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!
[: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: