Art of Mortgage Marketing

Without a bold and strategic investment into ourselves and our dreams, it’s impossible to fully expand into the fullness of our potential and our capability. When we settle, we’re allowing where we are to drag us down like concrete and keep us stuck.    We should be letting the desire for the life we want to pull us like a magnet.    My guest today is someone whose business has quickly gone strato...

Every loan officer wants a business that is stable, systems-driven, and allows them to work with the best people. The problem is, through mistakes and the wrong methods, they end up stepping over dollars to pick up dimes.    Right under our noses are business pillars that take us away from the drudgery of cold calling the same unenthusiastic agents all the time.    We want a business that can work...

When our definition of success is too close to our comfort zone, it’s easy to settle and slip into stagnation. Many loan officers aim for good enough, instead of reaching for greatness, and get sucked into complacency.    If we truly want to build a business that fulfils and empowers us, it is critical that we push through the resistance, fear, and pain of leaving our comfort zone. That means not...

There are small and subtle ways that make it hard for us to reach our full potential.  Even some of the most talented and capable LOs are constantly hitting a ceiling, regardless of their intentions and ambitions.  What are some of the biggest reasons LOs have a hard time going from mediocre to extraordinary results?  How do limiting beliefs get in the way of our potential? What does it take to ex...

As mortgage professionals, we have a moral obligation to make the biggest impact we can and serve our clients to the best of our abilities. We can do so much more good in the world by growing our businesses, so what’s holding us back? One of the best ways to maximize our profits is by taking advantage of repeat clients and referrals. How can we guarantee this type of business? The answer lies in m...

In order to grow our businesses and allow them to become vehicles of freedom, abundance and fulfillment, it’s important that we have a system for attracting our ideal clients. The most potently proactive activity we can do to make that happen is building relationships with top notch agents. It’s hard to achieve this and stand up in our greatness when it’s being blocked by fear and call reluctance....

Business owners become trapped when they decide to do it all themselves. It hinders growth and freedom and makes it harder for the business to build wealth.  The truth is, even the best, smartest and most talented people don’t serve every purpose and role in their companies. With the best intentions, you can end up holding everything up because there’s so much on your plate.  The goal shouldn’t be...

A lot of mortgage professionals are thriving riding the Refi boom, but the fact is, rates will go up at some point and we have to be prepared for that. Now is the time to start dominating in the purchase market, and to do that, we need to start building relationships with the top-producing Realtors in our markets. How can we build relationships with top Realtors when they’re notorious for not givi...

In order to be effective at building partnerships with top-dog Realtors, we need to be able to handle objections like pros. We need to have the superpower of eliminating those objections in advance by constantly raising the standard of what we’re offering.  It’s common to experience apathy and high walls of resistance from the agents we approach, along with the dreaded objection, “I’ve already got...

The biggest thing holding people back from achieving the lives of their dreams isn’t a lack of talent or capacity -  it’s fear. Fear is something we all experience at some point, but we shouldn’t allow it to control us and hold us back.  Is it possible to eradicate fear?  If so, do we even want to get rid of it? What are we afraid of in the first place? Fear is a natural human condition, and havin...

We’re in a refi boom right now, and while it’s tempting to put all our effort and energy on the low-hanging fruit, the last thing you want is to be unequipped when the refi boom inevitably ends. Even though many mortgage pros are only doing refi’s, now is not the time to be blindly following the herd. If you become too myopically focused on the low-hanging fruit to the detriment of building consis...

With so many people hunkering down waiting for this covid-19 storm to blow over, it’s easy to think that it’s impossible to grow your business right now. But even in the midst of a storm, there are still opportunities to build relationships with top-producing agents and become their exclusive partners. In fact, right now we can use the state of the market to make moves to win. We just need to have...

As we continue trudging through these trying times, nothing in our lives feels usual, and the shadow of an uncertain future continues to loom over us.  Many people are facing a difficult season, and we’re all feeling the pinch brought on by a contraction of activity, business and income.  It’s natural to want to keep our heads down so that the storm blows over, but these seasons call for leaders w...

We’re all living through a time where life is anything but ordinary or the usual, and we’ve decided to do something a little different with our podcast, and that’s celebrate our client wins and successes.  In order to be leaders, game changers and merchants of certainty, we need to be a light in this time of darkness. This is why our clients are sharing their stories, their life-changing, business...

We’re living in uncertain and turbulent times, and this can take a toll on a business that doesn’t have the right pillars and systems built into it.  Why do mortgage pros struggle to build a stable and consistent pipeline even in the best of times? Where should we be intensifying our marketing and relationship-building efforts?  On this special webinar episode, I talk about the fastest and most co...

The coronavirus epidemic and its impact on our health and wealth is weighing on everyone’s mind; but right now more than ever, it’s important that we show up powerfully in the face of this challenge. How do we remain effective and impactful at this moment? How can we avoid getting caught in fear and panic? In this episode, we talked about how to create a proactive plan to prosper in this time of c...

In this highly digitally disrupted world, LOs need to bring something to the table that goes beyond mortgages. What is a wealth team and why is it important to focus on wealth building when we talk to clients? How do we build relationships with other professionals to the benefit of the customer? How do we win by becoming better teachers? On this episode, industry leader and Mortgage Coach founder,...

Many mortgage officers are frustrated from not getting results, and it’s because they are reliant on the wrong methods. What are some of the flaws of cold calling? Why do we waste time when we approach the wrong agents, and how do we target the right ones instead? On this episode, I have a conversation with recognized mortgage industry leader, speaker, coach and the founder of Mortgage Coach, Dave...

Most mortgage professionals hold themselves back from success because they’ve been told they need to sacrifice parts of their lives if they want to see great results. Is it possible to get great professional results without sacrificing personal happiness or are we doomed to spend the rest of our lives working if we want to achieve anything? Will owning a big house and fancy cars fulfill us, or do...

Our businesses should be a source of joy, but sometimes, the inspiration, drive and passion dies out. Why does this happen? How do we reignite our love for what we do? Inspired by Valentine’s Day, this episode discusses what we can do to reignite and maintain the passion for our business and our goals. A sense of direction is more important than our current location. If we’re moving in the right d...

As mortgage professionals, we have the benefit of extreme flexibility, but if we want to be successful, we have to put a limit on our freedom today, so we can enjoy ultimate freedom in the future. Is freedom a double-edged sword? Can too much of it affect our effectiveness and consistency? On this episode, we learn why having too much freedom can spoil our chances of success and the true freedom w...

Our mortgage companies, brokers and managers promise to be the one-stop solution for all our business needs, but when it comes to marketing, they will always fall short, no matter how much they try. What factors make them ill-equipped to help us really win at the marketing game? Should we be trusting them to take care of our databases? What should we do about our marketing instead? On this episode...

Clinging too tightly to our comfort zones is one of the biggest reasons people fail to achieve their goals. What are the effects of not getting out of our comfort zones? How do we overcome the fear of getting out of them? How does entitlement keep us stuck? On this episode, I share the 4 ways we get sucked into the vortex of our comfort zones.  The juice in life is in progress, expansion, growth,...

One of the biggest challenges mortgage pros experience is creating a healthy pipeline of leads without breaking the bank. Previously, Facebook has generally been the best way to do this, but that’s rapidly changing to our disadvantage in some markets. What are the benefits of using Google Adwords to generate leads? Why are Adwords leads more motivated and likely to take action?  On this episode, m...

The start of a new year is the perfect time to rethink and refocus our marketing goals and efforts, and if we want to succeed, it’s important to have a marketing plan that makes success inevitable. How do we go about building a winning marketing plan? What routines and activities do we need to have in place? On this episode, we talk about how to strengthen our marketing plans and strategies for th...