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: May, 2017
May 25, 2017

In today’s episode, I want to share what I’ve learned from Brian Buffini about the 7 types of negotiators. As loan officers in a competitive market, we need to learn more about negotiating, and our own negotiating style, to make the most of it.

 

Key Takeaways:

[:27] Jennifer wants to share something she learned from Brian Buffini.

[:55] The market is very competitive right now, so it’s of the utmost importance to learn about negotiating!

[2:07] The first type of negotiator is the people pleaser —  they want to be liked, and cater to everyone else’s needs.

[4:08] The second type of negotiator is the expeditor — they operate at high speed!

[5:35] The king of the hill is the third type of negotiator —  their focus is winning.

[6:42] The fourth type is the rocking chair negotiator — they are characterized by patience.

[7:33] The next type is earnest and honest — they’re easygoing, and have a laid-back approach.

[9:05] Number 6 is the emotional ping-pong — this is the client who vacillates, depending on their emotions.

[10:40] The last type of negotiator is the linear logical — a prime example is Mr. Spock.

[12:34] Jennifer provides a quick recap of the negotiator styles.

[14:18] Don’t forget to share this with your Realtors®!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Brian Buffini

May 18, 2017

In this episode, I get to sit down with Ray Wood, a 4th-generation real estate agent. Tune in to this episode to get some insight into how you can better approach real estate agents, and get some marketing and scripting scripts too!

 

Key Takeaways:

[:29] Jennifer introduces her guest for this episode —
Ray Wood.

[1:06] Who is Ray Wood?

[4:05] Ray has a website called Top Agents Playbook, with lots of great tools that you can check out.

[4:43] Ray tells the story of how he came up with the only three buyer qualifying questions you’ll ever need.

[10:03] You can share these three buyer qualifying questions with your real estate agents to help them, so that they can help you in the future.

[11:43] One of the most lucrative, profitable, successful, and enjoyable professional relationships Ray has ever had was with some mortgage officers!

[13:44] There’s no rule that says loan officers can’t cultivate their own leads to pass on to real estate agents!

[14:28] Ray elaborates on how his collaborative relationships with other professionals in his community benefited him and his partners.

[18:05] When it comes to marketing, Ray’s advice is to stay away from logos.

[20:22] What would be the best “orange” to share with a real estate agent to start building a richer relationship with them?

[23:01] What were Ray’s mortgage people doing to get him business?

[24:25] From a marketing point of view, one of the most important things to have is a testimonial. What is Ray’s method for getting a great testimonial?

[28:27] Jennifer has also used testimonials to great effect — she has even customized testimonials that she she sends off to customers, depending on their buyer profile!

[30:58] Ray has another win-win or 1-2 punch method to reconnect with clients, and get a testimonial from them.

[33:15] When you contact your referral partners, you have to do it with news! Ray shares a couple of emails he has had great success with.

[36:12] At networking events, Jennifer usually shares not just her own contact details, when asked for a business card, but the information of all her referral partners as well!

[38:16] Ray’s final piece of advice is to make relationships with people.

[39:32] Check out Ray’s Bloody Handy Price Reduction Scripts and Strategies!

[41:30] Ray also has lots of resources that you can check out and download — listen to his podcast, and be sure to visit his website!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Top Agents Playbook

Bloody Handy Price Reduction Scripts and Strategies

Top Agents Playbook Ray's Podcasts

May 4, 2017

In this episode, I get to sit down with Bert Martinez, a best-selling author, media personality, and speaker, to talk about his latest book Dominating Your Mind. Tune in for some great strategies to change your mindset and dominate your mind!

 

Key Takeaways:

[:30] Jennifer introduces her guest for this episode —
Bert Martinez.

[2:00] In Bert's book “Dominating Your Mind,” he has ten simple strategies that crush your fears, destroy your doubts, and make you unstoppable. Bert shares his experiences that gave rise to the book.

[7:22] What are five of these strategies that would be beneficial to a loan officer who is a salesperson?

[9:42] Bert's first strategy — Have a ridiculously high level of self-belief!

[12:22] If you lack self belief, it could be helpful to seek out people around you to help guide you and engage in that process of self-validation.

[14:10] Bert also recommends looking back at some of the amazing accomplishments that you have achieved — pat yourself on the back for it! Don't downplay your gifts.

[17:18] Jennifer has another suggestion to add on — make sure you're writing down your gratitudes. She writes three down every day!

[18:04] To build up your self-belief, in addition to getting friends to identify your best qualities, find a mentor who has accomplished things outside their reach. There are tons of people who have turned around their self-belief.

[19:15] Bert's second strategy — Refuse to let people or events control you or your attitude.

[22:40] Jennifer offers some advice about tackling phone calls — start with an easy call and let the momentum from its positive effect grow and elevate your mood and attitude.

[24:31] Bert shares a story about how his positive self-belief allowed him to grow his business without letting little losses get in the way, and how he incidentally developed his relationship with Arnold Schwarzenegger.

[28:36] Bert's third and most important strategy — You have the ability to reach your goals!

[34:23] Bert says that the comfort zone is the silent killer of dreams and lives. Why does he say that, and what can you do about it? Bert also has a personal anecdote of how staying in the comfort zone was killing his relationship with his wife.

[37:55] If you're struggling with an area of your life, you've probably become comfortable with it. Get out of your comfort zone — a coach can help!

[42:00] Bert believes that comfort zones are an illusion, because we are never standing still.

[43:10] Jennifer absolutely agrees with Bert's mindset. Practice doesn't make perfect; perfect practice makes perfect.

[45:55] Bert leaves us with some tips to get our of our comfort zones. Remember — you were created to succeed.

[48:15] Check out Bert's website for his books to get your copy of his life-changing book, and don't miss out on listening to his radio show, Money for Lunch, as well!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Dominating Your Mind, by Bert Martinez

Money For Lunch

1