On this episode Travis Scott joins Kenneth and Sean to talk about how he has increased his business by creating a hyper-local presence. Travis will talk about how he created his local brand and a local Facebook group that has allowed him to create deep ties to the community. 2:20 Intro6:30 The Mortgage Brewer9:50 Brand that creates relationships 14:45 Events: Bigger is not better16:00 RIA Results in advance20:50 Creating a community Facebook group23:15 Organically getting business“The brewery brand has allowed me to create deeper relationships with agents.”“The money will always be in the followup.”“Brewing beer give me the platform to be unique inside of my marketplace.”“The Facebook group has allowed me to organically pick up more agent relationships and close loans.”“I have people come up to me and say that I am Mr. Denton.”Key Takeaways:You don’t have to always be looking for more agent relationships. Instead go deeper with the agents you have. If you do what you have always done you will get what you have always gotten. Creating a strong community Facebook Group will result in organic referral business. Creating relationships and creating business goes hand in hand. Links: Mortgage Success Academy - onedollarmsa.com Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer Loan Officer Events - loanofficerevents.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/Nash Facebook - https://www.facebook.com/thetravisscottteam/ Text the word: nextlevel to 36260 to download our appThe Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

Having Laser Focus Control Over Your Business w/Nash ParadiseOn this episode The Loan Wizard, Nash Paradise joins Sean and Kenneth to talk about the steps he has taken to build a successful origination business. Nash gives his secrets around setting expectations, boundaries, and a non-negotiable focus on following through to completion. 2:15 Intro2:50 Opportunities are everywhere4:15 Growing to make things better5:25 Fear stunts growth7:00 Plan, implement, execute8:50 Reactive vs proactive14:30 Find better value16:05 Live in agreements 17:15 Making a big redirect19:25 Being transparentQuotes“You have to have a plan and know what you’re doing before you hit go.”“You have to believe that the little tasks will be a difference maker.”“I believe the mortgage business is a servant industry, and I am here to serve others.”“Whatever is most important in your life, there will always be time for.”“Take each task all the way to completion.”Key TakeawaysThe little things can make all the difference between 3-5 loans a month and 10-15 loans a month.If you don’t block off time chances are they won’t get done.Don’t let fear stop you from growing your business.Setting boundaries and being proactive will make your job easier and more enjoyable. By turning off distractions you will be surprised by how much you can get done.Links: Mortgage Success Academy - onedollarmsa.com Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer Loan Officer Events - loanofficerevents.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/Nash Facebook - https://www.facebook.com/CNNParadise Text the word: nextlevel to 36260 to download our appThe Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

On this episode Mack Humphrey joins Sean to talk about how being coachable took him from one of his worst years in business to being on track for his best.  1:45 Intro3:30 Improving from a bad year5:00 The importance of being coachable7:45 Growing from a team one10:30 Buying back your time13:50 Working with the right partners17:45 Building consistent production20:30 Do not be complacent24:00 Be an agent of change“Growing a team is about putting people in the proper position to leverage their talent.””“I was trying to do way too much, not getting anything done, then wondering why I was stuck.”“Your true partners will respect your time because you respect theirs by being organzied.”“All of the pre-approvals that I have done at the last second on behalf of an agent have never resulted in a closed loan.”“It is important to be around people who motivate you to climb. If I am climbing then I am living.”Key Takeaways:You have to be coachable if you want to learn from others to improve your business.Working a lot of hours doesn’t make sense if you are not seeing the results you want. Complacency will get you what you have always gotten. Be an agent of change to improve your situation. You have to be true to what you are good at and what you’re bad at. Put yourself and your team in a position to succeed. Links: Mortgage Success Academy - onedollarmsa.com Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer Loan Officer Events - loanofficerevents.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/Mack Facebook: https://www.facebook.com/gamechangersinrealestate/ Text the word: nextlevel to 36260 to download our appThe Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

On this episode Kenneth, Sean, Shane, and Kellen recap the latest next level mastermind event and talk about the importance of executing on what you learn. The guys also discuss how those that shift and adapt quickly will win over those who don't. Hear how the guys have been implementing on what they have learned to close more deals. 

On this episode Kelsey Rauchut joins Kenneth and Sean to talk about the importance of being well rounded in all facets of your life to achieve success. Kelsey also talks about the importance of emotional intelligence (EQ) and how a strong brand is created when you don't separate your personal and business self.  2:00 Intro for Kelsey3:55 Fueling yourself5:30 The importance of mental toughness10:30 Relevance and adaptability12:20 It is easy to feel like coasting14:15 Patience goes a long way19:00 How will you remember yourself during the pandemic21:15 Emotional intelligence 25:05 Adjusting to your circumstances“You need to be constantly fueling yourself. Your mind, body, and soul are just as important as your business.”“You need to really find the way to get the attention of your referral partners with all the distractions.”“People will always remember how you made them feel.”“You can form groups and pull yourselves together and rise above the isolation that keeps you from being who you are.”“You don’t need to keep separate your personal band business life when you’re building a brand.”

On this episode Katie Sweeney, EVP at AIME, joins Sean and Kenneth to talk about how Loan Officers can win business by leveraging technology. Katie also discusses how Loan Officers should automate the mundane to focus their time on providing value to the consumer. 2:10 Introduction to Katie4:30 Why you can no longer avoid tech7:50 How do you build something that helps the consumer.10:30 Study, emulate, and win12:20 What you need to automate in your business15:30 Technology helps you stay in front of your database18:00 Lead generation strategies 21:50 Outsource the five dollar tasks24:35 You have to know who you are trying to attractQuotes from the episode:“With this current environment you cannot avoid using technology.”“It is about helping independent mortgage professionals compete with the massive call centers.”“Loan Officer expertise is the value-add in the transaction so let the technology handle the mundane stuff.”“Focus on the being the best professional for the consumer.”“Use the space in your head for something that is more valuable than systems you can automate.”Links:Mortgage Success Academy -onedollarmsa.comNext Level Loan Officers -https://www.nllodigital.com/mortgage-success-offerLoan Officer Events -loanofficerevents.comAIME – aimegroup.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/Facebook -  https://www.facebook.com/AIMEnational/Text the word: nextlevel to 36260 to download our app

On this episode Kevin Ducey, President of Whiteboard CRM, joins Kenneth and Sean to talk about the current state of the CRM market. Kevin discusses how MLOs are reinvesting their time to building out their CRM, why text capabilities is important, and why using the CRM to focus on the relationship is vital to long-term success. 2:00 Intro3:45 The CRM market6:05 CRM only works if you use it9:25 Why the CRM is vital to your business15:05 CRMs are going to take work17:30 Being personal with your customers19:05 Focus on features and ease of useQuotes:“There are a lot of MLOs reinvesting their time back into building out their CRM.”“Sometimes you need that reminder to send a text, make that call, send a note so you can get that repeat business.”“You need to let the CRM do what it is supposed to do so you can focus on the sale activities that you need to do.”“The access we have to successful loan officers and their campaigns to build out Whiteboard is a big advantage.”“We have put text at the front of any campaigns to take advantage of the high open rate.”Links:Mortgage Success Academy -onedollarmsa.comNext Level Loan Officers -https://www.nllodigital.com/mortgage-success-offerLoan Officer Events -loanofficerevents.comWhiteboard  CRM - whiteboardcrm.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/Text the word: nextlevel to 36260 to download our app

On this episode Kenneth Travis, Sean Zalmanoff, and Kellen Vaughn talk about what having a Next Level Mindset is and how it can help you see opportunities where others can't. Learn how MLOs can adapt to the new norm to come out ahead of their competition.2:30 Intro to the episode3:50 Getting out of your routines5:30 The importance of being a leader in these times7:10 Be careful what you listen to10:40 Getting a rolling start12:30 The importance of choice19:00 Adapting to the new norm22:00 You control the message27:15 One thing MLOs can do right now to improve“In situations like these that are are stressful, it is easy to get out of your routines.” KV“Moving forward there are going to be new behaviors.” KT“You choose to adapt, you choose to go work, you wake up in the morning and choose to be the best version of yourself.” KV“Build a plan for the next 6-8 weeks as your market begins to open back up.” KT“Your community is where you office is, the REALTORs you work with and want to work with.” SV“There is such an opportunity with all the doom and gloom out there to control the message.” SVLinks:Mortgage Success Academy -onedollarmsa.comNext Level Loan Officers -https://www.nllodigital.com/mortgage-success-offerLoan Officer Events -loanofficerevents.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/Text the word: nextlevel to 36260 to download our appThe Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast collaborative. You can check out more awesome shows at REALDisrupt.com

In this episode James Duncan of Thrive Mortgage joins Kenneth and Sean to discuss the importance of leadership, controlling the message, and how loan officers should be using their marketing channels to stay out front of their SOI. 2:20 Intro to James4:35 The importance of leadership right now7:30 Originating in a market downturn 10:55 Controlling the message13:50 The importance of Social Media15:25 Setting up Loan Officers for success19:05 It is not too late to get started20:25 Quit being scared and put in the work24:30 Your videos do not need to be perfect Quotes from the episode:“The best thing a leader can do right now is over communicate.”“In 2020, the real estate industry is going to be a catalyst for getting the economy back on track.”“Getting more engaged in Social Media right now is an absolute necessity.” “Not adding to the fear and being that calm voice of reason right now is critical.”“If we coach loan officers how to do their own marketing then they don’t have to wait on a marketing department to get their message out.” Links:Mortgage Success Academy -onedollarmsa.comNext Level Loan Officers -https://www.nllodigital.com/mortgage-success-offerLoan Officer Events -loanofficerevents.comJames Duncan – http://Mortgage-teacher.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/ Text the word: nextlevel to 36260 to download our appThe Next Level Loan Officer Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check out more awesome shows at REALDisrupt.com 

On this episode of the Next Level Loan Officers Podcast, Kenneth and Sean talk with Alysha Boles about her five year journey of growing her business from scratch. 3:25 Intro to Alysha5:20 5 year Journey9:35 Stepping outside of your box15:45 Where do you want your growth to come from17:10 Going from 9 units in a year to 9 units in a week19:20 The importance of leadership20:35 Producing in a small market22:50 The tacticsQuotes from episode:“It is really easy to quickly shift and forget what you’re good at when you’re starting from scratch.”“I decided I wasn’t going to sit back and only learn from one example.”“You have to broaden your circle and open your mind to see that there is not only one way to do this business.”“When you’re new and you don’t have a leader mentoring you, you really are putting the risk on your clients.”“If I partnered with someone who didn’t appreciate the way I worked, I was never going to meet their expectations.”Links:Mortgage Success Academy -onedollarmsa.comNext Level Loan Officers -https://www.nllodigital.com/mortgage-success-offerLoan Officer Events -loanofficerevents.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/Alysha Facebook: https://www.facebook.com/LenderAlysha/Text the word: nextlevel to 36260 to download our appThe Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

In this episode Jason Frazier joins Sean to discuss how Loan Officers can be successful and make an impact with their marketing in times of crisis. Sean and Jason also cover how now is the time to be a mortgage expert, an advisor, and someone who can be a positive voice in your community. 2:15 - Introduction3:50 - Marketing during a crisis6:00 - Audit your marketing automation7:30 - Help your clients plan9:30 - Take advantage of the opportunity12:30 - Interest based content14:05 - What content matters right now18:20 - Information, Education, & Value19:25 - Share your stories & be remembered Quotes from the episode:“There is nothing wrong with making money when you are doing the right thing.”“Now is the time for you to be a mortgage expert and an advisor to help your clients strategize.” “Your content should speak to your audience’s situation if you want to make an impact.”“Consolidate the information that is already out there and put it in a blog post, newsletter, or video.”“Now is time to double down on community content.”“At the end of the day all you should care about as a loan officer, is getting consumers attention and having them consume your content.” Links:Mortgage Success Academy -onedollarmsa.comNext Level Loan Officers -https://www.nllodigital.com/mortgage-success-offerLoan Officer Events -loanofficerevents.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/Jason Facebook – https://www.facebook.com/fraziercioJason Linkedin – https://www.linkedin.com/in/realestatecioJason Instagram – https://www.instagram.com/mortgagexText the word: nextlevel to 36260 to download our app

Part two of Alan Christian’s interview focuses on using his success to create a blueprint from starting to build a brand in a new market from scratch.  3:00  Strategy Recap4:50  Starting with mapping your community7:05  Making connections & creating a presence12:50 Business posting strategy17:30 Hiding the salesman20:30 Lead with a story22:10 Don’t over complicate it25:30 Attract instead of chase“I’m creating a presence at places in the local community using Social Media.” “In addition to liking and commenting on local businesses, I am the only guy who added a picture in the comments.”“When I’m posting, it’s not about business. It is about something that is uplifting and positive, or whatever the community thinks is cool.”“I’m piggybacking on other businesses social media postings.”“You need to think about the pain points of the consumers in your market and create content that matches the life they are living.”  Links:Mortgage Success Academy - onedollarmsa.comNext Level Loan Officers - https://www.nllodigital.com/mortgage-success-offerLoan Officer Events - loanofficerevents.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/ Alan Christian Facebook - https://www.facebook.com/alanchristianmortgageteam/Text the word: nextlevel to 36260 to download our app

Alan Christian joins KT and Sean to update on them on how he has built a very successful brand using video.  2:40 Introduction to Alan4:00 2019 Recap8:20 Video to help manage your time10:00 Getting comfortable being on video13:15 Taking the online offline17:05 Being the digital mayor19:40 Don’t overthink your content22:10 Commit to execute on an idea24:45 Be real and not scripted  “When I started doing 1 to 1 video with clients and referral partners, I was exponentially able to grow my business.”“When I stopped thinking about what I look like on video and focused on it being about my clients, making videos got a lot easier.”“I am only on Facebook right now, but the engagement I have created has been great.”“Because of my videos, agent’s perception was that I was too big and too busy to talk to them. That is why it is so important to take the online offline.” Links:Mortgage Success Academy - onedollarmsa.comNext Level Loan Officers - https://www.nllodigital.com/mortgage-success-offerLoan Officer Events - loanofficerevents.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/ Alan Christian Facebook - https://www.facebook.com/alanchristianmortgageteam/Text the word: nextlevel to 36260 to download our app

Take a ride in the time machine back to 1 year ago as Alan Christian discusses how he is having the best time ever in his career after to committing to reinventing himself. And tune in NEXT WEEK as Alan discusses the how his decisions are impacting him now, 1 year later.3:15 - Auditing your business5:00 - Reinventing yourself6:30 - Taking the wrong advice8:55 - You are not as important as you think you are11:00 - The importance of having a quality team12:30 - Going through a shift13:40 - Getting uncomfortable 15:05 - Leveraging video and social media18:10 - Getting back on track20:30 - Looking at the results25:00 - The power of being known“I needed to draw a line in the sand, recreate myself, look at my systems and processes and look at what I’m great at.”“Some things that may have been great 10 years ago are not cutting edge today and I needed to learn some new things so I could change my business.”“I am having more fun and am more excited than I have ever been in my business.”“The best opportunities we have is being present in our business.”“You can start growing too fast which can cause you to lose your referral relationships.”“Organically I was putting myself out there and people started to respond when I saw them in the community.”Links:Mortgage Success Academy - onedollarmsa.comNext Level Loan Officers - https://www.nllodigital.com/mortgage-success-offerLoan Officer Events - loanofficerevents.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/Alan Christian Facebook - https://www.facebook.com/alanchristianmortgageteam/Text the word: nextlevel to 36260 to download our app

In this episode Kenneth Travis and Sean Zalmanoff go in-depth about the 90 Day Season. 3:00 Time management challenges5:00 Making time for things that are important6:36 Could you hire to grow?7:40 Having an intentional focus on the road ahead9:45 Tracking your success12:00 What is the 90 day season15:40 What needs to happen to course correct17:50 Picking one thing to do19:05 Developing new habits22:04 Mapping it out24:25 Informed optimism & valley of despair 26:45 Giving up right before you achieve success“Before you know it, Loan Officers are living in the roller coaster of mortgage lending, with good month and bad months.”“Most people will drastically overestimate what they can get done in a year.”“If you want to have success you need to be able to break down your goals in measurable increments.” “What is the one or two marketing tasks that you are going to have to get hot on, so you can add one or two more deals.”“Sometimes you have to do these tasks consistently for 90 days before you see a change or lift in your business”“If you had a clear plan of where you are going every 90 days, you will be in a completely different position than without it.”“You can see how easy success can come, IF you are willing to put in the work.”Links:Mortgage Success Academy - onedollarmsa.comNext Level Loan Officers - https://www.nllodigital.com/mortgage-success-offerLoan Officer Events - loanofficerevents.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/Text the word: nextlevel to 36260 to download our app

On this episode Raquel Borras joins Kenneth and Sean to talk about how she created a brand on LinkedIn by owning who she is and putting herself out there to attract the right business connections.3:33 - Building a brand5:28 - Having a plan with your content7:18 - Get out the instant ROI mindset8:25 - Don’t under estimate the power of telling stories9:58 - Go the opposite of what everyone else is doing11:08 - Mapping out your content ahead of time12:48 - Creating content in the moment13:53 - Leveraging LinkedIn in a different way17:18 - Putting yourself out there18:48 - Owning who you are and who you aren’t20:05 - Attracting the people you want to work withQuotes“You need to show your personal side to have a brand that connects with people”“People want to hear your experiences and your stories”“Do the type of content that feels right for you”“I built a brand around being natural and real-time”“If I can have people support be when I am being vulnerable, then I can do anything”“ If you can be you from the beginning you will connect with the right people on Social Media” LinksMortgage Success Academy -onedollarmsa.comNext Level Loan Officers -https://www.nllodigital.com/mortgage-success-offerLoan Officer Events -loanofficerevents.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/Raquel Borras LinkedIn - https://www.linkedin.com/in/raquel-borras-9a846697/Text the word: nextlevel to 36260 to download our app

In this episode Kenneth and Sean talk about the recent Next Level Loan Officers event, the importance of hiring for growth, buying back your time, becoming an expert advisor, and the mission for the Next Level Coaches. [00:02:55] – The core focus on Next Level Loan Officers[00:04:00] – What a difference a year makes[00:05:10] – Preparing for the future [00:07:05] – Starting the process of hiring more help[00:11:35] – Working 48% of your time on your business[00:15:05] – The secret to hiring the right people[00:18:05] – Protecting the profession by becoming an expert[00:22:40] – Invest and bet on yourselfQuotes from the episode:"We do what we do because we want Loan Officers to be relevant 5 years from now." “What a difference a year makes. How many Loan Officers were part time Uber drivers at this time last year?”“The reality is if we are not taking care of the business we have our referral partners will stop sending us business. ”“Could you outsource some of your daily activities so you can get more done and have more freedom?”Links:Mortgage Success Academy - onedollarmsa.comNext Level Loan Officers - https://www.nllodigital.com/mortgage-success-offerLoan Officer Events - loanofficerevents.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/Text the word: nextlevel to 36260 to download our app

Hosts: Shane Kidwell and Sean ZalmanoffGuest: Corrina Carter, Owner & CEO of CMS Mortgage SolutionsIn this episode Shane and Sean are joined by Corrina Carter who talks about her path in the mortgage industry, treating the mortgage industry like a family, and following your passion to achieve your goals. [00:05:45] – Focusing on making MLOs learn how to be a professional MLO.[00:06:45] – Building a sustainable income in a downturn [00:09:50] – Leveraging the entire industry to make money[00:11:45] – Finding your way and your passion[00:15:35] – Your life gets better when you get better[00:17:35] – Not every path is the same[00:19:45] – The new generation is not afraid to change and try new tactics[00:22:30] – Having the confidence to be you and not care what people thingQuotes from the episode:"I opened up my business to provide affordable mortgages to my local community.”“I’m really invested in building up my people.”“Don’t try to twin it. You don’t have to look like everyone else”“Do not push yourself to be something your not”Links:Mortgage Success Academy - onedollarmsa.comNext Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer Loan Officer Events - loanofficerevents.comCMS Mortgage Solutions: https://cmsmtgsolutions.com/homepage-2/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/Corrina Carter - https://www.facebook.com/corrina.carter.75 | https://www.linkedin.com/in/corrina-carter-4216907/Text the word: nextlevel to 36260 to download our app

In this episode Kellen and Sean are joined by Caton Del Rosario who is the Director of Marketing, co-founder, and owner at American Mortgage Network, a 100% Employee Owned ESOP. Caton discusses how it is time for MLOs to cut out the excuses and start getting serious about using video. [00:02:25] - Introduction of the episode[00:02:42] - Caton’s background [00:05:18] - What do you do in your role that supports the operation?[00:08:00] - What do you tell loan officers right now to move the needle to get more                                loans a month?[00:17:02] - What are you doing to attract more business?Quotes from the episode: “Do what you’re best at. Don’t get on video just because you think it is important.” [00:09:06] “My crappy video is better than your non-existent video. Just do something. It doesn’t matter what it it. Whatever you are doing is better than not doing anything at all.” [00:10:35]“Video content especially long form not even short form is gonna become more important, if you’re able to provide information on those platforms at scale and make it fun, entertaining and accessible, that’s really what is going to move the needle.” [00:17:55]Links:Mortgage Success Academy - onedollarmsa.com Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offerLoan Officer Events - loanofficerevents.comWhiteboard CRM - https://whiteboardcrm.comAmerican Mortgage Network - https://amnetmtg.comExtreme Ownership - https://www.amazon.com/Extreme-Ownership-U-S-Navy-SEALs/dp/1760558206/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=1581000502&sr=1-1Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/Caton Del Rosario - https://www.instagram.com/catondelrosario/                                      https://www.facebook.com/catonhomeloans/                                     https://www.linkedin.com/in/catondelrosario/                                     https://www.youtube.com/channel/UC4DlFBwIc-pTlLszIb4PQoA

In this episode, Kenneth and Sean are joined by Ryan Ehler, who shares his insights on focusing on what you’re good at, video marketing, and how he’s managed to cultivate the growth of his business.[00:02:26] - Introduction of the episode[00:03:51] - Ryan’s background [00:06:58] - The first twelve months in the business[00:09:58] - What did you focus on to improve your growth?[00:14:49] - Advice for anyone to consistently do videos[00:21:46] - How do you stay focused on the business and not get distracted?Quotes from the episode: “If you choose to stay in an environment that limits what you can do to build your business, just remember its not their fault that you choose to stay there everyday.” [00:06:26] “You have to find what you’re good at. If you’re really good at doing loans then you need to find your pitch man, the person that is going to go out and push your business to the next level.”  [00:10:06]“There is nothing worse than saying to use “this person” and they do a horrible job.” [00:15:14]Links:Mortgage Success Academy - onedollarmsa.comNext Level Loan Officers - https://www.nllodigital.com/mortgage-success-offerLoan Officer Events - loanofficerevents.comPrice Mortgage - https://pricemortgage.com/about/ryan-ehler/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/Ryan Ehler - https://www.facebook.com/ehler.ryan

In this episode Kenneth and Sean are joined by David Greenspan, founder of Mindshare 101. David shares the importance of having consistent and meaningful contact with the people you do know to create mindshare.4:28 - Using conversations with your audience to understand their wins, frustrations, and struggles so that you can truly help them.6:10 - Mindshare 101 is not about creating sheeple8:20 - Understand how to achieve goals10:03 - Finding the right message12:20 - Connecting with your contact list13:53 - Different ways to communicate with people14:48 - Focus on your contact list instead of cold calls15:38 - Direct mail isn't dead18:18 - You should be active on social media every dayQuotes:"Put yourself at the right place and right time to give yourself a fighting chance to reach your audience.""What are you doing on a regular basis to build mindshare with your database, so that when real estate or mortgage come up, the will think of you.""If you can create a meaningful connection with one person each day, that is 365 quality prospects per year. ""You stand in a group of 15 people and tell them what you do, but you can be on social media and reach thousands."Links: Mortgage Success Academy - onedollarmsa.comNext Level Loan Officers - https://www.nllodigital.com/mortgage-success-offerMindshare 101 - https://mindshare101.com/Loan Officer Events - loanofficerevents.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/David Greenspan - https://www.facebook.com/mindshare101/Text the word: nextlevel to 36260 to download our app

Andrew Pawlak is the CEO of Leadpops Inc and author of the book, The Mortgage Marketing Manifesto.As an entrepreneur with over 12 years of sales and digital marketing experience, Andrew has been a pioneer in conversion optimization for mortgage and real estate marketing since starting in the industry in 2004. He has co-founded 2 successful internet startups in the mortgage and real estate space, including leadPops, Inc., where he’s the CEO. Andrew has consulted thousands of independent loan officers, real estate agents, and insurance agents, as well as c-level executives at publicly traded companies in the mortgage and real estate industries. Technology Andrew has developed has generated over $250,000,000 in sales commissions for clients nationwide. Today, he and his team offer training, consulting, and lead generation technology to loan officers, Realtors, and insurance agents all over the country, with over $2M in leads running through their systems each month.In this episode Kenneth and Sean are joined by Andrew Pawlak and they discuss taking back your leads.[00:07:49] - Arming Loan Officers to take back their leads[00:16:18] - Advice for Loan Officers[00:23:30] - Staying in front of your past clients [00:26:24] - Results in advance Quotes from the episode:“Any traffic source that you have, you’ve got to plug a lead conversion element into it otherwise you’re just getting all these click and they’re just kind of dropping out the bottom.” [00:11:00] “You’ve got to have a lead capture website otherwise doing marketing, going out and spending money on ads and Facebook and doing emails and doing all this other stuff doesn’t really make a whole lot of sense if you haven’t optimized to convert leads first.”  [00:18:46] “Make more referrals, be the refer-er and you’re going to start seeing more of those coming back in your direction.” [00:22:08]Links:Mortgage Success Academy - onedollarmsa.comNext Level Loan Officers - https://www.nllodigital.com/mortgage-success-offerAndrew Pawlak - https://andrewpawlak.comLeadPops - https://leadpops.comThe Mortgage Marketing Manifesto - https://www.amazon.com/Mortgage-Marketing-Manifesto-Unlocking-Generation/dp/1537419978Loan Officer Events - loanofficerevents.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/Andrew Pawlak - https://www.linkedin.com/in/andrewpawlak/

In this episode Kenneth and Sean are joined by Michelle Berman and she shares 5 Instagram tips loan officers can use to build and grow their business. [00:00:15] - Introduction of the episode [00:03:12] - Michelle’s background [00:06:32] - Tip 1 - Identify who your ideal client is and know your elevator pitch[00:10:32] - Tip 2 - Value series, 12 month calendar of things that you are good at[00:17:51] - Tip 3 - How personal is too personal? What makes up your content                                         calendar?[00:23:19] - Time is a resource[00:26:11] - Tip 4 - Be able to change your mindset from loan officer to target client[00:33:08] - Tip 5 - Be able to identify the difference between your cold, warm and hot                              leads on InstagramQuotes from the episode:“Identify who your ideal client is and who your ideal realtor is because when you attract those people; first, it doesn’t feel so much like work anymore and second, you get to work with the people that you are supposed to.” [00:05:42] “The people that are using Instagram actually have the highest salaries out of any other people that are using Facebook, Twitter or any other platform.....The people who are using and consuming Instagram are more likely to vet you on Instagram than to go to your website first and go to your Instagram second.” [00:15:52]“People do not care what the brokerage is that you work for or what umbrella you’re doing loans under. What they care is: Who are you? Are you a good person? Do you have something of value to add to me?” [00:19:30] “The 7 P’s: Prior proper planning prevents piss poor performance.” [00:22:53]“If you don’t have time, you’re the first person that needs to stop, take a break, breath and start planning because you’ll have more time as soon as you do.” [00:24:37]Links: Mortgage Success Academy - onedollarmsa.comNext Level Loan Officers - https://www.nllodigital.com/mortgage-success-offerBerman Media PD - https://michelle-berman.mykajabi.comLoan Officer Events - loanofficerevents.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/Michelle Berman - https://www.instagram.com/bermanmediasocial/                                 [email protected] Text the word: nextlevel to 36260 to download our app

The episode is about Keir’s life and the adversity he faced. When no one would hire him into a “normal” job, Keir was left with no choice but to create his own income. And that’s exactly what he did…in a really big way. Keir Weimer is an internationally recognized, luxury real estate broker and President of the Keir Weimer Team of Sotheby’s International Realty. He’s a successful real estate and lifestyle entrepreneur having founded and grown several 7-figure businesses in the areas of luxury brokerage, investment, hospitality development, and now, multimedia. Keir is an expert in these areas and is breaking free from adversity with his unique life story. He has been featured in the Wall Street Journal, The New York Times, Bloomberg, and Sotheby’s International Realty. 

On this episode of the Next Level Loan Officers Podcast, AIME's Anthony Casa joins us to talk about his focus of putting originators and customers first in the mortgage industry. Anthony takes us through his journey from nothing to success, to losing everything and building it back up again. Anthony shares how the ups and downs has shaped his view of the industry and how it helped him grow one of the top brokerages in the industry. Anthony also talks about his advocacy of mortgage brokers and how he believes that the local community loan originator is crucial to successful home ownership. 

On this episode of the Next Level Loan Officers Podcast, Sean Zalmanoff, Kellen Vaughan, Shane Kidwell, and Jason Frazier discuss the Year in Review and the outlook for 2020. The NLLO team also talk about upcoming events, company growth, and the forces within the industry that we are fighting against. Also just a quick teaser on the massive changes coming to mortgage industry in 2020, specifically focused on fortifying the Loan Originators value and position within this industry.

Real estate is a people’s business, so for the best results, we need to build long-lasting relationships that encourage repeat business. How do client appreciation events help build relationships, and how big should our events be? Can referral partners impact our relationships with clients? On this episode, Janell Schmittling, managing broker at Homes By Janell, shares how to show clients we appreciate them. Client appreciation events are one way to check in and see if clients need anything more we can offer. -Janell Schmittling   Three Things We Learned From This Episode Host client appreciation events (02:33 - 04:18)Client appreciation events are a great way to thank past clients for their business and referrals. In addition to being able to build long-lasting relationships through these events, they also give us an opportunity to check in with former clients in the event they need any additional help with their homes. Start small (07:04 - 08:42)Hosting a huge client appreciation event is an overwhelming task, so don’t aim to host hundreds of clients on the first attempt. Send out save-the-dates and follow up with everyone invited to ensure no one forgets, but don’t be disheartened if the initial turn out is small. Aim to get better with each event! Pay attention to referral partners (15:38 - 16:25)When we refer our clients to someone, we have to pay attention to the way those referral partners treat others. We show our clients we appreciate them by being respectful, so the people we refer them to must do the same.   Guest Bio-  Janell Schmittling is the Managing Broker at Homes by Janell. After becoming a full-time Realtor 5 years ago, Janell took her business to tremendous heights while at RE/Max. Recently, she left RE/MAX to open her own brokerage, where she aims to build long-lasting relationships with clients. Janell is passionate about building genuine relationships with clients, and thanks to her frequent appreciation events, she now counts many past clients as close friends today.    To find out more about Janell, visit: Homesbyjanell.com

For longevity in the mortgage industry, our clients and referral partners have to be aware of us. How can we become more well-known in the industry? How can we approach new referral partnerships, and how do we know when we have enough partners? On this episode, branch manager at Nations Lending and host of the What Are You Made Of? podcast, Mike Ciorrocco, shares how to grow our public profiles and stop letting fear hold us back from success.    Don’t let fear of rejection get in the way of making calls. Even the most successful people on the planet have haters. -Sean Zalmanoff   Three Things We Learned From This Episode Get known (13:00 - 14:34)The biggest mistake LOs make is thinking everyone already knows who they are. In reality, if we want people to know who we are, we have to be consciously getting in front of them, every single day. Stay top of mind by being omnipresent.  Make the call and offer value (16:16 - 17:00)Many of us are hesitant to make calls because we’re worried we may irritate or anger the person on the receiving end. However, if we phone potential clients or partners and ask what we can do to help them grow their businesses, they’re less likely to be upset with us. Go into calls with the heart of a servant, and odds are we’ll be rewarded. Never stop looking for referral partners (20:18 - 22:04)Often, LOs feel content with 4 or 5 referral partners. The problem with this is, by having such a small group of partners, we leave no room for error. Instead of a small group, cast the net and start looking for a wide range of agents who will send 1 or 2 deals a year; these add up, while taking some of the pressure off. Guest Bio-  Mike Ciorrocco is a motivator, facilitator, podcast host, public speaker, fierce friend and coach. He is an executive manager at Nations Lending, a residential mortgage company. He and his three best friends have built one of the most profitable divisions within Nations Lending from the ground up. Mike has spoken in front of thousands of real estate agents, showing them how to grow their business not only via traditional marketing methods, but also by using outside-the-box digital and social media marketing. On his podcast, "What Are You Made Of?," he dives deep into his past to show how you can feed off good and bad experiences. To find out more about Mike, visit  https://themikecroc.com/ And for more about the podcast, Next Level LO listeners can request to join the closed What are you made of FB group.

Many loan officers feel the need to close as many deals as possible within a short period, but doing so could actually be doing us more harm than good. Should we be spending more time building trust with clients, or is it ever a good idea to seek short-term successes? Are we putting ourselves at an advantage by giving our clients the wrong advice if it means we are guaranteed a deal? On this episode, Next Level coaching client and loan officer at Spire Financial, Matt Deluzio, shares why we have to become more focused on our long-term aspirations.  Too many great salespeople are only focusing on the payday, when they should be playing the parlay. That is, focusing on growth. -Matt Deluzio   Three Things We Learned From This Episode   Establish trust that brings long-term results (07:41 - 08:55)Many of us think chasing and closing individual deals is the path to success, but in reality, if we’re too focused on single pay days, we lose out on long-term results. Aim to parlay by nurturing clients and building trust with them over time.  Steer clear of instant gratification solutions (10:07 - 11:11)When we have a good idea of what we want to achieve, it becomes easier to say no to anything standing in the way of our goals. Think about long-term objectives and identify the path to success - then refuse to divert from the track. Be truthful and the business will come (15:55 - 17:10)It can be difficult to tell a potential client we’re unable to assist them, but doing so is the key to lasting success. Don’t fear telling clients the truth, or advising them to look elsewhere. Honesty will go a long way in building trust and securing clients in the future.   Guest Bio-    Matt Deluzio is a loan officer at Spire Financial in Denver, Colorado. After 3 successful years in the mortgage business working part-time, Matt became a full-time loan officer 2 and a half years ago, and has continued to see phenomenal results ever since.    To get in contact with Matt, visit https://mdeluzio.spirefinancial.com/ Email [email protected] Or call 720.616.6490

For loan officers who are new to Instagram, the thought of publishing visual content can feel like an overwhelming challenge. How can we ease ourselves into using the platform, and create an audience for ourselves? What are Instagram Story ‘Highlights’, and why should we be using them? On this episode, social media guru, Megan Anderson, shares why we should be using Instagram Stories to boost our online profiles.  Instagram Stories are viewed more than individual posts, so they’re the perfect place to share content. -Megan Anderson   Three Things We Learned From This Episode Use Instagram Stories to get comfortable (04:36 - 05:27)For people just getting started on Instagram, the thought of seeing ourselves on camera may be daunting. A great way to become more comfortable sharing videos on the platform is by creating Instagram Stories. These have a 24-hour shelf life and can easily be used as a way for us to test the waters of Instagram.  Come up with stickers (12:57- 15:19)Consistency is key when looking for a bigger audience, so we have to figure out a few ‘stickers’ that we can use in our Instagram Stories. These stickers should be the things we post about every single day, which help our audiences remember us. The great thing is, these stickers don’t have to be business-related. In fact, they should be showing our audiences more about our personal lives so they can get to know, like and trust us.  Create Story highlights (18:05 - 19:19)Instagram Stories become unavailable to our audience after 24 hours, but we have the option to save them as highlights later. Creating highlights is a great way to ensure our content stays seen days or even months after we first posted it.   Guest Bio-  Megan Anderson is a marketing and social media guru. She is the Vice President of Marketing at MBS Highway and the creator of @socialloanoriginator. She is also a speaker, with a passion for the opportunities social media affords loan officers.    To find out more about Megan, visit: https://www.linkedin.com/in/iammegananderson You can also find her on Instagram at @iammegananderson   To find out more about her upcoming program, text ‘Megan’ to 33777

When it comes to marketing ourselves, real estate agents and LOs often struggle with building authentic brands, creating good content, targeting the right audience and shiny object syndrome. What is the first step we need to take before doing any type of marketing activity? Why is it so important for us to niche down? How can we leverage video content so that our brands are stronger? On this episode, Mike Cuevas, The Real Estate Marketing Dude, talks about how we can be authentic in our marketing and why that’s the key to success. Your circle is the number one group you need to market to, target, and strategically go after. -Shade Kidwell   Three Things We Learned From This Episode A good brand is a spitting image of you and it will attract true fans (05:03 - 06:44) Real estate is one of the few industries where anyone can be a client, because everyone has a home and every 7-9 years, they will move. People choose to work with us based on our brands and us being authentically who we are.   Referrals are natural, but we have to make ourselves top of mind (11:52 - 13:11) Real estate is a highly conversable topic. It’s something that will always come up and if we’re top of mind, people will mention our name. Everyone we’re connected to can refer us, but we have to put ourselves in a position to be referable. Marketing isn’t about experience (29:30 - 30:23) A good marketing strategy has nothing to do with how much experience you have or how much you’ve closed. Putting out good content doesn’t take any experience in lending or any past closed loans to get to be successful.  One of the biggest mistakes we make in our marketing is that we skip a very critical first step. Before we have an audience, we have to have an authentic brand. We have to be who we are and market to the audience that’s naturally going to gravitate towards us. Next, we need to live and be this brand confidently. From there, the brands we build will influence the content we create, and that will bring the right clients our way.   Guest Bio-  Mark is a former real estate agent, branding strategist and the “Real Estate Marketing Dude”, he offers a video marketing service. Go to https://www.realestatemarketingdude.com/ for more information and for free content. 

It’s impossible to run a race without knowing where the finish line is. In relation to our business, we need to set up time frames to achieve our goals and pay attention to every step we take on the way to success. How can we plan our time more effectively? Why do we need to take stock of the victories and failures we live through each day? On this episode, we share a coaching call introducing the Next Level Playbook, and explain why it’s so important to plan and record every move we make. It’s important to know where the finish line is, so we can plan to reach it the right way. -Shane Kidwell   Three Things We Learned From This Episode Understand the finish line (24:51 - 25:37) It’s extremely difficult to reach long-term goals if we don’t set up time frames in which we’d like to achieve them. Plan annual goals in advance. This should be an honest process, if we know we’re unable to reach certain goals in a year, we shouldn’t be including them. This is about what we can achieve, not anyone else.   Celebrate victories and record losses (25:56 - 27:00) Write down daily goals and check them off the list as they’re completed. This helps us celebrate the small victories. It also gives us an opportunity to see where we failed. Once we see what we haven’t achieved, it’s up to us to work out what held us back, so we can avoid it from happening in the future.  Crowd source wins (34:50- 35:59) We need to share our progress with the people in our coaching groups. By sharing what we’ve done right, we can help others see the same great results we have. Sharing also benefits us, because when we inevitably have ‘off’ days, our peers will be able to remind us how we’ve done well in the past.  Success requires planning and analytics; we can’t expect to see amazing results if we don’t know what our goals are or have a plan in place to achieve them. To be successful, we have to plan in advance and set up realistic time frames for ourselves. We also have to record every move we make, even the ones that brought about poor results. Analytics are vital if we want to win in our businesses.   

At some point in our lives, some of us have felt like we’re not the smartest people in the room. Does that mean we’re not destined to succeed? Are there ways we can develop our intelligence and get ahead in the game? On this episode, we explain why curiosity is as important for success as IQ. It’s vital to be curious in your business. -Kenneth Travis   Three Things We Learned From This Episode IQ isn’t everything (02:52- 04:51) IQ is something we’re born with; some people are naturally better at solving problems than others. There’s very little we can do to change our IQ levels, but that doesn’t spell disaster. In fact, there are many people with relatively low IQs who have managed to become incredibly successful. Develop EQ (05:57- 06:47) Emotional intelligence is extremely important for us to navigate our way through life. EQ is what helps us get through stressful situations in business, as well as our personal lives. We need to work on our interpersonal communication and emotional intelligence to take our businesses to the next level. Curiosity is as important as intelligence (07:06- 07:50) A lot of us think we’re not the smartest in the room, and it stops us from pushing for success. However, CQ (or curiosity intelligence), is one of the most important characteristics we need to take our businesses to the next level. Our curiosity and motivation is as important as IQ, if not more.    Most of us have experienced the feeling that we’re not the smartest person in the room, but that should never hold us back. There is more to success than IQ, and there are other forms of intelligence that can take us further regardless of our IQ levels. We need to stay curious and develop our emotional intelligence. We may not be the smartest in the building, but that doesn’t mean we can’t be the most successful.

We’re often warned to prepare for an impending recession, but sometimes the information we learn through the media isn’t an accurate reflection of the state of the market. How can we observe clues of an impending recession ourselves? Is it possible for us to keep winning in business when the market inevitably drops - or should we be preparing for the worst? On this episode, CEO of MBS Highway, Barry Habib shares why we need to rethink what we know about recessions, and offers insight on how we can continue to thrive. Focus on the road ahead, not the obstructions. Do it in driving and you’ll be better; do it in life and you will be much more successful. -Barry Habib   Three Things We Learned From This Episode Rethink what recessions look like (11:55- 12:44) When we talk of a recession, we tend to think of what we saw in 2008 and 2009. The reality is, recessions are dependent on the expansion period prior to them. The expansion period we’re currently in has been extended, but shallow. That means, the recession we’ll see in the next year or so will also be shallow.  Observe the clues of an impending recession (13:22- 15:20) The first place recessions show their effects is in big corporations. As these corporations let people go to cut costs, those who have lost their jobs start spending money at more cost-effective stores like Walmart and Target. The reason stocks have gone up at Target and Walmart is because there are more people looking into cost effective options.  Look further ahead (27:02- 28:42) Most of us are guilty of zoning in on one area of focus while we’re trying to get ahead. While it’s great to be focused, by zoning in on only one goal, we run the risk of seeing the big picture. No matter the condition of the market, be sure to take a holistic view of what’s around us.   A recession is inevitable, and we should be prepared for it. However, recession isn’t necessarily synonymous with devastation. There are ways to identify the early signs of the market dropping, and we need to remain aware of them. Keep looking forward and be aware of all the signs - whether we’re in a recession, preparing for one, or exiting one. If we can maintain a holistic view, we will keep winning no matter what the market has in store for us.    Guest Bio-  Barry Habib is the founder and CEO of mortgage analytics firm MBS Highway, a company dedicated to helping mortgage professionals and real estate agents articulate the opportunities in the housing market. Widely respected for his Mortgage and Housing expertise, Barry has monthly appearances on CNBC and FOX. He has recently been named the top Real Estate forecaster by Zillow and Pulsenomics, and has also been awarded the Crystal Ball Award for the most accurate real estate forecasts. Barry is a celebrated speaker and figure in the real estate and mortgage industry, and is passionate about helping others achieve their goals and find success in every area of their lives.  Look out for Barry’s upcoming

Our industry seems to be bombarded with changes from all sides; from new competitors to an inevitable shift in market conditions. Do we stand to benefit from any of these changes? How can we stay ahead of the curve and continue to see great results for years to come? On this episode, we share how to make the most of what’s to come. There’s never been a time like this where loan officers have so much opportunity. Don’t let this pass you by, because our current situation offers a chance to really generate wealth. -Kellen Vaughan   Three Things We Learned From This Episode Use the yield curve to tell you about the market (03:14- 05:05) Every time the yield curve inverts, a recession has been quick to follow. For loan officers, this means a lowering of rates. We should all be keeping this in mind, as the process is almost like clockwork. Rates are already at an all-time low and will continue to drop for some time.  Don’t be afraid of online competitors (10:27- 11:56) Online offerings like Zillow and Amazon have caused some anxieties in the mortgage industry- but we don’t need to be afraid of them. We need to focus on the value we offer and center our attention on what we do best. We can even make use of Zillow and Amazon ourselves from time to time. Focus on what will stay the same in the market (22:28- 23:31) Instead of thinking about what could change over time in our industry, we need to think of what will stay the same - like the people we deal with. Change is inevitable; so much so that even those at the helm of online offerings are focused on perfecting their current activities.    The changes we’re currently facing in the industry are rapid, but there’s no need to fear them. History repeats itself, and in reality we could stand to benefit from the impending recession. While we should be paying attention to what happens around us, the best we can do at present is to focus on our own activities. Change is unavoidable; what makes or breaks us is our ability to adapt.  

Our experiences in childhood have the ability to shape us as adults. How can we recognize how our experiences affect us today? Which parts of our personalities should we be building upon, and which should we be receding from? On this episode, Derek Fertig shares how he turned his life around and how it positively affected his personal life at home and his professional life in his business. When you focus on the money side of it, remember that it can be both good and bad. -Derek Fertig   Three Things We Learned From This Episode Acknowledge your flaws (10:38- 11:43) Accepting responsibility for our mistakes is extremely important. No one wants to work with someone who easily blames others when something goes wrong. If we know we’re guilty of doing this, acknowledge it as a flaw and work consistently to stop doing it.   Look at the origin of the issue (12:22- 13:19) Think about childhood and the experiences that have shaped our lives today. Knowing our motivation is crucial- for example, if we grew up in a poor family, our drive has probably been shaped by wanting a better life as a child. While there’s nothing wrong with strong drive, we also need to take the time to work on other areas of our lives. Once we identify where our motivation comes from, it’s easier to put systems in place that help us work more effectively so we can alleviate some of the stress.   It’s okay to feel overwhelmed (21:30- 23:10) Seeking balance in life is not always easy, but let that be a motivation for you, vs. a discouragement.    No one is perfect, and it’s important to remember that we’re always growing as individuals. While we grow, remember to acknowledge the importance of identifying our flaws and take responsibility for our actions. Be aware of motivations and be accepting when our priorities shift. The most important thing to remember is to always keep improving yourself along the way. Guest Bio-  Derek Fertig is the Area Manager at Fairway Independent Mortgage Corporation. His reputation as an elite member of the mortgage industry comes from his high level of customer service. Derek’s approach to business is focused on core values that include a family focus, humility and great communication, among others.    To find out more about Derek, head to:https://www.linkedin.com/in/derekfertig  And https://www.zillow.com/lender-profile/Derek Fertig/ 

A significant percentage of business comes from past clients, so it’s important to give them 5-star service the first time around. What little details can make all the difference in a client’s experience? How often should you check in with your clients? When a lead comes in, you have to solidify the relationship quickly. -Marc Demetriou   Three Things We Learned From This Episode Respond immediately (05:38- 06:38) Make sure you or your team are always ready to answer a client as soon as they contact you. A lag time of just 20 minutes could mean a deal goes to another mortgage professional. Solidify your relationships as soon as possible, so you don’t miss out on anything. Remember your personal touches (07:53- 08:46) A great way to give your clients 5-star service is by checking in with them every step of the way. Even as the deal is approved or as it closes, be sure to ask for feedback. Doing this ensures the client has a great memory of your service, and makes them more likely to give a glowing recommendation. Know your numbers (16:12- 17:01) It’s vital to know how many hours you work, and how much you charge for each of those. If you’re doing work that’s way below your pay grade, you shouldn’t be doing it. Once you’ve identified these activities, you’ll know what needs to be outsourced to others.   The mortgage industry offers great opportunities for repeat business, so making a good impression is always imperative. Make sure you’re dependable and easy to reach, and offer personal touches throughout the process. As a loan officer, you have the expertise clients are looking for. Make sure they know you’re the right choice.   Guest Bio-  Marc Demetriou is a branch manager at Residential Home Funding Corp. and decade-long President’s Club member. He is a licensed mortgage banker/broker in NJ, NY, CT, PA, SC, GA & FL. Marc consistently ranks in the top 1% of mortgage originators in the U.S., according to leading industry sources Origination News, Mortgage Executive and Scotsman Guide. In his home state of New Jersey, he has been featured in NJBIZ's "40 Under 40", and is called upon frequently by the real estate, finance, accounting and legal communities as a trusted expert and speaker. Additionally, Marc is a certified and licensed instructor, offering continuing education credits to accountants, realtors and financial planners.   Marc has been a keynote presenter at the Mastermind Summit, the mortgage industry's leading annual conference, along with world-renowned motivational speaker Tony Robbins, and successful businesswoman and ABC-TV Shark Tank investor Barbara Corcoran. He was also co-host of WVNJ's popular The Real Estate and Money Show.   National recognitions include being named to National Mortgage Professionals' 2017 selection of "Top Most Connected Mortgage Professionals" in the U.S. Marc also ranked among Mortgage Professional America's "Hot 100" in 2018, 2017 & 2016, and received a Five Star Mortgage Professional award for superior customer service and professionalism in 2017.  

When something bad happens, it’s a normal reaction to worry about all the ways it may affect you. How can you overcome feelings of self pity? How can you continue to thrive in all aspects of your life? On this episode, Shane explains how a recent injury could have been his downfall, and shares the thought processes that kept him moving forward. If you want to be a powerful person over the long haul, this is not a sprint. It’s a marathon. - Shane Kidwell   Three Things We Learned From This Episode Expand your skill set (03:08- 06:09)Blue collar jobs like those in the fire and police departments require their people to have vast skill sets. This means that when someone’s ability to do a job is impaired, they’re still able to contribute to the team in some way. You can apply this to business. Develop a range of skills that allow you to keep busy when your primary role is impossible.  Eliminate self pity (08:48- 10:14)Often, we stop ourselves from thriving in the future because we’re so caught up in what’s happened in the past. Remove the reminders of painful memories and start concentrating on what you’re still able to do. Invest in yourself (16:30- 17:14)The summer market is great for the mortgage business. Make sure your success now continues to benefit you in the coming months. Invest in your business and your team so that times aren’t tough later. Negativity is a trap, and it can seriously hinder your success in the years to come. Make sure you’re not holding yourself back from greatness in the future by having a negative outlook now. Prepare yourself by fostering a range of skills, and continue investing in yourself. You’re capable of doing amazing things—you just have to believe in yourself.

Being a loan officer and being in the mortgage business is a long-term venture, and we need to know how to run a successful and sustainable business. When is the best time to pursue new business opportunities? How can we get agents to want to work with us more? When should we scale our business? In this episode, Sean Zalmanoff, Kenneth Travis and Kellen Vaughan share some strategies we can implement in our business today that will help us get more business within a month. They also explain the value of the Next Level Loan Officer Live events for business strategy and growth in the industry. If you’re too busy with the loans you have going on to invest in yourself and move your business forward, you’re missing the boat. -Sean Zalmanoff   Three Things We Learned From This Episode The magic window for more business (08:38-10:07)The perfect time to set ourselves up for more business is when we get to the point in the contract after we’ve been cleared to close, but haven’t closed yet. This is when we need nothing from the borrowers, title companies, and listing or buyer’s agents for our current deal. If we schedule appointments with these agents and ask our clients for reviews during this period, we can double the amount of business we get.  How to get agents who want to work with us (12:12-13:09)We can get more agents who’ll want to work with us by bringing a deal to the table. When we put forward a buyer who’s ready to buy a house, we will get the full attention of that agent for 30 days because they’ll want to answer our calls and get back to us about the deal. Scaling our business when rates are low (18:24-19:15)When rates are low and we know that we are going into a time where there are going to be opportunities, we need to recognize that we can’t do it all by ourselves. By making the right hires and using systems and processes that will make us and our team more efficient, we can scale our business and help it be more successful. The career of a loan officer involves ups and downs mostly according to where rates are sitting at a moment in time, but we still have that magic 30-day window where we have the attention of everyone involved in the transaction. Within this, there is a perfect point at which we need to be pursuing more business opportunities, which is when we are cleared to close but haven’t closed yet. If we get in front of the listing and buying agents for appointments and ask clients for reviews during this time, we stand to double our new business opportunities. When we take the time and make the investment of attending industry events like Next Level Loan Officer Live, we can learn strategies that will lead to a more successful and informed business.

To get ahead in the mortgage industry, you need to be passionate about what you do. How can you fall in love with being a mortgage professional? What role should technology play in your journey to success? On this episode, Vice President at Cornerstone Home Lending, Kelly Zitlow, shares her success story and how you can cultivate a passion for your mortgage business. Business coaching is invaluable. It will help with accountability, discipline, and to be forward-thinking in the industry. -Kelly Zitlow   Three Things We Learned From This Episode Fall in love with the job (07:06-09:06)To be able to fully dedicate yourself to the industry, you need to fall in love with it. The same goes if your career path changes— if you find yourself more interested in something different, allow yourself the flexibility to try it. Don’t overthink it (13:17- 14:58)Video content is extremely popular on the internet, and it can be used to boost your brand. However, getting started can feel overwhelming. Don’t overthink the content: just be yourself and talk about your passions. Surround yourself with the right team (19:37- 20:28)Never underestimate the importance of having a great team that keeps you centered. Create a team that supports you and is honest with you— even when your ideas aren’t feasible. The best way to move forward in your career as a mortgage professional is by keeping your journey simple. Stop overthinking opportunities to promote yourself. In the same way, you also need to allow yourself to enjoy what you’re doing. Surround yourself with the right people, and let yourself fall in love with the industry.   Guest Bio- Trust and experience -- two defining words for Kelly Zitlow, a Vice President at Cornerstone Home Lending. For 22+ years she’s built her career as a Licensed Mortgage Professional and Certified Mortgage Planning Specialist on earning the trust of her clients and partners by providing them a high level of mortgage lending expertise. She knows that is ultimately what they value the most. Kelly has been ranked in both Scottsman Guide and National Mortgage News Magazine as a top producer in the nation. She has also received the 5-Star Mortgage Professional Award for the last 4 years in a row. Her success is second to the pride she feels for helping her community realize the dream of home ownership. As Certified Continuing Education Instructor, Kelly is committed to education and has a thriving YouTube channel aimed at providing both real estate agents and consumers important information about home lending. To find out more about Kelly, head to: https://www.houseloan.com/kelly-zitlow-mortgage-lender/    https://www.linkedin.com/in/kellyzitlow/ https://www.youtube.com/channel/UCPPGvH2uJJwHnB3pPZ61UqA

We hear so much about branding and building brands, but often only in vague terms. How are the two different? Which should you be focusing on to get your business to the next level? On this episode, Josh Pitts and Jason Frazier of Shred Media share how to build a brand effectively. Don’t create a front or a persona. Just be you, and you’ll attract who you want to attract. -Jason Frazier   Three Things We Learned From This Episode Separate ‘branding’ from your brand (09:43- 11:50)A big mistake many make is thinking that branding is the same thing as building a brand. In reality, building your brand refers more to the relationships you build with consumers and what you stand for. While ‘branding’ is often an expensive process, building a brand doesn’t need to be- in fact, spending just 2 dollars a day on video Facebook ads does a lot for your business. Share your passions and be authentic(15:23- 16:32)Think about the things you enjoy and that matter to you, personally. Then, use those to brand yourself. You can only be authentic if you’re creating content about things you genuinely like and care about- and authenticity is key when you’re trying to attract an audience. Social media marketing is a long-term investment (25:52- 28:01)Social media is often celebrated for being instant. However, to see lasting success you need to be approaching it as a long-term strategy. You also need to be investing in it financially- it doesn’t need to be a large amount but you will need a marketing budget. If that’s not something you can afford right now, you may not be ready to be building a brand in the first place. The business owner’s vocabulary is filled to the brim with clichés and overused terms. However, the reason they’re popular is because they’re important. Never underestimate the importance of authenticity when building your brand. Invest in sharing your passions with your audience, and concentrate on carving out a niche that will ultimately generate more business for you. Building a brand doesn’t need to be expensive- but it does deserve investment.   Guest Bio- Josh Pitts is the Founder of SHRED Media. Josh has seen amazing success after building his brand through online platforms. He’s adamant that to see great results, you need to be authentic and carve a niche for yourself. Jason Frazier is the Director of Business Development and Strategy at SHRED Media. He’s also a national speaker and podcaster amongst other roles in the mortgage and real estate marketing industry. You can find out more about SHRED Media at https://www.linkedin.com/company/shredmedia/about/

Technology has made it easier than ever before for consumers to find loan officers. With all the options available to prospective clients, how can you set yourself apart? When should you begin the process of approaching consumers, and how can you maintain great relationships with them throughout the process? On this episode, Andy Zemon of Waterstone Mortgage Corporation explains how you should be using technology to your benefit. If we use technology to help us nurture clients, then they don’t shop. -Andy Zemon   Three Things We Learned From This Episode Nurture the right part of the funnel (07:11- 09:10) Imagine the mortgage process as a funnel. At the top of the funnel, business is abundant. At the bottom, however, only a small portion drips out. By waiting to approach a client when they reach the bottom, you’re forcing yourself to compete with every other loan officer in the market. Build relationships with people once they’re in the top of the funnel, months before they’re actually going to need your services.   Be strategic with the mail you send (19:20- 21:15) One of the words most associated with spam in emails is ‘mortgage’. Make sure you’re sending content containing terms that your mailing list wants to see. You should also be using a product like ‘Reply’, which allows you to see who’s engaging with your content and where you could improve.   Use technology to make your client relations easier (28:10- 29:06) There is so much technology at our disposal that can make our businesses run more smoothly. Make use of the products available in a way that will assist your client with anything they may need. While it may seem like a small cog in the machinery, the convenience factor is extremely important in the digital age.     By not taking convenience into account, and by not sending exciting communications to your database, you run the risk of losing business. In the age of technology, that doesn’t just mean losing one or two clients. With such great changes taking place every single day, you could lose your spot in the mortgage industry altogether by not staying up-to-date. Keep ahead of the curb and make use of every tool aimed to make the process easier.   Guest Bio- Andy Zemon is the Sales Manager and Loan Officer with Waterstone Mortgage Corporation. He is responsible for the significant growth of this family-run branch and offers his in-depth industry knowledge to assist many of the regions' homebuyers. To date he has helped more than 2500 families in his career.   Andy's passion is providing mortgage-based financial plans and he is the preferred lender for some of the area's top builders and Realtors because of it. Andy is one of only three Certified Mortgage Planning Specialists in the Central Virginia area.   In addition to running his own team within Waterstone Mortgage, Andy provides continuing education courses through the Charlottesville Area Association of Realtors. He also offers seminars through the local Chamber of Commerce as well as for many local real estate offices on the finer points of owning and growing their businesses. Andy has also been featured on the WINA live morning show and the local NBC affiliate as a lending and financi

The mortgage industry is constantly evolving, and even the top loan officers are at risk of losing the positions they worked hard to get. How can you safeguard yourself from being passed by? Does the answer lie in looking for new agents and buyers? On this episode, we talk with the founder of Downs Capital Mortgage Team, John Downs, to hear how he went from hero to zero, and got right back up again. You’ve got to specialize in what you’re doing. -Sean Zalmanoff   Resources Take your mortgage business to the next level. Visit nextlevello.com for more information. Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule   Three Things We Learned From This Episode Keep reinventing yourself (06:41- 08:04)The mortgage industry is constantly changing and evolving, so it only makes sense that loan officers must keep reinventing themselves. Stay on top of market trends and follow where the industry is going, not just where it is at the moment. Be clear about what YOU want (08:36- 10:29)To do well in business, you have to be a specialist in your field. Narrow down your own passions and talents, and approach clients who are in need of what you’re best at. This way, you’re bringing your consumer excellent value and doing something that fulfills you. Relational approaches are more effective than transactional ones (12:54- 14:25)Have a relational approach to your business, rather than an exclusively transactional one. By building relationships and fostering them over a longer period, you’re maintaining value. Stop forcing yourself to work harder by constantly finding new agents and buyers, and focus instead on the clients you have now. With tech companies like Amazon getting involved in real estate, it can present new challenges for mortgage professionals. The only way to maintain your position as a top loan officer is by becoming a master in your field and fostering the relationships you already have. The important thing is to make sure you aren’t discouraged too easily. If you’ve had it in you to become a top officer in the past, you have it in you to do it again.   Guest Bio- John is the architect and founder of Downs Capital Mortgage Team. His motto is “wealth for the next generation”. Whether you count yourself as part of the next generation, or are ready to build the next level of wealth for yourself, John thinks everyone deserves a great financial foundation. John will tell anyone who will listen that a mortgage is an instrument of leverage — and that a mortgage allows you to use someone else’s cash to build your own wealth.   Today, Downs Capital is a thriving unit of MVB Mortgage. John’s team is comprised of mortgage experts who also happen to be fierce competitors, client advocates, friends, athletes, coaches, neighbors, parents and dog lovers.   To contact John, call or text him on 202-899-2603   To find out more about John, head to: https://jdowns.mvbmortgage.com/ You can also look at: https://www.linkedin.com/in/downscapital/

Everyone wants to be the best at what they do, but that’s not possible when you’re trying your hand at everything. How can you carve a niche out for yourself? Are there any disadvantages of becoming too “niched”? On this episode, we talk with Jeff Onofrio, the managing director of renovation, construction, and national production at Mortgage Possible. Everyone wants to be a jack of all trades. You need to pick a niche and become known for what you do. -Kenneth Travis   Resources Take your mortgage business to the next level. Visit nextlevello.com for more information. Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule   Three Things We Learned From This Episode Stop trying to specialize in everything. Pick a niche. (03:53- 04:42)The problem with being a jack of all trades is, you end up a master of none. Rather than promoting yourself as an expert in every part of the business, pick a niche and make it your mission to become an expert. Even with a specialty, don’t neglect the other parts of your business. (05:59- 06:57)While you need to establish yourself as an expert in one area, don’t completely neglect other parts of the business. Position yourself as someone with a mastery in one field, but capability in other areas as well. If you’re involved with renovations, approach contractors. (13:06- 13:48)Contractors, more than anyone else in the market, are interested in renovations. However, they’re rarely approached. Why not beat your competitors to it? There are so many opportunities available in this virtually untapped market. Renovation mortgage is definitely a niche market, although not a small one. With so many TV shows centered on home improvement, it’s clear that there is a desire on the part of the consumer. It’s up to you to make sure consumers in your market know that you are the person who can help fund their projects. Be sure to remind them you can help out in other areas concerning loans, too.   Guest Bio- Jeff Onofrio has been in the mortgage business since the late 1990s. After doing a bit of everything in the industry, he decided to try his hand in construction. However, he ultimately returned to mortgage in 2007. Since then, he’s tried to find ways to combine what he learnt in construction with his mortgage knowledge. Today, he’s the managing director of renovation, construction and national production at Mortgage Possible.   To find out more about Jeff, head to: www.mortgagepossible.com You can also check out his podcast and video blog at: www.renovatethis.com

The mortgage industry is rewarding for lenders not only because of the financial incentive, but because it allows them to provide a meaningful service to their clients. How can you ensure your clients know you appreciate their business and strengthen the relationship you have with them? What can you do to make sure you stay successful in this business over time? On this episode, industry veteran John Abraham shares on what he has learned on his business journey and explains why relationships are so important. Constantly let your team, your partners, and your clients know how valuable they are. -John Abraham   Resources Take your mortgage business to the next level. Visit nextlevello.com for more information. Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule   Three Things We Learned From This Episode Never allow yourself to become complacent (03:25- 04.15)In this industry, there will be some months when you do exceptionally well. While that can lure you into a sense of security, don’t become overconfident and complacent. Keep doing the things that brought you success in the first place, and don’t take your foot off the gas. Perfect the relationships within your team (07:35- 09:18)Your team plays an integral role in your business. Make sure you tell them you appreciate them, and create a culture where everyone knows they’re supported. Stay loyal to your team, and they’re likely to reciprocate. Provide clients with valuable advice (18:29- 21:20)Gift potential clients with a packet of valuable information. By compiling advice, guidelines, and checklists for what they should be paying attention to when house-hunting, you’re providing a service they will actually use. This keeps you at the top of their minds, and sets you apart from the competition. At its core, the mortgage industry is people-oriented. Stay in touch with clients, let partners know you appreciate them, and create a family within your team. Don’t withhold advice from your competitors, and have an abundance mindset. There’s more than enough success to go around. The mortgage industry can help you generate a great income, but building strong relationships with people is what will make you richer.   Guest Bio- John Abraham is the producing manager at Caliber Home Loans. After starting his career in the mortgage industry 29 years ago, John went on to be ranked one of the top 200 mortgage originators in the US in 1998. He’s stayed in that top 200 ever since, and in 2011 was recognized for originating over $1 billion in residential mortgage loans since the start of his career. John strongly believes success is derived from strong relationships with everyone you work with- from your team, to your partners and your clients. He’s also passionate about seeing the mortgage industry as a vehicle to help others, and genuinely cares about every deal he’s closed throughout his career.   To find out more about John, head to: https://caliberhomeloans.com/loan-consultant/illinois/Peoria-IL/jabraham https://www.linkedin.com/in/john-abrah

Starting a new career path is daunting for everyone. How can you get past your initial nervousness and just get moving? What are the tools you need to make progress? Join us as we talk with one of the students in our program, Alexa Ward. Alexa is new to the industry, but after an initial disappointment in July last year, just 3 months later she closed 8 deals in October. Don’t miss this episode as we hear how she did it and how you can, too! When you’re new to the industry, you don’t know what you don’t know. You have to start somewhere. -Kenneth Travis   Resources Take your mortgage business to the next level. Visit nextlevello.com for more information. Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule   Three Things We Learned From This Episode Make cold calls (07:25- 08:16)When you’re new to the industry, the best thing you can do is introduce yourself. Start by cold-calling the agents listed in a local magazine or newspaper. You may feel awkward at first, but you have to stay consistent with cold-calling in order to start making contacts and creating your own database. Mentorship is vital (09:24- 11:26)Having a mentor or a coach is extremely important in business. Mentors help keep you accountable and ensure you’re following through on the commitments you’ve made. Coaching encourages you to share ideas with others and allows you to expand your mind throughout your journey. Be consistent in everything you do (18:30- 18:21)When you start branding yourself, make sure you’re consistent. For example, if you are planning on doing a web show or podcast to increase your visibility online, be sure to post once a week or as regularly as possible. Stay consistent and follow through. Consistency and networking are important for anyone entering a new field. However, seasoned professionals should also be sure to follow through on their commitments and keep growing as the industry does. To have longevity in your career, you have to keep adapting and never allow yourself to get too comfortable.   Guest Bio- After graduating from college, Alexa Ward decided to try her hand at being a flight attendant. However, her father had other plans for her. Once he told her to join him at work, Alexa was hooked on the mortgage industry. Her drive and determination to succeed have fueled her progress, and in October of last year she closed a phenomenal 8 deals. Alexa is part of our coaching program, and has credited mentorship and coaching as a couple of the main factors contributing to her success.

We often hear about the necessity of scaling our businesses so we can step away. Do what degree should we aim to transition out of our business? Could we be harming our business by delegating too many tasks? When it comes to building our brand, what options should we look to? On this episode, team leader Alan Christian shares on his experiences and lessons learned around delegation and making a shift out of his business. To brand yourself locally is very inexpensive and effective. -Kenneth Travis   Resources Take your mortgage business to the next level. Visit nextlevello.com for more information. Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule   Three Things We Learned From This Episode Have a team, but don’t over-delegate (08:42- 10:22)Having a team is important, especially as a solo entrepreneur. However, remember that you are extremely important to your business. You can step away from time to time, but you still must be involved in steering the ship. Start making videos (20:47- 22:55)Video is the most popular content on the internet. By creating and sharing video content, you’re making connections with a huge number of people online. In your own community, video situates you as an expert, and by showing your local audience who you are, you’re creating a great sphere of influence with minimal effort! Take advantage of the low production costs of the internet (26:16- 27:49)To produce video, you will need to invest something, but the costs are incredibly minimal. For less than $300, you can buy the relevant equipment that makes your content visible to thousands of people. Even when delegating, continue to be hands-on in your business. As the boss, you may be able to step away, but that shouldn’t be a regular occurence. Take some time to share your experience via social media, and show the world you’re a mortgage industry rockstar. Building and maintaining an audience doesn’t have to be expensive. Produce video content, and engage with your market.   Guest Bio- Alan Christian is the founder of Alan Christian Mortgage Team. After stepping too far away from his business in recent years, Alan had to effectively start rebuilding his reputation and presence in his community as the resident rockstar of mortgage. Through social media, he was able to do that. Today, he is passionate about creating video content for his clients, and since November 2018, he has shared almost 1,000 videos. To find out more about Alan, head to: https://www.facebook.com/alanchristianmortgageteam/

A lot of entrepreneurs in the mortgage industry dream of no longer needing to work. Is that goal ever attainable? Is it even a justifiable dream to have? On this episode, we’re joined by military veteran and branch manager at Benchmark Mortgage, Rick Ward. Rick shares why he feels his star continues to rise, and why he believes his own work is never done. You have to aim high and stay hungry. -Kenneth Travis   Resources Take your mortgage business to the next level. Visit nextlevello.com for more information. Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule   Three Things We Learned From This Episode The importance of training like a salesperson (02:47- 4:56)As a lender in the mortgage industry, you are a salesperson. It’s worthwhile to work and train like one. Never underestimate the value of what you learn as a salesperson: cold-calling and face-to-face sales are both a fundamental component of lending. Just like in any other sales, people need to know, like, and trust you to do business with you. Never stop prospecting (09:01- 10:19)Every day of the week, you have to make sure people know who you are and that you’re available for business. By breaking this habit once, you’re more likely to procrastinate and put it off. Just get it done today. Why you need to stay hungry (12:55- 14:15)It’s easy to lose your hunger for success when you’ve tasted a lot of it. However, just because you’ve reached some of your goals does not mean you’re done. Stay hungry and actually tell your clients that you’re open and ready for their business. It can be easy to lose your motivation over time, but you can help yourself keep momentum by shifting your goalposts and challenging yourself in new ways. Keep setting your bar higher and aim to surpass the goals you once set. You may reach the point where you no longer need to work, but if you stay hungry, you may decide you want to keep pushing.   Guest Bio- Rick Ward is a well-established branch manager at Benchmark Mortgage in Colorado Springs. SInce leaving the national service in 1991, Rick has dedicated his trade to helping other veterans achieve success in the industry- and as clients. He’s known for staying dedicated to his trade no matter what, and while he has no plans to stop working soon, he plans to leave his daughter with an amazing legacy one day.   To find out more about Rick, head to: https://rickward.benchmark.us/ or https://www.facebook.com/TheRickWardLendingTeam/