Loans On Demand Podcast
From Facebook Ads to the latest/greatest CRM, I’m sharing everything a modern Loan Officer needs to thrive in the 21st century. I share everything I learn about Mortgage marketing - ad platforms, automated follow up, referral strategies, sales/conversion tips, team building strategies, and building the mindset of a champion so that you too can defy the odds and win. This show is for Loan Officers and mortgage brokers who understand that technology will either crush their business or transform it. We tell the stories of countless Loan Officers who have adapted and transformed their business models to dominate in this digital era.
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EP 48: Out of the box ideas to provide value
07/18/2022
EP 48: Out of the box ideas to provide value
Coming to the US from Mexico at the age of 21, Enrique Braunschweiger found his place doing time-share sales in Florida. While he didn’t love that particular sales process, he loved the general sales aspect. When he moved to CA, Enrique learned that you needed a real estate license to sell time-shares, so he thought why not just move into real estate sales. On his way to meet with a real estate company, Enrique accidentally walked into a mortgage company next door and got to talking. He never made it to his real estate appointment, and decided instead to go into mortgage financing. While coming up in the business, Enrique quickly learned that building relationships within the community was the key to success. While he thinks the direct to consumer approach can be phenomenal, he understands that the value is in having a variety of sources for leads. Getting in with real estate agents proved to be the toughest, and Enrique got to work finding ways to bring them value. He obviously did something right as he closed 300 transactions last year as the president of First West Financial. Today, he shares his tips and tricks for success. What You’ll Learn: What the Shining Star Hero program is. Out of the box ideas to provide value to your partners and clients. What we can learn from companies like Rocket Mortgage. And much more! Favorite Quote: “The business is generous, you don’t have to fund a lot of loans to make a living.” -Enrique Braunschweiger How To Get Involved: Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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EP 47: How the non-borrowing spouse is now protected with Christina Harmes Hika
07/11/2022
EP 47: How the non-borrowing spouse is now protected with Christina Harmes Hika
When people hear about reverse mortgages, they usually think of a scam. A lot of the negativity surrounding reverse mortgages comes from how they were constructed in the past. Just in the last ten years, there have been a lot of new regulations introduced that better set the borrower up for success. Now, a lot of people are just uneducated on how they work, so they have the same old assumptions. Christina Harmes Hika is a top producing, certified reverse mortgage professional. She started off in real estate and says handing people the keys to their first house was so rewarding. However, she has since found that changing people’s lives through reverse mortgages is even more rewarding. Christina says that with 83% of retired homeowners wealth being tied up in home equity, reverse mortgages can be a great financial tool. Through coaching, Christina hopes to educate loan officers, realtors, and financial planners on the pros of reverse mortgages. What You’ll Learn: What the biggest reasons are for the negative connotation on reverse mortgages. How the non-borrowing spouse is now protected. Which books Christina recommends. How to best use a reverse mortgage line of credit. Favorite Quote: “Reverse mortgages are a great financial tool.” -Christina Harmes Hika How To Get Involved: Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 46: What Passive Branding Entails with Kyle Draper
07/04/2022
Ep 46: What Passive Branding Entails with Kyle Draper
As mortgage rates go up, lenders are finding they need an online presence to bring business in. So many loan officers are stuck on the concept of face to face interactions, meanwhile potential clients are deciding who to work with through online research. People want to know you before they meet you. When they’re deciding who you are, be in control of the narrative with video content. What started as building websites for realtors and lenders turned into full on coaching for Kyle. He learned everything he could about social media in order to teach it to others. He took that a step further and now creates micro content for realtors and lenders to help make their online presence known. The biggest tool that Kyle recommends all of his clients use, is video content. On today’s episode of Loans on Demand, Coach Kyle shares his tips and tricks for easing into creating video content. He’s familiar with the fear of putting yourself out there, but is also familiar with the success that comes when you push past that. What You’ll Learn: How Covid led to the creation of Content Compounding. How to ease into creating video content. The one and only way to avoid criticism. What passive branding entails. And much more!! Favorite Quote: “Owning a company scares the crap out of me everyday.” -Kyle Draper How To Get Involved: Learn more about Ian by visiting his or connecting with him on and . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 45: Ian Anderson - Consistency and Its Power
06/27/2022
Ep 45: Ian Anderson - Consistency and Its Power
In the very first year in his business, Ian grossed $25 million. That couldn't possibly be a miracle happening to him. It took a lot of effort on his side, and what set him apart was his unwavering consistency in his acts. Ian Anderson is a Mortgage Loan Originator at American Mortgage Services, Inc. “There are a million things you can do to get business as a loan officer,” he says. He spent forty hours a week on revenue-generating activities when he first started in this profession, and he hasn't looked back since. In this episode of the Loans On Demand Podcast, Ian shares with Luke how a systematic approach and persistent work led to quick success in his business. There aren’t any fast routes to success in the mortgage industry, but if you're willing to put in the hard work, it will pay off. Your guest reassures you, adding, “What you do today is going to affect you 90 days down the road.” What You Will Learn: What small bit of advice altered Ian’s life forever. How persistence and follow-ups led him to success. Why consistency is so important. And much more! Favorite Quote: “Consistency in action is the key to success.” Ian Anderson How To Get Involved: Learn more about Ian by visiting his or connecting with him on and . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 44: Joe Brikman - How to Grow Your Business Outside of the Traditional Ways
06/20/2022
Ep 44: Joe Brikman - How to Grow Your Business Outside of the Traditional Ways
Most people are unwilling to look outside of their own industry to find inspiration from other industries. Joe, on the other hand, has spent the last eight or nine years working in various businesses, selling almost anything from sex toys to commercial loans, and so on, honing his marketing skills and learning all the tricks of the trade. Joe Brikman also known as The Modern Day Agent, is now a licensed real estate agent with Yaffe International Realty in Miami Beach, Florida. He's passionate about assisting his clients in finding the house of their dreams. Whether you're buying or selling a home, or maybe just wondering about the local market, he has the “modern-day solutions” to all of your concerns. In this episode of the Loans On Demand Podcast, Joe presents a bevy of active strategies for loan officers looking to grow their businesses significantly. Luke and Joe are staunch believers in the fact that there are no shortcuts to success. They think the best way to succeed in your business is to put out consistent effort and take proper action daily. If you can stick with it long enough, you’ll surely realize and enjoy the benefits. What You Will Learn: How consistent prospecting leads to consistent paychecks. Why you aren’t as efficient as you could be if you’re not using a CRM tool. How to delegate tasks effectively ( and why it matters). Why taking time off work is good for you. And much more! Favorite Quote: “The key is to become comfortable with being uncomfortable.” Joe Brikman How To Get Involved: Connect with Joe on , , and to learn more about him. Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 43: Collin Mitchell - Cold Calling Sucks, Or Maybe You're Doing it Wrong?
06/13/2022
Ep 43: Collin Mitchell - Cold Calling Sucks, Or Maybe You're Doing it Wrong?
Hustling and the never-ending grind might stifle your progress and lead to burnout. Collin believes that entrepreneurship doesn’t have to be this way. He seldom works more than eight hours a day and never on weekends. However, by doing so, he actually accomplishes more in both his work and personal life. Collin Mitchell is a serial entrepreneur, sales leader, and the Sales Transformation Podcast host. He is also the CRO and co-founder of Salescast, where he assists people in getting started with and growing their podcast. He is not just a 4x founder, but also a father of four. In this episode of the Loans On Demand Podcast, Collin shares with Luke his past life and how it has made a significant contribution to his never-say-die attitude. He is passionate about sales, entrepreneurship, and podcasting, and he discusses each of these extensively. He covers a wide range of topics in the show, including mindset, cold calling, and outbound sales techniques, to name a few. Listen in to discover the strategies that might help you stand out in the sales world. What You Will Learn: Why cold calling is still a thing. What Collin considers to be an ideal sales script. How to leverage podcasts the right way. Why consistency is the key to building your brand. And much more! Favorite Quote: “If you're not having fun making cold calls, you're not doing it right.” Collin Mitchell How To Get Involved: Learn more about Collin by visiting the , or you may connect with him on and . Listen to the Sales Transformation Podcast by clicking . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 42: Cooper Skelton - Why It’s Crucial to Follow Up in Business
06/06/2022
Ep 42: Cooper Skelton - Why It’s Crucial to Follow Up in Business
You need a robust follow-up strategy in place if you want to have long-term success in the mortgage business. Cooper learned this as he advanced in his profession. He's here to give you some useful tips on how to go about doing it. Cooper Skelton is the Producing Branch Manager at FirstTrust Home Loans, Inc. At FirstTrust, every day is a great day to buy a home! The wide range of their home loan solutions, along with outstanding customer service, competitive rates, and competent loan officers, ensure that you’re at ease and fully informed throughout your home buying process. Cooper believes that a mortgage should be about developing connections with consumers and assisting them in achieving their home financing goals, rather than merely a transaction. “I want to make every one of my clients a friend first,” he adds. In this episode of the Loans On Demand Podcast, he discusses with Luke many of the tactics and unusual ways he takes to successfully run his business. Learn how to strengthen your follow-up methods by tuning in. What You Will Learn: How to follow up with potential clients effectively. What some of the best ways are to grow your pipeline and close more deals. How you may structure your day so you can be more productive. Why you should accept criticism and how you may turn it into a learning opportunity. And much more! Favorite Quote: “Success is built on the little things you do every day.” Cooper Skelton How To Get Involved: Find out more about Cooper and his work through the , or connect with him on and . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 41: Hammer J. Helmer - Adapting to the Changing Mortgage Rate Environment
05/30/2022
Ep 41: Hammer J. Helmer - Adapting to the Changing Mortgage Rate Environment
Mortgage rates are going up like crazy! Now, when it comes to discussing rates and pricing with consumers, how do you approach them? “Being empathetic is, in my opinion, the first step,” Hammer says. He then goes on to discuss it in further detail on the show. Hammer J. Helmer has been in the mortgage sector for 22 years. The CEO and founder of OriginatorSuccess, as well as a former mortgage originator, began his sales career selling vacuum cleaners. Helmer founded the company to educate originators on how to market online. He’s also helped launch ratealert.com, which allowed him to get a lot of traction in the market. He's undoubtedly one of the most reliable sources for daily updates on the rate market. In today's episode of the Loans On Demand Podcast, Hammer and Luke talk about the rising mortgage rates, the tactics to win more business in the current market, as well as how to build a sustainable pipeline all along. Make sure to stay tuned in so you don't miss any of the valuable advice. What You Will Learn: What the best places are to find out about current mortgage rates. In the current rising-rate climate, how you should approach the dialogue with customers. Why it's critical to empathize with consumers. How online reviews can help your business generate more leads. And much more! Favorite Quote: “People don't care how much you know until they know how much you care.” Hammer J. Helmer How To Get Involved: Find out more about Hammer through the , or connect with him on and . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 40: Travis Chappell – How to Build Your Network through Podcasting
05/23/2022
Ep 40: Travis Chappell – How to Build Your Network through Podcasting
One of the quickest ways to grow your business is to build a strong network. Travis is a specialist in this field. His life was transformed when he decided to pursue a career in “interview marketing.” Travis Chappell is a podcast consultant and professional connector. He's the creator and host of Build Your Network, a top twenty-five business podcast committed to helping entrepreneurs in forming strategic and long-term partnerships. He is also the founder and CEO of Guestio, the world’s first premium marketplace for booking high-profile guests and platforms. In this episode of the Loans On Demand Podcast, Travis shares with Luke his journey from door-to-door sales to interviewing top business leaders in his show. “Having a podcast is a fantastic way to set yourself apart from everybody else,” Travis believes. He goes on to discuss the power of podcasting and how it has allowed him to meet some of the most amazing people on the planet. Tune in to learn how to get your podcast off the ground and create genuine connections. What You Will Learn: How loan officers may use podcasts to elevate their brand and show up differently. What an unusual situation Travis found himself in while he was in his twenties. Why he founded Guestio and how successful he has been in his mission. How adding value will help you succeed in the long run. And much more! Favorite Quote: “Transactions don't last over a long period, but relationships do.” Travis Chappell How To Get Involved: Connect with Travis on and , or visit his to learn more about him. where you can find more about Guestio, and you may also listen to his podcast by going . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 39: Jim Stryker - The Power of Being Consistent
05/16/2022
Ep 39: Jim Stryker - The Power of Being Consistent
Jim has achieved a great deal of success in life, but only after a lot of setbacks and failures, from which he's realized - “Success comes from the hustle and not quitting.” He believes consistency is the key. It's the small steps you take every day that leads to big wins. Jim Stryker has been in the mortgage industry for at least two decades, if not longer. He's also operated other enterprises and has a strong interest in home building. He is the creator of the 100M production system. Jim is passionate about high-level mortgage origination, as well as the systems and processes that make working in the mortgage sector a more rewarding experience. In this episode of the Loans On Demand Podcast, Jim shares with Luke some basic yet powerful techniques for staying consistent in life and meeting your goals. He also goes over several options for loan officers to expand their businesses. Listen in if you want to transform your mortgage business using tried-and-true strategies. What You Will Learn: What daily habits help Jim stay motivated. Why it’s critical to know how to schedule your time. How he got past the 75 Hard Challenge. And much more! Favorite Quote: “Every day, I strive to improve by one percent.” Jim Stryker How To Get Involved: Learn more about Jim by visiting his , or connecting with him on and . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 38: Jason Marc Campbell – How to Sell with Love and Integrity
05/09/2022
Ep 38: Jason Marc Campbell – How to Sell with Love and Integrity
Jason wants to inspire those who are terrified of sales to see it as a rewarding activity with the power to change people's lives. His techniques and concepts will make you adore the entire selling process. Jason Marc Campbell is an international public speaker and sales trainer, as well as the author of Selling with Love and the host of the Selling with Love podcast. He interviews intellectuals from all around the world on issues such as leadership, team building, communication, productivity, and a variety of other topics. In this episode of the Loans On Demand Podcast, Jason discusses with Luke how he learned a great deal about sales, became passionate about it, and overcame his fear of rejection. He also explains the “four levels of emotions in sales ” and “five loves in selling,” all of which are fascinating to learn about. Listen in to discover the numerous ways for mastering the craft. What You Will Learn: What it means to “sell with love.” Why finding your niche is crucial. How sales are influenced by emotions. The advantages of using scripts. And much more! Favorite Quote: “I'm trying to create a world where people sell from a place of love.” Jason Marc Campbell How To Get Involved: Visit the to learn more about Jason, or connect with him on , , and . Click to get a copy of his book from Amazon, and to listen to his podcast. Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 37: Chris Miles - How to Get Your Money Working for You Today
05/02/2022
Ep 37: Chris Miles - How to Get Your Money Working for You Today
Are you going to live long enough to see the future you've worked so hard for? You can't be sure, of course. Chris can help you attain financial security, both now and in the future while allowing you to spend time doing what you like the most. Chris Miles, the Founder of Money Ripples, is a Cash Flow Expert and Anti-Financial Advisor. He can show you how to boost your cash flow, develop passive income streams, and generate a lot more money than typical financial experts can. He's the host of The Chris Miles Money Show podcast, which aims to provide listeners with a new perspective on wealth creation. In this episode of the Loans On Demand Podcast, Chris discusses with Luke some of the common money fallacies that have kept many individuals from achieving their financial independence and peace of mind. If you're looking to fix your money issues and achieve financial freedom, you’re at the right place. Chris covers everything from generating a passive income and personal finance strategy to infinite banking ideas, and a lot more. Listen in and learn how to make your money work for you, so you don't have to work as hard for it! What You Will Learn: What money myths do keep people from being financially independent. How Chris may help you build passive income by implementing several tactics. Why you should always strive to offer more value to the lives of others. How to enjoy greater freedom and wealth right now. And much more! Favorite Quote: “All your money is meant to be spent; even if you die it still gets spent going to somebody else. So, how you spend money wisely is the key to achieving financial freedom.” Chris Miles How To Get Involved: Find out more about Chris through the , or connect with him on . You may listen to his podcast by clicking . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 36: Troy Sandidge - How to Create a Strategic Roadmap for Your Business
04/25/2022
Ep 36: Troy Sandidge - How to Create a Strategic Roadmap for Your Business
Many businesses fail because they lack a clear execution plan. Troy creates strategies to help businesses accelerate their growth, and he's joined us on the show to share some of his finest tips. Troy Sandidge, also known as the Strategy Hacker®, is an award-winning marketing strategist who has spent over twelve years developing long-term plans and scalable systems for startups, small businesses, and Fortune 500 companies. He also hosts iDigress, a top 1% marketing podcast, and is the author of Strategize Up: The Simplified Blueprint to Scaling Your Business. Loan officers are often caught up in the day-to-day rigors of their jobs. Many a time, they don't have the processes or structures in place to scale and efficiently manage their time. In this episode of the Loans On Demand Podcast, Troy discusses with Luke how to leverage the power of planning to make your business flow smoothly. “There are no limits to the growth a business can achieve,” your guest says, “with the correct strategy development, implementation, and execution.” What You Will Learn: How Troy strategizes up businesses. Why it's critical to strike a work-life balance. How to reach your target audience on social media. Why email isn't going away any time soon. What the next big thing is in digital marketing. Why building community is so important. And much more! Favorite Quote: “While knowledge is powerful, it may be rendered useless without action.” Troy Sandidge How To Get Involved: Visit Troy's for more information about him, or connect with him on and . Click to listen to his podcast, and to order a copy of his book from Amazon. Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 35: Brian Covey - Mastering the Art of Growth Mindset
04/18/2022
Ep 35: Brian Covey - Mastering the Art of Growth Mindset
Brian's focus, hard work, and determination set him apart from the crowd, allowing him to carve out a name for himself as a leader in the mortgage sector. His life experience may serve as a lesson for many business owners and aspiring leaders who wish to grow their businesses and see their employees thrive. Brian Covey is now a Vice President in the mortgage market with loanDepot, one of the country's top five lenders. He’s also a speaker, author, and podcaster. In 2020, he launched The Brian Covey Show, interviewing successful people who surmounted obstacles to achieve their objectives. He was a professional soccer player in the past and had the honor of representing the United States at the Olympic Games. Brian attributes his success to sports psychology, which helped him strive in any situation. He always focuses on growing personally and building a winning team for his business. “Our current team has experienced tremendous growth from $200M to over $3B in annual funding in less than four years,” Brian says. In this episode of the Loans On Demand Podcast, he walks Luke through the process of making his goal a reality, as well as discusses numerous tactics for building a path to success in the mortgage industry. What You Will Learn: Why Brian emphasizes defining success on your own terms. How to grow your social media presence and build your network the right way. What makes LinkedIn one of the most effective social media platforms. Why it's important to be surrounded by people who are driven by a purpose in life. And much more! Favorite Quote: “Life is too short to not do what you love.” Brian Covey How To Get Involved: Find more about Brian through the , or connect with him on , , , and . To listen to The Brian Covey Show, click , and to order a copy of his book, Conversations With Covey, visit . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 34: Mark Willis – How to Create Lifetime Financial Security
04/11/2022
Ep 34: Mark Willis – How to Create Lifetime Financial Security
Mark is on a mission to change the way you think about your money, your economy, and your future. He can help you take charge of your finances and safeguard your future in a way that no one else can. Mark Willis is a CERTIFIED FINANCIAL PLANNER™, a Best-Selling Author, a Podcaster, and the Owner of Lake Growth Financial Services. He has helped hundreds of people reclaim control of their financial future and grow their businesses using proven tax-efficient financial solutions. The co-host of Not Your Average Financial Podcast talks about the new, improved ways of regaining financial stability in life on his show. Mark tells Luke about how he helps individuals grow wealth, become their own source of finance, and produce tax-free income in retirement in this episode of the Loans On Demand Podcast. He goes on to discuss "bank on yourself" and other concepts. Listen in to learn about the various techniques he has to offer to help you achieve financial stability for the rest of your life. What You Will Learn: Mark's journey of how he went from having a six-figure student loan debt to owning and running a thriving business. What “infinite banking" implies and how you may learn to “bank on yourself.” Why it's crucial to figure out what you want your money to do for you. How you may stop blowing up your retirement savings and build a financially secure future. And much more! Favorite Quote: “No one should be your money guru, not Dave Ramsey, not me, not anybody, you should be your own money guru.” Mark Willis How To Get Involved: Find more about Mark through the or connect with him on . Listen to the Not Your Average Financial Podcast by clicking . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 33: Geoff Zimpfer- How Mindset Can Make or Break Your Business
04/04/2022
Ep 33: Geoff Zimpfer- How Mindset Can Make or Break Your Business
Geoff is a former National Sales Trainer with Tony Robbins and has been in the mortgage industry since 2003. Being around Tony early in his career made him realize that if he only changed the way he thought, he could transform his life completely. Thus began his journey of making endless achievements. Geoff Zimpfer now works with Mortgage Loan Originators and Real Estate Agents to help them harness the power of social media and digital marketing to build a compelling personal brand that gets them recognized and leads to more business. He's also the host of the Mortgage Marketing Radio Podcast and the author of the book named, Disrupt or Die: How to Survive and Thrive the Digital Real Estate Shift. Geoff excels in simplifying and distilling complex concepts in a way that allows others to apply and act on them. In this episode of the Loans On Demand Podcast, he talks with Luke about how he helps real estate and mortgage professionals grow their businesses and generate more money. Tune in to learn how to stand out as a loan officer in today’s digital world. What You Will Learn: How personal development can radically change your life. What tactics and approaches loan officers may use to attract more business. Why choosing a niche and focusing on it could be advantageous for loan officers. What Geoff has to say about “the hybrid loan officer. And much more! Favorite Quote: “I think the mindset is the first place that you need to look at if you really want to accomplish something in your life.” Geoff Zimpfer How To Get Involved: Visit the to learn more about Geoff and his work, or connect with him on . You may listen to his podcast by clicking , and you may get his book on Amazon . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 32: Todd Duncan – How To Win Clients For Life
03/28/2022
Ep 32: Todd Duncan – How To Win Clients For Life
“Long-term sales success happens when high trust exists,” Todd says. In the mortgage business, you can have the best intentions in the world, but if you aren't sure how to build trust by asking great questions and offering strong deliverables, you aren't going to be trusted. Todd, dubbed “the Tony Robbins of the mortgage industry,” joins the show to elaborate on the topic. Todd Duncan is the founder and CEO of The Duncan Group, a mortgage sales training and consulting company. He is a motivational speaker and an author who has written 17 books. Todd was also a top 1% Loan Originator, who financed over 5,000 transactions in twelve years. This year marks the 20th anniversary of Todd's New York Times bestselling book, High Trust Selling. In this episode of the Loans On Demand Podcast, Todd talks about his life's mission to reach out to every mortgage professional in the industry and make a difference in their lives by using the book's proven strategy. He discusses a wide range of concepts with Luke, many of which will undoubtedly bring you to a new way of thinking. What You Will Learn: The three most significant of Todd's fourteen laws in High Trust Selling. What finest piece of advice Todd received at the start of his career. How Todd benefited from conducting annual client reviews. Why it's crucial to stay in touch with past clients, and how to do it effectively. What the “talk less, sell more” concept is. How loan officers can build trust with realtors and borrowers. And much more! Favorite Quote: “Transactions will make you a living, but relationships will make you a fortune.” Todd Duncan How To Get Involved: You can learn more about Todd by visiting his or connecting with him on , , or . Here's where you can get a copy of High Trust Selling on . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 31: Tim Chermak- Exceed and Thrive Your Marketing Goals
03/21/2022
Ep 31: Tim Chermak- Exceed and Thrive Your Marketing Goals
The whole purpose of marketing is to help you stand out from the competition in a creative way. With this in mind, Tim and his crew run a marketing agency that specializes in working with realtors. Tim Chermak is the founder and CEO of Platform Marketing. They deal with one real estate agent in a given market, and their primary goal is to make that agent the best in the region. He's also an author and the host of The Platform Marketing Show, a podcast in which he interviews many of their realtors on how they've built their businesses using Platform Marketing strategies. Your guest says, “I want to create marketing campaigns that get the public to call my clients, not the other way around.” In this episode of the Loans On Demand Podcast, Tim discusses with Luke many of the tactics they use to assist their clients in accelerating the trust cycle with their leads, thus enabling them to persuade a bigger proportion of those leads to actually work with them. What You Will Learn: Why marketing isn't only about generating leads. How effective retargeting ads are. What sets Tim apart when it comes to working with realtors. Why he pushed on making his company's website the ugliest. How software companies differ from marketing companies. And much more! Favorite Quote: “Marketing is a lot more holistic of an endeavor than just generating a bunch of leads.” Tim Chermak How To Get Involved: Find more about Tim through the or connect with him on . Listen to his podcast by clicking . You may also get a copy of his book on Amazon . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 30: Wendy Barlin- How to Reduce Tax Liability
03/14/2022
Ep 30: Wendy Barlin- How to Reduce Tax Liability
Since she was a teenager, Wendy has longed to manage her own finances. She's now a seasoned financial advisor. Over the last 25 years, she’s learned how to manage the United States tax and cash system and is here to offer you some tips and tricks to help you “keep more money in your pocket.” Wendy Barlin, CPA, is a tax strategist, an author, and a professional speaker. She has dedicated her career to assisting people in keeping more of their hard-earned money via tax planning and cash management solutions. Her book called, That’s Deductible! is a must-read for all. Wendy, a native of Cape Town, South Africa, fell in love with the glitz and glam of the City of Angels while traveling across the world in quest of her dreams. In this episode of the Loans On Demand Podcast, she not only shares her backstory with Luke but also offers loan officers many tax-saving solutions. What You Will Learn: How loan officers may save more money on taxes. Why you should keep your bookkeeping up to date. Wendy's unique value proposition in a world of commoditized services. And much more! Favorite Quote: “I absolutely guarantee that you'll save tax by organizing your finances.” Wendy Barlin How To Get Involved: Find more about Wendy through the , or connect with her on and . Her book called, That’s Deductible! is available on . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 29: Darrell Evans - Push Yourself to Think Outside the Box
03/07/2022
Ep 29: Darrell Evans - Push Yourself to Think Outside the Box
It's more than likely that you've been slaving away at the same work and getting the same results because of your thinking rather than your actions. If you’re ready to shift your mindset, fresh avenues will open up for you. Darrell has used this to great effect in his life. He went down the route not many would have considered and was wildly successful in it. Darrell Evans is a serial entrepreneur, investor, and co-founder of Yokel Local Internet Marketing (Digital Marketing Agency). He and his team have helped businesses generate over $300M in revenue online. Since the age of 20, he has founded and/or run six enterprises. He's also the host of The MindShift Podcast and the CEO of MindShift Business Academy. Darrell also spent a good chunk of his time in the mortgage industry. In this episode of the Loans On Demand Podcast, he discusses with Luke the many tactics he used to succeed in the sector. He is one of the finest visionaries and salespeople you’ll ever know. His methods and suggestions will undoubtedly encourage you to think beyond the box. Listen closely not to miss out on any piece of information. What You Will Learn: What different strategies may loan officers use to strengthen their ties with realtors. How loan officers can build and maintain a steady flow of clients by improving their follow-up strategy. How social media plays a critical role in connecting and engaging with customers. And much more! Favorite Quote: “A core belief of mine in business is to be an asset, whether or not I get paid.” Darrell Evans How To Get Involved: You may learn more about Darrell on the . He may be found on , , and . To listen to his podcast, go . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 28: Chad Burmeister- How to Use Technology to Boost Your Efficiency
02/28/2022
Ep 28: Chad Burmeister- How to Use Technology to Boost Your Efficiency
Chad has always been a step ahead of the game when it comes to using the latest and greatest tools, technologies, and techniques for prospecting. He was relentless in his efforts in this area, and it paid off well in the long run. Chad Burmeister is the CEO and Founder of XHumn. He is a believer, author, podcaster, and super-connector, in addition to being an entrepreneur. Living A Better Story Media, Inc., his other passion, is dedicated to transforming people's lives and assisting them in discovering their God-given identity. In this episode of the Loans On Demand Podcast, Chad shares with Luke some of the most effective tools and strategies needed to modernize your mortgage business and thrive. For loan officers, the show is going to be a real treat. Listen in to discover how to take advantage of technology in the age of AI and automation to get the best potential results. What You Will Learn: What simple equation aided Chad in his quest for success. How to craft an effective outreach strategy. Why it's so important to be consistent and persistent in what you do. How loan officers can make the most of the LinkedIn platform. How effective voicemail drops can be. And much more! Favorite Quote: “I like supporting people in growing their businesses, but I also want to help them in taking a step back and make sure they're doing things the right way.” - Chad Burmeister How To Get Involved: Learn more about Chad and his work through the , or connect with him on . Here’s the link to the of Living A Better Story Media where you may discover more about their purpose and program. Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 27: Phil Treadwell – Being Social on Social Media
02/21/2022
Ep 27: Phil Treadwell – Being Social on Social Media
When people complain something doesn't work, Phil believes there are two possible explanations: “You didn't do it long enough, or you didn't try hard enough.” Everything works if you’re willing to put out the right effort. With 17 years of experience in the mortgage sector, he knows well what it takes to build a long-term business here and is eager to share it all with you. Phil Treadwell currently works at Thrive Mortgage as the National Director of Sales Innovation & Strategy. He's the Co-Founder of Industry Syndicate, the real estate and mortgage industry's first podcast network, and the Founder and Host of the Mortgage Marketing Expert podcast. In his shows, he interviews experts who give personal insights and guidance to assist mortgage professionals to expand their businesses. Phil provides Luke with a slew of tips on how to use social media platforms and get more business in this episode of the Loans On Demand Podcast. Networking is essential for loan officers to stay in this industry for a long time and prosper. However, it's critical to understand how you use multiple platforms to interact with people and make connections. “It’s simply the process of turning strangers into acquaintances, and acquaintances into friends…,” Phil goes on to explain it further. Listen in to find out what the steps are. What You Will Learn: What hard work Phil put in to get to where he is now. How you build a strong rapport with people through social media. What type of content you should post on these platforms. Why it’s so important to plan ahead of time for your social media marketing. And much more! Favorite Quote: “The key to success is consistent and persistent effort over time.” - Phil Treadwell How To Get Involved: Find more about Phil through the , or connect with him on , , and . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 26: DNette Wood -Standing Out from the Crowd
02/14/2022
Ep 26: DNette Wood -Standing Out from the Crowd
DNette was doing great as a professional musician before her life took a turn for the worse. She got a divorce and had her kids to care for. Not only was she broke at the moment but also heartbroken. That’s when she needed to build a career to re-create the life she wanted to live. As a single mom, the loan officer position was ideal for her. “It offered me everything I desired,” she says. It enabled her to spend more time with the kids, while also allowing her to make an unlimited income. DNette Wood is currently a luxury home specialist. A fourth-generation native New Mexican, she grew up in Albuquerque and has been a real estate agent since 1999. As an entrepreneur, she’s built a thriving business through real estate while balancing family and raising her children. Her commitment to customer satisfaction and service is unparalleled. DNette always strives to become an expert at what she does and believes that's one of the reasons for her enormous business success. A former loan officer and mortgage broker, DNette, has a lot to share with Luke in this episode of the Loans On Demand Podcast. She pours out her thoughts around what attributes make you stand out as a loan officer, how you do more business in this sector, what you do to bring more value to people, how you collaborate more effectively with realtors, and vice versa. Listen in to get all of the deets. . What You Will Learn: How DNette started a business from the ground up and became successful. What she's learned as a former loan officer and how it's aided her career as a real estate agent. Why she likes to invest in personal growth. As a loan officer, how to effectively follow up with your sphere of influence. Why there’s a need to specialize in what you do. And much more! Favorite Quote: “You must be an expert at what you do, and if you aren't yet, you must educate yourself to become one.” - DNette Wood How To Get Involved: Find more information about DNette through her and . You can also connect with her on , , and . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 25: Brenden Kumarasamy - Becoming A Master Communicator
02/07/2022
Ep 25: Brenden Kumarasamy - Becoming A Master Communicator
Have you ever thought about how important communication is in our lives? It is the key to success in any business. Whether it's with co-workers, clients, or family and friends, your ability to communicate effectively is a powerful tool in developing healthy relationships. Brenden aspires to assist every person on the planet to become an exceptional communicator. He's been into this since he was 19 years old. Brenden Kumarasamy is currently the founder and CEO of MasterTalk, a coaching firm dedicated to helping ambitious executives and entrepreneurs become among the top 1% communicators in their industries. He also runs a popular YouTube channel by the same name to give everyone on the globe free access to communication tools. In this episode of the Loans On Demand Podcast, Luke and Brenden discuss what it takes to master the art of communication in great detail. Brenden gives a range of ideas and strategies for loan officers to enhance their speaking talents, resulting in better connections and more business. Listen in to learn how you may let go of your inhibitions and start enjoying the art of talking. What You Will Learn: What imposter syndrome Brenden suffered at the start of his career and how he coped with that. How loan officers can improve their communication skills to generate more business and establish stronger relationships. Why mastering presentation is essential if you want to enhance your relationship-building skills. And much more! Favorite Quote: “Every time you open your mouth, it’s a reflection of who you are and how you're being.” Brenden Kumarasamy How To Get Involved: By going or visiting his , you may learn more about Brenden and his coaching services. He's also on LinkedIn, so you may connect with him . His YouTube channel may be found . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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Ep 24: Scott Peckford – Harnessing Willpower to Achieve Success
01/31/2022
Ep 24: Scott Peckford – Harnessing Willpower to Achieve Success
Scott used to be a paramedic before becoming a mortgage broker. The transition was not without challenges. At the outset of his new career, he was told right up front that he wasn't cut out for this job. However, that didn’t deter him from achieving his objective. “I needed to be told I couldn't do it,” Scott recalls, and he still believes that was the best thing that anyone could’ve done to him. It pushed him to do all in his power to get to where he is now. Today, Scott Peckford is your go-to guy when it comes to expanding your mortgage business. In addition to being a mortgage broker, he's a coach, an author, and a podcaster. Scott is the founder of The I Love Mortgage Brokering Network of podcasts and they offer a series of shows aimed at assisting the mortgage broker community. He with his crew runs one of Canada's fastest-growing mortgage companies now, as well as an academy that equips mortgage brokers and loan officers with a variety of useful tools. From having no prior sales experience to becoming a sales trainer, Scott has come a long way. In this episode of the Loans On Demand Podcast, he tells Luke about his road to success in the mortgage sector. He also talks at length about their coaching program and gives a slew of advice to help you grow your business. This show is chock-full of great information for rookies as well as seasoned brokers seeking fresh ideas. What You Will Learn: How you become a successful loan officer. What Scott's initial impression of sales was, and what he learned subsequently. Why mindset is your biggest asset. How Scott resolves many issues by thinking outside the box. What's the one piece of advice he’d give a new loan officer on how to generate more business. And much more! Favorite Quote: “I am very careful about protecting the mindset because that's everything for me.” - Scott Peckford How To Get Involved: Find more information about Scott through the , or connect with him on , , and . You can learn more about 10 Loans a Month Academy by clicking . Learn more about Luke through the , or connect with him on , and . Make sure you never miss an episode — check out Loans On Demand shows on , and don’t forget to subscribe, rate, and review!
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EP 23: Reed Letson - How to Attract the Right Attention
01/17/2022
EP 23: Reed Letson - How to Attract the Right Attention
What is it about your business that makes your ideal client stop and take notice? The fact is, if you're not producing strong content for the right platforms, you're selling yourself short. Reed Letson is the CEO and founder of Elevation Mortgage, a lending company that stands out for its exceptional commitment to, and focus on, the borrowers it serves. On this episode of the Loans on Demand Podcast, Luke and Reed dig into Reed's game-changing content strategy, bringing your unique personality into every piece of your marketing (even if you aren't actually doing it), and leveraging social media interactions to build actual relationships with your client base. Listen in for some quick, easy action steps that will level up your visibility, and the quality of your leads, faster than you thought possible. What You'll Learn: What hiring a VA has done for the growth of Reed's business – and for his own bandwidth How to filter your leads to zero in on only the people you want to work with, simply by being yourself Why hiring the people you need before you need them is the best move And much more! Favorite Quote: "You want to add in some of your personality, because at the end of the day, okay, I'm a broker. We got the best rates, whatever. There's also I don't know how many brokers just in Colorado Springs, right?... And so, what makes me different from the rest of the brokers out there? It's going to be, 'Are they going to relate better to me versus the other person?'" - Reed Letson How to Get Involved:
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Mark Cruz - Consistency + Effort overtime = Anything You Want
12/13/2021
Mark Cruz - Consistency + Effort overtime = Anything You Want
Mark’s personal belief is “There’s more in giving than receiving” and this has become the belief system in Ensource Financial, which helps him grow his company every year. Mark’s company is continuously growing because he is giving more not only to clients with the lowest rates, transparency, super speed, and efficiency but also with his realtor partners. On this episode of the Loan on-Demand Podcast, Luke and Mark talk about the formula on how to build the company that you want and how to continuously grow your business. Tune in for an interview that will give you an insight into how to change the course of your business to success. What You'll Learn: What you need to know before going to a loan officer How Mark continuously growing his business with the help of virtual assistants from overseas Why building a foundation for actual sustainable growth is important to maintaining your business profitability And much more! Favorite Quote: "I think the key to success is, for anybody and anything that they do is persistence. So effort overtime equals anything you want in life." - Mark Cruz Connect with Mark: If you need the BEST loan in the state of Florida call me at 305-785-4442 How to Get Involved:
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EP 21: Ryan Niles — Avoiding The Middle (And Why You Should)
12/06/2021
EP 21: Ryan Niles — Avoiding The Middle (And Why You Should)
How do you stand out as a loan officer in a field that’s never been so crowded? The way Ryan Niles sees it, you have to be one of two things: the cheapest option or the one that adds the most value. “If I'm in the middle, I'm probably not going to do well or last in this business,” he says. “And I think that's the decision our team had to make this year.” Real estate in the Seattle area, where Ryan and his Cornerstone Home Lending team operate, has been, in a word, “gangbusters” since the start of the pandemic. With 20 to 25 offers being put down on every house, how do you separate your buyer from the pack and get them a win? And how do you attract those buyers in the first place? Ryan, who did $125 million for 240 units last year and is already clocking in $75 million for 2021, has learned a thing or two about staying nimble in topsy-turvy times. The value add that’s set him and his team apart the most? Education. On this episode of the Loans on Demand Podcast, Luke and Ryan talk about what added value through education looks like, creating a “snowball effect” with client referrals, and his other tried-and-true ways of getting business. What You’ll Learn: Why first-time homebuyer classes have been a game changer for Ryan’s team How he keeps in touch with clients monthly (without making them feel spammed) How he learned to delegate And much more! Favorite Quote: “In this business right now, you either have to be the cheapest or you have to offer a ton of value. You cannot be in the middle. Because if you're in the middle, you're going to go extinct.” — Ryan Niles Connect with Jeff: How to Get Involved:
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EP 20: Jeff Van Nostran — Scaling Your Business, Sustainably
11/29/2021
EP 20: Jeff Van Nostran — Scaling Your Business, Sustainably
When Jeff Van Nostran first started as a mortgage loan officer, he fell into a thought trap many entrepreneurs and other ambitious types are susceptible to. He believed he had to do everything himself. “I was kind of a control freak,” he says. “Early on in my career, I kind of took this attitude of ‘I’m going to do everything from beginning to end. I’m going to touch everything. I’m going to look at every document. I’m going to file everything away. Nobody does that as well as me.’” Not only was this, he later came to realize, not true, but it also wasn’t scalable — professionally or personally. By overly relying on himself instead of creating the team, systems, and processes that could do parts of his job for him, he held his business back and failed to be emotionally present for his kids. Today, Jeff has learned which processes to prioritize, what to delegate, and how to go about his work more sustainably — which has, in turn, made him more successful. Last year, he closed $145 million across 325 deals. In this episode of the Loans on Demand Podcast, Luke and Jeff talk about how, as a loan officer, to build the right team, create suitable systems and get the right amount of transparency in place to optimize your business (and protect your personal life). What You’ll Learn: How Jeff went from a “one-man-band” loan officer to the leader of a team he can trust — and why most entrepreneurs wait too long before taking this step Why being a control freak is, counterintuitively, the same thing as being “inherently lazy” The ways Jeff advises other loan officers to build trust and rapport with clients and “turn them into raving fans” And much more! Favorite Quote: “There are only so many hours in the day, and we can't be all things to all people. And so, how do we get it all done? How can we be thriving business owners and also have a thriving family life? I think you have to have a team. You have to have people that you can turn to and lean on to get certain things done in your business, and not be the one that's trying to do it all.” — Jeff Van Nostran Connect with Jeff: How to Get Involved:
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EP 19: Shayne Hillier — Mastering The Art Of Conversion In Real Estate Marketing
11/22/2021
EP 19: Shayne Hillier — Mastering The Art Of Conversion In Real Estate Marketing
Four years ago, Shayne Hillier was in a tight spot. He was in a lot of debt, and he and his wife — who was pregnant at the time — had taken out several mortgages. They were also going through a lawsuit, his credit cards were maxed out, and he’d lost several contracts with big customers. He needed a new path, and he needed one sooner versus later. At the same time, he’d started doing some marketing for his wife, a licensed real estate agent. From there, he began helping the brokerage she was working on and next was introduced to the regional brokerage owners. Ultimately, he started doing marketing for brokerages across the region, and he began coaching other real estate agents and marketing agencies on his tactics, too. Today, Shayne is bringing his learnings to a broader audience as the co-founder of the 16,000 members-strong Real Estate Marketing Conversion Mastery group on Facebook. He’s also built up a Real Estate Marketing Conversion Academy program, helping hundreds of real estate agents and others in the real estate industry learn how to better generate leads, follow up with those leads, and convert them into actual customers. On this episode of the Loans on Demand Podcast, Luke and Shayne talk about the lead generation and conversion lessons that too many in the industry fail to incorporate. What You’ll Learn: The broken-down value of a converted lead, according to a case study done by Shayne Why Shayne believes the opportunity for better real estate marketing is “massive” How to create a customer worth more than the commission you’re receiving And much more! Favorite Quote: “At the end of the day, if you can convert one lead into $15,000 or into $25,000, you need to look at the ROI as opposed to what it's costing you every single month to generate leads. It’s the opportunity. The more opportunities you create, the more conversations you create per cell. And the more deals you're going to get out of those conversations. A lot of people just don't understand that.” — Shayne Hillier Connect with Shayne: How to Get Involved:
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