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Mortgage Lending Mastery

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Now displaying: 2018
Jun 21, 2018

On this episode, I get to sit down with Dr. Lee Davenport, Atlanta-based real estate coach and blogger, who trains real estate agents and brokers across the country on how to work smarter with technology. Lee shares her insights on using videos alongside blogs, how to build better relationships with Realtors® and much more, so be sure to tune in!

 

Key Takeaways:

[:27] Jennifer introduces her guest for this episode —
Dr. Lee Davenport.

[1:28] How did Jennifer meet Lee?

[2:58] How did Lee get into writing, coaching, and real estate?

[8:47] What is the relevance of blogging in today’s market as opposed to videos and vlogging?

[10:14] Is it worth creating written content at this point?

[12:00] How can loan officers get appointments with Realtors®? What are some tips Lee recommends for loan officers to be able to improve their relationships with Realtors® and provide more value?

[18:01] Why is it important for loan officers to share success testimonies with Realtors®?

[20:31] Jennifer and Lee discuss the topic of scarcity and how it’s affecting loan officers and Realtors®.

[24:04] What can loan officers do to help in lead generation?

[28:55] The barrier to entry is getting an initial meeting with a Realtor®. What is Lee’s advice on that front?

[31:15] What are the top three challenges that Realtors® are having right now?

[39:56] How receptive would the average Realtor® be to helping loan officers nurture their databases to cultivate opportunities for both parties?

[42:29] What is Lee’s book, Profit with Your Personality, about?

[44:59] How does Lee help people become comfortable with playing to their strengths?

[50:00] Lee leaves us with some final words of wisdom - the best way to help Realtors® is by educating them more to serve their clients better.

[51:42] Get in touch with Lee through her website or social media handles.


Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Dr. Lee Davenport — #learnwithlee

Dr. Lee Davenport on Instagram

Dr. Lee Davenport on Facebook

National Association of Minority Mortgage Bankers of America (NAMMBA)

Profit with Your Personality, by Dr. Lee Davenport

Jun 14, 2018

In this episode, I want to share with you about the Growth Chart. It’s a very useful tool that I use to keep track of my progress in new activities, in my businesses, and in my various projects. Tune in to find out more about this tool that will help you move from formulation to stability, and get your own copy as a free download!

 

Key Takeaways:

[2:01] Jennifer’s topic for this episode is the Growth Chart.

[2:54] Get your Growth Chart from the links below.

[3:04] What are the 4 stages of growth?

[4:55] It’s impossible to go from formulation to stability quickly — you need good quality formulation to get anywhere.

[6:59] Jennifer talks about how the Growth Chart helps you when you’re thinking about hiring an assistant.

[9:12] Jennifer gives another example of the Growth Chart as it relates to being an employee at a company.

[12:11] The Growth Chart can be applied to many different contexts.


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 138: The Mortgage Expert & Consultant”

Free Download — The Growth Chart

Jun 7, 2018

On this episode, I get to sit down with Marc Demetriou, a nationally-recognized mortgage banker, best selling author, and top-rated motivational speaker. As an authority on real estate and finance, Marc shares some of his perspectives on the industry, the profession and how to create your own success. Tune in to find out more!

 

Key Takeaways:

[:52] Jennifer introduces her guest for this episode — Marc Demetriou.

[2:20] Jennifer and Marc discuss the power of connection.

[3:48] What was the transition that brought Marc to the mortgage industry?

[5:33] What advice would Marc give to himself as he was just starting out to accelerate his success?

[7:36] What are some strategies Marc is seeing now for people to keep in touch and stay top of mind with their client database?

[11:42] What was Marc’s tipping point from being a regular producing loan officer to a top producing loan officer?

[14:11] Jennifer highlights the importance of picking a couple of different strategies to focus on, and sticking to them.

[15:54] The market today is extremely competitive. What are some of the things Marc is going to be implementing (stop, start, keep and enhance)?

[20:12] What is Marc’s top piece of advice for loan officers who are just starting out to be successful?

[27:16] Jennifer and Marc discuss his new book Lessons from my Grandfather, and why he wrote it.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Marc Demetriou

Lessons from my Grandfather: Wisdom for Success in Business and Life, by Marc Demetriou

Mastermind 2018 — Las Vegas, June 2018

Mortgage Lending Mastery Episode 130: Insights from an Insider (Christine Beckwith)

May 31, 2018

On this episode, I want to talk about ‘Interfere vs. Enhance.’ Something that’s really important to loan officers is their relationships with Realtors®. The strategy here is to ensure they know that you are there to enhance, not interfere with their existing relationships. Tune in to find out more!

 

Key Takeaways:

[:28] Jennifer wants to talk about ‘interfere vs. enhance.’

[1:45] There are three main objections you can get from a Realtor® when trying to set up a meeting with them.

[3:28] The strategy should be enhancing the Realtor®’s relationships, not interfering with the relationships.

[4:03] Jenniffer shares the example she always gives to assure her Realtors® that she is there to enhance, not interfere with their relationship with their current lender.

[6:32] It’s not about taking away from the other relationships the lender has, but filling in the gaps that they have in their other relationships.

[8:38] It’s important to share with your Realtor®s that you don’t want to interfere with their existing relationships, but to enhance them.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

May 24, 2018

On this episode, I get to sit down with Billy Ekofo, the director of Industry Engagement at Century 21 Redwood Realty in Ashburn, Virginia. Originally from the Congo, Billy shares his thoughts on why we should focus on the relationship business, and treat people as people instead of just leads. Tune in to find out more!

 

Key Takeaways:

[1:05] Jennifer introduces her guest for this episode - Billy Ekofo.

[1:41] What is Billy's background?

[3:50] What does Billy mean when he talks about "Speaking the Possible into Existence"?

[6:59] How does Billy look at people as people?

[11:29] How does the concept of looking at people as people apply to the real estate and mortgage industry in getting more and more leads?

[16:26] Jennifer highlights what happens when relationships are not cultivated and maintained over time.

[18:29] Billy shares his thoughts on when a prospect becomes a client.

[20:17] Do you know the favorite food of your referral partners? It is important to genuinely know your clients, but also your partners.

[24:46] What are Billy's thoughts on the current market?

[29:57] What is Billy's advice for one actionable item that everyone can do to improve their business?

[35:03] Billy shares his final thoughts on building up relationships.

[38:35] Get in touch with Billy via his social media pages!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Billy Ekofo on Inman

Billy Ekofo on Facebook

Billy Ekofo on Twitter

Billy Ekofo on Instagram

Billy Ekofo's Complete Speech  at Inman Connect in San Francisco on YouTube

May 17, 2018

On this episode, I get to sit down with Kelly Marsh, Branch Manager and Vice-President of California for Cornerstone Home Lending. In her more than 20 years of experience, she has closed over $400 million in loans and is a top producer in the industry. Kelly has some great insights on finding a niche and specialization, marketing strategy and team building, coaching and more, so be sure to tune in!

 

Key Takeaways:

[:28] Jennifer introduces her guest for this episode — Kelly Marsh.

[2:12] How did Kelly enter the mortgage lending industry?

[3:33] When did Kelly’s success really start happening?

[6:50] Does Kelly still do a lot of government loans?

[7:45] Jennifer and Kelly discuss finding a niche or a specialization in the industry. What was Kelly's process?

[9:13] What differentiates Kelly in today’s competitive market?

[10:48] What does Kelly’s team look like? She describes her front- and back-end team processes.

[16:11] Jennifer and Kelly dissect the back-and-forth that happens in the early stages to get the loan ready to go into the processing department.

[20:08] In this extremely competitive market, what is Kelly doing in her marketing strategy that’s different this year?

[24:10] What advice does Kelly have for new hires who are looking to make the biggest impact in the shortest period of time?

[26:38] Kelly shares her thoughts and experiences on coaching.

[29:45] How does Kelly’s team perceive the fact that she’s willing to invest in them?

[32:30] What is Kelly reading now?

[35:17] Kelly leaves us with some final words for success.

[37:04] Get in touch with Kelly via email or her website.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Kelly Marsh

Email Kelly Marsh

“Mortgage Lending Mastery Podcast Episode 133: Interested vs. Interesting”

Tim Braheem’s Leadership 360 Course

The Four Agreements, by don Miguel Ruiz

The Go-Giver, by Bob Burg and John David Mann

The Miracle Morning, by Hal Elrod

What I Know For Sure, by Oprah Winfrey

How Winning Works, by Robyn Benincasa

May 10, 2018

On this episode, I want to talk about drifting and getting distracted. It’s easy to get into bumblebee mode, or have shiny object syndrome — having rumble strips can help you stay focused on your path and your goals! Tune in to find out more.

 

Key Takeaways:

[:29] Jennifer wants to talk about drifting and getting distracted.

[3:13] Changes don’t happen instantaneously, they happen over time because of drift.

[4:19] Do you have rumble strips in your process to keep yourself from drifting too far from your goals?

[5:00] Jennifer shares her own example of how she has integrated rumble strips into her process.

[8:54] Jennifer has an analogy for looking at motivation.

[11:04] Make sure you have an accountability partner to keep you on track.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Email Jennifer Du Plessis

May 3, 2018

On this episode, I want to share with you one of my tips for building relationships with partners and clients and anyone else — being interested vs. being interesting. Tune in to find out why it’s so much more important to be interested in your partner than to worry about being interesting to them!

 

Key Takeaways:

[:26] Jennifer has four openings for coaching clients!

[1:26] Jennifer's topic for this episode is interested vs. interesting.

[2:58] A lot of people don’t know how to have a proper conversation with a partner.

[3:50] What can you demonstrate that’s going to provide a high level of value?

[5:52] Jennifer shares a personal anecdote of why it's so important to hone your skills.

[7:32] Jennifer stresses the importance of being more interested in learning about the other person than sharing about yourself.

[11:07] It is more important to be looking for a good fit, than just chasing business.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Email Jennifer Du Plessis

MortgageCoach

Mortgage Lending Mastery Episode “125: Building A Sustainable Business of Friends”

Apr 26, 2018

In this episode, I get to sit down with Doug Smith, a 35-year banking and mortgage industry veteran and nationally acclaimed speaker, author, performance coach, and sales training expert. He has some great advice, tips, and strategies to boost your practice and help you become a top performing loan officer in the current market, so be sure to tune in!

 

Key Takeaways:

[:28] Jennifer introduces her guest for this episode — Doug Smith.

[1:51] What is Doug seeing in today’s market?

[3:28] What are some of the activities and plans that top performers have in place?

[6:10] Which demographic of loan officers is doing the best right now?

[10:31] What is the solution for the aging population to younger people in the industry?

[14:04] Why has the real estate community been able to draw in younger talent, whereas the loan officers industry has not?

[18:43] Where are some of the new sources of business coming from?

[22:10] How would Doug suggest that someone differentiate themselves within that particular channel?

[28:16] With regards to people who are generating a lot of business, what are some activities they are doing to run a more productive practice?

[32:51] What is Doug’s third tip for people to run more productive practices?

[36:39] What advice does Doug have for people who are looking to become successful?

[42:28] What is Doug reading now?

[43:50] Get in touch with Doug via his website to get more information.

[44:51] Jennifer shares her biggest takeaway from this conversation that’s she’s putting into action with her team.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Doug Smith

Climbing the Ladder of Success, by Doug Smith

Green Zone Selling, by Doug Smith

First Things First, by Stephen Covey

Goals!, by Brian Tracy

Talk Like TED, by Carmine Gallo

Apr 19, 2018

In this episode, I get to sit down with Kelly Jones, Marketing and Business Development Director for Community Bank in Tennessee. We discuss one of the biggest problems for developing a team — what role you are looking to fill, and how this new hire would contribute to your business. Tune in to find out more.

 

Key Takeaways:

[:30] One of the biggest problems loan officers face in developing a team is hiring the first person.

[1:09] Jennifer introduces her guest for this episode — Kelly Jones.

[1:52] Kelly shares a little about her background that has led to her current role.

[3:16] Jennifer gives an overview of the areas she and Kelly will be talking about in this episode.

[5:13] What does a Marketing Director do?

[8:27] What role does a business development officer/assistant perform?

[12:52] How does business development officer create relationships for the loan officer?

[15:52] Who would be the perfect person to hire as a business development officer?

[18:10] Kelly describes the role of a business development specialist.

[21:36] Kelly shares some insight about roles within the office that help officers.

[23:07] What are some of the pitfalls that loan officers fall into when they’re hiring someone?

[26:02] What is Kelly’s recommendation for people who have been on a committee for a while without launching business relationships?

[27:12] What are some really good strategies for loan officers that Kelly has seen a lot of success with?

[31:05] What are the three different roles? Kelly breaks down the three roles for three levels of responsibility.

[38:41] How does the compensation structure look like for these different roles? What is the compensation for different activities?

[45:55] What are some tools and resources that would be helpful for people in these roles?

[48:42] Kelly leaves us with one final tip.

[50:27] Get in touch with Kelly via email or LinkedIn.

[51:00] Kelly is also looking to put together a mastermind of other business development and marketing professionals around the country, so be sure to reach out if you’re interested in that.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Kelly Jones on LinkedIn

Email Kelly Jones

Canva

The Skimm

Morning Brew

Apr 12, 2018

On this episode, I get to sit down with Christine Beckwith, National Vice-President of Realtor® and Sales Management at AnnieMac Home Mortgage. She shares her insights about current trends and challenges and tips to build your business from her extensive years of experience in the industry. Tune in to find out more!

 

Key Takeaways:

[:57] Help Jennifer reach her goal of 100 reviews on iTunes!

[1:23] Jennifer introduces her guest for this episode — Christine Beckwith.

[3:46] What is AnnieMac and what is Christine’s role?

[7:30] How many loan officers does Christine work with?

[8:14] What does Christine see as the biggest challenge right now?

[16:09] What would Christine be doing to kickstart her business if she were starting over with full-time origination?

[19:40] Christine talks about holding first-time home-buyers seminars. What is her success rate with these, and what are some tips for getting people to show up?

[23:48] What are Christine’s thoughts on attending conferences?

[27:02] Jennifer summarizes her key takeaways from her conversation with Christine.

[28:50] Christine’s new book will be released soon. What is her book about and what inspired her to write it?

[34:48] What is Christine 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

Christine Beckwith on Linkedin

AnnieMac Home Mortgage

Clear Boundaries: Every Business Woman’s Essential Safety Guide, by Christine Beckwith  

National Association of Minority Mortgage Bankers of America (NAMMBA)

NAMMBA Conference

AnnieMac Worx

Mortgage Coach Podcast Episode: Home Buyer Workshop Mastermind with Dan Keller,
Christine Beckwith, and John Thomas

Dave Stevens, CEO of Mortgage Bankers Association

Wise Eyes: See Your Way to Success, by Christine Beckwith

Jessica Peterson on LinkedIn

Apr 5, 2018

On this episode, I want to share with you the difference between ‘IQ’ and ‘I do.’ Don’t just do things for people who are using and abusing you — focus on sharing your IQ, building those relationships and providing value to others! Tune in to find out more.

 

Key Takeaways:

[:38] Jennifer’s topic for this episode is the difference between “IQ” and “I do.”

[1:16] What does it mean to be “I do”?

[2:07] Loan officers need to be putting themselves out in the marketplace, particularly on social media.

[3:49] Instead of doing everything to get the business, provide value to get the business.

[6:25] Make sure that people know who you are, what you do and who you serve.

[8:07] Jennifer shares a personal anecdote of her experience with YouTube.

[9:08] Jennifer stresses the importance of only doing for people you have an actual relationship with.

[11:46] Please remember to share the podcast with others!



Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Mortgage Lending Thank You Notes — Jimmy Fallon spoof

Mar 29, 2018

Are you empowering your team and your team members? In this episode geared toward team leads and managers, I share some of the differences between enabling your team to be reliant on you and empowering your team to be successful. Tune in to find out how you can give your team the tools for success.

 

Key Takeaways:

[1:12] Jennifer’s topic for this episode is enabling vs. empowering.

[3:54] What is the difference between enabling and empowering?

[4:43] Jennifer shares her personal experience with a manager who didn’t empower his team.

[5:56] As a team lead or manager, you have to remember that you can’t do everyone’s job.

[7:59] How does Jennifer create teaching situations for her team?

[8:53] The first step is to ask them what they’ve done to rectify the problem.

[11:03] What is the second step in empowering your team?

[11:53] The next step involves coaching them through the process.

[13:52] What is the benefit of empowering your team?

[15:20] If you’re a team member who has a team lead or manager who doesn’t let you into the problem-solving process, encourage them to listen to this podcast!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Mar 22, 2018

On this episode, I get to sit down with Erik Janeczko, Head Coach and CEO of Maximum Acceleration. He is a certified and nationally recognized business coach and speaker with a proven track record. Tune in as we discuss trends in the market and how to capitalize on them to grow your business!

 

Key Takeaways:

[:54] Jennifer introduces her guest for this episode — Erik Janeczko.

[3:12] How long has Erik been coaching and how did his journey evolve into Maximum Acceleration?

[6:53] What is Erik telling his students who are feeling the pressure of having the sales go down this year?

[12:22] Erik share some examples of trends he is seeing in different markets.

[16:23] Erik has a personal anecdote about the importance of being aware of shifting market trends.

[18:13] What are some tips Erik has for taking some action today, in this market?

[23:37] How can you overcome and eliminate all the barriers to entry, in taking a new approach?

[29:26] “Who do you know” vs. “Do you know anybody” — What is the difference in these two approaches?

[33:58] Erik highlights the importance of being aware of, recognizing, and communicating those life events that could translate into more leads.

[36:09] What book is Erik reading right now?

[37:40] Jennifer brings up a key point — efficiency isn't always effective.

[41:34] Erik has a giveaway — a complimentary one-hour strategy session with Erik, plus some additional free resources!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Erik Janeczko

Maximum Acceleration

Loan Toolbox

Blue Ocean Strategy, by W. Chan Kim

The E-Myth, by Michael E. Gerber

Strategy Session with Erik

Free Resources

Mar 15, 2018

On this episode, I get to sit down with Donna Hamaker, one of my referral partners and top-producing real estate agent in the Washington, D.C. area. Donna shares her insights about the importance of communication, how consistency can help overcome peaks and valleys, and much more! Tune in now!

 

Key Takeaways:

[:51] Jennifer introduces her guest for this episode — Donna Hamaker.

[1:51] Who is Donna Hamaker?

[2:51] Donna’s clients come as customers and leave as family. What is the special attribute that draws clients to her for life?

[5:14] Loan officers have far less opportunity than Realtors® to cultivate a strong relationship due to the shorter interaction time. What would Donna do to build a strong relationship in that shorter period of time?

[7:50] Jennifer and Donna highlight the importance of maintaining contact with your clients, and to think of them as people and not transactions.

[10:33] Donna frequently shares with her clients that it’s not about her, it’s about them. How and why does she do that?

[13:35] What was the tipping point for Donna that made her practice so successful?

[19:13] What are some of Donna’s tips for loan officers to get her attention?

[24:46] What business tips does Donna have to share that she has learned over the years?

[27:53] What is Donna reading these days?

[31:53] Text the word ‘Launch’ to 66866 to immediately get a link to Jennifer’s book!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Donna Hamaker

Brian Buffini

The 5 Second Rule, by Mel Robbins

The Seven Levels of Communication, by Michael Maher

Mar 8, 2018

On this episode, I get to sit down with John Downs, branch manager with Caliber Home Loans, and founder and architect of Downs Capital. John and I discuss how he’s reinventing the process of getting a mortgage and why friends are so important to building a sustainable business. Tune in for more!

 

Key Takeaways:

[:28] Jennifer introduces her guest for this episode — John Downs.

[1:47] What does John’s production look like?

[3:34] How did John get into the mortgage business, and where was the tipping point that took him into the ‘mega-producer’ league?

[8:42] Jennifer highlights the importance of building relationships in business.

[10:57] John shares some of his backstory and how he changed his mindset to focus on his future growth.

[19:01] What steps did John take to grow his business from 2012 to 2018?

[24:42] John elaborates on the importance of understanding and then capitalizing on your niche by framing it to people.

[29:15] John shares the educator piece of his business and the importance of building friendships with people he works with.

[31:18] Jennifer encourages you to work with people who complement your business, not complicate it.

[33:21] What is John doing with regard to Facebook advertising?

[38:36] John and Jennifer discuss how visibility on Facebook or social media can boost your business so the key is to be consistent.

[42:29] John leaves us with a powerful message — focus on building a sustainable business of friends.

[45:50] Get connected with John on Facebook!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

John Downs

John Downs on Facebook

Mr. Shmooze: The Art and Science of Selling Through Relationships, by Richard Abraham

Living Forward: A Proven Plan to Stop Drifting and Get the Life You Want, by Michael Hyatt and Daniel Harkavy

Ninja Selling: Subtle Skills. Big Results., by Larry Kendall

LinkedIn

Start with Why: How Great Leaders Inspire Everyone to Take Action, by Simon Sinek

Gary Vaynerchuk

Mar 1, 2018

On this episode, I want to share with you my concept of the broken chain. If you feel like you’re doing all the right actions, but not getting the right results, your process may have a broken link. Tune in to find out where the broken link is, and the steps you can take to reconnect that link and move from action to results.

 

Key Takeaways:

[:24] Do you feel like you’re doing all the right actions, but you’re just not getting the right results?

[1:25] Jennifer’s concept is the broken chain. The first link in the chain is your passion, your why.

[6:44] The second link in the chain is having a business plan.

[8:07] Strategy is the third link in the chain. How are you going to accomplish the goals laid out in your business plan?

[9:16] After you have passion, plan, and strategy in place, the next step is action.

[9:45] The break in the chain happens here — in waiting and hoping, instead of following up.

[13:23] What should you be asking at the end of a conversation to take yourself out of the wait-and-hope stage?

[15:59] In the next stage, focus on reconnecting the links of the chain by taking the reins on the relationship so that it doesn’t separate.

[17:05] The next link is results. Your job is to connect the links to ensure you do not get lost in the wait-and-hope space but are instead building that link from action to results.

[17:43] Are you saying the right thing to the right people? If you’re not getting the results you want, you may be saying the right things to the wrong people and the wrong things to the right people.

[19:33] There is a third aspect to this — you may not want to work with them.

[21:50] Are you in the wait-and-hope space with the referral partners you’ve met with and think you have relationships with?

[22:20] Don’t forget to get a copy of Jennifer’s book, Launch!

 

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

The Compound Effect: Jumpstart Your Income, Your Life, Your success, by Darren Hardy

Launch! by Jennifer Du Plessis

Feb 22, 2018

In this episode, I share my thoughts on progression vs. perfection. Can everyone on our team be perfect like us? No, but they can make progress! Tune in to find out more!

 

Key Takeaways:

[:44] It is not possible for you to work at 100% in all areas of your business, all the time, as your business grows. Think about progression vs. perfection.

[3:30] Do not get hung up on requiring everyone around you to be perfect. Consider more if they are progressing towards certain goals.

[4:11] Jennifer gives an example from her personal experience about getting an assistant to schedule her appointments.

[6:35] Instead of honing in on the imperfections, try to focus on coaching, encouraging, and motivating team members along to make progress.

[7:31] It is your job as the leader to ensure that people feel comfortable enough to communicate openly to make progress possible.

[8:53] Look for progression, not perfection!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Feb 15, 2018

On this episode, I get to sit down with Jerome Mayne, who used to be in the mortgage lending space but is now a national speaker who speaks on a very important topic, mortgage fraud, and predatory lending. Tune in to find out more about his experiences and everything else you need to know about how to avoid getting into potentially grave situations.

 

Key Takeaways:

[1:01] Jennifer introduces her guest on this episode — Jerome Mayne.

[1:51] Who is Jerome and what is his background?

[4:30] Jerome shares his first experience with mortgage fraud and predatory lending.

[16:34] Jerome discusses other instances from his experiences about mortgage fraud.

[19:04] What happened to Jerome as a result of his actions?

[25:51] Jennifer highlights how easy it is to “accidentally” get involved in fraud.

[28:15] What are some things people should be looking out for to avoid getting trapped into being involved in fraudulent situations?

[32:21] Jennifer brings up the possibility of getting Certified in Mortgage Ethics (CME).

[35:21] Another part of avoiding getting entangled in a fraudulent arrangement is being knowledgeable about the other players in the transaction.

[39:09] Get in touch with Jerome to find out more about these difficult issues and do check out his book as well.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jerome Mayne

Diary of a White Collar Criminal, by Jerome Mayne

CME by NAPMW

Feb 8, 2018

On this episode, I get to sit down with  Paul Wheeler, an owner/broker and listing specialist with Accent, which he started in 1992. He shares his thoughts on Servant Heart Selling and how this approach has impacted his business in a positive way. Tune in to find out more about his tips and strategies that you can use in your business, too!

 

Key Takeaways:

[:39] Jennifer introduces her guest for this episode — Paul Wheeler.

[1:55] How did Paul get into the business?

[2:51] How does Paul lead by example in terms of investing in real estate?

[4:43] What does Paul’s team look like? How does the process work with his team?

[8:18] Paul comments on the general struggle with low inventory and the investor market.

[9:13] What is Servant Heart Selling and how has it impacted Paul’s business?

[11:41] How does Paul educate his clients? What is his process in this?

[14:48] When it comes to communicating, what does Paul do that sets him apart from the competition?

[19:08] What, specifically, in setting expectations, does Paul find in the ‘buy’ side of transactions?

[21:48] How involved is Paul’s lender in the process of setting and managing expectations for the buyer?

[27:35] To what extent does Paul engage in promotional activities, such as client appreciation parties, vs. classes and courses with his team or with his lender?

[31:06] What is Paul reading now?

[34:49] What are some things that help Paul establish his goals, and then allow him to consistently track his progress toward achieving his goal?

[40:25] Paul has some tools as a special gift for listeners!

[42:31] Paul leaves us with some final words of wisdom and encouragement.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Paul Wheeler

Real Estate CRM Software — Top Producer

Michael Maher

Traction: Get a Grip on Your Business, by Gino Wickman

Get a Grip: How to Get Everything You Want from Your Entrepreneurial Business, by Gino Wickman
and Mike Paton

The 12 Week Year: Get More Done in 12 Weeks than Others Do in 12 Months, by Brian P. Moran
and Michael Lennington

Client Decision-Making Tool — OCR

Listing Letter for Realtors®

Feb 1, 2018

On this episode, I get to sit down with Nathan Rufty, also known as the Nordstrom of mortgage lending. We discuss the opportunities offered by the ‘for-sale-by-owner’ market and the best strategies and techniques for tapping into this space. Tune in to find out more!

 

Key Takeaways:

[:43] Jennifer introduces her guest for this episode — Nathan Rufty.

[1:16] Nathan is known as the Nordstrom of mortgage lending. How did he perpetuate that terminology to differentiate himself?

[5:19] What does Nathan’s production look like for 2017? What are his plans for 2018?

[8:01] How is Nathan applying his Nordstrom effect to his online aggregation of new business?

[11:02] What is the mindset needed to go after the ‘for-sale-by-owner’ market?

[15:21] Who are the typical people who are in the ‘for-sale-by-owner’ space?

[18:15] What is the first step to engaging with the ‘for-sale-by-owner’ market?

[25:59] What are the issues surrounding compliance in this situation?

[27:36] What is Nathan’s perspective on using videos to reach prospective clients in this space?

[29:30] From a tangible perspective, what are Nathan’s strategies to capture the for-sale-by-owner market?

[34:33] What software does Nathan use for his open house spreadsheets?

[35:55] What has Nathan learned about putting his practices into action to streamline the process?

[40:19] How many contacts and leads does Nathan get from open houses held by owners? What is the trend with open houses?

[43:08] Nathan leaves us with some final words of advice.

[46:14] Check out Nathan’s website for more information!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Nathan Rufty

Mortgage Lending Mastery Podcast Episode 116: “Marketing Tips for Loan Originators”

OSI

Jan 25, 2018

On this episode, I get to chat with Kayvon, also known as the One Call Closer. He is one of the most efficient and sought-after sales trainers in closing clients over the phone with over 20 years of experience, and he is sharing his tips, strategies, and techniques to stop selling, and start closing. Tune in to find out more!

 

Key Takeaways:

[:24] Jennifer introduces her guest for this episode — Kayvon.

[1:50] Who is Kayvon and how did he get to where he is now?

[3:23] How can you get your clients to say yes? Kayvon breaks down the differences between selling and closing.

[8:29] Kayvon talks about the four things that must happen in order to qualify a client or referral.

[11:37] Jennifer brings up a specific point in the real estate agency about selling agents vs. listing agents — the focus should be on closing, not just selling.

[13:35] Kayvon brings up three objections that are often brought up, and the reasons why people bring up these objections.

[14:12] It is crucial to be listening, and listening to understand, to your client’s needs in order to close the sale. Kayvon and Jennifer discuss the importance of asking the right questions.

[15:52] Kayvon deconstructs the different types of selling, and the different types of ‘pain,’ when it comes to dealing with customers.

[18:55] Kayvon and Jennifer talk through the example of dealing with a single mother divorcee in a case study of how to close.

[21:29] Kayvon dives into the idea of the psychology of sales — asking the right questions, and understanding their pain points.

[31:15] What are some suggestions that Kayvon has on how to discover the client’s pain points? What are some questions that can be useful in the discovery process?

[34:58] Kayvon has a tip on how to address dealing with people who are not the main decision-makers.

[38:05] How can you tell that you’ve done a great job in the sales process to get to the close?

[40:37] Jennifer shares about the prudence of being aware that a client’s needs and pains can change through the sales process.

[42:58] When is the right time to ask for the close or for referrals?

[48:40] Jennifer recaps the practical steps you can take to stop selling and start closing.

[51:16] Kayvon leaves us with some final words of inspiration.

[53:29] Get in touch with Kayvon via his website to learn more about his strategies, techniques, and more!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Kayvon

Jan 18, 2018

In today’s episode, I get to sit down with Tony Thompson, the Vice-President of Growth and Strategy with Silverton Mortgage, who is also the founder of the National Association of Minority Mortgage Bankers of America (NAMMBA). Tune in to this episode to find out more about NAMMBA, and an exciting conference they’re organizing in April 2018!

 

Key Takeaways:

[:25] Jennifer introduces her guest for this episode — Tony Thompson.

[1:13] Who is Tony and what does he do at Silverton Mortgage?

[2:40] What is NAMMBA and how did it get started?

[7:00] Where are the local chapters of NAMMBA so far?

[8:43] An undertone for the NAMMBA is also to attract younger people to enter the mortgage business. Tony explains more about how NAMMBA helps to prepare and build the next generation of mortgage bankers.

[11:05] What is the National NAMMBA Conference 2018 about? Who are some of the speakers and what topics will be covered?

[21:43] It's going to be a great learning and networking opportunity, so be sure to reserve your spot at Connect 2018 ASAP! There are also special promotions in January for you to take advantage of.

[25:30] Jennifer recommends bringing your Realtor® partners for this event to build those relationships! See you at Connect 2018!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Tony Thompson

NAMMBA

Connect 2018

Jan 11, 2018

On this very timely episode, I have Gibran Nicholas, Chairman and CEO of the Certified Mortgage Planning Specialist (CMPS) Institute. The 2018 Tax Cuts and Jobs Act has finally been passed, and some major changes have been made. What are the changes and how will they affect you? Tune in to find out all the details about the seven changes in the tax laws that impact lending!

 

Key Takeaways:

[:50] Jennifer introduces her guest for this episode — Gibran Nicholas.

[2:18] Why do mortgage lenders need to know about the changes brought about by the 2018 Tax Cut and Jobs Act?

[4:25] The first change that has happened that impacts lenders is that the tax brackets have changed. What does this signify for lenders?

[6:12] The second change is that the standard deduction has gone up. This could be a good or bad thing, depending on your situation. Gibran explains further.

[9:41] Jennifer clarifies some aspects of the change regarding tax deductions. What benefits are there to itemizing, vs. opting for the standard tax deduction?

[16:15] The third change relates to the limitation on state and local taxes.

[20:50] The fourth point is a result of a change made to the college savings plan (529 plan).

[24:57] Change number five has made it better for real estate investors to make money in real estate!

[27:07] Was there any change in the capital gains tax for investors?

[28:10] What kind of changes have there been to deductions on the part of active investors?

[29:39] Gibran shares the changes that have come into place with regard to the acquisition indebtedness limit.

[35:45] The seventh change relates to home equity indebtedness.

[36:50] The last change has to do with the gift tax. Gibran explains how the gift tax works, and how it has changed.

[43:30] Jennifer clarifies the deductibility and non-deductibility of certain elements relating to mortgages.

[44:54] How would Gibran share the information about these changes with Realtors® and buyers?

[50:19] If you’re interested in becoming a CMPS, reach out to Gibran via email.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

CMPS Institute

Internal Rate of Return Calculators (CMPS)

How to Benefit from the New Tax Changes, CMPS Institute

The Gift Tax Myth: How to Navigate Around It, CMPS Institute

Email Gibran Nicholas

Jan 4, 2018

On this episode, I get to sit down with Nathan Rufty, a mortgage loan originator who also runs a marketing and coaching company called Mortgage Marketing Pros. In this information-laden episode, tune in to hear some tips from Nathan about how to capitalize on your existing network to get those leads you need!

 

Key Takeaways:

[:26] Jennifer introduces her guest for this episode — Nathan Rufty.

[1:44] What are some ways that loan officers can get to consumers directly?

[8:05] Jennifer and Nathan discuss the opportunities that lie within our own existing network of clients.

[13:34] Nathan breaks down the semantics of getting in touch with companies to tap into their base of employees.

[20:08] Apart from merely walking into their offices, or connecting via LinkedIn, what other suggestions does Nathan have to establish contact with the HR department of a company?

[24:29] Jennifer shares some of her techniques for connecting with and building new relationships with employees in companies.

[27:32] What is Nathan’s ROI on his efforts in this area?

[34:04] The relationship begins at closing, but the communication is vital throughout the loan process too. As a marketing professional, what are Nathan’s thoughts on retention of customers?

[38:06] Nathan and Jennifer discuss how long loan officers should maintain contact with their clients.

[42:21] It is important to start somewhere in the process of reaching out to clients.

[44:00] Nathan leaves us with a key piece of advice — use videos!


Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Nathan Rufty

Mortgage Marketing Pros

LinkedIn

Free Step-by-Step on How to Do Videos on YouTube

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