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Mortgage Lending Mastery

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Now displaying: October, 2018
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

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