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Next Level Loan Officers

Author: Next Level Loan Officers

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Next Level Loan Officers brings you in-depth conversations with the top mortgage team leaders, executives and branch managers in the country. We also feature mastermind sessions with influential coaches, consultants, experts and speakers. All so you can build the right team, systems and technology to scale your mortgage team to a hundred million without losing your YOU. The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. 

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In this week's podcast, Shane Kidwell, Kyle Draper, and Sean Zalmanoff discuss the shifting importance in the mortgage industry and the need for thoughtful staffing decisions. They emphasize the importance of understanding your worth and hiring based on your expertise. The episode also touches on the benefits of hiring contractors and the need for effective planning and process. 02:03 - Shifting Importance in the Mortgage Industry03:26 - Assessing Staffing Needs and Challenges04:52 - The Scarcity Mindset and Hiring Locally06:45 - Overcoming the Physicality of the Team09:30 - Efficiency and ROI in Hiring12:25 - The First Hire in a Growing Mortgage Company22:26 - The Importance of Planning and Process25:42 - Understanding Your Worth and Asking the Right QuestionsTakeaways:Embrace the shift towards digital and remote work environments. Recognize that efficiency and productivity can be enhanced through virtual meetings and remote staffing, which also allows for a broader talent pool beyond geographical limitations.Before hiring, clearly define the roles and responsibilities based on your business needs and personal strengths. This planning phase helps in identifying whether a task requires a full-time employee, a part-time assistant, a contractor, or can be automated through technology. Recognize the value of your time and expertise. Focus on tasks that you excel at, are passionate about, and that directly contribute to revenue generation. Delegate or outsource tasks that can be performed adequately by others at a lower cost. For many businesses, especially in the current market, the first hires or outsourced roles should focus on branding, marketing, and social media to enhance lead generation and establish a strong online presence. This approach prioritizes top-of-funnel activities that are essential for growth.Quotes:"The reality is that we're so often just trying to put our finger in the hole in the dam. We don't even understand why there's a dam."  "Be inquisitive and be a learner. And if you're inquisitive with like full humility, like when you get a bill from the IRS for 56 grand, that humbles you even if you're not super humble.""Whether that's in us, whether that's in yourself, whether that's in both, whether that's in a gym membership, maybe it's investing in Sundays, you know, taking some time with your family, but invest."  "And we have stronger relationships because we have to be intentional versus the people that just think they're doing a good job because they happen to see their people every day." Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 
In this week's podcast, Shane Kidwell, Kyle Draper, and Sean Zalmanoff highlight the importance of actively engaging with others on social media, suggesting listeners spend a few minutes daily to genuinely connect by commenting on other people's posts. They share how this strategy can lead to stronger relationships and open up new opportunities.00:59 - The Importance of Engaging on social media05:54 - Engaging with Others' Content10:43 - Engaging for Others' Benefit12:53 - The Power of Listening and Engaging16:18 - The Challenge: Engaging with Others' Content Takeaways:Instead of just posting about your own stuff, take the time to reply to what others are sharing. It's like having a real conversation, where you listen and respond, rather than just talking about yourself all the time.When you comment on someone's post, make it meaningful. It's not just about leaving any comment but saying something that shows you really paid attention to what they shared. This can make people feel valued and strengthen your connections.  The speakers suggest a challenge where you dedicate some time each day to thoughtfully engage with others on social media. This strategy can help you stand out and create a supportive network around you.Quotes:"Social media is a two-way street... They're looking for people who use it as a one-way street and cutting down their engagement."  "We didn't want to bring AAA experts to you. We wanted to bring only major league experts.""This month inside the Next Level community is all about AI... we designed the next 12 months of pieces of training and teachings all around being super intentional with everything we bring to you."  "What if for 30 days, you opened up Facebook, LinkedIn, Instagram, whatever platform you're on and everything you saw on your screen, you couldn't scroll past without leaving an engaging, thoughtful, selfless comment." Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
Pitfalls & Pathways

Pitfalls & Pathways

2024-02-2728:11

In this week's podcast, Shane Kidwell, Kyle Draper, Sean Zalmanoff, and Landon Hale are mixing things up in the mortgage and real estate world with their latest venture. They're focusing on the importance of professionalism, continuous learning, and the strength of the community to navigate the twists and turns of the market. With a lineup of engaging podcasts, live events, and insightful sessions, they aim to boost success, improve time management, and foster meaningful connections within the industry.  00:58 - The Year of the Professional03:24 - Learning from Successful Individuals04:20 - The Importance of Accountability05:43 - Consistency over Uniqueness06:11 - The Next Level Cadence07:36 - Marketing Church: Tactical Marketing Tips09:03 - Next Level Live: Monthly Themes and Contributors09:58 - Real Estate Perspective: Insights for Agents and Lenders11:20 - Happy Hours: Fostering Community and Celebrating Success21:32 - Time Management and Focus24:59 - Building Deep Connections Takeaways:Recognize that in fluctuating markets, it's the professionals who thrive. Commit to constant learning, embracing change, and self-improvement. Understand that being a professional means being prepared for challenges and leveraging them as opportunities for growth.Focus on authentic engagement rather than sales pitches. Share your personal interests, experiences, and lifestyle to naturally attract clients and partners who align with your values and way of working.  Prioritize consistency in your efforts over trying to be overtly unique. Reliable, steady progress in your marketing, client interactions, and professional development can lead to more sustainable success than constantly seeking new, untested strategies.  Apply the principle of doing less but at a higher level. Utilize time management strategies like trimming, transferring, and trashing tasks to focus on what truly matters. Quotes:" The market is always challenging, and it's the professionalism and the constant pursuit of excellence that makes the difference.”  " Community, accountability, support – these are the pillars that we believe are essential in this industry. “" Our content is designed to provide a daily and weekly cadence that supports our community’s growth. “ " This is the year of the professional...in upward trending markets, in hot markets, amateurs can win. But the reality is that as soon as things get tough, only the professionals win. “" What is the one thing such that by doing it, everything else becomes easier or completely unnecessary? “  " I made like $8,000 last year in the mortgage industry...but I felt more blessed. I felt I learned more. “Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 
In this week's podcast, Shane Kidwell, Kyle Draper, Sean Zalmanoff, and Landon Hale tackle a big question: how can you double your services’ price and still keep your clients happy? You'll hear real-life stories, clever strategies, and personal insights that will make you stop and think, "How can I apply this to my own work?" This episode is packed with ideas on adding value in ways you might not have considered.  00:45 – Doubling the Price of Your Product 03:14 – Providing Additional Services 04:35 – Process, Experience, and Value  06:32 – Enhanced Access and Support  07:29 – Leveraging Your Sphere for Client Benefit 10:19 – Increasing Brand Presence 14:39 – Understanding the Client Experience 16:37 – Being Mindful of Personal Presentation 16:37 – You are Your Brand 21:19 – Authenticity and Brand Perception 24:41 – Momentum and Drawing People In  Takeaways:Don't just sell a product; offer an entire experience that greatly benefits your customers. This means looking for ways to add value that justifies the higher price. For example, you could offer exclusive educational resources or financial tools that help clients save money over time.Regularly take a step back to evaluate how you can better your offerings, processes, and branding. This continuous self-improvement can lead to more referrals and higher client satisfaction.A strong online presence that reflects your brand's quality and values can attract higher-paying clients. Ensure your branding is consistent across all platforms to create a cohesive and professional image. Quotes:" The product I'm selling isn't just the mortgage, it is that life cycle client experience.”  " I thought of three words when you said it, I thought process, experience, and value. “" If you ain't tracking your numbers, you can't call yourself even a loan officer. “ " You are your brand... How you show up is a direct reflection on what people expect they'll get from your brand. “" New people come out of the woodworks when I'm broadcasting my journey, not when I get to my final destination. “ " Momentum is felt most along the journey, not at the finish...as you're perfecting yourself, your brand, your product every day, you become a black hole, and black holes grow. “Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 
In this week's podcast episode, Sean Zalmanoff and Landon Hale simplify the process of building your team. They explain why it's crucial to define roles clearly before hiring, why you should stay open-minded when choosing candidates, and why it's smart to invest in early administrative help. Discover how getting involved and ensuring smooth onboarding can really boost your team's success.  02:10 – Unpacking the Hiring Process 03:08 – The Role of a Loan Partner 04:36 – The Importance of Hiring Staff as an Investment 06:29 – The Impact of Hiring on Business Growth 08:30 – Determining When to Hire 09:39 – The Importance of Tracking Number 14:02 – The Role of a Contracts to Close Coordinator 22:02 – Knowing Your Numbers and Setting IncentivesTakeaways:Start by hiring administrative support or coordinators to handle tasks efficiently. Having administrative assistance can significantly boost your productivity and allow you to focus on core responsibilities. Sometimes, the best person for the job might not be right around the corner or have the exact background you thought you needed. Being open to different kinds of experiences and locations can lead you to some great hires.Even as you delegate tasks, remain involved in crucial stages of the process. Clients and partners often expect direct interaction from you, so ensure your presence is felt when needed.If you've committed to a referral-based business model, prioritize nurturing relationships and maintaining open communication. Regular engagement with clients and partners demonstrates your dedication to providing top-notch service.Quotes:" If you fail to plan, you plan to fail.” " When you hire somebody to help you with your business, you got your net that you're pulling through the water and that net. Obviously, it has holes in it. The goal is to tighten those holes so less things slip away. “" If you ain't tracking your numbers, you can't call yourself even a loan officer. “Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
Episode Title: Building Your Dream Team In this week’s podcast episode, Shane Kidwell, Sean Zalmanoff, Landon Hale, and Kyle Draper discuss how hiring the right people can really change the game for your business. They talked about finding hidden gems in the job market, asking quirky questions to see if someone fits your team vibe, and always being on the lookout for awesome people to join your crew. It's all about making smart moves to build a team that rocks!  01:04 – Diving into hiring strategies within the mortgage industry 02:15 – Exploring preferences in hiring experienced vs. inexperienced staff 05:05 – When and who to hire 8:00 – Open Culture in the workplace 16:00 – Importance of cultural fit in hiring 22:05 - Anticipating future hiring trendsTakeaways:It's really important that the people you bring on board care about the same things you do. Asking about what they read, what they would do with a chunk of money, or what they like to do for fun helps you see what they're all about.Sometimes, the best person for the job might not be right around the corner or have the exact background you thought you needed. Being open to different kinds of experiences and locations can lead you to some great hires.Right now, in the mortgage game, there's a chance to snap up some amazing people who know their stuff but are looking for work because of how the market's going. This is a golden chance to bring in some top talent.Getting the timing right when you add new people to your team is super important. You gotta make sure you're not jumping the gun or waiting too long. And when you're looking at who to hire, really dig into what they can do and if they'll fit well with your team.Quotes:"But it is the one topic that can absolutely make or break everything we do in our companies. And it is hiring.” "Trim. Transfer. Trash.""Impact is far more important than the amount of money you spend on people."  "How far do you think they could drag a dead body?" “There's so much value in creating a common language inside of your company."Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
In this week’s podcast episode, Sean Zalmanoff and Shane Kidwell discuss strategies for loan officers to build lasting relationships with clients, utilizing technology, social media, and community events, with a focus on engagement beyond the loan closing process.2:58 – Building Relationships After Closing10:54 – The Power of Follow-Up15:16 – The Importance of Branding18:18 – Teasing a New Product Takeaways:It's crucial to establish trust with clients throughout the mortgage process and beyond. This involves being transparent, responsive, and reliable from the first interaction to well after the loan closing.Always be ready to evolve your strategies to meet the changing needs of the market and your clients. Host local events to connect meaningfully with both the community and your clients. These events provide opportunities for direct interaction with potential and existing clients, building a sense of community and showcasing your commitment to your local area.The mortgage industry is dynamic, and staying updated with trends, technology, and client needs is crucial. Continuously adapting your strategies, learning new tools, and applying innovative ideas will keep you ahead in the competitive market.Quotes:"That first season is really about building trust, right? Like if you go to a car lot and they don't tell you the price of a car and they ask for your credit card, your date of birth, your social security, you're not going to have trust."   "If COVID didn't teach you anything, it should have taught you the importance of having a strong network.""Impact is far more important than the amount of money you spend on people."  "If you have a dialed in post-closing process, experience, path for engagement, cadence, you make way more than 1% on that past client."Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
This week's podcast features Sean Zalmanoff and Blake Brewer discussing the Legacy Letter Challenge. Blake recounts receiving a letter from his father shortly after his passing, a moment that inspired him to embark on a mission: helping one million fathers compose at least one impactful, well-crafted Legacy Letter for their children.👉 https://www.legacyletterchallenge.com/nextlevel1:19 - Blake’s story9:04 - The mission13:50 - Building confidence in your children17:35 - Legacy Letter ChallengeTakeaways:Writing a letter to your children is one of the best things you can do to make a long-lasting impact.When people have this type of love in their life they are set up to be more successful and more confident.Parents can help their kids win the day by helping them win the battle in their minds.These letters cut through the noise and give them something to return to later in life. Quotes: “I believe the most powerful words on this planet are spoken by a Father and spoken by a Mother.”“It is difficult to stare at blank piece of paper, which is why we created this framework and process to make it easier.”“We know that the battle starts in the mind.” Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ 
Catch Sean Zalmanoff and Shane Kidwell on this week's podcast as they share real stories from their first year running mortgage companies. Learn how they tackled challenges, built trust with clients, and dealt with changing mortgage rates. If you're just starting, this episode is full of tips and tricks you don't want to miss!01:00 – Reflecting on the First Year01:54 – Lead Generation02:24 – Pre-Approval03:17 – Under Contract05:13 – Prospecting during the Under-Contract Phase08:02 – Communication and Clarity09:12 – Non-Negotiables and Setting Expectations11:02 – Wednesday Update Calls12:15 – Creating Trust and Proprietary Value Ads17:03 – Asking for Feedback and Building Reputation19:08 – Handwritten Notes and Branding22:15 – Taking Action and Leveling Up Takeaways:Leveraging previous experiences and the work put in earlier can significantly help in building momentum in a new venture.  Addressing potential issues early and being proactive in communication helps in smooth transactions and reduces last-minute stress.Viewing different stages of the mortgage process as opportunities for prospecting, especially with real estate agents, can lead to future business growth.Regularly seeking feedback from clients and partners is essential for continuous improvement and adapting to changing market conditions. Quotes:“We fight, we claw, we scratch to get a deal under contract”“The things that I have been doing, have been building momentum, like that snowball going down a hill.”“You need to have automated communication that is going out as frequently as the football is moving down the field.”“I'm looking up that listing agent. And if I haven't worked with the buyer's agent before, I want to know their stats as well too.”“My world's not fair and I don't treat everybody the same.”  Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
Join Sean Zalmanoff and Shane Kidwell in this week's podcast. They share simple yet powerful tips for turning leads into loyal clients. Learn how to keep in touch with market updates, make your services stand out, and build trust every step of the way. Perfect for anyone looking to grow in the mortgage industry!00:40 – Seasons of a Mortgage Client01:39 – Season Two: Pre-Qual/Pre-Approval03:34 – Building Trust and Confidence05:00 – Educating Clients with Market Updates07:41 – Sending Market Updates Via Email09:36 – Using Video Platforms for Market Updates11:24 – The Power of Email12:30 – Providing Value and Information15:18 – Educating Clients on Mortgage Options17:03 – Nurturing Clients with Market Updates18:32 – Proprietary Items of Value20:55 – Knowing Your Value Proposition Takeaways:Having a concrete plan and clear tactics is more effective than just having good ideas when it comes to converting leads and guiding clients through the mortgage process.   Regularly updating clients and partners, such as with weekly market updates, is crucial for maintaining engagement and trust.   Taking time to explain details like the impact of loan amounts on monthly payments can greatly enhance a client's understanding and confidence in their decisions.Providing unique tools and clear explanations helps clients feel more informed and confident, differentiating your service from others.   The mortgage industry is dynamic, so staying informed about market changes and adjusting communication and strategies accordingly is key to success.Building lasting relationships in the mortgage industry relies on demonstrating knowledge, reliability, and a genuine commitment to the client's journey. Quotes:“The tactics are the how, the when, the why, and the what.”“Purchasing a home is an emotional ride. They go from highs to lows to highs, and then they're a homeowner.”“We have a small window before our opportunity to get the treat goes away.”“They may not understand everything, but they're very confident that I know what I'm talking about."“If I can get your attention for seven and a half seconds every week, I'm winning.” “You need to know what makes you better than everyone else.”“Even if you don't like your rate, it's yours and that's what you have to sell.”“I don't wanna put my name on something that could easily be erased.” Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
Join Shane Kidwell and Sean Zalmanoff in this week's episode as they break down parts of a client and parts of a transaction to help everybody work on their business as they move forward into the new year. Listen up as they talk about strategy over ideas, the importance of price transparency, and effective online engagement to transform your approach with leads. 01:09 – The Importance of Strategy03:01 – The Seasons of a Client05:46 – The Lead Season07:10 – The Trust Building Season09:35 – Price Transparency and Authenticity12:58 – Building an Online Presence15:19 – Content Creation and Education19:45 – Nurturing Leads and Market Updates22:22 – The Impact of Authenticity and Engagement Takeaways:There is a need for specific, actionable plans with clear goals and outcomes to drive business and personal actions rather than vague ideas. Price Transparency is key in building trust with leads early on.Even minimal engagement can lead to significant leads which is why building an online presence and being yourself in social media is important.Use ChatGPT and transcription tools to quickly make and repurpose content. Aim for brief, even one-minute videos work well.Staying in touch with your leads by regularly sharing market updates and useful information showcases your expertise and maintains engagement. Quotes:“Less ideas. A lot more strategies.”“We don’t quote rates soon enough.”“What is a lead? Well, that is really anyone that should, would, could become a client.”“Embrace who you are. If you are a dad, if you are a mountain biker. Embrace those things because everybody’s looking at you.”“Although it’s about trust, it’s also about education.” “One action. Numerous results.”“You do something for a certain length of time. People know who you are.”“We work in a relationship industry. This is a people industry, and it's so important that you build a truly authentic, no BS presence online.” Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 
Join Sean Zalmanoff and Kenneth Travis in this week's episode as they dive into Goal Planning and Actions That Matter (ATMs). Carefully planning your actions for the short and long term has a huge impact on your success. It's the deliberate actions and measured steps that pave the way to your success.05:17 – Progress, Not Perfection06:53 – Planning and Organizing 09:13 – Beat Distractions and Boost Productivity13:29 – Being Proactive to Clients18:17– Staying Focused Takeaways:Small wins, like making your bed, planning the day ahead, and organizing your workspace, boost confidence and set the tone for a productive day.Turning off distractions and managing your time well is really important to avoid problems with getting things done and stay focused on important tasks.Proactive client outreach and coupled with strategic engagement, fosters mutual proactivity which can fuel business growth and positive branding.Quotes:“The people who are going to kill it in 2024 are not slowing down right now.” “People in general, like, if you ask them what your yearlong goals are often greatly overestimate what they can get done in a year, but greatly underestimate what they can get done in five to 10 years.” “You can't change what you did yesterday. You can only change today.”“If you write two handwritten notes every single day, it will have an impact on your business.”“It's nice to remove clutter from your life.”“Every single person has to have wins in their day and you've got to put yourself first.”“It's not just the goal planning part, it's not just the actions that matter, it's discipline.”Show Links:Community Platform: www.BecomeNL.com Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/ YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/
Join Kellen Vaughan and Kenneth Travis in this week’s episode as they discuss the power your mindset has on your success. They explore the idea that positivity not only shapes your personal growth but also plays a pivotal role in attracting people and business opportunities. Tune in to discover how cultivating a positive outlook can become your secret weapon for building valuable relationships and boosting your success in both life and business.  2:45 – Power of Positive Mindset 10:00 – Making the Impossible Possible 14:07 – Power of Reciprocity  Takeaways: The path of a mortgage loan officer can be likened to climbing a mountain; having the right tools and strategies is essential to reaching the summit. Understanding the principle of reciprocity can encourage others to want to help you without needing a direct request. By maintaining a positive mindset and building authority, you can position yourself as the go-to expert in your field. Quotes: “When you have a positive mindset, you have a growth-oriented mindset and you’re going to have greater success.”  “The mortgage loan officer journey is a lot like climbing a mountain – you have to have the right tools to reach that peak.” “The optimistic way to be is the only way to be.” “Staying in an optimistic mindset builds that likability and trust with your partners and clients.” “The power of reciprocity in your business is non-negotiable.” “Loan officers a lot of times use scarcity to their detriment and not to their benefit.” “Authority and credibility significantly influence people.” “People want to be around people that are optimistic about the future.” “It's positioning yourself to be an expert and to be the one people rely on.” “You will come out on the other side if you stay committed and keep that positive mindset.” Show Links: Community Platform: www.BecomeNL.com  Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media: Facebook - https://www.facebook.com/NextLevelLoanOfficers/  YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 
In this episode, Kellen Vaughan and Sean Zalmanoff explore how the power of conversations can shape your success in 2024 and beyond. Opportunities are out there in today’s market, but you have to have these meaningful conversations in order to obtain them. 2:24 – Consistently Win 7:34 – Winners Plan 12:24 – Doom Spending Takeaways: In today's competitive landscape, the key to success lies in meaningful conversations. Engaging with past clients, referral partners, and other professionals such as CPAs and financial planners can open doors to new opportunities. Consistent communication is crucial to ensuring that your clients and partners remember your value and expertise. Opportunities often arise from connections and discussions. Don't miss out on potential opportunities by neglecting to engage in conversations. Quotes: “The person with the most friends makes the most money.” “The reality is what's working is conversations. Having conversations with past clients, referral partners both current and potential, and other referral partners like CPAs and financial planners.”  “If you don’t remind them how great you are they will not think about you when they are refinancing.” “The ones that are going to win are the ones already planning out their 2024.” “It’s like they don’t know what to say so they just don’t say anything at all.” “There are opportunities out there, but you can only get those opportunities if you have those conversations.” Show Links: Community Platform: www.BecomeNL.com  Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/  Social Media: Facebook - https://www.facebook.com/NextLevelLoanOfficers/  YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 
In this week’s episode Sean Zalmanoff and Kenneth Travis share their insights into their 2024 strategy and the proactive steps they're taking to ensure a successful year ahead. Discover why it's crucial to start planning your next season now, before it's too late. Stay tuned for valuable discussions and actionable tips on achieving your goals in the coming year. 3:08 – Plan Your Year 9:40 – Organize Your Workspace 15:44 – Weekly Check-ins Takeaways: Implementing a 90-day season approach can boost productivity and time management skills, leading to greater accomplishments. Less can sometimes be more. Streamline your tasks and prioritize effectively to increase productivity. The most challenging part is consistently implementing your plans on a daily basis. Stay committed. Specialization is valuable; niches can lead to wealth. Hone your skills and expertise in your chosen field. Quotes: “The people who are going to kill it in 2024 are not slowing down right now.” “There are a lot of things we can do right now in order to move the needle in our business and now is the time to work on those.” “When loan officers follow a 90-day season we have noticed that people tend to get more things done and their time management skills improve.”  “If you are consistent, you will see results.”  “People in general overestimate what they can get done in a year but greatly underestimate what they can get done in 5-10 years.” “You can't change what you did yesterday, you can only change today.” “I have learned over the years that the less that I do, the more I get done.”  “Everybody needs me time. Every single person has to have wins in their day and put themselves first.”  “Niches get riches and now is a good time to hone your craft.”  Show Links: Community Platform: www.BecomeNL.com  Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/   Social Media: Facebook - https://www.facebook.com/NextLevelLoanOfficers/  YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 
In this week’s episode join Sean Zalmanoff and Kenneth Travis as they go over the importance of tripling down your efforts during today’s market. With realtors beginning to experience the market's challenges, now is the perfect opportunity to proactively engage with them and showcase the value you bring to the table. 4:38 – Two Main Areas to Focus On 12:03 – Tripling Down 18:58 – Mass Communication Takeaways: Rather than fearing the challenges ahead, embrace them with excitement, knowing that your hard work will yield positive outcomes. Identify where your time as an originator can have the most significant impact and the highest return on investment. Understand that success is a process that requires discipline and continuous effort. Quotes: “The work I have done for the past year does not have me scared for this winter but has me excited because I know that I am going to produce results.” “The number one thing to focus on is tripling down of the things that work for you.” “And you have to double down on the things that you are not good at right now but want to be good at.” “It's not always easy and it's not always pretty but you have to do the work.” “I don’t want the market to determine my success, I want to course correct.” “Where is the best use of my time as an originator and where can I make the biggest impact and get the biggest return on my time.” “You have to make a decision are you going to live with the mindset of doom and gloom or are you going to look at it as the glass is half full.” “Giving classes to realtors on a consistent basis has moved the needle drastically for me.” “I'm winning listing agents at a clip that I have never won listing agents at before, because I am updating them throughout the transaction.” “There is an opportunity for me to get in front of these agents now that they are starting to feel the struggles of the market.” Show Links: Community Platform: www.BecomeNL.com  Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/   Social Media: Facebook - https://www.facebook.com/NextLevelLoanOfficers/  YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 
In this episode join Kenneth Travis and Kellen Vaughan as they go over budget friendly ways to go out and generate new partnerships. This is a great time to start implementing new processes and strategies that won't break the bank so when the market does turn around you will be ready.   2:38 – Handwritten Notecards 6:23 – Getting Client Reviews 10:23 – Educating your Database 14:30 – Monthly Mailers Takeaways: Don’t automate the handwritten note process because that loses the personal touch and the point of writing handwritten notes. Sending different, outside the box things in the mail is a great way to build that interaction with your clients. Utilize your CRM to encourage reviews by entering contacts into campaigns and offering incentives like drawings. It's essential to stay in front of your contacts regularly, even if it's not daily, to maintain your presence and relationships. Quotes: “You have to put yourself into their perspective. How are they going to feel when they receive a handwritten notecard.” “The point of notecards is not to just write it and check it off the list but for it to be impactful.” If you have a bunch of people in your CRM who have not done a review. You can enter them into a campaign and enter them into a drawing to win. I have seen people get 50-60 reviews just by doing that “They don’t have to have closed a loan with you to leave you a review.” “There's no better way to gain credibility than having others singing your praises.” “You do not have to email them every day, but you have to be in front of them at least once a week.” “Just talking about what’s going on in your local market is a great way to be a community expert and stay in front of your clients.” “You want people to look at you as a resource.” “Not everything has to be expensive.” “If you're not actively in front of your database right now. When rates do turn around it will be harder and harder to earn that business.”  Show Links: Community Platform: www.BecomeNL.com  Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/   Social Media: Facebook - https://www.facebook.com/NextLevelLoanOfficers/  YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 
In this week's episode, Shane Kidwell is joined by special guest Luke Shankula, a master of converting online leads. Luke shares his proven strategies for online lead conversion without holding anything back. Tune in to learn from Luke's insights and elevate your success in closing online leads. 3:01 – Luke's Background 16:20 – Long Play vs Short Play 24:20 – Lead Follow-up Cadence 35:00 – Closing Thoughts Takeaways: One of the main bottlenecks in the leads process is actually calling the leads. Proactive communication will put you ahead of other loan officers that are not making these calls. Putting leads into a broken system leads to subpar results. The quality of the system used for lead management is crucial for success. Success in the mortgage industry is not about secret formulas but rather about putting in the required effort. Many people are unwilling to do the necessary work. Sales is not about pushing people into products that are not suitable for them; it's about finding the right fit for the customer. Quotes: “The skills needed to be a top originator were not being honed in the last refi season.” “If you put a bunch of leads into a broken system, it’s just going to get broken results.” “A lot of LOs want to take the path of least resistance.”  “It all comes down to we’re starting a conversation and we’re trying to gain trust.” “You can fumble everything in a referral process but sound confident and you will still close. That’s because you already have that trust.” “4-6 months is when you’re deals are going to start closing. You have to be willing to play the long game.” “Understanding the buyer's journey will shift the way you think about it.” “There’s no secret sauce, you just gotta work. Most people just aren’t willing to do the work that is required.” “Automation is there to start conversations, it’s not there to convert.” “Sales is not pushing someone into a product they shouldn’t be in.” “If you’re not planning to do the work, do not buy leads.” “We expect instant gratification, and the reality is that’s just not true.”  Show Links: Community Platform: www.BecomeNL.com  Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/   Social Media: Facebook - https://www.facebook.com/NextLevelLoanOfficers/  YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 
Join Kenneth Travis and Shane Kidwell as they discuss the topics you need to master in your business in order to succeed. With realtors now experiencing challenges that loan officers have known for some time, it's crucial to be present and offer valuable education and support to your agents in order to gain referrals.  3:36 – Diversifying  8:55 – Strengthening Relationships 13:42 – Content Marketing 22:35 – Embracing Technology Takeaways: Realtors and consumers are not educated on the lending side of things. You have to come in as an educator to them and provide value. Don't wait for the perfect market; engage your database consistently. Providing value without expecting immediate returns is a powerful way to sell yourself. Your business's primary growth should come from organic referrals. Streamline your technology and make it work efficiently to bring the best value to your consumer. Quotes: “It's like if you own a shoe company. The shoe of the month is changing but the strategy and marking of selling that shoe stands the test of time.” “Hope is not a strategy; you really have to have a plan.” “You must teach and show them the advantages of the things that you are offering.”  “If you wait for the market to get great before communicating with your database. That’s like going on a first date and asking the person to marry you.”  “The number one way to sell yourself is to sell yourself when you have nothing to gain and when you give value when you have nothing to gain.” “It is our job to get in front of people in an effective way by providing value.” “Every audience you need to have a specific intent and an impact that you want to give to that community.” “Your number one way to grow your business is through organic referrals.” “Those that are winning are stacking concepts on top of concepts and then implementing those with consistency.” “You’re never too old to learn unless you say you’re too old to learn.” “Our number one focus has to be the customer service and experience.”    Show Links: Community Platform: www.BecomeNL.com  Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/   Social Media: Facebook - https://www.facebook.com/NextLevelLoanOfficers/  YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/   
Join hosts Kellen Vaughan and Kenneth Travis in this episode as they delve into the art of hosting realtor events. Hosting successful events doesn't need to be complex. Once you've cracked the code for success, you can easily replicate these classes, making a significant impact on your business growth. Tune in for practical insights and strategies to elevate your real estate game. 3:15 – Putting on Events 15:15 – Technology Classes 16:19 – Where to Host Your Events Takeaways: You don't have to be the sole speaker; you can host events and bring together the right people to impart knowledge. Being a great host can be just as impactful. The power of consistency cannot be overstated in business. Simple actions, when done consistently, can lead to exponential business growth. Once you've conducted a successful event or action, don't hesitate to replicate it. Consistency and repetition can lead to better results over time. Every interaction counts. After your classes or events, aim to connect personally with attendees. These relationships can be valuable for your business. Quotes:   “We want to be where realtors turn to when they have questions. We do that by positioning ourselves as a celebrity expert authority.” “Once you’ve done it one time or even a couple of times it gets easy and rinse and repeat.” “These events can be big, and they can move the needle in your business.” “Anything you want to do for agents that is technology based, I 1,000% promise you that you know more than them.” “Every single time I do a class, I walk away with 2-3 phone numbers. Every single time.” “It’s a lot easier to text a realtor that has been to one of your classes and check in on them as opposed to texting an agent that has not met you and doesn’t know who you are.” “Be a ray of sunshine for your realtors. Be a positive voice for them and educate them.” “Share with them the knowledge that is going to help them close more deals.”  Show Links: Community Platform: www.BecomeNL.com  Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/   Social Media: Facebook - https://www.facebook.com/NextLevelLoanOfficers/  YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ  LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/   
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