MLM 271 | Mastermind Series

As Mortgage Lending Mastery hits its sixth year in 2021, Jen Du Plessis will make some enhancements that you are going to love! Introducing the Mortgage Lending Mastery Mastermind Series where Jen will be featuring three loan officers and/or realtors to Mastermind to help them in their businesses!

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 to get scheduled!

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Jen’s Jots – Acres Of Diamonds

In this episode, I’m going to be doing Jen’s Jot, otherwise known as a monologue. I don’t have a guest and the reason I didn’t want to is that we’re releasing this episode on the day before Christmas on December 24th, 2020. I wanted to say thank you for staying with me all of these years as I have brought out this show. I didn’t expect that this was what it was going to be. It was a means to an end. It was a means to be able to answer people’s questions. People were asking me questions about how I achieved so much success in my career. I didn’t feel like I had all that kind of success. I feel like I just did my job.

People were asking me questions and I didn’t have the bandwidth to answer them so I created this show. January 1st will be our anniversary. We are now and have been for quite some time the longest-running show in the mortgage space. We are highly ranked in Apple. As a matter of fact, I think we’re ranked 234 or 243 in Apple Podcasts in business management. It is something I never even wanted to achieve. I’m not curious nor anxious to go to number one or anything, I’m just here to serve. I wanted to take this opportunity to say thank you to everybody who has reached out to me. Everyone who has given me ideas on what they would like to learn so that if I can’t answer the question, because I don’t know everything, that I could bring someone on who might be able to help.

We morphed into personal and professional development for mortgage real estate, mortgage loan officers and real estate agents. We’ve plucked in a few entrepreneurs. All of this can be applied to anyone in that space, who is a salesperson or an entrepreneur. I continue to ask you to pay it forward by asking other people to subscribe and continue to provide reviews for us. This is a great time to provide a review, not only in the Apple Podcasts or Stitcher. We are syndicated in eighteen different places now. We’re part of the industry syndicate, which is all real estate, loan and mortgage shows as well.

I have another show called Success to Significance: Life After Breaking Through Glass Ceilings that I released in 2020 during COVID, not knowing. I had been planning this for quite some time. I’m going to be writing a book in 2021 of the same name and probably taking some transcripts from the show and converting them into the book, but also, telling the story of why I created the book and what has happened in my life since I have left the origination side of mortgage lending. It’s ironic how God works. It is such divine intervention because the new show is helping people who are at home and saying, “Do I want to go back to work?” The general public, universal workers, not so much mortgage lenders and realtors because I know we’re all doing well.

For those people, it’s helping them make that transition or think about the transitions that they’re going to be making. We talked about everything from success to significance, not necessarily, “Now I was successful and impactful, how is life after that?” It’s about any kind of breakthrough that anyone has, whether it’s weight gain, divorce or business as a whole. Go over check that one out, subscribe there, give us some feedback, give us a five-star rating and write a review for us. We have a lot of celebrities on that show and we’ll continue to have a lot of celebrities coming up soon.

This is for anybody who’s had a breakthrough. If you’ve had a breakthrough, I’d love to hear from you as well and have you be a guest and it will increase your credibility. I wanted to talk about a couple of things. Again, thank you for participating in this community, continuing to participate in this community, and please go to Mortgage Lending Mastery on Facebook and apply to be part of the group. It is a private group, so I’m keeping it only to mortgage and real estate people so that I can answer questions for you.

My plan is to answer questions on Wednesdays and then do a fast track Friday. Without any questions being asked, I’m not doing that. I certainly can go on there and talk because you all know I can talk, but I don’t want to do that. I want you to ask questions so that I can answer them for you on a weekly basis via Facebook Live in that group. If you’ll be kind enough to ask your questions there, I will be kind enough to answer them as well. Also, you’ll find something there called Beyond the Podcast. I am in the process of going back to some of my favorite podcasts over the last years, asking them to come back and say, “What’s been going on with you now?” You’ll continue to see those on Facebook Live as we continue to grow that. The other thing is I’ve maxed out on friends on Facebook. I keep going through and taking people off. I don’t ever want to take someone off that wants to be a friend on there.

MLM 271 | Mastermind Series

Mastermind Series: The purpose of the mastermind is to give you ideas. It depends on you to take action and decide that you want to put yourself out there to grow your business.


I’m encouraging everyone to please go to @JenDuPlessis22 and you will find my business page. Follow me on the business page. There, I am doing a new series. It’s old to me, but I’m bringing it back and it is called Getting Real with Realtors with Jen Du Plessis, where I interview realtors all over the country and find out what makes them tick and what makes them special. It is a great way to provide them exposure. I did this as a loan officer with a handful of real estate agents that I worked with. I wanted to highlight and spotlight their businesses. I’m doing that now all over the country because I don’t need to do it in one specific area.

Getting Real is only going to be on my Jen Du Plessis business page. That’s that part of it. I want to let you know that in 2021, and this is partly why I’m putting together a Jen’s Jot. I’m going to give you five steps for something because we are at the end of 2020. We’re going to be doing something a little different in 2021. We will continue to have guests on the show. These are people I speak with I’ve seen on the summits, other podcasters or loan officers and realtors. I love bringing loan officers and realtors on.

Podcast Masterminds For 2021

Having said that, what I’m going to be doing in 2021 for the show is that we’re going to do masterminds. I have been certified as a true mastermind leader. In doing that, I want to be able to bring 3 to 4 people on my show probably once or twice a month, where I will select a loan officer and/or realtor to come onto the show. Instead of me doing a monologue or me interviewing one person, there will be four of us on the show. I’m sure you’ve experienced this because there are shows where there are two hosts and they bring a couple of guests on and that type of thing. We’re going to do that as well. The reason I want to do that is that I know that our industry, loan officers, and realtors alike, need help.

We’re in a situation where people need help being able to manage the volume that they have, yet at the same time, there are people that are struggling. I know that people need help and I want to be able to give more help to more people. If you are interested in being spotlighted, there’s a couple of things about this. One, being on a show up levels your credibility. We just did an analysis. I’ve been on over 800 podcasts, either my own shows or a guest on a podcast and it does increase your credibility with your clients and with your referral partners. Being on a podcast does that for you. That opens up other opportunities where someone else will listen to you and say, “Could you be on my podcast as well to share your story?”

Number two is I want to help you solve your problems. A lot of people use the term very loosely, but a true mastermind is a round-robin or sometimes a hot seat. I might be scaring a few of you off by saying that, but it’s a hot seat. Imagine four of us and I’ll be one of the people and then one person says their challenge, “This is my big one challenge.” I get, we all have lots of challenges, but what is the one big pressing challenge that you have? The other three of us, me and two other people will be asking questions saying, “For clarity, I need to understand. What is your challenge?” They are specific questions and the person gets to answer the question. They can’t go down a rabbit hole. They just have to answer the question. We all do a round-robin of asking questions and then the three of us provide ideas or solutions to that person.

Sending newsletters is not engagement. You need to get out there and nurture relationships. Click To Tweet

You have to think of it this way. If you were to go to the beach and lift up, bend down and scoop up sand, a lot of the sand would go through your fingers, but there would be some left. The purpose of the mastermind is for us to give you ideas and for you not to respond with, “Yes, but. Yes, I tried that once,” but rather for you to respond with, “Thank you.” It’s up to you whether you take action on it, but you’re hearing from other people who will give you the feedback. In a sense, it is a semi coaching session with me and I’m going to be doing this at least once a month. Perhaps, we’ll get to the point where we’re doing it twice a month. It depends on you. It depends on whether you’re reading, you take action, and decide that you want to put yourself out there to grow your business.

One of the things that we hear a lot and I’m going to give you a couple of things. One is Warren Buffett. He says, and I’m paraphrasing, “The weakness in any business owner is not asking for help, being too proud to ask for help. The strength of a business owner and an entrepreneur is knowing they don’t know all the answers.” If you’re willing to be vulnerable, which will attract clients, get the questions answered that you need and get this mastermind of people coming together, then email me at, saying, “I would like to be a guest on your mastermind in Mortgage Lending Mastery.”

When we do this, that one person doesn’t get all of their answers. We go to the next person who gives their challenge. We round-robin and we give them answers. They say, “Thank you,” then we go to the third person and that’s what we’ll be doing in the show in 2021. I’m excited about it because it lets me do what I love to do, which is to continue to help people. If you’re interested in it, you have to take action because believe me, this will fill up fast. We are now at 67,000 subscribers on this show. That means 67,000 people are reading this blog. We’ve got 30,000 downloads a month. That means the competition is going to be tough to get in this.

It may be that when you email me, I say, “Yes,” but I may not be able to help you until 2022. The faster you can take action, the faster you can email us at It will be first-come-first-serve. You have to be on video. You cannot come in and check into a summit or an event and then go hide in the closet or hide behind the curtain. You’re going to have to want to do that as well and we’re here to serve you. That’s why we’re doing this. We’ll continue to have our guests on and I’ll continue to do monologues where I see the need to be there like this one. That’s the second thing I want to tell you. One is to thank you for your support and two is I would like love to have you on my show so that we can increase your credibility and climb you up to a new altitude in your practice as we start tipping our toes into the soaring twenties that we’re about ready to experience both real estate and lending.

Five Simple Things – A Year-End Gift

Here’s what I want to give you. As we approach the end of 2020, quite frankly, it doesn’t matter that we’re at the end of 2020. What’s important is that we are nurturing our community, our database. I call it our entire community. That means our alumni clients. They are not past clients. Past is past. They are gone. Alumni always come back. They always support financially and verbally. They always say, “You have to go to that school. That school’s great.” They are supporters of ours. They recreate loyalty by nurturing our database and our community. I want to be directive here.

This is something I teach my more advanced students in management. There are a couple of things that happen in management. Most managers, especially in our industries don’t get trained on this, but there are two types of styles that you could be with your subordinates or the people that work on your team and that is directive and supportive. You obviously know the supportive. It is like, “I’ll just support you. You got this. You can do that. Go make that call. You can do it.” A directive is telling them what to do. There are certain times you would need to do that and certain times you don’t. That’s a whole other class, but I’m going to be highly directive with you because this is a big concern for me. I’ve been through many of these. This is our eighth what I would call a big refinance boom. You have little ones here and there, but a big market shift. We know everybody is high on the hog. Everyone’s in momentum. You have to read some of my blogs or some of my classes to understand what that means.

My concern is in December 2019, people were singing the blues about this business, “Should I stay in it? I don’t know what to do. How do I make this happen?” Now, everyone’s giving themselves high-fives, “The best year ever. I’m killing it.” I am thankful that you are, and I congratulate you on the work that you’ve done. You are propelled into momentum, but when this goes away, when we’re not in a refinance boom, and the market isn’t giving us the business, what is that going to look like for you? Are you are going to fall back down to the earth because you can’t ever get to sustainable momentum without going through formulation and concentration to get to momentum and the momentum then gets you to stability?

I don’t want you to think you have a false sense of security now in momentum and stability. Some of you may have strong momentum. You were prepared and it happened and you were able to take complete advantage of COVID and what it’s done for you, not to you. Whereas others may not have been prepared and then others who weren’t prepared, but had been in the business long enough are able to get business. How much did you leave on the table because you weren’t prepared with the formulation and the concentration, otherwise known as structure time-blocking? It is knowing exactly what your plan is coming to work on purpose so you can go play with passion.

Here you are in momentum. You’re busy. When this goes away, I don’t want you to be behind the wave or on the wave. I want you to be ahead of the wave. When everyone else goes, “What happened? There’s no business. What do I do?” They all go out and droves and try to do the same thing. I want you to be miles ahead of them and as quickly as you possibly can get miles ahead of them. That’s something that I’ve talked about for years is multiplying your results in record time. You can do that when you’re very intentional, laser-focused and clear about what your activities should be for your practice, customizing your practice for you. Not trying to do what everybody else says you should do, but doing things that are specific for you, your personality, your style, your life needs and your practice. What do you want to achieve?

Maybe you don’t want to be a $100 million producer. Maybe you just want to do $40 million or $20 million a year and be sustainable, but you want to be able to do it in a way that allows you to poke in, do your work and then leave. Maybe you want to do that with $100 million a year, regardless. That’s what I coach on and teach on. I’m going to be directive in an area of community and I’m nurturing. I find that many people in our industries neglect their database and community. They closed the sale and off they go. They haven’t had conversations with people for years.

Thankfully, some of them have called you to refinance or to sell, but how many more went someplace else because you didn’t call them? How many more haven’t even taken action and could lose out on a perfectly beautiful opportunity to have a lower payment and interest and create wealth, but you’re too afraid or you’re not organized enough to call them? I’m going to give you five simple things to tell you, if you put these in place, you’re going to start creating your structure and your foundation so that when this goes away, you won’t have to be like everybody else going up.

MLM 271 | Mastermind Series

Mastermind Series: Don’t try to do what everybody else says you should do. Do things that are specific for you, your personality, your style, your life needs, what you want to achieve.


Number one is you got to start doing annual reviews. I don’t care if you’re a real estate agent or a loan officer. If you closed five families, then those families need to have a phone call the next year in December. If you closed five families last December, those families need to have a call now. If you’ve never done this, your entire database needs a call now. This is a perfect time because we’re ending and starting the year. Whether you call before the year ends or right after the year begins, it’s the perfect time to call and say, “It’s time for us to take a look and do an annual review of your mortgage and your real estate. Make sure that we’re answering all the questions that you have. We’re giving you timely updates on what’s happening in the marketplace and we’re assessing a perpetual approval. We’re preparing for the future that maybe you will be listing your house or you’re buying a house later on.” What we’re doing is we’re preparing so that come January, you can start calling people from last January or ten years ago January so that you’re doing annual reviews.

That’s number one. You have to reach out to your clients. It’s imperative. Statistically, year after year, I don’t know the sources, but I’ve seen it statistically. Sixty-seven percent of your database will be next year’s business. If you close 100 transactions this year, 67% of transactions for next year are sitting in your database. You’re sitting on acres of diamonds, yet, you have your binoculars looking out there for new opportunities. Don’t get me wrong, we need new opportunities and you should be, but that’s not the only thing. You’re already sitting on these acres of diamonds that all you have to do is do a little digging.

Number two is call your clients for their birthdays. I know this seems mundane. I don’t care how you do it. One video a month that says, “Happy birthday.” You don’t say their name or you pick up the phone and call each person individually or you text them or you do a combination. Definitely not social media, unless you’re going to do it with a video because it gets lost. I just had my birthday and I got over a thousand happy birthdays. I’m not responding to that, but I had one person who picked up the phone and called me on my birthday to wish me a happy birthday. Everybody else was on social media or even texting with little pictures of birthday stuff, which I appreciate. It’s better, but only one person called me to wish me a happy birthday.

I remember that person and I will remember that person as time goes on because that person is a speaker. Don’t think I want to have that speaker on one of my stages. The rest of them, maybe. Call them on their birthday. The idea of calling them on their birthday is to celebrate them and to celebrate your relationship. Call them and say, “On your birthday, I want you to know how much I appreciate you.” You don’t make it about you. You make it about them. You make them feel good. You puff them up on their birthday, celebrate their life and what impact they’re making on other people in their life. That’s you by saying, “I wanted to call and wish you a very happy birthday. I hope you’re going to have a great time. What are you guys doing? The reason I want to call you is that I want to celebrate with you and how I appreciate you. I’m so grateful that I have met you.”

That’s it. Not, “I appreciate you gave me business, that we did business and I made money off you.” “I simply appreciate you. I’m grateful that I have met you and you’re in my life.” That person will be beaming from ear to ear and you will have done something completely different than everybody else. Print your database, get all those birthdays in there and plan them out so you can make phone calls to people. If you don’t get them verbally, then in person, leave a message. If you don’t get them in person, you call and you don’t want to leave a message, do a quick video and say, “I tried calling you and you didn’t get that. I want you to see my face how happy I am for you.” Do whatever you need to do, but you need to celebrate their birthdays. It’s an opportunity for you to show appreciation and gratitude. That one simple call will come back to you tenfold.

Number three is client events. I don’t care that we’re in COVID. I have had events all year. I have done Breakfast and Bagels. I’ve done a Brunch n’ Learn. I have done Flannels & Fire Pits, where we had people come over and they were at our house with our big fire pit. We’re six feet apart. We live on 21 acres so we’ve had people come over and do that. I have done summits. I have done workshops. I have spoken at summits. I have spoken at mortgage companies at their sales rallies. I’ve spoken at their sales meetings. I’m coaching one company. I’m coaching all of their managers to be better managers. It is no excuse that we’re having to communicate on social media, through Zoom, StreamYard or whatever mechanism you do.

You can hold an event for your clients. You can hold an event for your referral partners. You can put your own mastermind together. You can do a virtual book club. You can do a virtual cocktail party. You can do bring your favorite mug to a breakfast meeting. You can do profits, pancakes and pajamas, and having a meeting from 8:00 to 10:00 in the morning where everyone’s doing a mastermind or everyone’s helping each other in their business grow. Be selective of who you invite. You don’t have to invite everybody. It doesn’t have to be huge. It has to be important. Book some client events. Get yourself out there before everybody else is getting themselves out there. We have vaccines coming and I know we have some states that are completely closed down. We don’t know what’s going to happen, but why are you waiting for your success? Pull it on in, get it going and have a client event.

Number four, your clients are looking to you for advice. They’re looking to you for, “Maybe I shouldn’t refinance. Maybe I shouldn’t buy it. Maybe I shouldn’t sell it. Maybe I shouldn’t get a loan. I’m afraid. I don’t know what’s going on. How is that going to impact things?” I know my son is doing a whole bunch of crazy things because he thinks beginning the first of the year, there’s going to be all kinds of tax and he’s going to lose all kinds of money. What are you doing to make sure that you are the resident expert, the market influencer for your clients?

If they’re not listening to other people and someone accidentally drips into their life and now, they’re listening to that realtor or that loan officer, what are you doing to ensure that you are the person that they’re looking to? Here’s what I’m going to tell you to do, do a video and stay neutral. Don’t go one way or the other and political. Stay neutral like, “As your lender, your real estate agent, or your realtor, it’s my obligation, my fiduciary responsibility to keep you updated on what’s happening. Now, we’re still indecisive, but here’s what I’m hearing out in the world. Here’s what I’m hearing about values about what’s going to happen in the real estate market. Here’s what I’m hearing in the mortgage space. What were the rates be? Will we get back jumbo loans? Will we get back non-conforming?” I am not using those words because they don’t understand them, but what is it that is going to be happening?

Stop being invisible and be a leader in your marketplace. Click To Tweet

Give them some guidance and then offer a call to action. It is simple. “If you have any questions about anything related to mortgage, call me. If you have any questions about anything related to real estate, call me,” or both. Partner up with your partners and say, “I have a question about the mortgage and I don’t know the answer. I have a question about real estate and I don’t know the answer.” Be the leader in the relationship. I don’t know if you are aware of this or not, but you can find it all over social media. You can find it over all the shows I do. Leadership is the word for 2021. Leadership and leaders are taking us out of COVID.

When we all can open up those doors, I remember watching Twister one time and they open up. They go into the cellar and then they opened it up. They come out and they’re looking around and wondering what’s going on. Everybody’s walking out that way and go, “What do we do?” We need leaders. You can be the leader in your marketplace, your community and your database. Don’t sit back on and lean into this. Stop being invisible and become invincible for your community. Get ahead of the way.

Last but not least, I credit this to my dear friend, Carl White, who talked about the ABC calls. Here’s how the ABC calls work. Print your database from A to Z on December 31st. It’s all last names. Go through it. If you run across a name that makes you cringe, delete them because life is too short. You need to be working with people that compliment not complicate you and your practice. Get them out of your life. It’s all anew. It’s a refresh. They’re worthy of working with you. They don’t get all the wonderful things that you’re going to be providing to people. Client or partner, it doesn’t matter. If this hurts when you think of their name, move on, but list everybody from A to Z.

We know the alphabet is 26 letters. We know that half of a year, six months is 26 weeks. A full year is 52. On the first week of January and July, you call everybody in your community who has the last name of A. Regardless of whether they were a prospect who went someplace else, they’re an alumni client, they are referral partners, they are someone you met at a networking event and you can’t remember them, but you didn’t delete them because their name didn’t make it you cringe. You call everyone with the last name A. The second week B, third week C, and the fourth week D. By the time you get to June 30th, you will have called everyone in your database. When you repeat it from July to December, you will have called everyone in your database twice a year, plus their birthday, the annual review, market updates, and any events that you’ve had, whether they’re 1, 2, 3, or 10 of them. It doesn’t matter.

That’s how you keep in touch with your database. That’s how you nurture that database and engage. Yes, you’re going to be sending newsletters if that’s what you want to do. You might be sending holiday cards, Thanksgiving cards and then quirky things in the middle of the year. You may be doing pop bys and you should be writing thank you notes to every single person you have a conversation with. Even if that conversation is you leaving a voicemail because they’ll think of you for that moment and then two days later when that card comes in the mail, they’ll think of you again. That’s what you want. That’s how you nurture. Sending newsletters is not engagement. It is marketing.

Nurturing is cuddling, holding, touching and engaging. There’s a definition for it too. The opposite of engagement is a loss. You are lost when you’re not engaging. You have to be engaging. If you want to contact your database more freely, you call As and Bs in the first week, Cs and Ds in the second week, etc. You will have contacted everyone in your database for the first quarter of the year. You might want to consider doing that in getting it to everybody the first quarter if you’ve not reached out to them in years, and then using the second quarter to implement the appropriate letter in the alphabet to call them back again as we’re getting towards the busy season of what we do and getting into the spring and the summer. Do your A, B, C calls.

The encouragement that I would say to you is you need to print your database every quarter because as you meet new people, you’ll be able to bring them in. As people fall out of favor or tell you to stop calling them or whatever the case may be, you want to take them off. You want to make sure that it’s always up-to-date at least on a quarterly basis that you know who you’re calling all these people. I’m going to give you a little bonus really quick on it. I forgot to tell you that there are some people that I was talking to because it’s a little trick. You’ve got a list of As and let’s say you have 50 of them. You don’t want to go down A, B, C, D and say, “Here’s an alumni client. Here’s a prospect. Here’s another prospect. Here’s an alumni client again. There’s a partner.”

You want to compartmentalize all of those As so that when you making a time block. Let’s say your time block is three hours that you’re going to do all these 50 calls. I would not recommend that by the way, I would spread this out throughout the week. “The time blocks that you put in there should be A prospect, A not converted, A alumni, A realtor, A referral partner.” It should be broken out like that so that you’re making similar calls because you’ll get through them faster. You’re making all of your calls to your realtors who have the last name A because you’re speaking the same thing over and over. You’ll get through them faster. You won’t have to move your hats around, change hats and say, “Who’s this one again?” Get them all compartmentalized so you’re calling the same people at the same time and then move to the next grouping of people and spreading it out through the week if it works that way.

MLM 271 | Mastermind Series

Mastermind Series: Make sure that you are the resident expert, the market influencer for your clients.


That’s why I’m not suggesting that it works that way or not. It’s your system. It’s your customized plan. If you’re calling 50 people with A, the natural tendency is to say, “I’ll call ten a day,” but if you only have one alumni client in there, you could save time and not use all of it to call them and do other activities, and then compartmentalize the balance of them. Maybe you’ll have to have a little longer time block and the next day, but it’s, however, you want to work. The key is you’ve got to make these calls. This is like Buy One, Get One free, BOGO.

You want to be able to get business and then get more. You don’t want to get business and then have to put your binoculars on and try to find more business. Get more from everybody you’re calling. Reaching out to them will trigger them. Statistically, I found this because I tracked it. If I made a phone call to somebody, let’s say, I made ten calls that day. Within two days, I would get a minimum of referrals from one of those ten. Once you’re in that pattern every day that you make calls, you’re getting referrals 2 to 3 days after and maybe even more.

If you’re making that call on that day, you’re getting referrals too from the previous days. If you want more referrals, you need to call your database and chat with them. Call them and celebrate their birthdays. Call them and make sure they have perpetual approval or they’re prepared to sell or buy a house. Find out what’s going on with them. Bring them into your fold, into your inner circle by inviting them to events. People are all about FOMO, the Fear Of Missing Out. Bring them into your events. I’ve had people that can’t come to an event but send business anyway, saying, “I can’t come to your event and I feel so guilty. Here’s some business.” “We’ll take it.”

What’s important is those market updates. As time goes on, “The spring market’s coming up. Here’s what we’re hearing. Homes are going to be this. Rates are going to do that.” Give them those periodic updates on a regular basis. I hope that you take these five things for you to implement. I know it’s slowing down a little bit. My husband’s still in the business. I have clients all over the country. I know there’s a little bit of a slow down before you freak out and go, “Where’s our business is going to be next year?” or before you go, “Finally, I can take a break,” and let your business fall off, implement these five. Get them in place.

Go print your database and you’ll find out when you’re going to do your annual reviews. You print your database using your birthdays and you’ll find out when you’re going to do the birthdays. You’ll know your ABCs and then get to your calendar and do client events. Get some client events put on your calendar so when you’re talking to these people, you can say, “By the way, I’ve got an event coming up. I’d love for you to come. Can you make it? Can you put save the date and then put it in there?” When the time comes for the event, you already have a plethora of people that have already committed. You simply email to confirm rather than emailing to say, “Come on.”

Don’t forget your market update, “Happy New Year. I just wanted to give you an update. This is the perfect time to give you an update on what’s happening. As we’re in this situation, we don’t know what’s going on with COVID. We don’t know what’s going on with presidents. We don’t know, but I want to be here and be that voice. If you need me, I’m here to serve. Give me a call.” That is simple, but you have to put it into action. I can’t do it for you, but I can encourage you. I hope that you’ve enjoyed this episode, giving you some content that will help move your business forward. You should be sharing this with other people in your office and with your partners. If you’re a realtor, share with your lender or with your title company. Everybody, share it. This is something everyone can do. It’s a perfect time to re-engage with everyone. We gave you a little bit of content.

Being too proud to ask for help is a weakness. Being vulnerable is a strength. Click To Tweet

Also, I want to remind you again that we’re doing masterminds in 2021. If you would like to have some personal coaching or some semi-private coaching through a show that is an hour-long, email us at Last but not least, I want to go back and say, I appreciate you. I’m so grateful for all of the comments that people make, the instant messages, the texts I get and the beautiful reviews that you’re giving me. Thank you so much because this is hard to do. Whether people believe it or not, it’s hard to stick your neck out and be subject to, “She’s this and she’s that,” and have people say things about you. It’s hard to be put in the spotlight but I continue to do it because I have so much passion for serving people. I am passionate about helping you and your business grow. Notice I said you because it’s about you growing just as much as it is about your business growing.

One other thing I want to tell you is if you love this show and you have gained something from this, I’d like to hear about it. Tell me about your experience. That’s all you have to do, like, “I’ve been listening to the podcast and here’s what I did. I learned this one thing X years ago, I implemented it and it changed my life. I listened to this podcast for the first time, and this is what I got out of this.” I’m asking for your help. I’m asking for you to consider providing me with a testimonial about your experience in your interaction with me so that I know what is resonating with people.

It is so hard not knowing what people are receiving from what I’m putting out there. I wish you the best in the soaring twenties. This will be my last monologue in 2020. We’ll be celebrating our anniversary on January 1st. You’ll be seeing that all over social media, as we celebrate all those that have contributed to the success of the show, changing and impacting people’s lives. I wish you a Merry Christmas, Happy Hanukkah, Happy Kwanzaa and a Happy New Year as you go into the roaring twenties of 2021 and beyond. We’ll talk to you soon.

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