especially 2 years, they can get rid of mortgage insurance and they just don’t know. They get so much junk mail. They get so much hauls from random people and then they’re confused and they don’t know very well.

What we do in this process is I get the list from the website. I send that list to my marketing gal. She cross-references that list to property profiles in the title company to tell us, actually, if they’re still the owner of the house. The last thing I want my dialer Danny, to be doing is calling on numbers that aren’t even relative to what we’re doing. He scrubs that list for us. He calls them, emails them, texts them. I have him go through it a couple of times and then I have a postcard that I send to all of them, so they’re seeing that, “These guys are local. This isn’t some baloney call. This is real,” because I think a lot of people want to work with somebody local. They don’t know where to start.

Keep your circle small. Trying to serve everybody is not going to win you much. Click To Tweet

Right, because we’re all secret. Doing a ton of social media, but not highlighting what we do. We’re only trying to sell everything to everybody.

Yes, even from that program that I implemented right there, we have three active deals. One closed a few weeks from it. It’s important for us as lenders to educate not even our clients, but the community as a whole, like, “Here’s what you have in front of you.” You bought the house five years ago. You have $250,000 worth of equity now. Here are your options.

We can get rid of all of your debt, probably lower your interest rate on a cash-out refi and we could get you some extra money. You can invest with a financial planner who would be more than happy to help you get in contact. I was talking to Brian the other day and I was like, “I’m not speaking on cryptocurrency as far as its one way or another,” but I’m saying that if you cash out refinanced a few years ago and you bought $40,000 worth of, let’s say, Bitcoin or something.

You’d have one share.

Now you would, but a few years ago, that house would be something of the past. The point is there are options for people to invest their equity because your equity is only yours once you either sell the house or you access it.

It’s up and down all day long. It doesn’t belong to you. It belongs to the market.

It’s only a number that makes you feel great.

I love what you’re doing. I love that you’re moving forward and doing additional things. We know the Modern Loan Officer. I’ve been on his podcast, by the way, and he’s been on mine. The Modern Loan Officer is true. You don’t want to be a dinosaur. You have to grab all of the things like Homebot. I know everybody’s using Homebot. All of my coaching clients are using Homebot, but you can’t get Homebot. You have to work it.

You have to make sure that you’re bringing people in for the right reasons and all of those things. It’s been an absolute pleasure. Thank you so much for sharing so much information. I know this is valuable for people that are reading and they’re taking copious notes. I want to caution everybody. Only because he has all these ideas, make sure you’re ready to implement. Make sure you don’t have call reluctance.

Make sure you have a title company that you have a good relationship with and feel comfortable with. Make sure you have the time to call clients and to cultivate the relationship and that you have a marketing person to help you with the postcards. Everything that Matt has told us about here doesn’t run out and think, “It’s another shiny object. That’s how I’m going to be successful.”

There’s a lot of work that Matt put into this. There were a lot of trials and tribulations, I’m sure. What worked, what didn’t work, maneuvering and changing. It’s like a game plan. Sometimes, you run a path and you have a game. A play that you’re going to do and it gets all changed up, but you still win. It’s been an absolute pleasure. I’m so delighted that you are so successful in such a short period of time.

MLM 299 | Long Term Wealth

Long Term Wealth: When realtors see that you’re talking with them, that’s a huge just value proposition.

 

I cannot wait to see what happens with you. Now that you’ve got a new team member, watch out because it’s going to grow. You’ve done the right thing in the formulation. The foundation and the formulation to get you where you are so that you’re prepared for the scaling and for the rest of what this career is going to hold for you. Any last parting words you’d like to share with the audience to help them or to share a mantra that you might have?

I would say a lot of people, especially maybe if you do a lot of personal development and you read a lot of self-help books and how to create success and all of that. A lot of people talk about purpose. I think personally and I’ve been thinking about this for the last couple of weeks. A lot of people don’t know what that means. It is confusing though because it depends on how you look at it. Like if somebody asks me, “What’s your purpose?” I’m like, “My existence.”

As a leader and this is more towards people leading teams and whatnot. We need to get away from being like, “What’s your purpose on my team? What’s the purpose of you, this and that?” Get into importance. What makes you feel important? You want to make your people on your team, our team and feel like you’re important because, without you, we wouldn’t be able to do this and that.

The approach I take is how do I make people feel important? How do I make myself feel important to my referral partners? How do I make myself feel important to my family, my wife and my kids? That feeling of feeling like you are important is the first step to getting towards reaching your purpose. The word purpose is a strong word and a lot of people are scared of the word of purpose or they don’t know-how.

It doesn’t have a tangible aspect to it. I think the other thing is validation. Everybody needs validation, but I was always of the opinion that my number one client was my team, always. If I have a nasty real estate agent, I’m not going to be working with them if they’re hurting my team. You have to be strong enough to make that decision because if you aren’t, you’ll have a rotation of team members as you struggle to survive and continue to do the volume that you’re doing all at the expense of this one real estate agent.

That’s great information. Importance, not purpose, for now until you get to the purpose and how can you be important and make a difference for other people. Again, Matt, thank you so much for joining us. We appreciate it. I love what you’re doing. I think it’s important for us to go to people who have only been in the business for a few years which now you’re saying, “I’m a veteran,” but you are.

When you’ve been in the business for many years, it’s a whole different deal. It’s important for us to look at what people are doing that are brand new in the business so that the rest of us don’t become dinosaurs. Those that are new in the business are meandering around and confused and don’t know what to do. This is a great success story that they can say, “I can do it, too.” I appreciate you being here with us, so thank you.

Jen, it’s been an honor and I’m humbled by you even wanting me to join your show. It was super great meeting you and I appreciate everything. Not only that the knowledge you’ve given us at the mastermind, but your show is so powerful and what you bring to the industry. Your leadership is truly admiring. I admire it.

Thank you. I couldn’t do it without everybody wanting to know things and to be involved with me. I appreciate that very much. Again, thank you so much for being here. Everyone who’s reading, thank you so much for taking time out of your day. Please take a second to scroll down on your phone. Give us a great five-star rating and write something about us. Write a review. Talk about Matt and what you learned from him. Anything and everything that has to do with what you gained from this episode. Last but not least, stop talking, take action and you’ll get the results. We’ll see you next time on the show.

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About Matt Bramow

MLM 299 | Long Term WealthOriginally from Eugene, OR, and has been a lifetime athlete playing Football and Basketball through High School and signed with the University of Oregon’s football program on a full-ride scholarship. After a year at Oregon, I decided to transfer to Portland State University which I played for 2 seasons. After my second season playing for Portland State, I and 2 other players realized we were not loving the game like we used to and uprooted and transferred to a small school Lindenwood University out in Saint Charles, Missouri. I played there for 3 seasons which were the best 3 seasons of football of my life. I was a captain of the team for the final 2 seasons and we played in the 2009 NAIA Championship game coming up short by 3 points.

I have lived in the Portland area for 10 years now. My family consists of my wife Karabel, Son Carter and daughter Bailee. We live in the Bethany area which is a great place to raise children and still have the small-town feel with the bigger city surrounding us.

Prior to Mortgage, I was a “Sponsorship Coordinator” for a company out here that sells advertising space in High School sports media guides and also the banner signs that hang around the fields. Sponsorship coordinator is just a term for the inside sales rep. It was a cutthroat position and we were responsible for making cold calls all day long to any business that you could pitch and sell advertising space to. If you did not hit a sale for 3 days you were fired, I saw at least 1,000 people come through and get fired. I was the only person up to that point who actually moved on from the company without being fired.

From my days of cold calling lenders, I called a man named Mark Charlton who at the time was in his 2nd or 3rd year in the mortgage business. I called and gave him my pitch, he didn’t end up buying but I knew that I knew him from somewhere so I put it in the back of my head the next time I see this guy I am going to talk to him about mortgage as I was interested in bettering my financial situation and thought to myself, if I am going to be in sales I need to be involved in selling something of high value and that most people strive to buy. 6 months or so later I saw Mark and it was at Nike World Headquarters which is in Beaverton. We both were Basketball shoe testers so we would play in the shoes being designed by Nike to give them our feedback on how to make the shoe better etc. before they bring it to market.

I went up to Mark and started talking to him about the mortgage (I knew nothing about home loans other than my preconceived notion that they make a lot of money) and I’ll never forget him saying “if you can make hundreds of cold calls a day selling sports media guide advertising you will crush it in mortgage”. We exchanged phone numbers and a few months later I was the first higher on his team as a “Dailer” (Inside sales rep). My job was to call leads until contact and convert them into applications. I was able to learn the business at the same time of converting leads and doing my duties for the team. 3 months later I was licensed and able to start working on my personal business as well.

Currently Mark and I still work together and began our own Division of Alterra Home Loans which is the Vision Group.

I run a team here which I call Arete Lending Team. Arete is a Greek term for the act of one living up to their full potential. I strive to reach my full potential and hold my team accountable for chasing their full potential as well. It doesn’t stop there because we also want to help our clients reach their full potential through homeownership and knowing how to make their homework for them through refinancing to drop their monthly payments and cash-out refinances to access equity and invest in other areas.

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