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Mortgage Lending Mastery

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Apr 26, 2018

In this episode, I get to sit down with Doug Smith, a 35-year banking and mortgage industry veteran and nationally acclaimed speaker, author, performance coach, and sales training expert. He has some great advice, tips, and strategies to boost your practice and help you become a top performing loan officer in the current market, so be sure to tune in!

 

Key Takeaways:

[:28] Jennifer introduces her guest for this episode — Doug Smith.

[1:51] What is Doug seeing in today’s market?

[3:28] What are some of the activities and plans that top performers have in place?

[6:10] Which demographic of loan officers is doing the best right now?

[10:31] What is the solution for the aging population to younger people in the industry?

[14:04] Why has the real estate community been able to draw in younger talent, whereas the loan officers industry has not?

[18:43] Where are some of the new sources of business coming from?

[22:10] How would Doug suggest that someone differentiate themselves within that particular channel?

[28:16] With regards to people who are generating a lot of business, what are some activities they are doing to run a more productive practice?

[32:51] What is Doug’s third tip for people to run more productive practices?

[36:39] What advice does Doug have for people who are looking to become successful?

[42:28] What is Doug reading now?

[43:50] Get in touch with Doug via his website to get more information.

[44:51] Jennifer shares her biggest takeaway from this conversation that’s she’s putting into action with her team.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Doug Smith

Climbing the Ladder of Success, by Doug Smith

Green Zone Selling, by Doug Smith

First Things First, by Stephen Covey

Goals!, by Brian Tracy

Talk Like TED, by Carmine Gallo

Apr 19, 2018

In this episode, I get to sit down with Kelly Jones, Marketing and Business Development Director for Community Bank in Tennessee. We discuss one of the biggest problems for developing a team — what role you are looking to fill, and how this new hire would contribute to your business. Tune in to find out more.

 

Key Takeaways:

[:30] One of the biggest problems loan officers face in developing a team is hiring the first person.

[1:09] Jennifer introduces her guest for this episode — Kelly Jones.

[1:52] Kelly shares a little about her background that has led to her current role.

[3:16] Jennifer gives an overview of the areas she and Kelly will be talking about in this episode.

[5:13] What does a Marketing Director do?

[8:27] What role does a business development officer/assistant perform?

[12:52] How does business development officer create relationships for the loan officer?

[15:52] Who would be the perfect person to hire as a business development officer?

[18:10] Kelly describes the role of a business development specialist.

[21:36] Kelly shares some insight about roles within the office that help officers.

[23:07] What are some of the pitfalls that loan officers fall into when they’re hiring someone?

[26:02] What is Kelly’s recommendation for people who have been on a committee for a while without launching business relationships?

[27:12] What are some really good strategies for loan officers that Kelly has seen a lot of success with?

[31:05] What are the three different roles? Kelly breaks down the three roles for three levels of responsibility.

[38:41] How does the compensation structure look like for these different roles? What is the compensation for different activities?

[45:55] What are some tools and resources that would be helpful for people in these roles?

[48:42] Kelly leaves us with one final tip.

[50:27] Get in touch with Kelly via email or LinkedIn.

[51:00] Kelly is also looking to put together a mastermind of other business development and marketing professionals around the country, so be sure to reach out if you’re interested in that.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Kelly Jones on LinkedIn

Email Kelly Jones

Canva

The Skimm

Morning Brew

Apr 12, 2018

On this episode, I get to sit down with Christine Beckwith, National Vice-President of Realtor® and Sales Management at AnnieMac Home Mortgage. She shares her insights about current trends and challenges and tips to build your business from her extensive years of experience in the industry. Tune in to find out more!

 

Key Takeaways:

[:57] Help Jennifer reach her goal of 100 reviews on iTunes!

[1:23] Jennifer introduces her guest for this episode — Christine Beckwith.

[3:46] What is AnnieMac and what is Christine’s role?

[7:30] How many loan officers does Christine work with?

[8:14] What does Christine see as the biggest challenge right now?

[16:09] What would Christine be doing to kickstart her business if she were starting over with full-time origination?

[19:40] Christine talks about holding first-time home-buyers seminars. What is her success rate with these, and what are some tips for getting people to show up?

[23:48] What are Christine’s thoughts on attending conferences?

[27:02] Jennifer summarizes her key takeaways from her conversation with Christine.

[28:50] Christine’s new book will be released soon. What is her book about and what inspired her to write it?

[34:48] What is Christine reading right now?

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Christine Beckwith on Linkedin

AnnieMac Home Mortgage

Clear Boundaries: Every Business Woman’s Essential Safety Guide, by Christine Beckwith  

National Association of Minority Mortgage Bankers of America (NAMMBA)

NAMMBA Conference

AnnieMac Worx

Mortgage Coach Podcast Episode: Home Buyer Workshop Mastermind with Dan Keller,
Christine Beckwith, and John Thomas

Dave Stevens, CEO of Mortgage Bankers Association

Wise Eyes: See Your Way to Success, by Christine Beckwith

Jessica Peterson on LinkedIn

Apr 5, 2018

On this episode, I want to share with you the difference between ‘IQ’ and ‘I do.’ Don’t just do things for people who are using and abusing you — focus on sharing your IQ, building those relationships and providing value to others! Tune in to find out more.

 

Key Takeaways:

[:38] Jennifer’s topic for this episode is the difference between “IQ” and “I do.”

[1:16] What does it mean to be “I do”?

[2:07] Loan officers need to be putting themselves out in the marketplace, particularly on social media.

[3:49] Instead of doing everything to get the business, provide value to get the business.

[6:25] Make sure that people know who you are, what you do and who you serve.

[8:07] Jennifer shares a personal anecdote of her experience with YouTube.

[9:08] Jennifer stresses the importance of only doing for people you have an actual relationship with.

[11:46] Please remember to share the podcast with others!



Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Mortgage Lending Thank You Notes — Jimmy Fallon spoof

Mar 29, 2018

Are you empowering your team and your team members? In this episode geared toward team leads and managers, I share some of the differences between enabling your team to be reliant on you and empowering your team to be successful. Tune in to find out how you can give your team the tools for success.

 

Key Takeaways:

[1:12] Jennifer’s topic for this episode is enabling vs. empowering.

[3:54] What is the difference between enabling and empowering?

[4:43] Jennifer shares her personal experience with a manager who didn’t empower his team.

[5:56] As a team lead or manager, you have to remember that you can’t do everyone’s job.

[7:59] How does Jennifer create teaching situations for her team?

[8:53] The first step is to ask them what they’ve done to rectify the problem.

[11:03] What is the second step in empowering your team?

[11:53] The next step involves coaching them through the process.

[13:52] What is the benefit of empowering your team?

[15:20] If you’re a team member who has a team lead or manager who doesn’t let you into the problem-solving process, encourage them to listen to this podcast!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Mar 22, 2018

On this episode, I get to sit down with Erik Janeczko, Head Coach and CEO of Maximum Acceleration. He is a certified and nationally recognized business coach and speaker with a proven track record. Tune in as we discuss trends in the market and how to capitalize on them to grow your business!

 

Key Takeaways:

[:54] Jennifer introduces her guest for this episode — Erik Janeczko.

[3:12] How long has Erik been coaching and how did his journey evolve into Maximum Acceleration?

[6:53] What is Erik telling his students who are feeling the pressure of having the sales go down this year?

[12:22] Erik share some examples of trends he is seeing in different markets.

[16:23] Erik has a personal anecdote about the importance of being aware of shifting market trends.

[18:13] What are some tips Erik has for taking some action today, in this market?

[23:37] How can you overcome and eliminate all the barriers to entry, in taking a new approach?

[29:26] “Who do you know” vs. “Do you know anybody” — What is the difference in these two approaches?

[33:58] Erik highlights the importance of being aware of, recognizing, and communicating those life events that could translate into more leads.

[36:09] What book is Erik reading right now?

[37:40] Jennifer brings up a key point — efficiency isn't always effective.

[41:34] Erik has a giveaway — a complimentary one-hour strategy session with Erik, plus some additional free resources!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Erik Janeczko

Maximum Acceleration

Loan Toolbox

Blue Ocean Strategy, by W. Chan Kim

The E-Myth, by Michael E. Gerber

Strategy Session with Erik

Free Resources

Mar 15, 2018

On this episode, I get to sit down with Donna Hamaker, one of my referral partners and top-producing real estate agent in the Washington, D.C. area. Donna shares her insights about the importance of communication, how consistency can help overcome peaks and valleys, and much more! Tune in now!

 

Key Takeaways:

[:51] Jennifer introduces her guest for this episode — Donna Hamaker.

[1:51] Who is Donna Hamaker?

[2:51] Donna’s clients come as customers and leave as family. What is the special attribute that draws clients to her for life?

[5:14] Loan officers have far less opportunity than Realtors® to cultivate a strong relationship due to the shorter interaction time. What would Donna do to build a strong relationship in that shorter period of time?

[7:50] Jennifer and Donna highlight the importance of maintaining contact with your clients, and to think of them as people and not transactions.

[10:33] Donna frequently shares with her clients that it’s not about her, it’s about them. How and why does she do that?

[13:35] What was the tipping point for Donna that made her practice so successful?

[19:13] What are some of Donna’s tips for loan officers to get her attention?

[24:46] What business tips does Donna have to share that she has learned over the years?

[27:53] What is Donna reading these days?

[31:53] Text the word ‘Launch’ to 66866 to immediately get a link to Jennifer’s book!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Donna Hamaker

Brian Buffini

The 5 Second Rule, by Mel Robbins

The Seven Levels of Communication, by Michael Maher

Mar 8, 2018

On this episode, I get to sit down with John Downs, branch manager with Caliber Home Loans, and founder and architect of Downs Capital. John and I discuss how he’s reinventing the process of getting a mortgage and why friends are so important to building a sustainable business. Tune in for more!

 

Key Takeaways:

[:28] Jennifer introduces her guest for this episode — John Downs.

[1:47] What does John’s production look like?

[3:34] How did John get into the mortgage business, and where was the tipping point that took him into the ‘mega-producer’ league?

[8:42] Jennifer highlights the importance of building relationships in business.

[10:57] John shares some of his backstory and how he changed his mindset to focus on his future growth.

[19:01] What steps did John take to grow his business from 2012 to 2018?

[24:42] John elaborates on the importance of understanding and then capitalizing on your niche by framing it to people.

[29:15] John shares the educator piece of his business and the importance of building friendships with people he works with.

[31:18] Jennifer encourages you to work with people who complement your business, not complicate it.

[33:21] What is John doing with regard to Facebook advertising?

[38:36] John and Jennifer discuss how visibility on Facebook or social media can boost your business so the key is to be consistent.

[42:29] John leaves us with a powerful message — focus on building a sustainable business of friends.

[45:50] Get connected with John on Facebook!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

John Downs

John Downs on Facebook

Mr. Shmooze: The Art and Science of Selling Through Relationships, by Richard Abraham

Living Forward: A Proven Plan to Stop Drifting and Get the Life You Want, by Michael Hyatt and Daniel Harkavy

Ninja Selling: Subtle Skills. Big Results., by Larry Kendall

LinkedIn

Start with Why: How Great Leaders Inspire Everyone to Take Action, by Simon Sinek

Gary Vaynerchuk

Mar 1, 2018

On this episode, I want to share with you my concept of the broken chain. If you feel like you’re doing all the right actions, but not getting the right results, your process may have a broken link. Tune in to find out where the broken link is, and the steps you can take to reconnect that link and move from action to results.

 

Key Takeaways:

[:24] Do you feel like you’re doing all the right actions, but you’re just not getting the right results?

[1:25] Jennifer’s concept is the broken chain. The first link in the chain is your passion, your why.

[6:44] The second link in the chain is having a business plan.

[8:07] Strategy is the third link in the chain. How are you going to accomplish the goals laid out in your business plan?

[9:16] After you have passion, plan, and strategy in place, the next step is action.

[9:45] The break in the chain happens here — in waiting and hoping, instead of following up.

[13:23] What should you be asking at the end of a conversation to take yourself out of the wait-and-hope stage?

[15:59] In the next stage, focus on reconnecting the links of the chain by taking the reins on the relationship so that it doesn’t separate.

[17:05] The next link is results. Your job is to connect the links to ensure you do not get lost in the wait-and-hope space but are instead building that link from action to results.

[17:43] Are you saying the right thing to the right people? If you’re not getting the results you want, you may be saying the right things to the wrong people and the wrong things to the right people.

[19:33] There is a third aspect to this — you may not want to work with them.

[21:50] Are you in the wait-and-hope space with the referral partners you’ve met with and think you have relationships with?

[22:20] Don’t forget to get a copy of Jennifer’s book, Launch!

 

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

The Compound Effect: Jumpstart Your Income, Your Life, Your success, by Darren Hardy

Launch! by Jennifer Du Plessis

Feb 22, 2018

In this episode, I share my thoughts on progression vs. perfection. Can everyone on our team be perfect like us? No, but they can make progress! Tune in to find out more!

 

Key Takeaways:

[:44] It is not possible for you to work at 100% in all areas of your business, all the time, as your business grows. Think about progression vs. perfection.

[3:30] Do not get hung up on requiring everyone around you to be perfect. Consider more if they are progressing towards certain goals.

[4:11] Jennifer gives an example from her personal experience about getting an assistant to schedule her appointments.

[6:35] Instead of honing in on the imperfections, try to focus on coaching, encouraging, and motivating team members along to make progress.

[7:31] It is your job as the leader to ensure that people feel comfortable enough to communicate openly to make progress possible.

[8:53] Look for progression, not perfection!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Feb 15, 2018

On this episode, I get to sit down with Jerome Mayne, who used to be in the mortgage lending space but is now a national speaker who speaks on a very important topic, mortgage fraud, and predatory lending. Tune in to find out more about his experiences and everything else you need to know about how to avoid getting into potentially grave situations.

 

Key Takeaways:

[1:01] Jennifer introduces her guest on this episode — Jerome Mayne.

[1:51] Who is Jerome and what is his background?

[4:30] Jerome shares his first experience with mortgage fraud and predatory lending.

[16:34] Jerome discusses other instances from his experiences about mortgage fraud.

[19:04] What happened to Jerome as a result of his actions?

[25:51] Jennifer highlights how easy it is to “accidentally” get involved in fraud.

[28:15] What are some things people should be looking out for to avoid getting trapped into being involved in fraudulent situations?

[32:21] Jennifer brings up the possibility of getting Certified in Mortgage Ethics (CME).

[35:21] Another part of avoiding getting entangled in a fraudulent arrangement is being knowledgeable about the other players in the transaction.

[39:09] Get in touch with Jerome to find out more about these difficult issues and do check out his book as well.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jerome Mayne

Diary of a White Collar Criminal, by Jerome Mayne

CME by NAPMW

Feb 8, 2018

On this episode, I get to sit down with  Paul Wheeler, an owner/broker and listing specialist with Accent, which he started in 1992. He shares his thoughts on Servant Heart Selling and how this approach has impacted his business in a positive way. Tune in to find out more about his tips and strategies that you can use in your business, too!

 

Key Takeaways:

[:39] Jennifer introduces her guest for this episode — Paul Wheeler.

[1:55] How did Paul get into the business?

[2:51] How does Paul lead by example in terms of investing in real estate?

[4:43] What does Paul’s team look like? How does the process work with his team?

[8:18] Paul comments on the general struggle with low inventory and the investor market.

[9:13] What is Servant Heart Selling and how has it impacted Paul’s business?

[11:41] How does Paul educate his clients? What is his process in this?

[14:48] When it comes to communicating, what does Paul do that sets him apart from the competition?

[19:08] What, specifically, in setting expectations, does Paul find in the ‘buy’ side of transactions?

[21:48] How involved is Paul’s lender in the process of setting and managing expectations for the buyer?

[27:35] To what extent does Paul engage in promotional activities, such as client appreciation parties, vs. classes and courses with his team or with his lender?

[31:06] What is Paul reading now?

[34:49] What are some things that help Paul establish his goals, and then allow him to consistently track his progress toward achieving his goal?

[40:25] Paul has some tools as a special gift for listeners!

[42:31] Paul leaves us with some final words of wisdom and encouragement.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Paul Wheeler

Real Estate CRM Software — Top Producer

Michael Maher

Traction: Get a Grip on Your Business, by Gino Wickman

Get a Grip: How to Get Everything You Want from Your Entrepreneurial Business, by Gino Wickman
and Mike Paton

The 12 Week Year: Get More Done in 12 Weeks than Others Do in 12 Months, by Brian P. Moran
and Michael Lennington

Client Decision-Making Tool — OCR

Listing Letter for Realtors®

Feb 1, 2018

On this episode, I get to sit down with Nathan Rufty, also known as the Nordstrom of mortgage lending. We discuss the opportunities offered by the ‘for-sale-by-owner’ market and the best strategies and techniques for tapping into this space. Tune in to find out more!

 

Key Takeaways:

[:43] Jennifer introduces her guest for this episode — Nathan Rufty.

[1:16] Nathan is known as the Nordstrom of mortgage lending. How did he perpetuate that terminology to differentiate himself?

[5:19] What does Nathan’s production look like for 2017? What are his plans for 2018?

[8:01] How is Nathan applying his Nordstrom effect to his online aggregation of new business?

[11:02] What is the mindset needed to go after the ‘for-sale-by-owner’ market?

[15:21] Who are the typical people who are in the ‘for-sale-by-owner’ space?

[18:15] What is the first step to engaging with the ‘for-sale-by-owner’ market?

[25:59] What are the issues surrounding compliance in this situation?

[27:36] What is Nathan’s perspective on using videos to reach prospective clients in this space?

[29:30] From a tangible perspective, what are Nathan’s strategies to capture the for-sale-by-owner market?

[34:33] What software does Nathan use for his open house spreadsheets?

[35:55] What has Nathan learned about putting his practices into action to streamline the process?

[40:19] How many contacts and leads does Nathan get from open houses held by owners? What is the trend with open houses?

[43:08] Nathan leaves us with some final words of advice.

[46:14] Check out Nathan’s website for more information!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Nathan Rufty

Mortgage Lending Mastery Podcast Episode 116: “Marketing Tips for Loan Originators”

OSI

Jan 25, 2018

On this episode, I get to chat with Kayvon, also known as the One Call Closer. He is one of the most efficient and sought-after sales trainers in closing clients over the phone with over 20 years of experience, and he is sharing his tips, strategies, and techniques to stop selling, and start closing. Tune in to find out more!

 

Key Takeaways:

[:24] Jennifer introduces her guest for this episode — Kayvon.

[1:50] Who is Kayvon and how did he get to where he is now?

[3:23] How can you get your clients to say yes? Kayvon breaks down the differences between selling and closing.

[8:29] Kayvon talks about the four things that must happen in order to qualify a client or referral.

[11:37] Jennifer brings up a specific point in the real estate agency about selling agents vs. listing agents — the focus should be on closing, not just selling.

[13:35] Kayvon brings up three objections that are often brought up, and the reasons why people bring up these objections.

[14:12] It is crucial to be listening, and listening to understand, to your client’s needs in order to close the sale. Kayvon and Jennifer discuss the importance of asking the right questions.

[15:52] Kayvon deconstructs the different types of selling, and the different types of ‘pain,’ when it comes to dealing with customers.

[18:55] Kayvon and Jennifer talk through the example of dealing with a single mother divorcee in a case study of how to close.

[21:29] Kayvon dives into the idea of the psychology of sales — asking the right questions, and understanding their pain points.

[31:15] What are some suggestions that Kayvon has on how to discover the client’s pain points? What are some questions that can be useful in the discovery process?

[34:58] Kayvon has a tip on how to address dealing with people who are not the main decision-makers.

[38:05] How can you tell that you’ve done a great job in the sales process to get to the close?

[40:37] Jennifer shares about the prudence of being aware that a client’s needs and pains can change through the sales process.

[42:58] When is the right time to ask for the close or for referrals?

[48:40] Jennifer recaps the practical steps you can take to stop selling and start closing.

[51:16] Kayvon leaves us with some final words of inspiration.

[53:29] Get in touch with Kayvon via his website to learn more about his strategies, techniques, and more!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Kayvon

Jan 18, 2018

In today’s episode, I get to sit down with Tony Thompson, the Vice-President of Growth and Strategy with Silverton Mortgage, who is also the founder of the National Association of Minority Mortgage Bankers of America (NAMMBA). Tune in to this episode to find out more about NAMMBA, and an exciting conference they’re organizing in April 2018!

 

Key Takeaways:

[:25] Jennifer introduces her guest for this episode — Tony Thompson.

[1:13] Who is Tony and what does he do at Silverton Mortgage?

[2:40] What is NAMMBA and how did it get started?

[7:00] Where are the local chapters of NAMMBA so far?

[8:43] An undertone for the NAMMBA is also to attract younger people to enter the mortgage business. Tony explains more about how NAMMBA helps to prepare and build the next generation of mortgage bankers.

[11:05] What is the National NAMMBA Conference 2018 about? Who are some of the speakers and what topics will be covered?

[21:43] It's going to be a great learning and networking opportunity, so be sure to reserve your spot at Connect 2018 ASAP! There are also special promotions in January for you to take advantage of.

[25:30] Jennifer recommends bringing your Realtor® partners for this event to build those relationships! See you at Connect 2018!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Tony Thompson

NAMMBA

Connect 2018

Jan 11, 2018

On this very timely episode, I have Gibran Nicholas, Chairman and CEO of the Certified Mortgage Planning Specialist (CMPS) Institute. The 2018 Tax Cuts and Jobs Act has finally been passed, and some major changes have been made. What are the changes and how will they affect you? Tune in to find out all the details about the seven changes in the tax laws that impact lending!

 

Key Takeaways:

[:50] Jennifer introduces her guest for this episode — Gibran Nicholas.

[2:18] Why do mortgage lenders need to know about the changes brought about by the 2018 Tax Cut and Jobs Act?

[4:25] The first change that has happened that impacts lenders is that the tax brackets have changed. What does this signify for lenders?

[6:12] The second change is that the standard deduction has gone up. This could be a good or bad thing, depending on your situation. Gibran explains further.

[9:41] Jennifer clarifies some aspects of the change regarding tax deductions. What benefits are there to itemizing, vs. opting for the standard tax deduction?

[16:15] The third change relates to the limitation on state and local taxes.

[20:50] The fourth point is a result of a change made to the college savings plan (529 plan).

[24:57] Change number five has made it better for real estate investors to make money in real estate!

[27:07] Was there any change in the capital gains tax for investors?

[28:10] What kind of changes have there been to deductions on the part of active investors?

[29:39] Gibran shares the changes that have come into place with regard to the acquisition indebtedness limit.

[35:45] The seventh change relates to home equity indebtedness.

[36:50] The last change has to do with the gift tax. Gibran explains how the gift tax works, and how it has changed.

[43:30] Jennifer clarifies the deductibility and non-deductibility of certain elements relating to mortgages.

[44:54] How would Gibran share the information about these changes with Realtors® and buyers?

[50:19] If you’re interested in becoming a CMPS, reach out to Gibran via email.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

CMPS Institute

Internal Rate of Return Calculators (CMPS)

How to Benefit from the New Tax Changes, CMPS Institute

The Gift Tax Myth: How to Navigate Around It, CMPS Institute

Email Gibran Nicholas

Jan 4, 2018

On this episode, I get to sit down with Nathan Rufty, a mortgage loan originator who also runs a marketing and coaching company called Mortgage Marketing Pros. In this information-laden episode, tune in to hear some tips from Nathan about how to capitalize on your existing network to get those leads you need!

 

Key Takeaways:

[:26] Jennifer introduces her guest for this episode — Nathan Rufty.

[1:44] What are some ways that loan officers can get to consumers directly?

[8:05] Jennifer and Nathan discuss the opportunities that lie within our own existing network of clients.

[13:34] Nathan breaks down the semantics of getting in touch with companies to tap into their base of employees.

[20:08] Apart from merely walking into their offices, or connecting via LinkedIn, what other suggestions does Nathan have to establish contact with the HR department of a company?

[24:29] Jennifer shares some of her techniques for connecting with and building new relationships with employees in companies.

[27:32] What is Nathan’s ROI on his efforts in this area?

[34:04] The relationship begins at closing, but the communication is vital throughout the loan process too. As a marketing professional, what are Nathan’s thoughts on retention of customers?

[38:06] Nathan and Jennifer discuss how long loan officers should maintain contact with their clients.

[42:21] It is important to start somewhere in the process of reaching out to clients.

[44:00] Nathan leaves us with a key piece of advice — use videos!


Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Nathan Rufty

Mortgage Marketing Pros

LinkedIn

Free Step-by-Step on How to Do Videos on YouTube

Dec 22, 2017

On this episode, I get to sit down with Michele Town of the Town Group within Arbor Financial, a mortgage broker in California. With experience in the industry since 1989 and $97 million closed in 2017, Michele has a wealth of tips and strategies to share to get your business off to a fantastic start in 2018. Tune in for Michele’s strategies for success!

 

Key Takeaways:

[:53] Jennifer introduces her guest for this episode
— Michele Town.

[2:02] How did Michele get into the business?

[8:15] Michele shares a little information about her team and some of her tips for building and managing a successful team.

[15:40] Michele takes us through a general loan process with her team.

[22:27] What are some of Michele’s quick and easy tips for getting your business off to a great start in 2018? #1: Get in touch with your referral partners and make appointments with them for 2018!

[28:39] Tip #2: Do a closing statement program to stay in touch with clients you closed in the previous year, and reach out to them and their sphere of influence.

[31:43] Tip #3: Tap into your existing database to do an annual review with the clients you’ve closed, and continue to cultivate that relationship with them.

[36:06] Michele shares some of her strategies and catchphrases for overcoming embarrassing situations while calling past clients.

[44:11] Michele leaves us with final words of advice to maximize our success in 2018.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Michele Town

Michele Town on LinkedIn

Tim Braheem

Dec 21, 2017

On this episode, I get to sit down with my daughter, Whitney Du Plessis, who is also an Account Representative with MGIC, a personal mortgage insurance company! Tune in as we discuss some of the myths and misconceptions around PMI, and a millennial’s take on the future of the lending industry.

 

Key Takeaways:

[:29] Jennifer introduces her guest for this episode
— Whitney Du Plessis.

[2:44] What are some of the myths about private mortgage insurance?

[6:40] Understanding the misconceptions surrounding private mortgage insurance opens up opportunities for refinances at times when it’s not about the rate.

[9:35] Where are some other sweet spots that loan officers should be considering to get their clients better rates and payments?

[14:16] What other myths does Whitney encounter about private mortgage insurance?

[17:16] MGIC is a great resource for loan officers to educate and train themselves, especially when their company is not able to provide those resources.

[20:51] How is technology changing the way loan officers interact with clients?

[24:24] What are some apps that people are using as an aggregator of consumers?

[27:53] What are some of the trends Whitney is seeing in the marketplace?

[32:55] Jennifer shares some of her tips for steps loan officers should be taking in order to set themselves up for success in 2018.

[36:12] Whitney highlights the importance of staying hungry at a time where others seem to be relaxing — you have to put in the work now to see the benefits when the spring market comes around.

[38:52] Jennifer recommends looking up the Generational Differences Chart to see what is truly important to members of different age groups.

[40:08] What is Whitney reading right now?

[46:45] Don’t forget to leave Jennifer a review or recommendation on iTunes or on her Facebook Page!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Whitney Du Plessis on LinkedIn

MGIC

Loan Officer Hub

Generational Differences Chart

How to Win Friends and Influence People, by Dale Carnegie

Kinetic Spark Consulting on Facebook

Dec 14, 2017

In this episode, I get to sit down with Dr. Mary Lamia (Ph.D.), author of What Motivates Getting Things Done: Procrastination, Emotions and Success. Are you task-driven or deadline-driven? Understanding your motivational style, and that of your team, can help you reduces anxieties and maximize success!

 

Key Takeaways:

[:32] Jennifer introduces her guest for this episode —
Dr. Mary Lamia.

[1:38] What are some of the things that are inhibiting mortgage lenders?

[7:03] Missing deadlines is not a result of procrastination — it is a sign of some other underlying issues or problems.

[9:14] Is it possible for people to change their motivational styles from deadline-driven to task-driven or vice-versa? Mary highlights some of the key differences between the different motivational styles.

[16:03] How can people with opposing motivational styles manage their differences in working styles, both in personal and professional relationships?

[20:53] In a situation where a deadline-driven person is the leader of a team, what are some things he or she can do to motivate his or her team, and reduce some of their anxieties?

[22:51] The avoidance of negative emotions can lead individuals to engage in highly stimulating activities.

[24:02] What are some things a deadline-driven leader needs to be aware of when working with a team of task-driven people? Mary shares some of the strategies of effective deadline-driven leaders.

[28:47] One of the problems of highly successful people who manage a lot of others is that they tend to be perfectionists.

[31:09] Shame and anxiety are powerful motivators of highly successful people. Are there people who are not affected by it?

[33:34] How can a task-oriented manager work better with their deadline-driven team? Mary shares some strategies.

[36:05] Having a daily tracking system can help people with both of these motivational styles. Jennifer shares her experiences with the effectiveness of the tracking systems in her team.

[39:35] Mary leaves us with some final words of wisdom: It is very important to understand who you are and who the people you work with are.

[40:25] Get in touch with Mary via her website to get more information on this topic!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Mary Lamia

What Motivates Getting Things Done: Procrastination, Emotions and Success, by Dr. Mary Lamia.

Dec 7, 2017

On this episode, I get to sit down with Patrick Tuttle, broker-owner of Legacy Real Estate, based in El Paso, Texas. We discuss the importance of proactive communication to build and maintain relationships, as well as choosing the right coach for your personality. Tune in to find out more!

 

Key Takeaways:

[:30] Jennifer introduces her guest for this episode — Patrick.

[1:06] How did Patrick get started in real estate?

[3:19] What made Patrick’s situation different from others that allowed him to achieve his level of success?

[6:08] What advice does Patrick have for real estate agents who are not really working a full week?

[10:30] Jennifer and Patrick discuss the importance of having good coaches and finding an approach that matches your personality in sales.

[15:00] Patrick is moving in a different direction with his firm. What is he doing with his firm now?

[18:56] By giving his agents more money to be responsible for their personal development, Patrick is allowing them to pick and choose exactly what is right for them.

[22:11] Needs change as people change, so it is important for people to have that autonomy to choose who they need as a coach.

[23:28] What are some strategies for loan officers to help them build and maintain relationships with new or current Realtors®?

[28:35] How can lenders break the barrier of building a partnership with a Realtor® for the first time?

[32:33] What are some things Patrick wishes his lenders did?

[36:04] Jennifer and Patrick discuss the idea of the 12 apostles.

[39:42] Patrick reminds listeners that accountability is crucial — find someone who will hold you accountable to do what you say you’re going to do.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Patrick Tuttle

Legacy Real Estate Services

Nov 30, 2017

In this episode, I get to sit down with Jacob Baadsgaard, the CEO and Founder of Disruptive Advertising. We talk about everything social media, so tune in to find out how you can start making smarter social media marketing decisions by using analytics!

 

Key Takeaways:

[:28] Jennifer introduces her guest for this episode — Jacob Baadsgaard.

[1:49] What inspired Jacob to enter the social media industry? He shares his background and how he transitioned into his current role.

[3:55] It’s not just about producing and putting out content and hoping for business — the focus needs to be on targeted marketing.

[6:15] What are some ways that mortgage lenders can improve their conversion ratio by paying for advertising to target and market?

[9:24] What are the costs per click in targeted marketing in the mortgage space?

[10:37] Does content on a landing page have any bearing on conversion? What kind of content produces the best conversion rates?

[13:50] What is the difference between Google and Facebook advertising?

[17:14] Jacob shares his personal experience of using his strategies to grow his business.

[18:12] Jacob has an analytics tool that his company uses to illustrate how productive a company’s advertising strategy is. He explains more.

[21:45] What are some social media aggregators that can help manage posting to multiple platforms? How can those be leveraged to make social media management easier?

[27:29] Jacob leaves us with some pearls of wisdom — invest your time in efforts that you can measure and improve.

[28:32] Jacob has a special gift for you, so check out his website!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Disruptive Advertising

Hootsuite

Buffer

Nov 23, 2017

In this episode, I get to sit down with Houtan Hormozian, the Vice-President of Crestico Inc., a mortgage lending and real estate firm in Los Angeles, California. How can you answer the tough questions we come across in the industry? Houtan has the answers!

 

Key Takeaways:

[:01] It’s Thanksgiving! Jennifer thanks everyone for supporting her through the years!

[1:21] Jennifer introduces her guest for this episode — Houtan Hormozian.

[2:41] What is Houtan’s background?

[3:33] When did Houtan get into mortgages?

[3:56] What kind of production is Houtan doing now?

[5:50] How does Houtan get his business?

[6:50] What compelled Houtan to write his article about answering the tough questions?

[8:53] How does Houtan answer the question “How is your company different from the others out there?”

[11:13] How does Houtan reference his experiences that stand him in good stead in the industry? How can someone who doesn’t have a lot of experience get around that?

[14:39] What is Houtan’s response to the typical question “What’s your rate?”

[18:47] What are some other approaches Houtan adopts to answer questions about buyer refinance?

[23:32] How often does Houtan bring up his experience to set himself apart from others in the industry?

[26:26] What are some of the biggest benefits that Houtan feels he has gained as a member of his local chapter?

[28:12] What other benefits are there to being a part of the local chapter? Houtan shares a personal anecdote.

[33:55] What is Houtan’s secret when it comes to marketing?

[35:33] Get in touch with Houtan by phone or email!

 

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Houtan Hormozian on LinkedIn

Crestico, Inc.

Answering the Tough Questions: Originators Must Be Prepared to Handle Challenging Queries from Borrowers, by Houtan HorMozian for the Scotsman Guide

Call Houtan Hormozian - 818 949 2345

Email Houtan Hormozian

Nov 16, 2017

On this episode, I get to sit down with Terry Ogburn, the renowned owner and lead business coach for Ogburn’s Business Solutions. He has some great tips, techniques and advice on managing your time better, goal setting, and business planning, so be sure to tune in!

 

Key Takeaways:

[:28] Jennifer introduces her guest for this episode — Terry Ogburn.

[1:59] How did Terry get to where he is today?

[4:14] Terry is offering one hour of complimentary coaching on time management!

[4:52] What are some tips Terry has about time management? Get rid of the myth that you must be good at time management — you need to be good at managing your time!

[8:29] Terry recommends mapping out your to-do list and setting realistic expectations about what can be achieved within a given time frame to avoid feeling overwhelmed. Is it that simple a fix?

[11:02] Take control of your schedule! The important thing to remember is not to erase appointments or tasks, but to replace them with another.

[14:13] How does Terry organize his calendar to ensure that the important things get done first?

[16:40] In the lending industry, success tends to be measured by numbers, and numbers only, which makes planning hard because there's no passion behind it. How does Terry approach goal setting and business planning?

[21:24] What are some techniques that people can use to help identify their purpose or passion?

[26:05] Terry recommends working backward from your goal — break each long-term major goal up into smaller chunks to get closer to your plan.

[31:43] What is Terry's advice for Realtors®?

[35:44] What is the first step to take? Terry talks us through his processes to more effectively manage time and achieve goals.

[42:20] Get in touch with Terry via email to claim your free time management module!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Terry Ogburn

Ogburn Business Solutions

Email Terry Ogburn

The 12 Week Year, by Brian P. Moran
and Michael Lennington

Nov 9, 2017

On this episode, I get to sit down with
Sheila Pack, a top producing real estate agent with RE/MAX Roots, in Winchester, Virginia. With over 13 years of experience in the industry and over 100 transactions last year, Sheila shares her tips for getting repeat clients and building long-lasting relationships. Tune in for more!

 

 

Key Takeaways:

[:30] Jennifer introduces her guest for this episode — Sheila Pack.

[1:39] What does Sheila’s current practice look like, and what does it comprise of?

[4:27] What got Sheila into the real estate business?

[5:26] What advice does Sheila have for someone just starting out on their career in real estate?

[8:37] Sheila has some other advice for someone brand new in the business to hit the ground running a little faster.

[9:33] What was Sheila’s tipping point that took her to the next level?

[11:54] Sheila has been coaching with Jennifer. How does she feel now, as compared to when she first started coaching?

[14:42] What is Sheila’s secret to keeping her clients close so that they become repeat clients in the future, as well as for getting new clients?

[17:09] Sheila and Jennifer discuss the importance of developing deeper relationships and delivering high-quality service with a personal touch.

[20:30] What kind of client appreciation party is Sheila doing this year? She walks us through the wine-tasting event she's been doing for the 4th consecutive year.

[28:05] What can lenders do to start doing business with top-producing Realtors®? Sheila shares some of the things that catch her attention.

[34:23] Sheila shares a personal anecdote of what a loan officer did that impressed her and Jennifer chimes in with her own method of building relationships with Realtors®.

[37:12] Sheila leaves us with her motto — treat your clients, not as you want to be treated, but as they want to be treated.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Sheila Pack on LinkedIn

Brian Buffini

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