Art of Mortgage Marketing

From just getting started, to growing and scaling, there are so many steps to get up and running, and that’s before a market shift factors into things. Can we survive and even thrive when the market gets a bit shaky? How do we become our unstoppable selves and become the best in this business? In today’s episode, I answer questions submitted by listeners that cover mindset shifts, marketing tips a...

In the mortgage industry we’re often chasing down Realtors and working long hours putting power in the hands of others, but this doesn’t have to be our reality. What if we could flip the script and put the power back in our own hands? By putting more value on our time, and owning the gifts we bring to the marketplace, we can attract the right clients instead of trying to convince any Realtor to wo...

With all the inflationary indicators in the market, it’s clear that the mortgage gold rush is over and a recession is well on its way. Many loan officers are going to find themselves in scramble-mode - experiencing business turbulence, operating in a precarious position, and facing a whole lot of uncertainty. How do you make sure you’re least and last affected by a downturn, not first and most? Be...

Objections are a normal part of the game of business but unfortunately, many LOs let that pushback discourage them from taking further action. What are the top objections mortgage professionals face, and how can we get past them? In this episode, I present the various reasons why objections often stop mortgage professionals in their tracks and how to overcome them.   No event is good or bad except...

A lot of what’s happening right now is stealing our confidence - a massive market shift, low inventory, hyper-competition, margin compression and higher prices. It's becoming harder to do business, and many people are struggling to earn only a fraction of what they used to make. Amid these challenges, what role does a high level of confidence play in keeping mortgage professionals in business? In...

A lot of people are struggling with the challenges in the marketplace from hyper-competition, income regression, to low inventory, and rising rates. Understandably, many LOs are freaking out – they're working longer and harder for less, their net income has dropped considerably, or they’re having a hard time converting deals into contracts. On the other side of this adversary, however, is an enorm...

At a time when everyone is getting hit by the storm of a market shift, it's important to have a strong base of top-producing realtor partners, especially if you’re new to the game. In this kickass Q&A session, I talk about the best and shortest way to get more transactions and master the purchase market when you don’t have a stable of 10-15 rockstar Realtors sending you all the business yet.   The...

In this crazy seller’s market, it’s safe to say that LOs are feeling the heat on a lot of fronts. Rates are going up, margin compression is the order of the day, inventory is crazy low and the refi gold rush is hitting the point of diminishing returns. How do we get traction under these conditions and still build a solid recession-proof business? In this episode, I’m going to share 3 peace-of-mind...

With inflation rates only continuing to rise, we're on the cusp of a situation where average mortgage pros are set to drop like flies, while only the true winners remain. Our only option is to insulate ourselves from the market…but how? How can we position ourselves in such a way that it doesn't matter what's going on in the market, and we can excel regardless? Is there a way to protect ourselves...

With rising interest rates and low inventory today’s hot topics, many loan officers have begun to question how they’ll not just survive, but thrive in today’s economy, but what we should really be asking is, who cares about the economy? How can we build rock-solid lending businesses that thrive in absolutely any market? More importantly, is it possible to do that without adding a ton of time and e...

The last few years have been incredible for mortgage pros, with the refi boom offering up an abundance of low-hanging fruit. However, when that fruit starts drying up, it’s time to start looking for our bounty elsewhere, and the best option available to us is the purchase market.    The problem is, now that we’ve become so accustomed to refis, many LOs just don’t know how to approach the purchase...

In our business, there are top earners, and there is everyone else…so what would it take to move from the latter to the former?   What is it that separates the champs from the chumps, and how can we start emulating the top 1%? What’s their secret sauce, and how can we get a hold of their recipe?   In this episode, I’m diving into the top 3 principles that allow the shining stars in our industry to...

No one got into this business to be average, but most LOs slide down the path to mediocrity remarkably soon after getting started, and the majority of the time, that’s because of fear.    We aren’t always aware of it, but fear has the ability to stop us from achieving in all areas of life, business included, and if we don’t stop it in its tracks, it can completely sabotage our chances of success....

The mortgage industry is full of well-meaning, gifted LOs who end up kicked to the curb, and it’s all because they haven’t been able to avoid the landmines in our business.    The question is, what are those landmines, and why do so many mortgage pros end up succumbing to them?   If these deadly mistakes are so common, is it even possible to avoid them altogether?   In this episode, I’m outlining...

With a new year comes the opportunity to redefine our energies, and in 2022, I’m urging you all to adopt the energy of champions.    What would it take for us to believe we couldn’t fail this year? How can we get into the mindset that dictates success is not only achievable, but ours for the taking?    In this episode, I’m sharing how to start thinking like the WINNERS we’ve been called to be, so...

Stinkin’ thinkin’ only leads to stinkin’ results. When mediocre mind trash becomes the order of the day, even the most talented LOs will live a life of fruitless toil and frustration.    What are the most harmful lies we need to kick to the curb right now? How do we cut ties with struggle, strife and stress right at the source?    In today’s episode, I’m going to share how to stop feeding yourself...

For most mortgage pros, the very idea of relocating is enough to leave them shaking in their boots.    What would it take for us to feel confident enough in our abilities that even if we had to move across state lines, we would crush it? Is it possible to dominate it in a whole new market, from the moment we step foot on the new territory?   In this episode, I’m sharing how to not only move into a...

For many mortgage pros, not achieving has nothing to do with a lack of motivation and everything to do with not knowing where we’re going wrong.    So, what are our biggest, most common missteps? More importantly, what can we do to quit making them, altogether?   In this episode, I’m kicking off my brand spanking new Q&A series by answering your questions on how to stop being your own bottleneck. ...

When we’re constantly faced with rejection, it’s easy to feel like all agents are primadonnas and difficult to work with, but that simply isn’t true. Agents are human beings, just like us, and getting a good response from them simply requires some understanding on our part.    So, how can we get into the mind of a Realtor? How can we suss out what’s likely to get them hot for what we’ve got, and w...

There are times when fear can be helpful, but far too often, the fear we experience is based on our perceptions of what ‘could’ go wrong, and that holds us in place, too petrified to make any moves (let alone big, audacious ones that get us closer to our dreams!).    How can we get better at distinguishing which fears serve us, and which are only holding us back? What can we do to embolden ourselv...

Everyone with an ounce of ambition ‘wants’ to be successful, but our industry’s statistics speak for themselves: most won’t be. The truth is, wanting to be successful may be a starting point, but in isolation, it just ain’t enough.    So, how can we stop thinking in terms of wanting to be successful, and turn that into a white-hot, can’t-live-without-it necessity? What’s the golden key to crack th...

We hear a lot about 'time management,' but the truth is, there is no way to manage time. All we can do is manage our activities within that time.    So, how can we manage those activities better to ensure we're not only getting maximum results, but having fun while doing it? Where are our present to-do lists going so wrong, to the point of failing us?    In this episode, I'm sharing how to get bet...

Even the most well-meaning, well-intentioned mortgage pro won’t be able to reach their dreams if they’re falling prey to stinkin’ thinking, so it’s imperative that we’re cultivating the mindsets of winners.    The question is, how does a winner think? More importantly, where are the mediocre majority going so wrong, and what can we do to shift the way we approach the business?    In this episode,...

We all want to be successful, but sometimes our aspirations are about more than better results. Sometimes, reaching our income goals is a necessity. The problem is, when we’re in survival mode, it can be difficult to have faith in our ability to make it happen.    How can we get ourselves to take the leap and do what we need to do when we can’t afford to fail? How can we push past the fears holdin...

One of the hardest pills to swallow in mortgage is most LOs just won’t achieve champion-level results, and that’s because they’re taking the wrong approach.   What are1% income earners doing that the other 99% aren’t? Where is the average Joe going so wrong, and what are the first steps to course-correction?    In this episode, I’m discussing the M3 strategy that’s helped our clients get bigger re...