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Mortgage Lending Mastery

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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

Nov 2, 2017

On this episode, I get to sit down with Maureen Cioni,  social media manager at Mortgage Network, Inc. as she shares what it takes to manage your social media presence. Tune in for some techniques to harness the power of social media for your business.

 

Key Takeaways:

[:39] Jennifer introduces her guest for this episode — Maureen Cioni.

[1:33] Why is having a social media presence so important?

[5:08] Jennifer attended a conference a few years ago where she was advised not to share personal information about herself. Has that changed?

[7:26] Jennifer shares her own experience recently of doing a video of her opening up the box with her new book that was just released.

[8:44] Why do some things resonate so much more than others on social media?

[11:22] if you did something on social media that was successful, Maureen recommends doing it again and again.

[13:10] What are some new social media platforms that are coming up?

[15:35] What are the steps for developing more business through social media?

[18:04] Can social media be an avenue that is reliable to expand businesses in a specific area? Definitely! How?

[25:31] Monitor what others in your space are doing and how it’s working for them.

[30:04] In anything that you do online, consistency is key. People need to see you more often than you think.

[35:52] With regards to compliance, what are some of the emphatic no-nos to be aware of?

[38:13] Maureen leaves us with some advice to make the most of social media so that it becomes a reliable source of income.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Maureen Cioni on LinkedIn

“Master Online Interactions,” by Maureen Cioni for Scotsman Guide

Medium

Instagram

Snapchat

Pinterest

Tumblr

Hootsuite

Oct 26, 2017

On this episode, I want to share some of the catchphrases that I have found to be useful in my conversations. If you need help in your origination conversations, tune in for some great catchphrases that will let you control the conversation!

Key Takeaways:

[:25] Jennifer shares an audio testimonial she received from someone who attended one of her classes.

[2:56] Jennifer wants to share her experiences with catchphrases.

[5:10] Jennifer’s first catchphrase is about asking for permission to talk to someone!

[6:51] Jennifer’s second catchphrase is “with your permission.”

[9:28] Jennifer’s next catchphrase is tagged on to the first two — “Assuming you are comfortable.”

[11:52] “Would you be willing to…” is Jennifer’s next catchphrase to ease into the conversation.

[13:00] “I forgot to mention…” Jennifer used this catchphrase a long time ago! She shares an anecdote of her experience using it.

[19:05] Jennifer shares another real-life story of how she used the catchphrase, “It didn't occur to me until we hung up,” to turn a weakness into a strength.

[21:47] Jennifer’s next catchphrase is “I meant to remind/ask/tell you…”

[22:48] “The reason for my call is…” is Jennifer’s next catchphrase.

[25:44] Using some of these catchphrases will help you control the conversation. Jennifer also recommends taking the opportunity to go back and fix what you didn’t do right the first time.

[27:53] Please leave Jennifer a review if she’s made an impact on you, and check out her new book Launch! as well! If you have catchphrases that you use, drop Jennifer an email!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer’s Scripts

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

 

Oct 19, 2017

On this episode, I get to sit down with Craig Strent, CEO of Apex Home Loans, the company I work for! We discuss what it takes to be a consistent top producer for 15 years and the challenges that Craig faced on his road to success. Tune in for some great tips you can use in your business too!

 

Key Takeaways:

[:28] This episode is brought to you by Maxwell. Request a demo with Maxwell by texting ‘Maxwell’ to 797979 and receive a special discount when you mention ‘Spark’!

[1:39] Jennifer introduces her guest for this episode — Craig Strent.

[2:58] Who is Craig and how did he get into the mortgage business?

[4:30] How did Craig and his partner, Eric, move from dealing with subprime and being a loan officer to starting their own company?

[5:26] What were Craig’s experiences like getting started?

[7:00] What are some of the milestones that have contributed to making Craig who he is today?

[9:32] How did the knowledge that Craig gained as a result of becoming a CMPS influence how he worked with financial planners and advisors?

[11:40] What was the tipping point that caused Craig to realize that he would be focusing on working with financial planners?

[14:28] Why does Craig specifically choose to work with financial planners?

[16:50] Jennifer shares her perspective on why she works with financial planners.

[18:53] Regardless of what’s happening in the real estate market or the interest rate environment, life events occur and that can trigger an opportunity with a financial planner. The key is having a diversified business.

[21:21] What is the one mistake that Craig sees people making on a daily basis that prevents them from reaching new heights?

[25:23] Another mistake Craig has noticed is that people don’t invest in themselves.

[28:08] What are some of the roadblocks that people should be looking for that prevent them from taking action and how can they be overcome?

[31:40] In today’s hyper-competitive market, what challenges is Craig facing and how is he managing them?

[35:02] What are some of the pains and challenges that Craig had to go through in order to get where he is today? Craig shares some of his strategies for overcoming them.

[39:08] Success begets success and wealth begets wealth, but it’s not just about bringing different people in — the final product also has to be impeccable.

[41:55] It’s important to slow down to speed up.

[42:43] Craig has some final tips to help you achieve the success you’ve always dreamed of.

[46:14] Get in touch with Craig via email if you have any questions for him!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Email Craig Strent

Think and Grow Rich, by Napoleon Hill

Eat That Frog!: 21 Great Ways to Stop Procrastinating and Get More Done in Less Time, by Brian Tracy

 

Oct 12, 2017

On this episode, I get to sit down with Dennis Black, CEO of a sales training organization devoted exclusively to the development of sales and management professionals in the mortgage lending industry. Dennis has some great insights, so be sure to tune in!

Key Takeaways:

[:30] Jennifer introduces his guest for the episode — Dennis Black.

[1:30] What is Dennis’s background?

[4:30] How important is traditional sales training, given that it’s such a competitive market?

[7:20] Jennifer shares her own personal anecdote illustrating that someone who is good at what they do, may not be good at growing a business.

[8:59] The world we're in now is a digital lending world, and we need to adapt to it to succeed.

[11:00] Dennis has a tip that could really benefit you — interruption vs. transparent marketing.

[14:58] What do we need to do in order to be perceived as our highest value?

[17:40] Are loan officers adequately armed with enough knowledge and skillsets to actually help Realtors®?

[21:38] What are some of Dennis's best practices for training or retraining a team?

[24:37] It is crucial to make a commitment to training, and stick with it.

[28:05] What can we do to set ourselves apart from our peers, if we haven't been through a hardcore sales program? Dennis has some strategies with regards to conversations with clients.

[33:27] An often overlooked aspect that is critical is the follow-up.

[35:53] People have many justifications and excuses for not following up. What advice does Dennis have on these fronts?

[40:40] Jennifer summarizes the key takeaways from the discussion with Dennis.

[44:20] Check out Dennis's website for more information about what he does and to get in touch with him.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

“Know What Sets You Apart From Peers,” by Dennis Black for the Scotsman Guide (April 2017)

How to Get Your Competition Fired, by Randy Schwantz

“Find Your True Clients,” by Dennis Black for the Scotsman Guide (March 2017)

Why Borrowers Shop, by Dennis Black for the Scotsman Guide (January 2017)

 

Oct 5, 2017

On this episode, I get the chance to sit down with Rick Elmendorf, one of the top 100 mortgage brokers in the Scotsman Guide, who has a special focus on handling loans for veterans. Tune in as we discuss the importance of mindset when it comes to creating sustainable relationships and how he manages his business!

Key Takeaways:

[:28] This episode is brought to you by Maxwell. Request a demo with Maxwell by texting ‘Maxwell’ to 797979 and receive a special discount when you mention ‘Spark’!

[1:43] Jennifer introduces her guest for this episode — Rick Elmendorf.

[5:25] What does Rick’s team look like? What is his volume like?

[7:06] Rick describes what his business looks like in terms of leads.

[9:11] Apart from Realtors®, does Rick work with any other people, e.g. builders, financial planners?

[12:58] What was Rick’s tipping point in the business that has got him to where he is today?

[17:49] Rick works with his wife, Marie, on his business. How does that dynamic play out, and what does it bring to their relationship and business?

[20:40] One of Rick’s niches is dealing with veterans. What was his process to arrive at the point of not feeling like he was pigeonholing himself and limiting his avenues for revenue?

[24:32] Rick and Jennifer both believe that being focused on your three core values and strengths is the way to build a successful business. How would Rick convince someone of this fact?

[27:58] Jennifer shares her own personal anecdote of how being focused allowed her and her team to excel at what they were doing.

[30:57] Jennifer and Rick discuss his new book in relation to creating richer relationships.

[35:17] It’s really not about the rates that you have to offer, but the relationship that you build with your partners. How does Rick manage 65 different relationships with different agents?

[40:17] How can we change our partners’ perceptions of our relationships, or even convey to them the change in our own mindsets?

[51:03] What do Rick’s production partners and assistants do?

[57:40] What are Rick’s thoughts on having different people manage different phone calls on the front and back end?

[1:00:45] What does Rick do for fun?

[1:02:44] What is Rick reading now?

[1:05:38] Rick leaves us with some final 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

Rick Elmendorf

Loan Officer Revolution: Leading the Charge for Creating Realer Partnerships that Actually Work, by Rick Elmendorf

Todd Duncan

Darren Hardy

Tim Braheem — Performance Experts

Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life (Before 8AM), by Hal Elrod

The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales, by Chris Smith

The Solomon Secrets: 10 Keys to Extraordinary Success from Proverbs, by Robert Jeffress

Miracle Morning for Real Estate Agents: It's Your Time to Rise and Shine (The Miracle Morning Book Series) (Volume 2),
by Hal Elrod, Michael J. Maher, and Michael Reese

Sep 28, 2017

On this episode, Barry Habib joins me to discuss the latest move by the Feds. How does the Fed’s plan to reduce the balance sheet impact the real estate market? Tune in for a fresh-off-the-press outlook on rates in the short term and in 2018.

 

Key Takeaways:

[:27] This episode is brought to you by Maxwell. Request a demo with Maxwell by texting 'Maxwell' to 797979 and receive a special discount when you mention 'Spark'!

[1:37] Jennifer introduces her guest for this episode — Barry Habib.

[4:30] What is the move the Feds made, and how does that affect interest rates? Barry explains the current situation, what measures the Fed has taken and the impact that should be expected.

[14:25] We are in a hyper-competitive market.

[15:03] Barry believes that the Fed’s plan to reduce the balance sheet is doomed to failure before it even begins. Why?

[17:05] It is important to understand interest rates and the environment we are in from a historical perspective to appreciate what we have now. Understanding what a recession is is also crucial.

[20:40] Barry shares his thoughts on what the opportunities may be in the real estate industry in this context.

[24:24] Lenders need to help their real estate agents understand the true mechanics of rates and income in order to make a difference in a hyper-competitive market.

[26:56] Barry has some tips to set yourself apart from other lenders in the marketplace.

[30:30] How does someone buy a home? Barry takes us through the process — it’s important to sell to someone how they buy.

[34:30] Barry’s company produces a real estate report card for everyone that helps them understand the information available and shows them the financial opportunity.

[37:20] The median age of a first-time home buyer is 33. What were the birth rates like 33 years ago, and what does this mean for the demand side of real estate?

[38:57] Jennifer and Barry discuss appreciation in her own county, Loudoun County.

[42:25] What are Barry’s predictions for rates in the future? He shares some key indicators to watch for the upcoming year.

[45:24] If you’re looking for more quick information, get in touch with Barry via email, phone or his website.

[47:15] Jennifer shares an example of how she helps her clients to mathematically see the benefits of her proposals.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Barry Habib on LinkedIn

MBS Highway

Email Barry Habib

Email Support for MBS Highway

Call Barry at 732-526-7900

Maxwell

Brian Buffini

 

Sep 21, 2017

On this episode, I get to chat with Tara Carter, a rising star in the real estate industry. In just over two years, Tara has achieved amazing success. Tune in to this episode to find out how being genuine, keeping things simple, and being consistent can help your business.

Key Takeaways:

[:40] Jennifer introduces her guest for this episode —
Tara Carter.

[1:18] Who is Tara?

[2:56] Tara only got started two years ago in the real estate industry. How was the transition for her?

[5:33] What type of business is Tara closing? Does she have a team?

[6:35] How did Tara’s real estate career come together? What are the keys to achieving the kind of success Tara has in such a short time?

[8:21] Everyone has a database. What did Tara do differently from other Realtors® that set her apart?

[9:28] Where did Tara get the idea to ask about people’s businesses, rather than their families? How did she progress her conversations beyond that point?

[11:14] How does Tara structure her networking stacking?

[14:10] Jennifer shares her own experiences starting out and having to find her own ground.

[16:21] How did network stacking create and result in business for Tara?

[16:52] What other strategies has Tara learned from Michael Maher that she is implementing that contribute to her success?

[18:16] What is the ‘I Love You a Latte’ event? Tara explains, and shares about some other events she organizes throughout the year.

[20:50] Tara’s branding is a flamingo. Why did she choose a flamingo to represent her brand?

[24:05] What do Tara’s housewarming parties comprise? What role does her lender play in the event?

[26:46] How does Tara keep newly forged relationships moving forward?

[27:35] Tara’s housewarming parties also have a charity aspect to the event. She shares some of the charity events she has used in the past.

[28:30] Another factor in Tara’s success is the annual happy anniversary call.

[29:15] How can loan officers attract the attention of rising stars like Tara, and later, as a superstar, in a way that’s adding value to Realtors®?

[33:55] How many lenders does Tara work with? What does she love about what they do?

[36:37] Tara’s biggest tip is to be consistent. Start small, and keep it simple, but pick things and stick to them consistently throughout the year.

[40:35] Contact Tara via her personal cell phone number, 954-661-6990, or email her with any questions you may have!

[41:49] Don’t forget to leave a review for the show, and get your copy of Jennifer’s new book, Launch! Stop Talking. Take Action!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Call Tara Carter - 954-661-6990

Email Tara Carter

The 7 Levels of Communication: Go from Relationships to Referrals, by Michael Maher

 

Sep 14, 2017

In this episode, I encourage you to consider if you are on the offense or on the defense. Lean in and go on the offense to anticipate and communicate with clients! It will help you create a great customer experience.

 

Key Takeaways:

[:28] Jennifer’s topic today is about offense versus defense.

[1:05] Jennifer shares the sales tactic “The Alternative First.”

[1:15] What does it mean to be on defense?

[2:05] What are some actions you can take to be on the offense?

[4:20] Jennifer shares a personal anecdote of how being on the defense hindered her ability to do her job.

[6:04] Getting a call or text from a Realtor® asking for information is a sign that they have not been communicated with and their needs are not being met.

[7:06] Being on the offense is making your client smile.

[9:00] Go back to your Perfect Loan Process and look for the holes in communication. Where are you missing a step to convey some information to your client?

[11:05] Offense versus defense is really about being present, paying attention and anticipating what your clients’ needs are, instead of waiting for them to reach out to you.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

 

Sep 7, 2017

In this episode, I ask you to consider if your expenses are really enhancing your business, or are just expenses.

 

Key Takeaways:

[1:00] Jennifer is going to talk about enhancing versus expenses, which is especially important as we are winding down this year and looking to the next.

[1:35] Think about whether your expense is an expense for the sake of expense.

[2:46] Consider if your expenses will enhance your business, and not be just expenses.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

 

Aug 31, 2017

In this episode, I talk about why you only need the 12 apostles, or 12 dedicated referral partners to take your business to new heights. Forget chasing after hundreds of partners, focus on just the 12! I also have a great new product for you, so tune in to find out more!

Key Takeaways:

[:30] Jennifer wants to thank her colleague Jason Woods with Community Mortgage for inspiring the topic for this podcast.

[1:15] Less is more! More seems like more, but really, less is more. Build strong relationships with a select few partners, and really commit to them.

[3:40] Jennifer breaks down the numbers using the example of having 12 dedicated referral partners.

[7:40] Jennifer is offering a new product! A lifetime membership that grants you access to a whole lot of unbelievably valuable content, plus free updates for life — over $4000 of content at just $997!

[14:40] Jennifer has a special offer for listeners! If you purchase the lifetime membership, and leave a review on the podcast immediately after, you will get a $200 refund on your purchase!

[15:44] Just focus on your 12 apostles, and use the tools Jennifer is offering in her lifetime membership program to build your relationships with them.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Mortgage Mastery Lifetime Membership

 

Aug 24, 2017

In this episode, I get to sit down with the amazing, world-renowned author of The Seven Levels of Communication, Michael J. Maher. Tune in as Michael shares his wealth of knowledge on the importance of events to growing your business, as well as other tips for success!

 

Key Takeaways:

[:29] Jennifer introduces her guest for this episode — Michael J. Meyer.

[2:17] Jennifer sees two major challenges for lenders now: 1) The marketplace is extremely competitive right now, 2) People keep telling lenders what to do, when how to do it is really the problem. What are Michael’s thoughts on these challenges?

[4:40] There are three types of loan officers that approach Realtors® — Michael explains more.

[7:30] What are some strategies for creating better relationships?

[13:36] There’s a misconception among people going to networking events — it’s not about getting business, it’s about identifying potential partners.

[14:10] What are some roadblocks that someone would need to look out for, if they wanted to start doing some events to create stronger relationships? Michael talks about challenges in networking, and events.

[20:20] Is it possible to have too many events? Jennifer has many events that cater to the various groups of people she has relationships with.

[23:16] The easiest way to get started hosting events is a housewarming party BBQ.

[24:57] Jennifer shares her experience with hosting events — all of her events have a charitable element to them.

[28:45] What is the most critical thing to avoid failure, regardless of which idea you decide to adopt?

[34:30] What is the ideal size for an event?

[38:40] We need to get back into flow with our database, and events are the way to do it.

[40:15] Jennifer talks about the importance of creating a good memory in your partners’ minds!

[45:29] Jennifer is attending Michael’s coaching program starting September 4th!

[46:06] How did Michael get started?

[50:15] What has surprised Michael about the success that he has had?

[54:13] Jennifer shares some advice she would have given her 19-year-old self. What advice would Michael give to himself, as he was starting out on his career?

[58:57] It’s important to have an advisory board that can advise you on what you’re doing well, and what you need to let go of. It’s not about doing everything, for everyone, all the time. This is where systems can come into play.

[1:00:53] On the other hand, is there another extreme at which you become so disconnected that people think you’re not authentic?

[1:07:23] What is Michael’s take on champs and chumps?

[1:11:28] Michael leaves us with some final tips to ignite a spark in your business.

[1:16:37] Get in touch with Michael for his coaching courses, and events via his websites, or on Facebook!

[1:19:24] Don’t forget to leave a review on iTunes!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Michael J. Maher

Michael J. Maher on Facebook

The Seven Levels of Communication, by Michael J. Maher

Accelerate Course

Catalyst Coaching

GenGen Events

Lou Holtz

Darren Hardy

 

Aug 17, 2017

In this episode, I get to sit down with
Yvette Clermont, a Certified Mortgage Planner and Accredited Mortgage Professional as designated by MBA. Tune in as Yvette talks about the importance of engagement, and shares some marketing tips to boost your business!

 

Key Takeaways:

[:45] Jennifer introduces her guest for this episode — Yvette Clermont.

[2:39] How did Yvette get into the business, and how has she gotten to where she is now?

[4:44] At what point in her career did Yvette feel she had the tipping point at which she started excelling?

[6:53] Yvette is involved in the Mortgage Bankers Association (MBA). What is her role?

[8:20] Yvette talks about her team and her management style.

[12:34] What is Yvette’s definition of “people being on the bus,” and how does she set up her team?

[15:04] It takes a very strong leader to be able to accept constructive feedback and criticism from the team.

[16:23] What are Yvette’s thoughts on hiring her first assistant?

[18:33] It’s important to be reviewing relationships and be engaged with the people around us to ensure everyone is still on the same page.

[20:19] What does Yvette’s week look like in terms of communicating with her team?

[22:50] Yvette shares a little more about her virtual assistant, and how she contributes to the marketing efforts of the team.

[25:24] Yvette has a weekly pipeline meeting with her team to discuss and ascertain who needs to handle which aspects of the process, to ensure the clients’ needs are met.

[27:17] What does Yvette’s virtual assistant do for the closed loan database?

[29:10] What are some marketing techniques that Yvette uses?

[33:17] Social media is a great avenue to use in marketing, but be careful to check with the compliance department that you’re still adhering to all the regulations in place.

[35:34] Yvette shares some of her other techniques to get feedback from clients, such as Zillow reviews, Social Survey, and e-surveys in the middle of the process.

[37:05] Video marketing is a powerful tool to capture audiences in a fun and engaging way, and it’s really all about engaging people in all different ways.

[39:34] Yvette has some final words of wisdom — make the call that you don’t want to make, first.

[42:00] Get in touch with Yvette via email if you have any other questions for her!

[42:57] Don’t forget to pre-order your copy of Jennifer’s book Launch! 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

The Yvette Clermont Team

Email Yvette Clermont 

Mortgage Bankers Association (MBA)

Mortgage Action Alliance (MAA)

Zillow

Social Survey 

Eat That Frog!, by Brian Tracy

 

Aug 10, 2017

In this episode, I would like to share the 10-step action plan that could drastically change where your business plan is headed in 2018. Tune in to learn more about the 10 steps and get started preparing for the new year!

Key Takeaways:

[:30] Jennifer came across a 10-step action plan in Success Magazine, and would like to share that with you as we head into fall, and start preparing for the new year.

[2:15] #1: Find your purpose, and stick to your values. Have people around you who will inspire you on a regular basis to serve your purpose.

[4:05] #2: Be alone and learn to be comfortable alone.

[5:19] #3: Open up! Stereotyping people is easier, but reach out to really get to know people.

[7:56] #4: Compromise. Backing down isn’t a sign of weakness, and compromise can make a difference in your  life.

[8:29] #5: Take a step now to make a change! If you’re stressing about a problem, ask yourself what’s one thing I can do right now to alleviate it.

[9:17] #6: Connect deeper. Be present and remember, the conversation is not about you.

[9:59] #7: Love yourself. Take back control with positive thoughts.

[10:29] #8: Draw the line. Don’t overshare personal details, and have firm boundaries.

[11:15] #9: Talk it out. Relationships can get tense very quickly when finances are involved — keep the conversation open.

[12:09] #10: Look up! Reconnect with people who have inspired you to grow and move forward with your goals.

[13:55] Incorporating all these aspects into your business plan will drastically change the direction in which your business plan is going to go.

[14:10] Jennifer’s book Launch! Take Your Business to New Heights, is available for pre-order on Amazon. Be sure to check it out!

[15:10] Remember, you can always reach out to Jen via email!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Email Jennifer Du Plessis

Success Magazine

 

Aug 3, 2017

In this episode, I get to sit down with
Aaron Hendon, a real estate agent in Seattle, Washington. He is in the midst of writing a book about real estate blind spots. Tune in to find out what these blind spots are, and how you, your partners, and your clients can overcome them!

 

Key Takeaways:

[:51] Jennifer welcomes her guest for this episode — Aaron Hendon.

[1:55] Aaron talks a little about himself — How did he get to where he is now?

[3:34] What brought Aaron to the point where he is now writing a book?

[6:55] How many blind spots are there in real estate?

[7:50] Heuristics, or mental shortcuts people take that keep them from operating rationally, is one.

[8:23] Appearing as an authority to get more clients is another blind spot.

[9:45] Availability is a mental shortcut that people use — if something comes to mind more easily, it is more important. This is exactly the premise that staying top-of-mind operates on.

[12:43] Why is making decisions based on availability a blind spot?

[14:07] What are some ways that lenders can overcome clients’ tendencies to use the availability phenomenon in making decisions?

[18:39] How can lenders help their real estate agents be more aware of these blind spots, and help them overcome them?

[20:09] Lenders need to develop a way of working with their Realtor® partners on the front of education — sometimes, people don’t know what they don’t know, so it’s important to educate them.

[22:25] A lender or Realtor® cannot rely on asking the client what the most important aspect of the loan process is — they don’t even know it themselves.

[25:15] There is an increasing need to take the time to slow down and explain to clients about the blind spots they need to be aware of.

[26:22] Another big blind spot loan officers and Realtors® should be aware of is always trying to be a contributor.

[28:26] What are some examples of contributions that Aaron’s partners have made that have added value to his business?

[33:27] It’s really important to move beyond a transactional relationship between referral to one of building up the community to grow each other’s businesses.

[34:24] Aaron wraps up with some final thoughts about blind spots on the whole.

[38:36] It’s important to be able to outline for clients what value they get out of the price they are paying you.

[39:04] Aaron encourages you to have an authentic interest in being a contribution to the people you have to opportunity to serve.

[40:28] Get a copy of Aaron’s first book Don't Get Fooled Again, via his website, and get on his mailing list, as well, to get access to his next book when it’s released!

[42:54] Don’t forget to leave Jennifer a review on iTunes, and email her if you have any questions you want answered, or topics you would like to hear on the show!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Aaron Hendon on LinkedIn

Don’t Get Fooled Again, by Aaron Hendon

Email Jennifer Du Plessis

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