On this episode Shawn Mortensen of Jungo joins KT to talk about having a CRM can not only enhance your production it will also protect your database in a refi boom. Shawn also talks about how it is important for a Loan Officer to have control over their data with a shifting market and moves happening between lenders. 1:30 Intro to Shawn and Jungo6:45 There is no CRM easy button10:05 Database is portfolio management15:15 Buying back your time20:25 Connecting with JungoTakeaways:Your tools are important, but the ability of your team to use the tools is just as important.Your database is your bank. You need to have a CRM that will allow you to maximize your conversations.A good CRM is going to take an investment of time and money. There is no easy button.You need to protect your database for when rates come down. When you have a CRM you can be your agent's database. When you take the time to build out your CRM you will gain a higher level of visibility into your business.Quotes:"What loan officers want, is for their team to be able to go as fast as possible.""You want to protect your database, no matter where you may go.""With today's rates, we are setting up to have another refi boom when rates go back down.""I personally believe that Jungo is the absolute best CRM that exists in the mortgage industry.""There is no easy button for any CRM. What is it costing you for not having a CRM in place?""Your consumer is all of your referral partners."Show Links:Shawn Mortensen: [email protected] 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/

On this episode, Sean Z and Kellen talk about how loving the cards you were dealt is one of the greatest keys to success. The guys also discuss how you need to fill your bucket to be fulfilled, the importance of being happy with your decisions, and how failure is often the result of not recognizing the need to change. 1:40 Loving the cards you’re dealt5:05 Filling your bucket8:35 Success is in the eye of the beholder11:30 Execute at the highest level14:40 Content Creator LiveTakeaways:Those that tend to fail is because they don’t recognize that change is upon them.If you are not filling your bucket then you might need to look for a change. You want to wake up and be happy about the decisions you have made. You need to work to achieve your level of success, not the success of others. Just because you are down, doesn’t mean you’re out. But you have to execute to get back to where you want to be. Quotes:“People are driven by two things, they are driven by hope or they are driven by fear.”“Our agenda is your success.”“Our definition of success is different for every member. We all have our own goals and aspirations.”“Every time there have been lean times, good times will follow.”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/

On this episode Shane and Sean Z discuss the season of change in the mortgage industry and talk about how being a connector will position you for long-term success. The guys also discuss creating renewable resources for your business, changing your perspective based on current conditions, and dispel the myth that you are no important. 1:55 Season of change4:25 You are important8:00 Being a connector through events16:15 You have to adapt to changes19:00 Renewable resources21:05 Power of clarityTakeaways:You won’t be able to survive if you don’t thrive right now. ATMs will be mission critical to your success for the next 12-24 months.Being a connector is a great business building strategy. It is so important to do events right now. Social and educational events are a great way to build attention for the future. This is the best time if you have the right mindset.Build renewable resources.Quotes:“We will look back in 12 months to see those that survived were thriving because they were building their foundation.”“Have you looked and your life and your priorities, and is it time to realign?”“The great thing about the Next Level Community is that so many people provide value.”“There are no new ideas there are just new ways of executing on the new ideas.”“It is B.S. for anyone to tell you that you are not important.”“It is easy to be confident if you know your craft.”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/

In this episode Megan Marsh joins Shane and KT to share her journey of empowering mortgage professionals with expert knowledge and training. Megan also discusses her passion for helping others, creating multiple income streams, and how her Mortgage Broker Fast Track training came to be. 4:00 Megan’s journey9:55 Helping others in the industry13:54 Knowledge is power16:20 Broker fast track20:15 Replace want with should23:45 Value of coaching & communityTakeaways:This business isn’t easy and if you are here today, then you will be in it for the long haul. If you stop trying, then it never is going to work.Do some soul searching to find out what you really love about working in the mortgage industry. This is a great industry to develop multiple income streams. Going broker, going to retail, changing companies really doesn’t matter if you aren’t doing the research and moving too fast to make the right decision. It can be quite complicated to open up a brokerage. Mortgage Broker Fast Track is built to speed up the process without sacrificing knowledge. Quotes:“This is a business for entrepreneurs.”“I just couldn’t fit in to a box where I had to completely follow the rules.”“I had to do some soul searching on why I loved this industry and I discovered that it was because I loved solving peoples problems when I did their mortgages.”“If you haven’t equipped yourself with knowledge, you’re going to make the wrong call even if it is the right company.“Mortgage Broker Fast Track is a digital online course that has 6 modules that cover different areas.”“There are things you want to do and then there are the things you should do.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Mortgage Broker Fast Track: https://www.thecolablife.com/ 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/

On this episode Kellen and Sean Z talk about being hyper-focused on where you are spending your time. The guys discuss giving yourself some grace, but also be honest with yourself if you are truly putting in the effort to create the prosperity you want in your life. 1:45 Saying no4:35 Effort in dollars out8:37 Money making activities11:30 Winning is for the pros14:45 Prosperity is a choiceTakeaways:Every time you say yes to something, you are saying no to something else. We are all challenged in today’s market and it is easy to get distracted.What you are doing today is exactly what will set up what your business looks like tomorrow. All you need to do is bat .300 in this business. 30 days of consistency can be a massive change to your business. Quotes:“I am constantly amazed where I see loan officers spend their time.”“I always challenge Loan Officers by asking them, what were you doing 30 days ago.”“Even if you just execute at 50%, it’s ok and give yourself some grace.”“Ask yourself how much do you really spend each week on money making activities.”“You can drastically change the course in your business, just by making minor tweaks.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  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/

On this episode Todd Belmond, Principal of the Scotsman Guide, joins Sean Z to talk about all the commercial and non-qm opportunities loan originators have to grow their business. Todd also discusses the 25yr history of the Scotsman Guide and how they have always been focused on being the best resource for loan originators. 1:15 Intro to Scotsman Guide4:33 Commercial lending opportunities9:40 Non-QM opportunities18:45 The evolution of the housing industryTakeaways:The platform is 100% free to originators. Commercial lending is another niche to think about for loan officers. Now is the time to expand your horizons and take advantage of every income opportunity. Non-QM is not like the subprime of old. A lot of borrowers are average to above credit scores and have a lot of cash.Now is the best time to be the industry expert in your communityQuotes:“Scotsman guide is a great resource for originators.”“There are opportunities for residential loan officers to get into commercial lending.”“Now is a great time to pick up the phone and create relationships with commercial lenders.”“You are really missing an opportunity if you are not learning about Non-QM.”“We have more temporary pain right now, but houses will be more expensive 10 years from now.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  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/

On this episode Shane and Sean Z discuss how now is the best time to hit reset to design the business you want. The guys also discuss being honest with yourself, rules to approaching change, and how you need to define the position or need before hiring a person or picking a product. 1:50 Best time to hit reset2:40 Defining the position first5:35 Being open to coaching8:15 Mapping out what is important12:05 Take time to design the business you want.Takeaways:Don’t hire and then find a position for them. You need to define the position first. There will always be another person, product, and opportunity to do things the right way. You have the take the time to map out what you love and don’t love. Being honest with yourself is always the best policy. Focus on pillars, personal and professional. Quotes:“Build out the avatar of what you need and then find the person.”“We would be hypocritical as coaches, if we were also not open and receptive to coaching.”“You’re not that important in unimportant tasks.”“What do you want and why does that matter. Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  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/

On this episode Deborah Byrd joins Kellen and KT to discuss why loan officers need to embrace the done is better than perfect mindset. Deborah also discusses how she helps loan officers create content, be successful with their posts, and why market share will be won by those who are move visible. 2:45 Intro to Deborah9:10 Breaking through objections15:18 Done is better than perfect21:45 What is the best social strategy Takeaways:Sometimes your path in the mortgage industry finds you as opposed to you finding it.Market share will be taken by those that are more visible. Leverage your client’s experiences to use as social content. People are tired of the bait and switch headlines.  If the motive is pure your marketing will follow. It is double down time for content creation.Quotes:“Every loan officer says they want social media support.”“Not everyone should be on video if it is not your strength.”“That is the beauty of a market shift, is there is opportunity.“TikTok has changed the way people want to receive content.”“Take the E out of ego and just Go.”“This is legacy building time.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  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/

On this episode Kellen and Sean Z talk about all the opportunities you have to educate your sphere. The guys also discuss how understanding market dynamics and getting in front of bad news will allow you to be an expert in the eyes of your clients and referral partners. 1:35 Negative news4:30 Getting in front of bad news8:50 Educate your sphere12:45 Fighting against perceptionTakeaways:The talking heads give you ammo every single day to educate customers. Being a mortgage expert means knowing as much as you can about what drives or drops the market. The more you know the more opportunities you have to be that expert voice in the market. Don’t be not he wrong side of education and knowledge to your agent partners. The key to being a successful loan officer is having a short memory. Quotes:“Inflation is the arch enemy of bonds and the arch enemy of fixed rate security instruments.”“Always over deliver and under promise.”“You make the news or somebody else does.”“I want to be the guy that knows what’s going on.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  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/

On this episode, KT, Sean Z, and Kellen discuss the launch of the new Next Level platform.  The guys go into the detail about the impact and value the new community brings it's members along with how the platform will bring together a distraction free environment for loan officers to build a better business. 1:44 Community impact4:25 The platform10:00 The community explained16:20 The loan officers we work with20:22 Community wrap upTakeaways:Coaching is great, but creating a community of people that build long lasting relationships is the key. The community is about bringing people together from the distractions of Facebook. It was important to make sure that our members had a fully featured platform that was hyper-focused on their needs. Two types of membership. Community and Pro with a 60 day free trial. There are over $5,000 in discounts from our platform partners. You will go through challenges in this business and you need a place that will help you level set. The community is for loan officers that might feel like they are on an island and they don’t have help in a contracting market. Quotes:“What we want to build is a group of like minded loan officers, that just want to get better.”“When I think of community, I think of a place where loan officers can go for knowledge, support, resources, and accountability.”“We made a decision to move our platform away from Facebook. At Next Level we always look at things a little bit different.”“The reality is that if your business relies on a Facebook group, you are just renting that audience.”“We work with everybody. We are looking for highly committed, coachable loan officers who want to take their business to the next level.”“The goal of the community is to help loan officers."Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  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/

On this episode Sean Zalmanoff talks about his recent business decision and the process he took to decide on his move. Sean also discusses how reading certain books gave him a different thought process, how being thoughtful helps you plan properly, and why taking the time to map out your path is the only way to know you made the right move. 1:00 Big announcement 5:05 Time for a change8:45 Being thoughtful about change11:34 Excited for the future13:30 Don’t chaseTakeaways:Reading the right books often helps you think about your current state from a different lens. If you ever decide to leave where you work, exit with grace. The banker vs broker debate is only relevant to where you are in your business and how you work. When making a decision, you need to take time and be thoughtful about what is important to you and what you want. Block by block.Some things will better and some things will be worse when you make any move. Quotes:“I am opening up my own company and going back to doing what I love getting belly to belly with agents and borrowers.”“It is important to understand that in an ever changing market, you understand where you fall in and that you are taking care of yourself.”“I want to focus on myself, I want to focus on the company I am building, and focus on Next Level.”“Whenever you make a big decision, you can’t think about where you are going, you need to think first about what you need.”Show Links:Strategy Call: www.NLStrategyCall.com  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/

On this episode Sean Z discusses the importance of checking in with yourself especially when making an important decision. Sean also discusses how you got to have the right stories you tell yourself, you have to be appreciative, you have continually look at where you are, so you are moving the needle forward in your mind and business. 1:31 Taking a minute to check-in with yourself4:18 Principals of CEOs7:21 Being the best11:00 Appreciate where you are14:42 Actions that matterTakeaways:You have to take time to reflect on your situation professionally and personally. What you tell yourself will tend to manifest into reality. Learning from CEO market leaders makes you think about your business differently.If you truly want to be the best, you will have to make sacrifices. Book recommendation: Focus on the Good StuffIt takes as much energy to plan as it does to wish. Quotes:“You do life or life does you, but no matter it all ends the same for all of us.”“The story you tell yourself the most is the story you believe the most.”“I refuse to not be the best at what I do no matter what the circumstances are.”“If we don’t appreciate the things in our life, then we will have struggles.”Show Links:Strategy Call: www.NLStrategyCall.com  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/

On this episode Michael Fischer joins KT to talk about how to debunk VA myths by becoming educated and educating others. Michael also discusses specific VA myths, how a community can help you grow the right way, knowledge based marketing, and his path to becoming a the best VA mortgage pro you can. 1:50 VA lending challenges5:40 VA myths13:45 Knowledge based marketing19:20 Finding a community22:45 How to become a knowledgeable VA loan professionalTakeawayIf you want to be an expert, you need to educate yourself and be willing to educate others; Especially real estate agents. There are still a lot of myths about VA lending out there and not enough experts to help veterans become homeowners. Use data to combat the VA appraisal myths about home value with agents. Veterans can use their entitlement more than once. Show your passion around helping veterans and you will attract those that need help from a true professional.Find a community of other professionals who want to grow the same passion and mindset. You can read and watch videos, but the best learning path is to see how others do their business. Quotes“The key to being better is to educate ourselves and others about VA.”“In the last few quarters conventional and VA appraisal values have been exactly the same.”“The number one opportunity out there is to educate real estate agents.”“Agents really tune-in when you show them that they can do more business.”“My two most common replies is did you read chapter four or did you call or email the regional loan center.”“We teach them how to problem solve and how to learn, because I know I can’t teach them everything possible.”Show Links:Strategy Call: www.NLStrategyCall.com  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/

On this episode Tyler Hodgson joins Sean Z to talk about how he has created a culture of ownership by inviting his team to share in the growth of his brokerage. Tyler also discusses becoming a coach in Next Level, how processes guide execution, and why his company made the Inc 5000 list two years in a row. 3:15 Next Level journey5:00 NXT business growth7:05 Being a coach9:20 Allowing team ownership13:00 Processes15:55 Keys to Tyler’s success Takeaways:Coaching helps you but coaching helps your team as well.When you allow your team to share in the growth financially of a company it drives everyone to be invested in the success.If you do decide to create a stock structure, your goal is to make it simple. Setting a standard contract date allows you to set up a repeatable, seamless process. Details matter for the customer experience but also for the experience of your team. You have to be excited and passionate about what you do to really enjoy the success you want. Quotes:“I decided to sign up for coaching for two reasons. One, so that I can have my own personal coaching. Two so I could regurgitate that coaching to other members of my team.”“I talked to some attorneys and got some advice so that our team members could have some actual ownership and share in the growth.”“That ownership mindset from your team is so important.”“There is nothing better than to have your team invested month in and month out.”“Time kills deals.”“You have to understand all the different pieces and pay attention to all of them.”Show Links:Strategy Call: www.NLStrategyCall.com  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/

On this episode Ashley Courville joins Shane to talk about overcoming the challenges of the last 12 months. Ashely talks about being a mortgage mom, finding balance, finding your way back from a low point, and what actions she takes to keep her business at the level she needs. 2:50 Intro to AR5:33 12 month reflection10:14 Finding your way back14:41 Processes vs outcomes22:50 Ashley’s ATMsTakeaways:Having a team is a great asset to your business but it is also a great asset when you need personal time. Not everything is going to go well in business and your personal life. You need to be able to pivot. When you go through hard times you need to have the right people in your circle who will cheer you on. The reality is that if you’re focused on the outcome, you are going to have a challenging time. Processes are what makes your business a business. You need to harness to the power of your CRM if you want to have a true 5 Diamond customer experience. Quotes:“I chose to not double and triple my business during that busy season. Being with my kids and being a present mom was my number one thing.”“I knew it was an absolute must for me to have a balanced life.”“I thrive on brining a certain amount of energy into the room and my world. When you are struggling mentally it is hard to bring that.”“Protecting your peace is your number one job.”“We cannot control our environment but we can control our processes.”Show Links:Strategy Call: www.NLStrategyCall.com  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/

On this episode Sean Z talks about why most 12 month goals won’t work and why Power 90 is the answer. Sean talks about his 90 Day Season and how it allows him to better achieve his goals and course correct when necessary. 1:25 Why 90 days6:20 Actions That Matter9:02 The path16:14 Planning your seasonTakeaways:Planning a goal list for the entire year is a great way to forget about it. Break your goals down to make them more achievable. 90 day seasons allows you to course correct when you are off target or if your ATMs are not working.If I just have a 30yr goal with no plan on how to get there, then that is just a hope and a dream. When you set a goal, make sure you know WHY you set it and then keep drilling down to find your fuel. You need to decide your “Why Times Five”.Quotes:“Most people will greatly overestimate what they can get done in one year, and greatly underestimate what they can get done in five years.”“Breaking your goals down in a 90 day season allows you to live in them every single day.”“You need action and that’s why we created Power 90.”“My motivation for getting up every morning, is because I want to make sure my kids are taken care of.”“You can move a mountain with a shovel if you so choose.”Show Links:Strategy Call: www.NLStrategyCall.com  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/

On this episode Lee Nguyen joins Shane and KT to talk about his journey from the Navy to Mortgage. Lee also discusses the importance of balance, how teaching classes level up his business, and how a hyper-focus on working his ATMs gave him a great path to success. 3:30 Intro to Lee5:40 Finding balance9:28 Lee’s ATMs13:03 Homebot strategy15:10 Highest and best use of time17:46 Details matter21:00 Education is the opportunity Takeaways:You have to have balance in what you do otherwise you will get burnt out. Actions That Matter will only help your business if they are truly an action that matters. If you do not like doing something, let that drive action to find something you do like doing and then go all in. You will find where you need to focus by understanding where you are weakest in your business. Great book to read is Run Like Clockwork.Teaching classes is an evergreen strategy that transcends adverse market conditions.  Work ethic is a super power when you are just starting out.Quotes:“Joining Next Level got me past a lot of my bottlenecks.”“My main needs was balance and getting out of my own way.”“I knew one of my weaknesses was my post close follow up.”“If there was one thing that I could do once a week, it would be to schedule and teach classes.”Show Links:Strategy Call: www.NLStrategyCall.com  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/

On this episode Linda Shinpaugh joins Sean Z to talk about how she runs her business and manages her branch from the road full-time. Linda also discusses her activities and processes that allow to her to find success even in a challenging market. 1:30 Working on the road3:33 Intro to Linda 11:10 Linda’s ATMs18:30 Find your tribe20:40 The power is in the groupTakeaways:If your business depends on working with agents, you better make sure you are scaling your business to match theirs. You have to be intentional about your ATMs. They can’t just be thrown together without a strategy. Consistent systems and processes will make all the difference in how you run your business. When you have a remote team, doing 1:1’s and team calls are important. Even if you are not producing, it doesn’t mean you can’t drive ultimate value for your team. Celebrate your activities as they will lead to wins. Quotes:“A lot of clients look back to the Realtor which is why they are the pivot point in the transaction.”“One of my super powers is being organized, systematic, and consistent.”“Culture is important to us, so I send over our core values before I interview someone.”“For me being really scheduled and disciplined with my time and my routine is one of the biggest ATMs that I do.”“When times are tough, winners win and losers sit on the sidelines watching the winners.”“If you are not staying focused on your activities and just worried about results, it will be hard to stay positive.”Show Links:Strategy Call: www.NLStrategyCall.com  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/

On this episode Fredo Rivera joins Shane and Sean Z to talk about how he has built a monster brand by being authentic. Fredo discusses how his ATMs drive his business growth, how he chooses to have a good attitude, and how being consistent is the ultimate brand amplifier.    3:15 Intro to Fredo6:00 Enjoying what you do.7:35 Looking back9:30 Where should you focus your efforts13:42 Replace vs supplement16:10 Building a solid brand20:16 Fredo’s ATMs24:15 Being passionate  Takeaways:You have to find joy in what you do and find what is going to drive you forward. Being service focused over being focused on the transaction is where the gold is. Bombbomb is easy technology to use and allow you to do one to many.Video, video, video. Enough said. You have to choose to have a positive outlook. It is a people business, so make sure you are talking to people and having conversations.Staying consistent is the ultimate brand amplifier. There is a tribe out there, you just need to find it. Quotes:“If you are not passionate about what you do and where you do it, you are doing the wrong thing in the wrong place.”“If I could go back, I would double down on my level of service towards people.” “You got to have as many touches with people as possible every single day.”“My business has been affected too, but I choose to have a good attitude.”“You can have a great relationship and still not get the business if you don’t ask for it.”“I put out content that I think will resonate with people.”“I have to get my mind right, so I can get my grind right.”Show Links:  Strategy Call: www.NLStrategyCall.com   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

On this episode Alysha Boles joins Sean and Kellen to give her three top strategies for growing your business in a new market. Alysha also talks about doing business in two very different states and the benefits of getting plugged in with your local schools. 1:30 Intro to Alysha3:28 Starting a new market9:48 Multi-state business13:02 Making the community small18:05 Getting plugged inTakeaways:Start out quickly in a new market by visiting open houses. Join local community networking groups to meet more people.  You can’t get plugged into your community unless you plug in!If you want to go all-in on something, then you must burn the ships. Finding people in your local community that want you to win is amazing. But it doesn’t happen without having conversations.Quotes:“You have to make the large small, you have to find your community and you have to dig in.”“I used old fashioned organic social media to have conversations to take the online offline.”“I did 8 loans my first year. With my one year anniversary with Next Level I did 38 loans, and the following year I did just under 70.”“Everywhere you turn and have conversations, you are going to find a connection somewhere.”“Next Level is a community of people that are willing to help, give, and share their best practices.”Show Links: Strategy Call: www.NLStrategyCall.com  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/ 

On this episode mortgage broker and video marketer Ryan Ehler, joins Sean and Shane to talk about how Loan Officers can produce video success for their business. Ryan gives a breakdown of how to get started, what type of content matters, and tactical advice for beginners. 2:15 Introduction to Ryan5:44 Brand through video8:36 Advice for beginners 13:05 Working hard and smart17:55 Video that matters22:00 Be on brandTakeaways:If you aren’t meeting in person with clients, video will be even more important to your business. Video allows you to saturate your area with your brand 24x7.Everyone has to start somewhere. Don’t worry about the mistakes. Don’t worry about equipment as you can simply start with your phone. Work for the lifestyle you want and you will know how much money you need to make. If you are looking for video ideas, you can simply start with recording answers to the questions you get all the time. Leverage cheap and free sources to create your content. It is out there!Quotes:“As long as people like and trust you, along with knowing you will do good for them, they won’t care you are.”“You don’t have to sell yourself if you deliver value up front with video.”“You don’t need a top notch DSLR to do video.”“Work hard and smart, but not long.”“It is not about making as much money as possible, it is about building for your lifestyle.”“Remember that your video is all about them and not about you.”“Don’t worry about hitting home runs and going viral.”Show Links:Strategy Call: www.NLStrategyCall.com  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/

On this episode Kellen and Sean go over three winning strategies that will loan officers win business today and tomorrow. The guys get tactical to help you separate yourself in a time when standing out is a major key to get deals. 2:45 Blessing from the market pain4:27 Seller guarantee strategy12:10 Financing presentation 18:22 Client updates  Quotes: “With the 10k seller guarantee, you are just separating yourself from the other offers.” “It is the little things that matter and sometimes the little things are what makes all the difference.” “I tell agents that my number one job is to make agents the most amount of money in the least amount of time.” “The number one complaint in the industry is lack of communication.” Key Takeaways: Even with the pain of this recent shift, there is still a long-term upside.  You have to look for opportunities in your business that will allow you to separate yourself from the pack.  Doing the financing presentation to the listing agent and sellers can make all the difference in getting your offer accepted.  Don’t forget that you want to create a relationship with the listing agent too.  Do what you say you are going to do for your borrowers and agents.  Show Links: Strategy Call: www.NLStrategyCall.com  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/

On this episode Shane and Kellen go into detail about how being non-negotiable on money making activities can triple your business. The guys also discuss practical examples and the one simple thing that separates average LOs from great LOs. 1:55 ATMs explained6:45 ATM rules9:20 Practical examples15:17 Secret sauce19:35 The stories you tell yourself22:05 Realtor playbookQuotes:“ATMs are non-negotiable.” “During your ATM time, you executing your activities.”  “You write the top five things you are good at, you like to do, and make you money.” “Go into Monday playing offense, and not defense.” “ATMs are not one size fits all.” “The one thing that separates a three loans a month loan officer and a 15 loans a month loan officer is consistency.” Key Takeaways:Instead of large time blocks, can you focus on one thing to complete each work day? ATMs have to be three things. You have to like doing them, you have to be good at it, and they have to be a money making activity.  During your ATM hour, you focus only on that activity.  Organize your week before your Monday starts.  Being consistent with your activities will be the single greatest driver for your business.  Don’t get tripped up doing activities that have a low percentage of growth potential.  Show Links: Strategy Call: www.NLStrategyCall.com  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/

On this episode Shane and Sean talk about how the divide and conquer strategy is critical for your growth. They also break down how to delegate your duties, setting expectations, and how to set up your first critical hire. 1:30 The divide and conquer conversation6:30 Delegation10:05 Your first hire 14:45 Don’t compare yourself to others18:00 Set expectations and upsell your staffQuotes:“Right now is a great time to reset the talent on your team.”“Your first hire should always be a loan partner.”“You have to know what your specific value proposition is before you hire help.”“Where you are at in your business is going to be different than anyone else.”Key Takeaways:Balanced loan officers are not built to do everything in the process. If you have to over engineer your systems and processes to catch your team from making mistakes, you have the wrong team members. There is a lot of talent our there that can help you grow your business. Now is the perfect time to build the business that you want. Never talk bad about any person who your customers or partners will have contact with. It will set them up for failure.Show Links:Strategy Call: www.NLStrategyCall.com  Free download: https://vflinks.typeform.com/episode151 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/

On this episode Kellen and KT talk about why it is critical to know your numbers in this business. The guys also discuss how to calculate your worth so that you can invest your time in money making activities and grow a successful business.2:00 Knowing your numbers4:55 Planning to get to your number9:18 Executing on your plan14:00 Finding out what your worth20:37 It is hard to get out of your businessQuotes: "If you understand this business, you can have a wildly successful and long career as a loan officer.""The number one answer I get from Loan Officers when talking about how much money they want to make is one hundred thousand dollars.""If you're starting at zero, that's ok. It will take you about 90 days of being consistent and focused on your actions that matter, to start seeing results.""Hope is not a strategy." "When you know how much you are worth per hour, you start to see what you should be spending your time on.""The common denominator between the Loan Officers that make 300-500 an hour is that they have help.""You have to ask yourself, is what I'm doing right now the best use of my time?"Key Takeaways:Knowing your numbers is one of the most important details that you have to pay attention to. It is important for loan officers to have clarity on what their goals are before they really get going with building their business. Having a goal is meaningless if you don't have a plan to get there. Being a loan officer is a long-game play. You have to be willing to put in the work. If you don't know what you are worth per hour, then it will be hard to make more money by working less. Don't have limiting beliefs as they will 100% limit your chance of success.Show Links:Strategy Call: www.NLStrategyCall.com  Free Download: Annual Goal WorkshetSocial Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode Shane and Sean talk about how to get a true ROI from being focused on what matters. The guys also talk about activity tracking, being able to adjust, and being focused to work on your business. 2:00 Activity Tracking4:25 Focused actions8:25 You have to adjust12:20 Return on time investment16:43 Think as a business ownerQuotes:“In order to understand where you want to get to, you have to know what you are doing with your day right now.”“How much of your day are you spending working on the actions that matter most?”“When I track my time and look at those days compared to when I don’t, there is a lot less waste.”“It is really important to know what you are worth per hour.”“Your goal is where can you get the biggest return on your investment of time.”Key Takeaways:You need to be honest with yourself in how well and productive you are with your day.Great book recommendation: Run Like ClockworkTo be efficient, you need to see how you can get the same results in the least amount of time. Nothing stays the same. You have to able to adjust to the current conditions. Figure out how to get more out of your day by removing waste. In order to properly value your time, you have to know what your time is worth. Show Links:Strategy Call: www.NLStrategyCall.com  Free download: https://rebrand.ly/8020 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/

On this episode Shane and Kellen discuss the secret to getting google reviews from your customers. The guys also talk about the business that is generated from online reviews and how to stay on top of the customer’s mind.1:20 Magic Window4:45 Review strategies 8:55 Intentionality with reviews14:00 Don’t fight the roller coaster17:33 RecapQuotes:“Yes, the industry is changing, but there is money to be made.”“We closed half a dozen deals this year just from our reviews.”“We are going to ask for feedback while they still need us.”“Once that deal is closed, the last thing on the customer’s mind is the mortgage lender.”Key Takeaways:No matter the market conditions there are always to opportunities for your business to make money. Pick the right time to ask for your feedback/reviews from your partners and customers. The number one focus for reviews should be Google. Building out your google reviews will be a FREE lead generator. Work to create a 5 diamond experience.Reviews will create organic traffic to help you provide leads to your agents. Show Links:Free download: https://rebrand.ly/nlp-freevideoclassStrategy Call: www.NLStrategyCall.com  LO Lifeline Event: https://nextlevello.com/loan-officer-lifeline/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/

On this episode Sean Z and Kellen discuss the actionable tactics that you will take away from the LO Lifeline virtual event. The guys also talk about getting out of your own way and be real with where you are. 1:30 LO Lifeline3:25 Negativity kills5:15 Change your perspective7:48 Positive actions12:53 It is easy to find excuses 15:00 Actionable tactics20:00 You have to do the workQuotes:“What you focus on, multiplies.”“It is very easy right now to have some self doubt.”“As a loan officer, are you going to adjust or are you going to stick your head in the sand.”“We are focused on a lot of crap that we can’t control.”“I can control my daily activities, my Actions That Matter.”“Don’t be disappointed in the results you didn’t get, in the work you didn’t do.”“Make a choice to have a great day or don’t. It is your choice.”“You must do the work required to get the results desired.”Key Takeaways:LO Lifeline - $47 - 100% of the proceeds donated to America’s Mighty Warriors.Are you paying attention when you have conversations with the people in your life. It is very easy to look at all the negativity in the world and apply that to your business. Do the opposite instead!We focus on what we can’t control instead of what we can control.Focus on your ATMs and your business will see the benefit. Don’t complain if you are not willing to put in the work. The work you do today will set up your next 6 months. Show Links:Strategy Call: www.NLStrategyCall.com  LO Lifeline Event: https://nextlevello.com/loan-officer-lifeline/ 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/

On this episode Alba Lizarraga joins Sean and Kellen to talk about how she balances being a local originator in two different states. Alba shares how covid shaped her pivot in her business and talks about how to be successful in originating for two very different locations. 2:55 Intro to Alba 6:30 Multi-state lending12:00 Originating in a new market19:35 intentional effort Quotes:“We have to love who we work with.” “If you’re fluent in another language there is a huge opportunity in the midwest.”“2022 is the most important year to stay in your flow.”“One of the things I love most about Next Level is all the different coaches that bring something different.”Key Takeaways:You have to be willing to travel to if you really want to be a local, multi-state originator. When circumstances not under your control give you a different market, you have to find your own way to adapt. You don’t have to chase agents if you work to attract the right ones.You move to a new market, look for the opportunities that your competition gives you by doing what they won’t do. Show Links:Strategy Call: www.NLStrategyCall.com  LO Lifeline Event: www.LOLifeline.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/

On this episode Jerry Merrick joins KT and Kellen to discuss how he community, education, and growth drives his business. Jerry also discusses how he differentiates himself in his market, and how his team has enabled him to get out of his own way. 2:30 Intro to Jerry 4:40 Building a business9:05 Working on structure 14:05 Rainmaker for the team19:00 Next Level differenceQuotes:“Next Level has given me an opportunity to create a growth strategy for myself.”“I do loans that differentiates me from the market."“Mortgages aren’t sexy, but they are essential.” “Our mantra is community, education, and growth.” “You have to find a way to differentiate yourself from every loan officer in your market.”Key Takeaways:Focusing on a niche can help you separate yourself from your competition. Try to stay away from the extremes of a one person band and a jack of all trades. You have to get out of your own way or you will be running in place. Know your customer, before you know your business. Have clarity. Show Links:Strategy Call: www.NLStrategyCall.com  LO Lifeline Event: https://nextlevello.com/loan-officer-lifeline/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/

On this episode, Arthur Miguez joins KT and Kellen to talk about how he has managed to grow his business in a down market. Arthur also talks about how he got started and what he focuses on to help him stand out. 3:00 Intro to Arthur9:15 What actions allow you to be up in production13:52 Advice to stuck LOs19:20 Challenges of creating processes Quotes:“Being an assistant was probably the best thing that ever happened to me, because it allowed me to speed up my learning curve.”“My biggest challenge wasn’t getting the business,  it was managing my pipeline.”“Above all, you have to believe in yourself.”“I have been extremely blessed to have had amazing people around me.”Key Takeaways:As you look to grow a loan officer, think about making them an assistant first so that they can learn the business. Confidence sells. Show your customers and partners that you are confident in your ability. Spending the time on your education is always a good investment as it will put you a cut above. Surround yourself with the best people you can find and you will learn how to be great. Links:Next Level Loan Officers - www.BecomeNL.comLoan Officer Events - loanofficerevents.comNext Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h  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/ Text the word: nextlevel to 36260 to download our

On this episode Ravi Patel joins Sean and Kellen to talk about why he has no fear in a down market. Ravi also discusses how he is doubling down on his activities to grab market share, why being consistent is key, and to why approaching each day with a sense of purpose is always a winning strategy. 1:50 Intro to Ravi4:40 Double down and gain market share6:30 What are you doing different this year9:20 Making a name by being consistent14:35 Team dynamics 19:00 Power of Next LevelQuotes:“Our mentality and focus is to double down on everything. It is all about gaining market share.”“You can’t let the negativity get in between your ears.”“The conversations are different this year. Now we are talking about appraisal gaps and waving contingencies, not about rate.”“I didn’t know anyone, so I set out to make sure everyone knew about me.”“Wake up and have a purposeful day.”“Courage and cowardice are both contagious.”Key Takeaways:Being fearful of the market will end up hurting your business. Lean into the negativity with a positive mindset and that is how you will grab market share. Easiest thing you can do is be an educator with your clients and agents. Have the tough conversations up front. Doing happy hours aren’t anything new, but the way you do them makes all the difference. You have to understand that you are running a business. Links:Next Level Loan Officers - www.BecomeNL.comLoan Officer Events - loanofficerevents.comNext Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h 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/Text the word: nextlevel to 36260 to download our app

On this episode Demar Chapman joins Kellen and Sean to talk about how he has built a business that allows him to travel. Demar also discusses his niche of working with Real Estate investors and how that has allowed him to thrive in the downturn. 2:25 Intro to Demar6:45 Working with Real Estate investors9:00 Traveling lifestyle13:00 Building relationships18:30 Take the time to enjoy lifeQuotes:“It was nice to be able to walk down and get fresh seafood right out of the ocean.”“The downfall of traveling is I don’t get to meet with my clients in person as much as I used to.”“What I consider a loyal client, is someone who does 5 loans with me a year.”Key Takeaways:When you go all-in on a niche, you have less competition and will find your business can weather market storms. Build a business that allows you to be remote, you can work from anywhere which allows you to be flexible with your travel. When you build a loyal client base, you don’t have to fight for referrals.Showing appreciation is always a winning strategy.Links:Next Level Loan Officers - www.BecomeNL.comLoan Officer Events - loanofficerevents.comNext Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h 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/Text the word: nextlevel to 36260 to download our app

On this episode Frazier joins Sean Z and Kellen to talk about all the opportunities for business that loan officers have in the current market. Frazier also talks about his new role inside next level, how the community was built for this market, and why this isn’t your daddy’s mortgage industry any more. 1:45 Frazier's nnouncement7:30 The power is in the group13:45 This is different16:15 Committing to the process19:40 Power 90Quotes:“Next level is a like a real-time dynamic playbook for LOs that gets updated every day.”“The power of our community is due to the collective expertise of our members.”“I love times like these because of the opportunities that a market like this provides.”“This isn’t your daddy’s mortgage industry anymore.”“Business is always done in every market, the difference is who is doing the business.”Key Takeaways:Learning from an active mortgage pro will make all the difference in how you can approach your business. If you take what you learn and execute, you will be able to get business than you wouldn’t normally get.These times are different and you need to be different in kind. Actions that matter is not just a saying, it is the foundation for success if you execute. Don’t waste the opportunity to learn from those that know how to win in any market. Links:Next Level Loan Officers - www.BecomeNL.comLoan Officer Events - loanofficerevents.comNext Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h 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/Text the word: nextlevel to 36260 to download our app

On this episode we feature a new series that we call The Pitch. When we see a new offering to the industry that we feel is noteworthy, we invite the providers on to pitch their product. For this episode, Jamie Ackerman of Keep U Current, joins Sean Z and KT to discuss how her service can help LOs provide a post closing red carpet experience to their clients. Links:Next Level Loan Officers - www.BecomeNL.comLoan Officer Events - loanofficerevents.comNext Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h Contact Jamie: [email protected] 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/Text the word: nextlevel to 36260 to download our app

On this episode, Kellen, Sean, and KT recap all the amazing content that happened at the recent Las Vegas mastermind. The fellas talk about what they learned from the top REALTOR panel, how the community helps each other, and how the mastermind will help Next Level members succeed in 2022. 1:25 Mastermind mindset4:55 Importance of having a community7:00 Realtor panel12:15 True value14:33 Find your tribeQuotes:“There was no fear in that room this weekend.”“We have to take what the market gives us, good and bad.”“It was great to hear our members say that this was exactly what they need to hear, in order to succeed in this market.”“I promise you that there are 100 of our loan officers, that are implementing what they learned this past weekend.”“The last thing agents want on a Monday is a bunch of loan officers calling them to talk about nothing.”Key Takeaways:If you know the exact strategies to focus on in your business, you can win in this market. Sitting still with the status quo will not help you succeed in 2022. Don’t try to attack this business by yourself. Lean into someone that has done this before. This isn’t a one size fits all industry. You have to have a different approach to each one of your agents.You don’t have to be great at everything. Just be really good at a few simple things. Links:Next Level Loan Officers - www.BecomeNL.comLoan Officer Events - loanofficerevents.comNext Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h 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/Text the word: nextlevel to 36260 to download our app

On this episode Steve Austin joins Kellen to talk about his simple strategy for overcoming objections. Steve also discusses going the distance for his customers, transitioning to the new market, and how education above all is paramount.  2:50 Going the distance for the consumer8:30 Asking questions12:15 Education above all16:20 Transitioning to the new market Quotes:“My first question to the consumer is asking them what they are trying to accomplish.” “It is really powerful to ask that second question.” “You can’t sell your stock today for what it is worth yesterday. Things are more expensive today.” “People look at a loan and thinking they are paying that for 30yrs, but we all know that won’t likely be the case.” Key Takeaways:There is a lot of an opportunity in taking business from uneducated loan officers.  It is ok if you don’t know the answer as long as you have a plan to find out what the answer is.  You can often overcome challenges and objections, by simply asking questions.  Focus on the payment and affordability, as opposed to rate.  Keeping the client informed is never a bad thing. Links:Next Level Loan Officers - www.BecomeNL.comLoan Officer Events - loanofficerevents.comNext Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8hSocial Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/ Text the word: nextlevel to 36260 to download our app

On this episode, Julie Poulin and Jhanae Laplante join Sean to talk about how they created their team to divide and conquer in their business. Julie & Jhanae also go in-depth about their systems, their processes, and the tools they use to create deep partnerships with their agents.  1:45 Intro to Julie & Jhanae3:45 Divide and conquer with a team13:30 Team dynamic17:10 Nurturing agents21:30 Goals and accountability26:10 Be proactive with clients and agents  Quotes:“The way I built my business was through know, like, and trust.” Julie “Where Next Level was huge for me was focusing on divide and conquer with building a team.” Julie “Don’t be paralyzed by the market” Julie “When it comes to the agent relationship, I focus on educating and advising.” Jhanae “SimpleNexus is our number one tool that is money.” Julie “We decided that we wanted to find the right group of agents that we can nurture and build a great partnership with.” Julie Key Takeaways: If you don’t want to adapt to change, you will lose business to those that do.  Messaging is important. Sometimes saying the same thing, but in a different way, will yield the results you want.  Use the lull in business to improve your system and processes.  When building a team it is best to have a mix of strong and weak where you can fill in the gaps. When you use the tools right good things will happen in your business.  When you have a team you have to be crystal clear on everyone’s roles. Find the right agents that will be a partner with your team.   Links:Next Level Loan Officers - www.BecomeNL.comLoan Officer Events - loanofficerevents.comNext Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8hSocial Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/ Text the word: nextlevel to 36260 to download our app 

On this episode, Sunnie Baltes joins Kellen and Sean to talk about how she has turned her ATMs into small steps to achieve big results. Sunnie talks about how she structures her actions that matter to focus money making activities, actions she is good at, and tasks that she enjoys doing. 3:05 Sunnie’s actions that matter10:00 Sharing the results14:15 Power 90Quotes:“My ATM rules are simple. Is it a money making activity, is it something we are good at, and it is something we like to do.”“After my Power 90 is up, I will have a blueprint on what went right and what went wrong.”“I always told myself that I was busy, and there is no beauty in busy.”“Small steps can and will lead you to greatness.”“I am focused on what I have and what I want to build.”Key Takeaways:Spending time on brand recognition is paramount if you want be known in your market. Your ATMs will be easier to execute if you build rules around them. Small wins will lead to a larger success. There is zero value on focusing on what you don’t have or what you wish you had. Do not let fear drive your actions.Links:Next Level Loan Officers - www.BecomeNL.comLoan Officer Events - loanofficerevents.comNext Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h 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/Text the word: nextlevel to 36260 to download our app

On this episode Scott Webster joins Sean Z to discuss how he focuses on strengthening his business by using the tools he has as opposed to going after shiny objects. Scott also talks about his ATMs and how it is better to go all-in with the agents you have as opposed to focusing your time on new relationships.  1:45 Intro to Scott5:11 Important tools8:40 Scaling your business14:30 Take time to shore up your model17:18 2022 focus Quotes: “Everything that happens in my life, I feel there is something to learn from it and a reason that it happened.” “Homebot has been an absolute game changer for me.” “Instead of creating new agent relationships, I chose to create deeper relationships with the agents I already worked with. “Take the time right now to strengthen other areas of your business.” “The biggest benefit I have gotten from Next Level is the community.” Key Takeaways: Turn every challenge in your business into a learning experience.  Tools without execution are just wasted expenses and loss of potential revenue.  Don’t sacrifice your current agent relationships by going after new agent relationships.  If you are going to be a part of a community, make sure you take the time to learn.  Links: Next Level Loan Officers - www.BecomeNL.comLoan Officer Events - loanofficerevents.comNext Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8hSocial Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/ Text the word: nextlevel to 36260 to download our app

Matt Brady joins Sean Zalmanoff to talk about executing on what he learns to build a process that creates business for him for the future. As a new loan officer, Matt also talks about his ATMs and tools that he uses to compete with seasoned LOs. 2:10 Intro to Matt9:00 Matt’s actions that matter11:20 Abundance mindset14:35 Can’t be an order taker17:30 Educating your clients21:45 Agent scriptsQuotes:“My best advice to new LOs is, don’t be afraid to talk to REALTORS.”“You don’t want to build your entire business on doing refis.”“The work you do today, lays the foundation for business 2-3 months out.”“You cannot be an order taker anymore.”Key Takeaways:Everyone has a sphere of influence, don’t forget to utilize yours for business opportunities. Take time to know your products and guidelines to stand out. Coming up with a simple point system to create a process of success. Coaching doesn’t matter if you don’t execute on what you learn. Educating your clients will never go out of styleLinks:Next Level Loan Officers - www.BecomeNL.comLoan Officer Events - loanofficerevents.comNext Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h 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/Text the word: nextlevel to 36260 to download our app

On this episode Rebecca Foote joins Sean and KT to discuss how her purchase business has skyrocketed due to her focus on education. Rebecca also talks about her business model, YouTube strategy,  and her advantage in the market by being a member of Next Level. 2:10 Intro Rebecca7:54 The baseball card12:00 Using education to grow17:12 Youtube strategy18:15 Team makeup22:00 Next Level advantage Quotes:“Why I love Next Level is that I get to brainstorm with other people that I would normally not get to talk to.”“I know originators who did 100 million in volume, but didn’t really make a lot of money. You have to run a business that is profitable.”“I am a big fan on training, so I have creative private strategy sessions for my agents.”“My leads have skyrocketed the past couple months on purchases, because of my focus on education.”Key Takeaways:Not every model is for everyone. You have to find one that works best for you. You need to be able to be profitable no matter what model you choose. Focusing on education is always a winning strategy. It goes to humanizing the process.A lot of people are not investing in giving value to agents in regards to education and helping them grow. Links:Next Level Loan Officers - www.BecomeNL.comLoan Officer Events - loanofficerevents.comNext Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h 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/Text the word: nextlevel to 36260 to download our app

On this episode Stephanie Donnell joins KT and Sean to talk about being thrown into the mix of being a Loan Officer after being an LOA. Stephanie also discusses how she took what she knew from other LOs to invest in her business Day 1, joining Next Level and building a relationship focused business. 3:00 Intro to Stephanie8:30 zero to 32 million12:45 Investment mindset15:40 Joining Next Level20:00 2022 Goals Quotes:“I just realized the business I wanted to have was relationship based.” “I am very nerdy when it comes to real estate and mortgage news.” “Day 1, I invested in a CRM, Mortgage Coach, and MBS Highway.” “A lot of coaching programs want to create 100million dollar producers, where as Next Level allows you to become who you want to become.” “It is amazing to see how little small tweaks can make such a huge difference in your business.” Key Takeaways:Work with people who you like and focus on the relationships.  Marketing is one thing, but you need to have the systems and processes dialed in.  Educating agents and consumers with modern tech is how you compete against big tech lenders.  Educate yourself to be an expert in your business. CMA is a good way to go.  If you do coaching make sure you invest your time into getting value of what you are paying for.  Links:Next Level Loan Officers - www.BecomeNL.comLoan Officer Events - loanofficerevents.comNext Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8hSocial Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/ Text the word: nextlevel to 36260 to download our app

On this episode Daniel De La Torre joins Kellen and Sean to talk about his growth from doing 1 loan in 2015 to 115 in 2021. Daniel discusses the importance of proactive communication, the value of having a loan partner, and how coaching makes your growth easier. 2:20 Intro to Daniel5:05 Daniel’s ATMs9:45 Value of a loan partner14:30 Proactive communicationQuotes:“Communication is key, as we tend to play defense rather than offense.”“You have to start with a mindset change from doing it all yourself to be ok with having a loan partner help you.”“One piece of advice is to get an utilize your CRM.”Key Takeaways:Proactive communication allows your team to not get pulled away from the task at hand.Having a loan partner allows you to do more deals without having to sacrifice quality. Not being able to give up control will hold you back. Large or small, you need to always acknowledge messages you receive. Great book is The Ideal Team Player.Links:Next Level Loan Officers - www.BecomeNL.comLoan Officer Events - loanofficerevents.comNext Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h 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/Text the word: nextlevel to 36260 to download our app

Patrick O'Brien, CEO of LenderLogix joins Kellen to talk about the importance of keeping customers in your ecosystem. Patrick also discusses about how the right technology allows you to have balance in your business. 2:40 QuickQual Tool9:02 Buying back time12:05 Owning the ecosystem16:00 Multi-state prequalsQuotes:“QuickQual came from trying to make a better and easier experience for loan officers, agents, and consumers.”“If you commit to your partners that you are available 24x7, then you won’t be able to scale your business.”“You have the borrower now in your ecosystem and not other competitors.”Key Takeaways:QuickQual allows you more freedom and balance in your life. Technology should make you more effective and not replace what makes you a great LO. Being available 24x7 will end up hurting your business and not help it. Don’t allow your consumers to go to others and risk losing their attention, and possibly their business.Links:Next Level Loan Officers - www.BecomeNL.comLoan Officer Events - loanofficerevents.comNext Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h 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/Text the word: nextlevel to 36260 to download our app

On this episode, KT and Kellen talk about creating a rock solid client experience that will generate more referral business. The guys also discuss their playbook on how they great stickiness with their agents and customers. 2:10 Creating a great client experience12:00 Weekly updates15:25 Banking equityQuotes:“Loan officers usually either have a traffic problem or an operational problem.”“We like to wait until 10 days after closing before giving a client appreciation gift.”“One of the biggest challenges for agents are lenders who don’t pick up their phone.”“When you leave your clients with a truly great experience, they will refer business if you stay in front of them.”Key Takeaways:A 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. Links:Next Level Loan Officers - www.BecomeNL.comLoan Officer Events - loanofficerevents.comNext Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h 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/Text the word: nextlevel to 36260 to download our app

On this final episode of 2021, Jason Frazier joins Kellen Vaughn to talk about the mindset of a mortgage difference maker. The guys also discuss the recent Next Level Mastermind in Dallas along with the ONE thing that Loan Officers should start doing today that will reap rewards tomorrow.  3:30 Consumer First Mindset 5:40 Be a difference maker 11:50 Building blueprints 16:50 Number one opportunity Quotes: “You can help everyone!” “It is time to break down the barriers of thinking that sales is different than marketing.” “The consumer journey is no longer linear.” “This work isn’t easy. If you’re in this business for legacy, it is going to be hard work.” “Once you understand where your expertise is and where you can help the most people, you triple down on that blueprint.” “The greatest opportunity for loan officers right now is Youtube.” Key Takeaways: A 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.   Links: Next Level Loan Officers - www.BecomeNL.com Loan Officer Events - loanofficerevents.com Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h   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/  Text the word: nextlevel to 36260 to download our app 

 On this episode Shane, Sean, Kellen, and Kenneth discuss the things in your business that will take you from good to great. The coaches also discuss focusing on appreciation is always a good thing and how adaptability will be your superpower in 2022.  2:00 The mastermind 4:15 The one thing 8:30 Appreciation 11:00 Complexity hurts business 14:50 Refining your staff 16:00 You have to be able to adapt Quotes: “Too many people are spending 2020 money without focusing on what makes them successful.” “The key is to appreciate people all of the time.” “The enemy of great is good and the enemy of execution is complexity.” “You have to be adapting and preparing for change.” Key Takeaways: End-of-the-year masterminds are a great way to hit reset and get focused on the new year.  Make sure appreciation is at the top of the list for your business development strategy. Being a giver with your team can lead to people taking advantage of it which will affect your culture.  When running a team, you need to make sure you have the right people in the right job doing the right things at the right time. Links: Next Level Loan Officers - www.BecomeNL.com Loan Officer Events - loanofficerevents.com Next Level Coaching Call - https://nl.nextlevello.com/schedule-consultationebk1Ea8h  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/  Text the word: nextlevel to 36260 to download our app