One of the biggest challenges loan officers are faced with is time. Do we have enough of it? How do we ensure the longevity of our success in all areas of our lives? On this episode, president and CEO of Partners Mortgage and 30-year industry veteran, Dan Trinidad shares insights on maximizing productivity in the time you have and why he believes that it’s never too late to attain your dreams. If you have the mindset of capturing market share and building relationships, you’ll have a lot less competition. –Dan Trinidad   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 relationships (01:52 - 02:39)Never underestimate the importance of maintaining good relationships with customers. Focus on giving your clients the best service you can and aim to win their loyalty. It is precisely that loyalty that will ensure you keep doing business even when the market is unfavorable. Don’t quit at half-time (07:22- 10:02)Far too many people believe that their 40s and 50s are their half-time in life, and panic that they haven’t met their goals. You need to avoid that thinking. Stop placing limitations on your abilities. You can keep working towards your goals at any age- start now! Have a vision (24:07- 24:53) When you know what you want, it’s a lot easier to find ways of achieving the goal. Make sure you know what you’re striving for. Then, pay attention to your motivation. The more you understand why you want to do something, the more likely it is you’ll achieve the dream. We live in a society that has taught us life is short. As a result, we’ve been socialized to believe we have to achieve everything by a certain age. However, inasmuch as we should start planning for the future as soon as possible, it’s never too late to start striving towards your goals. Work towards your future while enjoying every present moment you experience.   Guest Bio- Dan Trinidad is the president and CEO of Partners Mortgage. With over 30 years of experience in the industry, Dan’s ideas on how to achieve goals have stood the test of time. After the tragic loss of his wife of 28 years to leukaemia, in 2011 he founded the Partners for a Cure organization. Today, in addition to running both Partners Mortgage and Partners for a Cure, Dan also hosts the Inspired Forward Podcast. To find out more about Partners Mortgage, visit: http://partnersmortgage.com/about-partners/ For information about Partners for a Cure, head to: http://partnersmortgage.com/partners-for-a-cure/ To listento the Inspired Forward Podcast, visit: https://itunes.apple.com/us/podcast/inspired-forward/id1436057

Most of the time, the only thing holding us back from achieving our goals is ourselves. How can you beat your self-doubt and start making our dreams come true? What can you do to take your career to new heights? On this episode, we speak with someone who managed to break through her self-imposed limitations and find amazing success. Our guest, Janell Schmittling provides an overview of her journey and has pointers for those looking to find their own greatness. I made up my mind that I wanted to succeed, and I just never turned back. –Janell Schmittling   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 stop learning (08:50- 10:13)Owning a business is a constant work in progress. You owe it to yourself to keep learning more, whether through further study or coaching. You can also learn more by paying attention to your motivation over time. Stay in tune with your ‘why’ as it evolves. Create habits (14:09- 15:24)Pay attention to the things you do that help your business, and then make sure you do them habitually. These need to be scheduled into your daily activities so you ensure the crucial tasks are completed. Remind yourself that without these vital steps, your success is not guaranteed. Break down your goals (19:59- 21:27)In as much as dreams are important in the process of achieving your goals, you need to have a plan so they can become reality. Turn your dreams into goals and start breaking them down into smaller sections. Once you start achieving the small goals, you’ll be motivated to strive for the big ones and the dream becomes all the more attainable. Everyone has dreams, but not everyone puts in the work to make those a reality. You don’t need to fall into that majority. Identify what you want and put all your energy into bringing those goals to fruition. You can make it easier for yourself by breaking it down- but the most important thing to remember is to believe you can do it.   Guest Bio- Janell Schmittling is a shining example of the power of mindset. After working as a real estate agent for 5 years and selling about 12 homes a year, Janell gave herself an ultimatum: become successful as an agent or find a new career path. She chose the former, and decided to put all her energy into succeeding. After noticing big changes each year after this decision, four years later Janell sold 120 homes in a year, and her success continues to rise. To find out more about Janell, visit: http://www.homesbyjanell.com/339emills https://www.facebook.com/pages/category/Real-Estate/Janell-Schmittling-Realtor-267917270236879/ https://www.zillow.com/profile/user3311773/

Building trust is a key part of acquiring clients, but it’s not always easy. How can you beat the perception that lenders are ‘snake oil’ salespeople? How can you silence your limiting beliefs? What can you do to become seen as an expert?  On this episode, media personality and mortgage expert, Brian Sacks, shares insights on these topics. When you try everything, you end up befuddled and do nothing. –Brian Sacks   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 limiting your self-belief (09:32- 10:16)You can only do as well as you believe you can. By thinking yourself incapable, you are subconsciously willing that to be the case. As a result, even if you are in a position where you could prove yourself wrong, you likely fail because your entire being is so focused on the belief that you couldn’t do it. Write down your goals (11:45- 12:28)Make sure you write your goals down and break them up into sections. Far too often, we have a lot of great ideas that cannot become reality because we try doing everything at once. This attempt at multitasking only results in too little focus on each task, and none of the goals will actually be achieved. Become an expert (18:06- 19:22)Make yourself desirable. You should aim to be chased by clients, rather than chasing them. You can do this by demonstrating that you are an expert. Publish books, write articles; just make sure the public knows your name. The journey to success is paved by your own willingness. However, willpower alone can’t achieve your goals. Plan successfully and be sure to put in the work. Remember, your success depends on you alone, so your planning should revolve solely around your goals and abilities. Keep on pushing with a plan in place, and remember to always be genuine.   Guest Bio- Since 1985, Brian Sacks’ mortgage transactions have totalled over $1 billion. On top of that, Brian is well-known as a mortgage expert and has a significant public following. As the author of 48 Proven Ways to Immediately Close More Loans in the Next 30 Days, as well as being featured on a host of television networks, Brian has successfully brought his knowledge of mortgage to the people.  

Many people in sales are only doing as well as they believe they can. How can you stop the cycle of self-imposed limitations and start doing better? Are there any good methods to keeping yourself accountable? On this episode former professional football player, expert coach & speaker, Setema Gali shares In the mortgage business, what holds us back the most is the space between our ears. –Shane Kidwell   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 making up stories (04:12- 06:46)Far too often, loan officers tell themselves that they are not good enough. They then believe themselves, act accordingly, and end up proving themselves right. This kind of negative thinking keeps people from achieving success. Acknowledge where you are (07:42- 09:00)You have to be honest with yourself. If you aren’t as successful as you would like to be, start looking at your current situation. Acknowledge what you don’t like about it, so that you can target the issues and achieve your goals. Associate yourself with winners (19:43- 21:08)The people you surround yourself with play a huge role in your life and success. Associate yourself with people you admire and who have achieved the goals you still want to attain. You will always embody the values of those around you. Much of the uncertainty that loan officers feel can be attributed to mindset. It doesn’t have to be this way, however. Equip yourself with the tools of success. This means being ready to believe in yourself. Remember, believing in yourself doesn’t mean you are filled with confidence from the start. It means you are willing to put the work in to become confident over time.   Guest Bio- Former NFL defensive end, Setema Gali is widely celebrated for his coaching and encouragement of entrepreneurs. Known for going beyond mere motivational speaking, Setema aims to truly change entrepreneur’s lives. His mantra is, “good is the enemy of great”, and aspires to teach others that excellence is within their reach.

Establishing partnerships can be challenging for loan officers when many Realtors are already loyal to their mortgage professionals. If you don’t have any relationships to leverage, how can you get a foot in the door? Is there a definitive list of things you should be doing? What about the things you shouldn’t do? On this episode, Rian Group founder, best-selling author, and multi-million dollar sales producer, Aaron Rian, shares how loan officers can stand out from the crowd and build partnerships. Loan officers are all pretty much the same. It just comes down to the individual loan officer and how quickly you respond. -Aaron Rian   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 Why you need employees who match your motivation (04:25 -  05:48)For your business to thrive, you need to have like-minded individuals in your company. This applies to interest as well as motivation. You don’t want to have employees who aren’t as interested as you are.   How to set yourself apart (10:41 – 11:43)Bring something of value to the table beyond your proposition. This could be something as simple as a coffee. If you bring a buyer to the Realtor, you’ve already demonstrated you can bring business. Once you’re in escrow, you’ve established communication that must continue during the period. You can use this time to establish a relationship. What to say on the phone (15:11 – 16:31)Don’t make multiple calls unless you have something useful to the Realtor in that moment. If you do have something of value and the Realtor calls you to sign a deal, ensure that you are reachable. If a client is ready to sign at eight o’clock at night, the worst thing you can do is not take the Realtor’s calls. Many mortgage professionals offer the same, or similar, services to Realtors. For this reason, you need to find ways to set yourself apart from the rest. Don’t call the Realtor and regurgitate the same script they’ve heard many times before. You need to approach them with something you know makes you unique. Have a clear pitch and be willing to put in extra work. This is the only way to foster lasting partnerships.   Guest Bio- Aaron Rian, founder of The Rian Group, Oregon's #1 real estate team, is an award-winning Realtor, best-selling author and Multi-Million Dollar Sales Producer. Aaron and his team are on track to close over 650 transactions with a value of nearly 250 million dollars in volume in 2018. Aaron’s clientele consists mostly of athletes, corporate executives and high net worth individuals from around the world. Over Aaron's career, he has appeared publications such as USA Today, The Wall Street Journal and Top Agent Magazine. He is also a regular expert on KATU’s AM Northwest Talk Show and has appeared on several television networks including HGTV, CNBC, CNN, and Bravo. Go to https://www.theriangroup.com/ for more information.

New technologies are constantly being developed to make people’s lives easier, but there are certain apps that stick out from the rest. What makes a specific app or technology a household name? Can the apps like Uber be used to benefit the mortgage industry? On this episode, innovator and entrepreneur, Alex Kutsishin, shares how we can leverage evolving tech in the mortgage industry and look for new opportunities. Don’t think about the products you’re selling. Think about the experience your customers would want- Alex Kutsishin   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 Customer Intelligence (05:24- 06:11)Customer intelligence works because it creates connections with the users of certain technologies. Using the examples of Uber and Amazon, Alex highlights that each of these focus on building relationships with their customers. This creates a loyalty based on more than enjoying the product: there is an element of love involved. Evolution, Not Revolution (07:49- 08:21)Technology assisting people with daily modern life should be seen as evolutionary, and as what was meant to happen. We need to think of advancements as something of a norm, and something entirely necessary for businesses to thrive in a world with rapidly evolving technology. Remember- the tools for our advancement are within our reach! Technology and People (08:41- 09:15)The technology used to assist people should never impede on human life. Rather, it should compliment it. This means allowing machines to do their jobs. However, that doesn’t mean humans should be eliminated from the process. On the contrary, the most successful technology has a human side to it. The world in which we live has rapidly evolving technology, and it would be a shame for industries across the board to not take full advantage. With that said, it’s always important to remember that the users of technology remain human beings. As such, advancements should always be developed with the user in mind.   Guest Bio- Alex is an innovator and entrepreneur. His expertise is in marketing, digital communication and technology. In 2011 Alex launched the nations first code free mobile development software which he sold at the end of 2014. After the buyout he consulted for one of the top business intelligence companies which sold 2 years ago for over $100M. He then consulted for one mortgage industry's best marketing companies which is where he got the idea for his new venture -- Sales Boomerang, the first fully automated Borrower Intelligence software that tells lenders when a prospect or past customer is ready for a loan. In just 17 months they have discovered over $7.85B in missed loan volume for more than 40 of the top lenders in the industry and they are on track to triple in size by the end of next year.

Many of us have experienced a poor work atmosphere and seen how management can have a direct effect on it. How can we, as managers and employers, prevent this from happening at our companies? Is there a foolproof solution to the issue? On this episode, Kyle Gorman shares some tactics for combating hostile and unproductive work environments. When you become a manager, you’ve got someone’s livelihood in your influence and you have to be selfless.- Kyle Gorman   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 Selflessness (05:24-06:05)When people take on the responsibility of management positions, they begin to have influence over the livelihoods of others. As such, it is crucial that they embody selflessness by prioritizing the needs of employees. Doing so not only helps to put your staff at ease, but will go a long way in creating an atmosphere in which people want to help with extra tasks- as opposed to just ‘getting the job done’. The importance of autonomy, sociability and recognition (07:01- 08:01)Kyle points out four important qualities of a successful working environment. These include knowing what’s expected of us, autonomy, sociability, and recognition. The first two hang in a delicate balance, but both are necessary. Sociability speaks to the need for human interaction, and recognition gives people the affirmation that their time and effort is valued. Appreciation (12:10-14:29)While it’s important to recognize good work and employees going above and beyond, it’s also vital to praise staff for getting the job done. Far too often, appreciation is reserved for only the most innovative or excellent work. Although praise for excellence is obviously important, recognizing when employees have done what was required is crucial when setting benchmarks. Everyone deserves to know that their work is appreciated. Whether employer or employee, it’s critical to remember that all people in an organization are just that: people. Qualities like empathy go a long way in building a supportive work environment. Applying the basics of what all people need to thrive in the workplace is an effective approach to ensuring a healthy dynamic between management and staff.   Guest Bio- Kyle Gorman owns and manages three distinctly different companies with one common vision, helping people thrive. All of Mr. Gorman’s ventures are focused on Business-to-Business needs which has allowed him the opportunity to witness first-hand many of the challenges companies face.   Mr Gorman developed Employer Blueprint as a management training as a management program to guide managers, executives, and business owners to greater success. His proven methods help managers streamline communication, enhance professionalism, and lay a foundation for growth. He understands that many professionals excel in business due to their industry expertise, yet may not have experience developing cohesive teams or managing personnel, which is the core focus of his Employer Blueprint resources. Mr

The client service we create and deliver determines how well we attract people who want to work with us. What are some of the things that encompass that service and the characteristics that make us stand out to the market? How can we implement a business infrastructure that focuses on clients? On this episode, team leader Scott Westlake shares on raising the standard in business and why success breeds success. Set your goals on satisfied clients, not volume. -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 What makes us stand out in this business (05:15 - 06:06 )Mortgage isn’t the flashiest industry out there, but when people in our local community see someone who is doing well, having fun, and playing outside of the box, they will be attracted to working with that. How to find the right business model for you (06:26 - 07:43)There are so many business models in this industry and so many ways to make money.  There’s no right or wrong way— it’s just about knowing what you want, and being honest with yourself about it.   How to deliver a higher standard of service (17:14 - 19:48 )Creating a lifetime currency with a client is all about the experience we create for them. That includes giving them multiple points of contact in the business. When they become a referral, it’s important to acknowledge the referral source. Whether it’s a card or a phone call, that will go a long way.   A business that generates referrals doesn’t happen by chance. It takes setting the right goals and building that into everything we do. Everytime we work with a client, we have to create an experience that builds a lifetime currency. In order to have a level of service higher than what the market is delivering, we have to create an environment of fun and thinking out of the box. We have to incorporate that into our teams, and that’s what will grab people’s attention and keep their loyalty.   Guest Bio- Scott is a Mortgage Agent at Dominion Lending Centres Inc and the founder of The Westlake Team. Go to https://scottwestlake.com/theteam/ for more information or connect with Scott on LinkedIn https://www.linkedin.com/in/westlakes/.

Veterans have a hard time securing home loans, even when they are very attractive borrowers. How can we equip loan officers to help veterans achieve the dream of owning a house? What are some of the myths and misconceptions that get in the way of veterans securing loans? Why is there a lot more to success than making money? On this episode, we talk to Ross branch manager, and president of Military Mortgage Boot Camp, Michael Fischer, about how we can constantly raise the standard of the service we offer, especially to the people who deserve it most. Veterans get a raw deal in the real estate market because their offers are viewed as inferior. -Michael Fischer   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 Why success isn’t just about money (03:11 - 05:16 )A lot of people think that success is just about making more money, but success is also about having balance. A big win doesn’t always necessarily have to be income. Sometimes it’s just a matter of being able to achieve a better life and make a difference.    Why the challenges veterans face have little to do with guidelines (15:52 - 16:40)It’s important for agents who want to help veterans to understand the challenges they are facing in the marketplace. The issue isn’t guidelines. There’s a lack of knowledge and understanding from real estate agents and even other loan officers. This results in issues like blaming the VA for slow turn-around times, and putting the veteran’s offer at the bottom of the pile because it’s viewed as inferior.   The truth about veteran buyers that many agents and LOs don’t know (18:37 - 19:30)The average veteran buyer is actually a very decent borrower, and this is something agents need to know. If a seller is going to net more money and close in the same amount of time (or less) than they would with any other offer, it makes sense to move the VA offer to the top of the pile.   Sometimes being successful isn’t about the money or all the conventional, surface-level stuff. One of the most powerful things we can do in business and in our lives is to be of service to our clients and put them first. This is especially true for veterans. If we really care about veterans, the best way we can give back to them is being really good at our jobs. We have to arm ourselves with knowledge and facts to dispel the myths that make veteran loan applications go to the bottom of the pile. The average veteran home buyer has a decent credit score, money in the bank, and not a subprime borrower. If agents and loan officers know this, they can really be of help.     Guest Bio- Michael is a branch manager at Ross Mortgage, president of Military Mortgage Boot Camp and founder of the Mortgage Loan Officer Network. Go to https://www.facebook.com/militarymortgagebootcamp/ and

Every mortgage professional is feeling the squeeze from market disruption and our commodification. What are some of the ways we can show our value and importance in the transaction? How do we bring the human element to all the tech that’s coming into the industry? Why is our partnership with real estate professionals so critical right now? On this episode, 20-year industry veteran Lisa Wells talks about staying relevant in a changing industry and shares on her business evolution. The way real estate and mortgage professionals combat and challenge the disruptors is by doing it together. -Lisa Wells   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 Why we must educate clients (02:41 - 04:22)Our industry hasn’t done a great job of educating clients. There are so many ways to structure a mortgage and many ways to help the client. The problem is that people don’t have the background knowledge— and opportunities are being missed. How to avoid becoming a commodity (04:25 - 05:12)We complain often about the market reducing us to a commodity, but that’s because we’re not educating people. We’ve got to take the time to show our knowledge. Otherwise, people don’t think of our service beyond giving quotes, and that affects the value placed on what we do. Big companies vs. small companies (08:17 - 09:14)Big companies aren’t necessarily into self-reliant people because they expect to be paid more for the business they generate. Small businesses are focused on learning how to do the business the right way so that the client experience is better, even if that involves more self-reliance. We’re currently experiencing margin compression and getting challenged by online lenders and tech disruptions that seem to be out to eliminate us. The way for us to stay relevant is to show our value by educating clients and actually giving them the best service. We have to showcase our expertise and use tech to enhance what we do. Right now, the best partners we have are real estate agents, as they are in the same boat as us. Real estate agents can no longer look at loan officers as a “necessary evil”, and we can’t look at them that way either. They are necessary as business partners that can help us fight disruption.   Guest Bio- Lisa is the Branch Manager & Loan Officer at Lisa Wells Team- Cross Country Mortgage. Go to https://www.lisawellsloans.com/ for more information or connect with Lisa on LinkedIn https://www.linkedin.com/in/lisawells1/.

 Our lifestyle and business are highly connected. If we’re unmotivated, tired, and lack the confidence we need to face challenges, it directly affects our work. What’s the first step that we should take towards improving our lifestyle? Can exercise alone help us lose weight? Why is it so important to avoid quick fixes and fad diets? In this episode, Robert Cryer shares how fitness changed his life and helped him through difficult times. If you can take care of your health and your nutrition, then you can go out and tackle the world. -Robert Cryer   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 Don’t follow diet and fitness fads (02:00-04:14) When we make the shift from unhealthy eating to a healthy diet and exercise, we have to think about a solution that we can maintain in the long-term. We should aim to change our lifestyle. Otherwise, we’ll go back to our old habits after we reach our goal.  Exercising alone isn’t enough (05:00-07:00) We can’t sweat away a bad diet. No matter how much we exercise (unless we run marathons), we won’t be able to get away with not changing our diet if we want to improve our physique.   The link between a healthy lifestyle and a successful business  (19:00-20:15) A healthy lifestyle gives us the energy to perform better in our business life. Plus, it teaches us the discipline needed to do what’s required to get the results that we want.   When we take care of our bodies, our confidence levels go up. We’re suddenly proud of ourselves because we know we’re doing the right thing. As a result, we’re more likely to take business actions that matter because we believe we’re capable of more. Confidence plays a big part in how we tackle daily challenges that life throws at us. The more confident we are, the easier it is for us to get up after a defeat and continue our journey to success.   Guest Bio- Robert Cryer is a fitness coach, a fitness professional, and a bodybuilding enthusiast. He placed 3rd in the over-50 Masters division at the 2015 Better Bodies Championships and 5th in the Masters division at the 2014 Texas State Championships. Today, he teaches others how to stay in shape and transform their healthy eating and exercising into a lifestyle. You can find out more about his online training here.

  The market is shifting due to the fact that big companies now want a slice from the mortgage industry as well. How can we compete against big firms with big marketing budgets? What is our competitive advantage? And what’s the one thing that can’t be scaled by a big business but can come naturally to us? In this episode, Barry Habib talks about building trust with our clients. Nobody wants a mortgage. They want a home. -Barry Habib   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   How we can compensate for a lack of experience (07:10-08:40) We can compensate for a lack of experience with knowledge. As loan professionals, one of the best ways to build a customer base is to work from an advisor point of view, to always share information that benefits the client even if it’s to our disadvantage. The competitive advantage we have over big businesses  (11:40- 12:36) If we want to compete with big companies that seek to disrupt the industry, we have to do the things they don’t do: build trust. Above anything else, the client wants someone competent, someone they trust with one of their biggest purchases   Avoid being a commodity (23:00-24:00) As loan professionals, we should do our best to avoid being a commodity. When we don’t use branding in our strategy, we’ll be always judged on our rates. But when we’re known for delivering a wonderful customer experience, the rates become less important.   The mortgage industry is threatened by big companies who have access to technology and tools that small players don’t. But there’s one advantage we have that technology will never replace: being one-on-one with customers. Big companies don’t have the time to advise their customers on making the best financial decision. They don’t look at their clients’ debt picture in order to make suggestions, and they definitely don’t have phone conversations with their clients either. This is where small players have room to grow. They can build trust with customers by being there for them at all times.   Guest Bio- Barry Habib is the CEO of MBS Highway, a serial entrepreneur, and a media resource for his knowledge of the mortgage and housing market. During his career, he originated over $2 billion in mortgage loan production.   In the last 20 years, Barry also became a well-known speaker on financial markets.   You can learn more about the numerous businesses he built, his media features, and speaking experience here.

  In the mortgage industry, everyone is looking for new ways to generate leads and increase conversions. Why should we focus on already proven, consistent actions instead of looking for silver bullets? How can we attract more business from our database? What are the best practices for delivering a top-notch customer experience? In this episode, Jeff Lagoni talks about leveraging a team and how we can enjoy our journey to success. It’s when things go wrong and everyone is in the trenches working hard that you find out the true integrity of a person. -Jeff Lagoni   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 power of small, consistent actions  (03:00-03:50) When we do small things each day, we can expect results even if they don’t appear overnight. It’s better to focus on doing things that contribute to success instead of getting distracted by a new tactic or strategy and forgetting what brought us clients in the first place.   How to get more referrals from past clients  (04:40-05:40) The secret to repeat business and referrals is leveraging our team to offer the best customer experience we can. We want to make the process as easy as possible for the client and use the communication tools they want.   Work with people you want to be friends with  (11:30-13:40) Work becomes a pleasure when we surround ourselves with people we connect with. Many mortgage professionals think they don’t have much of a choice when it comes to who they work with. But they do, and befriending someone is what makes the difference between constantly getting referrals or having to ask for them and being ignored.   When we run a business, we have to learn how to leverage others instead of adding more work to our to-do list. One of the best hires a loan professional can make is a good processor who takes care of mundane tasks and makes the whole experience painless for the client. A processor ensures clients are aware of all the papers needed upfront, and they’ll go out of their way so that clients are heard and contacted using their preferred communication channel.   Guest Bio- Jeff Lagoni is a Mortgage Loan Officer at Victorian Finance, and he entered the industry back in 2001. Since then, he has helped many of his clients purchase the home of their dreams and shared his knowledge of real estate at numerous speaking and networking events. You can contact Jeff at [email protected]

  Fitness and business are linked. In order to give our best in business, we need to have our life and health in order. What can fitness teach us about business routines? How can we conquer our fear of failure both in personal and business life? And how is our success or failure affected by the story we tell ourselves? In this episode, Scott Henton talks about why we need to invest in our health in order to succeed in our business. The people who advance the quickest in our gym are the people who are constantly setting goals. -Scott Henton 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 A healthy body makes a healthy business  (02:30:-04:00) Fitness and a healthy diet are important parts of our routine. If we don’t nourish our bodies, it’s harder for us to find the energy to work hard in other aspects of our lives, such as our business.   Fear of failure is what prevents many people from trying (11:40-13:00) Fear of failure is one of the biggest reasons why people avoid working out. Another reason why working out isn’t more popular is that people get used to having low energy levels and being lethargic. They believe this is their reality and that nothing can fix it.   Silence the inner critic  (15:00- 16:00) The stories we tell ourselves determine our actions. If we don’t change our inner dialogue about hard work, it’s almost impossible for us to be consistent with a fitness routine, or any routine for that matter.   People who set goals are more likely to achieve them because they have a trajectory. Their efforts are not disorganized. All of their actions have a specific goal. Plus, when we achieve a smaller goal, we silence our inner critic. We suddenly feel capable of changing our bodies and our habits. Goals setting works because it’s a reminder of what we want and where we’re going.   Guest Bio- Scott Henton is the owner and head coach at CrossFit Longview, where he and his wife help clients achieve their fitness goals. His degree in Health and Kinesiology and experience in sports have made him start this journey 4 years ago. Today, his business has expanded, and along with him and his wife, 4 other coaches now work with him on the same goal: helping others reach their ideal self. You can find out more about Scott here.

  Many business owners run into trouble when markets shift or when their top producers leave. How can we ensure that our team and systems make our income predictable? Why are leaders the ones responsible for the success or failure of a team? In this episode, Brian Bomar talks about how strong leaders lead their teams, and how we can make success happen even when the market isn’t on our side. Consistency makes people trust you more. -Brian Bomar 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 Good hires shouldn’t be a matter of good luck  (08:40-09:20) It’s better for us to work harder than hire someone unqualified to help us out. Quick hires almost always end up being mistakes. We have to have a system that weeds out the good from the bad as opposed to hiring when we’re desperate.   An excellent customer experience leads to free promotion (13:50- 15:36) Sales skills are important, but providing a great customer experience is what makes us stand out. This leads to social proof as well. Companies who do a great job have more reviews on social media platforms.   We need proven tactics and systems to make success “systematic” (24:00-25:50) Many business owners have situational success, especially in good markets. But as markets shift, we need to have systems in place that make transactions and profit predictable.   A team is only going to be as productive and successful as its leader. If our team isn’t making progress, we have to ask ourselves if we’re doing our job properly as well. If we don’t invest enough time in finding the right people and training them, we set the team up for failure. We also have to be careful not to project some of our negative tendencies on our workers. For example, if we’re too harsh on ourselves, we might act the same way towards our team members. Not many teams thrive in stressful, judgmental environments.   Guest Bio- Brian Bomar is the CEO of Whiteboard Technology and the Regional President at Cornerstone Home Lending. He has over two decades of experience in the real estate and mortgage industry and is now the youngest regional president at Cornerstone Home Lending. In addition to his quick climb to leadership positions, his company was named by HousingWire Tech100 as one of the most innovative companies for two years in a row. You can find out more about Brian here.

We all want to own a business and step out of production. But do we want this because we’re better at managing our business or because everyone else is trying to get there? When does it make sense to stay in production? In what cases isn’t growth a positive change? And how can we get better at prospecting? In this episode, John Burnam talks about finding our strengths and the tactics he uses to prospect and nurture his database.   Three Things We Learned From This Episode More volume doesn’t always mean more profit (03:00-04:30) Don’t grow too fast. There are many challenges that come doing so, and in some cases, fewer units can sometimes lead to more income. At the end of the day, it’s not about how many units we make but how much profit we have. But every now and then our ego makes us blind to this and we just want to be able to say we sold a certain number in sales volume.   Staying in production isn’t a bad thing if it suits our skillset (06:00-07:00) We all want to have the title of business owner, but the truth is that some of us make more money while in production because this is what we’re good at. We have to ask ourselves what our strengths are, because if we allow ourselves to be led by our pride, we might end up playing to our weaknesses.   Categorize the contacts in your database (18:00-19:00) Categorizing everyone in our database makes it easier for us to organize our work and decide when we need to call certain people. Also, we need to ensure that each call we make has a purpose, whether to build rapport, ask for referrals, or promote something.   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   Whether we’re running a company or still in production, we need to organize the contacts in our CRM and create a folder with tasks for each day of the week. This way, we can ensure that nobody in our database is neglected. When it comes to staying in touch with people, it’s also important to find a way to provide value and to have a reason why we’re calling. Otherwise, the people in our database will stop answering our calls.   Guest Bio- John Burnam is a mortgage loan originator at SWBC Mortgage in Austin, Texas and has over 15 years of experience in the mortgage industry. His mission is to provide excellent rates and service, and he’s managed to do so with his highly qualified team.

We all have goals in our personal and business lives, but how clear are we about what we want to achieve? Could it be that our current goals aren’t big enough or important enough for us to care and do the work on a consistent basis? How can improving our diet and fitness give us more clarity and focus? In this episode, Wes Wyrick shares the principles of achieving goals and how they've shaped his success.   Three Things We Learned From This Episode How our diet and fitness impact our business (08:00-09:00) Changes to our diet can make a huge difference in our business. Our sleep patterns improve, and so does our focus. It’s easier to stay productive when we’re feeling well.   There are no life-hacks or shortcuts to big transformations (10:00-12:00) There’s no secret to weight loss, just as there’s no secret to making a positive change in our business. The only strategy that leads to change is consistent work.   How to uncover our “big why”(14:00-16:00) What keeps us going through highs and lows is having a “big why” behind us. Knowing what we do and why we do it and having our final goal in front of us gives us the strength to be consistent in our efforts.   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   We don’t need luck or a secret hack to make big transformations and overcome major obstacles in our lives. It becomes far easier to work toward our dreams when we discover our true motivations and dig deeper to find out why we do everything we do. When we don’t have a clear idea of what our ideal future looks like, it’s hard to get up every day and work for something undefined. Guest Bio- Wes Wyrick is the branch manager at Fairway Independent Mortgage Corporation. He’s an entrepreneur, author, and the creator of the Weight-Loss Accelerator coaching program. He has over 18 years of experience in the financial industry and has helped hundreds of families with their first home purchase. You can get his Weight-Loss Accelerator Accountability Planner here.  

Motivation is a hot topic in the business world, but what makes some people more motivated than others? What can we do to find our inner motivation and continue working towards our dreams no matter what happens around us? What are the actions that damage our progress? In this episode, coach Nate Bailey shares on finding your “Big Why” and the tremendous impact it can have on your motivation. Keep it simple, show up, do a little bit every day, and don’t worry about not being perfect. -Nate Bailey   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 Pain and discomfort is a big motivator  (06:00:07:00) Many of us don’t feel motivated to put in the work on a consistent basis because the pain of not doing something isn’t big enough. We have to ask ourselves what we really want. When we achieve clarity on what future we want to build for ourselves, it’s easier for us to work towards it because we have the prize right in front of us. We need to confront our current situation (10:50-11:50) Confronting our current situation is scary. Maybe we don't want to look at our bank account because it’s easier to avoid doing so than being face-to-face with our financial situation. But we need to be aware of the baseline in order to identify progress.   Make promises you can keep  (14:00-16:00) One of the biggest mistakes that negatively impact our self-esteem and how we see ourselves is the act of breaking promises. We often overestimate what we can do. It’s important to only make promises to ourselves that we’re certainly going to keep.   Asking hard questions is the first step towards finding our path to success. Many of us hide behind somebody else’s dreams and come up with generic responses when asked about our “big why.” We have to dig deeper and be honest with ourselves about why we want to reach certain goals. Otherwise we won’t have enough motivation to put in the work. Motivation comes from our cause. This is what makes us show up and work towards our dreams every single day.   Guest Bio- Nate Bailey is a speaker, author, and lead coach at Prosperity Revolution, ManWealth, and Shield Maiden. He’s had the opportunity to work with hundreds of people and help them achieve their dreams. In addition to his successful coaching and speaking career, Nate is also an entrepreneur in the real estate and insurance industries and the author of two best-selling books.

The average loan professional is around 50 years old, and it can be difficult to connect with clients of younger generations. What do millenials value the most? What type of communication do they prefer? How can we build trust with them? In this episode, Kristin Messerli talks about how to attract clients from a younger customer base.   Millenials and Gen Z are more likely to work with a company that identifies with a cause. -Kristin Messerli   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   Millennials value transparency and education (02:30- 03:30) We can get better at attracting a younger customer base by being transparent and focusing on education rather than sales pitches. Millenials are very skeptical of sales people, and the only way we can convince them to work with us is by focusing less on selling and more on helping them out.   Utilize texting and video messages (06:20-07:38) Millenials are more comfortable answering texts as opposed to picking up the phone. But when it comes to big purchases, texting alone isn’t enough to build trust and make them feel good about working with us. Video responses are a great way to build the connection that’s missing from texting without forcing people to go to our office.   Trust is the deciding factor (10:00-13:12) There’s always someone cheaper or more productive than us, but when it comes to a big purchase, trust is what wins the deal. When it comes to millennials, they prefer professionals who are active on social media and authentic in their communication.   The younger generations value transparency and education. They prefer companies who not only deliver good service, but also have a cause that they can identify with. If we want to succeed at attracting a younger customer base, we have to be more involved in the local community. We also need to stay active on social media, as Millenials are most likely to make contact with us on a social media platform.   Guest Bio- Kristin Messerli is a national speaker and founder of Cultural Outreach where she helps businesses reach a younger and more diverse customer base. She has over 13 years of experience working with multicultural businesses and has spoken at over 100 conferences, including at the Mortgage Bankers Association and the American Bar Association.

Going from $10 million combined in the first 3 years to $18 million in year 4 is no small feat in this business. What are the mindset and behavioral shifts that make such an achievement possible? How can we make our service more integrated with our client’s financial goals, and not just about rates? On this episode 21-year industry veteran, Mark Maiocca, shares how he got 600% sales growth in his first 4 years, and how he’s continued to grow since then.   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 the client profile (08:44 - 08:58) It’s incredibly valuable to understand our ideal client profile, and sit down with our clients on the front end to make sure the fit is good. We’d rather part with the client in the first 20 mins than to realize they aren’t a good fit after 3 weeks. People will respect us more for that.   Build strong relationships with other professionals in the transaction (17:15 - 18:33) There’s a big difference between being just another vendor and being a partner. By building a network of a Realtor, real estate attorney/escrow officer, property & casualty insurance agent, accountant and estate planning attorney, Mark has strong relationships with like-minded business owners and generates systematic, predictable referrals.   Our service should integrate with every aspect of the client’s financial plan (24:25 - 25:25) If our clients have one small hole in their financial plan, it doesn’t matter how well they are doing— it will impact them negatively. People need to know what can happen to them. That’s why it’s critical for us to provide a service that puts the mortgage within a framework of good overall financial practices.   It isn’t just our job to give our clients a great rate— it’s our fiduciary duty to go the extra mile and make sure they are protected on all financial fronts. We need to understand how the loan structure fits into their whole financial plan. Even when it seems a bit intrusive, it’s our job to suggest what is best for the client, and introduce them to other professionals who have that same passion. Ultimately, instead of trying to sell them something, we should be providing a service and creating value.   Guest Bio- Mark Maiocca is a Senior Mortgage Originator at Fairway Independent Mortgage Corporation. He has been in the business since 1997. He is the founder of Core7 Referral Network and the author of What's Your Rate?: How to Buy a Home and Secure Your Financial Future At The Same Time. Go to https://www.linkedin.com/in/markmaiocca/ to connect with him, or follow @MyCoreSeven on Twitter.

We all want to receive repeat business from our past customers, but our efforts to stay in touch with our database may often be ignored. How should we advertise ourselves for our benefit and the benefit of our clients? Is being a jack-of-all-trades actually good for our business? Why is excellent customer service the biggest lead generator, and how can we deliver it? On this episode, Tim Braheem talks about the steps we should take to create a business that can deliver excellent customer service. Do you want to be known as "always available", or do you want to be known as "worth waiting for"? -Tim Braheem   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 Advertising ourselves as constantly available only sets us up for failure (10:00-11:32) Being available non-stop isn’t a good differentiator. It takes a toll on our health and makes us appear desperate for business. Instead, we should focus on providing a customer experience worth waiting for.   Being the core of our business prevents us from scaling  (12:00-14:00) Ego can sometimes make us believe we should be the core of the business, but this negatively impacts our capacity to scale in the long-term. We can only do so much by ourselves. Though it may seem like a additional cost, outsourcing can actually “save” us money by giving us more time to focus on high-value activities. Excellent customer service is the biggest lead generator (25:40-27:17) Every loan should generate business on its own because of how easy we make the lives of our agents and clients. We have to find ways to make it so easy for our clients that we become the standard for excellent customer service. No amount of advertising can beat the repeat business and referrals gained from people who already know, like, and trust us. Hiring our own processor is one of the first steps we should take towards scaling our business and delivering an excellent customer experience. Sharing a processor isn’t a good option because there’s less time for them to work with your clients. A shared processor ends up doing an average job for everyone and an excellent one for none. When we get a good processor working only on our business, we increase our chances of delivering a better experience and making the process painless. As a result, our chances of getting repeat business and referrals greatly increases.

Many loan officers compete with each other to get the attention of real estate agents, but they use the same old tactics. In addition to offering good rates to our prospects, what else can we do? What do real estate agents need the most? How can we build a network of people with whom we give and receive referrals? In this episode, Rick Scherer talks about to add real value by leveraging your network. We are teaching real estate agents to stop looking for the fish, and start looking for the fisherman: the people who come in contact with buyers and sellers all the time. -Rick Scherer   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 needs of your prospects come first (05:40-06:30) Don’t think about what you can get when you call prospects, but about what you can give. If there’s a way you can save your prospects time and money, don’t be afraid to be specific about how you can add value. Build your network  (13:40-16:00) A good way to increase the number of leads that come from referrals is to help other people in your network get clients. For example, if you know a good CPA, you can ask your clients about their experience with their current CPA. If they aren’t satisfied, you can make a recommendation. The best way to help referral partners remember your business is to give them what they need the most: clients.   Don’t settle for average tactics (19:30-20:43) Many loan officers make the mistake of believing that meeting deadlines or giving a good rate amounts to adding value, but this is what everyone else is doing. If you want to generate more business, you need to find out what’s missing from an agent strategy and fill in the gaps.   Agents are trained to do cold-calling and door-knocking, but this is what turns people off: phone calls and visits from people they don’t know. You can add value if you help agents get more prospects by creating a referral network. This can be accomplished by asking people like your CPA if they would send you real estate referrals in exchange for you giving them referrals as well. The more people you have in your network that you help, the higher chance you receive help as well. Guest Bio- Rick Scherer is the Vice President / Senior Mortgage Planner at MSA Mortgage. In his successful career as a Senior Mortgage Planner, Rick has funded 475 million in loan volume throughout the New England area. Rick takes pride in helping first time home buyers achieve home ownership but also enjoys working with clients purchasing their next dream home. Over the last 8 years, Rick has consistently been awarded Presidents Club for both loan production and customer satisfaction. Specialties: Working with First Time Home Buyers, Jumbo loans to $7M, Working with Real Estate Investors to maximize property cash flow, Equity Management.

Many loan professionals make the mistake of constantly chasing the next client while losing the opportunity to deliver an outstanding customer experience to a current one. What do winners in this industry focus on? Why should we put all of our resources into delivering an outstanding customer experience?  On this episode Andrew Soss, one of the highest producing loan originators in the country, shares his tactics on what helps his business grow.   Three Things We Learned From This Episode Profitability beats units We often make the mistake of looking at units instead of looking at profitability. The truth is, we can have many clients and still be unprofitable.   How to decide the kind of business you want When the loan value is higher, the competition is bigger but so is the income. We must decide from the beginning what kind of clients we want to serve. We also have to look at what worked best for us so far and how the location where we live influences our income.   Why quality should come before quantity as we grow in business In the beginning, it’s best for us to go with more units because of the contacts we need in the future. As we get more experienced, we should shift towards higher margins. Fewer loans with a higher margin gives us more freedom and time to work on our current clients and deliver an outstanding customer experience.   The most inexpensive and efficient source of income is our database. However, no amount of follow-up can erase a bad experience, so we need to walk the extra mile for our clients and make the process as pain-free as possible. This way, we have a better chance of them coming back to us when they need a loan. The most efficient tactic to getting referrals and repeat clients is delivering an outstanding customer experience. Guest Bio- Andrew Soss is the branch manager of The Soss Mortgage Team in California and one of the best mortgage professionals in the country. He provides the vision and drive to the team and is responsible for ensuring that the clients have an amazing experience. With 15+ years in the residential finance industry, Andrew has seen it all. He has numerous mortgage related accolades, including being named one of the top 40 Under 40 by Mortgage Professional Magazine being ranked the 48th highest producing loan originator nationally and #3 in Orange County. Go to http://www.andrewsoss.com/team  for more information or connect with him on LinkedIn at https://www.linkedin.com/in/andrewsoss/

For many LOs, the beginning of every year is “Day One” in business. How do we get longevity and steady growth? What are habits and activities necessary for success? How do we break our threshold and grow with systems and leverage? On this episode, we talk to Jen Du Plessis about her incredible 35 years in the business and what she’s learned from this time. We need to be accumulating properties and personal and professional growth year after year so that we can expand our business. -Jen Du Plessis   Three Things We Learned From This Episode Ethics are necessary for longevity There are many people in our industry who walk the line of ethics. But if we want any sustainability, it’s all about being ethical, because it will all come back to us. Take care of our brand, it’s precious.   We need to buy our own product It doesn’t make sense for us to encourage people to buy homes and to help them if we don’t also do the same. It’s critical to have some kind of investment property, that’s how we create predictable income.   Find our superpower and maximize The trifecta of success is doing what we love, what we’re excellent at and what makes financial sense for us. Being able to find out what this is gives us a superpower  can leverage.   There are two types of loan officers; those who have been in the business for 10 years but start over every single year, and those who grow steadily year after year. Who we are and where we are is determined by what we do. Our activities feed our goals and determine whether we achieve them. Successful people break down negative habits, replace them with good habits and stick to their routine. That’s what it takes to achieve longevity in this business! Guest Bio- Jen Du Plessis began her career in 1983. A veteran of the industry, she has served in multiple high-level management roles, holds a Commercial Lending Certificate, is a Certified Instructor for VAR, and sits on various boards both in and out of the lending industry. She has been featured in the Washington Post, the Washington Times, and on Good Morning America, and was recognized in Loan Origination Magazine’s Top 200 Loan Originators in the USA in 2012, putting her in the top 1% of all loan originators in the country. She has hosted her own podcast, Mortgage Lending Mastery, since 2015. She’s also the author of recently released book: 'Launch! How to Take Your Business to New Heights' Go to https://www.linkedin.com/in/jenniferduplessis/ or http://kineticsparkconsulting.com/ for more information.