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Mortgage Lending Mastery

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Now displaying: 2018
Dec 6, 2018

In this episode, I want to share something I learned at a conference I attended with Dr. James Dentley, CEO of NBC University and speaker trainer. Most people fall into one of four personality types — shark, dolphin, whale, and tilapia — and for each, there is a way to approach them. Jennifer shares some tips and techniques about speaking to each personality type, so be sure to tune in for more information!

 

Key Takeaways:

[:36] Jennifer wants to share something she learned at a conference she attended.

[2:15] Jennifer talks through the Shark/Dolphin/Whale/Tilapia personality diagram.

[6:03] What are some key things to know about each personality type?

[7:37] In a group setting, you will encounter a combination of personality types.

[9:04] How can you make an impression with each of these personality types?

[14:07] Following this strategy of catering to the different personality types can help you engage more of your audience.

[15:38] Jennifer shares how she plans to use these techniques in her personal and professional life.

 

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

Dr. James Dentley

Les Brown

DiSC Personality

Meyers-Briggs Personality

Mortgage Lending Mastery Podcast Episode: 084: “7 Types of Negotiators”

Nov 29, 2018

In this episode, I get to sit down with Bryan Schmidt of CrossCountry Mortgage, who works in the Chicago area. Bryan’s clients all come from a very small niche of about a 15-mile radius from his office. How does he manage to sustain and grow his business from within this extremely small niche? Spoiler alert — It’s all about cultivating strong relationships and becoming a trusted business partner. Tune in to find out more!

 

Key Takeaways:

[:38] Jennifer introduces her guest for this episode — Bryan Schmidt.

[1:54] How did Bryan get into the mortgage business?

[3:09] How is his team structured? What is Bryan’s role, and what are the other roles on his team?

[4:50] How did Bryan move from being a commodity loan officer to finding his niche? What was the process like?

[7:11] What portion of Bryan’s referral partners are Realtors®?

[8:00] How does Bryan say ‘no’?

[9:35] What is Bryan’s niche?

[10:30] What was Bryan’s tipping point that pushed him to take that leap into niching down?

[14:41] What are some of the key questions Bryan asks potential referral partners to set himself apart?

[22:16] How does Bryan build his relationships after the initial meeting?

[26:00] How does Bryan manage his CRM to convey the relevant information to his team?

[28:21] What kind of impact has Bryan seen on his practice as a result of his relationship cultivation?

[30:56] What are some skills that Bryan leverages to have impactful meetings?

[34:31] How did Bryan create and establish that trust within his groups for people to share about their weaknesses?

[36:55]  How does Bryan structure his meetings with his referral partners and what topics do they cover?

[42:08] It’s all about sharing your expertise with your partners.

[45:51] What advice does Bryan have for listeners? Where can they get started?

[49:33] What is Bryan reading right now?

[50:42] Get in touch with Bryan via email to pick his brain.

 

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

Bryan Schmidt

Email Bryan Schmidt

Certified Mortgage Planning Specialist

Gibran Nicholas

Momentifi

Relentless: From Good to Great to Unstoppable,
by Tim Grover

Nov 29, 2018

On this episode, I get to sit down with Kay Houghton, a real estate agent with Keller Williams, operating in the Northern Virginia area. In just 3 years, Kay has quickly become a top producing agent and she’s done it by hiring professionals and growing her team. Tune in to find out how she has been able to hire such an effective team, and what you can do to grow your business too.

 

Key Takeaways:

[:40] Jennifer introduces her guest for this episode — Kay Houghton.

[2:03] Jennifer highlights some of Kay’s statistics.

[3:54] What did Kay do that is different from the average real estate agent that entered the market?

[7:45] How did Kay start her process?

[11:29] What did Kay bring to her business from her previous experience in the corporate world?

[16:02] Jennifer and Kay discuss their experiences in hiring and growing a team.

[19:30] What is Kay’s hiring process?

[24:57] Jennifer and Kay unpack the idea that a team doesn’t have to be made up of perfect people.

[30:42] How does Kay expand her professional growth?

[34:51] Get in touch with Kay by giving her a call, sending an email, or through 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

Kay Houghton

Email Kay Houghton

Call Kay Houghton — 703-CALL KAY (225-5529)

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

The Millionaire Real Estate Agent, by Gary Keller,
Dave Jenks, and Jay Papasan

Indeed.com

Nov 20, 2018

On this episode, I get to sit down with Greg Fowler, Regional Sales Manager with Stewart Title in Colorado Springs, Colorado. He is a guru at all things digital, and he shares his expertise on the three gamechangers that you need to get started on to grow your business. Find out how you can leverage the most cutting edge technology in digital marketing solutions by tuning in to this exciting episode!

 

Key Takeaways:

[:37] Jennifer introduces her guest for this episode - Greg Fowler.

[2:27] Greg is in Title Insurance but also digital marketing. He shares a bit more about his background and what he does.

[6:07] What drives Greg crazy that loan officers and realtors are (not) doing in social media?

[7:30] What are the three main things that Greg believes you should be doing to attract your ideal clients? Geofencing, dynamic ads and videos in the form of Facebook Live.

[9:16] Greg explains how geofencing works and why it's a game-changer.

[13:15] How can you put a geofence around something?

[14:45] Greg explains more about retargeting programs.

[16:15] What are some steps that go into a retargeting program? Greg explains the importance of creating dynamic ads and how retargeting improves it.

[21:31] Greg breaks down the difference between a physical ad and a digital ad in terms of impact.

[23:42] How do Google and Facebook do analytics of your ad to ensure they're hitting the right audience?

[27:44] Rule #3 - 8000 impressions.

[33:27] Greg shares his recommendations for sites that help you build your ads.

[34:42] The last but most important aspect of digital marketing is video.

[39:26] Greg deconstructs the Facebook hierarchy when it comes to video - Facebook Live comes out on top.

[41:37] Is it better to schedule Facebook Lives? Greg and Jennifer discuss the ins and outs of posting videos to Facebook.

[46:34] If you don't start doing digital marketing, by 2020, you're going to be obsolete. And it's more about giving than asking.

[52:12] Jennifer and Greg highlight some of the areas in which they're creating valuable content.

[56:57] Find out more about Greg and what he does by connecting with him on Facebook.

[58:47] Greg hosts a show titled Real Estate Titans - do check it out.

[1:02:05] Greg leaves us with his favorite quote, and some words of wisdom.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Jennifer Du Plessis

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

Greg Fowler on LinkedIn

Greg Fowler on Facebook

Greg Fowler on Instagram

Real Estate Titans Live

Reach150

Adwords

Facebook Pixel

Upwork

Grade My Ads

Snappa

Canva

Animations.com

Gary Vaynerchuk

Mortgage Lending Mastery Podcast Episode 161: Working with Insurance Agents

Mortgage Lending Mastery Podcast Episode 145: Daily Digital Deep Dive

Jab, Jab, Jab, Right Hook, by Gary Vaynerchuk

Nov 15, 2018

On this episode, I get to sit down with Tony Iannarelli, an Insurance Agent with Liberty Mutual to answer one of our listener’s questions — how can you have a relationship with an insurance agent, as a loan officer. Tony gives us some great insights into the dynamic in this relationship, and what it means to be profit partners. Tune in to find out more!

 

Key Takeaways:

[1:50] Jennifer introduces her guest for this episode — Tony Iannarelli.

[3:44] What is Tony’s practice?

[8:06] Tony reflects back on his initial interactions with Jennifer and what she did that was a trigger to inspire him to build that relationship with her.

[12:14] Jennifer highlights the three possible outcomes when meeting with a potential partner.

[15:26] Jennifer and Tony discuss the dynamic in a relationship where one partner gives more leads to the other than he receives in return.

[18:54] It is important to consider the value of each referral to the loan officer compared to the insurance agent.

[22:07] How does the loan officer - insurance agent relationship work?

[24:26] Understanding why your profit partner wants certain introductions will help you make better referrals.

[30:08] Jennifer and Tony discuss some other ways insurance agents and loan officers can work together.

[37:25] Tony highlights the importance of working on your business as much as working in your business.

[40:33] Tony has some tips on how you can build and expand your audience.

[45:33] Jennifer elaborates on how getting connections can be mutually beneficial and the number of opportunities available for insurance agents and loan officers to work together.

[51:17] What are some of Tony’s parting thoughts on building relationships?

[54:24] Get in touch with Tony on social media or give him a call!

 

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

Tony Iannarelli

Tony Iannarelli on LinkedIn

Tony Iannarelli on Facebook

Call Tony Iannarelli at 202-495-8449

BNI Chapter — Nova Connections

Nov 8, 2018

In this episode, Jennifer shares some inspiration to help you through any adversity, keep yourself positive, and have a filled life that you can lead to your maximum potential. She highlights the importance of evaluating what your passions and motivations are but also what it is that’s holding you back. Tune in to find out more!

Key Takeaways:

[:36] Jennifer has an inspirational message to share with you to help you through adversity.

[1:08] You need to come to terms with yourself and keep promises to yourself.

[2:17] Ask yourself, what are you under the influence of? What is holding you back from moving forward?

[3:14] What are your passion and motivation?

[9:10] What are you successful at?

[11:38] Pain is a part of the growth to achieve the success you desire. Suffering is a choice.

[13:43] How do we change? Through the people that we meet.

[18:06] Success is not made in one day; it’s a series of actions that contribute to it.

[19:02] Jennifer shares her eight tips to live a filled life and reach your maximum potential.

 

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

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

“212: The Extra Degree,” by Simple Truths on YouTube

Nov 1, 2018

On this episode, I get to sit down with Michael Fratantoni, Chief Economist and Senior Vice President of Research and Industry Technology at the Mortgage Bankers Association. Michael dives into his forecast for 2019, shedding light on his perspective of what’s going to happen nationally in the economy and how that relates to mortgages and real estate as a whole. Tune in to find out more!

 

Key Takeaways:

[:37] Jennifer introduces her guest for this episode — Michael Fratantoni.

[3:34] What does the current economy look like and what does Michael predict will happen in 2019, in terms of growth?

[6:42] What would Michael say to real estate agents or consumers to help them get over their fear mode?

[12:03] What are Michael’s thoughts on buyers taking higher home prices at lower rates today, rather than waiting it out?

[17:20] One of the topics that have recently been very popular is the reintroduction back into the market of 2-1 buydowns. Michael shares his insights from a risk perspective.

[21:15] What are some issues to be aware in the housing industry going into 2019?

[23:55] Michael and Jennifer discuss expectations for the real estate market.

[29:17] What are some changes that are happening in the lending market?

[31:37] What is going to happen with FHA premiums?

[32:39] Jennifer and Michael talk about different philosophies different lenders subscribe to.

[35:05] How important is it for lenders and real estate agents to communicate with and educate the consumers?

[37:20] Michael shares some thoughts about the challenges in the mortgage space.

[39:25] How will the presence of online lenders impact the market? Will competition push more companies toward mergers?

[44:57] Michael shares his final thoughts on the general environment going forward.

[50:01] Don’t forget to get your download of Michael’s presentation!

 

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

Michael Fratantoni

Mortgage Bankers Association

NAMMBA

National Mortgage Bankers Association Annual Convention 2018

Mortgage Coach

MBA Economic and Mortgage Finance Outlook, Presented by Michael Fratantoni

Oct 25, 2018

In this episode, I get to sit down with Keith Goeringer of Fairway Independent Mortgage Corporation. A 17-year veteran in the mortgage industry, his current expertise is geared toward providing training to brokers, Realtors®, mortgage companies, small businesses, and wholesale operations to become more efficient through the use of Virtual Assistants. Tune in to find out more about how this can help you grow your business!

 

Key Takeaways:

[1:12] Jennifer introduces her guest for this episode — Keith Goeringer.

[2:46] Where is Keith based now, and what has been his average loan amount?

[4:11] Keith shares more about his practice, his team, and his expertise.

[6:35] What is Keith closing now?

[7:39] Keith started an experiment last year. What was his experiment about, and what were the results?

[13:07] What are some of Keith’s takeaways from the experiment?

[16:18] How did Keith determine which activities to focus his energies on?

[21:42] What are some programs that Keith has combined to produce better results?

[24:42] Keith has set up his automation system, instead of the Virtual Assistant, to respond to leads.

[26:37] Combining different systems has given rise to new ideas — there is an unlimited potential for Virtual Assistants because things are constantly changing.

[33:20] What has Keith learned about connectivity?

[37:51] Keith has some great insights on lead conversion.

[43:14] When it comes to social media, what’s Keith’s approach to connecting with agents online?

[53:57] Keith shares the nitty-gritty of how he cold-connects on social media.

[1:00:42] Get in touch with Keith to find out more about his Virtual Assistant services and how you can implement this in your business.

[1:04:55] Keith leaves us with a final quote.

 

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

Keith Goeringer on LinkedIn

Keith Goeringer on Facebook

CheckOutEP.com

Loan Officer Virtual Assistants Facebook Group

Mortgage Revolution 2018

LendingTree

Tim Braheem, Performance Experts

Carl White, Mortgage Marketing Animals

List Reports

Listing Booster

Zapier

IFTTT

Oct 18, 2018

Do you know what type of negotiator you are? What types of negotiators your clients are? If you don’t, you could be losing out on so much! In this episode, Jennifer shares her take on the seven types of negotiators you will encounter in your business and some strategies and tips to handles them. Tune in to find out more about the People-Pleaser, the King-of-the-Hill, Earnest & Honest, and more!

 

Key Takeaways:

[:45] Mortgage Lending Mastery is expanding to include real estate agents, salespeople, and small entrepreneurs — please pay it forward by sharing this podcast with your networking groups!

[3:09] Jennifer wants to share her take on Brian Buffini’s seven types of negotiators.

[4:35] What are the seven types of negotiators?

[5:30] In order to determine the type of negotiator someone is, ask them what frustration point they’re at.

[6:31] What are some typical characteristics of a ‘People-Pleaser,’ and what are some things to be aware of when working with them?

[10:09] When dealing with a ‘King-of-the-Hill,’ be aware that they will always want to control the emotion and the environment. A prime example is Donald Trump.

[12:18] The ‘Earnest & Honest’ type negotiator does not enjoy haggling. How should you approach a client like this?

[13:48] A typical ‘Linear-Logical’ negotiator needs facts, numbers, and analysis to feel comfortable making a decision.

[15:25] The fifth type of negotiator is the ‘Emotional Ping-Pong.’ What do you need to know when working with them?

[17:08] The ‘Expediter’ talks fast; moves fast. What is the challenge in working with them?

[19:46] The final type of negotiator is the ‘Rocking Chair.’ The key to working with them is slowing down.

[22:03] Jennifer reviews the 7 types of negotiators.

 

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

Brian Buffini

DiSC Profile

Jennifer's Live Video: Are you being yourself or trying to take on someone else’s identity?

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

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