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Mortgage Lending Mastery

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Now displaying: November, 2018
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

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