Next Level Loan Officers

In this episode, we continue the deep dive into the discipline and drive behind high-level success. Building on part one, this conversation focuses on execution—how to turn mindset into momentum with systems, accountability, and consistent action. Our guest shares real-world strategies for staying focused, navigating setbacks, and pushing through when others quit. It's a masterclass in doing the work that turns potential into performance.

In this episode, we kick off a powerful two-part series on grit, hustle, and the mindset it takes to win in today's mortgage industry. This episode dives into the habits and behaviors that separate top producers from the rest—not just working hard, but working smart with purpose and persistence. If you're ready to level up your effort and maximize every opportunity, this conversation sets the tone for what it takes to rise above the noise.

We explore why your personal and professional brand is more than just a logo or color scheme—it's the reputation, trust, and clarity you build every day. Our guest breaks down how strong branding can attract the right clients, retain top talent, and create consistency across every touchpoint in your business. If you're looking to scale with intention and impact, this conversation will show you why brand truly matters.

In the season 3 premiere of The Collective Coaching Podcast, we dive into The Art of Engaging—a conversation focused on what it really takes to connect with your team, your clients, and your market in a meaningful way. From leadership communication strategies to creating a culture that inspires action, this episode lays the foundation for building stronger relationships that fuel growth. Whether you're leading a small team or scaling to a hundred million, mastering engagement is the first step toward long-term success.

Get ready for a special episode of The Collective Podcast! This is part 2 of The Sales Process from Season 2, Episode 10, and it's packed with valuable insights. Jen Moretti, an experienced broker, joins the conversation to show you how to streamline your loan process and make it work flawlessly. From mastering clear communication to using automation for better client engagement, this episode is all about making your workflow smoother.We'll also talk about building solid relationships with real estate partners and how feedback can help you improve results. If you're looking to simplify your process and keep clients happy, this is one you won't want to miss!00:57 Meet Jen Moretti: A Broker's Journey02:49 Building a Bulletproof Loan Process06:09 The Importance of Enjoyment and Profit in Business08:58 Navigating the Pre-Approval to Under Contract Process11:48 Automating Communication for Client Engagement14:59 Preparing for a Successful Offer17:50 The Role of Listing Agents in the Process21:10 Creating Value Through Evergreen Content23:55 Maintaining Communication During the Contract27:14 Building Relationships with Transaction Coordinators30:04 Feedback and Continuous Improvement32:58 Doubling Revenue Through Strategic Communication35:50 Final Thoughts on the Loan ProcessShow Links: Community Platform: https://products.thecollectivecoaching.com/ Social Media: Facebook - https://www.facebook.com/TheCollectiveCoachings/ YouTube - https://www.youtube.com/@TheCollectiveCoaching LinkedIn – https://www.linkedin.com/company/collectivecoaching/ Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

Shane and Kyle are joined by Shawn and Candido to take on what it really means to be a standout in a tough market. From building real partnerships to holding each other accountable through thick and thin, the conversation dives deep into how to stay steady and focused when the market gets bumpy. Get ready for real talk on lessons learned, big wins, and the small habits that keep you grounded.00:00 - Navigating Challenges in a Changing Market05:16 - Reflecting on Success During Market Boom11:10 - Reinventing Business Strategies for Sustainability14:41 - Shifting Focus: Building Relationships Through Education25:29 - Mindset and Accountability: The Path to GrowthTakeaways: Define Success Beyond Numbers – True success isn't just about the high numbers during a market boom. It's about building a foundation that holds up when things get challenging. If you're measuring success only by short-term wins, it might be time to reassess.Choose Your Partners Wisely – Who you work with can make or break your momentum. Shawn and Candido talk about the importance of working with people who align with your values and have staying power. Find partners you trust and who bring you long-term value, not just quick deals.Accountability Drives Growth – You don't need a yes-man; you need people who'll tell you the truth, even when it stings. Real accountability means surrounding yourself with those who push you past your comfort zone and keep you on track.Adaptability Matters – The market changes, and so should you. Shawn highlights the need to pivot strategies when what worked in the past stops being effective. Staying adaptable in a fluctuating market means re-evaluating and shifting to new approaches.Routine Builds Resilience – Small, consistent habits can fuel your momentum even in tough times. Candido shares the power of setting a daily routine, like getting in steps and listening to a podcast each morning, as a way to start the day with focus and discipline.Quotes:"It's not about just surviving the market; it's about redefining what success looks like in each season."  "If you go into any interaction with the desire to out-give the person across from you, you'll leave a mark that sticks."  "The best platform is the one where your people actually are – go where they're already spending their time."  "If you're not making each other uncomfortable, it's not an accountability group – it's just a hangout."  "Anyone can have success in a good market, but real character is built by how you navigate the challenges."Show Links:Community Platform: https://products.thecollectivecoaching.com/Social Media:Facebook - https://www.facebook.com/TheCollectiveCoachings/YouTube - https://www.youtube.com/@TheCollectiveCoachingLinkedIn – https://www.linkedin.com/company/collectivecoaching/Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

What does it really mean to show up with integrity in both business and life? Shane and Kyle break down how your approach to relationships, leadership, and personal commitment can make or break your long-term success. Hear how staying true to your word, embracing tough conversations, and focusing on consistency, authenticity, and honesty are the real keys to thriving—whether you're building partnerships, motivating a team, or handling client challenges. 01:54 - The Importance of First Impressions05:03 - Choosing the Right Social Media Platform07:05 - Motivating Coworkers and Building Relationships09:02 - Handling Client Disagreements with Empathy10:01 - Role-Playing Scenarios for Real Estate Professionals19:45 - Proving Leadership and Building Trust22:58 - Strategies for Long-Term Entrepreneurial SuccessTakeaways: First Impressions Are Built on Generosity: When meeting someone, focus on understanding their needs and desires rather than pushing your agenda. Approaching every interaction with a mindset to give more than you take will create a lasting and positive impression.Go Where Your Audience Is on Social Media: Don't try to be everywhere. Instead, focus your energy on the platform where your ideal clients or partners are most active. Whether it's Facebook, Instagram, or LinkedIn, knowing where your audience spends their time will help you connect more effectively.Motivation Comes from Connection: You can't force people to be motivated. Instead, love and support your team or colleagues, and that emotional investment will help drive their best performance. It's about proximity and showing you care.Deal with Disagreements by Leaning Into Empathy: When conflicts arise, acknowledge the other person's feelings without trying to fix or diminish them. People need to feel heard and understood, and empathy goes a long way in maintaining strong client relationships.Consistency and Authenticity Lead to Success: Long-term success as an entrepreneur requires showing up consistently and doing the right thing with integrity. Confidence builds through repeated efforts, and having the right people around you for guidance is crucial to staying on track.Quotes:" If we go in with the desire to out give who I'm sitting across from, I'll always leave with a good impression in that person's head."" I don't work with agents. I have preferred partners, and my preferred partners get treated like preferred partners."  " You can't manufacture confidence out of thin air. It comes through doing the right thing, the right way, with the right frequency."Show Links:Community Platform: https://products.thecollectivecoaching.com/Social Media:Facebook - https://www.facebook.com/itsthecollectivecoaching/YouTube - https://www.youtube.com/@TheCollectiveCoachingLinkedIn – https://www.linkedin.com/company/collectivecoaching/Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

Shane and Kyle have a real, unfiltered conversation about what integrity really means—beyond just being honest with others. They talk about how being true to yourself, even when no one's watching, is just as crucial. With personal stories and real talk, you'll be challenged to think about where you might be cutting corners and how to show up more authentically in every part of your life. Whether it's in business, with your family, or in your personal commitments, this episode is a call to lead with real integrity.00:00 - Introduction: The Conversation Around Integrity03:13 - Defining Integrity: Who Are You When No One's Watching?06:09 - The Importance of Integrity with Oneself11:28 - Practical Tips for Operating with Integrity in Business14:49 - Saying No and Being Transparent: Key Aspects of Integrity18:10 - Embracing Imperfection and Self-Criticism for Personal GrowthTakeaways: Integrity Starts with You: It's not just about being honest with others; it's about keeping the promises you make to yourself. If you can't trust yourself to follow through, how can you expect others to trust you?Be True in Every Aspect: Integrity isn't just about what you do when others are watching. It's about who you are when no one's around. Reflect on whether you're showing up consistently, both in your personal and professional life. Small Dishonesties Add Up: A little dishonesty here and there might seem harmless, but it can lead to bigger issues down the line. By staying true to your word, even in the small things, you set a solid foundation for bigger successes.It's Okay to Say No: Sometimes, integrity means turning down opportunities that don't align with your values or where you can't provide the best service. Being honest about your limits can lead to stronger, more genuine relationships. Embrace Imperfection: Recognize that you're not perfect, and that's okay. Being open about your flaws and working on them is where true growth happens. It's about progress, not perfection.Quotes:"Integrity isn't just about what you do when others are watching. It's about who you are when no one's around.""If you can't be a man or woman of your word to yourself, how are you going to do it for others?"  "If my goal is to serve people, there's always going to be somebody that I'm not best suited to serve."  "Being comfortable knowing that you're not perfect is where you build your integrity, branding, and good habits.""Perfection, which is impossible, starts with telling the truth and refining yourself." Show Links:Community Platform: https://products.thecollectivecoaching.com/ Social Media:Facebook - https://www.facebook.com/itsthecollectivecoaching/YouTube - https://www.youtube.com/@TheCollectiveCoachingLinkedIn – https://www.linkedin.com/company/collectivecoaching/Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

Shane and Kyle talk about the difference between true innovation and simply following trends. They explore how to stay focused on what really drives results, rather than getting lost in the noise of new ideas. If you've been holding onto a big idea or struggling to make it happen, this episode gives you the motivation to get started and make those ideas count. 00:00 - The Role of Innovation in the Mortgage Industry07:22 - Defining Innovation and Avoiding Mere Adoption09:41 - The Importance of Effective Adoption and Execution14:52 - The Benefits of Having a Team and Seeking Input19:02 - Taking Action on Ideas and Joining the AI SprintTakeaways: Innovation vs. Adoption: It's easy to get caught up in chasing the latest trends, but it's more effective to focus on adopting and refining what already works for your business. Not everything new is better; sometimes, it's about making the existing strategies your own.Execution Over Ideas: You might have a lot of great ideas, but if you're not executing them, they're not helping you. Set aside time for innovation, but make sure the bulk of your day is dedicated to putting proven strategies into action. Use AI to Your Advantage: If you're feeling stretched thin, consider leveraging AI tools. They can help you handle tasks more efficiently, even if you don't have a big team behind you. AI isn't just for tech giants; it's something you can use to stay ahead.Build a Support Network: Don't try to do everything on your own. Having a group of peers or accountability partners can help you refine your strategies and keep you focused on what really matters. Take Action Now: If there's an idea or strategy you've been thinking about for a while, stop waiting and start doing. Whether it's small steps or a bigger leap, the key is to begin.Quotes:"Innovation is a drug that has a diminishing return. Every time you use it, you have to do more to feel like you're getting the same return." "If I'm using AI because I see my competitors using AI, I'm not really an innovator, I'm an adopter.""Block out innovation time on your calendar, but also have adoption time for executing proven ideas."  "You can't always have conversations with yourself. You need others to help you refine your adoptions and innovations." Show Links:Community Platform: https://products.thecollectivecoaching.com/ Social Media:Facebook - https://www.facebook.com/itsthecollectivecoachings/YouTube - https://www.youtube.com/@TheCollectiveCoachingLinkedIn – https://www.linkedin.com/company/collectivecoaching/Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

Shane and Kyle tackle the challenge of balancing business and life, especially during those off-season times when things can get a little disjointed. They share real-world examples of how to maintain your rhythm, keep your brand visible, and stay productive, even when you're on vacation or dealing with life's unexpected turns. If you're looking to keep your momentum going, this episode is packed with valuable strategies. 03:20 - Navigating Seasonality in Life and Business08:33 - Maintaining Balance and Generating Revenue During Off-Season10:08 - Simplifying and Prioritizing Tasks in Different Seasons13:59 - Consistent Communication with Referral Partners15:29 - Active Presence on Social Media17:16 - Effective Email and Inbox Management Takeaways: Understanding Seasonality in Your Business: It's crucial to recognize and navigate the different seasons in your business and life. Whether you're winding down from a busy period or gearing up for one, you need to stay consistent to avoid losing momentum.Balancing Work and Vacation: Even when you're on vacation, it's important not to completely disconnect from your work. You can still enjoy your time off without letting your business suffer by staying engaged with a few key tasks. Maintaining Non-Negotiable Habits: There are certain business activities you should never let slide, like staying in touch with your referral partners, keeping up your social media presence, and staying connected with your team. These habits keep your business running smoothly, even during off-seasons.Using Technology and Delegation: Leveraging technology and delegating tasks like email management can make a huge difference. By setting up systems and using virtual assistants, you can ensure that nothing critical falls through the cracks, even when you're not fully plugged in.Quotes:"How you navigate the wind down of one season and stepping into another is the same regardless." "You never take off in an industry where you only make when your brand, your actions, your efforts are consistently taking."  "When you're on the track and you've opted into that race, you can't stop running until you cross the finish line." "Having more eyeballs on your inbox than just your own is such a powerful way to truly be able to step out and feel good." "Every Friday, that was going out to 900 to a thousand referral partners or potential referral partners. I wanted them to be seeing my brand, my face every Friday." Show Links:Community Platform: https://products.thecollectivecoaching.com/Social Media:Facebook - https://www.facebook.com/itsthecollectivecoaching/YouTube - https://www.youtube.com/@TheCollectiveCoachingLinkedIn – https://www.linkedin.com/company/collectivecoaching/Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

In this episode, we're tearing apart the sales process that separates top producers from the rest. We're breaking down the exact steps from lead contact to pre-approval, focusing on speed, education, and transparency - giving you the blueprint to dominate your market and scale your business.03:11 - Personal Journey and Realization06:37 - Taking Action and Booking Classes08:29 - Six Ways to Educate17:23 - Choosing Topics to Educate On22:09 - The Power of Lead Generation Through Education Takeaways: Leverage Education for Lead Generation: Discover how leading with education can drive lead generation. By teaching what you know, you create opportunities to connect with potential clients.Act on Your Ideas: Don't wait for the perfect moment to start. Schedule your classes or webinars now, even if you're not fully prepared. This forces you to take action and refine your process on the go.Utilize Multiple Platforms: Use various platforms like Zoom, YouTube, and social media to educate your audience. Each platform offers unique opportunities to reach and engage with different segments of your market.Collaborate and Network: Collaborate with others through webinars, podcasts, and guest speaking opportunities. This expands your reach and leverages the influence of others to grow your audience. Quotes:"Everybody is always looking for a new way to do lead generation. Everybody's always trying to figure out how do we get the wheels to turn? How do we get more opportunities in the door? How do we stay top of mind? How do we get in front of more people?" "If you believe you're really good at what you do, you just need more people to know about you, then you need to go get on other people's things, other people's podcasts, other people's shows."   "Relational equity, are you building relational equity with people? And education is such an easy way to do that."  "You want them to see you as an educator and not just a bragger or a hardcore salesperson."  "If you want to get uncomfortable and start doing things that you've been unwilling to do, you better just start taking action instead of making a huge checklist of what you've got to do before you can do anything." Show Links:Community Platform: https://products.thecollectivecoaching.com/Social Media:Facebook - https://www.facebook.com/itsthecollectivecoaching/YouTube - https://www.youtube.com/@TheCollectiveCoachingLinkedIn – https://www.linkedin.com/company/collectivecoaching/Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

In this episode, we're tearing apart the sales process that separates top producers from the rest. We're breaking down the exact steps from lead contact to pre-approval, focusing on speed, education, and transparency - giving you the blueprint to dominate your market and scale your business.00:30 - The Sales Process: Lead Generation and Initial Contact09:44 - Using Calendly to Streamline Scheduling11:09 - The Intake Call and Pre-Qualification Process13:01 - Sending Pre-Approval Letters and Providing Transparency16:23 - Pre-Contract: Nurturing Leads and Maintaining Relationships20:18 - Transitioning to the In-Contract Stage21:13 - The Importance of Speed, Education, and Transparency Takeaways: Structure Your Sales Process: Train your referral partners, utilize scheduling tools like Calendly, and automate your communications to keep prospects engaged and informed.Educate and Be Transparent: Continuously provide education through market updates and personalized content, ensuring you are transparent about your process and pricing.Delegate Effectively: Use virtual assistants and technology to handle administrative tasks, allowing you to focus on high-value activities.Stay Engaged: Regularly contact your prospects, categorizing them for tailored follow-up to stay top of mind and build trust.Quotes:"If you're the fastest, the most educational, and the most transparent, you're going to win." "There's a difference between people that react and those that control."   "Apple didn't change their phone for an Android user. They just encouraged them to try it out." "You have to run your race and people can run your race with you, but you're not running their race." "80% of buyers say they would use their lender again. And less than 20%, 19% of them actually do." "It's all about speed, education and transparency. And it's much more effective when you plan those three things out."Show Links:Community Platform: https://products.thecollectivecoaching.com/Social Media:Facebook - https://www.facebook.com/itsthecollectivecoaching/YouTube - https://www.youtube.com/@TheCollectiveCoachingLinkedIn – https://www.linkedin.com/company/collectivecoaching/Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

Shane Kidwell and Kyle Draper unpack essential strategies for a mid-year sales reset in The Collective Podcast. They explore how to trim unnecessary tasks, transfer responsibilities efficiently, and trash what's holding your business back. If you're stuck in the sales insanity loop and ready to make meaningful progress, this episode is a must!04:48 - The Trim, Transfer, and Trash Framework09:34 - Trim: Identifying and Improving Key Business Tasks11:01 - Transfer: Delegating and Automating to Increase Efficiency15:49 - Trash: Eliminating Non-Productive and Unenjoyable TasksTakeaways: Identify Key Activities: Write down everything you do in detail, from checking emails to creating social media content. This helps you see what can be trimmed, transferred, or trashed. Trim: Optimize tasks by making them more efficient. For instance, instead of spending an hour on social media, figure out if 30 minutes can achieve the same result. Transfer: Delegate tasks to virtual assistants or use technology like perplexity AI to automate work. This frees up your time to focus on high-impact activities. Trash: Eliminate tasks that don't bring value. If something doesn't make you money or bring joy, consider stopping it. For example, Shane sold an underperforming insurance company to focus on more profitable ventures. Review Financials: Regularly check financials, even if you delegate bookkeeping. Review top-line numbers monthly to stay informed without getting bogged down in details.  Remember to address and trash negative mindsets or past grievances that don't serve your current business goals, as holding onto these can hinder growth.Quotes:"If y'all are like me, once it begins to work, you tend to focus on other things and the things that you were doing that got it to work, you're no longer doing, yet you're expecting the same results." "I've learned through a bunch of reading and experience. And I think you always learn more through the things you do poorly."   "You get a little free time because you're fed up with doing the bad things, do a little bit of the good things and then you're back in that loop again."  "You always wanna keep the things that you're good at, that you enjoy that make you money on your plate."Show Links:Community Platform: https://products.thecollectivecoaching.com/Social Media:Facebook - https://www.facebook.com/itsthecollectivecoaching/YouTube - https://www.youtube.com/@TheCollectiveCoachingLinkedIn – https://www.linkedin.com/company/collectivecoaching/Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

Send us a Text Message.Register for 5 AI Secrets to Skyrocket Your Business Webinar: https://bit.ly/RegisterAIWebinarIn this episode of The Collective Podcast, Shane and Kyle dive into practical strategies for implementing new business ideas, with a focus on leveraging AI tools. They discuss their experiences with Perplexity AI, stress the importance of daily practice, and challenge listeners to take decisive action in integrating AI into their workflows to stay ahead of the competition. 01:00 - Starting Something New and Executing on Creativity03:49 - Laying Out the Idea and Seeking Feedback07:18 - Refining the Business Plan with AI Tools09:13 - Task Management and Breaking Down Ideas13:16 - Daily Practice and Habit Building21:29 - Join the AI Webinar and Get Coaching SupportTakeaways: You should evaluate new ideas using a structured approach: Are you good at it? Will it make you money? Do you enjoy it? Is the anxiety level manageable?You need to identify your blind spots by asking yourself, "What don't I know that I don't know?" about a new venture. Use AI tools like Perplexity to help refine your business plans and identify potential challenges. Break down your goals into manageable daily tasks using project management tools like Trello or Asana. Remember that building a successful business often involves boring, repetitive tasks - it's the consistent execution that leads to exciting outcomes.Quotes:"Your creativity isn't the problem. Your execution on your creativity is the problem." "If you're not willing to like jump out in front of the road and stop a moving car for your dream, it's probably something you shouldn't do."  "What made them money was making the same shoe one million times." "Getting really successful at business is very boring."Show Links:Community Platform: https://products.thecollectivecoaching.com/Social Media:Facebook - https://www.facebook.com/itsthecollectivecoaching/YouTube - https://www.youtube.com/@TheCollectiveCoachingLinkedIn – https://www.linkedin.com/company/collectivecoaching/Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

Send us a Text Message.In this episode of The Collective Podcast, Shane teams up with special guest Jeramy Poole. Jeramy's journey from mortgage lending to founding Poole Media is nothing short of inspiring. They dive into how he's mastered the art of high-end real estate events and killer video marketing. If you're looking to learn how to turn your job into a thriving career and make a real impact, this episode is for you. 03:00 - Falling into Event Hosting07:45 - Creating Successful Events09:40 - The Power of Relationship Marketing12:31 - Profit from Proximity23:44 - The Importance of Pre-Event and Post-Event Marketing28:06 - Charging for Events and Building Value31:27 - Approaching Events with a Sense of Urgency and Willingness to Take Risks34:41 - Providing a Great Experience and Fostering High-Quality Relationships  Takeaways: Start by visualizing a successful event and break down the planning process into detailed weekly tasks to ensure every aspect is well-prepared in advance.Creating a relentless and abundant marketing campaign is crucial. Use every event milestone to generate excitement and engagement.Bringing on high-profile sponsors adds credibility to your event, attracts more attendees, and expands your reach through the sponsors' networks.  Building authentic relationships and being genuinely interested in attendees' needs and experiences turns them into long-term clients and advocates for your business. Quotes:"People always want to have a good time. People always want to work hard and play hard. And if you give them that, if you give them a reason to get dressed up, if you give them a reason to be excited about something... you're gonna get something for your business." "I even go to the venue before I even have it secured. I walk the property, I visualize the line outside." "If you try to fake being passionate about something, it never works. It never, ever, ever works." "Build momentum. So first and foremost, I'm thinking about hosting a party. Would you be interested? You'd be surprised how many people say yes."Show Links:Community Platform: https://products.thecollectivecoaching.com/Social Media:Facebook - https://www.facebook.com/itsthecollectivecoaching/YouTube - https://www.youtube.com/@TheCollectiveCoachingLinkedIn – https://www.linkedin.com/company/collectivecoaching/Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

Send us a Text Message.In this episode of The Collective Podcast, Shane and Kyle are joined by special guest Michael Nasserfar, VP of the Texas Builder Division at Movement Mortgage. With over 22 years in the mortgage industry, Michael shares his journey into new construction lending and how he's thriving while others struggle. Tune in to hear Michael's insights on the importance of genuine passion, understanding builder needs, and the power of simple, consistent efforts in niche markets. 01:00 – Michael Nasserfar's Introduction03:52 – The Importance of Finding a Niche and Being Passionate09:02 – Understanding the Mindset of Builders in New Construction13:38 – Learning from Successful Individuals in Your Field21:24 – Michael's Insights and StrategiesTakeaways: Passion for your work is crucial. If you're genuinely interested in what you do, it shows, and it makes your job easier and more enjoyable. This passion is also what helps you persevere through challenges.Success often comes from doing simple things repeatedly. You don't need complicated strategies; just consistently meet the basic needs of your clients.It's essential to know the unique needs and challenges of builders. This includes understanding the importance of timely funding, project timelines, and the specifics of new construction. This knowledge allows you to provide better service and build stronger relationships.  Finding mentors or successful professionals in your niche is invaluable. Learning from their experiences and mistakes can save you time and help you achieve success faster. Apprenticeships and coaching can provide practical insights and guidance.Quotes:"If you try to fake being passionate about something, it never works. It never, ever, ever worked. Maybe short time, but the saying fake it till you make it in this sense just doesn't work." "A lot of it's very simple, but simple often times isn't what's exciting for people that are wired like we are. We get attracted to complexity and attracted to shiny." "Becoming excellent at understanding what builders need is when the magic happens." "It literally is simple repetition, never coming off or down off that wall. And just literally, I hate to use grinding it out, because I don't ever feel like I'm grinding. I just love what I do."Show Links:Community Platform: https://products.thecollectivecoaching.com/Social Media:Facebook - https://www.facebook.com/itsthecollectivecoaching/YouTube - https://www.youtube.com/@TheCollectiveCoachingLinkedIn – https://www.linkedin.com/company/collectivecoaching/Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

In this episode of The Collective Podcast, Shane and Kyle are breaking down the power of niche marketing and how it can skyrocket your business. They're sharing real stories of how niching down leads to massive success and dropping practical tips on identifying your niche by focusing on the problem, the person, and the place. Plus, they're diving into the perks of partnering with complementary trade groups and using social media to attract niche clients!03:25 - Niche or Niche Marketing?04:51 - The Importance of Niching Down08:11 - Identifying Your Niche: Problem, Person, and Place13:24 - Speaking the Language of Your Niche Audience21:29 - Using Facebook Groups, Google Search, and YouTube to Attract Niche Clients25:03 - Finding Existing Audiences and Addressing Their Needs26:02 - Leveraging Partnerships and NetworksTakeaways: It's crucial to understand and speak the language of your niche audience to build trust and make them feel comfortable. Once you become an expert in a specific niche, you naturally attract a broader audience looking for that expertise.You can use Facebook groups and Google searches to find and engage with niche clients. Creating content that addresses their specific needs can help you stand out.Consistently marketing to your niche and maintaining a strong, relevant brand presence are key to growing your business. Successful niche marketing requires continuous learning and adaptation. Staying updated with trends and needs in your niche helps you remain relevant and effective.Quotes:"It's not about saying no to a specific audience. It's about leaning in to a specific audience." "If you're selling washable hats, you should be damn sure wearing a hat every time you're marketing."   "It's the person, it's the place, the problem. Pick one to start. What's a problem in my market that isn't addressed? What's a group of people in my market that are underserved?"  "Once you're an expert of something, you're attractive to everything. We love knowing we have an expert that we have access to."Show Links:Community Platform: https://products.thecollectivecoaching.com/Social Media:Facebook - https://www.facebook.com/itsthecollectivecoaching/YouTube - https://www.youtube.com/@TheCollectiveCoachingLinkedIn – https://www.linkedin.com/company/collectivecoaching/ Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

In this episode of The Collective Podcast, host Kyle Draper welcomes Jason Stier, a top VA loan originator and educator from Envoy Mortgage. They tackle why realtors and lenders see VA home loans so differently and why it's crucial to spread the word about this awesome benefit for veterans. Tune in for some eye-opening insights and real talk on how to better serve those who've served our country!00:00 - Dispelling Misconceptions: The VA Home Loan Debate06:21 - The Role of Industry Professionals in Advocacy10:39 - The Importance of Education and ActionTakeaways: It's essential for you to educate both realtors and veterans about the benefits and process of VA home loans. The VA handbook is a valuable resource, and understanding its contents can help you better serve veterans.Advances in technology and streamlined processes have made VA home loans much more accessible and efficient than they were in the past. You can play a crucial role in advocating for and supporting VA home loans within the real estate and mortgage industries. Take the lead in educating and assisting veterans in utilizing this benefit.Working with VA home loans not only provides financial benefits but also offers emotional satisfaction by serving those who have served the country.Quotes:"It's wild that 82% of the men and women who've served our country probably haven't taken advantage of it because they aren't aware of it." "I think that there's still a lot of misinformation because people, you know, back in the day, back, I mean, I've been in the business almost 21 years, back in the day, VA loans weren't popular. They were very, they were hard. Let's be honest. I mean, we didn't have the technology. We had the confusion, all those things."   "It all starts with education. The VA handbook, the VA 26-7, which is a government document that lives on the VA website is there for free for everybody to look at."  "We can use this platform to make a small dent in a big problem. And knowing that if we can get enough people on board to say, yes, we're going to take it from a problem to a solution and watch lives change across this country."Show Links:Community Platform: https://products.thecollectivecoaching.com/Social Media:Facebook - https://www.facebook.com/itsthecollectivecoaching/YouTube - https://www.youtube.com/@TheCollectiveCoachingLinkedIn – https://www.linkedin.com/company/collectivecoaching/ Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

In this episode of The Collective Podcast, hosts Shane and Kyle, joined by special guest Justin Brough, an originator and key figure at Cyberbacker, discuss the practical applications and benefits of utilizing virtual assistants in business operations. They share their personal experiences, insights, and tips for effectively leveraging VAs to enhance productivity and business operations.03:27 - Viewing VAs as Remote Staff08:06 - Scalability and the Evolution of Entrepreneurship09:01 - The Mindset Shift for Entrepreneurs11:27 - Struggles and Misconceptions about Hiring VAs21:50 - Cultural Differences and Bonuses for VAs24:08 - Upcoming Webinar on VAs Takeaways: Virtual assistants (VAs) should be considered an essential part of your business team. Treat them as remote staff members rather than just contract workers. This perspective fosters a stronger working relationship and increases their commitment to your business goals.As an entrepreneur, adapting to the evolving business environment is important. Leveraging remote staff, like VAs, can help you scale your business more efficiently. Embrace this shift to stay competitive and responsive to market demands.Effective delegation and project management are key skills for working with VAs. Learn to delegate tasks appropriately and manage projects systematically to maximize the productivity and effectiveness of your remote team.Offering bonuses and incentives, such as the 13th-month bonus, can greatly enhance the performance and loyalty of your VAs. Recognizing their hard work with additional compensation can lead to higher motivation and better results.Quotes:"You can have the best virtual assistant in the world, but if you can't delegate, communicate, and help manage projects, it's not going to work well."  "This should be the year that you finally step back from doing everything at a, at a poor level and step into just being really what you're good at because you are important."  "One of the things that we pride ourselves on, at least here in Cyberbacker, is we find the best talent throughout the Philippines. In order to do that, we have to offer them great stuff." "The reality is, my importance has shifted. My time has shifted. My energy has shifted. My focus has shifted. And things that weren't required of me before are now required of me. A big piece of that being delegation, project management."Show Links:Community Platform: https://products.thecollectivecoaching.com/Social Media:Facebook - https://www.facebook.com/itsthecollectivecoaching/YouTube - https://www.youtube.com/@TheCollectiveCoachingLinkedIn – https://www.linkedin.com/company/collectivecoaching/

In this episode of The Collective Podcast, Shane and Kyle, along with special guest Dan Smokoska, explore effective LinkedIn strategies for content creation and engagement. Dan shares his unique point system for meaningful online interactions and the importance of a well-crafted LinkedIn profile.03:25 - The Power of Engaging on LinkedIn06:47 - Intentional Design: Building an Audience10:09 - Providing Value and Building Trust13:58 - LinkedIn: Industry Conversations and Referrals23:13 - Optimizing Your LinkedIn Profile25:39 - The Rise of Video Content on LinkedIn28:01 - Authentic and Relevant EngagementTakeaways:  LinkedIn excels as a platform for industry-specific discussions and high-level referrals. It's an ideal space for connecting with peers, sharing knowledge, and building relationships that can lead to significant business opportunities.  Engaging with your network on LinkedIn through likes, comments, and direct messages is more impactful than merely creating and posting content.   Be deliberate in curating your LinkedIn connections. Focus on engaging with individuals and groups who align with your professional goals and can benefit from your expertise. This targeted approach ensures your efforts are directed toward those who matter most to your business.Treat your LinkedIn profile like a sales page. Ensure it clearly communicates who you are, what you do, and how you can help your audience. A professional photo, a compelling banner image, and a well-crafted summary can significantly enhance your profile's appeal and effectiveness.Quotes:"Are you providing value? And if you're doing that, it's going to help what you create to be seen by more and more and more people."   "If I had to choose one or the other, create content or engage consistently on LinkedIn, I would go with engage all day long. You can blow up as a company or as a salesperson by just engaging with the right audience.”   “When they click on your name, they land on your profile. And if your profile is not really intentional about who your audience is and what their pain points are and how you solve them... then they're not going to use you and they're going to jump off that page."Show Links:Community Platform: https://products.thecollectivecoaching.com/Social Media:Facebook - https://www.facebook.com/itsthecollectivecoaching/ YouTube - https://www.youtube.com/@TheCollectiveCoaching LinkedIn – https://www.linkedin.com/company/collectivecoaching/

In this first episode of The Collective Podcast, Shane, Sean, and Kyle along with special Guest Dan Smokoska get real about why it's key to be yourself everywhere—yes, even on social media. They talk about using social platforms not just to share, but to build genuine business connections. Listen in as they share personal experiences and give some straightforward advice on keeping it real online and offline.00:01 - Introduction and Authenticity06:42 - Different Perspectives on Social Media13:57 - The Benefits of Leveraging Social Media27:17 - Closing Thoughts and Leveraging Social MediaTakeaways: Incorporating personal interests and aspects of one's life into professional interactions can enrich one's professional persona and make interactions more engaging.   Even if personally disliking social media, recognizing and utilizing its professional benefits can yield significant advantages in business contexts.Using personal anecdotes effectively during presentations or in content can create a more engaging and memorable experience for the audience.  Transparency in how you communicate, particularly about dislikes or preferences, can foster a more honest and robust dialogue.Quotes:" What's your primary use for social media? Are you just consuming? Are you engaging? Or are you posting things to just feel good? "  " I'd rather just read a book than look at what I feel like are shallow representations of people's lives. "  " What people have to understand is the outcome drives the motivation to be consistent, to do the actions. “  " Social media may be therapy for some, a headache for others, but it's undeniably a powerful business tool. "Show Links:Community Platform: https://products.thecollectivecoaching.com/Social Media:Facebook - https://www.facebook.com/itsthecollectivecoaching/ YouTube - https://www.youtube.com/@TheCollectiveCoachingLinkedIn – https://www.linkedin.com/company/collectivecoaching/

In this episode of the Next Level Podcast, Shane, Sean and Kyle dive into the exhilarating world of sales and marketing with special guest Darin Rhodes. Discover how the right strategies, paired with effective technology use, can transform your approach to CRM and lead generation!04:23- The Need for Execution and Strategy in Marketing10:42 - Applying the Marketing Formula to Loan Officers21:45 - The Power of Making Offers to Solve Problems27:29 - Using Technology to Scale Offers to the Right Audience Takeaways: Ideas are plentiful, but execution is key. Shift your energy from collecting new strategies to implementing what you already know. It's all about the practical steps—block and tackle.If you're using a CRM system or any significant piece of technology, take the time to really understand it. Purchasing a tool isn't enough; you need to know how to leverage it effectively to benefit your business.Always circle back to assess the effectiveness of strategies and tools. If something isn't working, adjust the strategy rather than abandoning the tool.  While technology is essential, the human element—how you interact with and utilize the technology—is what makes the difference in providing value. Quotes:"It's really not about the technology as much as it is that that's just the tool that the best chefs use to make Michelin star menus, right? But it's not, it's not the tool, it's the chef."  "Your content always springs from your strategy, not the other way around."  "I don't want any more ideas. There are enough ideas already out there for me to have for the rest of my entrepreneurial life. I want to know how to execute."  "I think there's a fifth part, which is the reevaluation at the end, which you talked about. But like, if people have never done this, that's probably one of the most important steps."Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this episode, Kyle Draper along with Jonathan Mast talks about how AI can make work and life easier, especially if you find focusing hard. Jonathan gives simple tips on using AI to get things done faster and better. Tune in to learn how you can use AI to help with your projects and become a go-to expert in what you do!00:00 - Introduction and Importance of Community07:41 - The Prompting Framework for AI14:56 - Incorporating Personality Types into AI Prompts  Takeaways:AI is not just a technological advancement but a transformative tool that can elevate both your personal life and business ventures. Jonathan Mast's insights encourage you to explore how AI can open new avenues for learning and development.AI has the capability to make complex tasks more manageable and to expedite the completion of projects. This is particularly beneficial if you're in a fast-paced environment or need to meet tight deadlines.With AI's assistance, reaching your goals becomes a more streamlined process. Whether it's completing a project ahead of schedule or mastering a new skill, AI can offer the support and resources necessary for success.Quotes:" AI isn't going to replace us, but people using AI will. "  " Topical authority is being seen as the expert in your niche. "  " Good today is better than perfect tomorrow, because tomorrow will never come if we try to be perfect. “  " Being an adult with ADD, anything that allows me to do something quickly is a win for me. “Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this episode, Shane Kidwell and Sean Zalmanoff tackle the crucial topic of taking well-deserved breaks and establishing firm boundaries in the demanding arena of commission-based work. They deliver powerful insights on how to seamlessly disconnect, ensuring your team has everything under control, so you can recharge without a hitch.  03:16 - Different Types of Trips and Setting Up for Vacation06:10 - Different Approach for Work Trips09:58 - Setting Up Team and Communication10:26 - Accepting Consequences and Results12:45 - Working on Weekends20:26 - Owning Your Time and Leveraging TechnologyTakeaways:Understand that taking time off isn't just about leaving work; it's about strategically planning so that your absence is as smooth as possible for everyone involved. Before you step away, ensure your team and clients know who to contact and how to handle urgent issues. This planning helps you truly relax and enjoy your time off, knowing everything is under control.Embrace tools and systems that make remote work and communication seamless. Applications like RingCentral for calls or Calendly for scheduling are invaluable. They allow you to maintain a presence and ensure continuity in your work, even when you're not physically available.  Keep your clients, team, and partners in the loop about your availability. Clear communication helps manage expectations and reduces the chances of misunderstandings or frustrations during your absence. This proactive approach ensures smoother transitions and maintains trust in your professional relationships.Quotes:"You are entitled to take a vacation. You are a full-fledged adult. You can do that. Everyone else in life takes vacations where they don't work."  "Be where your feet are. I don't remember who said it, but it's definitely something in our industry that we can all be more present and do more of."  "You can't effectively be two places at once. And I think that's important to understand, be where you're going to be and be effective in that time."  "Just set your team up for success. And your team is not just your team. I believe your team are your agents, your referral partners, your pre-approvals."Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this episode, Kyle Draper introduces Luke Shankula, the CEO and founder of Loans on Demand. They discuss Luke's marketing tactics, specifically his use of two-step posts to generate engagement and leads. Luke explains the strategy behind these posts and how they can be effective in gaming the algorithm and starting conversations with potential clients. He also emphasizes the importance of being a person of value and creating content that resonates with your target audience.01:01 - Annoying Marketing Tactics08:08 - Overcoming the 'Ickiness'10:08 - Creating Buzz with Two-Step Approaches13:30 - Being Seen as a Person of Value20:20 - Generating Content Ideas23:15 - What Loans on Demand Does25:14 -Next Level Community26:13 - Acknowledging Mistakes  Takeaways:Whether it's sharing expertise, tips, or resources, consistently offering something valuable builds your reputation as a knowledgeable and helpful professional. This can attract more engagement and interest in your services.Asking your audience to comment for more information or resources can increase engagement and reach. It also allows you to directly connect with interested individuals through private messages.  Everyday activities and experiences can be valuable content. Sharing these moments can help you connect with your audience on a more personal level, showing that you're more than just your business.  Just like in-person relationships, online relationships thrive on interaction. Commenting on, liking, and sharing others' content can help build your online community and presence.Quotes:"Understand what they need and what they want... if you've never presented value to your audience, the reason I'm able to get away with this is because I, for the last six years, have posted consistently and put out value."  "This is called a two-step post... what that just means is you're making someone take an action and then you're going to do something because of their action."  "If you're just putting out crap, people are going to catch on... You have to actually put out value. You have to engage with them because then there's the law of reciprocity."  "I'm always taking pictures and recording video. How much of that makes it to social? Hardly any of it. But I'm just always capturing content."Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this week's podcast, Shane Kidwell, Kyle Draper, and Sean Zalmanoff discuss the shifting importance in the mortgage industry and the need for thoughtful staffing decisions. They emphasize the importance of understanding your worth and hiring based on your expertise. The episode also touches on the benefits of hiring contractors and the need for effective planning and process. 02:03 - Shifting Importance in the Mortgage Industry03:26 - Assessing Staffing Needs and Challenges04:52 - The Scarcity Mindset and Hiring Locally06:45 - Overcoming the Physicality of the Team09:30 - Efficiency and ROI in Hiring12:25 - The First Hire in a Growing Mortgage Company22:26 - The Importance of Planning and Process25:42 - Understanding Your Worth and Asking the Right QuestionsTakeaways:Embrace the shift towards digital and remote work environments. Recognize that efficiency and productivity can be enhanced through virtual meetings and remote staffing, which also allows for a broader talent pool beyond geographical limitations.Before hiring, clearly define the roles and responsibilities based on your business needs and personal strengths. This planning phase helps in identifying whether a task requires a full-time employee, a part-time assistant, a contractor, or can be automated through technology. Recognize the value of your time and expertise. Focus on tasks that you excel at, are passionate about, and that directly contribute to revenue generation. Delegate or outsource tasks that can be performed adequately by others at a lower cost. For many businesses, especially in the current market, the first hires or outsourced roles should focus on branding, marketing, and social media to enhance lead generation and establish a strong online presence. This approach prioritizes top-of-funnel activities that are essential for growth.Quotes:"The reality is that we're so often just trying to put our finger in the hole in the dam. We don't even understand why there's a dam."  "Be inquisitive and be a learner. And if you're inquisitive with like full humility, like when you get a bill from the IRS for 56 grand, that humbles you even if you're not super humble.""Whether that's in us, whether that's in yourself, whether that's in both, whether that's in a gym membership, maybe it's investing in Sundays, you know, taking some time with your family, but invest."  "And we have stronger relationships because we have to be intentional versus the people that just think they're doing a good job because they happen to see their people every day." Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this week's podcast, Shane Kidwell, Kyle Draper, and Sean Zalmanoff highlight the importance of actively engaging with others on social media, suggesting listeners spend a few minutes daily to genuinely connect by commenting on other people's posts. They share how this strategy can lead to stronger relationships and open up new opportunities.00:59 - The Importance of Engaging on social media05:54 - Engaging with Others' Content10:43 - Engaging for Others' Benefit12:53 - The Power of Listening and Engaging16:18 - The Challenge: Engaging with Others' Content Takeaways:Instead of just posting about your own stuff, take the time to reply to what others are sharing. It's like having a real conversation, where you listen and respond, rather than just talking about yourself all the time.When you comment on someone's post, make it meaningful. It's not just about leaving any comment but saying something that shows you really paid attention to what they shared. This can make people feel valued and strengthen your connections.  The speakers suggest a challenge where you dedicate some time each day to thoughtfully engage with others on social media. This strategy can help you stand out and create a supportive network around you.Quotes:"Social media is a two-way street... They're looking for people who use it as a one-way street and cutting down their engagement."  "We didn't want to bring AAA experts to you. We wanted to bring only major league experts.""This month inside the Next Level community is all about AI... we designed the next 12 months of pieces of training and teachings all around being super intentional with everything we bring to you."  "What if for 30 days, you opened up Facebook, LinkedIn, Instagram, whatever platform you're on and everything you saw on your screen, you couldn't scroll past without leaving an engaging, thoughtful, selfless comment." Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

In this week's podcast, Shane Kidwell, Kyle Draper, Sean Zalmanoff, and Landon Hale are mixing things up in the mortgage and real estate world with their latest venture. They're focusing on the importance of professionalism, continuous learning, and the strength of the community to navigate the twists and turns of the market. With a lineup of engaging podcasts, live events, and insightful sessions, they aim to boost success, improve time management, and foster meaningful connections within the industry.  00:58 - The Year of the Professional03:24 - Learning from Successful Individuals04:20 - The Importance of Accountability05:43 - Consistency over Uniqueness06:11 - The Next Level Cadence07:36 - Marketing Church: Tactical Marketing Tips09:03 - Next Level Live: Monthly Themes and Contributors09:58 - Real Estate Perspective: Insights for Agents and Lenders11:20 - Happy Hours: Fostering Community and Celebrating Success21:32 - Time Management and Focus24:59 - Building Deep Connections Takeaways:Recognize that in fluctuating markets, it's the professionals who thrive. Commit to constant learning, embracing change, and self-improvement. Understand that being a professional means being prepared for challenges and leveraging them as opportunities for growth.Focus on authentic engagement rather than sales pitches. Share your personal interests, experiences, and lifestyle to naturally attract clients and partners who align with your values and way of working.  Prioritize consistency in your efforts over trying to be overtly unique. Reliable, steady progress in your marketing, client interactions, and professional development can lead to more sustainable success than constantly seeking new, untested strategies.  Apply the principle of doing less but at a higher level. Utilize time management strategies like trimming, transferring, and trashing tasks to focus on what truly matters. Quotes:" The market is always challenging, and it's the professionalism and the constant pursuit of excellence that makes the difference.”  " Community, accountability, support – these are the pillars that we believe are essential in this industry. “" Our content is designed to provide a daily and weekly cadence that supports our community's growth. “ " This is the year of the professional...in upward trending markets, in hot markets, amateurs can win. But the reality is that as soon as things get tough, only the professionals win. “" What is the one thing such that by doing it, everything else becomes easier or completely unnecessary? “  " I made like $8,000 last year in the mortgage industry...but I felt more blessed. I felt I learned more. “Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this week's podcast, Shane Kidwell, Kyle Draper, Sean Zalmanoff, and Landon Hale tackle a big question: how can you double your services' price and still keep your clients happy? You'll hear real-life stories, clever strategies, and personal insights that will make you stop and think, "How can I apply this to my own work?" This episode is packed with ideas on adding value in ways you might not have considered.  00:45 – Doubling the Price of Your Product 03:14 – Providing Additional Services 04:35 – Process, Experience, and Value  06:32 – Enhanced Access and Support  07:29 – Leveraging Your Sphere for Client Benefit 10:19 – Increasing Brand Presence 14:39 – Understanding the Client Experience 16:37 – Being Mindful of Personal Presentation 16:37 – You are Your Brand 21:19 – Authenticity and Brand Perception 24:41 – Momentum and Drawing People In  Takeaways:Don't just sell a product; offer an entire experience that greatly benefits your customers. This means looking for ways to add value that justifies the higher price. For example, you could offer exclusive educational resources or financial tools that help clients save money over time.Regularly take a step back to evaluate how you can better your offerings, processes, and branding. This continuous self-improvement can lead to more referrals and higher client satisfaction.A strong online presence that reflects your brand's quality and values can attract higher-paying clients. Ensure your branding is consistent across all platforms to create a cohesive and professional image. Quotes:" The product I'm selling isn't just the mortgage, it is that life cycle client experience.”  " I thought of three words when you said it, I thought process, experience, and value. “" If you ain't tracking your numbers, you can't call yourself even a loan officer. “ " You are your brand... How you show up is a direct reflection on what people expect they'll get from your brand. “" New people come out of the woodworks when I'm broadcasting my journey, not when I get to my final destination. “ " Momentum is felt most along the journey, not at the finish...as you're perfecting yourself, your brand, your product every day, you become a black hole, and black holes grow. “Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this week's podcast episode, Sean Zalmanoff and Landon Hale simplify the process of building your team. They explain why it's crucial to define roles clearly before hiring, why you should stay open-minded when choosing candidates, and why it's smart to invest in early administrative help. Discover how getting involved and ensuring smooth onboarding can really boost your team's success.  02:10 – Unpacking the Hiring Process 03:08 – The Role of a Loan Partner 04:36 – The Importance of Hiring Staff as an Investment 06:29 – The Impact of Hiring on Business Growth 08:30 – Determining When to Hire 09:39 – The Importance of Tracking Number 14:02 – The Role of a Contracts to Close Coordinator 22:02 – Knowing Your Numbers and Setting IncentivesTakeaways:Start by hiring administrative support or coordinators to handle tasks efficiently. Having administrative assistance can significantly boost your productivity and allow you to focus on core responsibilities. Sometimes, the best person for the job might not be right around the corner or have the exact background you thought you needed. Being open to different kinds of experiences and locations can lead you to some great hires.Even as you delegate tasks, remain involved in crucial stages of the process. Clients and partners often expect direct interaction from you, so ensure your presence is felt when needed.If you've committed to a referral-based business model, prioritize nurturing relationships and maintaining open communication. Regular engagement with clients and partners demonstrates your dedication to providing top-notch service.Quotes:" If you fail to plan, you plan to fail.” " When you hire somebody to help you with your business, you got your net that you're pulling through the water and that net. Obviously, it has holes in it. The goal is to tighten those holes so less things slip away. “" If you ain't tracking your numbers, you can't call yourself even a loan officer. “Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

Episode Title: Building Your Dream Team In this week's podcast episode, Shane Kidwell, Sean Zalmanoff, Landon Hale, and Kyle Draper discuss how hiring the right people can really change the game for your business. They talked about finding hidden gems in the job market, asking quirky questions to see if someone fits your team vibe, and always being on the lookout for awesome people to join your crew. It's all about making smart moves to build a team that rocks!  01:04 – Diving into hiring strategies within the mortgage industry 02:15 – Exploring preferences in hiring experienced vs. inexperienced staff 05:05 – When and who to hire 8:00 – Open Culture in the workplace 16:00 – Importance of cultural fit in hiring 22:05 - Anticipating future hiring trendsTakeaways:It's really important that the people you bring on board care about the same things you do. Asking about what they read, what they would do with a chunk of money, or what they like to do for fun helps you see what they're all about.Sometimes, the best person for the job might not be right around the corner or have the exact background you thought you needed. Being open to different kinds of experiences and locations can lead you to some great hires.Right now, in the mortgage game, there's a chance to snap up some amazing people who know their stuff but are looking for work because of how the market's going. This is a golden chance to bring in some top talent.Getting the timing right when you add new people to your team is super important. You gotta make sure you're not jumping the gun or waiting too long. And when you're looking at who to hire, really dig into what they can do and if they'll fit well with your team.Quotes:"But it is the one topic that can absolutely make or break everything we do in our companies. And it is hiring.” "Trim. Transfer. Trash.""Impact is far more important than the amount of money you spend on people."  "How far do you think they could drag a dead body?" “There's so much value in creating a common language inside of your company."Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

In this week's podcast episode, Sean Zalmanoff and Shane Kidwell discuss strategies for loan officers to build lasting relationships with clients, utilizing technology, social media, and community events, with a focus on engagement beyond the loan closing process.2:58 – Building Relationships After Closing10:54 – The Power of Follow-Up15:16 – The Importance of Branding18:18 – Teasing a New Product Takeaways:It's crucial to establish trust with clients throughout the mortgage process and beyond. This involves being transparent, responsive, and reliable from the first interaction to well after the loan closing.Always be ready to evolve your strategies to meet the changing needs of the market and your clients. Host local events to connect meaningfully with both the community and your clients. These events provide opportunities for direct interaction with potential and existing clients, building a sense of community and showcasing your commitment to your local area.The mortgage industry is dynamic, and staying updated with trends, technology, and client needs is crucial. Continuously adapting your strategies, learning new tools, and applying innovative ideas will keep you ahead in the competitive market.Quotes:"That first season is really about building trust, right? Like if you go to a car lot and they don't tell you the price of a car and they ask for your credit card, your date of birth, your social security, you're not going to have trust."   "If COVID didn't teach you anything, it should have taught you the importance of having a strong network.""Impact is far more important than the amount of money you spend on people."  "If you have a dialed in post-closing process, experience, path for engagement, cadence, you make way more than 1% on that past client."Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

This week's podcast features Sean Zalmanoff and Blake Brewer discussing the Legacy Letter Challenge. Blake recounts receiving a letter from his father shortly after his passing, a moment that inspired him to embark on a mission: helping one million fathers compose at least one impactful, well-crafted Legacy Letter for their children.

Catch Sean Zalmanoff and Shane Kidwell on this week's podcast as they share real stories from their first year running mortgage companies. Learn how they tackled challenges, built trust with clients, and dealt with changing mortgage rates. If you're just starting, this episode is full of tips and tricks you don't want to miss!01:00 – Reflecting on the First Year01:54 – Lead Generation02:24 – Pre-Approval03:17 – Under Contract05:13 – Prospecting during the Under-Contract Phase08:02 – Communication and Clarity09:12 – Non-Negotiables and Setting Expectations11:02 – Wednesday Update Calls12:15 – Creating Trust and Proprietary Value Ads17:03 – Asking for Feedback and Building Reputation19:08 – Handwritten Notes and Branding22:15 – Taking Action and Leveling Up Takeaways:Leveraging previous experiences and the work put in earlier can significantly help in building momentum in a new venture.  Addressing potential issues early and being proactive in communication helps in smooth transactions and reduces last-minute stress.Viewing different stages of the mortgage process as opportunities for prospecting, especially with real estate agents, can lead to future business growth.Regularly seeking feedback from clients and partners is essential for continuous improvement and adapting to changing market conditions. Quotes:“We fight, we claw, we scratch to get a deal under contract”“The things that I have been doing, have been building momentum, like that snowball going down a hill.”“You need to have automated communication that is going out as frequently as the football is moving down the field.”“I'm looking up that listing agent. And if I haven't worked with the buyer's agent before, I want to know their stats as well too.”“My world's not fair and I don't treat everybody the same.”  Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

Join Sean Zalmanoff and Shane Kidwell in this week's podcast. They share simple yet powerful tips for turning leads into loyal clients. Learn how to keep in touch with market updates, make your services stand out, and build trust every step of the way. Perfect for anyone looking to grow in the mortgage industry!00:40 – Seasons of a Mortgage Client01:39 – Season Two: Pre-Qual/Pre-Approval03:34 – Building Trust and Confidence05:00 – Educating Clients with Market Updates07:41 – Sending Market Updates Via Email09:36 – Using Video Platforms for Market Updates11:24 – The Power of Email12:30 – Providing Value and Information15:18 – Educating Clients on Mortgage Options17:03 – Nurturing Clients with Market Updates18:32 – Proprietary Items of Value20:55 – Knowing Your Value Proposition Takeaways:Having a concrete plan and clear tactics is more effective than just having good ideas when it comes to converting leads and guiding clients through the mortgage process.   Regularly updating clients and partners, such as with weekly market updates, is crucial for maintaining engagement and trust.   Taking time to explain details like the impact of loan amounts on monthly payments can greatly enhance a client's understanding and confidence in their decisions.Providing unique tools and clear explanations helps clients feel more informed and confident, differentiating your service from others.   The mortgage industry is dynamic, so staying informed about market changes and adjusting communication and strategies accordingly is key to success.Building lasting relationships in the mortgage industry relies on demonstrating knowledge, reliability, and a genuine commitment to the client's journey. Quotes:“The tactics are the how, the when, the why, and the what.”“Purchasing a home is an emotional ride. They go from highs to lows to highs, and then they're a homeowner.”“We have a small window before our opportunity to get the treat goes away.”“They may not understand everything, but they're very confident that I know what I'm talking about."“If I can get your attention for seven and a half seconds every week, I'm winning.” “You need to know what makes you better than everyone else.”“Even if you don't like your rate, it's yours and that's what you have to sell.”“I don't wanna put my name on something that could easily be erased.” Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

Join Shane Kidwell and Sean Zalmanoff in this week's episode as they break down parts of a client and parts of a transaction to help everybody work on their business as they move forward into the new year. Listen up as they talk about strategy over ideas, the importance of price transparency, and effective online engagement to transform your approach with leads. 01:09 – The Importance of Strategy03:01 – The Seasons of a Client05:46 – The Lead Season07:10 – The Trust Building Season09:35 – Price Transparency and Authenticity12:58 – Building an Online Presence15:19 – Content Creation and Education19:45 – Nurturing Leads and Market Updates22:22 – The Impact of Authenticity and Engagement Takeaways:There is a need for specific, actionable plans with clear goals and outcomes to drive business and personal actions rather than vague ideas. Price Transparency is key in building trust with leads early on.Even minimal engagement can lead to significant leads which is why building an online presence and being yourself in social media is important.Use ChatGPT and transcription tools to quickly make and repurpose content. Aim for brief, even one-minute videos work well.Staying in touch with your leads by regularly sharing market updates and useful information showcases your expertise and maintains engagement. Quotes:“Less ideas. A lot more strategies.”“We don't quote rates soon enough.”“What is a lead? Well, that is really anyone that should, would, could become a client.”“Embrace who you are. If you are a dad, if you are a mountain biker. Embrace those things because everybody's looking at you.”“Although it's about trust, it's also about education.” “One action. Numerous results.”“You do something for a certain length of time. People know who you are.”“We work in a relationship industry. This is a people industry, and it's so important that you build a truly authentic, no BS presence online.” Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

Join Sean Zalmanoff and Kenneth Travis in this week's episode as they dive into Goal Planning and Actions That Matter (ATMs). Carefully planning your actions for the short and long term has a huge impact on your success. It's the deliberate actions and measured steps that pave the way to your success.05:17 – Progress, Not Perfection06:53 – Planning and Organizing 09:13 – Beat Distractions and Boost Productivity13:29 – Being Proactive to Clients18:17– Staying Focused Takeaways:Small wins, like making your bed, planning the day ahead, and organizing your workspace, boost confidence and set the tone for a productive day.Turning off distractions and managing your time well is really important to avoid problems with getting things done and stay focused on important tasks.Proactive client outreach and coupled with strategic engagement, fosters mutual proactivity which can fuel business growth and positive branding.Quotes:“The people who are going to kill it in 2024 are not slowing down right now.” “People in general, like, if you ask them what your yearlong goals are often greatly overestimate what they can get done in a year, but greatly underestimate what they can get done in five to 10 years.” “You can't change what you did yesterday. You can only change today.”“If you write two handwritten notes every single day, it will have an impact on your business.”“It's nice to remove clutter from your life.”“Every single person has to have wins in their day and you've got to put yourself first.”“It's not just the goal planning part, it's not just the actions that matter, it's discipline.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

Join Kellen Vaughan and Kenneth Travis in this week's episode as they discuss the power your mindset has on your success. They explore the idea that positivity not only shapes your personal growth but also plays a pivotal role in attracting people and business opportunities. Tune in to discover how cultivating a positive outlook can become your secret weapon for building valuable relationships and boosting your success in both life and business.  2:45 – Power of Positive Mindset 10:00 – Making the Impossible Possible 14:07 – Power of Reciprocity  Takeaways: The path of a mortgage loan officer can be likened to climbing a mountain; having the right tools and strategies is essential to reaching the summit. Understanding the principle of reciprocity can encourage others to want to help you without needing a direct request. By maintaining a positive mindset and building authority, you can position yourself as the go-to expert in your field. Quotes: “When you have a positive mindset, you have a growth-oriented mindset and you're going to have greater success.”  “The mortgage loan officer journey is a lot like climbing a mountain – you have to have the right tools to reach that peak.” “The optimistic way to be is the only way to be.” “Staying in an optimistic mindset builds that likability and trust with your partners and clients.” “The power of reciprocity in your business is non-negotiable.” “Loan officers a lot of times use scarcity to their detriment and not to their benefit.” “Authority and credibility significantly influence people.” “People want to be around people that are optimistic about the future.” “It's positioning yourself to be an expert and to be the one people rely on.” “You will come out on the other side if you stay committed and keep that positive mindset.” Show Links: Community Platform: www.BecomeNL.com  Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media: Facebook - https://www.facebook.com/NextLevelLoanOfficers/  YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this episode, Kellen Vaughan and Sean Zalmanoff explore how the power of conversations can shape your success in 2024 and beyond. Opportunities are out there in today's market, but you have to have these meaningful conversations in order to obtain them. 2:24 – Consistently Win 7:34 – Winners Plan 12:24 – Doom Spending Takeaways: In today's competitive landscape, the key to success lies in meaningful conversations. Engaging with past clients, referral partners, and other professionals such as CPAs and financial planners can open doors to new opportunities. Consistent communication is crucial to ensuring that your clients and partners remember your value and expertise. Opportunities often arise from connections and discussions. Don't miss out on potential opportunities by neglecting to engage in conversations. Quotes: “The person with the most friends makes the most money.” “The reality is what's working is conversations. Having conversations with past clients, referral partners both current and potential, and other referral partners like CPAs and financial planners.”  “If you don't remind them how great you are they will not think about you when they are refinancing.” “The ones that are going to win are the ones already planning out their 2024.” “It's like they don't know what to say so they just don't say anything at all.” “There are opportunities out there, but you can only get those opportunities if you have those conversations.” Show Links: Community Platform: www.BecomeNL.com  Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media: Facebook - https://www.facebook.com/NextLevelLoanOfficers/  YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this week's episode Sean Zalmanoff and Kenneth Travis share their insights into their 2024 strategy and the proactive steps they're taking to ensure a successful year ahead. Discover why it's crucial to start planning your next season now, before it's too late. Stay tuned for valuable discussions and actionable tips on achieving your goals in the coming year. 3:08 – Plan Your Year 9:40 – Organize Your Workspace 15:44 – Weekly Check-ins Takeaways: Implementing a 90-day season approach can boost productivity and time management skills, leading to greater accomplishments. Less can sometimes be more. Streamline your tasks and prioritize effectively to increase productivity. The most challenging part is consistently implementing your plans on a daily basis. Stay committed. Specialization is valuable; niches can lead to wealth. Hone your skills and expertise in your chosen field. Quotes: “The people who are going to kill it in 2024 are not slowing down right now.” “There are a lot of things we can do right now in order to move the needle in our business and now is the time to work on those.” “When loan officers follow a 90-day season we have noticed that people tend to get more things done and their time management skills improve.”  “If you are consistent, you will see results.”  “People in general overestimate what they can get done in a year but greatly underestimate what they can get done in 5-10 years.” “You can't change what you did yesterday, you can only change today.” “I have learned over the years that the less that I do, the more I get done.”  “Everybody needs me time. Every single person has to have wins in their day and put themselves first.”  “Niches get riches and now is a good time to hone your craft.”  Show Links: Community Platform: www.BecomeNL.com  Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/   Social Media: Facebook - https://www.facebook.com/NextLevelLoanOfficers/  YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this week's episode join Sean Zalmanoff and Kenneth Travis as they go over the importance of tripling down your efforts during today's market. With realtors beginning to experience the market's challenges, now is the perfect opportunity to proactively engage with them and showcase the value you bring to the table. 4:38 – Two Main Areas to Focus On 12:03 – Tripling Down 18:58 – Mass Communication Takeaways: Rather than fearing the challenges ahead, embrace them with excitement, knowing that your hard work will yield positive outcomes. Identify where your time as an originator can have the most significant impact and the highest return on investment. Understand that success is a process that requires discipline and continuous effort. Quotes: “The work I have done for the past year does not have me scared for this winter but has me excited because I know that I am going to produce results.” “The number one thing to focus on is tripling down of the things that work for you.” “And you have to double down on the things that you are not good at right now but want to be good at.” “It's not always easy and it's not always pretty but you have to do the work.” “I don't want the market to determine my success, I want to course correct.” “Where is the best use of my time as an originator and where can I make the biggest impact and get the biggest return on my time.” “You have to make a decision are you going to live with the mindset of doom and gloom or are you going to look at it as the glass is half full.” “Giving classes to realtors on a consistent basis has moved the needle drastically for me.” “I'm winning listing agents at a clip that I have never won listing agents at before, because I am updating them throughout the transaction.” “There is an opportunity for me to get in front of these agents now that they are starting to feel the struggles of the market.” Show Links: Community Platform: www.BecomeNL.com  Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/   Social Media: Facebook - https://www.facebook.com/NextLevelLoanOfficers/  YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this episode join Kenneth Travis and Kellen Vaughan as they go over budget friendly ways to go out and generate new partnerships. This is a great time to start implementing new processes and strategies that won't break the bank so when the market does turn around you will be ready.   2:38 – Handwritten Notecards 6:23 – Getting Client Reviews 10:23 – Educating your Database 14:30 – Monthly Mailers Takeaways: Don't automate the handwritten note process because that loses the personal touch and the point of writing handwritten notes. Sending different, outside the box things in the mail is a great way to build that interaction with your clients. Utilize your CRM to encourage reviews by entering contacts into campaigns and offering incentives like drawings. It's essential to stay in front of your contacts regularly, even if it's not daily, to maintain your presence and relationships. Quotes: “You have to put yourself into their perspective. How are they going to feel when they receive a handwritten notecard.” “The point of notecards is not to just write it and check it off the list but for it to be impactful.” If you have a bunch of people in your CRM who have not done a review. You can enter them into a campaign and enter them into a drawing to win. I have seen people get 50-60 reviews just by doing that “They don't have to have closed a loan with you to leave you a review.” “There's no better way to gain credibility than having others singing your praises.” “You do not have to email them every day, but you have to be in front of them at least once a week.” “Just talking about what's going on in your local market is a great way to be a community expert and stay in front of your clients.” “You want people to look at you as a resource.” “Not everything has to be expensive.” “If you're not actively in front of your database right now. When rates do turn around it will be harder and harder to earn that business.”  Show Links: Community Platform: www.BecomeNL.com  Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/   Social Media: Facebook - https://www.facebook.com/NextLevelLoanOfficers/  YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this week's episode, Shane Kidwell is joined by special guest Luke Shankula, a master of converting online leads. Luke shares his proven strategies for online lead conversion without holding anything back. Tune in to learn from Luke's insights and elevate your success in closing online leads. 3:01 – Luke's Background 16:20 – Long Play vs Short Play 24:20 – Lead Follow-up Cadence 35:00 – Closing Thoughts Takeaways: One of the main bottlenecks in the leads process is actually calling the leads. Proactive communication will put you ahead of other loan officers that are not making these calls. Putting leads into a broken system leads to subpar results. The quality of the system used for lead management is crucial for success. Success in the mortgage industry is not about secret formulas but rather about putting in the required effort. Many people are unwilling to do the necessary work. Sales is not about pushing people into products that are not suitable for them; it's about finding the right fit for the customer. Quotes: “The skills needed to be a top originator were not being honed in the last refi season.” “If you put a bunch of leads into a broken system, it's just going to get broken results.” “A lot of LOs want to take the path of least resistance.”  “It all comes down to we're starting a conversation and we're trying to gain trust.” “You can fumble everything in a referral process but sound confident and you will still close. That's because you already have that trust.” “4-6 months is when you're deals are going to start closing. You have to be willing to play the long game.” “Understanding the buyer's journey will shift the way you think about it.” “There's no secret sauce, you just gotta work. Most people just aren't willing to do the work that is required.” “Automation is there to start conversations, it's not there to convert.” “Sales is not pushing someone into a product they shouldn't be in.” “If you're not planning to do the work, do not buy leads.” “We expect instant gratification, and the reality is that's just not true.”  Show Links: Community Platform: www.BecomeNL.com  Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/   Social Media: Facebook - https://www.facebook.com/NextLevelLoanOfficers/  YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

Join Kenneth Travis and Shane Kidwell as they discuss the topics you need to master in your business in order to succeed. With realtors now experiencing challenges that loan officers have known for some time, it's crucial to be present and offer valuable education and support to your agents in order to gain referrals.  3:36 – Diversifying  8:55 – Strengthening Relationships 13:42 – Content Marketing 22:35 – Embracing Technology Takeaways: Realtors and consumers are not educated on the lending side of things. You have to come in as an educator to them and provide value. Don't wait for the perfect market; engage your database consistently. Providing value without expecting immediate returns is a powerful way to sell yourself. Your business's primary growth should come from organic referrals. Streamline your technology and make it work efficiently to bring the best value to your consumer. Quotes: “It's like if you own a shoe company. The shoe of the month is changing but the strategy and marking of selling that shoe stands the test of time.” “Hope is not a strategy; you really have to have a plan.” “You must teach and show them the advantages of the things that you are offering.”  “If you wait for the market to get great before communicating with your database. That's like going on a first date and asking the person to marry you.”  “The number one way to sell yourself is to sell yourself when you have nothing to gain and when you give value when you have nothing to gain.” “It is our job to get in front of people in an effective way by providing value.” “Every audience you need to have a specific intent and an impact that you want to give to that community.” “Your number one way to grow your business is through organic referrals.” “Those that are winning are stacking concepts on top of concepts and then implementing those with consistency.” “You're never too old to learn unless you say you're too old to learn.” “Our number one focus has to be the customer service and experience.”    Show Links: Community Platform: www.BecomeNL.com  Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/   Social Media: Facebook - https://www.facebook.com/NextLevelLoanOfficers/  YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/   

Join hosts Kellen Vaughan and Kenneth Travis in this episode as they delve into the art of hosting realtor events. Hosting successful events doesn't need to be complex. Once you've cracked the code for success, you can easily replicate these classes, making a significant impact on your business growth. Tune in for practical insights and strategies to elevate your real estate game. 3:15 – Putting on Events 15:15 – Technology Classes 16:19 – Where to Host Your Events Takeaways: You don't have to be the sole speaker; you can host events and bring together the right people to impart knowledge. Being a great host can be just as impactful. The power of consistency cannot be overstated in business. Simple actions, when done consistently, can lead to exponential business growth. Once you've conducted a successful event or action, don't hesitate to replicate it. Consistency and repetition can lead to better results over time. Every interaction counts. After your classes or events, aim to connect personally with attendees. These relationships can be valuable for your business. Quotes:   “We want to be where realtors turn to when they have questions. We do that by positioning ourselves as a celebrity expert authority.” “Once you've done it one time or even a couple of times it gets easy and rinse and repeat.” “These events can be big, and they can move the needle in your business.” “Anything you want to do for agents that is technology based, I 1,000% promise you that you know more than them.” “Every single time I do a class, I walk away with 2-3 phone numbers. Every single time.” “It's a lot easier to text a realtor that has been to one of your classes and check in on them as opposed to texting an agent that has not met you and doesn't know who you are.” “Be a ray of sunshine for your realtors. Be a positive voice for them and educate them.” “Share with them the knowledge that is going to help them close more deals.”  Show Links: Community Platform: www.BecomeNL.com  Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/   Social Media: Facebook - https://www.facebook.com/NextLevelLoanOfficers/  YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/   

In this week's episode join Kellen Vaughan and Sean Zalmanoff as they discuss the most cost effective ATM they focus on to move the needle in their business. If you do this for 30 days, you will be guaranteed to see results. 1:24 – What Next Level Is About5:44 – First ATM to Implement 17:06 – Second ATM Coming SoonTakeaways:Handwritten notes hold a unique power in building relationships. They are a simple yet effective tool that can strengthen your connections with clients and partners.Success doesn't happen by accident. Being intentional in your actions and strategies is crucial for achieving your goals.Handwritten notes are not only impactful but also cost-effective. They offer a high return on investment compared to many other marketing strategies.Quotes:“We're going to cover two ATMs that are really solid things that every originator should be doing. These can move the needle for you and are great to implement now.”“You can either flamingo your head into the sand or you can take action and have business this winter while other companies and loan officers are not.”“There is a lot of power in the handwritten note.” “I want to challenge you from this moment forward for the next 30 days, I want you to write two handwritten notes a day. I will follow up with you in 30 days to see your results.”“We are going to have a positive impact on people and when you do that you get rewarded in your financial world.”“It's all by design. We do not do anything without being intentional.”“It's the cheapest and probably the most impactful marketing you can do dollar for dollar.”“People want to be heard so adding something personal to each note makes people feel good.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this week's episode Kenneth Travis and Kellen Vaughan discuss the things you can take action on now to help prepare you for the upcoming months. They emphasize the significance of seizing the current opportunities to build valuable industry relationships, ultimately setting the stage for success when the market rebounds.5:30 – Hold the Line8:18 – Number One Thing to do Right Now 19:04 – Number Two Thing to do Right NowTakeaways:Take action now to get ready for the upcoming months in the industry.The effectiveness of technology depends on how well you use and integrate it into your work.Avoid overcomplicating things; simplicity can often lead to better results.Take advantage of the current climate to establish new relationships in the industry.Approach your interactions by giving without expecting something in return, which can lead to more fruitful connections.Quotes:“The reality is that it could be rough for a lot of loan officers. We don't want to scare you, we want to prepare you.”“You have to be doing some things now to prepare for upcoming months so that way you can make it.”“It's not how great your technology is, it's about how well you're using it and plugging into it.”“Good is good enough. It doesn't have to be perfect.”“Effectiveness is where you should be focusing your time, energy and efforts.”“When you're working in your business, you're not working on it.”“You have to be active, involved and communicative with your current database.”“This is a great time to go out and build some of those relationships.”“It's not hard if you just do things without expecting anything in return.” Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this week's episode Shane Kidwell and Sean Zalmanoff discuss the blocking and tackling of how to perfect and recruit the perfect agent relationship. They emphasize that despite challenging market conditions, success and business growth are achievable through consistency and the implementation of straightforward strategies.6:30 – Waiting to See Results11:00 – Techniques21:10 – Consistency is Key22:26 – Closing ThoughtsTakeaways:Consistent efforts in your daily routine can lead to remarkable outcomes in various aspects of life and business.The market is unforgiving to those who don't strive for mastery in their field. Becoming a master at your craft is crucial for success.Success doesn't always require complex strategies. It often boils down to executing simple, effective plans consistently.Send out mass emails and then strategically follow up with those that show interest in what you are offering at that time. I.e. by clicking on a link inside the email.Quotes:“There are some consistent things you can do in your day and it still will get an incredible result.”“The revenue I produced was not indicative of the quality I was creating. The market gave me more than I earned.” “There are some fundamental ways you can grow and sustain a very lucrative mortgage business. But you have to be intentional, you have to do it at a high level.”“This market is unforgiving to people who aren't putting true effort into being a master at their craft.”“We are not rocket scientists, we just have to execute on simple strategies.” “Anything that is worth doing takes time to do well.” “Don't overthink the no's or silence when you send out mass communication.”“You can have overnight success in anything you put 4-8 months of work into.”“You got to put in the work and if you put in the work in our industry you will see results.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

Join Kellen Vaughan and Sean Zalmanoff in this week's episode as they show you effective techniques for maintaining strong connections with your past clients. Learn how staying engaged with past clients can significantly boost your opportunities for securing refinances, generating referrals, and ultimately fueling the growth of your mortgage business.5:15 – Preparing for When Rates Drop9:30 – Being a Resource 15:30 – Inspirational StoryTakeaways:Being visible to clients and those who have recently made purchases increases the likelihood of success. Building strong relationships and maintaining a presence can lead to better outcomes.Being a consistent resource cultivates lasting relationships. When you're known for providing valuable advice, people are more likely to turn to you for guidance.There are three main outcomes that come from the annual reviews: Number one maybe it's a cash refinance now, number two maybe it's referring one of our referral partners and number three is maybe it's a referral for us.Even though the mortgage industry can be challenging, consistent efforts yield positive outcomes over time.Quotes:“This job is stressful, but it's not rocket science. If you do the work, you get results.”“There is great opportunity for all of us to go make back some of the dollars that we haven't made over the last 18 months.”“A lot of our business is first time homebuyers, so we connect them with our financial planner. I don't get anything out of it other than an opportunity to be a resource to this homeowner during their financial journey.”“When you're being a resource than people think about you more often and turn to you for advice.”“The bottom line is even though the buyer thinks about us often during the homebuying process once it's done, they just forget us.”“These annual reviews are a way to stay top of mind.”“What activities can you do right now to help secure your future, put loans in the pipeline?”“You just need to do small things to get there and yield results.” Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

In this episode, hosts Shane Kidwell and Sean Zalmanoff explore the journey of regaining self-confidence. They dive into the essential components of rebuilding assurance amidst challenging markets—highlighting the significance of dedicated effort and the establishment of a structured routine that paves the way for future success.4:03 – Make Your Bed10:44 – What to do to Get Your Mojo Back18:44 – Wrap UpTakeaways:The goal is to develop self-assurance that isn't dependent on financial outcomes.Despite the current challenges in the mortgage sector, achieving success requires a commitment to putting in the necessary effort.Engaging in activities like reading, meditating, and working out can provide a sense of accomplishment and build momentum for success.In challenging markets, aspiring for full-time results with part-time commitment is unlikely to lead to success.Quotes:“If your confidence was tied to your revenue did you really even have confidence?”“The future is bright if you're wearing the right colored glasses.”“It's not that it didn't work, it's that you didn't work.”“If you have flamingo syndrome and your head is stuck in the sand, you do not win.”“The reality is that most people right now are not working 40 hours a week.”“You're going to have to go out and do some real significant work.”“I can't think of anyone that is successful that has an evening routine as opposed to a morning routine.”“Part time worker wanting full time results in a downturn market, not a great recipe for success.”“There is not a career that exists that you get as many at bats, you can close as many transactions, help as many people and make as much money as you can in the mortgage business.”“As early as you can in your day you need to address things that cause you anxiety. That way you are not walking around with that anxiety all day.”“We are going to have another season of abundance and you will either succeed or you will fail.” Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this week's episode, Kellen Vaughan and Kenneth Travis sit down with Justin White, the Senior Brand Journalist at UWM. They delve into the significance of content creation in establishing your presence and solidifying your position as an industry authority.3:44 – Intro to Justin White6:44 – Tips for Filming Video20:15 – Final Piece of AdviceTakeaways:Authenticity trumps appearance when delivering valuable content.People value content that provides genuine value over superficialities.Simplicity is key; don't overcomplicate content creation.Embrace content to establish yourself as an industry authority and foster meaningful connections.Quotes:“Whether you're covering sports or covering mortgages, content really is a great opportunity to get your brand out there.” “The mortgage business is a contact sport. The more people that see you and hear your voice the better that is going to be for you in the long run.”“There are a lot of people out there who will not judge how you look or sound they want to hear what you have to say and if you have valuable things to say that will be beneficial for you and them.”“My number one tip for people for being on camara is, be yourself and be authentically you.”“Don't make this harder than it needs to be.”“Leverage your resources. As a loan officer you need to prioritize what you need to focus on and delegate the rest.”“Get over your fear and press record.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/