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Mortgage Lending Mastery

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Now displaying: December, 2017
Dec 22, 2017

On this episode, I get to sit down with Michele Town of the Town Group within Arbor Financial, a mortgage broker in California. With experience in the industry since 1989 and $97 million closed in 2017, Michele has a wealth of tips and strategies to share to get your business off to a fantastic start in 2018. Tune in for Michele’s strategies for success!

 

Key Takeaways:

[:53] Jennifer introduces her guest for this episode
— Michele Town.

[2:02] How did Michele get into the business?

[8:15] Michele shares a little information about her team and some of her tips for building and managing a successful team.

[15:40] Michele takes us through a general loan process with her team.

[22:27] What are some of Michele’s quick and easy tips for getting your business off to a great start in 2018? #1: Get in touch with your referral partners and make appointments with them for 2018!

[28:39] Tip #2: Do a closing statement program to stay in touch with clients you closed in the previous year, and reach out to them and their sphere of influence.

[31:43] Tip #3: Tap into your existing database to do an annual review with the clients you’ve closed, and continue to cultivate that relationship with them.

[36:06] Michele shares some of her strategies and catchphrases for overcoming embarrassing situations while calling past clients.

[44:11] Michele leaves us with final words of advice to maximize our success in 2018.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Michele Town

Michele Town on LinkedIn

Tim Braheem

Dec 21, 2017

On this episode, I get to sit down with my daughter, Whitney Du Plessis, who is also an Account Representative with MGIC, a personal mortgage insurance company! Tune in as we discuss some of the myths and misconceptions around PMI, and a millennial’s take on the future of the lending industry.

 

Key Takeaways:

[:29] Jennifer introduces her guest for this episode
— Whitney Du Plessis.

[2:44] What are some of the myths about private mortgage insurance?

[6:40] Understanding the misconceptions surrounding private mortgage insurance opens up opportunities for refinances at times when it’s not about the rate.

[9:35] Where are some other sweet spots that loan officers should be considering to get their clients better rates and payments?

[14:16] What other myths does Whitney encounter about private mortgage insurance?

[17:16] MGIC is a great resource for loan officers to educate and train themselves, especially when their company is not able to provide those resources.

[20:51] How is technology changing the way loan officers interact with clients?

[24:24] What are some apps that people are using as an aggregator of consumers?

[27:53] What are some of the trends Whitney is seeing in the marketplace?

[32:55] Jennifer shares some of her tips for steps loan officers should be taking in order to set themselves up for success in 2018.

[36:12] Whitney highlights the importance of staying hungry at a time where others seem to be relaxing — you have to put in the work now to see the benefits when the spring market comes around.

[38:52] Jennifer recommends looking up the Generational Differences Chart to see what is truly important to members of different age groups.

[40:08] What is Whitney reading right now?

[46:45] Don’t forget to leave Jennifer a review or recommendation on iTunes or on her Facebook Page!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Whitney Du Plessis on LinkedIn

MGIC

Loan Officer Hub

Generational Differences Chart

How to Win Friends and Influence People, by Dale Carnegie

Kinetic Spark Consulting on Facebook

Dec 14, 2017

In this episode, I get to sit down with Dr. Mary Lamia (Ph.D.), author of What Motivates Getting Things Done: Procrastination, Emotions and Success. Are you task-driven or deadline-driven? Understanding your motivational style, and that of your team, can help you reduces anxieties and maximize success!

 

Key Takeaways:

[:32] Jennifer introduces her guest for this episode —
Dr. Mary Lamia.

[1:38] What are some of the things that are inhibiting mortgage lenders?

[7:03] Missing deadlines is not a result of procrastination — it is a sign of some other underlying issues or problems.

[9:14] Is it possible for people to change their motivational styles from deadline-driven to task-driven or vice-versa? Mary highlights some of the key differences between the different motivational styles.

[16:03] How can people with opposing motivational styles manage their differences in working styles, both in personal and professional relationships?

[20:53] In a situation where a deadline-driven person is the leader of a team, what are some things he or she can do to motivate his or her team, and reduce some of their anxieties?

[22:51] The avoidance of negative emotions can lead individuals to engage in highly stimulating activities.

[24:02] What are some things a deadline-driven leader needs to be aware of when working with a team of task-driven people? Mary shares some of the strategies of effective deadline-driven leaders.

[28:47] One of the problems of highly successful people who manage a lot of others is that they tend to be perfectionists.

[31:09] Shame and anxiety are powerful motivators of highly successful people. Are there people who are not affected by it?

[33:34] How can a task-oriented manager work better with their deadline-driven team? Mary shares some strategies.

[36:05] Having a daily tracking system can help people with both of these motivational styles. Jennifer shares her experiences with the effectiveness of the tracking systems in her team.

[39:35] Mary leaves us with some final words of wisdom: It is very important to understand who you are and who the people you work with are.

[40:25] Get in touch with Mary via her website to get more information on this topic!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Mary Lamia

What Motivates Getting Things Done: Procrastination, Emotions and Success, by Dr. Mary Lamia.

Dec 7, 2017

On this episode, I get to sit down with Patrick Tuttle, broker-owner of Legacy Real Estate, based in El Paso, Texas. We discuss the importance of proactive communication to build and maintain relationships, as well as choosing the right coach for your personality. Tune in to find out more!

 

Key Takeaways:

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

[1:06] How did Patrick get started in real estate?

[3:19] What made Patrick’s situation different from others that allowed him to achieve his level of success?

[6:08] What advice does Patrick have for real estate agents who are not really working a full week?

[10:30] Jennifer and Patrick discuss the importance of having good coaches and finding an approach that matches your personality in sales.

[15:00] Patrick is moving in a different direction with his firm. What is he doing with his firm now?

[18:56] By giving his agents more money to be responsible for their personal development, Patrick is allowing them to pick and choose exactly what is right for them.

[22:11] Needs change as people change, so it is important for people to have that autonomy to choose who they need as a coach.

[23:28] What are some strategies for loan officers to help them build and maintain relationships with new or current Realtors®?

[28:35] How can lenders break the barrier of building a partnership with a Realtor® for the first time?

[32:33] What are some things Patrick wishes his lenders did?

[36:04] Jennifer and Patrick discuss the idea of the 12 apostles.

[39:42] Patrick reminds listeners that accountability is crucial — find someone who will hold you accountable to do what you say you’re going to do.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Patrick Tuttle

Legacy Real Estate Services

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