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Mortgage Lending Mastery

The Mortgage Lending Mastery Show
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Now displaying: January, 2018
Jan 25, 2018

On this episode, I get to chat with Kayvon, also known as the One Call Closer. He is one of the most efficient and sought-after sales trainers in closing clients over the phone with over 20 years of experience, and he is sharing his tips, strategies, and techniques to stop selling, and start closing. Tune in to find out more!

 

Key Takeaways:

[:24] Jennifer introduces her guest for this episode — Kayvon.

[1:50] Who is Kayvon and how did he get to where he is now?

[3:23] How can you get your clients to say yes? Kayvon breaks down the differences between selling and closing.

[8:29] Kayvon talks about the four things that must happen in order to qualify a client or referral.

[11:37] Jennifer brings up a specific point in the real estate agency about selling agents vs. listing agents — the focus should be on closing, not just selling.

[13:35] Kayvon brings up three objections that are often brought up, and the reasons why people bring up these objections.

[14:12] It is crucial to be listening, and listening to understand, to your client’s needs in order to close the sale. Kayvon and Jennifer discuss the importance of asking the right questions.

[15:52] Kayvon deconstructs the different types of selling, and the different types of ‘pain,’ when it comes to dealing with customers.

[18:55] Kayvon and Jennifer talk through the example of dealing with a single mother divorcee in a case study of how to close.

[21:29] Kayvon dives into the idea of the psychology of sales — asking the right questions, and understanding their pain points.

[31:15] What are some suggestions that Kayvon has on how to discover the client’s pain points? What are some questions that can be useful in the discovery process?

[34:58] Kayvon has a tip on how to address dealing with people who are not the main decision-makers.

[38:05] How can you tell that you’ve done a great job in the sales process to get to the close?

[40:37] Jennifer shares about the prudence of being aware that a client’s needs and pains can change through the sales process.

[42:58] When is the right time to ask for the close or for referrals?

[48:40] Jennifer recaps the practical steps you can take to stop selling and start closing.

[51:16] Kayvon leaves us with some final words of inspiration.

[53:29] Get in touch with Kayvon via his website to learn more about his strategies, techniques, and more!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Kayvon

Jan 18, 2018

In today’s episode, I get to sit down with Tony Thompson, the Vice-President of Growth and Strategy with Silverton Mortgage, who is also the founder of the National Association of Minority Mortgage Bankers of America (NAMMBA). Tune in to this episode to find out more about NAMMBA, and an exciting conference they’re organizing in April 2018!

 

Key Takeaways:

[:25] Jennifer introduces her guest for this episode — Tony Thompson.

[1:13] Who is Tony and what does he do at Silverton Mortgage?

[2:40] What is NAMMBA and how did it get started?

[7:00] Where are the local chapters of NAMMBA so far?

[8:43] An undertone for the NAMMBA is also to attract younger people to enter the mortgage business. Tony explains more about how NAMMBA helps to prepare and build the next generation of mortgage bankers.

[11:05] What is the National NAMMBA Conference 2018 about? Who are some of the speakers and what topics will be covered?

[21:43] It's going to be a great learning and networking opportunity, so be sure to reserve your spot at Connect 2018 ASAP! There are also special promotions in January for you to take advantage of.

[25:30] Jennifer recommends bringing your Realtor® partners for this event to build those relationships! See you at Connect 2018!

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Tony Thompson

NAMMBA

Connect 2018

Jan 11, 2018

On this very timely episode, I have Gibran Nicholas, Chairman and CEO of the Certified Mortgage Planning Specialist (CMPS) Institute. The 2018 Tax Cuts and Jobs Act has finally been passed, and some major changes have been made. What are the changes and how will they affect you? Tune in to find out all the details about the seven changes in the tax laws that impact lending!

 

Key Takeaways:

[:50] Jennifer introduces her guest for this episode — Gibran Nicholas.

[2:18] Why do mortgage lenders need to know about the changes brought about by the 2018 Tax Cut and Jobs Act?

[4:25] The first change that has happened that impacts lenders is that the tax brackets have changed. What does this signify for lenders?

[6:12] The second change is that the standard deduction has gone up. This could be a good or bad thing, depending on your situation. Gibran explains further.

[9:41] Jennifer clarifies some aspects of the change regarding tax deductions. What benefits are there to itemizing, vs. opting for the standard tax deduction?

[16:15] The third change relates to the limitation on state and local taxes.

[20:50] The fourth point is a result of a change made to the college savings plan (529 plan).

[24:57] Change number five has made it better for real estate investors to make money in real estate!

[27:07] Was there any change in the capital gains tax for investors?

[28:10] What kind of changes have there been to deductions on the part of active investors?

[29:39] Gibran shares the changes that have come into place with regard to the acquisition indebtedness limit.

[35:45] The seventh change relates to home equity indebtedness.

[36:50] The last change has to do with the gift tax. Gibran explains how the gift tax works, and how it has changed.

[43:30] Jennifer clarifies the deductibility and non-deductibility of certain elements relating to mortgages.

[44:54] How would Gibran share the information about these changes with Realtors® and buyers?

[50:19] If you’re interested in becoming a CMPS, reach out to Gibran via email.

 

Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

CMPS Institute

Internal Rate of Return Calculators (CMPS)

How to Benefit from the New Tax Changes, CMPS Institute

The Gift Tax Myth: How to Navigate Around It, CMPS Institute

Email Gibran Nicholas

Jan 4, 2018

On this episode, I get to sit down with Nathan Rufty, a mortgage loan originator who also runs a marketing and coaching company called Mortgage Marketing Pros. In this information-laden episode, tune in to hear some tips from Nathan about how to capitalize on your existing network to get those leads you need!

 

Key Takeaways:

[:26] Jennifer introduces her guest for this episode — Nathan Rufty.

[1:44] What are some ways that loan officers can get to consumers directly?

[8:05] Jennifer and Nathan discuss the opportunities that lie within our own existing network of clients.

[13:34] Nathan breaks down the semantics of getting in touch with companies to tap into their base of employees.

[20:08] Apart from merely walking into their offices, or connecting via LinkedIn, what other suggestions does Nathan have to establish contact with the HR department of a company?

[24:29] Jennifer shares some of her techniques for connecting with and building new relationships with employees in companies.

[27:32] What is Nathan’s ROI on his efforts in this area?

[34:04] The relationship begins at closing, but the communication is vital throughout the loan process too. As a marketing professional, what are Nathan’s thoughts on retention of customers?

[38:06] Nathan and Jennifer discuss how long loan officers should maintain contact with their clients.

[42:21] It is important to start somewhere in the process of reaching out to clients.

[44:00] Nathan leaves us with a key piece of advice — use videos!


Mentioned in This Episode:

Kinetic Spark Consulting

Mortgage Lending Mastery on iTunes

Jennifer Du Plessis on YouTube

Jennifer Du Plessis on Zillow

Nathan Rufty

Mortgage Marketing Pros

LinkedIn

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