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Stop Talking, Take Action, Get Results. Business and Personal Growth with Jen Du Plessis

Stop Talking, Take Action, Get Results. Business and Personal Growth with Jen Du Plessis
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Stop Talking, Take Action, Get Results. Business and Personal Growth with Jen Du Plessis
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Mar 14, 2019

In this episode, I want to share with you the importance of having a coach. Do you have a coach? Perhaps you do, but if you don’t, it’s time you consider getting one to help you take your business to new heights. Remember, proximity is power, and being around someone who has “been there, done that” helps you accelerate your success.

 

There are different levels of coaching — Done For You vs. Done With You. I share more about the differences between these levels and the many ways in which a coach can help you in your business. Having a coach gives you accountability and a coach can help you identify your blind spots and help you create breakthroughs. They provide motivation and encouragement, while also giving you the hard truths about your business. If you’re looking for someone to be a sounding board to help make tough decisions and to push you to achieve greater goals, you need a coach. Tune in to find out more as I share all the reasons why you need a coach!

 

Mentioned in This Episode:

Jennifer Du Plessis

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Launch! How to Take Your Business to New Heights, by Jennifer Du Plessis on Amazon

Mar 7, 2019

In this episode, I get to sit down with Leora Ruzin, Vice-President of Secondary Marketing at Guaranteed Rate, based in Chicago. She has 12 years of experience in the mortgage space and is also an army veteran. Like Jen, Leora is also a contributing writer for Mortgage Women Magazine, where she recently published the article 2019 — The Year of Me.

 

Leora shares her thoughts on the trends she’s observing in the mortgage industry in 2019, as well as some of the niche products she is seeing appear in the marketplace to cater to a different group of people, short-term financing, and changes in interest rates. We discuss the motivation behind her recent article 2019 — The Year of Me, and how she sees this playing out in the coming year. Ultimately, standing behind your own truth will create vulnerability that attracts clients and referral partners, rather than deflecting people. Leora also has some advice for people who need to do some soul-searching — it’s all about authenticity, being who you are, and knowing that it’s okay to ask for help and support when you need it. Tune in to find out more!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! How to Take Your Business to New Heights, by Jennifer Du Plessis on Amazon

Leora Ruzin on LinkedIn

“It's Time to Launch,” by Jennifer DuPlessis for Mortgage Women Magazine

“2019 — The Year of Me,” by Leora Ruzin for Mortgage Women Magazine

Grit: The Power of Passion and Perseverance, by Angela Duckworth

You Are a Badass Every Day, by Jen Sincero

Feb 28, 2019

On this episode, I get to sit down with Carl White, the founder of Mortgage Marketing Animals, where he and his team coach top loan officers to achieve financial success through tried and tested marketing strategies. Since he started off in the mortgage industry in 2000, Carl has been wildly successful, and now, his company closes over 300 loans a month on average, working a four-day work week and never working before 9 a.m. or after 5 p.m.

 

Carl shares more about how he made the transition from the healthcare industry to the mortgage industry and his realization that allowed him to revolutionize the way things were being done. He also explains why his advice is “Always wear black pants,” and why it’s so important to discover the one thing that brings in the most of your business and do it or remove the obstacles that prevent you from doing it. Carl and Jen also discuss how to hire for success by setting expectations and parameters and he reveals his tips for jumpstarting your business right now. Tune in to learn how to get business very quickly and do it in a way that allows for both efficiency and effectiveness.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! How to Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Carl White

Loanofficerstrategycall.com

Mortgage Marketing Animals

Ralph Watkins

“Eight Strategies to Stop the Stall,” by Jennifer DuPlessis, for Mortgage Women Magazine

Mortgage Lending Mastery Podcast Episode 146: “Niche to Grow Rich”


Feb 21, 2019

In this episode, I’d like to share more about how to harness the power of Facebook to get yourself virtually on stage and get some exposure, not only for yourself but also for strategic partners. I have some tips and strategies that you can put into practice right away when doing your Facebook Live interviews and videos that will definitely boost your business.

 

I share more about how to prepare effectively for Facebook interviews in terms of content, and how to get the right people in — the trick is to tap into your audience and engage with the three types of people you want to attract. I also go into the three things to cover in your interview or live video, and why it’s so important to keep your brand and image consistent. It’s all about the quality, not the quantity, and keeping it real. Tune in to find out more!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! How to Take Your Business to New Heights, by Jennifer Du Plessis on Amazon

Mortgage Lending Mastery Podcast Episode 145: “Daily Digital Deep Dive”


Feb 14, 2019

On this episode, I get to sit down with Regina Huber, Founder and CEO of Transform Your Performance. She draws from her 18 years of international experience in the corporate business world and extensive corporate and entrepreneurial experiences in five continents to help people who are leaders, aspiring leaders, and other business professionals to improve their performance.

 

Regina and I discuss her three simple strategies designed to transform your performance. Firstly, shift your mindset — move from a negative to a positive mindset, and keep your messaging centered around your audience and team, rather than yourself. Secondly, visualize your success to create it.  Finally, tap into your inner energy with Regina’s short exercise that will leave you feeling empowered and confident. Be sure to tune in to learn more about these strategies and more!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! How to Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Regina Huber

Transform Your Performance

Speak up, Stand out and Shine: Speak Powerfully in Any Situation, by Regina Huber

Miracle Morning, by Hal Elrod

Inclusion: Diversity, the New Workplace & the Will to Change, by Jennifer Brown

“Diversity and Inclusion Initiatives Thrive with Maximum Leadership Support” White Paper, by Transform Your Performance

Mortgage Lending Mastery Podcast Episode 172: “Catering to Under-Served Markets”


Feb 7, 2019

In this episode, I get to sit down with Chris Salem, accomplished business and emotional intelligence strategist, world-class speaker, award-winning author, certified mindset expert, radio show host and much more. He shares his expertise on how people can overcome their limiting beliefs to achieve sustainable success both in their personal and professional lives, as well as what it takes to be a “prosperneur.” Tune in to find out more!

 

Key Takeaways:

[:39] Jennifer introduces her guest for this episode — Chris Salem.

[2:24] How did Chris get started and what was his tipping point that got him to where he is today?

[7:14] Almost everyone struggles with limiting beliefs that hold them back.

[9:09] What is Chris’s response to those who blame the market or external factors for their lack of success?

[10:56] What are the steps to take to grow your mindset?

[13:28] What is the trigger that people need to be aware of that can help them overcome their limiting beliefs?

[17:14] How can people “clear the slate” with their limiting beliefs?

[18:47] Recognizing and dealing with the same emotions that hold you back, again and again, is not a failure.

[21:30] What else do people need to know about making that shift? It has to do with centering yourself.

[22:52] What does Chris do to help people? What is the process like to work with him?

[25:09] Chris originated the term ‘prosperneur.’ He explains more about what that means and how their life would look.

[30:09] Get in touch with Chris via his website, email, or social media.

[31:24] Chris leaves us with some final advice to start making that mindset shift.

[32:12] What is a quote that Chris loves?

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Chris Salem

Email Chris Salem

Chris Salem on Facebook

Chris Salem on LinkedIn

Books by Chris Salem

Sustainable Success with Chris Salem — Radio Show

Jan 31, 2019

In this episode, I get to sit down with Kerstin O’Shields, CEO and Founder of The Body Language Strategy System, a training program for learning to communicate leadership and executive presence through enhanced non-verbal communication, messaging, and leadership skills. Kerstin shares more about the importance of first impressions, how you can change the way you show up, and tips for improving your body language. Tune in to find out more!

 

Key Takeaways:

[:37] Jennifer introduces her guest for this episode — Kerstin O’Shields.

[3:18] How did Kerstin get into training people to manage their body language.

[5:55] Jennifer and Kerstin discuss how first impressions are made and the kind of impact they can have.

[11:37] What was the tipping point that made Kerstin transition from opera singing to teaching professionals about how to be more confident and engaging?

[15:59] What do people bring to a meeting with clients that can’t be accessed over the Internet or online?

[20:02] What are some of Kerstin’s tips to ensure that you're showing up properly? Kerstin explains more about the Four Pillars of Leadership.

[21:22] Kerstin explains more about how confidence comes across in body language.

[23:58] Confidence feeds into competence in terms of giving people that first impression.

[27:55] Trust is about making yourself open to others with your torso. Kerstin shares some examples of what this looks like for women and men.

[32:48] The last pillar is approachability and has to with emotions and how you express them with your face

[36:10] What strategies does Kerstin have for people who interact with clients primarily over the phone?

[40:35] What is Kerstin’s advice on how to maintain a good first impression in a professional setting?

[44:38] What is the one thing that someone can do today that will have the most impact?

[47:43] Kerstin shares her favorite book on body language.

[49:31] Get in touch with Kerstin via her website to find out more about her work.

[51:30] Kerstin leaves us with some final thoughts.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Kerstin O’Shields

Kerstin O’Shields on LinkedIn

Online Training Course by Kerstin O’Shields

Presence: Bringing Your Boldest Self to Your Biggest Challenges, by Amy Cuddy

“Your Body Language May Shape Who You Are” — TED Talk by Amy Cuddy

Jan 24, 2019

On this episode, I get to sit down with Kristin Messerli, CEO and Founder of Cultural Outreach, and the Managing Editor of Mortgage Women Magazine. Kristin’s focus is catering to the needs of underserved communities, Millennials, and women, and she shares her insights on some of the challenges that come up in this space. Tune in to also find out how you can work better with Millennials and to get some tips for improving your work environment, culture, lifestyle, and business.

 

Key Takeaways:

[:41] Jennifer introduces her guest for this episode — Kristin Messerli.

[2:09] What is Kristin’s mission and what has she been doing in the past few years to get into the space that she is in now?

[4:09] What was Kristin’s strategy with regard to moving into this space of serving under-served markets?

[6:15] What are some of the things that come up when it comes to hiring Millennials? What are some things people need to know to help Millennials be successful in mortgage lending?

[10:23] Kristin explains more about the company happy hour and how this ties into what Millennials demand in their jobs.

[11:48] What are some struggles and challenges that companies are having in catering to Millennials’ needs?

[14:08] Jennifer shares her own example of some of the challenges she faced in dealing with one of her Millennial employees. What is Kristin’s advice on how to manage and overcome challenges like that?

[20:36] Kristin addresses some of the negative stereotypes around Millennials.

[23:42] Kristin has some tips on how to improve your work environment, your culture, your lifestyle, and your business.

[26:00] What is Kristin reading?

[27:08] Kristin leaves us with some final words of wisdom about the workplace and managing the different cultural and age aspects of it.

[29:08] Kristin travels the country to conduct training and speak on these topics, as well as sales training for companies. Get in touch with her via social media or email.

[32:34] Do leave a review on iTunes to show your support, or send an email to Jennifer with any questions you have!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! How to Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Email Jennifer Du Plessis

Kristin Messerli

Kristin Messerli on LinkedIn

Kristin Messerli on Instagram

Kristin Messerli on Facebook

Email Kristin Messerli

Cultural Outreach

Mortgage Women Magazine

National Association of Minority Mortgage Bankers of America Annual Conference, April 2019

The Long-Distance Leader: Rules for Remarkable Remote Leadership, by Kevin Eikenberry and Wayne Turmel

The Well-Spoken Woman: Your Guide to Looking and Sounding Your Best, by Christine K. Jahnke

Jan 17, 2019

On this episode, I want to share my strategies for you to discover your value to your clients. Differentiating yourself, finding your niche, and communicating your unique brand to your clients will help them to see the specific value you bring to the table. Tune in to learn more about my three main strategies that will help you differentiate yourself in this competitive marketplace.

 

Key Takeaways:

[:39] Jennifer will be changing the name of the podcast to Stop Talking, Take Action, Get Results: Business and Personal Advice with Jen Du Plessis.

[1:56] Jennifer’s topic for this episode is the value to a client.

[2:38] What do you do to differentiate yourself from the competition? The first thing is branding.

[3:16] Jennifer shares a little more about price competition in business.

[5:46] The third thing to differentiate yourself stems from creating familiarity.

[7:04] Who do you want to attract in your business?

[9:10] Jennifer has three questions that can help guide you.

[11:42] Jennifer is putting together Group Coaching sessions for 2019 — do get in touch if you’re interested!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch!: How to Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

How to Fascinate Personality Test

Mortgage Lending Mastery Podcast Episode 146: “Niche to Grow Rich”

Email Jennifer Du Plessis

Jan 10, 2019

On this episode, I get to sit down with Todd Bookspan, who has been in the mortgage industry for 15 years, and was producing over 500 units and $100 million per year. He recently founded Win By Noon, a planner and tracker focused on improving productivity and time management. Tune in to this episode to learn more about Todd’s top tips for becoming more successful in your business, and how tracking your progress can help you achieve your goals.

 

Key Takeaways:

[1:28] Jennifer introduces her guest for this episode — Todd Bookspan.

[4:10] How did Todd get into the business and how did he get to his turning point?

[10:20] How did Todd leverage his team to get from 200 units to 400 units?

[14:19] Jennifer and Todd discuss the problem that business owners face when it comes to getting leads and referrals.

[20:58] In today’s world, you cannot do anything by default. Everything has to be done by design.

[23:36] What is Win By Noon, and how does it tie in with time management?

[30:18] Consistency is the key. Your future is a series of nows, so be consistent in doing the work necessary each and every day.

[34:49] Jennifer shares more about her strategy for making calls to get leads and get referrals.

[37:58] It is easy to get distracted if you’re not actually focusing on your list, and it’s all about building connections.

[43:25] Todd has several different variations of Win By Noon — learn more about the product and order your copy at Todd’s website.

[45:31] What’s Todd's favorite quote related to productivity or time management?

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Email Jennifer Du Plessis

Todd Bookspan

Email Todd Bookspan

Win By Noon

Win By Noon Quick Start Program

Todd Bookspan on Facebook

E-Myth, by Michael E. Gerber

Mortgage Lending Mastery Podcast Episode 098: “The 12 Apostles”

Mortgage Lending Mastery Podcast Episode 146: “Niche to Grow Rich”

Darren Hardy

Jan 3, 2019

In this episode, I get to sit down again with Kay Houghton. After being in the industry for only three-and-a-half years, Kay is closing almost $40 million with a team of seven people. How does she do it? Her secret is creating strategic partners who help her grow her business, and she shares her tips for finding and building those relationships that will benefit your business. Tune in to find out more!

 

Key Takeaways:

[:40] Jennifer introduces her guest for this episode — Kay Houghton.

[2:49] How did Kay get clients by digging in and creating relationships?

[5:49] Kay shares a personal anecdote about her strategic partner who also focuses on building relationships.

[8:14] 82% of real estate agents won’t make it through their first year. When thinking about creating strategic partnerships, is it better to face high turnover when working with new real estate agents, or try to establish a relationship with a top producer? How can you strategically build relationships at both ends of the spectrum?

[14:00] What is Kay’s advice to better approach potential strategic partners?

[16:47] Jennifer and Kay highlight that sometimes a potential strategic partner is not a good fit for us.

[18:11] How does Kay manage clients she doesn’t think are a good fit?

[24:04] Kay shares an example of a time when she took on a client who wasn’t a good fit for her business philosophy.

[25:44] What advice does Kay have about approaching strategic partners on a consistent basis?

[29:23] There needs to be a commitment from both parties in the relationship for it to work in the long term.

[33:29] Kay shares an example of why commitment and mutual benefit are so important in a strategic partnership.

[34:28] What is Kay reading right now?

[38:17] Get in touch with Kay by giving her a call or via her website.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Kay Houghton

Call Kay Houghton — 703-CALL KAY (225-5529)

Mortgage Lending Mastery Podcast Episode 163: “Hiring Professionals, Growing a Team”

Mortgage Lending Mastery Podcast Episode 146: “Niche to Grow Rich”

The Millionaire Real Estate Agent, by Gary Keller,
Dave Jenks, and Jay Papasan

The Miracle Morning, by Hal Elrod

Extreme Ownership, by Jocko Willink and Leif Babin

The Four Agreements: A Practical Guide to Personal Freedom, by Don Miguel Ruiz

Dec 27, 2018

In this episode, I get to sit down with Greg Simmons, a senior loan officer with First Savings Mortgage in Fairfax, Northern Virginia. He has 17 years of experience in the industry and unlike typical loan officers, he is not a “sales guy.” Greg shares more about how he has created his own path to success by playing to his strengths and has some tips for you to do the same as we move into the new year. Tune in to find out more!

 

Key Takeaways:

[1:02] Jennifer introduces her guest for this episode — Greg Simmons.

[1:41] Greg shares a little bit more about himself and his experience in the mortgage lending industry.

[3:34] How did Greg transition out from doing the back-end operations to front-end sales?

[7:29] What sets Greg apart and makes people want to work with him?

[10:36] Greg and Jennifer discuss the importance of saying ‘no’ to clients who are not a good fit.

[11:48] Who are some of Greg’s partners in his business, and how does he build those relationships?

[13:13] How does Greg work with Realtors® in more than just a transactional capacity?

[15:34] What does Greg predict for his growth in his business?

[18:55] What kinds of changes is Greg looking at making, as he moves into 2019?

[22:55] What is Greg’s strategy for next year?

[27:19] Jennifer shares her tip for asking for referrals.

[28:21] What is Greg’s niche?

[30:30] Greg shares some final words of wisdom.

[32:29] Jennifer encourages you to implement one idea in your practice in the new year.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch!: How to Take Your Business to New Heights,
by Jennifer Du Plessis

Greg Simmons

Greg Simmons on LinkedIn

Greg Simmons on Facebook

Dec 20, 2018

In this episode, I want to share some of Darrell Green’s insights into success. Over his 20-year career with the Washington Redskins, he has been an exemplary athlete and role model, and I recently got the chance to meet with him in person. Tune in to find out more about how he thinks of success and some tips for you to create success in your life and business, moving forward.

 

Key Takeaways:

[:39] Jennifer wants to share some of the key takeaways that she learned from listening to Darrell Green of the Washington Redskins.

[2:34] Jennifer explains more about Darrell Green’s paradoxical journey.

[3:55] Be yourself — everyone else is already taken.

[5:30] What is the 5x100 rule?

[7:56] How can you excel every day and get better every single day?

[9:57] Jared Green shared about the MV3 — Most Vital 3.

[11:20] Make sure that you know your purpose.

[13:26] Jennifer talks about the blocks that can get in the way of achieving your goals.

[16:40] What is a success cycle?

[19:27] Consumption is a key part of the success cycle, as is intellectual stimulation.

[24:14] The next year could be your best year ever.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

ClubCorp

Darrell Green of the Washington Redskins

Darrell Green

Jared Green

Mortgage Lending Mastery Podcast Episode 084: “7 Types of Negotiators”

Darren Hardy

DarrenDaily

Jennifer Du Plessis on Facebook

Living Your Best Year Ever, by Darren Hardy

Tim Braheem

The One Year Daily Wisdom, by Neil Wilson

Dec 13, 2018

In this episode, I get to sit down with Jeff Onofrio, whom I met at Mortgage Revolution 2018. He has been in the lending space since the early ’90s and in wanting to do things differently from everyone else, latched on to the idea of renovation and construction as his niche. Tune in to find out more about how he has been able to build a business that works for him, and how you can do the same.

 

Key Takeaways:

[:37] Jennifer introduces her guest for this episode — Jeff Onofrio.

[1:30] What was Jeff’s journey in the lending space?

[3:28] What was Jeff’s production like in the past, and how has it changed now that he has found a specific niche?

[6:04] What is Jeff doing to keep himself motivated?

[9:31] How does Jeff market his product?

[14:13] What is Jeff’s Initial Benefit Statement to contractors to motivate them to work with him?

[16:22] What are Jeff’s thoughts on the purchase-and-remodel program?

[19:16] What kind of questions or intel can Jeff develop from a relationship with a Realtor® that might help a loan officer position themselves better?

[23:29] Jennifer and Jeff discuss the area of refinances.

[26:10] What percentage of Jeff’s renovation business is conventional Fannie Mae? Streamlined vs. standard loans?

[29:23] What would Jeff’s strategy recommendation be for someone starting from scratch?

[34:53] How is Jeff planning to help people compress their time to success?

[37:41] Jennifer shares some tips relating to the marketing side of growing your business.

[38:54] What are some speed bumps that someone might encounter and what’s Jeff’s advice for overcoming them?

[41:00] Don’t forget to get Jeff’s checklist.

[42:40] Get in touch with Jeff by giving him a call or visiting his website or social media.

[44:29] Jeff leaves us with some final thoughts.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Jeff Onofrio on LinkedIn

Call Jeff Onofrio @ 609-217-9409

Email Jeff Onofrio

Mortgage Possible

Mortgage Revolution 2018

Mortgage Lending Mastery Podcast Episode 146: “Niche to Grow Rich”

Gary Vaynerchuk

4Ds: Daily Digital Deep Dive

Mortgage Coach

Renovate This

Dec 6, 2018

In this episode, I want to share something I learned at a conference I attended with Dr. James Dentley, CEO of NBC University and speaker trainer. Most people fall into one of four personality types — shark, dolphin, whale, and tilapia — and for each, there is a way to approach them. Jennifer shares some tips and techniques about speaking to each personality type, so be sure to tune in for more information!

 

Key Takeaways:

[:36] Jennifer wants to share something she learned at a conference she attended.

[2:15] Jennifer talks through the Shark/Dolphin/Whale/Tilapia personality diagram.

[6:03] What are some key things to know about each personality type?

[7:37] In a group setting, you will encounter a combination of personality types.

[9:04] How can you make an impression with each of these personality types?

[14:07] Following this strategy of catering to the different personality types can help you engage more of your audience.

[15:38] Jennifer shares how she plans to use these techniques in her personal and professional life.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Dr. James Dentley

Les Brown

DiSC Personality

Meyers-Briggs Personality

Mortgage Lending Mastery Podcast Episode: 084: “7 Types of Negotiators”

Nov 29, 2018

In this episode, I get to sit down with Bryan Schmidt of CrossCountry Mortgage, who works in the Chicago area. Bryan’s clients all come from a very small niche of about a 15-mile radius from his office. How does he manage to sustain and grow his business from within this extremely small niche? Spoiler alert — It’s all about cultivating strong relationships and becoming a trusted business partner. Tune in to find out more!

 

Key Takeaways:

[:38] Jennifer introduces her guest for this episode — Bryan Schmidt.

[1:54] How did Bryan get into the mortgage business?

[3:09] How is his team structured? What is Bryan’s role, and what are the other roles on his team?

[4:50] How did Bryan move from being a commodity loan officer to finding his niche? What was the process like?

[7:11] What portion of Bryan’s referral partners are Realtors®?

[8:00] How does Bryan say ‘no’?

[9:35] What is Bryan’s niche?

[10:30] What was Bryan’s tipping point that pushed him to take that leap into niching down?

[14:41] What are some of the key questions Bryan asks potential referral partners to set himself apart?

[22:16] How does Bryan build his relationships after the initial meeting?

[26:00] How does Bryan manage his CRM to convey the relevant information to his team?

[28:21] What kind of impact has Bryan seen on his practice as a result of his relationship cultivation?

[30:56] What are some skills that Bryan leverages to have impactful meetings?

[34:31] How did Bryan create and establish that trust within his groups for people to share about their weaknesses?

[36:55]  How does Bryan structure his meetings with his referral partners and what topics do they cover?

[42:08] It’s all about sharing your expertise with your partners.

[45:51] What advice does Bryan have for listeners? Where can they get started?

[49:33] What is Bryan reading right now?

[50:42] Get in touch with Bryan via email to pick his brain.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Bryan Schmidt

Email Bryan Schmidt

Certified Mortgage Planning Specialist

Gibran Nicholas

Momentifi

Relentless: From Good to Great to Unstoppable,
by Tim Grover

Nov 29, 2018

On this episode, I get to sit down with Kay Houghton, a real estate agent with Keller Williams, operating in the Northern Virginia area. In just 3 years, Kay has quickly become a top producing agent and she’s done it by hiring professionals and growing her team. Tune in to find out how she has been able to hire such an effective team, and what you can do to grow your business too.

 

Key Takeaways:

[:40] Jennifer introduces her guest for this episode — Kay Houghton.

[2:03] Jennifer highlights some of Kay’s statistics.

[3:54] What did Kay do that is different from the average real estate agent that entered the market?

[7:45] How did Kay start her process?

[11:29] What did Kay bring to her business from her previous experience in the corporate world?

[16:02] Jennifer and Kay discuss their experiences in hiring and growing a team.

[19:30] What is Kay’s hiring process?

[24:57] Jennifer and Kay unpack the idea that a team doesn’t have to be made up of perfect people.

[30:42] How does Kay expand her professional growth?

[34:51] Get in touch with Kay by giving her a call, sending an email, or through her website.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Kay Houghton

Email Kay Houghton

Call Kay Houghton — 703-CALL KAY (225-5529)

Mortgage Lending Mastery Podcast Episode 146: “Niche to Grow Rich”

The Millionaire Real Estate Agent, by Gary Keller,
Dave Jenks, and Jay Papasan

Indeed.com

Nov 20, 2018

On this episode, I get to sit down with Greg Fowler, Regional Sales Manager with Stewart Title in Colorado Springs, Colorado. He is a guru at all things digital, and he shares his expertise on the three gamechangers that you need to get started on to grow your business. Find out how you can leverage the most cutting edge technology in digital marketing solutions by tuning in to this exciting episode!

 

Key Takeaways:

[:37] Jennifer introduces her guest for this episode - Greg Fowler.

[2:27] Greg is in Title Insurance but also digital marketing. He shares a bit more about his background and what he does.

[6:07] What drives Greg crazy that loan officers and realtors are (not) doing in social media?

[7:30] What are the three main things that Greg believes you should be doing to attract your ideal clients? Geofencing, dynamic ads and videos in the form of Facebook Live.

[9:16] Greg explains how geofencing works and why it's a game-changer.

[13:15] How can you put a geofence around something?

[14:45] Greg explains more about retargeting programs.

[16:15] What are some steps that go into a retargeting program? Greg explains the importance of creating dynamic ads and how retargeting improves it.

[21:31] Greg breaks down the difference between a physical ad and a digital ad in terms of impact.

[23:42] How do Google and Facebook do analytics of your ad to ensure they're hitting the right audience?

[27:44] Rule #3 - 8000 impressions.

[33:27] Greg shares his recommendations for sites that help you build your ads.

[34:42] The last but most important aspect of digital marketing is video.

[39:26] Greg deconstructs the Facebook hierarchy when it comes to video - Facebook Live comes out on top.

[41:37] Is it better to schedule Facebook Lives? Greg and Jennifer discuss the ins and outs of posting videos to Facebook.

[46:34] If you don't start doing digital marketing, by 2020, you're going to be obsolete. And it's more about giving than asking.

[52:12] Jennifer and Greg highlight some of the areas in which they're creating valuable content.

[56:57] Find out more about Greg and what he does by connecting with him on Facebook.

[58:47] Greg hosts a show titled Real Estate Titans - do check it out.

[1:02:05] Greg leaves us with his favorite quote, and some words of wisdom.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Greg Fowler on LinkedIn

Greg Fowler on Facebook

Greg Fowler on Instagram

Real Estate Titans Live

Reach150

Adwords

Facebook Pixel

Upwork

Grade My Ads

Snappa

Canva

Animations.com

Gary Vaynerchuk

Mortgage Lending Mastery Podcast Episode 161: Working with Insurance Agents

Mortgage Lending Mastery Podcast Episode 145: Daily Digital Deep Dive

Jab, Jab, Jab, Right Hook, by Gary Vaynerchuk

Nov 15, 2018

On this episode, I get to sit down with Tony Iannarelli, an Insurance Agent with Liberty Mutual to answer one of our listener’s questions — how can you have a relationship with an insurance agent, as a loan officer. Tony gives us some great insights into the dynamic in this relationship, and what it means to be profit partners. Tune in to find out more!

 

Key Takeaways:

[1:50] Jennifer introduces her guest for this episode — Tony Iannarelli.

[3:44] What is Tony’s practice?

[8:06] Tony reflects back on his initial interactions with Jennifer and what she did that was a trigger to inspire him to build that relationship with her.

[12:14] Jennifer highlights the three possible outcomes when meeting with a potential partner.

[15:26] Jennifer and Tony discuss the dynamic in a relationship where one partner gives more leads to the other than he receives in return.

[18:54] It is important to consider the value of each referral to the loan officer compared to the insurance agent.

[22:07] How does the loan officer - insurance agent relationship work?

[24:26] Understanding why your profit partner wants certain introductions will help you make better referrals.

[30:08] Jennifer and Tony discuss some other ways insurance agents and loan officers can work together.

[37:25] Tony highlights the importance of working on your business as much as working in your business.

[40:33] Tony has some tips on how you can build and expand your audience.

[45:33] Jennifer elaborates on how getting connections can be mutually beneficial and the number of opportunities available for insurance agents and loan officers to work together.

[51:17] What are some of Tony’s parting thoughts on building relationships?

[54:24] Get in touch with Tony on social media or give him a call!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Tony Iannarelli

Tony Iannarelli on LinkedIn

Tony Iannarelli on Facebook

Call Tony Iannarelli at 202-495-8449

BNI Chapter — Nova Connections

Nov 8, 2018

In this episode, Jennifer shares some inspiration to help you through any adversity, keep yourself positive, and have a filled life that you can lead to your maximum potential. She highlights the importance of evaluating what your passions and motivations are but also what it is that’s holding you back. Tune in to find out more!

Key Takeaways:

[:36] Jennifer has an inspirational message to share with you to help you through adversity.

[1:08] You need to come to terms with yourself and keep promises to yourself.

[2:17] Ask yourself, what are you under the influence of? What is holding you back from moving forward?

[3:14] What are your passion and motivation?

[9:10] What are you successful at?

[11:38] Pain is a part of the growth to achieve the success you desire. Suffering is a choice.

[13:43] How do we change? Through the people that we meet.

[18:06] Success is not made in one day; it’s a series of actions that contribute to it.

[19:02] Jennifer shares her eight tips to live a filled life and reach your maximum potential.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

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

“212: The Extra Degree,” by Simple Truths on YouTube

Nov 1, 2018

On this episode, I get to sit down with Michael Fratantoni, Chief Economist and Senior Vice President of Research and Industry Technology at the Mortgage Bankers Association. Michael dives into his forecast for 2019, shedding light on his perspective of what’s going to happen nationally in the economy and how that relates to mortgages and real estate as a whole. Tune in to find out more!

 

Key Takeaways:

[:37] Jennifer introduces her guest for this episode — Michael Fratantoni.

[3:34] What does the current economy look like and what does Michael predict will happen in 2019, in terms of growth?

[6:42] What would Michael say to real estate agents or consumers to help them get over their fear mode?

[12:03] What are Michael’s thoughts on buyers taking higher home prices at lower rates today, rather than waiting it out?

[17:20] One of the topics that have recently been very popular is the reintroduction back into the market of 2-1 buydowns. Michael shares his insights from a risk perspective.

[21:15] What are some issues to be aware in the housing industry going into 2019?

[23:55] Michael and Jennifer discuss expectations for the real estate market.

[29:17] What are some changes that are happening in the lending market?

[31:37] What is going to happen with FHA premiums?

[32:39] Jennifer and Michael talk about different philosophies different lenders subscribe to.

[35:05] How important is it for lenders and real estate agents to communicate with and educate the consumers?

[37:20] Michael shares some thoughts about the challenges in the mortgage space.

[39:25] How will the presence of online lenders impact the market? Will competition push more companies toward mergers?

[44:57] Michael shares his final thoughts on the general environment going forward.

[50:01] Don’t forget to get your download of Michael’s presentation!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Michael Fratantoni

Mortgage Bankers Association

NAMMBA

National Mortgage Bankers Association Annual Convention 2018

Mortgage Coach

MBA Economic and Mortgage Finance Outlook, Presented by Michael Fratantoni

Oct 25, 2018

In this episode, I get to sit down with Keith Goeringer of Fairway Independent Mortgage Corporation. A 17-year veteran in the mortgage industry, his current expertise is geared toward providing training to brokers, Realtors®, mortgage companies, small businesses, and wholesale operations to become more efficient through the use of Virtual Assistants. Tune in to find out more about how this can help you grow your business!

 

Key Takeaways:

[1:12] Jennifer introduces her guest for this episode — Keith Goeringer.

[2:46] Where is Keith based now, and what has been his average loan amount?

[4:11] Keith shares more about his practice, his team, and his expertise.

[6:35] What is Keith closing now?

[7:39] Keith started an experiment last year. What was his experiment about, and what were the results?

[13:07] What are some of Keith’s takeaways from the experiment?

[16:18] How did Keith determine which activities to focus his energies on?

[21:42] What are some programs that Keith has combined to produce better results?

[24:42] Keith has set up his automation system, instead of the Virtual Assistant, to respond to leads.

[26:37] Combining different systems has given rise to new ideas — there is an unlimited potential for Virtual Assistants because things are constantly changing.

[33:20] What has Keith learned about connectivity?

[37:51] Keith has some great insights on lead conversion.

[43:14] When it comes to social media, what’s Keith’s approach to connecting with agents online?

[53:57] Keith shares the nitty-gritty of how he cold-connects on social media.

[1:00:42] Get in touch with Keith to find out more about his Virtual Assistant services and how you can implement this in your business.

[1:04:55] Keith leaves us with a final quote.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Keith Goeringer on LinkedIn

Keith Goeringer on Facebook

CheckOutEP.com

Loan Officer Virtual Assistants Facebook Group

Mortgage Revolution 2018

LendingTree

Tim Braheem, Performance Experts

Carl White, Mortgage Marketing Animals

List Reports

Listing Booster

Zapier

IFTTT

Oct 18, 2018

Do you know what type of negotiator you are? What types of negotiators your clients are? If you don’t, you could be losing out on so much! In this episode, Jennifer shares her take on the seven types of negotiators you will encounter in your business and some strategies and tips to handles them. Tune in to find out more about the People-Pleaser, the King-of-the-Hill, Earnest & Honest, and more!

 

Key Takeaways:

[:45] Mortgage Lending Mastery is expanding to include real estate agents, salespeople, and small entrepreneurs — please pay it forward by sharing this podcast with your networking groups!

[3:09] Jennifer wants to share her take on Brian Buffini’s seven types of negotiators.

[4:35] What are the seven types of negotiators?

[5:30] In order to determine the type of negotiator someone is, ask them what frustration point they’re at.

[6:31] What are some typical characteristics of a ‘People-Pleaser,’ and what are some things to be aware of when working with them?

[10:09] When dealing with a ‘King-of-the-Hill,’ be aware that they will always want to control the emotion and the environment. A prime example is Donald Trump.

[12:18] The ‘Earnest & Honest’ type negotiator does not enjoy haggling. How should you approach a client like this?

[13:48] A typical ‘Linear-Logical’ negotiator needs facts, numbers, and analysis to feel comfortable making a decision.

[15:25] The fifth type of negotiator is the ‘Emotional Ping-Pong.’ What do you need to know when working with them?

[17:08] The ‘Expediter’ talks fast; moves fast. What is the challenge in working with them?

[19:46] The final type of negotiator is the ‘Rocking Chair.’ The key to working with them is slowing down.

[22:03] Jennifer reviews the 7 types of negotiators.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch!: How to Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Brian Buffini

DiSC Profile

Jennifer's Live Video: Are you being yourself or trying to take on someone else’s identity?

Oct 11, 2018

In this episode, I get to sit down with Doug Smith again! Doug is a nationally known speaker, author, sales trainer, and performance coach with 35 years of experience. He has some fresh perspectives on what you need to know about the hiring process and how to build and lead a team to grow your business. Tune in to find out more.

 

Key Takeaways:

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

[1:31] At some point in your career, if you stay in this business long enough, you’re going to get to the point where you need help.

[4:10] What are some strategies that Doug has to prepare for the first hire?

[6:34] Jennifer stresses the importance of hiring for the right reason and purpose.

[9:14] Doug reflects back on the starting point of his career and the time it took to get the hang of the business.

[10:53] It is important to crunch the numbers before making a hire to assess if the new hire will put you in a better position than before.

[15:00] Consider what your needs and wants are from the new hire and start with one thing.

[18:28] Doug shares a fun exercise for you to try — The Fantasy List.

[24:04] What is the next step in the hiring process?

[28:25] Jennifer highlights her concept of Finder, Minder, and Grinder activities.

[32:14] If you aspire to be a top producer, follow the leaders.

[34:11] Bringing someone onto your team should be a long-term investment for a long-term payout.

[38:24] Use the same skills you use to grow your business to grow your team.

[40:57] Doug leaves us with some final thoughts about moving forward.

[46:48] Get in touch with Doug to find out more about him and his work via his website.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch!: How to Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Mortgage Lending Mastery Podcast Episode 132: “Plans and Activities for Success”

Doug Smith

Email Jennifer Du Plessis

Oct 4, 2018

In this episode, I get to sit down with someone who is very new to the industry to get some fresh perspectives. Matt Tran works with Village Mortgage in Andover, Massachusetts and has been a loan officer for little over a year. He joined the industry just out of college and is just starting out. He shares some of his perspectives on the industry and what he’s doing to set himself apart from the competition. Be sure to tune in for more!

 

Key Takeaways:

[1:01] Jennifer introduces her guest for this episode — Matt Tran.

[3:53] How did Matt get started with Village Mortgage right out of college?

[8:45] Jennifer shares some similarities between Matt’s story and her own.

[9:34] What is the best advice that Matt has received that he has implemented in his practice?

[11:52] Matt has built up a reputation for himself as Tran the mortgage man.

[14:52] What is Matt doing that sets him apart from his competitors?

[18:18] Matt and Jennifer discuss how he uses videos in his practice.

[22:19] What does Matt hope to achieve in his career over the next few years?

[24:59] Matt took one of Jennifer’s techniques and applied it to create business for himself with HVAC companies.

[29:29] What advice would Matt give to someone who is just starting out?

[32:34] Get in touch with Matt via Facebook or his website.

[32:55] What is Matt 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

Jennifer Du Plessis

Launch! How to Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Matthew Tran on Facebook

Tran the Mortgage Man

Mortgage Lending Mastery Episode 146: “Niche to Grow Rich”

Get a Financial Life: Personal Finance in Your Twenties and Thirties, by Beth Kobliner

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