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Stop Talking, Take Action, Get Results. Business and Personal Growth with Jen Du Plessis

Stop Talking, Take Action, Get Results. Business and Personal Growth with Jen Du Plessis
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Stop Talking, Take Action, Get Results. Business and Personal Growth with Jen Du Plessis
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Now displaying: 2017
Jul 6, 2017

In this episode, I share with you some of my tips for setting yourself apart when it comes to writing pre-approval letters. Emailing is a thing of the past, but tune in to find out some ways you can differentiate yourself!

 

Key Takeaways:

[:30] Jennifer is really focused on working with listing agents — go to the Kinetic Spark Consulting website to get access to all sorts of great resources!

[1:33] Jennifer addresses the idea that enough is not enough anymore — one degree of difference can be all it takes to set you apart.

[3:13] How can you take pre-approval letters one step further? Emailing is a thing of the past, especially at the pace we’re going at these days!

[4:25] If Jennifer can avoid pre-approval letters, at all costs, she will. Her aim is to do advanced approvals instead.

[5:40] Call the listing agent to discuss the offer details, rather than waiting for them to call you as a proactive move.

[6:48] Offer lender certification, which provides a list of actions you have taken on behalf of the client in obtaining the approval.

[7:47] Share your loan estimate or total cost analysis with your listing agent.

[8:39] Follow up in a day or two with the listing agent — it really demonstrates that you’re a part of the buying agent's team.

[10:23] Jennifer has shared six or seven different ways to set yourself apart — be sure to use them to differentiate yourself from the rest!

[11:06] Don’t forget to go to Jennifer’s website and become a lifetime member to get access to all the goodies she has provided!

[11:37] Jennifer’s book is out for pre-sales right now! Place your order today!

 

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 Podcast 087: When Enough is Not Enough

212 The Extra Degree Simple Truths on YouTube

Rocket Mortgage

Simple Nexus 

Launch, by Jennifer Du Plessis (Pre-sale)

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

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

Apr 27, 2017

In this episode, I talk about the difference between being on demand, and in demand. Tune in to find out how you can take control of your life and plans by changing from being on demand, to in demand.

 

Key Takeaways:

[:35] Jennifer continues with her comparisons of how you run your business and your mindset. Today's topic is on demand vs. in demand.

[:57] What does it mean to be on demand?

[4:17] What does it mean to be in demand?

[5:05] Asking questions like "When do you need it?" help you take control of your life and be in demand, rather than on demand.

[6:35] Always look at yourself from a mindset perspective in your practices, instead of running around like chickens with your heads cut off.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Apr 20, 2017

In this episode, I get to sit down with Stacey Alcorn — author, blogger, entrepreneur, startup expert, keynote speaker, and owner of the 4th largest real estate firm in Massachusetts, LAER Realty. Tune in to find out how she interviewed her way to the top!

 

Key Takeaways:

[:29] Jennifer introduces her guest for this episode — Stacey Alcorn

[1:35] How did Stacey get to where she is today?

[4:45] It is Jennifer's 34th anniversary in mortgage lending!

[5:25] Stacey likes to talk about the small, everyday successes. How do these small, everyday successes help her reach greater achievements and accomplishments?

[9:00] A lot of people feel like they can't reach their big goals because of their own limiting beliefs, but also because of the naysayers around them. How can we put blinders on, to tune naysayers out?

[11:17] Stacey shares a personal anecdote of how family can be the ones bringing you down, in their attempt to protect you.

[13:15] The idea of complement vs. complicate. How can we focus on constructive energy on a daily basis?

[18:03] Jennifer has some book recommendations related to the idea of concentrating on positive energy and building on it.

[20:03] What is Stacey observing in the real estate market as it relates to the relationship with loan officers? What tips does Stacey have for creating strong relationships with real estate agents?

[28:00] In Stacey's process of building relationships by interviewing potential business prospects, is there a point at which she gets to talk about herself and what she does?

[32:09] With regards to the relationship between real estate agents and loan officers, what are some things loan officers do that agents love, or hate?

[35:25] Do some research before dropping in on agents in the office — it may not be the case in your area that the top producers are in the office all day!

[36:26] Jennifer sums up this episode's biggest takeaway — start interviewing real estate agents for the purpose of sharing that information with others!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Reach, by Stacey Alcorn

LAER Realty Partners

The Secret, by Rhonda Byrne

Masaru Emoto Water Experiment

How to Win Friends and Influence People, by
Dale Carnegie

Apr 13, 2017

In this episode, I get to sit down with Randy Rayess, the co-founder of Outgrow, a marketing platform that is focused on increasing customer engagement and providing interactive content. How can you use calculators, quizzes and recommendations to get more clients? Tune in to find out!

 

Key Takeaways:

[:37] Jennifer introduces her guest for this episode — Randy Rayess.

[1:25] Why is customer engagement so important? Why is interactive content important?

[4:01] How does online interaction compare to videos?

[6:41] How difficult is it for a loan officer to put a form of these calculators and quizzes on their website?

[9:06] Where can these tools be placed? How difficult is it for loan officers to be able to have these tools placed on their websites?

[11:54] How long are these quizzes? How much time is the average consumer going to spend on the website interacting with this content?

[13:41] Why a calculator, vs. a survey?

[14:57] Where do recommendations fit in? How are they different from calculators and quizzes?

[16:52] What is the purpose of knowledge quizzes to find out how much the consumer knows?

[19:43] It's all about the execution, to make sure that the consumer experience is optimized across all devices, and furthermore is optimized for conversion.

[21:56] Find out more about what Randy does, and how his calculators and quizzes can help your business, at outgrow.co. You can even sign up for a free trial!

[25:17] Randy's product is a great tool for loan officers to interact with as many clients as possible, and then nurture them to the point of sale.

[26:09] What are some books Randy is reading or listening to these days?

[27:56] Check out outgrow.co to check out this cool tool, and you can also get in touch with Randy via email, LinkedIn or Twitter.

[28:42] Jennifer's new book will be coming out mid-April! Do support her by buying and reading it!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Outgrow

Traction, by Gabriel Weinberg and Justin Mares

Email Randy at randy@outgrow.co

Randy Rayess on LinkedIn

Randy Rayess on Twitter

 

Apr 6, 2017

In this episode, I get to sit down with Karen Briscoe, author of Real Estate Success in 5 Minutes a Day: Secrets of a Top Agent Revealed. Tune in as we talk about some of the great information in her book, and for some advice on how to work with top real estate agents!

 

Key Takeaways:

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

[1:35] How did Karen get into the business?

[3:10] What was the tipping point in Karen's business?

[5:40] Sometimes, the way to get from one rung to the next on the ladder of success, you have to let go of some things. What were some of the things Karen learned that she needed to let go of?

[7:09] The Perfect Loan Process is a scalable system that allows you to serve customers, while still ensuring that they have heartfelt experiences within the system.

[8:25] What are some changes Karen sees in herself, as she progresses in her journey?

[10:40] When you start out in this industry, you are able to do everything for all your clients, but over time, as you get bigger, you can't provide the same level of service.

[12:17] Check out Karen's book Real Estate Success in 5 Minutes a Day: Secrets of a Top Agent Revealed! Why did Karen put this book together?

[14:42] What's Karen's favorite part about her book?

[16:47] Karen thinks the most interesting topic she tackles in her book is about lead generation — that's often where people get stuck!

[18:19] What are some top tips Karen has for loan officers to get the attention of a top producer?

[21:38] Jennifer shares an example of a community event that allowed lenders to get the attention of top agents.

[23:09] You can purchase Karen's book and use it as a value add, by providing it to your referral partners! Karen talks about some other ways you can utilize her book to add value to your partners.

[25:34] Engage with your referral partners using this book as a basis of how you can grow your business. Have a conversation with them, and engage them!

[29:39] What is Karen reading right now?

[31:53] Karen leaves us with some wise words — To achieve success at a higher level requires putting in some systems and principles, and one of them is reading for success.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Real Estate Success in 5 Minutes a Day: Secrets of a Top Agent Revealed, by Karen Briscoe

Delivering Happiness: A Path to Profits, Passion, and Purpose, by Tony Hsieh

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

(7L) The Seven Levels of Communication, by
Michael J. Maher

5 Minute Success Facebook Page

Mar 30, 2017

In this episode, I challenge you to consider if you are the engine driving your business forward and leading, or the anchor holding the business back because of your fears.

 

Key Takeaways:

[:25] Jennifer wants you to consider if you are the engine or the anchor in your business.

[:44] As loan officers, we may think that we are the engine.

[1:02] Are you also the anchor that is pulling the business back, and not allowing it to breathe and move forward?

[2:10] Your highest and best use is edu-selling — learn to let go of the other, smaller things.

[2:45] Do spend some time this week to ask yourself if you are the engine moving your business forward and leading, or the anchor that's keeping your business back because of your fears.

[3:11] Jennifer is writing a book that will be released in mid-April — listen in to hear what she has to say about it, and do support her by purchasing and reading it!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Mar 23, 2017

In this episode, I get to sit down with Pat Hiban, who has been very successful in the real estate industry in the last few years. As a published author, Pat shares with us some steps to put us on the path to success, and other insights to the industry!

 

Key Takeaways:

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

[2:05] We have just seen some big changes like the inauguration, and rates have gone up. What is Pat's opinion on what he sees happening in the real estate market in 2017?

[6:27] Are we still going to have a seller's market?

[7:21] What is the difference between building horizontal lines of incomes, versus vertical lines of income?

[9:50] As a loan officer, what kind of advice would Pat be giving to loan officers to start the horizontal lines of income?

[12:15] If you need to start doing something other than being a loan officer, where do you start? What would be the first thing that Pat would recommend for you to do?

[13:21] What are the six steps to seven figures? Pat explains the concepts he provides in his book.

[16:51] It is important to have mentors. Where would someone just starting out find mentors?

[18:41] What are the other 4 steps to seven figures?

[23:45] What else can Pat share with us about success? What is something that drives Pat nuts about why people are not successful?

[24:52] What is something that holds people back from success?

[25:53] Looking back at his real estate success, what are some tips and strategies that Pat has, to bridge that gap between knowing you need to follow up, and actually doing it?

[27:38] What did Pat look for in a loan officer?

[29:04] How do loan officers crack a nut like Pat?

[30:30] In what way are your loan officers helping your business, other than just getting the job done.

[32:20] What else would Pat like to share?

[35:46] Leave Jennifer a review on iTunes!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Pat Hiban

6 Steps to 7 Fugures: A Real Estate Professional's Guide to Building Wealth and Creating Your Own Destiny, by Pat Hiban

Pat Hiban’s Real Estate Rockstars Radio

Rebus University

Mar 16, 2017

In this episode, I get to sit down with Jason Treu, of Jason Treu Coaching. He is a leading expert in human behavior, and shares with us some great insight into building strong, meaningful, productive, and lasting relationships. Tune in to hear more!

 

Key Takeaways:

[:39] Jennifer introduces her guest for today —
Jason Treu.

[1:20] How do we really, truly develop a relationship with someone? What are the follow-up steps to develop strong relationships with people we like?

[4:45] The refrain "It's important to go deeper," is overused now, because nobody understands how. What are the steps to go deeper?

[7:30] What kind of advice can Jason give about the questions we should be asking?

[11:47] There is a fine line between active listening and trying to build rapport. How can we balance that?

[17:20] Loan officers have some barriers and stigma to overcome — that people don't want to talk to loan officers!

[19:03] How long should the ideal meeting be? In short meetings, how do we get to the crucial part of talking about us?

[22:52] It's great to ask about someone's passions and interests, but you have to direct that toward business questions too.

[23:42] Look at really successful people. Find out what they are doing! Then, do that!

[25:44] Jennifer always says "Don't hide behind keyboard confidence." How do we continually perpetuate a personal relationship with a contact?

[30:14] Would Jason recommend trying to help a client in all areas, or just focus on one area at a time?

[33:37] What are some of the secrets to working a room to create extraordinary relationships?

[39:25] The key is you have to be in the right room, to get the right results and relationships.

[41:40] One of the key things about going to a networking event, is knowing why you're going there.

[46:03] Jason shares some projects he's really interested in! Also, be sure to check out Jason's website for lots of great resources!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Social Wealth: How to Build Extraordinary Relationships by Transforming the Way We Live, Love, Lead and Network, by Jason Treu

Giftology: The Art and Science of Using Gifts to Cut Through the Noise, Increase Referrals, and Strengthen Retention, by John Ruhlin

Mr Schmooze, by Richard Abraham

Jesse Itzler

MLM031 - Know Before You Go

Jason Treu

 

 

Mar 9, 2017

Writing notes is crucial to your business. In this episode, I share some tips about writing notes to just about everyone. It’s really not that hard!

 

Key Takeaways:

[:31] Jennifer has been getting a lot of questions about writing notes. It's extremely important to your business to write notes!

[3:45] It's great to send emails immediately after a meeting, but if you send a note, and it arrives a few days after the meeting, you bring yourself to the top of mind, just as they're beginning to forget about you. And, it makes people smile!

[5:35] When you have note writing as part of your system and process, other people can write your notes for you, based on the way you write notes.

[7:35] Jennifer gives us three things to help up write good notes. 1) Use blue ink, not black. 2) The first sentence should be about the meeting you had with them. 3) The second sentence should be complimentary. 3) The last sentence should be an action sentence.

[11:05] Try to set up the second meeting at the first meeting! You need to have more meetings if you're really excited about working with someone.

[12:52] Your referral partners need to like you, trust you and know you — you need to work on building that trust once you meet someone you like.

[15:42] Writing notes can make an unbelievable, significant impact on your business. Jennifer shares a personal anecdote.

[17:46] Who does Jennifer write thank you notes to? Just about everybody!

[20:07] Don't make writing notes difficult. You're not writing an essay; you're not writing a love letter!

 

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 #059 — The 7 Levels of
Communication

Mortgage Lending Mastery #070 — Grow Your Practice Through Referrals!

 

Mar 2, 2017

In this episode, I get to sit down with Joan Sotkin, the founder of Prosperity Place. As practitioners in the mortgage lending space, we make a lot of money, but also experience lots of ups and downs. Tune in as Joan shares the reasons behind this, and how to overcome it!

 

Key Takeaways:

[:30] Jennifer welcomes her guest for this episode —
Joan Sotkin.

[1:20] Jennifer tells us about Joan. For over 25 years, Joan has helped entrepreneurs and practitioners use their inner resources and practical techniques to experience freedom from personal and professional financial struggles.

[2:04] Where does the disconnect happen that mortgage practitioners don't look at their business as a business, and end up in the red so often?

[6:20] Loan officers can even be considered mini lottery winners!

[6:48] Your perception of yourself influences how you manage your wealth.

[9:13] What are some external factors that are affecting our thoughts about money, and how we perceive money, as related to the competition?

[14:33] What are some self-talk strategies you can employ to give yourself a quick pep talk?

[17:10] It's a lot about understanding that you can't be like others, and you shouldn't expect to be.

[17:30] Joan shares her Power Word Technique, a way of reprogramming your subconscious.

[20:06] What are some suggestions Joan has for us, to start making decisions that we are going to take care of our money, and find out our emotions, and how to control them?

[20:20] Joan has an offer for you! You can get her courses Financial Freedom Formula — A Holistic Approach to Success and Simple Meditation for Busy Entrepreneurs, at a discounted rate!

[21:17] Joan talks about the five key ways to improve your relationship with money.

[23:13] When working with clients, how can we approach them in a way to make them comfortable talking about things they may be ashamed of?

[26:41] It's important to make real connections with clients, not just with their money. And to do that, you need to be comfortable with yourself.

[28:23] What does Joan consider to be the bottom line action a person needs to take, to build a strong foundation in their business?

[32:06] Jennifer shares some of her own personal strategies to save. One of the most important tips — Pay yourself a salary!

[37:32] It's amazing how many people make a lot of money, but still feel poor.

[37:48] Joan leaves us with some words of wisdom — you're not going to make changes quickly.

[40:25] Get in touch with Joan through her website, and check out the great offers she has in the links! Use the coupon “50OFF” to get a discount on two of Joan’s courses!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Prosperity Place

Email Joan — joan@prosperityplace.com

Build Your Money Muscles: Nine Simple Exercises for Improving Your Relationship with Money, by Joan Sotkin

The Search for Connection: A Spiritual Journey for Physical, Emotional, and Financial Health, by Joan Sotkin

Financial Freedom Formula — A Holistic Blueprint for Success [Coupon: 50OFF]

Simple Meditation for Busy Entrepreneurs [Coupon: 50OFF]

Joan's Ugly Spreadsheet

Quickbooks

Rewire Your Brain for Financial Success

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

 

Jan 26, 2017

In this episode, I share a little about the buying window, and how you can take advantage of it by always asking the right questions.

 

Key Takeaways:

[:29] Jen wants to share with us about the Buying Window.

[:44] How many of you have contacted a client or friend, only to find out they have just bought or refinanced their house, without contacting you?

[1:35] The buying window can be charted on a graph.

[3:18] The buying window is a time frame — be aware of that window!

[4:06] Move beyond the basics when you call a client — use the opportunity to assess where they are in the buying window.

[5:37] You need to be top-of-mind when your client enters a buying window.

[7:00] Keep in touch with your clients as frequently as possible, but make sure you're asking the right questions.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

Jan 19, 2017

In this episode, I get the chance to interview Glenn Mattson, of Sandler Training. A sales coach and true sales professional working with top producers in the financial services industry, Glenn shares his expertise to help you reach your goals!

 

Key Takeaways:

[:40] Jennifer introduces her guest for today — Glenn Mattson.

[2:20] Selling is all about mastering communication.

[4:20] Glenn shares the three key areas that salespeople need to know to go to market.

[8:10] It is easy to get thrown off-kilter in this business, because markets change so quickly.

[9:10] One of the pillars of success is responsibility — everything happens because of your action, or inaction.

[10:27] Glenn suggests for listeners to stop blaming outside forces, and stop making excuses.

[11:49] How you buy is how you sell — look at the way you buy to figure out your selling style.

[14:42] When a buyer and a seller meet, who has the upper hand? Why? Whoever has a plan, has the upper hand.

[17:29] Operating from a position of fear (fear of losing the opportunity), puts you at a disadvantage. You need to qualify the opportunity first.

[22:00] Jennifer no longer sends out Good Faith Estimates, and her conversion rate has increased from 15% to 87%!

[23:19] Providing benefit to the customer is one part of the equation, your tone in communication is another.

[27:42] What can a salesperson do in 60 seconds to get a commitment?

[31:42] What would Glenn like to share about procrastination in sales?

[33:56] Do not be afraid of failure. Do not be afraid of getting a 'No'!

[40:12] What are the top three challenges that are keeping salespeople from generating more revenue?

[45:55] You can't play the game, and watch the game on the field — get out there and do something!

[48:11] What is Glenn reading right now?

[50:01] Glenn leaves us with some advice to improve ourselves — put together a plan, and work towards your goal.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

Mattson.Sandler.com

Darren Hardy’s Vital Few Concept

MLM025 - Identifying Your Genius Zone

Scripts People Live, by Claude Steiner

Games People Play, by Dr. Eric Berne

The Sandler Success Principles, by David Mattson and Bruce Seidman

Why Men Don’t Listen & Women Can’t Read Maps, by Allan and Barbara Pease

Jan 12, 2017

In this episode, I get to sit down for an interview with Harry Paul, a.k.a. Harry the Fish Guy. As author and co-author of 7 books, currently working on his 8th, Harry shares some insight into boosting morale and improving results.

 

Key Takeaways:

[:36] Jennifer welcomes her guest for this episode — Harry Paul, a.k.a. Harry the Fish Guy.

[2:22] What suggestions does Harry have for everyone to get motivated to start thinking about 2017 sooner?

[5:00] We need a sense of purpose to drive our activities in our lives.

[7:35] What is Harry going to do to keep us motivated?

[12:30] Having a great attitude about what you do is important!

[13:49] Being successful at what you do, adds to the fulfillment of your life.

[16:05] Harry talks about his pet peeve about how we have slipped up in terms of giving good service.

[17:55] Jennifer's company has a Chief Experience Officer to improve customer experience — it's an international trend!

[19:20] Many companies have a responsive, backward thinking system in place to do damage control. This happens because people don't listen.

[22:05] Harry shares an anecdote from his book, Fish.

[23:55] It is important to break down your path to success into manageable little chunks.

[24:48] It's all about your attitude!

[25:50] Jennifer's morning affirmation for her to start the day right is, "Somewhere, someone needs me. And I need to find them."

[26:50] What are the four tenets of achieving excellence? There are actually five!

[30:58] Having the five tenets help to build a culture of excellence.

[33:22] Learning from mistakes starts with taking responsibility for them, and then thinking about what you can do, so that it doesn't happen again.

[34:42] What are some suggestions Harry has for individual loan officers to take a break and rejuvenate themselves throughout the day? What can he recommend for team leaders to motivate their teams to work hard and play hard?

[39:58] Jennifer recommends for us to be the silver lining in the room.

[42:46] Harry encourages you to wake up in the morning, look in the mirror, and say you're going to be magnificent!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Kirney Lending Team on Zillow

Harry Paul a.k.a. Harry the Fish Guy

Fish: A Proven Way to Boost Morale and Improve Results, by Stephen C. Lundin, Harry Paul, John Christensen

Who Kidnapped Excellence?: What Stops Us from Giving and Being Our Best, by Harry Paul, John Britt, Ed Jent

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