How to Stand Apart from Your Competitors w/Andy Zemon
Release Date: 05/09/2019
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)...
info_outlineTechnology has made it easier than ever before for consumers to find loan officers. With all the options available to prospective clients, how can you set yourself apart? When should you begin the process of approaching consumers, and how can you maintain great relationships with them throughout the process? On this episode, Andy Zemon of Waterstone Mortgage Corporation explains how you should be using technology to your benefit.
If we use technology to help us nurture clients, then they don’t shop. -Andy Zemon
Three Things We Learned From This Episode
Nurture the right part of the funnel (07:11- 09:10)
Imagine the mortgage process as a funnel. At the top of the funnel, business is abundant. At the bottom, however, only a small portion drips out. By waiting to approach a client when they reach the bottom, you’re forcing yourself to compete with every other loan officer in the market. Build relationships with people once they’re in the top of the funnel, months before they’re actually going to need your services.
Be strategic with the mail you send (19:20- 21:15)
One of the words most associated with spam in emails is ‘mortgage’. Make sure you’re sending content containing terms that your mailing list wants to see. You should also be using a product like ‘Reply’, which allows you to see who’s engaging with your content and where you could improve.
Use technology to make your client relations easier (28:10- 29:06)
There is so much technology at our disposal that can make our businesses run more smoothly. Make use of the products available in a way that will assist your client with anything they may need. While it may seem like a small cog in the machinery, the convenience factor is extremely important in the digital age.
By not taking convenience into account, and by not sending exciting communications to your database, you run the risk of losing business. In the age of technology, that doesn’t just mean losing one or two clients. With such great changes taking place every single day, you could lose your spot in the mortgage industry altogether by not staying up-to-date. Keep ahead of the curb and make use of every tool aimed to make the process easier.
Guest Bio-
Andy Zemon is the Sales Manager and Loan Officer with Waterstone Mortgage Corporation. He is responsible for the significant growth of this family-run branch and offers his in-depth industry knowledge to assist many of the regions' homebuyers. To date he has helped more than 2500 families in his career.
Andy's passion is providing mortgage-based financial plans and he is the preferred lender for some of the area's top builders and Realtors because of it. Andy is one of only three Certified Mortgage Planning Specialists in the Central Virginia area.
In addition to running his own team within Waterstone Mortgage, Andy provides continuing education courses through the Charlottesville Area Association of Realtors. He also offers seminars through the local Chamber of Commerce as well as for many local real estate offices on the finer points of owning and growing their businesses. Andy has also been featured on the WINA live morning show and the local NBC affiliate as a lending and financial expert.
To find out more about Andy, head to: https://charlottesville-va.waterstonemortgage.com/AndyZemon.html