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Mortgage Lending Mastery

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Now displaying: May, 2018
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”

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