The vast majority of loan officers are earning under $75 000 per year, while the top earners are earning upwards of $500,000 annually. What is it that separates the top earners from this mediocre majority? Do they have a secret recipe that the rest of us don’t know about? On this episode, we’re discussing the traits shown by top producers.      Takeaways  Commitment and decisiveness are vital traits. We need to go all-in on achieving our goals, and refuse to entertain back-up plans or option B’s. Top producers don’t even consider failure an option. Top producers don’t automatically have a secret recipe; they learn it from other high achievers. To be successful, we need to be willing to learn from others and leave our egos at the door. We have to be resourceful to win. That means finding a way to achieve, no matter the circumstance.   At the start of the episode, we spoke about the vast difference in income between top producers and the mediocre majority. We discussed the importance of mindset in cultivating success, and learnt that being a top producer doesn’t mean sacrificing more. In fact, if we believe that sacrifice is needed for success, we’re only holding ourselves back. We also discussed:  Why staying true to our values is necessary How we need to accept that success doesn’t always come easily How to view big obstacles as a prelude to big successes The massive disparities in income between the average, mediocre loan officer and top producers all come down to mindset. Top producers are in the 1% of loan officers because they’re unwilling to compromise on their dreams. However, no one has all the answers right at the start. If we want to get ahead in the mortgage business, we need to be willing to listen to those who have achieved our goals. We can separate ourselves from the mediocre majority, but we have to be willing to find a way to win regardless of our circumstances.  

  Something most loan officers seem to struggle with is a resistance to recruiting Realtors. What keeps holding us back? How can we overcome our call reluctance and get rid of the almost universal mind block? On this episode, mortgage industry legend and coach, Peter Fickeisen shares why LOs resist recruiting Realtors- and how to overcome our reluctance.     Takeaways  Most loan officers avoid recruiting Realtors because we’re scared to get out of our comfort zone. To become more comfortable around others, we need to be more comfortable with ourselves.  For more successful interactions with Realtors, we need to know what we’re going to say to them. Write a list of points to speak about and guide an effective conversation. Build relationships with Realtors by organizing appointments and reminding them of your purpose. Don’t arrive at their offices unannounced, and don’t waste time. At the start of the episode, coach Peter Fickeisen shared the top 3 things holding loan officers back from reaching out to Realtors. He then explained what we can do to combat the issues, and reminded us of the importance of our mindset. We also discussed: How to start the day with confidence What value we can offer Realtors The importance of working with people whose personalities suit our own   Call reluctance is something that affects most loan officers, but it can be easily combated. We need to focus on our mindsets and build our confidence to overcome anxieties over leaving our comfort zone. We can also overcome our anxieties by becoming more prepared. Calling Realtors doesn’t need to be a source of distress- we just need to stop overthinking the process.   Guest Bio  Peter Fickeisen is the Director of Business Development at Luxury Mortgage Corp. With over a decade of experience in mortgage banking, Peter has originated over $1 billion in home loans. He is passionate about creating and maintaining great relationships with clients and partners alike, and is known as a shining star in the industry. To find out more about Peter, visit: https://www.linkedin.com/in/peterfickeisen  And for more on Luxury Mortgage Corp., see www.luxurymortgage.com 

  We all want to go further in business, but sometimes we spend too much time focusing on small issues and not enough on the bigger picture. How can we increase our production and productivity, without sacrificing our personal lives? Where do so many coaching programs get it wrong? On this episode, branch manager at Integrity Mortgage Group, Samuel Borthwick shares how we went from $11k a month to over $87k a month- without sacrificing his role as a husband and father.       Takeaways  Don’t bully yourself into thinking it’s impossible to be a successful mortgage professional with a healthy personal life. It is possible- and within reach! Know the motivation for success. While we want to make more money, most of the time our drive is based on a desire to do more for our families. Be wary of coaching programs that teach us to work harder and longer- it’s not necessary.   At the start of the episode, Samuel explained the moment he realized he could achieve more. He then shared the process he went through in order to get to where he is now- from bad coaching programs that taught him to work harder, to a more sustainable approach. Samuel mentioned that while he’s in a better place now, he’s still motivated to keep learning and moving forward every single day. We also covered: The importance of perspective. How ‘smile and dial’ tactics not only drain you, but push prospective clients away. How to move from a mindset of ‘have to’, to one of ‘get to’   Many coaching programs get it wrong by suggesting we need to work harder and sacrifice more of our time in order to reach our goals. The reality is, we have the ability to maximize our production without giving up any of life’s more important moments. Once we understand what’s motivating us, we have a better chance of working with the bigger picture in mind. Guest Bio Samuel Borthwick is the branch manager at Integrity Mortgage Group. After joining the Mortgage Marketing Coach in October 2018, Samuel has seen tremendous success in both business and in life. Samuel is a dedicated husband and father, and relishes any opportunity to spend more time with his family. To find out more about Samuel, head to https://www.facebook.com/waloanexperts.com 

So many mortgage coaches promise single solutions that supposedly guarantee success. Are any of these singular options capable of creating longevity in the mortgage industry? If one-trick pony solutions aren’t a good idea, what should we be doing instead? On this episode, I share how we can build recession-proof businesses by diversifying our strategies.   Takeaways  Abandon the idea of a ‘magic pill’ that can transform your business. There is no single solution for long-lasting success. Diversify your tactics so you don’t need to rely on only one strategy. The more back-up plans we have, the more we safeguard ourselves from any potential turbulence.  Take a multimedia approach to marketing campaigns. Use video, social media, direct mail and emails to ensure you touch base with your entire database and leave as little money on the table as possible. At the start of the episode, I explained why we need to stop searching for single solutions to create recession-proof businesses. I mentioned how issues beyond our control have the ability to impact our businesses. The episode ended with a suggestion of how to offer amazing value to clients that separates us from the herd and puts us in the lead. We also discussed:  Why we need to stop relying on strategies that worked a decade ago The importance of having a clearly defined strategy Why it’s vital to be proactive   In a world where everything is made easier and faster by technology, it’s natural for us to want quick, easy solutions to success. However, the reality is that for longevity, we need to have multi-pillared approaches to business. The great thing is, a diversified approach doesn’t automatically mean a more difficult route- on the contrary, if we build multimedia, multi-pronged businesses today, we proactively protect ourselves against recessions in the future. 

Dealing with Realtors can be bring a lot of drama, especially if we’re dealing with arrogant agents. How can we take control of our partnerships and start choosing the ideal Realtors we want to work with? Do we have to work our way up the ranks, or can we start with the top dogs? On this episode, we’re discussing how to close more deals, without the drama.   Takeaways  Forget about the bottom feeders. The fastest way to the cash is through the top dogs, so we need to offer them unique value from the start. Look for a select group of solid partners who send all their business, rather than a wide range who send a few clients. Take control of partnerships: we should be interviewing Realtors, not the other way around.  At the start of the episode, I spoke about the importance of aiming for top dog Realtors. I then explained that to attract industry winners, we need to become winners ourselves. Without unique value and self-belief, we can’t expect others to believe in us. I also discussed:  Why we need to become indispensable How to own our power Why we need to stop overcomplicating our approaches   Mortgage transactions become dramatic when we lose control over the processes. Control is key, especially if we want to avoid receiving phone calls from distressed Realtors at 10 o’clock on a Sunday night. We need to identify the unique value we bring to the table, and start owning our power and capabilities. We have it in ourselves to win- so what’s stopping us from dominating the market right now?

So many of us have been told that without a constant grind, we’re doomed to mediocrity. While there is certainly a need to grind at times, are we destined to overworking ourselves for the rest of our lives if we want to see success? How can we move away from that mentality, and start seeing results without putting in tons of work? On this episode, I’m sharing how you can get out of the grind, and move towards actually making money with fun, flow and fulfillment.     Takeaways  It’s important to identify our unique ability and do more of the things that have us performing optimally. These are the things we’re so good at, we may even lose track of time while doing them. Remove the grind strategy. If we’re working hard because that’s what we’ve always done- we have to stop. It’s time to stop repeating the strategies that are tiring us out. Get out of the grind mentality. Many of us believe we have to work hard because we’ve been programmed to think that way from childhood. That isn’t true- we need to start believing that we’re capable of great results without overworking ourselves.   At the start of the episode, I emphasized the importance of the grind when taking our lives to the next level. While I mentioned that it’s inevitable to go through challenges from time to time, however, I then explained why it’s important that adversity only takes up a small portion of your time.  I also discussed:  How to dance in your strengths and do what you LOVE How grinding can actually hold you back from success How to get out of that grind mentality   In business and in life, there will always be challenges to overcome. However, the way we approach those challenges makes all the difference. We need to stop limiting our abilities by believing we’re incapable of achieving your goals. Remove the strategies and mindsets that have been imposed on all of us, and start cultivating million-dollar beliefs. Own the fact that we have greatness within us, and that we are born to win.

Falling into a rut is something many Loan Officers experience in their careers and it can be difficult to get out of, especially when business is still doing fine. How can we stop settling for less? How does empowering our team impact our business growth and personal freedom? What do we need to surround ourselves with in order to boost our excitement and success? In this episode, Houston-based LO Robert Spiegel discusses the struggle of boredom and stagnation, and the changes and impact Mortgage Marketing Coach has had on his enthusiasm and business success.     Takeaways  We often soften our problems by thinking we’re doing well relative to others, but when we hold ourselves to our own standards, we stop settling. When we empower our team to be independent and autonomous without us, as well as confident and competent in our absence, we’ll forge a real business that can set us free. We need to be involved in conversations that are bigger and better than us with people who have ambitions and goals because what we surround ourselves with becomes our reality. On this episode we discussed how we can grow our business by shifting our mindset and dealing with change head-on. Next, we talked about how to stop settling by thinking we’re doing  better than others. Robert also explained how the Mortgage Marketing Coach helped him out of a rut and almost doubled his production in just three months.   We also discussed: How to rise above complacency How empowering our team grows our business and sets us free How to manifest what you want FASTER and easier   It’s common to feel bored and stagnant in our careers, even when we are producing enough. By empowering our teams with the autonomy to make decisions, we make room for our business to grow and give ourselves more time to focus on leadership and business development. When we lower our standards by only comparing ourselves to others, it only softens our problems. We need to hold ourselves to our own standards so that we can stop settling and start growing. When we let go of negative people and negative influences, we make space for the people and conversations that will help us grow and succeed.

To be successful in life, we must develop a success mindset. Stinkin' thinkin creates stinkin' results. Champion thinking creates champion results. All movement without is preceded by movement within. Our outer world is simply a reflection of our inner world. How can we program ourselves for massive success? Can we train ourselves to become confident, self-assured, powerful? On this episode, loan officer, Kira Truett explains the role mindset played in her quintupling her income in just 4 months.     Takeaways  Think like your future self. Tap into the mindset of someone who has already achieved wealth, and start behaving like them today. Interview real estate agents, rather than letting them interview you. Look for people you want to work with, and stop attaching yourself to agents whose values don’t align with your own. Think from a place of abundance, and don’t allow yourself to think of the worst case scenario. Focus on what could go right, rather than what could go wrong.   At the start of the episode, Kira shared her motivation for success. She talked about wanting to spend more time with her family, work fewer hours and make more money. She also explained what led to her multiplying her earnings six times.  We also discussed: How to keep home time separate from business time Why we should surround ourselves with our accomplishments How to avoid overspending while motivating yourself   Visualization is crucial to success, so it’s important to think like a winner. Just hoping for success is not enough- you have to be willing to win now. Pay attention to your mindset, and make sure that whatever you do to behave like your future self isn’t harming your financial wellbeing at present.   Guest Bio  Kira Truett is a loan officer at Fairway Independent Mortgage Company. She first broke into the mortgage industry after working as a real estate agent, and seeing first-hand the challenges of the home buying process. In just four months as a loan officer at Fairway Mortgage, Kira managed to multiply her earnings by 6. To find out more about Kira, head to https://www.linkedin.com/in/kira-truett-54b265122

The mortgage industry is faced with a lot of challenges that can make running a business turbulent, but there are always top producers who thrive and achieve massive success regardless. What success-unlocking secrets can we learn from these people? What are the signs and symptoms that we are doing things the hard way? On this episode, I talk about the three X-factors that set the top dogs in our industry apart, and how we can emulate their success in our own businesses.     Most people focus on doing more, top producers focus on becoming more. -Doren Aldana   Takeaways  We’re not in the mortgage business, we’re in the marketing business. To make a profound breakthrough in our businesses, we have to accept that we are marketers first and follow through by making sure it reflects in our daily activities.  We have to work harder on ourselves than we do on our jobs. In order to succeed, we have to master a success psychology, which will then impact our results.  Never invent, always improve. Don’t try to create something from scratch. If we emulate a formula that’s already successful we cut out a lot of pitfalls, and we get to our desired result faster.    At the start of the show, I talked about how some people are always able to survive and even thrive through market turbulence, and how they manage to do that. Next, I talked about how ignorance isn’t bliss and why it brings nothing but struggle. I also shared why there’s a huge difference between doing mortgages and marketing mortgages, and the inner game of success most people are asleep to.     We also discussed; The importance of having a success identity  The power of emulating and following a proven formula Why we have to first become more if we want to have more   Many people look at successful people and think they have secret cheat codes that nobody else can implement, but we too can access them. There are 3 key things that separate the high achievers from the mediocre in this industry. It’s about focusing more on marketing and less on mortgages, cultivating the right mindset for success and emulating and building on what’s already working. Unlocking these secrets and implementing them in our lives will be highly impactful to our success, and profound and instantaneous in the transformation it brings.

A lot of loan officers cold call Realtors offering "great rates" and "great service", and then wonder why it ain't working. That's doing it the HARD WAY. What should we do to become Realtors’ exclusive lenders? Why -- with all we have to offer -- aren't they giving us the time of day? How can we portray our value proposition effectively? In this episode, Chris Reale explains what makes a great value proposition and the importance of catering to Realtors’ needs in order to become their exclusive loan officer.     If you’re not getting business from Realtors, it’s because you didn’t do a good job of finding out how you can help them grow their business. -Chris Reale    Takeaways  The two main reasons why we don’t become Realtors’ exclusive lenders is because they either have great relationships with loan officers, or we didn’t position ourselves correctly with our value proposition. We need to be a value-added resource over and above what we do on the mortgage side because if we’re not getting business from Realtors, it’s because we didn’t show them how we can help them grow their business. We need to be able to portray our value proposition effectively in order for Realtors to see its value because our job is not just being a good loan officer, but also a good marketer.   On this episode we discussed the real reasons why Realtors aren’t sending us business, and what we need to do to become their go-to loan officer. Chris Reale explains the impact our approach has on our business success, and how we should be adjusting that approach as well as our pitch in order to bring real value to realtors and grow our business.   We also discussed: Why we aren’t becoming Realtors’ exclusive loan officer Why great rates and great service aren’t enough How to build and portray our value proposition A lot of what affects the business that we get from Realtors has to do with mindset, approach, value proposition and taking the time to find out the need and then sell to it. We can position ourselves to become the exclusive lender of the Realtors we approach by really showing them how we are going to help them grow their business. When we build our pitch around what we’re going to do to cater to their business needs, we can build our Realtors’ business as well as our own.    Guest Bio  Chris Reale is a Real Estate and Mortgage entrepreneur from Boston, Massachusetts who founded and managed his first financial services company at the age of 24. He is the Owner of CJReale Consulting Services, and Co-Founder and Certified Massachusetts Real Estate Instructor of The Real Estate Edge. Chris helps Real Estate and Mortgage professionals scale their business with predictability by utilizing his Digital Agent Mastery Plus Consulting Program. His company grew from 1 employee to 30 employees with revenues of over $2,000,000, and funded over nearly $1,000,000,000 in residential loan transactions. Chris now spends his time as a digital and non-digital marketing consultant who helps Real Estate and Mortgage companies profit wildly through digital marketing. Chris' clients are some of the fastest growing companies in the U.S. https://www.chrisreale.com/

Most mortgage professionals agree that they’re spending way too much time working for the results they’re seeing. How can you break free from the endless cycle of working harder and longer? What’s causing you to stay in that cycle in the first place? On this episode, I explain the 3 big reasons why you’re staying in the struggle.      Takeaways  Work on the business- not in a job. Parkinson’s Law states that we’ll use all the time we allocate ourselves, even if we’re capable of doing it in less. We need to be more strategic about how we use our time. It’s important to stop believing we’re the only ones capable of getting it done. Having a scarcity mindset and thinking we’re the only person for the job ultimately makes us less efficient and takes up more of our time.  We shouldn’t drain our energy by working harder than we need to. By overworking ourselves, we’re putting ourselves in a prison of our own making.   At the start of the episode, I discussed the harsh reality for most mortgage professionals: an income barely above the poverty line. I mentioned that because so many mortgage professionals are so focused on their income, they’re not paying attention to the unnecessary extreme hours they’re working.    We also discussed:  Leaving a legacy Creating a business that thrives without us How to stop being the bottleneck in our system     So much of our success in the mortgage industry comes down to our mindset. To truly make your mark on the industry, we need to be strategic with our time and believe that we’re not the only person capable of doing the activities in our business. We need to stop spending so much of our energy on the things that don’t serve us. We can double our efficiency while halving our hours.

Often, mortgage professionals don’t reach their full potential, purely because they aren’t following the right steps. What steps should you be taking to ensure you achieve the success you deserve? How do you go beyond lead generation and start converting more effectively? On this episode, I’m sharing the 3 critical skills every mortgage professional needs to master for success.     Remember: lead generation isn’t just about quantity. It’s about quality. -Doren Aldana   Takeaways  Lead generation is the first crucial step you must take to success. Make sure your leads are fruitful, and concentrate on quality over quantity. The quickest way to give yourself a pay raise is by doubling your effectiveness in lead conversion. Learn the words that elicit trust, and assert your influence. You are the source of your business and the results you receive. Focus on your own self-leadership and hold yourself accountable.   At the start of the episode, I outlined that it’s vital to master lead generation. However, I also mentioned that without great conversion processes in place, lead generation isn’t enough to boost your business. I suggested looking to Realtors for referrals, and shared how to connect with the top producers in the industry.   We also covered: Cultivating success habits Affirming your value and potential to yourself The relevance of the people you associate with   Success comes from the effective habits you maintain over a sustained period. Focus on optimizing your effectiveness and strive for quality over quantity, every time. You’re capable of achieving greatness, but you have to believe that of yourself. You are the source of your success- it’s time to take the first steps towards your future.

Let's be real: chasing realtors down and offering them rate sheets and donuts doesn’t work anymore. Those days are long gone, and unfortunately, a lot of mortgage pros see themselves as a replaceable commodity instead of a needed resource. What’s wrong with this mindset and how can we shift it? How can we bring a unique value proposition to agents that gets their attention and makes you their exclusive lender? Why do we need automation instead of doing it the hard way with cold calling? In this episode, Chris Reale explains how we can flip the script so that realtors need us more than we need them.     Takeaways  It’s good to offer great rates and great service as a loan officer, but they are part of being professional and it’s not enough anymore. We need to take one step further and help agents succeed. When we help agents grow their business, we have created a value-added relationship with them that means they will want to do business with us.  We can bring real value to agents by looking at their business, figuring out their pain points, and helping them grow in the areas that can get them more business. On this episode we discussed how to get realtors wanting to do business with us instead of us chasing them for business. Chris Reale explains the importance of a unique value proposition as well as how we can help agents fill the gaps in their business, get them more deals and get ourselves more partnerships. We also discussed: Why offering great rates and service isn’t enough  Why we should help agents grow their business How we can help agents get more business   Most loan officers think of themselves as a commodity instead of a needed resource, but we can only become a needed resource by revisiting our value proposition and assessing whether it helps agents succeed. We need to shift our mindset and have a unique value proposition that helps agents grow their business. When we have something of real value to offer, we become an indispensable and strategic profit-producing partner for agents.    Guest Bio  Chris Reale is a Real Estate and Mortgage entrepreneur from Boston, Massachusetts who founded and managed his first financial services company at the age of 24. He is the Owner of CJReale Consulting Services, and Co-Founder and Certified Massachusetts Real Estate Instructor of The Real Estate Edge. Chris helps Real Estate and Mortgage professionals scale their business with predictability by utilizing his Digital Agent Mastery Plus Consulting Program. His company grew from 1 employee to 30 employees with revenues of over $2,000,000, and funded over nearly $1,000,000,000 in residential loan transactions. Chris now spends his time as a digital and non-digital marketing consultant who helps Real Estate and Mortgage companies profit wildly through digital marketing. Chris' clients are some of the fastest growing companies in the U.S. https://www.chrisreale.com/

The mortgage industry is filled to the brim with hopefuls. How can you make sure you stand out from the crowd? How can you offer a ‘wow’ factor that separates you from those offering the same, run-of-the-mill services as everyone else? On this episode, I’m sharing how to wow top dog Realtors to become their exclusive lender.     You can’t afford to be normal or average. We are in the business of fascination and being extraordinary and remarkable. -Doren Aldana   Takeaways  Lead with unique value. Make sure you’re offering something different to the Realtors you approach. Inside their pain is your opportunity for gain. Diagnose before you prescribe. Before you can offer anything to a Realtor, make sure you’re listening to their concerns. Then you can provide them with a tailor-made solution. Diversify your activities and talents. Don’t rely on any one thing for success. You need to have as many skills to offer as possible.    At the start of the episode, I explained why it’s crucial to have a ‘wow’ factor. I shared why you need to get out of your comfort zone and how you could go about it. I ended by mentioning that you need to implement the ideas. “Doing” is vital. We also covered: Creating a VIP program for your partners Being the champion you want to attract Why you can’t afford to be average   Mortgage professionals are in the business of fascination. It’s not enough to just offer partnerships. You need to be separating yourself from the herd and creating a phenomenal impression. Pay attention to what Realtors want and start devising a strategy unique to your abilities. To thrive in this industry, you need to bring something exceptional to the table.

There are so many coaching programs out there, but not all of them are effective. Where do most programs go wrong? What should a great program be offering you? On this episode, I’m listing the 7 areas where most coaching programs fail.     You want a systems-based business that allows you to streamline your marketing and operations. -Doren Aldana   Takeaways A lot of programs teach old-school, outdated methods to success. This means that rather than embracing the ease that comes with technology, they’re still making you take the hard way. Coaching programs teach you how to put manual effort into your marketing. This makes it more difficult for you to ever step out of your business. While it’s great to learn how to get things done, it’s adding another step to your process. Coaching programs should be doing some activities for you.   After explaining the first three ways most coaching programs fail their clients, I explained one key flaw: they’re not teaching mortgage professionals to be marketers. I mentioned that their focus on operational systems means nothing unless you have marketing systems in place.  We also discussed: Why one-trick pony solutions are a dangerous gamble That a lot of coaching programs are not mortgage-specific That far too few programs pay attention to your inner game of success   Coaching is extremely important, and even if you walk away with only one new piece of information, you’ve succeeded. The same goes for working on activities that require manual effort: they’ll take you farther than if you’d done nothing. However, it’s time for you to stop working harder than you need to. Small steps only take you a short distance. Join a program that allows you to go further without the extra work.

Many mortgage professionals wait until they hit rock bottom before they realize they need to change their approach to business. How can you prevent yourself from continuing to do activities that don’t bring you any success? How can you get to the next level without putting in more work? On this episode, the legendary Devon Peterson shares how he tripled his loan production in 2 months.     Don’t scale back your lifestyle to tell yourself a lie that it’s okay. -Devon Peterson   Takeaways Quit having a scarcity mentality- approach real estate agents offering to help them and bring them business. You’ll benefit in the long run. Raise your standards and refuse to accept anything lower. Tolerating poor results will only allow you to continue in the cycle. Optimism can only get you so far: make sure you’re taking effective steps and not repeating the wrong steps.   At the start of the episode, Devon shared his background and explained why he decided to pursue a career in mortgage. After mentioning that he hit a slump a few years ago, Devon told us how he got back on track to create the life he wanted.   We also discussed: Creating positive pressure Keeping in mind your motivators Why you need to stop worrying about the long run and just get started   Failing to meet your goals only happens when you’re not working towards them. The reality is, if you’re not reaching your goals it’s probably because you’re not putting enough pressure on yourself. The secret to success lies in your decision to work effectively and take things one step at a time. Your ability to get it done relies solely on you and your mindset.    

Most of the time, the only thing holding us back is ourselves. How can you stop making the same mistakes and surpass your self-imposed ceiling? How do you start taking control of your future? On this episode, Jessica Swystun shares how taking strategic action allowed her to double her production in just 3 months.     You just have to do the things on the list. -Jessica Swystun   Takeaways Systems are non-negotiable if you want a successful business. Make sure you’re putting effective systems in place that allow you to manage everything properly. Engage with the right Realtors. It’s important to build relationships with Realtors by sending them leads. Be sure to also screen them to make sure you’re sending clients to the right people. Taking control of your business is crucial. Make the mindset shift towards achieving everything you’ve set out to do.   At the start of the episode, Jessica shared what led her to decide to want more. She then discussed how she started on her own, after leaving a major financial institution. Jessica mentioned how she stopped feeling overwhelmed and began the process of just ‘doing the things’.   We also discussed: Knowing your skill set Effective ways to communicate with your database That working all day long means nothing if it’s not impactful To be successful in the mortgage industry, you have to be intentional. It’s not enough to show up to work everyday. You have to be committed to taking the right steps towards success. Take control of your business, and implement systems that help you go to the next level.   Guest Bio Straight after college, Jessica Swystun joined a major financial institution. After feeling like she wasn’t doing enough, Jessica made the decision to help people buy homes. Since making this decision, she’s joined the Mortgage Marketing Coach program- and has seen fantastic results. Jessica is an advocate for taking action for success, and believes simply ‘doing the things’ is all it takes to generating phenomenal success.  To find out more about Jessica, head to: https://movement.com/lo/jessica-swystun/  To join the program that helped Jessica double her production, head to: www.mmcworkshop.com

No one wants to be mediocre, but a lot of loan officers allow themselves to stay in underwhelming positions because it’s comfortable. How can you stop allowing yourself to tolerate struggle? What will allow you to see real freedom? On this episode, success story and Mortgage Marketing Coach student, Jay Rodriguez is here to share what pushed him toward greatness.     Unless you have the determination, you won’t execute your goals. -Jay Rodriguez   Takeaways Too many people tolerate struggling because they believe it to be normal. What you tolerate, you endorse. So make sure you’re not endorsing something that holds you back from greatness. Focus on who you are, why you’re here, and what your purpose is. You need to have a keen sense of self and goals to be able to push through to greatness. Stop thinking you have to do it all. If you choose not to build a team that allows you to step back, you’re doing yourself a disservice. By being a control freak, you lose all sense of freedom.   At the start of the episode, Jay shared how he got started in the industry. After explaining that he was overworking and staying in something that made him unhappy, Jay started talking about his shift towards building a business he wanted that brought him fulfillment and phenomenal success.   We also discussed: The power of peturbence Why you need to decide you must win That you should be using technology to make your life easier Despite the wealth of great technologies and the expertise of others, loan officers continue to complicate their journeys to success. The reality is, while it’s certainly not easy to achieve greatness, the ability to achieve it lies within ourselves. Stop telling yourself it’s okay to be mediocre: you can rise to the top. All it takes is work and determination.   Guest Bio After seeing some success in the mortgage industry since getting his license in 2010, Jay Rodriguez believed he was in a reasonably good position. However, his burning desire for more sparked a passion within him to move on to bigger things. Since joining the Mortgage Marketing Coach program, Jay went from $1.5M/month to $4.43M/month. Today, he’s happier than ever in all aspects of his life and healthier than ever before.  To find out more about Jay, head to: https://www.linkedin.com/in/rodriguezjay

Worry affects everyone at some point. However, rather than allowing it to control us, we should take measures to eliminate worry before it has too big an impact. What can you do today to stop worrying and start winning? What are the steps you can take now to avoid causing yourself anxiety that stops you from achieving your goals? On this episode, I explain what the CAR method is, and why you need to start using it.     The best way to start winning is by investing in yourself. -Doren Aldana   Takeaways Claim your victory in advance. Through affirmations and visualization, you can take the first step towards achieving your dreams simply by willing them to happen. Accept total responsibility for what’s in your control right now. Your thinking, action, habits, and focus are all things you have the power to change. They also have a direct impact on your business. Roll with winners. Who you spend time with says a lot about you, so make sure the people closest to you are successful in their own lives.   At the start of the episode, I mention that worry is something all of us have experienced. I then shared a story of how I allowed someone else’s treatment of me define my actions and behavior. Noticing this was a turning point for me- and should be for you, too. Don’t allow external factors cloud your mindset and fool you into thinking you don’t have what it takes.   I also discussed: How you can start visualizing your dreams today The need to cultivate success by design- nothing happens by accident Why you need to invest in yourself and how to do it   Your mind is an exceptionally powerful tool. Your mindset determines whether you’ll succumb to external factors and other people’s treatment of you, or if you’ll succeed regardless of the noise. Pay attention to what you can do, and what you will. The only way you’ll be able to stop worrying and start winning is by consciously deciding to invest in yourself and expressing gratitude for the things you’ve not yet achieved. If you can do that, you’re one step closer to mastering the art of marketing.

Let's face it: being able to create and cultivate loyalty with top-producing Realtors is one of the fastest, most profitable ways to grow your mortgage business. How can we do this without the hell of cold calling and chasing? How do we build a solid partnership that's a mutual win-win? How can we add unique value in a way no one else can? In this episode, award-winning veteran loan officer, Peter Fickeisen, shares what it takes to earn the loyalty of top agents so they stick to you like Super Glue.     The key to a partnership is knowing how you are going to add value compared to the person they’re using. -Peter Fickeisen   Takeaways Earning partnerships through giving value Partnerships don’t happen overnight, and must be earned. It’s not about how great you are, but how you can add value and give instead of solely receiving. How meeting regularly helps maintain partnerships In order to maintain a partnership, we need to have a schedule set up to meet with agents regularly. We want to make sure that we are ingrained in the culture of our partnerships. If we are not seeing our partners often enough, it makes it less likely that we’ll do business together. How agreements facilitate fair partnerships We need to set up agreements with our partners to manage expectations. The agreement should include how each party contributes so that there are elements of giving and receiving on both sides. We also discussed:    Earning partnerships through giving value    How meeting regularly helps maintain partnerships    How agreements facilitate fair partnerships   It takes commitment to become connected with the top agents in your area. You need to figure out what you’re going to do and how you’re going to show up to make yourself irreplaceable and indispensable so that you become their exclusive lender. Partnerships need regular meetings and a mutually beneficial agreement. You must have enough unique value to command and demand that they send you all their business.   Guest Bio Peter Fickeisen is the Director of Business Development at Luxury Mortgage Corp. and is a Senior Loan Originator. After leaving a job that dictated a 100-hour work week and a non-compete, he had to start from scratch and built himself up from zero to hero. Peter currently has just shy of $1 billion in production over the years. He was in the Top 200 in the USA for loan officers in production and units for 2011-2016, ranked in the Top 20 of Massachusetts Mortgage Bankers 2009-2016, and was the Top Producer at William Raveis Mortgage for 2011-2016. Peter is widely recognized as one of the top mortgage originators in the US and has ranked in the top 1% in the country from 2009-2018. He has been in mortgage banking for 14 years, focusing on client relationships. Peter is a bonafide, certified, qualified veteran in the business and the real deal in attracting solid partnerships. https://www.luxurymortgage.com

People leave money on the table when they don’t patch up their marketing. How do you figure out what mistakes you’re making? What’s limiting your results, even when you apply maximum effort? On this episode, I explain the 3 areas you should be mastering to avoid spending too much time on unimportant tasks and too little time doing the things that matter.   If you don’t make people think they have to work with you, you’re leaving money on the table. -Doren Aldana     Takeaways Make sure you’re staying in contact with your database. Neglecting to leverage your database is the quickest way to leave money on the table. Pay attention to the real estate agents you approach. You should be asking a small group of top producers for all their business, rather than a big group of bottom feeders. Don’t wait too long to delegate. As soon as you can, get other people to complete lower paying tasks, so you can focus more on the high-paying ones. I start the episode by recounting an experience I had a while back. The car we were given on vacation had a broken gas pedal. This meant that pressing the pedal not only failed to make us go any faster, but it also wasted the gas. After sharing this, I explain how a lot of mortgage professionals are effectively enacting the same thing: wasting time on tasks that aren’t getting them anywhere.   We also discussed: Why you should be perfecting a few moves, rather than doing many tasks poorly The importance of a multimedia approach with regards to contacting your database How you can patch up the holes in your marketing approach The best way to keep your marketing strong is by streamlining your process. Stop overcomplicating your business by trying to wear too many hats. You’re working too hard by doing that. Work smarter, and focus on 3 areas of mastery, rather than several areas of mediocrity.

One of the best ways to learn how to be successful is by observing the people whose success you want to emulate. What are some of the habits of top-producing mortgage pros? What can you learn from them, and how can you start implementing their strategies into your own journey? On this episode, I talk with the legendary Dave Savage. As the CEO of Mortgage Coach, Dave has seen what works and what doesn’t. He shares what you need to do to become -- and stay -- a top producer.     If what you’re doing is working, keep doing it. If it’s not, add to it. -Dave Savage   Takeaways A personality trait shared by most successful people is consistency. Be consistent with your systems, and make sure everything you replicate is of an excellent standard. Take steps to generate leads and prospects every single day. Use multiple platforms to ensure you’re contacting prospective clients from a range of sources. Make sure every interaction you have is a teaching opportunity. Advice matters, and your clients should walk away feeling like they know more after interacting with you. At the start of the episode, we hear about Dave’s journey and his involvement with the industry’s top producers. We hear what the term ‘top producer’ really means, and how you’ll know if you fall into that bracket or if you still need to push harder.   We also discussed: The difference between your clients liking you or respecting you Why you need to approach every single client with the same systemized processes Why you have to think in terms of what huge competitors like Amazon can’t offer and use it to your advantage   You’ve heard it time and again because it’s true: consistency is key. Whatever your systems are, make sure you’re offering an excellent service to every client you deal with. A great customer experience is important, and with huge corporations like Amazon taking over the market, you can use a great customer experience to your advantage. You have the knowledge, you have the skills, and you have the concern for your clients. Shouldn’t you be reminding the industry (and yourself) of that, every single day?   Guest Bio Dan Savage is the CEO of Mortgage Coach in Lake Oswego, Oregon. On top of having over 27 years of experience in the mortgage industry, Dave is a pioneer of mobile technologies. As someone who understands the presence of technology in our daily lives, Dave is passionate about transforming the home buying experience, for both the client and the professional. To find out more about Dave and Mortgage Coach, head to: https://mortgagecoach.com/about/

  Every mortgage pro wants to be successful, but many of us doubt ourselves so much that success can feel unattainable. How can you stop thinking that way and start taking the rewards you know you deserve? Is it possible to get better results, even while working less? On this episode, I talk with John Suppa where he reveals how he we went from doing just 1 loan a month to doing 5 loans per month (almost overnight), and how he made over $100k in his first year as a mortgage broker, without making a single cold call. Check it out!       Takeaways Rather than wait for referrals from Realtors, start referring them to potential buyers and sellers. This is how you build lasting and fruitful relationships. Pay attention to your database and make sure you’re in constant contact with them. Even if someone is not interested right now, they shouldn’t forget you for future transactions. Make use of the most popular online content: video. On top of generating leads for yourself, you can also use it as a referral opportunity for Realtors.   At the start of the episode, we heard how John Suppa transitioned from a highly successful car salesman, to an even more successful mortgage broker. While he acknowledged that the transition certainly wasn’t seamless, he went on to explain how he started seeing unprecedented results.   Stop allowing yourself to be overwhelmed by new prospects. As John Suppa has demonstrated, it is possible to achieve tremendous success within a short period. What you need to do is create processes you stick with. Most of all, stop making excuses. The opportunities are all within your reach- why not grab them for yourself?    

Most people who consider joining a coaching program have some hesitations before committing. How can you tell if a program will really deliver on its promises? Can the results justify the cost? On this episode I talk with Penny Wrightly about the most common anxieties people have when considering a coaching program, and how The Mortgage Marketing Coach helped her break out of normal production level and generate killer numbers!     Takeaways There’s a difference between working to improve your business and fighting to keep it afloat. If you’re finding yourself stuck in a rut, you need to start exploring ways to overcome mediocrity. Having an outside eye such as a coaching program can help immensely with this. Understand that it is an investment. You may be spending money, but you’re doing it to improve yourself and your business for the future.   At the start of the episode, Penny explained what her situation was prior to joining our program. She also pointed out some of the hesitations she had before committing, and shared her results after deciding to take the step.   We also covered: The importance of automated systems in your business Why your database is an incredible asset Why the best time to invest in yourself is right now   The world of today is fast-paced and requires up-to-date service. You can’t provide that if you’re still using the same tricks you have for the past few years. To get ahead and see the results that take your business to the next level, you need to make sure you’re on the same level as your clients. This means, using technology to help you set up systems and never let your clients feel ignored. However, technology aside, it also means you have to update yourself. Start now, and never stop investing in yourself. The tools are here to help you, and the opportunities are endless.  Penny Wrightly is a mortgage broker at The Mortgage Centre. The Cambridge, Ontario native has over 15 years of success in the industry, and is motivated by her desire not only to be successful, but more so because of her passion for helping people. Penny has also recently joined the Mortgage Marketing Coach program, and has seen incredible results in only 45 days.

We can learn a lot from successful people in our industry. What are they doing that other people aren’t? Are their approaches completely unique, or can minor shifts help us get to their level? On this episode, I talk with senior mortgage advisor at Fidelity Funding Mortgage Corporation, Kellie Czarny. Kellie recently took her company’s monthly earnings from an inconsistent $1 million per month to a more regular $2 million, and she’s here to tell us how she did it—and how you can, too!     If you don’t get started now, you’re not going to do it. -Kellie Czarny   Takeaways Your mindset matters. You need to alter your mindset and the way you think about your business to see amazing results. Pay attention to who you’re working with. Those who aren’t helping you get more business need to be cut out, or at the very least, you shouldn’t bend over backwards for them. Consider your time management abilities. You need to be able to get everything done as soon as possible, so when life gets in the way you’re not overwhelmed.   At the start of the episode, Kellie mentioned that before joining our program, she felt she wasn’t seeing her effort level and results matching up. By changing her approach and her mindset, she turned her earlier predicament on its head!  We also discussed: Why you need systems in place The importance of visualization That to see results, you have to believe you can achieve them   Guest Bio Kellie Czarny is the senior mortgage advisor at Fidelity Funding Mortgage Corporation. In her current position, she’s taken her business to amazing levels, and she shows no signs of stopping. In addition to being a mortgage professional, Kellie is also a professional racing car driver, and has competed at a national level. Her approach to business has largely been shaped by her approach on the track: visualizing herself at the finish line, she’s taken her team all the way to the top.

Most of the barriers to our success lie in our own mindsets. What thoughts and beliefs hold us back? How can we change them? On this episode, I outline the seven most problematic assumptions we allow ourselves to believe and why they harm our business. The great thing is, just as your mindset has stopped you from achieving in the past, changing the way you think can bring you immeasurable success going forward.     Think: 'What if it does work?' That's how a champion thinks. -Doren Aldana   Takeaways   Stop thinking in terms of what you don’t have: saying you have limited time and money holds you back from finding ways to solve those issues. Don't assume you have to add to your workload to be successful. Being comfortable now will result in lack of comfort when you're older. Be proactive and understand that you need to put in hard work now to reap the rewards later.   At the start of the episode, I emphasize that each of the seven barriers to your success exist only in your mind. I then start breaking down the ways you can get around each of those self-imposed limitations.   I also look at: Why indecision is your worst enemy How your workload doesn’t necessarily need to increase Why you need to stop thinking about what could go wrong and start thinking about what could go right   At some point, we’ve all been told running a business is a bad idea because you don’t have enough time or money. The reason all of us can agree on having heard that is because we live in a culture that promotes myths. While there are always risks, the fear of failure should never stop you from pursuing your dreams. If we pay attention to all the reasons it won’t work, we’re really spending the energy on worrying that we could have used to just get started. Change your mindset and stop placing limitations on your abilities. You’re only as successful as you allow yourself to be.

Entering the mortgage industry without prior experience can be an intimidating process. Where does one even begin to start looking for clients and partnerships? What are the steps you definitely don’t want to skip while building your business? On this episode, I talk with Chris Paliska about how he came into the industry with no experience and went from zero to $92M in annual funded volume in just 3 years!   Believe you’re capable of achieving your goals. Very seldom in life will you achieve that which you do not believe you can. -Doren Aldana     Takeaways Be strategic with the Realtors you approach. Narrow it down and make sure you’re speaking to the people you want to work with. When you organize your first meeting with a Realtor, spend more time listening than speaking. Know exactly what they’re looking for before delivering your proposition. Customize your value proposition to the prospective client’s needs. This way, you’re not recycling a proposition that doesn’t serve their company.   At the beginning of the episode, I asked Chris for advice to newcomers in the industry. He outlined the importance of tailoring your value proposition to Realtor’s needs. We then began talking about database marketing and the best way to approach this integral part of your business. We also discussed: Why you need to find your ‘why’ in order to meet your goals The importance of scheduling to keep yourself accountable That you have to give yourself the benefit of the doubt and believe you can achieve your goals    You don’t need to have years of experience to become a top producer in the mortgage industry. On the contrary, working strategically in the short-term can take you to the top of the ladder. Ensure you know what your motivating force is, then work to provide specific services to the top producing agents in your target market. Most of all, you need to believe you can do it: you are the only one who can limit your success.   Guest Bio Chris Paliska is an excellent example of someone who managed to make it to the top of the mortgage industry without years of experience. After working as a valet at an upscale restaurant, Chris met the man who would become his employer and help him take his career to the next level. After putting in hard work and applying the coaching he received from Art of Mortgage Marketing host, Doren Aldana, Chris has managed to become one of the top 5 loan officers at New American Funding.   To find out more about Chris Paliska, head to: http://www.newamericanagent.com/christopherpaliska https://www.facebook.com/chrispaliskabranchmanager/   And for New American Funding, check out: https://www.facebook.com/newamericanfunding/

For many mortgage pros, the relationship they share with Realtors is one of complete dependence. This gets complicated when the Realtor doesn’t have the same level of motivation as the lender. How can you stop being reliant on under-ambitious Realtors and start attracting the top dogs whose motivation matches yours? Is there a way for you to stop using all your energy making appointments with bottom-feeding agents? On this episode, I outline the steps you can take to get the results you deserve.     Build a tribe of superstars. You’ll not only have a lot more fun, but also a lot more funds.- Doren Aldana   Takeaways Working harder is not always the answer. If you’ve been putting in the hard yards and you’re still not seeing results, you need to rethink your strategy. Aim to gain motivated, top producers as your partners. There is no use working with people if your ambition dwarfs theirs. Focus on what makes you unique and valuable. The best way to partner with top producers is by making them realize you’re not only the best choice, but the only choice.   On this episode, I share the story of a client whose hard work was not paying off. It turns out, nothing was working because she wasn’t proving she was indispensable. As I point out, highlighting your unique capabilities is crucial if you want to get ahead.   I also covered: The necessity for building relationships with your partners. Why you have to bring value in multiple areas. Why it’s more effective to have deep connections with a smaller group of top producers than weak connections with a wide database.   Traditionally, mortgage professionals have been taught that the best way forward is by making cold calls and setting up appointments with as many Realtors as possible. The problem is that you’re likely to spend more of your time, only to end up making weak connections with under-ambitious agents that don’t guarantee any loyalty. Why jump through extra hoops when modern technology provides an alternative? You can start establishing better relationships with top producers and begin to see better results. Identify what makes you uniquely valuable, and you’re already a step in the right direction.

For many mortgage pros, the idea of calling prospective clients or Realtors is filled with anxiety and general reluctance. Why is this the case? What’s causing your hesitation to pick up the phone and ask a Realtor to meet with you? You know you’re the person for the job, so what’s stopping you? It’s time to flip the switch on this. Let’s find out how you can stop avoiding calls and start seeing breakthrough results.   The single biggest reason why you have call reluctance is because you’re lacking compelling, unique value to inspire a conversation. -Doren Aldana   Takeaways Go into calls knowing your worth. You need to be compelling and unique to attract attention. This is something to remember when looking at your strategy and your selling points. When pitching to prospective clients, avoid overtly ‘selling’ to the person you’re speaking to. Approach the calls as conversations rather than strictly business.   Find systems that make attracting clients easier. This is working smarter, and it’s important to remember that in business, you want to find the easiest way to make the most money.   On this episode, I start with an example of cold calls being intentionally avoided. The reason for these calls being avoided was the irritation they caused for the prospective client. After identifying what caused the irritation for the person on the phone, I go into four areas you should focus on to avoid being sidestepped. I also covered: Why it’s important to do more than merely pitch your services and discuss your experience. That you need to find what makes you unique to excite potential clients. The necessity to look at the core cause of your call reluctance- you’re probably working harder than you need to.   You already know calling Realtors is important for your business, but it doesn’t have to be something that makes you uncomfortable. With a few tweaks to your game plan, you can go from being the phone call that realtors avoid to being a valued conversation partner. Once you do that, success is imminent. Become the mortgage professional Realtors want to refer.

It’s frustrating to be in meeting after meeting with real estate agents without seeing any results. What could you be doing wrong? More importantly, what do you need to do right in order to attract the right partners? On this episode, I explain how to attract top-producing Realtor partners who make you their exclusive lender (while working on YOUR terms, not theirs), without begging, chasing or bribing.​   Become that which you are trying to attract - Doren Aldana   Takeaways Know what you want to attract and refuse to accept anything less. By the same token, remember that you’ll need to embody the same values you aim to attract. To establish business partnerships with real estate agents, it’s important to establish personal relationships with them as well. For potential partners to value you, you have to demonstrate that you value yourself.   At the start of the show, I talked about the frustration of trying to get an exclusive lender agreement and what we need to bring to the table in order to win agents over. I talked about the importance of not settling for less, and the power of approaching business relationships the same as personal ones. I also talked about the difference between wanting success, and actually working for it. I also shared: The importance of knowing what you want Why you need to always deliver on your promise One way to ensure your success   Identify what you want and know that you’re capable of achieving it. Just be sure to keep putting in the "hard yards". Once you can identify your goals, it becomes easier to shut down any offers that deviate from the path to realizing your dreams.

We’ve been programmed to believe that it’s foolish to believe in our biggest dreams, and that we should instead be realistic and reasonable. How does this get in the way of us actually doing what we were put on this earth to do? When people are realistic and reasonable, how does this manifest in their behavior, choices, and actions? How do the most successful and inspiring people respond to the pressure to be realistic? On this episode, I talk about why we need to break the paradigm of being realistic and reasonable if we want to achieve our Big, Hairy, Audacious Goals, and how to make the necessary shifts in perspective.   I can have it exactly the way I want it if I don’t settle. That is the champion’s mantra. -Doren Aldana   Takeaways Our loved ones tell us to be realistic because they don’t want us to get disappointed when we try to reach for higher ground. They’ve experienced disappointment themselves and project what happened to them onto us. Being reasonable reinforces our lack, scarcity and inadequacy and powerlessness. When we believe that we have to be realistic, we allow ourselves to be the effect and not the cause of everything that happens to us.     At the start of the show, I talked about where the idea of being realistic and reasonable comes from and why it’s something we have to get away from if we want to succeed. Next I talked about the inspirational people who proved to us that the true path to success starts when we choose to do the unprecedented, the unreasonable and the unrealistic. I also discussed the true path mediocrity. I also discussed; How to go after our goals without holding back How to shift our perspectives The danger of having a herd mentality   The truth about successful and inspirational people is that they brought unreasonable faith, effort, excellence and drive in order to achieve what they did. The true path to unstoppable and incredible success is being unreasonable and unrealistic, and going against what the herd says.  

Many people falsely believe that taking a long time with decisions, deliberating, and trying to be risk averse is going make them more successful. Why does indecision do massive and catastrophic damage to our goals and dreams? What is the law of diminishing intent, and how do we fight it? What does it take to become powerfully decisive? On this episode, I talk about how to beat the beast of indecision and get closer to the life of our dreams.   Indecision is a decision to prolong the problem and to allow it to persist. -Doren Aldana   Takeaways When we soften the problem, we stay stuck in a rut of stagnation and regression. Your income, relationships, and results are the effect of you and the action you do or don’t take. You have to make an intention and get into action before the procrastination and delay set in.   At the start of the show, I talked about how taking time to make decisions and being risk averse can actually slow down or stop our growth completely. I talked about the opportunities we are given each day to follow through on the discipline that will lead to our desired results. I discussed why it’s so important for us to build our decision making muscle. I also talked about the law of diminishing intent and how we can starve it of its power. I also discussed: Delusional optimism and how it trips us up How indecision derails us from taking proactive action Our responsibility in the outcomes we get in our lives   Indecision will kill our success, momentum, leadership, and ability to create breakthrough results. To solve it, we have to feel the pain of a problem enough to take an action and stop using softeners to create a false sense of safety. We have to strike when the iron of motivation and inspiration is hot because that’s the moment it is most malleable to our dreams.   If we leave it too long, the iron cools and we become victims of the law of diminished intent and it becomes easier to make excuses, procrastinate, and spend another day eating the bread of mediocrity.

We all envy the people who seem to have an unlimited amount of motivation— the people who are successful both in business and in their personal lives. What makes some people so good at sticking with their goals? What’s the difference between being interested in changing our lives vs. committing to the change? And what are some of the ways we can push ourselves outside of our comfort zone? In this episode, I talk about how taking the first step towards massive success starts with making a big commitment.   The interested always find an excuse. The committed always find a way. -Doren Aldana     Takeaways The difference between being interested and being committed to success is dedication. When we’re committed, we do what it takes every single day— even when times get rough. Softening the problem is a slippery slope to mediocrity. When we tell ourselves that those extra pounds are just our big bones, or when we diminish our problems, we avoid being committed to solving them. Daily routines make or break our success. If we don’t invest our time in our personal growth, we can’t achieve our goals. Every day of our life needs to be planned ahead of time. At the beginning of the episode, I talked about the difference between being interested in something and being committed to something. Next, I explained how easy, yet dangerous, it is for us to soften our problems and make them seem smaller than they really are. I also covered: Why we need to invest in our personal development to grow professionally The price we pay for success and how to avoid a lifetime of regrets How mentors can help us find shortcuts to success The best way to find out whether we’re committed or just interested in achieving success is to ask ourselves if we’re willing to step outside of our comfort zone. Because commitment changes our priorities and the way we look at what happens around us, it makes us work hard regardless of our situation. When we’re just interested, we aren’t motivated enough to feel uncomfortable or make sacrifices to achieve our dreams.

No tactic can save us from living paycheck to paycheck if our mindset doesn’t change. The way we think is the root cause of our behavior -- and ultimately, our results. What is the definition of our emotional home? How do our emotions and mindset impact our work and personal routine? Why do we need to learn to be HAPPY NOW, even when what happens around us isn’t ideal? In this episode, I talk about the mindset of top achievers and how you can change the way you think to create an extraordinary life -- built by design -- filled with passion, purpose and prosperity.​     The achievers don’t achieve to be happy. They find a way to happily achieve. -Doren Aldana   Takeaways Our emotional home is where we are emotionally most of the time. It’s how we wake up every day— either being excited that it’s a new day, or dreading our work. This attitude impacts the way we perform as business owners. The way we see ourselves depends on our perspective. If we need external factors to make us happy all the time, we’re always in danger of losing our happiness. If we want to improve the quality of our life, we need to improve the quality of the information we consume as well as our environment.   At the beginning of the episode, I explained what our emotional home is and how it impacts our willingness to work hard and get results. Next, I covered why we shouldn’t rely only on external factors to be happy, and how we can achieve emotional freedom from life’s challenges and obstacles. I also covered: Why living in a comfort zone prevents many people from reaching greatness Why building a business is all about problem-solving and how we can get better at solving problems instead of running away from them How we can stop feeding our mind with negative thoughts   Success starts with our mindset; with how we see life and ourselves in it. We can’t progress if we don’t have the mental power to look forward to life’s challenges. We can’t solve problems if we avoid them at all costs. There are two ways we can look at life. We can choose to be happy only when good things happen, which means we’re always dependent on what occurs around us, or we can make the decision to happy with ourselves regardless of everything else. We must accept the fact that in order to take control of our lives, we have to stop fearing and running away from challenges. As entrepreneurs, we’re problem-solvers, and that means we address problems head-on.

We’re all told that massive success takes years of grind and personal sacrifices. How do some business owners reach their goals faster than others? What role does mentorship play in finding shortcuts to success? What are some of the most common sales tactics that aren’t worth doing? And what should we do instead? In this episode, Jason Cope shares how he learned to focus on effective tactics, enjoy his work, and grow his business from almost nothing to $1M per month. You just have to work smarter, not harder. -Jason Cope   Takeaways Cold calling works, but it isn’t the best tactic. It takes a lot of time, and in the end, very few people are interested in working with us after cold calling. We should focus on prioritizing who we call. Not all of the people in our database have the same problems. If we choose our business partners only based on profit potential, we might end up miserable because we have to interact with people we don’t like on a regular basis.   At the beginning of the episode, we talked about why cold calling occasionally works, but also how it can make our journey to success more painful. Next, we talked about prioritizing certain contacts in our database and surrounding ourselves with people who energize us and make our job more fulfilling. We also covered: Why we need to ditch the idea that only hard work and grind leads to results How automating mundane tasks can give us more free time Why we should strive for progress, not perfection The first investment we have to make is in ourselves. Building habits that grow our knowledge and make us more confident are essential to success. We have to become more intentional with how we spend our time instead of using our free hours to watch Netflix. Reading more, meditating, and practicing visualization are all ways we can improve ourselves and become better in all aspects of life.   Guest Bio Jason Cope is a loan consultant with a background in commercial real estate. He has experience in global financial markets, procurement processes, and loan valuations. His aggressive marketing tactics combined with a deep understanding of his market enabled him to help many of his clients get the home of their dreams. You can learn more about Jason here.

Inconsistent income is the biggest nightmare for most mortgage pros. Yet, instead of fighting against it, many MLOs consider it to be “normal” and just learn to live with it. How can we escape this “average” mindset, and how does having low expectations impact our income? How can we become more consistent with our marketing efforts -- and results? Why do we need systems in our business to do the heavy lifting for us? In this episode, I talk about how to overcome one of the most common struggles: inconsistent income.   Success is not easy. If it was, everyone would be fit, rich, and happy. -Doren Aldana     Takeaways Not having consistent income is a symptom of issues, not the root cause. When we see ourselves as winners, we do whatever it takes to make our vision a reality. When we see ourselves as average, we take an average course of action. One of the biggest reasons why we experience income inconsistency is the fact that we don’t have a daily schedule that includes lead generation. At the beginning of the episode, I talked about why we need to have a winner mindset and how thoughts about prosperity lead to actions that create wealth. Next, I spoke about the importance of consistently generating leads. I also covered: Why we need automated marketing processes to generate leads How a mentor can help us get to where we want to be faster The difference between dreamers and doers   The best way make our income more consistent and predictable is to put together marketing systems that generate leads on autopilot. This way, we free up some of the tasks that we have on our plate and create more consistency in our course of action. When we aren’t backed up by systems, the moment when we stop showing up, even for a day, the lead generation machine stops. Another important component to making our income more predictable is having the right mentor on our side. It needs to be someone who already knows the ins and outs of the industry and can show us shortcuts.

  Let's face it: The mortgage pros who track their numbers and have systems in place to hold themselves and their team accountable to results, tend to be more successful than those who don't. What are the key metrics we should focus on? How much should we be paying per lead or per client? What activities generate the highest ROI? In this episode, I talk about how we can make powerful progress by tracking key metrics and bringing structure to our business.​   Not having data is like driving blindfolded and trying to stay on track without the feedback of vision. -Doren Aldana     Takeaways We can’t improve what we can’t measure, and the best way to measure how we spend our time, on what we spend our time, and how efficient our tactics are is to look at KPIs (key performance indicators). We have to take steps toward knowing where we are when it comes to our income, how many hours we spend being productive, and what activities drive our business. The goal metrics umbrella includes metrics such as income, funded loan volume, units closed, and leads. When it comes to activity metrics, tracking calls is one of the most important.   In the beginning of the episode, I talked about how important it is to know where we stand, what drives clients to our business, and what our current income is. From there we can start focusing on goal and activity metrics. I also covered: Funnel metrics (cost per lead, cost per app, cost per closing, ROI) Database metrics (repeat and referral business from past clients) Conversion metrics (lead to app ratio, app to closed deal ratio, lead to closed deal ratio)   We can’t live the life we want if we don’t keep an eye on our progress. Looking at our current numbers and tracking everything might leave us a bit anxious, but we don’t have to be perfect. Just be better than we used to be last week. But in order to make progress we need to learn more about the key metrics that drive income and find out what areas in our business we’ve mastered and what needs to be improved.

Many of us get caught up in the everyday tasks of our jobs without realizing that "busy" work, doesn't necessarily mean productive work. What’s the difference between working IN our business vs. ON our business? Is it possible to build a business that brings you consistently-growing, reliable income without you having to "wear all the hats" in production mode? What’s the drawback of focusing only on the urgent and important tasks? In this episode, I talk about building a REAL business vs. building a practice, and the dangers of getting caught up in minutia of low-value tasks.​   You have to get a systems-based business, not a “you”-based business.-Doren Aldana     Takeaways There are two approaches: We are either reactive or proactive about our career. We are either practice-builders or business-builders. A reactive person is always on top of things, solving problems as they arise and meeting deadlines, but they work only on things that their job dictates. A proactive person works on important tasks that aren’t necessarily urgent, but he or she is also a business builder. Being proactive is all about future planning. It involves making time for important tasks that aren’t urgent, but are critical for the growth of our business. At the beginning of the episode, we talked about practice builders vs. business builders. Next, we talked about how we can be more proactive. We also talked about how reactive people respond to life, and how proactive people are different. We also covered: How mentors can save us years of learning and making mistakes How systems help your business run even in your absence How we can be avoid being busy yet not productive   Most of the tasks we do on a daily basis are urgent, but not life-changing. We need to ask ourselves where we will be next year if we continue to do the the same things we do today. Becoming a better version of ourselves is never urgent, as nobody forces us to build a business. Being proactive is important if we dream of building a business that can run by itself without us being part of the production. There’s only one solution to this: making our growth the priority instead of focusing on growing somebody else’s business.

  Many mortgage pros make the mistake of using the reputation of the company they work for as a form of branding. What happens when we leave a company and we’ve built our entire reputation based on theirs? How do we make our brand “portable”? And what comes first: lead generation or branding? In this episode, I talk about the advantages of branding ourselves and building our own reputation.     You build your reputation through repetition. -Doren Aldana     Takeaways Branding consists of the associations we make in our head when we think about a certain company. When someone works with us, they experience our expertise, so it makes sense to use ourselves as the face of our brand—not the company. If you want to stand out, it’s okay to be polarizing in your marketing. You can’t please everyone, so make your voice strong enough to have people either love or hate what you’re saying, but never ignore you.   In the beginning of the episode I talked about what branding is, why we should be the face of our brand, and how can we avoid sending out a diluted marketing message. I also covered: Why we shouldn’t use the company’s CRM or send materials unbranded Why branding is a byproduct of successful lead generation How focusing on doing what we love and delegating everything else makes our business more successful   Branding is not excellent customer service or fair rates. Branding is the product of the lead generation and lead conversion process. When we do a great job, people remember us. Because of how competitive the market is, covering the bare minimum no longer cuts it. Instead, we have to find ways to make our business stand out by bringing unique value to the table.

  We all want to reach our goals in the fastest, most enjoyable way possible. How do we find the easiest way to success? What are the dead giveaways that we are working too hard and getting too little results to justify our work? Most importantly, what can we do to make the switch from the “hard way” to success to the "smart way"?   If you aren’t moving forward, you're going backwards. There is nowhere in between. -Doren Aldana     Takeaways Nothing has meaning inherently. We give everything its meaning. If we could think about what happens in our lives without adding negative connotations to it, our lives would be much easier.    Don’t neglect your database in the name of immediate profit. Ask yourself what you’re doing on a consistent basis to nurture the leads that might bring business in the future.   Many mortgage pros make the mistake of waiting too long before they contact a lead. We can be experts when it comes to selling, but our response time needs to be strong as well.   In the beginning of the episode, I talked about the negative emotional suffering we put on ourselves unnecessarily, and the risk we run when we stop leveraging our database. I also covered how being slow when contacting your leads can send us down the slow lane of success. I also covered: How to stop making friends and attract business partners Why we get distracted and how to relieve the pressure in our lives Why the trajectory of our business (upwards or downwards) is the biggest diagnostic tool for us to find out if we took the hard or the easy way The biggest diagnostic tool you have to figure it out whether you’re doing things the hard way or the easy way is to look at the profits of your business. Is your business growing? Is it decreasing in profits? There’s no stagnation in business. Once you stop growing, you are already moving backwards. As a result, you need to take action right away and identify where you could improve in your business to raise your income.

What exactly does your "ideal referral partner" look like? How can you target the right Realtors who actually fit that ideal profile? How do you attract the right partners, without the hell of cold calling or losing your dignity? What’s the biggest mistake most mortgage pros make when working with agents? In this episode, you'll get answers to all those questions and more, as Peter Fickeisen talks about how you can pick the right people, so you can on their "speed dial" as their exclusive lender.   You can only wear yourself so thin with partners you don’t want to work with. -Peter Fickeisen Takeaways We have to look at it as if it would be a partnership. We wouldn’t take someone we barely know and have nothing in common with as a partner, and this applies to searching for a Realtor to work with as well. Weed out the good from the bad in the beginning. This translates into being upfront about how we work, what our work hours are, what we can deliver, etc. Otherwise, we might end up with people who disrespect our time and treat us like a commodity. Stand out by being fast and always delivering on your promise of offering the information the agent needs right away In the beginning of the episode, we talked about how many mortgage specialists end up in companies where their free time isn’t respected and how we can make the shift from working for others to being our own boss. We also talked about how we can attract agents and the importance of having a strong value proposition. One of the things that can damage our reputation as a mortgage specialists is “not knowing” the answers to certain questions when our job is to provide those answers. If we want to attract rockstar agents, we need to be a rockstar mortgage pro, and part of that is always being fast and accurate when it comes to helping the agent. These days, the internet alone is enough for a mortgage pro to find all the answers they need.   Guest Bio Peter Fickeisen is the Director of Business Development of Luxury Mortgage and has over 14 years of experience in mortgage banking. He ranked in the top 200 USA loan officers and the top 20 Massachusetts Mortgage Bankers severals times. His approach is to focus on building lifetime relationships with his clients, rather than moving from one transaction to another.

One of the biggest challenges mortgage pros face is finding real estate agents to partner with. These days, real estate agents are flooded with calls and emails from mortgage pros looking to connect. How can you tilt the power balance in your favor? What is something you can offer to agents that will make them come to you? And how can you bring more leads from Facebook at a fraction the price of Zillow and other lead sources? In this episode, Chris Reale shares how he went from chasing real estate agents to having them come to him!     To get the highest conversion, you have to reach out to someone at least 7 times. -Chris Reale   Takeaways The problem with most lead generation platforms is the price tag and the fact that the leads are not exclusive. As a mortgage specialist, if you know how to attract leads via Facebook and give them over to realtors, you will be flooded by offers. Facebook ads have the advantage of flexibility. You don’t have to sign any contracts, and you can shut it down when you want or change the daily spend and make whatever changes you want without any negative consequences. As a mortgage specialist, when you come to the table with exclusive leads, you are no longer the one who is looking for real estate agents. They will do whatever it takes to come to you.   In the beginning of the episode, we talked about how to maximize Facebook ads and how they change the balance of power in the favor of mortgage specialists. Next, we discussed why branding doesn't necessarily bring a higher conversion rate. We also covered: Video has been a key component of differentiation in the ad space Exclusive leads need immediate follow-up as well Anything below 15% conversion rate on a landing page means that you should tweak your website copy The secret to Facebook advertising is grabbing the attention of users. Unlike paid search engine ads, your audience is not looking for you. You have to create an ad compelling enough for them to click through. Facebook will help you set the demographics, but only a small percentage from that segment is interested in buying a home. Your job is to find the right image and the right message, and stir their curiosity in order for them to sign up on your landing page.   Guest Bio Chris Reale has managed nearly 1 billion dollars in value in residential loan transactions during the last 17 years. He founded a business that started with zero employees and now has over $2 millions in revenue. He is the founder of CJ Reale Consulting Services where he helps small and medium businesses attract traffic via social media and search engines, and he is also the branch manager of NFM Lending.

The days when a few donuts and a smile would land you a referral are long gone. Real estate agents are bombarded with new offers every day. What prevents you from taking it a step further? How can you get the attention of a real estate agent? How do you make a WOW first impression with a Realtor, so they send you ALL their buyers? In this episode, I speak about the importance of making a diagnosis, building trust, and making an offer no agent can turn down.   It’s the extra bells and whistles and the value you deliver that makes the difference between being seen as a Fiesta or a Ferrari. -Doren Aldana     Takeaways Making friends is easier than making business partners, simply because real estate agents are bombarded with requests from mortgage specialists. When you can’t make the next step, trust is usually the issue. To convince them, you need to have a unique value proposition and articulate it in a way that makes them believe you are better than their current listing partner. The secret to getting the attention of real estate agents is to enable them to work less and earn more.   If you want to find out more about the exact questions you should ask a real estate agent and how to blow them out of the water during the first meeting, head over to https://www.mortgagemarketingcoach.com/apply/ and apply for a seat to our breakthrough coaching session.   In the beginning of the episode, I spoke about how important it is to build trust and provide a unique value proposition. Next, I talked about finding out what’s broken in your process. Where does the real estate agent stop being interested in talking with you? I also covered: Why you shouldn’t make your pitch before performing a diagnostic of the agent’s problems Bringing attention to the pain points and showing them your solution Why you shouldn’t use price as a selling point Diagnosing the problem without listening to the real estate agent is business malpractice. You can’t help them unless you sit down with them and ask questions regarding their current worries, pain points, etc. Many mortgage professionals make the mistake of skipping this step and going straight to speaking about their tools, systems, and services. How can you help someone if you don’t know their problem? The secret to attracting more real estate agents is to diagnose and prescribe a solution that will save them time and make them more money. There is nothing more compelling than a practical strategy that results in less work and more income.

We have a belief system that says problems shouldn’t exist, but crises are a part of life. Are you overwhelmed by the problems in your life? What is your mindset when facing daily struggles? In this episode, we bring a new perspective to problem-solving. It’s not about avoiding problems, but controlling the way we perceive them-- and cultivating a warrior-like mindset. If you say it’s bad, it’s bad. If you say it’s good, then it’s good. It depends on how you attach the meaning to it. That’s how powerful we are. We are meaning-making machines. -Doren Aldana   If you want to find out how you can change your mindset from victim to warrior and build a roadmap to financial freedom, go to https://www.mortgagemarketingcoach.com/apply/.   Takeaways Our belief systems rule who we are and what we do. Life is sprinkled with problems and crises, but what separates successful people from those who feel trapped is embracing them with a warrior attitude. Embrace failure instead of resisting it, and ask yourself what you learned from your experience. What can be done differently next time? You give meaning to your life experiences, and you choose how you feel about them. The most joyous and successful people around us didn’t get to be what they are because of luck. When you realize you can paint your life choosing your own colors, you are suddenly more energetic and powerful. You can now unleash your true power simply because you choose to fight the negative thoughts in your head.   In this episode, we talked about how we are capable of controlling our own emotions and training ourselves to be stronger and more energetic. We also talked about the importance of constantly challenging yourself and seeing problems as a part of life, not as something that happens to only the most unfortunate of us.  I also covered: How to switch from the victim mindset to the warrior mindset Why champions have champion routines The importance of waking up early, having enough sleep, and investing in self-care Why asking the right questions determines the quality of your life   Beliefs determine how you feel in the face of challenges.The good news is that we are in control. We can change the way we look at our daily hurdles. By using daily affirmations, visualization exercises, and meditations, we can learn how to energize our minds and bodies. Having the right mindset can help us create a routine and roadmap that will bring us closer to success every day.

We all have slow months, but what happens when our slow months become our new reality? What do we do when a few lost sales destroy our confidence? What are the tactics you can use to get back on track? In this episode, Mark Gagliardi speaks about his experience at the bottom of the barrel and how he changed his story-- tripling his income in 3 months.   You can do anything you want if you seriously put your mind to it. Say “This is what I want, and these are steps I need to take.” -Mark Gagliardi   Takeaways One of the signs of self-defeat is the negative inner dialogue and the justifications we have for doing a poor job. Once you only focus on the negatives, you suddenly don’t search for a cure anymore. You don’t believe there is a cure. You accept your situation as it is. Ask yourself these questions before you throw the towel: Are you resourceful? Are you about to have a breakthrough or are you compromising? Are you neglectful? Are you justifying your inertia? Daily visualizations and positive affirmations change the wiring in our brains, and it leads to a mindset change that will push you towards action.    In the beginning, we talked about Mark’s despair when he couldn’t make more than two sales per month, as well as his negative mindset, his inertia, and how he had no roadmap to getting out of this. We also covered his experiences with having a coach and the tactics he used to get himself out of the pit of despair, helping lift others up as well.   We shared insights on: Sharing your knowledge with your co-workers will make them better partners for you and better people for themselves Brushing off the negative thoughts leads to an increase in energy levels You will be more likely to be sought by clients if you are a positive person who is fun to be around   The biggest income killer is the victim mindset. When you stop your negative self-talk and you put to an end to your self-loathing, you make the switch from a victim to a victor. The key is to be in control of your life story. To wake up every day knowing you are capable of taking ownership of your life and business and to be so positive that others, including your prospects, would love to hang around you. Wake up every day with a purpose, and don’t blame anyone, not the market nor the economy. Take responsibility for your actions and don’t be afraid to seek help.

The market today is more competitive than ever. In times like this, you either bring something unique to the table or lose money. But how do you go about reaching Realtors and showing them you are different? Should you call by phone or send out business cards? Who should you even be targeting? In this episode, Peter Fickeisen shares his approach to bringing unique value without spending time on the phone.   Your people won’t have confidence until you bring confidence. They won’t follow until you step up and lead the charge. -Doren Aldana   Takeaways  What's the differentiating factor that will bring you referrals and long-term business? How can you use common ground to build relationships with Realtors? How can social media equip you for higher-quality outreach? and much more!   At the beginning of this show we talked about quantity vs quality and the inefficiency of business cards and cold calls. We also talked about how Realtors are flooded with calls from loan officers, and the last thing they want is to receive another call from a complete stranger on a Saturday afternoon. We also covered: How to use social media to build a psychological profile of the realtors you are targeting How to build a step-by-step plan when it comes to interacting with prospects How to maintain a long-term relationship with realtors   Many loan officers make the mistake of not knowing what kind of realtor they can provide value to. Instead, they start giving calls and sending out business cards to everyone-- often with no results. Most loan officers can do the job. What differentiates the big players from the small ones is their focus on a narrow group of people. Rather than calling a large number of agents, find out which agents are already friends of your friends. If possible, find out what hobbies they have. Look for common ground and a way to start a friendly conversation instead of sending them a pitch.   Guest Bio Peter Fickeisen is the Director of Business Development of Luxury Mortgage and has over 14 years of experience in the mortgage banking. He ranked in the top 200 USA loan officers and top 20 in Massachusetts Mortgage Bankers severals times. His approach is to focus on building relationships with his clients that last a lifetime, rather than moving from one transaction to another. If you want to find out more about how to transition the agents you meet from prospective partners to signed VIP partners, check out our breakthrough coaching session https://www.mortgagemarketingcoach.com/apply/

Nothing holds people back in business more than the limiting beliefs they carry. How do you shift away from these misinterpretations? Is being the best at mortgage work going to make you successful? What is the right mindset to have about getting assistance and help? On this episode, I share 7 myths that you need to shatter for greater power, peace, productivity and profits.   Takeaways What are the limiting beliefs we are prone to carry without realizing it? How can you work "smarter", rather than harder? What's wrong with multi-tasking? and much more!   At the start of the show, I talked about how limiting beliefs and subscribing to these 7 myths will destroy your results. Next, we talked about the importance of working smarter, not harder if you really want to grow your business. We also talked about the dangers of incessant distractions, and how that makes you a beginner but not a finisher. I also shared: Why being the best marketer, not mortgage professional helps you succeed The importance of delegation and empowerment Why multitasking isn’t smart   There’s a bigger mindset that plays into success and there is a better way to run your business, but you have to embrace a better mindset first. If you want more income, you don’t have to do more work. If you want to succeed you have to become a marketer first before being a mortgage professional. Remember that leverage is the key to a higher level of success and you have to think about putting policy, procedure, protocol and systems in place that underlie everything you want to get done. When you shift your mindset, success becomes inevitable.

Most people can only dream of having over 50 closings in a year, and our guest managed to do this in a matter of weeks! What are the components needed for this achievement to be possible? Why is mindset such a key part of this? How do you leverage your database? On this episode, Brenda Dintino-Duran shares the steps she took to close 53 deals in a month. If you enjoy your business and you plan with purpose for that business, you’re going to be successful. - Brenda Dintino-Duran   Takeaways You want to take advantage of your database when the rates improve. Whatever you did 30 days ago is going to come to fruition now. Stop chasing now money and work on building a database. Cultivating positive thoughts is important in achieving success.   At the start of the show, we talked about how Brenda got into the business, and the puzzle pieces that need to be in place to achieve 53 closings in a month. Next, we talked about the importance of cultivating your database and the necessity of preparation, planning, and mindset. We also talked about the importance of laying the foundation for success and doing the hard work. We also discussed: How to cultivate a purposeful mindset How to plan ahead for every day in your business The mistakes a lot of people make and how to correct them   Brenda is a blossoming example of the epic power of sustained, proactive effort in cultivating a database and having a heart to really care about the client long-term. This kind of dedication will always pay off because it puts you miles ahead of the rest of the industry. Add a positive mindse, and you will be unstoppable, iconic and successful.   Guest Bio Brenda "The Lenda" Dintino-Duran is a branch manager at New American Funding. Find her on Facebook https://www.facebook.com/brenda.dintinoduran or LinkedIn https://www.linkedin.com/in/brenda-the-lenda-dintino-duran-b98a5112.