How to Create a World-Class Client Experience w/Kelly Marsh
Release Date: 03/14/2019
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...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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,...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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...
info_outline
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)...
info_outlineThe key to success lies in developing relationships with clients that enjoy their experience with you so much that they refer you to family and friends, and work with you repeatedly. How can you build one of those revered relationships with a client? What can you do to ensure you retain as many past clients as possible? On this episode, we tak with Kelly Marsh, Vice President of The Kelly Marsh Team at Cornerstone Home Lending, Inc. to hear how she’s set herself apart from competitors and gone on to close $500 million in loans in the past 5 years.
You must have a world-class team in order to offer a world-class client experience. -Kelly Marsh
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
- Have face-to-face client meetings (04:03- 05:08)
Something that will set your business apart from other loan officers is face-to-face meetings. By asking your clients to sit down with you in person, you can create a connection and build a relationship that continues to bring you business for years to come.
- Create a world-class team (10:01- 10:54)
The only way you can offer your clients an extraordinary service is by investing in a team and ensuring they are extraordinarily trained in your company’s processes. A great team will be happier, more motivated and considerably more effective. By investing in your team you show them you care, and you demonstrate to clients that you are willing to put in extra resources to ensure they have a phenomenal experience with your business.
- Pay attention to small details (12:24- 13:35)
Something akin to the ‘Four Seasons touch’, it’s important to make sure your business incorporates small details that show you want to make your clients feel special. Whether these touches come in the form of a clean, friendly office space or offering drinks to your clients, aim to make people excited to do business with you.
Upon hearing the words ‘world-class’, most people get excited. Whether the world-class offering is a travel destination or a business dealing, one thing’s for sure: people want to experience it. As an entrepreneur, you have the ability to create that experience for your clients and your team. Invest as much as you can in improving your business and the people running it, and make sure you’re doing it for the right reason. You must have a genuine desire to ensure that people not only work with you, but enjoy the experience and benefit from what you have to offer. Create something that sets you apart.
Guest Bio-
Kelly Marsh is the Vice President of The Kelly Marsh Team, which recently joined Cornerstone Home Lending, Inc. After closing her first deal at the age of 21, Kelly has seen phenomenal success. In fact, in the past five years she’s closed at least $500 million in loans. Kelly attributes her success to her genuine desire to serve her clients and build lifelong, trusting relationships with them.
To find out more about Kelly, head to: https://www.houseloan.com/kellymarshteam/ or
https://www.linkedin.com/in/kelly-marsh-440ba67/
You can also email her on: [email protected]