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Mortgage Lending Mastery

The Mortgage Lending Mastery Show
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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

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