Info

Mortgage Lending Mastery

The Mortgage Lending Mastery Show
RSS Feed
Mortgage Lending Mastery
2017
November
October
September
August
July
June
May
April
March
February
January


2016
December
November
October
September
August
July
June
May
April
March
February
January


2015
December
November
October
September
August
June
May
April
March
February
January


All Episodes
Archives
Now displaying: February, 2017
Feb 23, 2017

In this episode, I get to sit down with Stacey Brown Randall, who has one focus in life, which is to help business owners and salespeople avoid business failure. Tune in as Stacey talks about dealing with the fear of asking for referrals.

 

Key Takeaways:

[:35] Jennifer introduces her guest for this episode — Stacey Brown Randall!

[2:08] Let's talk about asking for referrals. What are Stacey's thoughts about this?

[4:50] 90% of us are willing not to get referrals, just because we don't want to have to ask. Stacey set out to figure out a way to generate referrals without asking.

[6:34] The tendency in the mortgage industry is to hide behind keyboard confidence. Is this a trend that has come about because of people's fear of asking?

[9:14] Stacey chooses to work with people in very crowded marketplaces, because it's easier to make herself stand out.

[10:00] You need a referral-generating plan as much as a prospecting plan.

[12:20] There is a need to go wider to get the prospects, and then once you have them, there is a need to go lower, to keep them. Work both the vertical and horizontal perspectives!

[14:30] What is the missing link in the client experience system, that compels them to refer people?

[17:44] Stacey explains the importance of work touch points and relationship-building touch points.

[20:51] What kind of referrals are Stacey's clients getting during the process of implementing her system, vs. in the long run?

[25:39] Jennifer shares her similar concept — the Love-o-meter!

[26:30] What are some ideas Stacey has to "wow" clients, at the beginning and at the end of the process?

[31:49] Stacey talks about the H-to-H sale.

[35:35] What does Stacey suggest when working with millennials who don't want to meet in person?

[38:47] It's not just about the client trusting you, but also about you trusting the client.

[41:30] Stacey has something very special for you — a free guide called "The Seven Deadly Sins of Generating Referrals!” Download it today at growthbyreferrals.com/mortgagemastery.

[42:57] What is Stacey 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

7 Deadly Sins of Generating Referral

Ask, by Ryan Levesque

 

Feb 16, 2017

In this episode, I challenge you to stop being bitter about the things in your life and world, and focus on getting better!

 

Key Takeaways:

[:26] Are you bitter or are you better?

[:53] Think about whether you are bitter about things in your life and world. Does that bitterness resonate with you?

[1:40] Jen challenges you to become better, so that your clients don't become bitter.

[2:15] Read ten pages every day so that you can get better.

[2:46] Don't be a negative Nelly!

[3:03] Get better. Stop being so bitter.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

 

Feb 9, 2017

In this episode, I get to sit down for an interview with Michael Griffiths, the #1 authority on Referral Marketing Training. Find out how you can grow your practice by building a great referral team that just keeps giving!

 

Key Takeaways:

[:30] Jennifer introduces her guest for today, Michael Griffiths.

[2:14] How can we get more referrals?

[4:34] How do we get around to having conversations about strategy?

[8:40] Accountability to each of your profitability partners is crucial!

[9:15] If you're helping 6 people get 3 things done each week, you're also getting 18 things done for you in return!

[10:53] Michael shares a little about supergroups, also known as a powergroup.

[13:20] Is it possible to have multiple supergroups?

[15:13] What kind of members should you look to recruit as your profitability partners and supergroup members, and how do you decide who should be in which category?

[17:29] What other factors should you consider, when picking people for your referral team?

[19:30] There are three other groups you should have, to increase your referral rate. First, have 12 cross-promotion partners.

[21:30] Content-distributors is another group to help increase your network reach.

[22:18] How is content-distribution different from cross-promotion?

[23:08] Affiliates are the last group, but paying for referrals is not something we are able to do in the lending space.

[25:51] There are two reasons why most referral relationships just fizzle out and why people don't generate as many referrals as they should — communication, and we don't train our partners.

[27:50] Jennifer finds being stereotyped as a mortgage lender, the most challenging part of getting referral partners. Does Michael agree?

[31:56] What does Michael have to say to people who think they're not going to the right places to network.

[34:54] There is a lack of understanding of the actual referral process. What are we missing in the actual referral process, that could help us convert more of the referrals?

[37:25] You can get a training manual to train your referral partners to be good referral partners, at referralmarketingguru.com.au/manual

[39:25] Thanking people for great referrals is important — how you do it can extend the life of the relationship, or kill it.

[41:14] How does the supergroup relate to the referral process? How do we get to know our group members more intimately, to be able to relate to them better?

[42:16] Visibility is not all that. It's about using your networks correctly.

[46:21] What can we do with the clients we already have?

[00:49:21] Michael leaves us with some words of wisdom — it always starts with the way you think.

[50:55] What do you do, when you feel like you give but don't receive?

[52:27] Check out Michael's website for a whole lot of great stuff to help your business!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Referral Marketing Guru

Training Manual by Michael Griffiths

Feb 2, 2017

In this episode, I want you to question if you are doing everything you can to grow yourself professionally and personally, to maximize your potential.

 

Key Takeaways:

[:29] Are you an intern or a PhD in your practice?

[:50] People don't want to work with assistants, they want to work with the owner of the company.

[:58] Are you becoming a life learner? Strive to continually expand your knowledge base and skills, both in and outside your industry.

[2:14] Jen challenges you to make yourself a PhD of your practice by reading up on everything possible to make yourself better.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

 

1