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Mortgage Lending Mastery

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Now displaying: 2018
Oct 11, 2018

In this episode, I get to sit down with Doug Smith again! Doug is a nationally known speaker, author, sales trainer, and performance coach with 35 years of experience. He has some fresh perspectives on what you need to know about the hiring process and how to build and lead a team to grow your business. Tune in to find out more.

 

Key Takeaways:

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

[1:31] At some point in your career, if you stay in this business long enough, you’re going to get to the point where you need help.

[4:10] What are some strategies that Doug has to prepare for the first hire?

[6:34] Jennifer stresses the importance of hiring for the right reason and purpose.

[9:14] Doug reflects back on the starting point of his career and the time it took to get the hang of the business.

[10:53] It is important to crunch the numbers before making a hire to assess if the new hire will put you in a better position than before.

[15:00] Consider what your needs and wants are from the new hire and start with one thing.

[18:28] Doug shares a fun exercise for you to try — The Fantasy List.

[24:04] What is the next step in the hiring process?

[28:25] Jennifer highlights her concept of Finder, Minder, and Grinder activities.

[32:14] If you aspire to be a top producer, follow the leaders.

[34:11] Bringing someone onto your team should be a long-term investment for a long-term payout.

[38:24] Use the same skills you use to grow your business to grow your team.

[40:57] Doug leaves us with some final thoughts about moving forward.

[46:48] Get in touch with Doug to find out more about him and his work via his website.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

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

Mortgage Lending Mastery Podcast Episode 132: “Plans and Activities for Success”

Doug Smith

Email Jennifer Du Plessis

Oct 4, 2018

In this episode, I get to sit down with someone who is very new to the industry to get some fresh perspectives. Matt Tran works with Village Mortgage in Andover, Massachusetts and has been a loan officer for little over a year. He joined the industry just out of college and is just starting out. He shares some of his perspectives on the industry and what he’s doing to set himself apart from the competition. Be sure to tune in for more!

 

Key Takeaways:

[1:01] Jennifer introduces her guest for this episode — Matt Tran.

[3:53] How did Matt get started with Village Mortgage right out of college?

[8:45] Jennifer shares some similarities between Matt’s story and her own.

[9:34] What is the best advice that Matt has received that he has implemented in his practice?

[11:52] Matt has built up a reputation for himself as Tran the mortgage man.

[14:52] What is Matt doing that sets him apart from his competitors?

[18:18] Matt and Jennifer discuss how he uses videos in his practice.

[22:19] What does Matt hope to achieve in his career over the next few years?

[24:59] Matt took one of Jennifer’s techniques and applied it to create business for himself with HVAC companies.

[29:29] What advice would Matt give to someone who is just starting out?

[32:34] Get in touch with Matt via Facebook or his website.

[32:55] What is Matt 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

Jennifer Du Plessis

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

Matthew Tran on Facebook

Tran the Mortgage Man

Mortgage Lending Mastery Episode 146: “Niche to Grow Rich”

Get a Financial Life: Personal Finance in Your Twenties and Thirties, by Beth Kobliner

Sep 27, 2018

On this episode, I’d love to share with you my 8-step process for unifying your organization’s recruiting efforts. Whether you have a team and are expanding, or just looking to increase your organization’s production through recruiting, there’s a systematic process you can use. Tune in to find out more about why you need to focus on not just the hard skills but also the soft skills!

 

Key Takeaways:

[:41] Jennifer wants to share her steps for unifying your organization’s recruiting efforts.

[1:35] #1: The first nugget of information is about training your team and ensuring that everyone is on the same page.

[3:08] #2: Have someone be the first point of communication with a potential hire — the key is not to hire over the phone.

[4:30] #3: Creating goals around recruiting.

[5:05] #4: The fourth step is to prepare for objections.

[6:40] #5: Create an appropriate target list — it's not all the people you know and it has to be really targeted.

[7:40] #6: Scheduling review calls.

[8:43] #7: Have systems in place to keep track of these relationships and activities.

[9:18] #8: Make it a team sport.

[10:46] Jennifer highlights the importance of focusing on the soft skills and people aspect of the business as well, instead of only focusing on the tactical hard skills.

[13:13] Please check out Jennifer’s lifetime membership on her website.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Mortgage Mastery Lifetime Membership

Email Jennifer

Sep 20, 2018

On this episode, I get to sit down with William “Bill” Mervin, a branch manager at AnnieMac Home Mortgage in Newton, Pennsylvania. He has been in real estate and mortgage since 2001 but has achieved great success in just the past three years, closing 237 transactions and doing $57 million in production in 2017. Tune in to find out more about how Bill accomplished this feat and his advice for you to do the same!

 

Key Takeaways:

[:39] Jennifer introduces her guest for this episode — William “Bill” Mervin.

[1:50] What are Bill’s thoughts on today’s market? What adjustments have he and his team been making to facilitate this marketplace?

[7:57] Jennifer and Bill discuss some ways of providing a “wow” experience to clients.

[12:40] Jennifer shares her 3P process: 1) People & personality, 2) Process, 3) Perception.

[15:11] How does Bill incorporate the idea of a cash offer in his process?

[19:07] Despite being in the real estate and mortgage industry for a long time, Bill has only been doing mortgage planning for the past three years. What are some of his secrets to achieving his incredible level of success in such a short period?

[25:08] What are some things that Bill is doing that makes him a strategic partner?

[29:53] A lot of people have teams, but not a lot of people with teams are successful. What does it take to develop a team that can help you move forward?

[37:35] What is Bill going to do differently in the second half of the year to achieve his goals?

[42:20] What book is Bill reading right now?

[44:05] Get in touch with Bill on Facebook.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

William “Bill” Mervin, AnnieMac Home Mortgage

The Mervin Mortgage Team

William “Bill” Mervin on Facebook

Mortgage Lending Mastery Podcast Episode 87: “When Enough Just Isn’t Enough”

DiSC Profile

Simon Sinek

The 4 Disciplines of Execution: Achieving Your Wildly Important Goals, by Chris McChesney, Jim Huling,
and Sean Covey

The Mortgage Playbook for Millennials, by Jeff VanNote

The Mortgage Quarterback, Jeff VanNote

Sep 13, 2018

In this episode, I get to sit down with Adam Smith, President and Founder of Colorado Real Estate Finance Group, a commercial and residential real estate finance firm. In 2017, he and his team handled 470 transactions and $150 million in production. He shares his secret to success — hard work and perseverance, as well as why it’s so important to build and maintain relationships with clients, prospects and leads. Tune in to find out more!

 

Key Takeaways:

[:38] Jennifer introduces her guest for this episode — Adam Smith.

[2:48] What is Adam’s average loan amount?

[3:30] How did Adam get started in this business in 2005? How did he survive the credit crunch subsequently?

[7:18] Adam and Jennifer share their thoughts on entrepreneurs.

[8:15] What are some things Adam has done in his career that have really turned the tables for him?

[12:50] Adam explains more about the non-transactional calls he makes.

[17:22] How does Adam use Outlook as his CRM system?

[22:26] Adam shares more about his process for following up and his different touch points.

[26:52] What are Adam’s tips for getting started on reaching out to your database?

[30:24] To what extent does Adam have a conversation with a client?

[32:54] What does Adam include as part of his video content?

[36:23] How often does Adam meet with Realtors®? What does Adam’s daily routine look like?

[39:19] What is Adam’s advice for loan originators who don’t have a team they can rely on?

[44:09] Looking back on his career, what would Adam do differently?

[46:14] What does the future look like for Adam?

[50:05] What is the one thing that continues to surprise Adam after all these years about what other originators are doing?

[56:24] What is Adam 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

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Mortgage Revolution 2018

Adam Smith

Call Adam Smith: 303-770-2262

Books by Ryan Stewman

The School of Get Shit Done: How Imperfect Action Leads to Success in Life and Business, by Chad Prior

4 Hour Work Week, by Tim Ferris

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

Sep 6, 2018

In this episode, I get to sit down with John Israel, a.k.a. Mr. Thank You. A Cutco Sales Executive by profession, John made headlines when he challenged himself to write five thank-you notes a day, for an entire year. John shares what inspired him to do it, how it transformed his business, and the lessons he learned. Tune in to find out more!

 

Key Takeaways:

[:39] Jennifer introduces her guest for this episode — John Israel.

[2:58] What is John’s background?

[8:00] John challenged himself to write five thank-you notes a day for an entire year. Who did he write them to, and how did he ensure they were personalized?

[18:40] Receiving a handwritten thank-you note is very rare.

[19:44] Jennifer highlights the importance of having consistency in doing anything in your business.

[20:55] What were the monetary results of John’s experiment?

[26:59] Jennifer shares how she harnesses the power of writing notes in her business, specifically as it relates to loan officers.

[30:56] John has a personal anecdote of dealing with an unreasonable client, and how he came to write her a peace card.

[38:32] What are some things to avoid when writing a note?

[46:02] What are some tips John has for you to get started writing notes?

[49:31] Once you start sending your thank-you notes, visit John's website to add your cards to his global tally.

[52:23] John leaves us with a final story of a transformational moment.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

John Israel, Mr. Thank You

John’s 30 Day Challenge

John Israel on Facebook

The Mr. Thank You Project: A Journey to Elevate the Level of Gratitude on the Planet.One Card at a Time, by John Israel

Cutco

“Start with Why — How Great Leaders Inspire Action,”
by Simon Sinek, TEDx Talk

Brian Buffini

“Mortgage Lending Mastery 126: Lessons from a Top Realtor®”

Aug 30, 2018

In this episode, I want to share with you my five steps to financial freedom that will put you on the path to success. Just follow the steps — find, focus, learn, implement, and review and repeat, and you will be on the fast track to achieving your goals. I also have a great scripting technique, courtesy of my colleague Todd Bookspan, so be sure to tune in for that!

 

Key Takeaways:

[:35] Jennifer wants to share about the topic of financial freedom.

[:44] There are five steps to financial freedom — find, focus, learn, implement, and review and repeat.

[2:02] Jennifer explains what the first step, find, means.

[3:03] The second step is to focus — once you’ve found your vehicle, focus on a niche.

[7:01] Third, the more you learn, the more you earn.

[8:50] Fourth, stop talking, take action. Implement!

[10:20] The fifth step is to review and repeat.

[12:35] Jennifer shares a scripting technique she learned from her colleague, Todd Bookspan — memorize, customize and internalize.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Mortgage Lending Mastery Podcast Episode 146: Niche to Grow Rich

Rudy (Film) on Wikipedia

Todd Bookspan

Brian Buffini

Aug 23, 2018

On this episode, I get to sit down with John Thomas, team leader and branch manager for Team Delaware Mortgage Lenders. He is a Certified Mortgage Planner and 5-star mortgage professional for six years in a row ranked in the top 1% in the country. As an expert in holding first-time homebuyer seminars and Realtor® lunch-and-learns, John shares his success strategies. Tune in to find out more.

 

Key Takeaways:

[:59] Jennifer introduces her guest for this episode — John Thomas.

[3:02] What was the contributing factor or tipping point that took John from being an average loan officer to a megaproducer?

[5:15] John has had incredible success with his first-time home buyer seminars. What is his strategy to ensure success?

[13:18] How does John ensure attendance at his seminars?

[14:29] What other ways does John market his first-time home buyer seminars?

[20:19] John shares some tips to get more people to attend these seminars.

[22:29] Are webinars and live recordings of seminars a good option?

[25:09] Holding lunch-and-learns with Realtors® is another strategy John employs.

[27:40] Jennifer shares her strategy for overcoming the fear of public speaking.

[29:12] How does John keep his content relevant and fresh? Jennifer also shares some of her content-generation strategies.

[40:09] How does John approach attracting attendees to his events?

[45:23] What is John’s follow-up process for his lunch-and-learns?

[49:40] John leaves us with some final words of wisdom.

[51:01] What book is John reading now?

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

DelawareHomeBuyerSeminars.com

Your Guide to Buying Your First Home in Delaware,
by John Thomas

Mortgage Revolution 2018

Mortgage Marketing Animals

HomeBuyerSeminarSystem.com

Delaware Mortgage YouTube Channel

First Time Home Buyer Seminar Video, on YouTube

LoanOfficerSeminarSystem.com

Mortgage Lending Mastery Podcast “Episode 145: Daily Digital Deep Dive”

Mortgage Lending Mastery Podcast “Episode 140: Learn with Lee”

MessageMedia

Group Text!

EP Mortgage Services

The Seven Decisions, by Andy Andrews

Aug 16, 2018

In this episode, I want to share some of the key takeaways and interesting perspectives I’ve gained from attending conferences in the mortgage space. I have a great script for talking to partners, as well as a new take on how to approach your business in the long-run. Be sure to tune in to find out more!

 

Key Takeaways:

[:36] Jennifer wants to share her takeaways from Mortgage Revolution and Mortgage Mastermind.

[1:04] Jennifer shares a script for talking to partners — an easy way to ask a pointed question.

[2:54] What did Jennifer learn from the Momentify conference by CMPS Institute?

[4:46] Think about where you want your business to go, and follow that.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

Launch! Take Your Business to New Heights,
by Jennifer Du Plessis on Amazon

Mortgage Revolution 2018

Mortgage Mastermind 2018

Momentifi

Certified Mortgage Planning Specialists Institute

Aug 9, 2018

On this episode, I get to sit down with John Abraham, of Caliber Home Loans in Peoria, Illinois. He has been in the business since 1988 and closed 1035 units at $135mil this year. John is an avid fitness enthusiast who credits most of his learning and success in his mortgage practice to his earlier years as a steroid-free, natural bodybuilding champion. Tune in to find out more!

 

Key Takeaways:

[1:20] Jennifer introduces her guest for this episode — John Abraham.

[3:20] How did John get into the mortgage business and what was his career progression?

[12:40] What was the tipping point in John’s career? What makes him unique and sets him apart to have such a successful career?

[18:14] What are some things that John has put into play in his daily routine that contribute to his success? John shares his takeaways from his experience with bodybuilding.

[21:56] Who does John work with now?

[25:02] Jennifer highlights the importance of choosing your own strategy that works for you rather than blindly following what others are doing.

[27:42] John shares more about his marketing packet for prospective Realtors® and his home buyer packet.

[32:07] Conversions don’t come just from leads — they come from follow-ups.

[35:47] What is John reading at the moment?

[37:54] John leaves us with some final thoughts.

[41:51] If you can’t be the best at everything, there is also value in finding a niche and catering to that.

[43:36] Get in touch with John 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

John Abraham, Caliber Home Loans

Call John Abraham: 309-370-5172

Email John Abraham

John Abraham on LinkedIn

Mortgage Mastermind 2018

Mortgage Lending Mastery Episode 146: “Niche to Grow Rich”

Aug 2, 2018

In this episode, I want to share an idea I learned about at a conference I attended recently — niche to grow rich. We’re always afraid of losing business when we choose to specialize and become an expert in a specific area but trust me, it’s the exact opposite. Tune in to find out more!

 

Key Takeaways:

[:41] Jennifer wants to share more about something she learned at a conference she attended — niche to grow rich.

[1:37] Jennifer shares some examples of people who have focused their businesses on specific offerings.

[4:01] What does Jennifer focus on in her practice?

[5:59] What happens when you take yourself out of the commodity of having all the great products and start focusing on being an expert in one area?

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Launch, by Jennifer Du Plessis on Amazon

Jul 26, 2018

I would like to share with you about something I like to call the Daily Digital Deep Dive a.k.a. D4. How can you take every question you get asked on a daily basis and turn it into an opportunity to expand your brand? Join me as I show you exactly how to do that across your various social media platforms. Tune in to find out more.

 

Key Takeaways:

[:47] Jennifer would like to share about the Daily Digital Deep Dive (D4).

[1:58] What is the Daily Digital Deep Dive?

[3:37] Jennifer shares an example of what the D4 looks like on different platforms.

[9:22] Jennifer discusses taking alternative approaches to the same topic or honing in on other aspects as a way to expand your topic base.

[12:16] Jennifer breaks down another topic with another example.

[13:24] Every single question that you get asked on a daily basis can be turned into an opportunity for you to expand your brand.

[13:42] Jennifer has taken a daily digital deep dive on this topic of the D4.

[14:14] Jennifer would like to ask you for some help to expand her business!


Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Mortgage Revolution 2018

Zoom

Temi.com

Facebook

LinkedIn

Instagram

Jul 19, 2018

In this episode, I get to sit down with Jin Chen, Pearson Smith Real Estate in North Virginia. Jin has become a top producing Realtor® in her firm and in the area after just 3.5 years in the industry. Tune in to find out more about how Jin made the shift from part-time to full-time, and how she has managed to achieve success in such a short time.

 

Key Takeaways:

[1:04] Jennifer introduces her guest for this episode — Jin Chen.

[3:11] Why did Jin decide to go from social work to real estate? How did she make the transition from part-time to full-time?

[4:37] What did Jin do in her first year to get the word out about her new endeavor?

[7:28] Other Realtors® also employ similar strategies to Jin’s, but with limited success. Why is that so?

[9:40] How does Jin get reviews on Zillow, and how does she use that in her marketing?

[13:37] Jennifer and Jin discuss the benefits of being in demand instead of being on demand.

[15:00] What does Jin’s team look like and how does it work?

[20:37] What does the future look like for Jin?

[23:08] Jin shares her relationship with her lenders. What is the best approach for loan officers to get Jin’s attention?

[31:27] What does Jin see as the future of real estate, and the relationship between loan officer and Realtor®?

[34:40] Jin shares about some articles she has written and her perspective on the current state of the market.

[38:03] What is Jin reading or listening to that is helping her move forward?

[40:01] What is Jin's motto/mantra/quote that she lives by?

[42:40] Get in touch with Jin by giving her a call or sending her an email!


Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Email Jin Chen
Call Jin Chen @ 7036254779

Brian Buffini

Mortgage Lending Mastery Podcast Episode 081: “On Demand or In Demand”

“State of the Market address (for Loudoun and Fairfax Counties as of 4/18/18),” by Jin Chen

Jul 12, 2018

In this episode, I want to share with you about the Feel, Felt, Found technique, and how useful it can be in helping you overcome objections without being defensive. Tune in to find out more!

 

Key Takeaways:

[:28] Jennifer wants to highlight something in sales that comes up quite a lot — feel, felt, found.

[1:04] Jennifer talks about the ways in which the feel, felt, found technique can be used.

[2:11] This is a good technique to counter objections without being defensive.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jul 5, 2018

On this episode, I want to talk about helping Realtors® bridge the gaps in the quality of service and customer experience that they’re providing their clients. How can you as a loan officer help your Realtor® partners in this aspect? Tune in to find out more!

 

Key Takeaways:

[:25] How often are you getting information from the Realtor® who sold you your home?

[:59] Realtors® don’t keep in touch with clients.

[1:20] Jennifer has a suggestion to help bridge the gap in the quality of service and customer experience that Realtors® are giving.

[2:03] Jennifer shares three questions that she asks people when she’s networking.

[3:39] What can loan officers do to help their Realtors®?

[4:54] Jennifer encourages you to take the extra step to help your Realtors® maintain that contact with their clients.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jun 28, 2018

In this episode, I get to sit down with Tina Collazo, Principal of Collazo Realty Group with Pearson Smith Realty in Northern Virginia. Tina shares how she has combined financial planning and real estate and the impact she has on helping clients fulfill their financial goals. Tune in to find out more.

 

Key Takeaways:

[1:12] Jennifer introduces her guest for this episode — Tina Collazo.

[2:34] Tina is a financial and real estate consultant. What exactly does she do?

[5:29] How did Tina ensure that she had the clout and certifications behind her in order to have the ability to straddle the real estate and mortgage space?

[7:21] Tina breaks down her process of helping homeowners reach their financial goals.

[12:03] Jennifer highlights the 10-70-20 principle in hand-holding clients.

[14:55] It is a team effort from the loan officer, financial planner, and Realtor® to help the client achieve his goals.

[17:30] What are the benefits of referring a client who needs credit repair to a HUD counselor?

[20:15] How can loan officers seek out Realtors® who have a similar mindset to Tina, or introduce this mindset to their current partners?

[24:11] Tina shares a personal anecdote of how she got into numbers and managing finances.

[26:59] How did Tina get into wealth creation, and what is she doing with multi-families?

[31:18] Tina and Jennifer delve into the differences between buying real estate and investing in real estate.

[35:34] Tina has contributed to the book My Now for the Single Parent. What is the book about, and why did she want to contribute to it?

[38:06] What is Tina reading right now?

[39:11] Tina leaves us with some final advice on getting clear about your vision.


Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Tina Collazo

Collazo Realty Group

HUD Counseling

Joe Stumpf

My Now for the Single Parent, by Moovin4ward Presentations

Business Secrets from the Bible: Spiritual Success Strategies for Financial Abundance, by Rabbi Daniel Lapin

The Solomon Secret: 7 Principles of Financial Success from King Solomon, History's Wealthiest Man, by Bruce Fleet

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

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