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Mortgage Lending Mastery

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Now displaying: April, 2018
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

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