How to Set Yourself Apart from Other Loan Officers w/Aaron Rian
Release Date: 01/24/2019
How to Show Your Clients You Appreciate Them w/Janell Schmittling
Next Level Loan Officers
Real estate is a people’s business, so for the best results, we need to build long-lasting relationships that encourage repeat business. How do client appreciation events help build relationships, and how big should our events be? Can referral partners impact our relationships with clients? On this episode, Janell Schmittling, managing broker at Homes By Janell, shares how to show clients we appreciate them. Client appreciation events are one way to check in and see if clients need anything more we can offer. -Janell Schmittling Three Things We Learned From This Episode Host client...
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How to Build a Buzz Around Your Brand w/Mike Ciorrocco
Next Level Loan Officers
For longevity in the mortgage industry, our clients and referral partners have to be aware of us. How can we become more well-known in the industry? How can we approach new referral partnerships, and how do we know when we have enough partners? On this episode, branch manager at Nations Lending and host of the What Are You Made Of? podcast, Mike Ciorrocco, shares how to grow our public profiles and stop letting fear hold us back from success. Don’t let fear of rejection get in the way of making calls. Even the most successful people on the planet have haters. -Sean Zalmanoff...
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How to Gain Long-Term Success by Saying No to Short-Term Solutions w/Matt Deluzio
Next Level Loan Officers
Many loan officers feel the need to close as many deals as possible within a short period, but doing so could actually be doing us more harm than good. Should we be spending more time building trust with clients, or is it ever a good idea to seek short-term successes? Are we putting ourselves at an advantage by giving our clients the wrong advice if it means we are guaranteed a deal? On this episode, Next Level coaching client and loan officer at Spire Financial, Matt Deluzio, shares why we have to become more focused on our long-term aspirations. Too many great salespeople are only...
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How to Use Instagram Stories to Expand Our Brands w/Megan Anderson
Next Level Loan Officers
For loan officers who are new to Instagram, the thought of publishing visual content can feel like an overwhelming challenge. How can we ease ourselves into using the platform, and create an audience for ourselves? What are Instagram Story ‘Highlights’, and why should we be using them? On this episode, social media guru, Megan Anderson, shares why we should be using Instagram Stories to boost our online profiles. Instagram Stories are viewed more than individual posts, so they’re the perfect place to share content. -Megan Anderson Three Things We Learned From This Episode...
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How to Build An Authentic, Confident & Referable Brand w/Mike Cuevas
Next Level Loan Officers
When it comes to marketing ourselves, real estate agents and LOs often struggle with building authentic brands, creating good content, targeting the right audience and shiny object syndrome. What is the first step we need to take before doing any type of marketing activity? Why is it so important for us to niche down? How can we leverage video content so that our brands are stronger? On this episode, Mike Cuevas, The Real Estate Marketing Dude, talks about how we can be authentic in our marketing and why that’s the key to success. Your circle is the number one group you need to market to,...
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How to Manage Your Time Better And Celebrate Your Wins- Playbook Coaching Call
Next Level Loan Officers
It’s impossible to run a race without knowing where the finish line is. In relation to our business, we need to set up time frames to achieve our goals and pay attention to every step we take on the way to success. How can we plan our time more effectively? Why do we need to take stock of the victories and failures we live through each day? On this episode, we share a coaching call introducing the Next Level Playbook, and explain why it’s so important to plan and record every move we make. It’s important to know where the finish line is, so we can plan to reach it the right way. -Shane...
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Why Curiosity is as Important as Intelligence
Next Level Loan Officers
At some point in our lives, some of us have felt like we’re not the smartest people in the room. Does that mean we’re not destined to succeed? Are there ways we can develop our intelligence and get ahead in the game? On this episode, we explain why curiosity is as important for success as IQ. It’s vital to be curious in your business. -Kenneth Travis Three Things We Learned From This Episode IQ isn’t everything (02:52- 04:51) IQ is something we’re born with; some people are naturally better at solving problems than others. There’s very little we can do to change our IQ...
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How To Keep Winning In Today’s Market w/Barry Habib
Next Level Loan Officers
We’re often warned to prepare for an impending recession, but sometimes the information we learn through the media isn’t an accurate reflection of the state of the market. How can we observe clues of an impending recession ourselves? Is it possible for us to keep winning in business when the market inevitably drops - or should we be preparing for the worst? On this episode, CEO of MBS Highway, Barry Habib shares why we need to rethink what we know about recessions, and offers insight on how we can continue to thrive. Focus on the road ahead, not the obstructions. Do it in driving and...
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How to Take Advantage of the Inverted Yield Curve
Next Level Loan Officers
Our industry seems to be bombarded with changes from all sides; from new competitors to an inevitable shift in market conditions. Do we stand to benefit from any of these changes? How can we stay ahead of the curve and continue to see great results for years to come? On this episode, we share how to make the most of what’s to come. There’s never been a time like this where loan officers have so much opportunity. Don’t let this pass you by, because our current situation offers a chance to really generate wealth. -Kellen Vaughan Three Things We Learned From This Episode Use the...
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How to Use Your Experiences to Become a Better You w/Derek Fertig
Next Level Loan Officers
Our experiences in childhood have the ability to shape us as adults. How can we recognize how our experiences affect us today? Which parts of our personalities should we be building upon, and which should we be receding from? On this episode, Derek Fertig shares how he turned his life around and how it positively affected his personal life at home and his professional life in his business. When you focus on the money side of it, remember that it can be both good and bad. -Derek Fertig Three Things We Learned From This Episode Acknowledge your flaws (10:38- 11:43)...
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Establishing partnerships can be challenging for loan officers when many Realtors are already loyal to their mortgage professionals. If you don’t have any relationships to leverage, how can you get a foot in the door? Is there a definitive list of things you should be doing? What about the things you shouldn’t do? On this episode, Rian Group founder, best-selling author, and multi-million dollar sales producer, Aaron Rian, shares how loan officers can stand out from the crowd and build partnerships.
Loan officers are all pretty much the same. It just comes down to the individual loan officer and how quickly you respond. -Aaron Rian
Resources
Take your mortgage business to the next level. Visit nextlevello.com for more information.
Click here to schedule your free no-obligation Next Level Coaching Call: https://nextlevello.com/schedule
Three Things We Learned From This Episode
- Why you need employees who match your motivation (04:25 - 05:48)
For your business to thrive, you need to have like-minded individuals in your company. This applies to interest as well as motivation. You don’t want to have employees who aren’t as interested as you are.
- How to set yourself apart (10:41 – 11:43)
Bring something of value to the table beyond your proposition. This could be something as simple as a coffee. If you bring a buyer to the Realtor, you’ve already demonstrated you can bring business. Once you’re in escrow, you’ve established communication that must continue during the period. You can use this time to establish a relationship.
- What to say on the phone (15:11 – 16:31)
Don’t make multiple calls unless you have something useful to the Realtor in that moment. If you do have something of value and the Realtor calls you to sign a deal, ensure that you are reachable. If a client is ready to sign at eight o’clock at night, the worst thing you can do is not take the Realtor’s calls.
Many mortgage professionals offer the same, or similar, services to Realtors. For this reason, you need to find ways to set yourself apart from the rest. Don’t call the Realtor and regurgitate the same script they’ve heard many times before. You need to approach them with something you know makes you unique. Have a clear pitch and be willing to put in extra work. This is the only way to foster lasting partnerships.
Guest Bio-
Aaron Rian, founder of The Rian Group, Oregon's #1 real estate team, is an award-winning Realtor, best-selling author and Multi-Million Dollar Sales Producer. Aaron and his team are on track to close over 650 transactions with a value of nearly 250 million dollars in volume in 2018. Aaron’s clientele consists mostly of athletes, corporate executives and high net worth individuals from around the world. Over Aaron's career, he has appeared publications such as USA Today, The Wall Street Journal and Top Agent Magazine. He is also a regular expert on KATU’s AM Northwest Talk Show and has appeared on several television networks including HGTV, CNBC, CNN, and Bravo. Go to https://www.theriangroup.com/ for more information.