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Mortgage Lending Mastery

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Now displaying: November, 2016
Nov 24, 2016

In this episode, I share my “7 Levels of Communication,” a 70-day process of following up and keeping in touch with business referral partners, so you never lose another potential lead again!

 

Key Takeaways:

[:25] What does Jennifer do once she meets a new referral partner?

[1:27] The process of keeping in touch — Jennifer has set up a system to help her with this crucial aspect, which she calls the "7 levels of communication."

[3:33] Jennifer talks about Michael Maher's book, 7L: The Seven Levels of Communication.

[4:02] The basis for Jennifer's 7 levels of communication is creating a structure that ensures she has done her best to follow up with her partners.

[5:08] Level 1 — Social media. Connecting with people on LinkedIn, Facebook, Instagram, and Twitter, and through mobile apps, makes contact easier.

[8:21] Jennifer talks about the importance of following up in a staggered manner.

[9:24] Level 2 — The phone call. Give them a call to touch base with them to schedule a face-to-face meeting, or clarify any doubts that they may have.

[10:50] Level 3 — The success story. Email them a success story that shows how you can help them.

[13:18] Level 4 — Send them a book. Share a book with them that's made a difference to you or your business.

[15:28] Level 5 — The 2nd phone call. Use the book as secondary follow-up opportunity to touch base with them, and see if there's anything you can help them with.

[16:29] Level 6 — Email them pertinent information. Send them information that's relevant to their business, based on issues they have brought up with you.

[18:04] Level 7 — The final phone call. Find out if you really have a basis for doing business with them and follow up with that.

[20:54] Jennifer recommends adding all these partners to your database to keep contact with them as future leads, via long-term drip campaigns.

[22:12] Be careful about adding everybody you meet to your database — this makes it too big, and you won't be able to manage it well.

[23:04] Jennifer challenges you to incorporate some of these levels into your practices — you can start small, but the important thing is to do something!

[23:43] A shout out to Bob, a listener of Mortgage Lending Mastery podcast!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

Kirney Lending Team on Facebook

7L: The Seven Levels of Communication, by Michael Maher

Simple Nexus

Mortgage Mapp

Excerpts from The Treasury of Quotes, by Jim Rohn

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

The Entrepreneur Roller Coaster, by Darren Hardy

Givers Gain: The BNI Story, by Ivan R. Misner and Jeff Morris

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

 

Nov 17, 2016

In this episode, we welcome Sam Parker, CEO and founder of My Credit Guy, so we can dispel a few myths vehiculated in the mortgage industry.

 

Key Takeaways:

[1:05] Sam is introduced as well as his philosophy and his business formula.

[2:50] The bad reputation credit repair has is unfortunately well earned. Sam explains why and how his company does things differently.

[6:40] My Credit Guy will establish current client needs but will also work on the long term with credit education and budgeting.

[10:05] Proactive communication is key, working with loan officers will require touching base every time a milestone is hit with a client.

[14:02] Some credit restoration specific myths are debunked, starting with Jen’s two pet peeves: high limit ratios and specifics about paying off collections.

[25:09] Profit and loss or charge offs are fancy ways to say the collection still belongs to the original creditor and has not been sold to a third party.

[27:10] Some credit related myths that loan officers tend perpetuate are covered, from closing credit card accounts to today’s credit “bad guys”.

[35:55] More myths are struck out: from goodwill deletions to short sales and touching on loan officers claiming to be performing credit repair.

[43:20] Sam talks about a few credit monitoring programs and recommends IdentityIQ.

[45:39] Contacting Sam via email is the quickest way to get in touch with him.

[48:37] Sam is currently reading Gary Vaynerchuk, and has enjoyed revisiting Napoleon Hill.

 

Mentioned in This Episode:

Napoleon Hill

Gary Vaynerchuk

Identity Guard

IdentityIQ

MOP Ratings

My Credit Guy

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

 

Nov 10, 2016

In today’s episode I get to interview Eric Louviere, the man known as the “Million Dollar Marketer”—and don’t we all just aim for that million dollar figure? Join us to get some tips.

 

Key Takeaways:

[1:00] M. Louviere is introduced along side his broad range of ventures and background.

[2:13] Business mindset is first and foremost an understanding of your value and your worth as a business.

[8:11] One of the first tips on getting paid your worth is to target affluent clients, which will require you to raise your game and specialize your practice.

[14:03] Clients coming from financial advisors will be about the advice and not about the price.

[15:37] To get high ticket clients, you need to situate your business to appeal to that kind of client, your logo, website, business card.

[18:52] When you have a good month, take advantage of it and invest back into your marketing.

[21:00] There are only 3 ways to make more money: more clients, upselling existing clients and raising your prices.

[23:05] In appealing to affluent clients, raising your rates may be counterintuitive, but it is worth it.

[28:00] Can you be a master of all trades with targeted strategic marketing?

[29:00] The most important part is to not be a commodity, package your services and add value to remain competitive.

[33:05] What can individuals in the lending business do to up their online marketing game.

[33:50] Where do your potential clients go online? Facebook combined to geotargeting will give you an edge no one else has!

[39:25] Facebook has a great advertising algorithm and will generate very high quality leads.

[44:25] The difference between places like LinkedIn and Facebook is that people are addicted to the latter.

[46:15] One of the key aspects may be to hire an online advertising professional, but the basic amount for say Facebook is so low it is worth the investment.

[50:03] Eric just read the book Relentless by Tim Grover and he leaves us with “if you want more, you’ve got to become more”.

 

Mentioned in This Episode:

Webvance.com

Relentless by Tim S. Grover

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

 

Nov 3, 2016

In this episode, I want to talk about the millennial generation — don’t roll your eyes! — and how it’s not one uniform block. Tune in to learn more on multi-level millennials and how to best reach those market segments of next generation home buyers.

 

Key Takeaways:

[1:03] Following a panel on next generation home buyers, we get a taste of who and what’s to come for the podcast.

[3:09] Just like baby boomers or generation X, There are different demographics within the millennials.

[4:08] We all tend to target only one demographic when there appears to be 3!

[4:38] The impacts of digital content on the 3 stages of buying: awareness, consideration, decision.

[9:42] There are specific ways to market to the 3 millennial demographics.

[9:50] Hipsters are 18 to 25 and are not ready to buy — you should target financial literacy.

[11:40] H.e.n.r.y.s are 26 to 30 and prime home buyers — they want the education.

[14:01] Harmonies are 31 to 36 and want to buy in the suburbs — you need to target education and referrals.

[17:37] I will be attending the Mortgage Star conference in utah November 15 to 17. Use the code MSJEN for 100$ off on the price of admission!

 

Mentioned in This Episode:

Mortgage Star

 

Matt Hensen, CEO of Simple Nexus

Dr. Frank Nothaft, Chief Economist of CoreLogic

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

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