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The Collective Coaching
The Collective Coaching presents in-depth conversations with the nation's leading mortgage team leaders, executives, and branch managers, delivered to you every two weeks. We also feature mastermind sessions with influential coaches, consultants, experts, and speakers. All so you can build the right team, systems, and technology to scale your team to a hundred million without losing your YOU. The Collective Coaching Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative.
Unleashing the Power of Meaningful Conversations
Join Kellen and Sean for this week’s episode – they’re diving into part 4 of our 6-part series on the powerful 5,4,3,2,1 strategy. In this installment, we're focusing on the essence of meaningful connections – conversations. We believe that having a minimum of three meaningful conversations every day can be a game-changer for your business growth. Timestamps:5:03 – Definition of a Conversation12:15 – Nate’s Success Story18:38 – Wrap-UpTakeaways:Successful loan officers keep their approach simple and stay consistent with their strategies. Overcomplicating processes or trying something briefly without results can hinder progress.Consistent effort combined with high-level execution is the key to achieving positive outcomes. Being persistent in your actions will yield tangible results.The heart of the 5,4,3,2,1 strategy is generating more business consistently by planting seeds for future opportunities.Understand that achieving meaningful conversations might involve some chasing, silence, and rejection, but staying persistent will lead to success.Quotes:“The ones who keep it simple and the ones who keep it consistent. Those are the loan officers who see the tremendous growth.”“A lot of times people overcomplicate the process or the y do the process for a little bit and don’t see results.” “Be consistent with it and execute at a high level and I promise you, you will see results.”“These are conversations about moving the needle in your business, about getting more business and about presenting yourself to an audience that moves the needle in your business.”“The real heart of this is to generate more business consistently.”“We are planting seeds through these conversations for future business.”“Every conversation you have it worth anywhere from $100-$400.” “There's a lot of ways to convey a value proposition to your agents. You got to figure out what the right one is for you.” Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
20:4708/08/2023
The Power of Network Interactions
Join Kellen Vaughan and Kenneth Travis in this week's episode as they delve into part three of their six-part series on the 5,4,3,2,1 strategy. This time, the focus is on Network Interactions, exploring the power of connecting with partners through SMS, Messenger, or video, unlocking new possibilities for business growth.3:08 – Recap of 5,4,3,2,1 strategy4:18 – Network Interactions15:48 – Final ThoughtsTakeaways:The key to achieving great results lies in consistently applying effort and strategies over time. It's not just a one-time effort, but the dedication to keep doing it consistently that yields success.Texting and Messenger provide a convenient way to have conversations, especially when phone calls and emails may not be the most suitable option for both parties.A CRM can be an invaluable asset for maintaining network interactions. It helps streamline communication and keeps important contacts organized.Focus on engaging with individuals who can truly contribute to your business growth. Meaningful conversations are key to developing fruitful partnerships. Quotes:“It’s doing these things consistently overtime that is going to produce a great result.”“I bet most loan officers came in the morning at 9 am and knocked out the 5,4,3,2,1 strategy and then went home for the day. They would probably find more success in that one hour of work than they currently do with what they are doing right now.”“I have had more meaningful conversations via Facebook Messenger with realtor referral partners that I do not currently operate with than I have any other type of communication.”“People feel more inclined to engage and reply when it’s a Facebook Messenger message.”“It’s so much easier to text to have a conversation.” “One of the best features of a CRM is to have these network interactions.”“My success in messaging has come from the one liner messages.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
18:0901/08/2023
Building Realtor Loyalty and Generating Referrals with Dawn Griffin
In this week’s episode Sean Zalmanoff sits down with guest realtor Dawn Griffin to uncover powerful insights on cultivating and expanding your relationships within the industry. Tune in to discover how to effectively move the needle with your partners and achieve remarkable growth in your real estate journey.2:18 – How Dawn got into the Business7:48 – Q&A Begins20:48 – Wrap-UpTakeaways:Staying in constant communication with partners is crucial. Maintaining an active presence helps originators remain top-of-mind when referrals are needed.Loan Officers shouldn't be disheartened by negative responses or lack of immediate referrals. The focus should be on consistently delivering exceptional experiences to clients.Earning realtor loyalty is tied directly to the experiences clients have. Positive feedback and repeated good experiences lead to more referrals and long-term loyalty.Realtors are receiving more calls than ever from originators. So it’s important to stand out and provide value in order to differentiate yourself from the competition. Quotes:“A lot or realtors are taught that they need to hand out three business cards which is not true.”“My business started growing because I created a blog online and then people started emailing me.”“When you gain trust and do a great job you work your way to the top of the referral list.”"We got to create value for our partners."“It’s really important to stay in front of your partners.”“It’s what the clients say about the experience. If our clients are having repeatedly good experiences, then you will get the referral.”“When someone else messes up you get the chance to help but getting loyalty is making sure the clients experience is flawless.”“If the client is happy, we will refer you all day long.”“Treat your clients like gold and don’t let them forget you.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
24:2028/07/2023
Social Interactions: The Growth Catalyst
In this week’s episode Next Level Co-Founders Kellen Vaughan and Shane Kidwell delve into the powerful realm of Social Interactions as a key growth strategy for your business. Building on the previous episode, they emphasize the significance of maintaining a strong presence in front of your audience while fostering meaningful connections to enhance referral relationships. The 5,4,3,2,1 strategy continues with a focus on authenticity and engagement, urging LOs not to overcomplicate matters. Tune in to gain valuable insights on leveraging social interactions for business success in this second installment of their six-part series.2:18 – 5,4,3,2,1 breakdown3:31 – Definition of having a Social Interaction10:23 – Staying Relevant13:20 – Simplify the Process Takeaways:Don't overcomplicate social interactions; keep them simple, engaging, and authentic.Consistency is key; once you start engaging with people, keep it going to see continuous growth.Genuine interactions matter more than mere emotional reactions on social media platforms.Treat social interactions as essential ingredients in your business recipe, like salt and pepper.Value the quality of interactions over the quantity; impactful interactions make a difference.Quotes:“Your definition of having a social interaction is going to change as you develop in your career.”“Once you start engaging with people, don’t stop. It will keep growing.”“These should be interactions not an emotion. Don’t just like something on Facebook be engaging with someone.”“Take the online offline.” “The goal of this is staying relevant and you need to be where your audience is.”“Make sure what you are posting is engaging, and authentic. And do it with consistency.” “The best sales people are relatable.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
15:4125/07/2023
Becoming Your Agents' Habit
Join Next Level Coaches and Co-Founders, Kenneth Travis and Sean Zalmanoff, as they share powerful insights on driving loan applications and closing deals in their latest episode. Learn actionable strategies to become an invaluable resource for your agents, providing them with the necessary value and education for success.2:28 – Sean’s Strategy to Stand Out12:48 – Inside the Community13:32 – Power of Handwritten NotesTakeaways:Don't passively wait for loans to come in; you need to take action and stay proactive to be successful in the industry.Staying relevant and visible is crucial, especially in an era where the industry is experiencing increased calls and interactions.Two effective weekly strategies to stand out are sending rate emails and providing valuable information on how to get offers accepted.To succeed, it's important to become a habit for realtors, where they consistently send deals your way.Educating real estate agents and providing them with valuable information is a significant opportunity for growth and differentiation.Going the extra mile by writing handwritten notes to realtors every week can help establish a stronger connection and make a lasting impression.Quotes:“You can’t be a flamingo. Sticking your head in the sand and waiting for loans to come in is not going to serve you.”“There has never been a time in the industry where realtors have been receiving more calls and interactions. You have to differentiate yourself from the competition.”“In order for us to be successful we need to become our realtors’ habit. When they have a deal it’s a habit for them to send it to you.”“Best opportunity we have is to educate real estate agents.”“What are you teaching above and beyond that is differentiating you from other loan officers.”“Arm them with the information that they need.” “Educating and giving them something they haven’t heard before.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
19:2618/07/2023
The Power of Non-Negotiables
In this week’s episode, hosts Kellen Vaughan and Shane Kidwell dive into the crucial concept of non-negotiables and the impact of focusing on the actions that truly matter in the world of loan officers. Through insightful discussions and personal experiences, they unveil the transformative power of intentional seasons and highlight the importance of consistent execution. From the foundational steps of the initial 90-day season to the advanced strategies of the power-packed second season, this episode is a goldmine of wisdom for both aspiring and seasoned loan officers. This is part one of a six part series on actions that matter.7:26 – Definition of Actions that Matter9:34 – Foundation 9013:14 – Power 9019:26 – Elevate 90Takeaways:The lessons you gain from your failures can be more powerful than sticking to what has worked in the past.Understanding what actions are ineffective is just as important as discovering what actions yield results.Like lifting weights in a gym, progress in your loan officer journey requires consistent effort and action.The average loan officer spends minimal time on meaningful actions, highlighting the need to focus on high-impact tasks.By consistently showing up and executing essential actions, you can build a solid foundation for an extraordinary career.The art of winning lies in taking action, as execution trumps empty promises and plans.The individuals who engage and interact the most are more likely to receive a higher number of loan applications.While accidental farmers may yield results, those who approach their work intentionally and purposefully will experience even greater growth.Quotes:“What we’ve learned not to do is almost equally as important as what we’ve learned to do.”“The average loan officer spends less than 15 minutes a week doing actions that matter.”“That consistency is what separates those that will have an incredible career in this industry.”“You need to have muscle memory in your business. Foundation 90 builds those sustainable actions and muscle memory.”“The problem isn’t lack of ideas the problem is lack of consistent action on these ideas.”“The art of winning is executing.”“Execution is more important than you talking about how you are going to execute.”“Those who have the most interactions, and most conversations are going to be the ones that have the most applications.” Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
26:0611/07/2023
The Loan Officer's Guide: Mastering Agent Outreach for Success
In this podcast, Kellen Vaughan and Sean Zalmanoff uncover the importance of effective agent outreach and the impact it can have on your success as a loan officer. They discuss the significance of segmenting agents based on their time and dedication, and why narrowing down your universe of potential clients is crucial to managing your energy efficiently.3:30 – Kellen’s Agent Plan6:23 – Sean’s Agent Plan9:50 – Low Effort, High Impact Strategy16:40 – Wrap UpTakeaways:Segment your agents into how much time and dedication it takes for them.It’s important to narrow your universe down to something manageable. Then take that universe and divide it up into how you want to spend your energy.Too little time with the wrong agents and too much time with the wrong agents is a waste of time in your business.If you are not casting your marketing net to them then there is no other way that they will ever raise their hand and say they are interested in working with you.Quotes:“There has never been another time in their career with so many loan officers reaching out and trying to get in front of them.”“I can’t be all things to all agents and go after all of them at the same time.”“You can’t be high tough, high impact to every single individual person.”“Details matter, what do you do, do it consistently.” “Gotta cast this net and be consistent with it and the goal is to stay in front of them.” “Sometimes you have to be really direct and ask to get their business and referral.”“Be bold and ask for the business.”“Make sure that time is spent as efficient as possible.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
18:3804/07/2023
Power Conversations: Confronting the Truth
In this episode, Kenneth Travis and Shane Kidwell dive into the topic of the intake call and its immense power in building trust with potential buyers. They discuss how these conversations can be used to confront the truth and establish a strong foundation of trust that can ultimately lead to successful business relationships.2:00 – Myth Buyers are Liars4:00 – Difference Between Perspective and Truth16:30 – There is Always a Next Step Takeaways:There is often a difference between the perspective of the buyer and the truth of the numbers that loan originators have to deal with.Having a well thought out, strategic intake conversation can help bridge this gap and build trust with the borrower.These power conversations require balancing the borrower's perspective with the loan officer's need for accurate information.Failing to have powerful conversations can lead to missed opportunities and lost revenue.You have to specify achievable outcomes and the actions needed to achieve them can help ensure success.Quotes:“The reality is they are answering the questions to the best of their ability.”“There is something powerful about having an intake conversation and breaking down the barrier of consumer vs business.”“They look at us like we are a car salesman not as a trusted advisor.” “Be relatable, be likeable and work as hard as you can to become their friend.”“Take it to completion, do not leave anything unresolved when you are having an intake call.”“There is always a next step in the conversation. You have to follow up your phone conversation with an email list of instructions for your buyer.”“They lose a sale because they had poor conversations with the buyer.”“It’s little tweaks in our conversation that is going to influence a buyers trust in us.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
22:5027/06/2023
Realtor Meetings: All the Money is in the Follow Up
In this week's episode, join Kenneth Travis and Sean Zalmanoff as they discuss the crucial role of follow-up strategies in building strong relationships with realtors. It’s important to focus on what makes you different from other originators and show realtors the benefits they have working with you and helping them see their blind spots in their business.4:05 – Follow Up Strategy 7:00 – 80/20 Rule16:44 – Creating Your ImageTakeaways:You have to focus on what makes you different, you want to be a trusted advisor and show them the benefits they have working with you. Think about the image that you want to portray. You don’t want to be unapproachable or salesy.Build their trust and help them with their business and actively listen to what they need and adjust the conversation accordingly.Realtors fall in one of two camps. One is in the camp of needing more traffic and two is in the camp of needing more time. Quotes:“It takes more referral relationships to close the same amount of business than it has in years past.”“You have to have this emotional intelligence to sell them on the differences and the benefits that you have to be able to help them see things inside of their own business that they haven’t paid attention to before.”“A lot of other loan officers are groveling and begging for business and not actually providing value.”“You’re not getting business from this meeting. All the money is in the follow up.”“If you do not change the strategy with the follow up, you’re missing out.”“What are you doing as an originator to go above and beyond for your real estate agents.” “I meet with more people that do not work with me than I do with ones that do work with me. But there is still value in meeting with them and building that relationship.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
21:1720/06/2023
Embrace the Discomfort
In this week's episode, Kenneth Travis and Kellen Vaughan discuss an important aspect of achieving success - embracing discomfort. They highlight the significance of enduring hardships in today's market, so that when the market improves, you will already be that much more ahead of your competition. 4:30 – KTs Race Day19:27 – Lessons Learned26:36 – Final Lesson Wrap Up Takeaways:You have to be willing to go through the pain and discomfort in your business in order to succeed.Running in the snow and the rain makes running on the sunny days that much easier.You have to go through the hard times right now during today’s market and do the things that make you uncomfortable and when the market gets better you are going to be that much further and life becomes really easy at that point.Never stop learning, you have to constantly push yourself and sharpen your axe.You’re going to pay for it either way. You will pay for it with trial and error, or you will pay for it with a group of people who will be there for you and grab you when you fall down.Quotes:“A lot of times we underestimate what abilities we have.”“We have to push ourselves and test the boundaries.”“We can always do more than we think we can – we have to embrace and push through the discomfort.”“Anything that is worth doing is going to be hard.”“The only thing that saved me was having a very strong mindset.”“When things get hard and business dies down you have to have that mindset of being able to perform at a higher level and maintain that mental toughness.”“When you are not prepared but you have a strong mindset you can still have success.”“The community of people around you is what sets you apart.” Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
32:3613/06/2023
The 3, 2, 1 Strategy
In this week's episode, Shane Kidwell and Sean Zalmanoff, co-founders of Next Level, share their insights on how to engage in more organic conversations and attract additional applications during an unstable market. They introduce their 3, 2, 1 Strategy, which involves focusing on specific actions that matter and making them non-negotiables in your day-to-day. By following this strategy for 30 days, they guarantee that you will receive an additional application.1:14 – 3,2,1 Strategy Introduction13:41 – The 2 in 3,2,1 Strategy 20:36 – The 1 in 3,2,1 Strategy Takeaways: Being intentional with your business and building your sphere will help you succeed in this unstable market.In today’s digital world you are the brand, so you need to make sure you are engaging in conversations.By making these genuine connections you can help people feel good. And by helping people feel good and making money while doing it, you’re more likely to keep this going for 30 days or longer.Make sure not to overthink this strategy. One thing you’re doing can be used two to three different times within different media depending on who you are targeting. Quotes:“There's nothing more important when you’re an originator in an unstable market than having a clear plan.”“You can have great effort but if you’re running in circles you’re not going very far.”“We can guarantee that if you do this for the next 30 days you are going to get an additional application.”“The number one thing lacking in originators business right now is having enough organic conversations.”“The art of being a top producing salesman/woman is creating engagement with people and building your sphere.”“Do everything with intention and you will grow your business.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
29:3006/06/2023
Trust the Process
In this episode, Kenneth Travis and Sean Zalmanoff talk about the importance of trusting the process in order to achieve success. There is a process that needs to be followed in order to become great, and it requires a willingness to put in the work and do the less exciting tasks that no one sees.1:18 – ATMs6:30 – KT’s Early Days of Building a Team11:45 – Setting up Systems and Processes16: 50 – RecapTakeaways:Prioritize your day at the beginning and focus on the money-making activities first in order to set yourself up for success.Trust the process and do the things that nobody sees so that down the road you have a big level of success.Success is not an overnight thing you can attain. You have to trust the process and do the less exciting tasks in order to reach this success.Leadership is not about being everyone’s savior or doing everything for everyone. You must learn to delegate and empower them in order to create the time you need to get the important tasks done.Have to do the money-making activities more often than not. Give yourself the grace and have a plan.Anything worth doing is going to be hard but if you trust the process and stay in the grind and stay focused you will succeed. Quotes:“I think a lot of loan officers in the marketplace check the box to check the box but it’s not impactful.”“It has to be impactful.”“You think you’re busy until you get a better understanding of what busy really looks like.”“It’s a process, you will get better and better at it as you go.”“A coach is going to tell you what you do not want to hear sometimes but the truth is, but the reality is this, you are lazy.”“Everyone wants to be great, but they do not have what it takes to reach that level of greatness.”“There is nothing sexy about the day to day sometimes.”“It’s the times that no one sees, it’s the weeknight reading the weekend readings, the little activities you do that are not sexy.”“You’re either changing and progressing or you’re dying. Its up to you to choose which camp you’re in.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
20:3030/05/2023
Adding Value to Your Database with Guest Dan Munford
On this episode, Dan Munford Branch Manager of Benchmark Mortgage, joins Shane Kidwell and Kellen Vaughan to talk about how to add value to your database. Dan discusses how to categorize your database into 5-star groups to determine what you can do to provide value for them.2:08 – Dan Munford’s Background3:28 – Database4:36 – Meet with Your Database9:46 – Affinity Network13:18 – Static and Dynamic Takeaways:Owning your database and the real estate partnerships are the fundamentals that a lot of us forget to nourish and master in order to grow and sustain our business.Helping your past clients add value in their profession will help them to be more likely to refer you more business.Creating this personal network and brand of five-star services helps bring more continuous business to each party within the network.The more people you know and hang out with the more your business starts to grow.It’s great to be able to do business with people you already know and have a relationship with.Adding value to your database will create referrals. Quotes:“Instead of calling your database, you’re going to meet with your database.”“The goal here is: let’s use all of the tools that we have that are free.”“Because we are bringing them business no one needs a coupon because we are bringing value.”“Adding value creates referrals.”“The goal is to add value.”“We got to get creative and use the free tools we have at our disposal.”“The more people you hang out with the more your business starts to grow.”“Think about the compound effect the compound could be huge.” “Don’t we want to do business with the people that we love and care about?” Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
21:0823/05/2023
Back to Basics
On this episode, Kellen Vaughan and Sean Zalmanoff talk about getting back to basics. You have to be willing to do what other loan officers are unwilling to do. Doing some simple tasks, such as picking up the phone, can be the difference between success and failure.3:43 – back to basics10:53 – generational phone adverse11:18 – power of conversation12:16 – make a commitment Takeaways: Every deal counts. Every deal matters right now.Do the things that make you uncomfortable first. Get it done, knock it out and make your life easy and close business.There is a power that comes with hearing someone’s voice on the phone and a power of conversation.For some the fear of talking and picking up the phone is greater than the pain of failure, the pain of disappointing your family, the pain of bankruptcy.Doing these simple tasks that others are unwilling to do will be the difference of having loans in three months. Quotes: “There is some amazing green pasture ahead of us.”“If you do some simple tasks to close enough loans to pay your bills – the nails in the coffins that are going to be put into many originators – some companies that you would like to see go by the way side are going to be immense come fall time and that means when rates do come down within the next 8-18 months you are going to print money.”“It’s the difference of having loans in three months versus being a smiling, people greeter at Walmart in three months.”“Do what other loan officers are unwilling to do.” “A few weeks, months from now good chance their lender is going to go out of business and you are going to be there to pick it up.”“Genuinely can communicate better when you hear someone’s voice and you hear the inflection and hear the tone.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
16:3216/05/2023
Industry Lies vs Industry Truths
On this episode Shane Kidwell and Sean Zalmanoff discuss the industry lies vs the industry truths. There is still a lot of business to be had in today’s market. Be high class and provide a high-class experience and you will not just succeed you will build the base to thrive within months in the industry.2:45 Hitting Reset3:05 The Changing Market4:45 Sean’s Originator Experience8:45 Industry Lies vs Industry Truths16:45 Automation20:40 WinnersTakeaways:You have to decide how you want to navigate your weekend work. Never working weekends does not work when your business partners are working weekends.Value matters to everyone. You don’t have to be the cheapest, but you do have to bring exceptional value everyday. If you do not, you are going to lose time and time again and then you will be out of the business.Automation isn't going away. However, AI is never going to take over exceptional service people.Lies and the truths are there no matter what, but the winners are going to take those truths and embrace that and master those things.Quotes: "The further we get away from 2020, 2021 and beginning of 2022 the more we realize that it wasn’t real. We are getting back to a real market, doing real business the fundamentals of being a real top producer.""If you say you aren’t successful, then you won't be.""You aim the boat in the direction you want to go before you ever hit that landing, that port of entry.""They're not taking your job; you’re giving it away."Show Links:Community Platform: www.BecomeNL.comStrategy Call: www.NLStrategyCall.comPodcast Partner: https://rebeliq.comSocial Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/Next Level Loan Officers brings you in-depth conversations with the top mortgage team leaders, executives and branch managers in the country. We also feature mastermind sessions with influential coaches, consultants, experts and speakers. All so you can build the right team, systems and technology to scale your mortgage team to a hundred million without losing your YOU.
21:3702/05/2023
3 Steps to Resetting Your Success
The market doesn’t have to dictate your success if you take action to reset what is important. On this episode Shane and Sean Z discuss the three steps you can take today to reset your success in a down market. 1:30 The tough reality4:30 Planting seeds6:30 Hitting reset9:35 Events15:36 Making an impact19:45 Education Takeaways:You are building for success in the future even if you aren’t seeing success now. First reset step was being the digital mayor with content creation.Money is nice, but sometimes the stress isn’t worth it.Second reset step was putting on thoughtful events.With events you need to have a cadence, make a commitment, and create connections.There will always be challenges, but you have to commit to see your actions trough.Create connections with people, regardless of the medium.The third reset step is education. Crowdsource information so you can find out where and how you can help. If you offer a program, you should be an expert on that program.Quotes:“The reality is that we live in a boom or bust economy in the mortgage industry.”“Whether you are at a high or a low, resets are important.”“The number one thing you can control is your mind and thoughts.”“I needed to get in front of influencers. Someone that can influence my pocketbook now or in the future.”“You have to continue to action in order to build traction.”“The actual event is not the goal, it is the the relationship and connection created at the event.”“One thing that originators fail at is that they don’t ask enough good questions.”“Impact is going to come through connection.”Show Links:April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://rebeliq.comSocial Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
33:2118/04/2023
The Age of AI: How ChatGPT Creates Opportunities
Using a tool like ChatGPT when used properly can increase the sum of your income. On this episode Kellen and Sean Z discuss the opportunities ChatGPT creates and how they both are using the AI tool. 1:30 Creating an impact for the future4:40 Using ChatGPT11:00 Examples of using AI14:30 The importance of prompts18:20 Use AI as an opportunityTakeaways:The invest you make today is going to pay off 3, 6, 12 months down the road and it will continue to pay off.ChatGPT is a tool, not a replacement, for creating content. Using a tool like ChatGPT is great way to remove blocks when you are staying a blank page when thinking about what to write. Don’t just copy and paste the output. You need to put your touch on it for it to make the biggest impact. Use the fact that AI is a trending topic as an opportunity to talk to your agents and schedule some time. Quotes:“There is nothing more important in the business than investing in yourself right now.”“You have to give ChatGPT clear instructions for it to work correctly.”“The number one thing is that inputs equals outputs and what you put in it matters so much.”“ChatGPT isn’t going to post the social media, but it can give you the ideas.”Show Links:April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://rebeliq.comSocial Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
22:4211/04/2023
Success Through Networking w/Kristi Norton
The more people you network with, the more business you will do. It's that simple. On this episode, The Home Loan Mom, Kristi Norton, joins Sean and Shane to discuss how her networking focus has helped her succeed as an originator. Kristi also discusses how her positive mindset and experience, outside of mortgage, have helped her shape her business. 1:45 Intro to Kristi8:06 Mindset13:00 Experience outside of mortgage16:50 Power networking24:19 Being disciplined Takeaways:A negative mindset in a negative market will not be conducive to success. No matter how bad your days get, you must keep going because there is no other option. Focus on building relationships with the people you know in your sphere of influence. Not being afraid to be out there, networking, and creating relationships is one of the greatest superpowers you can have in this business. If your market has broker caravans, that is a great opportunity for networking. If they remember your brand, it is ok if they don’t remember your name. Quotes:“Every day is a new day, every day is different.”“Tomorrow is another opportunity to make sure we do things right.”“The only thing we really can control is the thing between our ears.”“I have done a lot of different things, and all of those things have really informed of how I run my business."“I did a lot that was unpaid, but it was all great training for being in mortgage.”“Next Level helped me tap into what I have done in the past and how to make it work.”Show Links:April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
28:2806/04/2023
There Is Going To Be Pain Either Way
Sometimes doing what is required in this business can be painful. But you have to weigh that against not doing what should be doing, as there is going to be pain either way. On this episode KT and Kellen talk about being honest with yourself so that you can break out of your negative thoughts and tough situation to chart a path to success. 3:15 Being honest about where you are6:55 Choose your pain11:00 Opportunity are everywhere17:05 Fish where the fish are21:00 Commit to actionTakeaways:You may have a lot of doubt about your future in this business and that it is ok to have doubt. Sometimes doing what is required isn’t fun. Mindset will decide whether you will win or lose in the downturn. There is always opportunity if you have the right mindset. Home values are holding and some places still going up. There are so many things you can do right now, if you choose to do them. If you made 100 calls a month, it would be impossible for you to not find a deal, as long as those calls have value.Quotes:“Maybe you are at a point to where you aren’t sure if you want to stay in this business.”“There is pain either way. If you don’t do what’s required, there is pain in not making money.”“Sometimes the pain isn’t great enough for them to make a move.”“Educate yourself as an originator to learn about loan programs that you don’t know about.”“I think a lot of loan officers are waiting to be ready.”“Do something today, that you didn’t do yesterday.”Show Links:April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
24:5004/04/2023
Using Data to Stand Out in Your Market w/Quinton Harris
You don't have to talk about products or rates to get business. You simply have to provide value that the competition can't or won't. On this episode, Quinton Harris of The Market Distillery joins Brett May and KT to talk about how he uses data to separate himself in the Jacksonville market. Quinton discusses how he uses data to generate business and create conversations outside of just being a mortgage loan officer providing a commodity service. 1:15 Intro to Quinton 5:15 Separating yourself 8:30 Using data to generate business12:10 Leveraging data in a smaller market15:00 Using data to overcome objections20:21 Going deeper than the headlines.Takeaways:Having a podcast is a powerful tool to reach anyone you want. In mortgage we are all selling the same thing, so you have to focus on value to the market to truly separate yourself.Anyone can find data, but to use it strategically that adds value is what matters. Creating another business channel outside of origination allows you to use that business channel to create origination opportunities. Sellers are the only ones that come out ahead when there is a rate drop. Lower rates may mean a great cost because there will be more demand than there is in a high rate environment. Understanding the real estate data allows you to be more strategic with your conversations.Quotes:“Our goal is to have a podcast that everyone can be a part of.”“We rarely talk about products and we rarely talk about rates.”“Every time we do a presentation, it leads to multiple contracts before we even walk out the door.”“It doesn’t matter how big or small your market it is, it’s can you be the local economist in that market.”“The minute these rates dip, and they will dip, you will be battling 50% more competition than you are right now.”Show Links:April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
30:1628/03/2023
The Systems of Success w/Linda Davidson
How would you like 75% of your business to come from referrals? Relationships turn into revenue when you spend more time with the people you know than those you don't know. On this episode Linda Davidson joins Kellen to share her systems of success and how that has created a massive referral business for her. 1:30 Linda’s three keys when she started7:05 Doing business your way10:50 System of residuals 16:55 System specifics20:10 Staying in touchTakeaways:Systems and processes can fix and prevent a lot of problems. Not knowing how to properly structure a deal is not a recipe for success. Be better than the underwriter up front by taking pride in the work you do upfront. Put yourself in a position where everyone wins. You have to have a relationship in order to have a long-term relationship.Make sure your important actions are non-negotiable. You need to build relationships quick to create stickiness.Quotes:“Systems don’t have a bad day.”“The second thing I was told in this business was that I must be better than the underwriter.”“There is enough stress in this business without you causing your own stress.”“Don’t rely 100% on automation to keep in touch with your clients.”“You can’t fast forward the relationship.”Show Links:April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
26:0023/03/2023
Sometimes You Have to Scuttle Your Boat and Reset
Success is not always a straight line. Sometimes you have to take a look at where you are and ask yourself; Are you in the right boat? On this episode, Kellen and Shane discuss resetting your path, defining your success, and building brand awareness that isn't just a soundbite. 1.30 The great reset7:20 What does success means to you9:20 Being known and memorable13:00 Using stories20:00 Who has the answersTakeaways:Sometimes you need to reset where you are and what you are doing, when you aren’t happy. You define what success means to you. It’s ok to say you have failed and that you need pivot. Brand awareness isn’t just a soundbite, it is a true driver of business.When it comes to being the digital mayor, you have to have likability. Short-form stories are a tactic that should not be ignored. Create a folder of story style content to use in your marketing.Quotes:“Sometimes you have to scuttle your boat.”“What do you do when you know you need to change?”“The biggest asset for me to build momentum, was to be the most likable and memorable.”“Comparing yourself to others, will never bring you success.”Show Links:April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
22:1421/03/2023
Don't Lose Focus: Embrace Where You Are
The lesson is simple. Embrace where you are, learn to love the challenge, and beat the competition because their focus is on things they can't control. On this episode Sean Z talks about not letting the things that don't matter take your focus away from what is important. 1:30 Change in the times3:05 Letting things get to you5:40 What are you doing now7:55 Looking forward to the challengeTakeaways:You don’t get rid of bad habits. You have to create good habits to overcome what isn’t working. Don’t let things that don’t matter take your attention away from things that do matter. What are you doing now to set yourself up for success later?Embracing where you are at is how you win. Tough times will create tough businesses. Competition is leaving the market which creates massive opportunity. Quotes:“Sometimes this job is harder than it seems and sometimes it is easier than it seems”“Only that which I give power, has power.”“Everybody’s rates are higher than they were last year. We can’t control that.”“Are you going to choose to love fate?”Show Links:April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/Rebel Academy.
10:5314/03/2023
Earn More Business by Owning Your Mistakes
When mistakes are made, you need to own it, fix it, and take responsibility. In this episode, Kellen and Sean Z discuss how having tough conversations and taking responsibility can actually lead to more business. 1:15 DFW live event2:45 Tough conversations13:00 Taking responsibilityTakeaways:Avoiding tough conversations with your consumers can erode trust. Don’t run away from things you can’t control, instead be an educator, lean into them and explain why they happened. Sometimes things just go bad. You have accept it, own it, and move on.Quotes:“I never met a problem that got better with age.”“LOs bury their head in the sand. Hope it’s going to get better, pretend it’s going to go away, and in reality it only gets worse.”“Because this deal messed up, I have a better chance of getting a new referral partner, because I took responsibility.”Show Links:April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
20:0909/03/2023
200th Episode: Tactics that Made the Biggest Impact
Interrupting the pattern, creating content, marketing consistency, execution, and creating solid agent relationships have been major keys to growing origination. On this special 200th episode, the guys look back at the tactics that have made the most impact for them. 1:30 Reflecting back7:57 The 5k & 10k guarantee 15:45 Content & social media21:10 Creating agent relationshipsTakeaways:The biggest impact for Kellen was the 10k guarantee on his pre-approval. Major Key: Pattern Interrupt You don’t have to be an expert to win on social media.Major Key: Consistency Learning about agents by asking questions instead of fire-hosing agents with everything that is good about you.Major Key: Being interested rather than interesting. Quotes:“We offer something for everybody, no matter where you are at in your business.”“We want the next level community to be a place of resources, knowledge, inspiration, and accountability.”“We don’t theorize on what we should do; show me what we should do.”“If you become excellent at one thing every month, you will be at an entirely different place in your business.”Show Links:April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
30:5107/03/2023
Next Level Tactic: Generating Leads Through Conversations
Create an endless supply of opportunities for your business by having conversations that other loan officers don't. KT, Sean Z, and Kellen discuss how educating agents on niche programs will generate referral leads across the entire spectrum on loan products. 3:30 Meeting buyers where they are6:52 Creating conversations12:55 Getting smart on different products Takeaways:Just because you market a product doesn’t mean that is the only product you can do. Use niche products to get your foot in the door to have conversations that lead to other types of business. Lead generation comes down to having conversations.Helping agents close deals they weren’t going to be able to close is how you can create true value. Quotes:“A lot of borrowers are sitting on 2-4% interest rates and they aren’t going anywhere.”“There is a huge market for the underserved right now.”“Agents appreciate education.”“One of my goals is to have at least two conversations with an agent that I am not in a transaction with.”“Lead with education. Whoever educates the best will win.Show Links:April 27th Event: Next Level LiveCommunity Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
18:0302/03/2023
Mortgage & Marriage: Finding Balance as a Husband-Wife Team w/Sam & Anisha Mauldin
Divide and conquer take on a whole new meaning when you are married and happen to work together. Sam & Anisha Mauldin join Sean Z and Kellen to discuss how they balance work, being parents, and, more importantly, being there for each other. 3:45 Intro to Sam & Anisha6:21 Divide and conquer10:55 Balancing work & life13:25 Being a husband-wife team16:45 Maintaining focusTakeaways:2022 showed the difference between action and inaction with origination results. In a team, there will be trial and error in finding out who is best at doing what. When working as a married team with children, it is all about finding your balance with duties. If you are a husband-wife team, working with other husband-and-wife teams is a little-known niche. Sometimes you just have to stop thinking and stop doing. There are a lot of great ideas out there, but it can cause you to lose focus. Quotes:“Trial and error is what got us to where we are now.”“In-process updates is one of our ATMs”“We want to be great spouses, great parents, and then great loan officers.”“We love working with husband and wife agent teams.”“It's not that we need to taught something new, it’s about doing what we know we need to do and doing it consistently.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
21:0428/02/2023
Action & Mindset is What Matters w/Thomas Frank
There are opportunities everywhere if you have the right mindset and take the right actions consistently. Thomas Frank joins Kellen to talk about the current state of the market, mining your database, niche products, and keeping a positive outlook. 1:55 Mindset4:45 Reality of a high-rate environment 6:55 Database mining 9:10 Niche products15:05 FundamentalsTakeaways:You have to take action otherwise you won’t get where you want to go. For the consumer, it really isn’t about the rate it is about affordability. Database mining is paramount in a down market. If you can find opportunities for multiple streams of income, don’t be afraid to jump on them. There is always great opportunities by focusing hard on a niche market. Become a subject matter expert in one area of the industry and you can drive business from multiple channels. Quotes:“Mindset is huge in this market.”“We may lose 50% of loan officers in this market.”“I have been using ChatGPT to help create more email marketing content.”“I am having my team pick out a niche, and go hard with it.”“Your not going to win in this market by being all things to all people.’Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
22:0623/02/2023
Tomorrow Doesn't Exist: From Ventilator to Victory w/John Torrijos
Tomorrow doesn’t exist, when you are just trying to get through today. On this episode John Torrijos joins Sean Z to share his Covid story, where he went from months in the hospital, given a 50/50 chance to live, to getting back into the game with a new perspective on what is important. 1:42 Intro 4:19 John’s story16:45 Coming back into the market21:20 Gaining perspective Takeaways:Don’t underestimate the power of your mind in times of crisis. Your mindset needs to focus on what you need to do to get through today. Tomorrow doesn’t exist. Having a solid support system of family and friends can help you get through in trials and tribulations in life. Gaining perspective allows you to only care about the things that actually matters. There is no comparison between what is happening now and what happened in 2008.Quotes:“The nurse tells me it might be time for you to go on the ventilator.”“This is our story, this is our journey.”“Covid took over my body and made me a shell of what I was.”“You got to have have the mindset of get through today, and then tomorrow you will get through tomorrow.”“I am in the business for the long haul, with one foot in front of the other each day.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
29:5621/02/2023
Can the Scripts! Just Bring Value
Stop with the cookie cutter nonsense and just bring value! Sean Z and Kellen talk about how they have provided value to agents by working a niche to fill a need and how agent education is still a number one driver of value. 1:50 Just bring value5:50 Working a niche7:40 Finding the audience13:15 Agent focused events17:00 Just do somethingTakeaways:Be careful with cookie cutter scripts as they may raise red flags with agents. Focusing on a “unsexy” niche allows you to dominate a market segment.Education doesn’t always have to be about loan products. You can also be helping agents be better business operators.Sometimes the best start is to just take action on something you wouldn’t normally do. Quotes:“If you are a loan officer that is not bringing me value, I don’t have time for you.”“Check your REALTOR association’s calendar to find the right day and time for your event.”“These are immediate actions you can take right now to build your pipeline.”“Do something every day that gets you a little bit outside of your comfort zone.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
19:4916/02/2023
How to Make Yourself a Utility w/Brian Sacks
On this episode Brian Sacks joins KT to talk about how Loan Officers can make themselves a true value to agents by becoming a utility. Brian also talks about his top advice to loan officers, how to attract business, creating agent partnerships, and how to show up as an expert. 1:15 Intro to Brian3:10 Advice to loan officers7:20 Attracting business11:30 Treating agents as partners15:00 Don’t assume18:20 Finding a good fit22:10 How do you become a utility26:44 Top Originator UndergroundTakeaways:When you decide to listen or follow someone, make sure they are a practitioner in what they are doing. It is far better to attract business as opposed to chase business. You should be interviewing agents to make sure it is a good fit instead of just trying to get business. Treat agents as partners, as opposed to adversaries. When agents refer, they are also trusting their pay and reputation with who they refer to. You want a relationship driven business, not a transactional driven one.Agents want to sell more homes and your strategy needs to be centered around helping them do that. Three types of agents: Part-timer, successful arrogance, and mid-level. If you help an agent grow to get to the next level, you can create an unbreakable bond of trust. Quotes:“Look at what the competition is doing and then do something completely different.”“Be careful who you listen to.”“If you are chasing business, you are at a disadvantage.”“Better for you to show up as an expert, than a beggar.”“If the agent is a better salesperson than you are, then they will win and you will lose.”“Less is more, quality is better than quantity.”“This market will be a big purge for agents and loan officers.”Show Links:Brian Sacks Workshop: www.toporiginatorunderground.com Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
32:2114/02/2023
Educating Agents: 3 Topics You Can Start Teaching Agents Today
On this episode, Sean Z and Kellen discuss the three hot topics that loan officers can use to start teaching agents today. The guys talk about how agents want this education to help grow their business and how you becoming a subject matter expert only adds to your value proposition when it comes to creating more agent relationships. 1:45 Educating agents5:00 Market education11:55 Product education17:27 Efficiency educationTakeaways:Agents want more education on the mortgage side of the house, so they can use that information to their advantage. Teach agents how money works in the mortgage world. Agents are going to go somewhere for information, make sure it is you. You don’t always have to make an event out of your educational efforts. It can be an email, reel, text video, and any other communication channel that works.Go back through deals you couldn’t get done to see if there is opportunity there. If you have a unique product, you have something to talk about. If you are great at time management, social media, setting up systems, teach it to your agents. Quotes:“We can use education as a way to build trust and relationships with agents.”“So many loan officers overcomplicate what they teach agents.”“When you build an audience where you continue to bring value and education, you will win the war.”“I just want to be a subject matter expert, and all I want to do is provide value.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
20:4409/02/2023
Hedge the Market with Multiple Streams of Income w/Kevin Ducey
On this episode, Kevin Ducey joins Shane to talk about how loan officers can weather bad markets with multiple streams of income. Kevin and Shane also discuss the importance of leadership, sales, investing in others, and how making an impact helps others make a bigger impact. 2:05 Kevin’s story9:45 The 5 Next Level Keys12:00 Making an impact14:35 Multiple streams of incomeTakeaways:Don’t focus on units and volume, focus on families in homes. If you help people you can watch the help others. Leadership and sales will travel. You can be successful anywhere with those traits.Leadership, sales, marketing, knowledge, and mindset are the keys to be a next level loan officer. If you have the opportunity to invest in someone else, take it. Using this industry to create multiple streams of income will help you weather rough markets. Insurance has always been a solid long-term investment.Quotes:“It was easy to service and help an industry that was helping people find a home.”“I think the second step of the American dream is entrepreneurship.”“What I realized is that I can help people in this business make more money.”“When good people have more resources in their hands, they help more people.”“There is a lot of power in legacy.”“Comma was built for originators by originators.”Show Links:Comma: www.whycomma.com Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
25:2707/02/2023
How You Can Win This Market by Executing at a High Level
On this episode, KT and Shane talk about how loan officers can win simply be executing at a higher level than the competition. The guys also discuss why goals don't matter if you can't measure them, why talk is cheap, and how proper planning will prevent piss poor performance. 1:37 Executing at a high level6:10 Goals need to measured9:40 Talk is cheap11:40 Prioritizing and planning15:44 Take and embrace feedbackTakeaways:If you execute at a high level for a long period of time, you will have success. If you set goals, they have to measurable. Effort is important but not as much as executing. Execution is effort, plus action, plus tactics, plus strategies, plus accountability, plus discipline. Talking about it doesn’t matter if you don’t execute. Ask yourself, what does proper planning look like to you.Start out by making a list your Top 3 objectives that you need to execute on this year. Quotes:“But for me the definition of executing, is did I do it 100%.”“We are in a market where if you are executing at 70% you will lose against those who execute at a high level.”“A goal is just a dream, unless you set intention and action.”“Effort in today’s market is not enough for you to win.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
20:0902/02/2023
Social Media Success: Blocking Out the Noise w/Carlos Tejero
On this episode Carlos Tejero joins Kellen Vaughn to talk about how he has found success in a down market by doubling down on social media marketing. Carlos talks how his social media strategy and blocking out the noise allowed him to do build a team to do more business. 2:00 Intro to Carlos4:40 Power of social media7:00 Referral partner offline10:15 Best type of content12:45 The importance of the team15:15 Key positions for support17:20 Block out the noiseTakeaways:Social Media continues to be a great business generator so ignore it at your own peril. Consistent video on social media is a long-game play and will lead to success. You can use social media to drive both consumer leads and referral partner relationships. You have to be invested in your long-term success as opposed to short-term results. Jumping on video trends are great for awareness and eventual conversions. Having a strong team that you pour yourself into can make all the difference. Quotes:“I didn’t have a lot of business, so I locked myself in the room and did video after video.”“Social media is what got me here and I haven’t stopped.”“What good is it to do a video, and then stop."“Don’t give up.”“As you long as you put in the work, you’re going to receive.”“You have to block out the noise.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
21:2131/01/2023
Consistency Beats Perfection w/Joe Wilson
On this episode Joe Wilson, founder of Social Coach, joins Kellen to talk about how consistency beats perfection when it comes to social media. The guys talk about getting over the hump of starting, how messaging consistency wins business, and how taking actions can make you tens of thousands of dollars.1:30 Different times4:08 Excuses and perfection8:50 Getting started10:40 Consistent message13:30 Social Coach20:00 Being aware of blindspots Takeaways:You can always find reasons to not do something. If you wait for things to be perfect you will hurt your income. Consumers identify with imperfection.Consistency is important which is why large companies are showing ads all the time. Consumers need to see your message at least 12-15 times. Being aware of your blindspots is important, but not as important as taking action. Quotes:“Everyone has something that they don’t like about themselves.”“You are worthy and good enough as you are exactly today.”“My consistency will be your perfection.”“Consistency is the number one indicated to success on social media.”“Showing up consistently even with an imperfect message, will be way better than not.”“The average American spends over 2 hours a day on social media.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Coach: https://www.socialcoach.io Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
24:1326/01/2023
Power 90 Success Story w/Nikkie Bickham
On this episode Nikkie Bickham joins Sean Z to share her Power 90 Success story and how it helped her branch become number 4 in the company. Nikkie talks about how she has built momentum through tracking, focused on relationship building by taking the online offline, and how ATMs have allowed her to grow while others contracted. 1:30 Intro to Nikkie4:00 Power 90 Success8:15 Relationships matter11:00 Actions That Matters14:45 Build momentum through trackingTakeaways:Power 90 can absolutely make a difference for those who execute. Building friendships and relationships without putting your business front and center is key. Invest in relationships while everyone else is contracting and stopping their marketing. Create good habits for growth. You do your habits until they become part of who you are.A lot of LOs miss out on the sell side of the transaction.Tracking builds momentum in your business and your mindset. Quotes:“Most of my growth came out of what I learned in Power 90.”“The LOs with the most friends will make the most money.”“They key is taking the online offline.”“You want to make sure that anyone who knows you will relate your name with mortgage.”“When you track you get momentum when you see production.”“If you are not calling listing agents, you are missing out on a goldmine of opportunity.”“I have taken 31 loan application so far in January.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
22:1324/01/2023
Assume the Relationship w/ Coach Bill Hart
On this episode Coach Bill Hart joins Sean Z to discuss how LOs need to Assume the Relationship as they build their database. Coach Bill also discusses the massive opportunities mortgage professionals have in front of them simply by seeing 4 out of 10 LOs leave the business. 1:25 Intro to Coach Bill Hart4:50 Assume the relationship9:30 The weak are leaving12:55 Database is your bankTakeaways:In the last 30yrs, one thing that hasn’t changed in this business is the importance of relationships.The weak competition is leaving the business which will be a boom for the strong LO. If you are going to be in production then your database can’t be a secondary thought. Life events create leads and activity. Don’t talk about mortgage, talk about real estate.When you have a large database you won’t feel market shifts as much. If you don’t focus on your database, than that should be a new discipline for LOs.Quotes:“Assume the relationship.”“When the rates are low and the phones ringing you tend to neglect the database.”“4 out of 10 loan officers are leaving the business.”“You have to build you database and you have to build it every day.”“If you are hard to find, then that is a problem.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
22:3617/01/2023
Let Discipline Squash Your Fears
On this episode Kellen and KT talk about how basic disciplines can help loan officers overcome their fears of failing. The guys also talk about being referable, likable, and how this will be the year of the conversion skillset. 1:50 Being fearful6:40 Selling vs marketing10:35 Being referable 12:45 Having a conversion skillset15:35 Going back to basic disciplinesTakeaways:There are better days ahead so don’t dwell on the negativity of the current market.At the end of the day a lot of originators are afraid of letting their families down, of letting themselves down. Every loan officer is on a different path in their career. There is a difference between following up with leads and converting them to customers. If you want to achieve a certain level of success you need to have disciplines that you are proficient at. Agents are trusting you to help them get their commission, so you have to be referable. There is no room to be sloppy and lazy if you want to be successful. Quotes:“A lot of loan officers are scare right now. They have fears about the market.”“We knew 2022 was going to be rough, but I don’t think a majority of the industry knew how bad it was going to be.”“A lot of times loan officers avoid their weaknesses.”“Being an LO is a skillset, not a job.”“This is the year of conversion.”“In 2021 you could have been sloppy and still catch a boat full of fish.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
20:4312/01/2023
Winning Strategies: Using Power Conversations to Drive Results
On this episode Sean Z and Shane talk about how their power conversations are the number one strategy to drive results. The guys will go into examples, scripts, and tactics for loan officers to be successful in their conversations with consumers. 3:20 Back to basics6:40 Power conversations10:05 Setting the tone20:40 Don’t make the process about youTakeaways:Setting expectations as part of your intake process is one of the best things you can do for your business.Develop a framework for your power conversations so they are easily repeatable for your and your team. Using a CRM to take notes helps you streamline your process and not create a bad experience with making them repeat themselves. Asking questions allows you to probe deeper and learn more to help you convert. Don’t waste consumers time by only talking about yourself and what you do. Quotes:“The number one thing I focused on with leads is having a powerful intake conversation.”“My goal is to know this person better in 30 minutes, than their agent knows them.”“Each call is about setting expectations and resetting expectations.”“The fact is that consumers don’t give a crap about you. They just want the best deal.”“All the money you make in a transaction is in the follow up.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
28:3410/01/2023
Finding Success in a Changing Market
On this episode Shane and Kellen give you the three pillars that LOs need to do to find success in a changing market. The guys talk about being expert, getting comfortable with being uncomfortable, and the power of being a connector in your market. 3:22 Be a master of your craft7:40 Get uncomfortable 11:05 Large networks create large incomes16:10 RecapTakeaways:Knowing your product inside and out can make all the difference in your business. Strive to have excellence in understanding your guidelines. Now is a time to lean into areas where you have been lazy and comfortable to get uncomfortable and take action. Some of the best marketing is free marketing. Get out, create conversations and create relationship. Most LOs take more in payment than they give in value. That is your opportunity. Become a connector of people. Quotes:“You have to master your craft.”“The more you can understand your business, the better you can identify that customer and the better you can close them.”“One of the biggest ways to fail when the market shifts, is to stay comfortable.”“The LO with the most friends make the most money.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
20:1705/01/2023
Business Transition: The Broker Journey
On this episode Sean Z and KT talk about their transition to from retail to the broker channel. Shane also joins to discuss with the guys about how you need to know what you want for your life and to be hyper-focused on your reasons for making a change. 1:45 Reason to transition8:35 Margin compression11:40 Wanting something different15:10 Vision for your life18:05 You have to know what you wantTakeaways:The LO and who you are plugged in with is what makes the difference in success between retail and broker. Margin compression has really made the retail model more challenging for a lot of LOs. There are a lot of people where price hasn’t always been a big part of their business, but that is starting to change. In a high rate market you need to double down on the perceived value of what you do. Nothing is wrong with wanting change as long as the change is for the right reasons. You are going to make sacrifices to be different and grow your business. Quotes:“The grass is greener where you water it.”“Technology has really grown since I left the broker world.”“It is hard to sell a loan having to charge a point and a half or two points on the retail side.”“You design your life in your head.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
22:1703/01/2023
Three Things That Every Loan Officer Should Be Doing
On this episode KT and Kellen talk about the three things that every loan officer should be doing at the end of the year. CRM and data can be a differentiator for your prospecting and relationship building in 2023. 2:00 Number 1: Referrals 8:15 Audit your MSAs11:05 Number 2: Submissions14:30 Number 3: Sharing with agentsTakeaways:Pull your closed loan report at the end of the year to see your top referral partners. Make sure you are spending time with the right partners. Appreciate the relationships that you enjoy working with. Pull your loan submissions that didn’t close. Be the CRM for your agents and create some stickiness in your relationship. Quotes:“Your future self will thank you for taking action today.”“I like growing with young agents.”“How many deals go by where the listing agent doesn’t get any love from the lender?”“We are in a market where you have to be strategic.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
21:1429/12/2022
You Have to Start to Be Great
On this episode Shane and Sean Z discuss their success blueprint to starting their weeks. The guys discuss how they plan, create their goals, how to create anchors, and tactics that make sure their work week ends in success. 1:30 How we start5:30 Planning days10:00 Getting your recharge13:05 Anchors 18:25 Battle regretTakeaways:We design our time around the goals that matter. Pick a day that works for you to start planning your next week. Scheduling helps you stay committed to your actions. Starting your day with gratitude can make all the difference in your outlook. It is ok if you drift as long as you are aware when it happens. The difference between winners and losers, is that winners show up consistently. Quotes:“Our week starts the week before.”“I pencil in 5-7 money making activities per week.”“When I look at my calendar, I am making sure my first three daily commitments are addressed every day.”“Everyone should be writing handwritten notes.”“As you start your year, can you make some agreements with yourself?”“Put goals in place that will move the needle in your business.”“Regret is the outcome of poor planning.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
21:4227/12/2022
What We Do: The Next Level Community
On this episode Sean Z and Kellen talk about how the Next Level Community can help Loan Officers, no matter where they are in their business. You will learn about some of the best things we offer to help Loan Officers find success in their 90 day season.2:05 The sum of your tribe5:15 Recession opportunities8:20 Where we can help12:35 Power of the CommunityTakeaways:Having a scarcity mentality will hold you back. There is no better example than learning from someone who has been in your shoes. We live in 90 day seasons and walk our Power 90 members though each day. One of the best things you can give to agents is education.We have experts that can help for all areas of your business. Quotes:“The challenge we have in the mortgage business, is that not a lot of loan officers want to share their tactics or what is working well.”“You might be listening to this podcast thinking that you aren’t going to make it to next month.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
23:1727/12/2022
Take Simple Actions to Create Big Results
Sometimes it only takes one simple action to create a massive opportunity. On this episode KT and Shane look back at how their humble beginnings helped shaped their successful businesses. The guys talk about taking advantage of the opportunities in front of them, adding value to agents, and how simple actions can make a big difference. 1:56 Opportunity4:38 Being humble9:08 Control what you can control11:15 Simple actions18:30 Getting plugged inTakeaways:Every wall equals an adjustment. Just keep adjusting to what is in front of you.Don’t focus on things that you cannot control. Meetings with agents and customers have to be based on value. Agents want to meet with LOs that provide value on some level or another. Simple actions can lead to big results.Quotes:“Just because you have had success, it doesn’t mean you will have pitfalls or failures.”“Your success in the market is dependent on how you respond.”“Sometimes where you come from, is where you need to get back to.”“I can attribute all of my original success and growth to one opportunity.”“If you can address their needs and their fears, you are going win their business.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
25:1920/12/2022
Closing Out 2022: Reflect Back to Move Forward
On this episode Shane and KT talk about how they are closing out 2022. The guys also talk about reflecting back to learn where you should invest more, doing an audit of where you spent your resources, and the opportunity to be an educator in 2023. 2:00 Closing out the year with reflection7:05 Auditing everything11:30 Did you invest enough14:08 Season of education18:30 The place for resourcesTakeaways:Everyone deserves to take time to reflect. You need to be real and ask yourself if did you do enough this year to warrant taking time off.Audit your year and see where your resources went.As you reflect, you want look forward and plan. You need to know who you customers are and think from their perspective. Educational initiatives are great for creating bait to attract the right people. Quotes:“My question to you is, did you earn a vacation?”“You have to do what is required in order to get what is desired.”“I can blame the storm, but it doesn’t change my reality.”“It is hard to be generous when you’re broke.”“I am a firm believer that this season will be one of education.”“You have to be willing to invest in yourself, bet on yourself, and go all-in.”“I challenge you to commit to doing on educational webinar once a month.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
21:5915/12/2022
Making an Impact One Letter at a Time w/Blake Brewer
On this episode Blake Brewer joins Sean Z to talk about the Legacy Letter Challenge. Blake shares his story about getting his father's letter just hours after his father's death and how that drove Blake on his mission to help 1 million dads write at least one well written, meaningful, lasting Legacy Letter to their children.1:19 Blake’s story9:04 The mission13:50 Building confidence in your children17:35 Legacy Letter ChallengeTakeaways:Writing a letter to your children is one of the best things you can do to make a long lasting impact. When people have this type of love in their life they are set up to be more successful and more confident. Parents can help their kids win the day when helping then win the battle in their mind. These letters cut through the noise and give them something to return to later in life. Quotes:“I believe the most powerful words on this planet are spoken by a Father and spoken by a Mother.”“It is difficult to stare at blank piece of paper, which is why we created this framework and process to make it easier.”“We know that the battle starts in the mind.” Show Links:Legacy Letter Challenge: https://www.legacyletterchallenge.com/ Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
19:4812/12/2022
Best of the Best: The Top 5 Next Level Podcast Episodes
On this episode Frazier hosts a super episode which is a combination of Next Level's Top 5 most downloaded episodes. Below you will see the key takeaways for each episode along with a link the full length version. Actions That Matter: The secret to becoming a top producerIn Power 90 the goal is to have a strategic thought process in how you prepare for your week.If you don’t understand your worth you will not know what tasks you can delegate and offload. Being a proactive loan officer will always get you farther quicker, than being a reactive loan officer. As long as you have a solid team, it doesn’t matter who does your actions items.Checking in once a week as a “stress check” allows you to help with creating a great experience. If you are a one man band, your first hire shouldn’t be marketing it should be someone that gets you out of non-money-making activitiesHow You Can Create a Next Level Client ExperienceA lot of loan officers like to hide from tough conversations, that is your opportunity. Create a process that allows you to use sticky points so that you can differentiate yourself.Ask for reviews when you are CTC’d as oppose to when the loan closes. Make sure you are staying in touch with your pre-approved borrowers with a weekly phone call. Every happy client is a potential sales rep for your business. Focus On Your ALL-IN Agent Relationships!You need to measure your referral partner metrics and rank them accordingly. Ask yourself what you want in a new referral partnership outside of just production. A low amount of good relationships are better than a high amount of bad relationships. Not every agent is a good fit!You don’t need to focus on the “A-List” agents to build a successful business relationship. Ask yourself what the value of the relationship allows you to do in your business or personal life. Appraisers and title reps are great sources to find the RIGHT agents.Becoming a Mortgage Difference Maker w/Jason FrazierA loan officer getting to the consumer first is beneficial for everyone, including the agent. Build a strong referral network so you can help as many people as possible, even if you are helping them to go somewhere else. Sales, marketing, being an advisor, and education is all the SAME. The more you understand about your ideal customer, the easier your marketing is and the better your conversions will be. Don’t market to consumers that you don’t have expertise in helping. Stop doing content that consumers don’t care about. Know Who You Are and Who You Aren't w/Ashley CourvilleIf you’re working too much, you need to invest in your business so you can work less. If you want to grow your business without killing yourself with your time, you need to invest in a team.Double down on communication and let your clients and partners tell you when it is too much. You need to be able to define who you want to work with and the clients you want to work for. You have to say no so that you can say yes to the right people. Go after business that fits your system. Know who you are and who you are not.If you are a woman with kids, your life looks very different on a daily basis compared to most men in this industry.
59:0208/12/2022
Potential Vs Action: Why loan officers are the problem and the solution w/Ron Bergum
On this episode mortgage veteran and entrepreneur Ron Bergum joins Shane & KT to talk about how training, taking action and a winners mindset will allow you to dominate this market. Ron shares his expertise from his 38+ years of experience in sales and market shifts, to help loan officers get unstuck and be successful. This is a jam packed episode that you will not want to miss. 1:40 Intro to Ron Bergum9:25 Start right with your mindset15:00 Embrace the process18:47 Winners win, always23:50 Black belt move28:57 Database is a difference makerTakeaways:This industry is ever changing and you have to be able to reinvent yourself. Don’t create a bad situation for yourself because you have the wrong mindset. Don’t talk yourself out of success. Negative self talk will hold you back at a time when you can’t afford to be held back. You won’t get to where you want to go without effort. You need to understand that you are the problem and the solution.There is no excuse not to go out there and train hard. Training is a requirement of being great. No technology will replace you picking up the phone to call people to show them you actually care. Quotes:“The number one problem that people have is they are in their own way.”“You have to train yourself every day to start right.”“People only do what they believe in.”“A streak is one day and if you fall down, you can always start again.”“In almost every single case where the market wad disrupted, was when I made the most money."“How much of your time is spent training as opposed to just acting.”“Be a contact conversion expert.”“You have to have a standard of service and live by it.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com Content Creator Live: https://nl.nextlevello.com/2022-mastermind-events1668464109889 Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
39:3129/11/2022