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: October, 2017
Oct 26, 2017

On this episode, I want to share some of the catchphrases that I have found to be useful in my conversations. If you need help in your origination conversations, tune in for some great catchphrases that will let you control the conversation!

Key Takeaways:

[:25] Jennifer shares an audio testimonial she received from someone who attended one of her classes.

[2:56] Jennifer wants to share her experiences with catchphrases.

[5:10] Jennifer’s first catchphrase is about asking for permission to talk to someone!

[6:51] Jennifer’s second catchphrase is “with your permission.”

[9:28] Jennifer’s next catchphrase is tagged on to the first two — “Assuming you are comfortable.”

[11:52] “Would you be willing to…” is Jennifer’s next catchphrase to ease into the conversation.

[13:00] “I forgot to mention…” Jennifer used this catchphrase a long time ago! She shares an anecdote of her experience using it.

[19:05] Jennifer shares another real-life story of how she used the catchphrase, “It didn't occur to me until we hung up,” to turn a weakness into a strength.

[21:47] Jennifer’s next catchphrase is “I meant to remind/ask/tell you…”

[22:48] “The reason for my call is…” is Jennifer’s next catchphrase.

[25:44] Using some of these catchphrases will help you control the conversation. Jennifer also recommends taking the opportunity to go back and fix what you didn’t do right the first time.

[27:53] Please leave Jennifer a review if she’s made an impact on you, and check out her new book Launch! as well! If you have catchphrases that you use, drop Jennifer an email!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer’s Scripts

Launch!: How to Take Your Business to New Heights,
by Jennifer Du Plessis

 

Oct 19, 2017

On this episode, I get to sit down with Craig Strent, CEO of Apex Home Loans, the company I work for! We discuss what it takes to be a consistent top producer for 15 years and the challenges that Craig faced on his road to success. Tune in for some great tips you can use in your business too!

 

Key Takeaways:

[:28] This episode is brought to you by Maxwell. Request a demo with Maxwell by texting ‘Maxwell’ to 797979 and receive a special discount when you mention ‘Spark’!

[1:39] Jennifer introduces her guest for this episode — Craig Strent.

[2:58] Who is Craig and how did he get into the mortgage business?

[4:30] How did Craig and his partner, Eric, move from dealing with subprime and being a loan officer to starting their own company?

[5:26] What were Craig’s experiences like getting started?

[7:00] What are some of the milestones that have contributed to making Craig who he is today?

[9:32] How did the knowledge that Craig gained as a result of becoming a CMPS influence how he worked with financial planners and advisors?

[11:40] What was the tipping point that caused Craig to realize that he would be focusing on working with financial planners?

[14:28] Why does Craig specifically choose to work with financial planners?

[16:50] Jennifer shares her perspective on why she works with financial planners.

[18:53] Regardless of what’s happening in the real estate market or the interest rate environment, life events occur and that can trigger an opportunity with a financial planner. The key is having a diversified business.

[21:21] What is the one mistake that Craig sees people making on a daily basis that prevents them from reaching new heights?

[25:23] Another mistake Craig has noticed is that people don’t invest in themselves.

[28:08] What are some of the roadblocks that people should be looking for that prevent them from taking action and how can they be overcome?

[31:40] In today’s hyper-competitive market, what challenges is Craig facing and how is he managing them?

[35:02] What are some of the pains and challenges that Craig had to go through in order to get where he is today? Craig shares some of his strategies for overcoming them.

[39:08] Success begets success and wealth begets wealth, but it’s not just about bringing different people in — the final product also has to be impeccable.

[41:55] It’s important to slow down to speed up.

[42:43] Craig has some final tips to help you achieve the success you’ve always dreamed of.

[46:14] Get in touch with Craig via email if you have any questions for him!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Email Craig Strent

Think and Grow Rich, by Napoleon Hill

Eat That Frog!: 21 Great Ways to Stop Procrastinating and Get More Done in Less Time, by Brian Tracy

 

Oct 12, 2017

On this episode, I get to sit down with Dennis Black, CEO of a sales training organization devoted exclusively to the development of sales and management professionals in the mortgage lending industry. Dennis has some great insights, so be sure to tune in!

Key Takeaways:

[:30] Jennifer introduces his guest for the episode — Dennis Black.

[1:30] What is Dennis’s background?

[4:30] How important is traditional sales training, given that it’s such a competitive market?

[7:20] Jennifer shares her own personal anecdote illustrating that someone who is good at what they do, may not be good at growing a business.

[8:59] The world we're in now is a digital lending world, and we need to adapt to it to succeed.

[11:00] Dennis has a tip that could really benefit you — interruption vs. transparent marketing.

[14:58] What do we need to do in order to be perceived as our highest value?

[17:40] Are loan officers adequately armed with enough knowledge and skillsets to actually help Realtors®?

[21:38] What are some of Dennis's best practices for training or retraining a team?

[24:37] It is crucial to make a commitment to training, and stick with it.

[28:05] What can we do to set ourselves apart from our peers, if we haven't been through a hardcore sales program? Dennis has some strategies with regards to conversations with clients.

[33:27] An often overlooked aspect that is critical is the follow-up.

[35:53] People have many justifications and excuses for not following up. What advice does Dennis have on these fronts?

[40:40] Jennifer summarizes the key takeaways from the discussion with Dennis.

[44:20] Check out Dennis's website for more information about what he does and to get in touch with him.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

“Know What Sets You Apart From Peers,” by Dennis Black for the Scotsman Guide (April 2017)

How to Get Your Competition Fired, by Randy Schwantz

“Find Your True Clients,” by Dennis Black for the Scotsman Guide (March 2017)

Why Borrowers Shop, by Dennis Black for the Scotsman Guide (January 2017)

 

Oct 5, 2017

On this episode, I get the chance to sit down with Rick Elmendorf, one of the top 100 mortgage brokers in the Scotsman Guide, who has a special focus on handling loans for veterans. Tune in as we discuss the importance of mindset when it comes to creating sustainable relationships and how he manages his business!

Key Takeaways:

[:28] This episode is brought to you by Maxwell. Request a demo with Maxwell by texting ‘Maxwell’ to 797979 and receive a special discount when you mention ‘Spark’!

[1:43] Jennifer introduces her guest for this episode — Rick Elmendorf.

[5:25] What does Rick’s team look like? What is his volume like?

[7:06] Rick describes what his business looks like in terms of leads.

[9:11] Apart from Realtors®, does Rick work with any other people, e.g. builders, financial planners?

[12:58] What was Rick’s tipping point in the business that has got him to where he is today?

[17:49] Rick works with his wife, Marie, on his business. How does that dynamic play out, and what does it bring to their relationship and business?

[20:40] One of Rick’s niches is dealing with veterans. What was his process to arrive at the point of not feeling like he was pigeonholing himself and limiting his avenues for revenue?

[24:32] Rick and Jennifer both believe that being focused on your three core values and strengths is the way to build a successful business. How would Rick convince someone of this fact?

[27:58] Jennifer shares her own personal anecdote of how being focused allowed her and her team to excel at what they were doing.

[30:57] Jennifer and Rick discuss his new book in relation to creating richer relationships.

[35:17] It’s really not about the rates that you have to offer, but the relationship that you build with your partners. How does Rick manage 65 different relationships with different agents?

[40:17] How can we change our partners’ perceptions of our relationships, or even convey to them the change in our own mindsets?

[51:03] What do Rick’s production partners and assistants do?

[57:40] What are Rick’s thoughts on having different people manage different phone calls on the front and back end?

[1:00:45] What does Rick do for fun?

[1:02:44] What is Rick reading now?

[1:05:38] Rick leaves us with some final words of wisdom.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Rick Elmendorf

Loan Officer Revolution: Leading the Charge for Creating Realer Partnerships that Actually Work, by Rick Elmendorf

Todd Duncan

Darren Hardy

Tim Braheem — Performance Experts

Miracle Morning: The Not-So-Obvious Secret Guaranteed to Transform Your Life (Before 8AM), by Hal Elrod

The Conversion Code: Capture Internet Leads, Create Quality Appointments, Close More Sales, by Chris Smith

The Solomon Secrets: 10 Keys to Extraordinary Success from Proverbs, by Robert Jeffress

Miracle Morning for Real Estate Agents: It's Your Time to Rise and Shine (The Miracle Morning Book Series) (Volume 2),
by Hal Elrod, Michael J. Maher, and Michael Reese

1