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Mortgage Lending Mastery

The Mortgage Lending Mastery Show
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Now displaying: October, 2016
Oct 27, 2016

In this episode, I get to sit down for an interview with Mr. Dave Savage, Founder and CEO of Mortgage Coach. If you’ve never heard of this tool, just wait until you hear this podcast!

 

Key Takeaways:

[1:00] We take a few minutes to hear Mr. Savage on his career path and what brought about Mortgage Coach.

[3:33] The history on Mortgage Coach, how it was built and the moment the tipping point was reached is covered.

[7:01] The 1996 mortgage meltdown helped fine tune the business mission and highlighted who the clients were.

[11:20] Excel versus Mortgage Coach conversion rates are excellent, but do require a great loan officer.

[13:11] Having a Mortgage Coach is beneficial for anyone entering into a mortgage!

[14:51] Although the tool is for everyone, it requires a loan officer to tailor the data output to the client’s needs.

[19:05] A lot of loan officers are transaction oriented as opposed to aiming for the trusted advisor status.

[21:07] Some of the best ways to implement Mortgage Coach into your current database.

[26:12] There is a perception shift when entering the Mortgage Coach family and it is integral in its success.

[28:36] Jen and Dave touch on the use of Mortgage Coach at Apex and how this has made the company uniquely competitive.

[31:30] Digital access to numerous tools by the public is forcing mortgage professionals to grow into trusted advisors to remain competitive.

[33:08] Staying power is linked to expertise and differentiation but also to constantly bettering your practice.

[36:50] The Mortgage Coach has three mobile apps that serve different aspects of what the tool can do.

[39:35] Jen asks a question that should be put to loan officers to determine if they know their business.

[40:52] Dave talks about the coaches he’s had throughout his career and the books he’s been reading recently.

[47:25] The episode closes with the best ways to get started with Mortgage Coach as well as what Dave wants to leave with us: what is your why?

 

Mentioned in This Episode:

Dave Savage on Facebook, Linkedin, Instagram   

Give and Take by Adam Grant

The Entrepreneur Roller Coaster by Darren Hardy

The Challenger Sales by Matthew Dixon

Extreme Ownership by Jocko Willink

Insane Productivity for Mortgage Coach

Mastering the Rockefeller Habits

Apex Home Loans

Mortgage Coach

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

Oct 20, 2016

In this episode, I am going to challenge your business, challenge your habits and challenge you! Are you a life learner? Let’s find out...

 

Key Takeaways:

[2:10] Think back to the beginning of your career, you had to be an avid student to learn the ins and outs of our trade.

[3:10] Have you stopped learning since then? Let me test you today!

[3:40] Are you different today than you were prior to the Dodd Frank and the TRID update? How so?

[4:01] Have you read a business book in the last 6 months? If so, what was it called and what was it about?

[4:16] Do you subscribe to, and read, any mortgage specific magazines and journals?

[4:45] Have you mastered a new loan product in the last 6 months, or taken the time to read and know the end-to-end guidelines from one of your investors?

[5:20] Have you found a mentor in your area, and can you name your business coach?

[5:54] Do you subscribe to any newsletters about sales and have you attended an industry seminar recently?

[6:44] By asking these questions, I’m trying to remind you to build a long lasting business, one that will evolve and change with the times.

[8:24] Take action — write these questions down and ask yourself if you are doing all that you can.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

 

Oct 13, 2016

In this episode, I get to sit down for an interview with Mr. Steve Grossman, CEO of NJ Lenders in New Jersey. Join me as we explore his winning strategies, the tools he uses and some tips and tricks to better your business.

 

Key Takeaways:

[1:00] Who is Mr. Grossman: a look at some of his stellar accomplishments.

[2:10] Steve goes over how he got into the business of mortgage lending, and how his teams are built.

[5:15] A typical day at NJ Lending: work smarter, not harder.

[8:20] The importance of skill assessments in building a team to palliate your weaknesses.

[9:12] Key tipping points in Mr. Grossman’s career: where the rubber really hit the road.

[9:36] The first, and most important tipping point was  finding a good a customer relations management (CRM) software.

[13:22] “The Car Dealership” and “The Jeweler” --  analogies on how important CRMs can be.

[17:30] The second tipping point was learning to do marketing.

[18:45] The third tipping point was “Masterminding” and learning to network with peers.

[20:05] A good mastermind group can help you discover new tools, get over some roadblocks and ultimately grow your business.

[24:21] A little bit on fiscal literacy and the importance of using the right terminology.

[28:00] Becoming an expert in your own field and versed in adjoining fields will give you a competitive edge.

[30:20] Keep learning - talk with your accountant, your banker, your insurance representative, get to know their business.

[35:41] Mr. Grossman gives some advice on targeting your clients more efficiently: how, where, and with whom.

[40:40] Helping others grow their business will help you grow yours -- share your expertise!

[45:20] The grass isn’t always greener! Staying in one place for years has big advantages.

[47:40] Steve lists a few of good books to read or to listen to.

[49:30] And to close today’s episode, what does Steve Grossman want to leave with us?

 

Mentioned in This Episode:

The Big Leap: Conquer Your Hidden Fear and Take Life to the Next Level, by Gay Hendricks

Raving Fans: A Revolutionary Approach to Customer Service, by Ken Blanchard

Mortgage Coach

CMPS Institute

Jungo

Mortgage Returns

NJ Lenders

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

 

Oct 6, 2016

In this episode, I’m going to go over the ways you might be preventing yourself from climbing the famous ladder of success. Join me as I illustrate how your management style might be keeping you at the first rung.

 

Key Takeaways:

[0:19] Learn about coaching memberships at Kinetic Spark Consulting.

[1:10] Learning to recognize micromanagement so you can delegate and grow.

[4:11] In order to get to the next level, you have to let go of the ladder's rungs one at a time.

[6:45] How letting go will give you time to focus and get better at more critical aspects of your business.

[9:57] The question is: what do you need to let go of?

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

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