On this episode, I get the chance to sit down with Rick Elmendorf, one of the top 100 mortgage brokers in the Scotsman Guide, who has a special focus on handling loans for veterans. Tune in as we discuss the importance of mindset when it comes to creating sustainable relationships and how he manages his business!
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[1:43] Jennifer introduces her guest for this episode — Rick Elmendorf.
[5:25] What does Rick’s team look like? What is his volume like?
[7:06] Rick describes what his business looks like in terms of leads.
[9:11] Apart from Realtors®, does Rick work with any other people, e.g. builders, financial planners?
[12:58] What was Rick’s tipping point in the business that has got him to where he is today?
[17:49] Rick works with his wife, Marie, on his business. How does that dynamic play out, and what does it bring to their relationship and business?
[20:40] One of Rick’s niches is dealing with veterans. What was his process to arrive at the point of not feeling like he was pigeonholing himself and limiting his avenues for revenue?
[24:32] Rick and Jennifer both believe that being focused on your three core values and strengths is the way to build a successful business. How would Rick convince someone of this fact?
[27:58] Jennifer shares her own personal anecdote of how being focused allowed her and her team to excel at what they were doing.
[30:57] Jennifer and Rick discuss his new book in relation to creating richer relationships.
[35:17] It’s really not about the rates that you have to offer, but the relationship that you build with your partners. How does Rick manage 65 different relationships with different agents?
[40:17] How can we change our partners’ perceptions of our relationships, or even convey to them the change in our own mindsets?
[51:03] What do Rick’s production partners and assistants do?
[57:40] What are Rick’s thoughts on having different people manage different phone calls on the front and back end?
[1:00:45] What does Rick do for fun?
[1:02:44] What is Rick reading now?
[1:05:38] Rick leaves us with some final words of wisdom.
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