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Mortgage Lending Mastery

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Now displaying: June, 2017
Jun 29, 2017

In this episode, I get to sit down with Damion Lupo, one of the co-founders of Total Control Financial, a five-time author, and sought-after financial consultant for accredited investors and business owners. Tune in to this episode to find out how you can create your own wealth to set yourself up for the future.

 

Key Takeaways:

[:27] Jennifer introduces her guest for this episode — Damion Lupo.

[1:52] Damion advocates taking the reins and running with them as individuals, to create your own wealth and set yourself up for the future. He explains more about how this philosophy relates to investing.

[4:05] Does Damion think that the general population just doesn’t want to learn about managing their finances? Why do so many people entrust financial advisers with their managing their wealth?

[6:21] How should we be growing our wealth to ensure that we don’t outlive our money?

[8:13] Damion believes that the stock market is inevitably going to crash. He elaborates on what that means.

[9:20] What can we do as individuals to lower our tax liabilities?

[13:46] Why isn’t everyone using the eQRP?

[15:13] Jennifer sets up a hypothetical situation for Damion to analyse.

[17:52] What about a 401k that someone has with their company. What is Damion’s recommendation?

[19:30] What happens to the money in the eQRP? Does it have to be spent on something?

[21:28] If someone has an untaxed 401k, and moves it over to eQRP, are there taxes that have to be paid?

[22:50] Damion’s company is the only one in the country that does eQRP (but you don't need them to operate once it’s set up)!

[25:12] This plan can help people to reduce their tax liability by up to $120,000 a year. Where is that coming from?

[28:52] What are some of the limitations on what you can do with an eQRP?

[34:49] There are many things that can be done with money — the question is what is the plan and vision?

[35:30] Jennifer recommends a book about leverage — Misfortune 101, by Douglas Andrew.

[36:05] What are some of the next steps for someone listening in? How can this information be presented to someone else?

[38:34] Check out Damion’s website for a wealth of information!

[41:03] Damion leaves us with some final tips on growing your wealth and helping others create more wealth.

[42:30] Damion’s free book is available on his website! Be sure to reach out to him if you are anxious to grow, and he’ll do everything he can to help you!

[44:02] Damion is currently reading Be Obsessed Or Be Average, by Grant Cardone, and recommends that you check it out too!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Damion Lupo

Total Control Financial

Yokido

Rich Dad, Poor Dad, by Robert Kiyosaki

Missed Fortune 101, by Douglas Andrew

The 10x Rule Book, by Grant Cardone

Be Obsessed Or Be Average, by Grant Cardone

Darren Hardy

 

Jun 22, 2017

In this episode, I get to sit down with Christopher Browning, a business and confidence coach for men, and a marketing strategist who helps small businesses position themselves as premium offerings. Tune in to find out how saying no can help your business!

Key Takeaways:

[:30] Jennifer introduces her guest for this episode — Christopher Browning.

[1:50] How did Christopher get to the point where he decided to be a business and confidence coach for small businesses?

[5:48] Christopher shares some common examples of perfectionism, and how that prevents us from going out and taking action.

[9:13] In the mortgage space, the idea of perfectionism can be seen even in putting a flyer together. Instead of trying to make a perfect flyer, loan officers could be focusing their resources on what they’re really good at.

[10:33] How can we identify that we’re getting stuck in a situation where we’re seeking perfectionism in something we’re not good at?

[14:20] Most people don’t care about the process. They just want the outcome, and it doesn’t matter the steps you took to get there.

[15:46] Perfectionism often leads to procrastination, and procrastination often boils down to “I don’t know what to do,” “I don’t know how to do it,” or, “I don’t think it’s worth my time.”

[19:48] Jennifer raises the issue of the Bumblebee Syndrome, or Shiny Object Syndrome, where perfectionists flit from idea to idea, and nothing ever gets done because it’s not perfect enough. Christopher sheds some light on this — it’s about maintaining focus on a vision or goal that’s bigger than yourself.

[26:52] Perfectionism stems from a place of scarcity, instead of abundance.

[29:56] How do we discover what our “territory” is, so that we can confidently strut in our domains?

[33:13] When thinking about your value proposition, don’t look internally into what you think you want to provide. Look externally into what your customers are saying that you are doing!

[35:16] The second thing to do to discover your domain is to understand your strengths, optimize them, outsource things that don’t lie within your talent and strength scope, and then move from being a commodity to a premium product.

[41:45] Once your adopt the mindset of having a premium product, clients are naturally attracted to you, instead of you having to work to draw them in.

[44:14] In the scarcity mindset, people are fearful of losing potential earnings, instead of realizing that saying no to the wrong people opens the door to saying yes to all the right people. Christopher shares why he has chosen to work primarily with men as a business and confidence coach.

[48:40] When you make that shift to dealing only with clients who are right for you and your vision and mission, business becomes a whole lot easier, because those clients will refer you to other similar clients.

[51:44] Christopher shares a story of how fast things can happen once you make that change in your mindset.

[55:25] Get in touch with Christopher via email, and check out a special quiz he’s designed for lenders to figure out which phase you’re in, and what you need to work on to become a premium product!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Christopher Browning, Business and Confidence Coach

Email Christopher@SmartRapidGrowth.com

Email Coach@ChristopherBrowning.com

The War of Art, by Steven Pressfield

Strengths Finder (Gallup Organization), by Tom Rath 

Mortgage Lending Mastery Episode 81: On Demand or In Demand

Christopher’s Special Quiz for Listeners

Jun 15, 2017

In today’s competitive world, enough just isn’t enough. But don’t lose hope — just one degree can make all the difference!

 

Key Takeaways:

[:28] Jennifer thinks that in today’s competitive world, enough just isn’t enough anymore.

[1:58] Go through your perfect loan process, every single system, and see what you can do to take yourself out of the commodity world.

[3:10] Check out the video 212 degrees by Simple Truths on YouTube — it’s a big reminder for us that one degree can make a world of difference.

[4:39] It’s important to always be thinking, “What is that one degree that I can do that would make me different and better than my competition?”

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Mortgage Lending Mastery Episode 071: Jen’s Jots - Bitter or Better?

212 The Extra Degree Simple Truths on YouTube

Simple Truths

Daily Mentoring with Darren Hardy 

 

Jun 8, 2017

In today’s episode, I get to sit down with Dianne Crosby, an unbelievably high producer in the mortgage lending space. She was ranked #73 in Scotsman Guide’s Top Originators of 2016, and closed over $155m in just 2016. Tune in for her tips on how to become a successful loan officer!

Key Takeaways:

[:29] Jennifer introduces her guest for this episode — Dianne Crosby.

[2:25] Dianne has a degree in economics and a degree in law. She shares the story of how she got into the mortgage lending space.

[4:44] How has Dianne’s law training helped her in her career?

[6:21] What are some of the techniques that Dianne uses to convert people who are rate shopping?

[10:50] Dianne has no idea what her conversion ratio is!

[11:30] Dianne shares something she learned from another loan agent that has been really helpful to her — She converts rates to payments from the beginning of her calls.

[13:11] What was the tipping point in Dianne’s career that started exponentially growing her practice?

[16:30] What is Dianne’s perspective that creating a niche for yourself closes the door on other opportunities? How should you go about discovering your niche?

[19:55] Jennifer agrees with Dianne — lots of people recommend becoming a “chameleon” but that often causes you to lose your authenticity.

[23:55] How does Dianne use her authenticity to help her with conversion of deals? What kind of follow ups or strategies does Dianne use to generate more business for herself?

[28:00] What are some things that are in the forefront for Dianne?

[30:53] Is it just advanced approval that Dianne seeks for her clients, or does she take other steps to differentiate her offer?

[34:15] Dianne is engaged! And along with getting married, she’s also planning to buy a house together!

[37:12] Jennifer has an elaborate communications system that incorporates the human touch into her process, and that is incredibly important.

[39:13] What are Dianne’s sources to close as many deals as she’s closing?

[41:51] As a Certified Mortgage Planning Specialist, one of the things that Dianne does is annual reviews. How does she manage that?

[43:25] What does Dianne do on a regular basis with her regular real estate agents? How did she build up these relationships in the beginning?

[47:09] Dianne talks a little about her community involvement, and how she’s reaching out to people in her community.

[54:20] How does Dianne’s community involvement translate into getting business?

[59:24] Dianne leaves us with some advice and motivational words to turn our struggles into success.

[1:02:55] Remember to keep an eye out for Jennifer’s new book “Launch! Stop Talking. Take Action.” that will be released on July 1st!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Dianne Crosby

 

Jun 1, 2017

In this episode, I get to sit down with Jim Beach, author, radio show host, and serial entrepreneur. He’s an expert in cracking the code on starting a business, and today, he shares some tips to increase your emotional intelligence, and make a rockstar elevator pitch!

 

Key Takeaways:

[:29] Jennifer introduces her guest for this episode —
Jim Beach.

[1:41] What is Jim’s “why”? How has his passion driven him to where he is now?

[4:23] Jim believes that jobs exists on a spectrum — it’s unrealistic to assume that everyone is going to love what they do.

[7:30] How does the idea of emotional intelligence work within a team, and what can team leaders and members do to create a stronger unit?

[11:06] There are little things we can do to improve ourselves, such as keeping an emotional journal or scripting situations that you know will occur.

[13:51] Jennifer has been in lending for 34 years, an industry that is dominated by men. Responses to people having emotions has generally been “deal with it”!

[15:20] What has happened over the years that we have transitioned into paying more attention to emotional intelligence?

[20:59] What are some of Jim’s recommendations for being a ‘rockstar in the elevator’? He talks us through 14 songs he uses to help you create a unique selling proposition.

[29:04] Does Jim use the songs in isolation or does he make use of a blend of the songs?

[31:46] Jim advises you to have a brand or theme that transcends all the conversations you’re having, but also be prepared to adapt your pitch to suit different situations.

[34:04] You can find Jim’s 14 rockstar songs on YouTube!

[35:33] Jim talks about cracking the code on starting a business. He shares some tips that can allow you to make the transition to having other lines of income so that you are more aligned with what you want out of life.

[40:45] Jennifer suggests doing surveys as a means of discovering how you differentiate yourself.

[44:27] What does the future hold for Jim?

[45:57] Jim leaves us with some motivational words — Your dreams are achievable!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jim Beach

School for Startups, by Jim Beach

Start with Why, by Simon Sinek

Rock Stars in an Elevator Pitch on YouTube

4 Hour Work Week, by Tim Ferris

Jennifer Du Plessis, Kinetic Spark Consulting on Facebook

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