Next Level Loan Officers
Next Level Loan Officers brings you in-depth conversations with the top mortgage team leaders, executives and branch managers in the country. We also feature mastermind sessions with influential coaches, consultants, experts and speakers. All so you can build the right team, systems and technology to scale your mortgage team to a hundred million without losing your YOU.
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How to Show Your Clients You Appreciate Them w/Janell Schmittling
12/12/2019
How to Show Your Clients You Appreciate Them w/Janell Schmittling
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 appreciation events (02:33 - 04:18)Client appreciation events are a great way to thank past clients for their business and referrals. In addition to being able to build long-lasting relationships through these events, they also give us an opportunity to check in with former clients in the event they need any additional help with their homes. Start small (07:04 - 08:42)Hosting a huge client appreciation event is an overwhelming task, so don’t aim to host hundreds of clients on the first attempt. Send out save-the-dates and follow up with everyone invited to ensure no one forgets, but don’t be disheartened if the initial turn out is small. Aim to get better with each event! Pay attention to referral partners (15:38 - 16:25)When we refer our clients to someone, we have to pay attention to the way those referral partners treat others. We show our clients we appreciate them by being respectful, so the people we refer them to must do the same. Guest Bio- Janell Schmittling is the Managing Broker at Homes by Janell. After becoming a full-time Realtor 5 years ago, Janell took her business to tremendous heights while at RE/Max. Recently, she left RE/MAX to open her own brokerage, where she aims to build long-lasting relationships with clients. Janell is passionate about building genuine relationships with clients, and thanks to her frequent appreciation events, she now counts many past clients as close friends today. To find out more about Janell, visit: Homesbyjanell.com
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How to Build a Buzz Around Your Brand w/Mike Ciorrocco
12/05/2019
How to Build a Buzz Around Your Brand w/Mike Ciorrocco
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 Three Things We Learned From This Episode Get known (13:00 - 14:34)The biggest mistake LOs make is thinking everyone already knows who they are. In reality, if we want people to know who we are, we have to be consciously getting in front of them, every single day. Stay top of mind by being omnipresent. Make the call and offer value (16:16 - 17:00)Many of us are hesitant to make calls because we’re worried we may irritate or anger the person on the receiving end. However, if we phone potential clients or partners and ask what we can do to help them grow their businesses, they’re less likely to be upset with us. Go into calls with the heart of a servant, and odds are we’ll be rewarded. Never stop looking for referral partners (20:18 - 22:04)Often, LOs feel content with 4 or 5 referral partners. The problem with this is, by having such a small group of partners, we leave no room for error. Instead of a small group, cast the net and start looking for a wide range of agents who will send 1 or 2 deals a year; these add up, while taking some of the pressure off. Guest Bio- Mike Ciorrocco is a motivator, facilitator, podcast host, public speaker, fierce friend and coach. He is an executive manager at Nations Lending, a residential mortgage company. He and his three best friends have built one of the most profitable divisions within Nations Lending from the ground up. Mike has spoken in front of thousands of real estate agents, showing them how to grow their business not only via traditional marketing methods, but also by using outside-the-box digital and social media marketing. On his podcast, "What Are You Made Of?," he dives deep into his past to show how you can feed off good and bad experiences. To find out more about Mike, visit And for more about the podcast, Next Level LO listeners can request to join the closed What are you made of FB group.
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How to Gain Long-Term Success by Saying No to Short-Term Solutions w/Matt Deluzio
11/21/2019
How to Gain Long-Term Success by Saying No to Short-Term Solutions w/Matt Deluzio
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 focusing on the payday, when they should be playing the parlay. That is, focusing on growth. -Matt Deluzio Three Things We Learned From This Episode Establish trust that brings long-term results (07:41 - 08:55)Many of us think chasing and closing individual deals is the path to success, but in reality, if we’re too focused on single pay days, we lose out on long-term results. Aim to parlay by nurturing clients and building trust with them over time. Steer clear of instant gratification solutions (10:07 - 11:11)When we have a good idea of what we want to achieve, it becomes easier to say no to anything standing in the way of our goals. Think about long-term objectives and identify the path to success - then refuse to divert from the track. Be truthful and the business will come (15:55 - 17:10)It can be difficult to tell a potential client we’re unable to assist them, but doing so is the key to lasting success. Don’t fear telling clients the truth, or advising them to look elsewhere. Honesty will go a long way in building trust and securing clients in the future. Guest Bio- Matt Deluzio is a loan officer at Spire Financial in Denver, Colorado. After 3 successful years in the mortgage business working part-time, Matt became a full-time loan officer 2 and a half years ago, and has continued to see phenomenal results ever since. To get in contact with Matt, visit Email Or call 720.616.6490
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How to Use Instagram Stories to Expand Our Brands w/Megan Anderson
11/14/2019
How to Use Instagram Stories to Expand Our Brands w/Megan Anderson
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 Use Instagram Stories to get comfortable (04:36 - 05:27)For people just getting started on Instagram, the thought of seeing ourselves on camera may be daunting. A great way to become more comfortable sharing videos on the platform is by creating Instagram Stories. These have a 24-hour shelf life and can easily be used as a way for us to test the waters of Instagram. Come up with stickers (12:57- 15:19)Consistency is key when looking for a bigger audience, so we have to figure out a few ‘stickers’ that we can use in our Instagram Stories. These stickers should be the things we post about every single day, which help our audiences remember us. The great thing is, these stickers don’t have to be business-related. In fact, they should be showing our audiences more about our personal lives so they can get to know, like and trust us. Create Story highlights (18:05 - 19:19)Instagram Stories become unavailable to our audience after 24 hours, but we have the option to save them as highlights later. Creating highlights is a great way to ensure our content stays seen days or even months after we first posted it. Guest Bio- Megan Anderson is a marketing and social media guru. She is the Vice President of Marketing at MBS Highway and the creator of @socialloanoriginator. She is also a speaker, with a passion for the opportunities social media affords loan officers. To find out more about Megan, visit: You can also find her on Instagram at @iammegananderson To find out more about her upcoming program, text ‘Megan’ to 33777
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How to Build An Authentic, Confident & Referable Brand w/Mike Cuevas
10/17/2019
How to Build An Authentic, Confident & Referable Brand w/Mike Cuevas
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, target, and strategically go after. -Shade Kidwell Three Things We Learned From This Episode A good brand is a spitting image of you and it will attract true fans (05:03 - 06:44) Real estate is one of the few industries where anyone can be a client, because everyone has a home and every 7-9 years, they will move. People choose to work with us based on our brands and us being authentically who we are. Referrals are natural, but we have to make ourselves top of mind (11:52 - 13:11) Real estate is a highly conversable topic. It’s something that will always come up and if we’re top of mind, people will mention our name. Everyone we’re connected to can refer us, but we have to put ourselves in a position to be referable. Marketing isn’t about experience (29:30 - 30:23) A good marketing strategy has nothing to do with how much experience you have or how much you’ve closed. Putting out good content doesn’t take any experience in lending or any past closed loans to get to be successful. One of the biggest mistakes we make in our marketing is that we skip a very critical first step. Before we have an audience, we have to have an authentic brand. We have to be who we are and market to the audience that’s naturally going to gravitate towards us. Next, we need to live and be this brand confidently. From there, the brands we build will influence the content we create, and that will bring the right clients our way. Guest Bio- Mark is a former real estate agent, branding strategist and the “Real Estate Marketing Dude”, he offers a video marketing service. Go to for more information and for free content.
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How to Manage Your Time Better And Celebrate Your Wins- Playbook Coaching Call
10/03/2019
How to Manage Your Time Better And Celebrate Your Wins- Playbook Coaching Call
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 Kidwell Three Things We Learned From This Episode Understand the finish line (24:51 - 25:37) It’s extremely difficult to reach long-term goals if we don’t set up time frames in which we’d like to achieve them. Plan annual goals in advance. This should be an honest process, if we know we’re unable to reach certain goals in a year, we shouldn’t be including them. This is about what we can achieve, not anyone else. Celebrate victories and record losses (25:56 - 27:00) Write down daily goals and check them off the list as they’re completed. This helps us celebrate the small victories. It also gives us an opportunity to see where we failed. Once we see what we haven’t achieved, it’s up to us to work out what held us back, so we can avoid it from happening in the future. Crowd source wins (34:50- 35:59) We need to share our progress with the people in our coaching groups. By sharing what we’ve done right, we can help others see the same great results we have. Sharing also benefits us, because when we inevitably have ‘off’ days, our peers will be able to remind us how we’ve done well in the past. Success requires planning and analytics; we can’t expect to see amazing results if we don’t know what our goals are or have a plan in place to achieve them. To be successful, we have to plan in advance and set up realistic time frames for ourselves. We also have to record every move we make, even the ones that brought about poor results. Analytics are vital if we want to win in our businesses.
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Why Curiosity is as Important as Intelligence
09/26/2019
Why Curiosity is as Important as Intelligence
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 levels, but that doesn’t spell disaster. In fact, there are many people with relatively low IQs who have managed to become incredibly successful. Develop EQ (05:57- 06:47) Emotional intelligence is extremely important for us to navigate our way through life. EQ is what helps us get through stressful situations in business, as well as our personal lives. We need to work on our interpersonal communication and emotional intelligence to take our businesses to the next level. Curiosity is as important as intelligence (07:06- 07:50) A lot of us think we’re not the smartest in the room, and it stops us from pushing for success. However, CQ (or curiosity intelligence), is one of the most important characteristics we need to take our businesses to the next level. Our curiosity and motivation is as important as IQ, if not more. Most of us have experienced the feeling that we’re not the smartest person in the room, but that should never hold us back. There is more to success than IQ, and there are other forms of intelligence that can take us further regardless of our IQ levels. We need to stay curious and develop our emotional intelligence. We may not be the smartest in the building, but that doesn’t mean we can’t be the most successful.
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How To Keep Winning In Today’s Market w/Barry Habib
09/19/2019
How To Keep Winning In Today’s Market w/Barry Habib
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 you’ll be better; do it in life and you will be much more successful. -Barry Habib Three Things We Learned From This Episode Rethink what recessions look like (11:55- 12:44) When we talk of a recession, we tend to think of what we saw in 2008 and 2009. The reality is, recessions are dependent on the expansion period prior to them. The expansion period we’re currently in has been extended, but shallow. That means, the recession we’ll see in the next year or so will also be shallow. Observe the clues of an impending recession (13:22- 15:20) The first place recessions show their effects is in big corporations. As these corporations let people go to cut costs, those who have lost their jobs start spending money at more cost-effective stores like Walmart and Target. The reason stocks have gone up at Target and Walmart is because there are more people looking into cost effective options. Look further ahead (27:02- 28:42) Most of us are guilty of zoning in on one area of focus while we’re trying to get ahead. While it’s great to be focused, by zoning in on only one goal, we run the risk of seeing the big picture. No matter the condition of the market, be sure to take a holistic view of what’s around us. A recession is inevitable, and we should be prepared for it. However, recession isn’t necessarily synonymous with devastation. There are ways to identify the early signs of the market dropping, and we need to remain aware of them. Keep looking forward and be aware of all the signs - whether we’re in a recession, preparing for one, or exiting one. If we can maintain a holistic view, we will keep winning no matter what the market has in store for us. Guest Bio- Barry Habib is the founder and CEO of mortgage analytics firm MBS Highway, a company dedicated to helping mortgage professionals and real estate agents articulate the opportunities in the housing market. Widely respected for his Mortgage and Housing expertise, Barry has monthly appearances on CNBC and FOX. He has recently been named the top Real Estate forecaster by Zillow and Pulsenomics, and has also been awarded the Crystal Ball Award for the most accurate real estate forecasts. Barry is a celebrated speaker and figure in the real estate and mortgage industry, and is passionate about helping others achieve their goals and find success in every area of their lives. Look out for Barry’s upcoming book, Money in the Streets. To find out more about Barry, head to: @barryhabib on Twitter
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How to Take Advantage of the Inverted Yield Curve
09/12/2019
How to Take Advantage of the Inverted Yield Curve
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 yield curve to tell you about the market (03:14- 05:05) Every time the yield curve inverts, a recession has been quick to follow. For loan officers, this means a lowering of rates. We should all be keeping this in mind, as the process is almost like clockwork. Rates are already at an all-time low and will continue to drop for some time. Don’t be afraid of online competitors (10:27- 11:56) Online offerings like Zillow and Amazon have caused some anxieties in the mortgage industry- but we don’t need to be afraid of them. We need to focus on the value we offer and center our attention on what we do best. We can even make use of Zillow and Amazon ourselves from time to time. Focus on what will stay the same in the market (22:28- 23:31) Instead of thinking about what could change over time in our industry, we need to think of what will stay the same - like the people we deal with. Change is inevitable; so much so that even those at the helm of online offerings are focused on perfecting their current activities. The changes we’re currently facing in the industry are rapid, but there’s no need to fear them. History repeats itself, and in reality we could stand to benefit from the impending recession. While we should be paying attention to what happens around us, the best we can do at present is to focus on our own activities. Change is unavoidable; what makes or breaks us is our ability to adapt.
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How to Use Your Experiences to Become a Better You w/Derek Fertig
07/25/2019
How to Use Your Experiences to Become a Better You w/Derek Fertig
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) Accepting responsibility for our mistakes is extremely important. No one wants to work with someone who easily blames others when something goes wrong. If we know we’re guilty of doing this, acknowledge it as a flaw and work consistently to stop doing it. Look at the origin of the issue (12:22- 13:19) Think about childhood and the experiences that have shaped our lives today. Knowing our motivation is crucial- for example, if we grew up in a poor family, our drive has probably been shaped by wanting a better life as a child. While there’s nothing wrong with strong drive, we also need to take the time to work on other areas of our lives. Once we identify where our motivation comes from, it’s easier to put systems in place that help us work more effectively so we can alleviate some of the stress. It’s okay to feel overwhelmed (21:30- 23:10) Seeking balance in life is not always easy, but let that be a motivation for you, vs. a discouragement. No one is perfect, and it’s important to remember that we’re always growing as individuals. While we grow, remember to acknowledge the importance of identifying our flaws and take responsibility for our actions. Be aware of motivations and be accepting when our priorities shift. The most important thing to remember is to always keep improving yourself along the way. Guest Bio- Derek Fertig is the Area Manager at Fairway Independent Mortgage Corporation. His reputation as an elite member of the mortgage industry comes from his high level of customer service. Derek’s approach to business is focused on core values that include a family focus, humility and great communication, among others. To find out more about Derek, head to: And Fertig/
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How to Ensure Repeat Business w/Marc Demetriou
07/19/2019
How to Ensure Repeat Business w/Marc Demetriou
A significant percentage of business comes from past clients, so it’s important to give them 5-star service the first time around. What little details can make all the difference in a client’s experience? How often should you check in with your clients? When a lead comes in, you have to solidify the relationship quickly. -Marc Demetriou Three Things We Learned From This Episode Respond immediately (05:38- 06:38) Make sure you or your team are always ready to answer a client as soon as they contact you. A lag time of just 20 minutes could mean a deal goes to another mortgage professional. Solidify your relationships as soon as possible, so you don’t miss out on anything. Remember your personal touches (07:53- 08:46) A great way to give your clients 5-star service is by checking in with them every step of the way. Even as the deal is approved or as it closes, be sure to ask for feedback. Doing this ensures the client has a great memory of your service, and makes them more likely to give a glowing recommendation. Know your numbers (16:12- 17:01) It’s vital to know how many hours you work, and how much you charge for each of those. If you’re doing work that’s way below your pay grade, you shouldn’t be doing it. Once you’ve identified these activities, you’ll know what needs to be outsourced to others. The mortgage industry offers great opportunities for repeat business, so making a good impression is always imperative. Make sure you’re dependable and easy to reach, and offer personal touches throughout the process. As a loan officer, you have the expertise clients are looking for. Make sure they know you’re the right choice. Guest Bio- Marc Demetriou is a branch manager at Residential Home Funding Corp. and decade-long President’s Club member. He is a licensed mortgage banker/broker in NJ, NY, CT, PA, SC, GA & FL. Marc consistently ranks in the top 1% of mortgage originators in the U.S., according to leading industry sources Origination News, Mortgage Executive and Scotsman Guide. In his home state of New Jersey, he has been featured in NJBIZ's "40 Under 40", and is called upon frequently by the real estate, finance, accounting and legal communities as a trusted expert and speaker. Additionally, Marc is a certified and licensed instructor, offering continuing education credits to accountants, realtors and financial planners. Marc has been a keynote presenter at the Mastermind Summit, the mortgage industry's leading annual conference, along with world-renowned motivational speaker Tony Robbins, and successful businesswoman and ABC-TV Shark Tank investor Barbara Corcoran. He was also co-host of WVNJ's popular The Real Estate and Money Show. National recognitions include being named to National Mortgage Professionals' 2017 selection of "Top Most Connected Mortgage Professionals" in the U.S. Marc also ranked among Mortgage Professional America's "Hot 100" in 2018, 2017 & 2016, and received a Five Star Mortgage Professional award for superior customer service and professionalism in 2017. To find out more about Marc, head to: And To find out more about his book, visit:
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How to Overcome Life’s Obstacles
07/11/2019
How to Overcome Life’s Obstacles
When something bad happens, it’s a normal reaction to worry about all the ways it may affect you. How can you overcome feelings of self pity? How can you continue to thrive in all aspects of your life? On this episode, Shane explains how a recent injury could have been his downfall, and shares the thought processes that kept him moving forward. If you want to be a powerful person over the long haul, this is not a sprint. It’s a marathon. - Shane Kidwell Three Things We Learned From This Episode Expand your skill set (03:08- 06:09)Blue collar jobs like those in the fire and police departments require their people to have vast skill sets. This means that when someone’s ability to do a job is impaired, they’re still able to contribute to the team in some way. You can apply this to business. Develop a range of skills that allow you to keep busy when your primary role is impossible. Eliminate self pity (08:48- 10:14)Often, we stop ourselves from thriving in the future because we’re so caught up in what’s happened in the past. Remove the reminders of painful memories and start concentrating on what you’re still able to do. Invest in yourself (16:30- 17:14)The summer market is great for the mortgage business. Make sure your success now continues to benefit you in the coming months. Invest in your business and your team so that times aren’t tough later. Negativity is a trap, and it can seriously hinder your success in the years to come. Make sure you’re not holding yourself back from greatness in the future by having a negative outlook now. Prepare yourself by fostering a range of skills, and continue investing in yourself. You’re capable of doing amazing things—you just have to believe in yourself.
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How Loan Officers Can Get More Business in the Next Month
07/04/2019
How Loan Officers Can Get More Business in the Next Month
Being a loan officer and being in the mortgage business is a long-term venture, and we need to know how to run a successful and sustainable business. When is the best time to pursue new business opportunities? How can we get agents to want to work with us more? When should we scale our business? In this episode, Sean Zalmanoff, Kenneth Travis and Kellen Vaughan share some strategies we can implement in our business today that will help us get more business within a month. They also explain the value of the Next Level Loan Officer Live events for business strategy and growth in the industry. If you’re too busy with the loans you have going on to invest in yourself and move your business forward, you’re missing the boat. -Sean Zalmanoff Three Things We Learned From This Episode The magic window for more business (08:38-10:07)The perfect time to set ourselves up for more business is when we get to the point in the contract after we’ve been cleared to close, but haven’t closed yet. This is when we need nothing from the borrowers, title companies, and listing or buyer’s agents for our current deal. If we schedule appointments with these agents and ask our clients for reviews during this period, we can double the amount of business we get. How to get agents who want to work with us (12:12-13:09)We can get more agents who’ll want to work with us by bringing a deal to the table. When we put forward a buyer who’s ready to buy a house, we will get the full attention of that agent for 30 days because they’ll want to answer our calls and get back to us about the deal. Scaling our business when rates are low (18:24-19:15)When rates are low and we know that we are going into a time where there are going to be opportunities, we need to recognize that we can’t do it all by ourselves. By making the right hires and using systems and processes that will make us and our team more efficient, we can scale our business and help it be more successful. The career of a loan officer involves ups and downs mostly according to where rates are sitting at a moment in time, but we still have that magic 30-day window where we have the attention of everyone involved in the transaction. Within this, there is a perfect point at which we need to be pursuing more business opportunities, which is when we are cleared to close but haven’t closed yet. If we get in front of the listing and buying agents for appointments and ask clients for reviews during this time, we stand to double our new business opportunities. When we take the time and make the investment of attending industry events like Next Level Loan Officer Live, we can learn strategies that will lead to a more successful and informed business.
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How to Fall in Love with the Mortgage Industry w/Kelly Zitlow
06/20/2019
How to Fall in Love with the Mortgage Industry w/Kelly Zitlow
To get ahead in the mortgage industry, you need to be passionate about what you do. How can you fall in love with being a mortgage professional? What role should technology play in your journey to success? On this episode, Vice President at Cornerstone Home Lending, Kelly Zitlow, shares her success story and how you can cultivate a passion for your mortgage business. Business coaching is invaluable. It will help with accountability, discipline, and to be forward-thinking in the industry. -Kelly Zitlow Three Things We Learned From This Episode Fall in love with the job (07:06-09:06)To be able to fully dedicate yourself to the industry, you need to fall in love with it. The same goes if your career path changes— if you find yourself more interested in something different, allow yourself the flexibility to try it. Don’t overthink it (13:17- 14:58)Video content is extremely popular on the internet, and it can be used to boost your brand. However, getting started can feel overwhelming. Don’t overthink the content: just be yourself and talk about your passions. Surround yourself with the right team (19:37- 20:28)Never underestimate the importance of having a great team that keeps you centered. Create a team that supports you and is honest with you— even when your ideas aren’t feasible. The best way to move forward in your career as a mortgage professional is by keeping your journey simple. Stop overthinking opportunities to promote yourself. In the same way, you also need to allow yourself to enjoy what you’re doing. Surround yourself with the right people, and let yourself fall in love with the industry. Guest Bio- Trust and experience -- two defining words for Kelly Zitlow, a Vice President at Cornerstone Home Lending. For 22+ years she’s built her career as a Licensed Mortgage Professional and Certified Mortgage Planning Specialist on earning the trust of her clients and partners by providing them a high level of mortgage lending expertise. She knows that is ultimately what they value the most. Kelly has been ranked in both Scottsman Guide and National Mortgage News Magazine as a top producer in the nation. She has also received the 5-Star Mortgage Professional Award for the last 4 years in a row. Her success is second to the pride she feels for helping her community realize the dream of home ownership. As Certified Continuing Education Instructor, Kelly is committed to education and has a thriving YouTube channel aimed at providing both real estate agents and consumers important information about home lending. To find out more about Kelly, head to:
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Building a Brand w/Josh Pitts and Jason Frazier
06/13/2019
Building a Brand w/Josh Pitts and Jason Frazier
We hear so much about branding and building brands, but often only in vague terms. How are the two different? Which should you be focusing on to get your business to the next level? On this episode, Josh Pitts and Jason Frazier of Shred Media share how to build a brand effectively. Don’t create a front or a persona. Just be you, and you’ll attract who you want to attract. -Jason Frazier Three Things We Learned From This Episode Separate ‘branding’ from your brand (09:43- 11:50)A big mistake many make is thinking that branding is the same thing as building a brand. In reality, building your brand refers more to the relationships you build with consumers and what you stand for. While ‘branding’ is often an expensive process, building a brand doesn’t need to be- in fact, spending just 2 dollars a day on video Facebook ads does a lot for your business. Share your passions and be authentic(15:23- 16:32)Think about the things you enjoy and that matter to you, personally. Then, use those to brand yourself. You can only be authentic if you’re creating content about things you genuinely like and care about- and authenticity is key when you’re trying to attract an audience. Social media marketing is a long-term investment (25:52- 28:01)Social media is often celebrated for being instant. However, to see lasting success you need to be approaching it as a long-term strategy. You also need to be investing in it financially- it doesn’t need to be a large amount but you will need a marketing budget. If that’s not something you can afford right now, you may not be ready to be building a brand in the first place. The business owner’s vocabulary is filled to the brim with clichés and overused terms. However, the reason they’re popular is because they’re important. Never underestimate the importance of authenticity when building your brand. Invest in sharing your passions with your audience, and concentrate on carving out a niche that will ultimately generate more business for you. Building a brand doesn’t need to be expensive- but it does deserve investment. Guest Bio- Josh Pitts is the Founder of SHRED Media. Josh has seen amazing success after building his brand through online platforms. He’s adamant that to see great results, you need to be authentic and carve a niche for yourself. Jason Frazier is the Director of Business Development and Strategy at SHRED Media. He’s also a national speaker and podcaster amongst other roles in the mortgage and real estate marketing industry. You can find out more about SHRED Media at
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How to Stand Apart from Your Competitors w/Andy Zemon
05/09/2019
How to Stand Apart from Your Competitors w/Andy Zemon
Technology 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: And:
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How to Stay on Top, Even When the Market Changes w/John Downs
04/25/2019
How to Stay on Top, Even When the Market Changes w/John Downs
The mortgage industry is constantly evolving, and even the top loan officers are at risk of losing the positions they worked hard to get. How can you safeguard yourself from being passed by? Does the answer lie in looking for new agents and buyers? On this episode, we talk with the founder of Downs Capital Mortgage Team, John Downs, to hear how he went from hero to zero, and got right back up again. You’ve got to specialize in what you’re doing. -Sean Zalmanoff Resources Take your mortgage business to the next level. Visit for more information. Click here to schedule your free no-obligation Next Level Coaching Call: Three Things We Learned From This Episode Keep reinventing yourself (06:41- 08:04)The mortgage industry is constantly changing and evolving, so it only makes sense that loan officers must keep reinventing themselves. Stay on top of market trends and follow where the industry is going, not just where it is at the moment. Be clear about what YOU want (08:36- 10:29)To do well in business, you have to be a specialist in your field. Narrow down your own passions and talents, and approach clients who are in need of what you’re best at. This way, you’re bringing your consumer excellent value and doing something that fulfills you. Relational approaches are more effective than transactional ones (12:54- 14:25)Have a relational approach to your business, rather than an exclusively transactional one. By building relationships and fostering them over a longer period, you’re maintaining value. Stop forcing yourself to work harder by constantly finding new agents and buyers, and focus instead on the clients you have now. With tech companies like Amazon getting involved in real estate, it can present new challenges for mortgage professionals. The only way to maintain your position as a top loan officer is by becoming a master in your field and fostering the relationships you already have. The important thing is to make sure you aren’t discouraged too easily. If you’ve had it in you to become a top officer in the past, you have it in you to do it again. Guest Bio- John is the architect and founder of Downs Capital Mortgage Team. His motto is “wealth for the next generation”. Whether you count yourself as part of the next generation, or are ready to build the next level of wealth for yourself, John thinks everyone deserves a great financial foundation. John will tell anyone who will listen that a mortgage is an instrument of leverage — and that a mortgage allows you to use someone else’s cash to build your own wealth. Today, Downs Capital is a thriving unit of MVB Mortgage. John’s team is comprised of mortgage experts who also happen to be fierce competitors, client advocates, friends, athletes, coaches, neighbors, parents and dog lovers. To contact John, call or text him on 202-899-2603 To find out more about John, head to: https://jdowns.mvbmortgage.com/ You can also look at: https://www.linkedin.com/in/downscapital/
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How to Carve a Niche Without Limiting Yourself w/Jeff Onofrio
04/18/2019
How to Carve a Niche Without Limiting Yourself w/Jeff Onofrio
Everyone wants to be the best at what they do, but that’s not possible when you’re trying your hand at everything. How can you carve a niche out for yourself? Are there any disadvantages of becoming too “niched”? On this episode, we talk with Jeff Onofrio, the managing director of renovation, construction, and national production at Mortgage Possible. Everyone wants to be a jack of all trades. You need to pick a niche and become known for what you do. -Kenneth Travis Resources Take your mortgage business to the next level. Visit for more information. Click here to schedule your free no-obligation Next Level Coaching Call: Three Things We Learned From This Episode Stop trying to specialize in everything. Pick a niche. (03:53- 04:42)The problem with being a jack of all trades is, you end up a master of none. Rather than promoting yourself as an expert in every part of the business, pick a niche and make it your mission to become an expert. Even with a specialty, don’t neglect the other parts of your business. (05:59- 06:57)While you need to establish yourself as an expert in one area, don’t completely neglect other parts of the business. Position yourself as someone with a mastery in one field, but capability in other areas as well. If you’re involved with renovations, approach contractors. (13:06- 13:48)Contractors, more than anyone else in the market, are interested in renovations. However, they’re rarely approached. Why not beat your competitors to it? There are so many opportunities available in this virtually untapped market. Renovation mortgage is definitely a niche market, although not a small one. With so many TV shows centered on home improvement, it’s clear that there is a desire on the part of the consumer. It’s up to you to make sure consumers in your market know that you are the person who can help fund their projects. Be sure to remind them you can help out in other areas concerning loans, too. Guest Bio- Jeff Onofrio has been in the mortgage business since the late 1990s. After doing a bit of everything in the industry, he decided to try his hand in construction. However, he ultimately returned to mortgage in 2007. Since then, he’s tried to find ways to combine what he learnt in construction with his mortgage knowledge. Today, he’s the managing director of renovation, construction and national production at Mortgage Possible. To find out more about Jeff, head to: You can also check out his podcast and video blog at:
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How Building Great Relationships Will Make You Richer w/John Abraham
04/11/2019
How Building Great Relationships Will Make You Richer w/John Abraham
The mortgage industry is rewarding for lenders not only because of the financial incentive, but because it allows them to provide a meaningful service to their clients. How can you ensure your clients know you appreciate their business and strengthen the relationship you have with them? What can you do to make sure you stay successful in this business over time? On this episode, industry veteran John Abraham shares on what he has learned on his business journey and explains why relationships are so important. Constantly let your team, your partners, and your clients know how valuable they are. -John Abraham Resources Take your mortgage business to the next level. Visit for more information. Click here to schedule your free no-obligation Next Level Coaching Call: Three Things We Learned From This Episode Never allow yourself to become complacent (03:25- 04.15)In this industry, there will be some months when you do exceptionally well. While that can lure you into a sense of security, don’t become overconfident and complacent. Keep doing the things that brought you success in the first place, and don’t take your foot off the gas. Perfect the relationships within your team (07:35- 09:18)Your team plays an integral role in your business. Make sure you tell them you appreciate them, and create a culture where everyone knows they’re supported. Stay loyal to your team, and they’re likely to reciprocate. Provide clients with valuable advice (18:29- 21:20)Gift potential clients with a packet of valuable information. By compiling advice, guidelines, and checklists for what they should be paying attention to when house-hunting, you’re providing a service they will actually use. This keeps you at the top of their minds, and sets you apart from the competition. At its core, the mortgage industry is people-oriented. Stay in touch with clients, let partners know you appreciate them, and create a family within your team. Don’t withhold advice from your competitors, and have an abundance mindset. There’s more than enough success to go around. The mortgage industry can help you generate a great income, but building strong relationships with people is what will make you richer. Guest Bio- John Abraham is the producing manager at Caliber Home Loans. After starting his career in the mortgage industry 29 years ago, John went on to be ranked one of the top 200 mortgage originators in the US in 1998. He’s stayed in that top 200 ever since, and in 2011 was recognized for originating over $1 billion in residential mortgage loans since the start of his career. John strongly believes success is derived from strong relationships with everyone you work with- from your team, to your partners and your clients. He’s also passionate about seeing the mortgage industry as a vehicle to help others, and genuinely cares about every deal he’s closed throughout his career. To find out more about John, head to:
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How to Start Making It Happen in Your Mortgage Business w/Alexa Ward
04/04/2019
How to Start Making It Happen in Your Mortgage Business w/Alexa Ward
Starting a new career path is daunting for everyone. How can you get past your initial nervousness and just get moving? What are the tools you need to make progress? Join us as we talk with one of the students in our program, Alexa Ward. Alexa is new to the industry, but after an initial disappointment in July last year, just 3 months later she closed 8 deals in October. Don’t miss this episode as we hear how she did it and how you can, too! When you’re new to the industry, you don’t know what you don’t know. You have to start somewhere. -Kenneth Travis Resources Take your mortgage business to the next level. Visit for more information. Click here to schedule your free no-obligation Next Level Coaching Call: Three Things We Learned From This Episode Make cold calls (07:25- 08:16)When you’re new to the industry, the best thing you can do is introduce yourself. Start by cold-calling the agents listed in a local magazine or newspaper. You may feel awkward at first, but you have to stay consistent with cold-calling in order to start making contacts and creating your own database. Mentorship is vital (09:24- 11:26)Having a mentor or a coach is extremely important in business. Mentors help keep you accountable and ensure you’re following through on the commitments you’ve made. Coaching encourages you to share ideas with others and allows you to expand your mind throughout your journey. Be consistent in everything you do (18:30- 18:21)When you start branding yourself, make sure you’re consistent. For example, if you are planning on doing a web show or podcast to increase your visibility online, be sure to post once a week or as regularly as possible. Stay consistent and follow through. Consistency and networking are important for anyone entering a new field. However, seasoned professionals should also be sure to follow through on their commitments and keep growing as the industry does. To have longevity in your career, you have to keep adapting and never allow yourself to get too comfortable. Guest Bio- After graduating from college, Alexa Ward decided to try her hand at being a flight attendant. However, her father had other plans for her. Once he told her to join him at work, Alexa was hooked on the mortgage industry. Her drive and determination to succeed have fueled her progress, and in October of last year she closed a phenomenal 8 deals. Alexa is part of our coaching program, and has credited mentorship and coaching as a couple of the main factors contributing to her success.
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Developing Your Brand and Delegating the Right Way for Your Business w/Alan Christian
03/28/2019
Developing Your Brand and Delegating the Right Way for Your Business w/Alan Christian
We often hear about the necessity of scaling our businesses so we can step away. Do what degree should we aim to transition out of our business? Could we be harming our business by delegating too many tasks? When it comes to building our brand, what options should we look to? On this episode, team leader Alan Christian shares on his experiences and lessons learned around delegation and making a shift out of his business. To brand yourself locally is very inexpensive and effective. -Kenneth Travis Resources Take your mortgage business to the next level. Visit for more information. Click here to schedule your free no-obligation Next Level Coaching Call: Three Things We Learned From This Episode Have a team, but don’t over-delegate (08:42- 10:22)Having a team is important, especially as a solo entrepreneur. However, remember that you are extremely important to your business. You can step away from time to time, but you still must be involved in steering the ship. Start making videos (20:47- 22:55)Video is the most popular content on the internet. By creating and sharing video content, you’re making connections with a huge number of people online. In your own community, video situates you as an expert, and by showing your local audience who you are, you’re creating a great sphere of influence with minimal effort! Take advantage of the low production costs of the internet (26:16- 27:49)To produce video, you will need to invest something, but the costs are incredibly minimal. For less than $300, you can buy the relevant equipment that makes your content visible to thousands of people. Even when delegating, continue to be hands-on in your business. As the boss, you may be able to step away, but that shouldn’t be a regular occurence. Take some time to share your experience via social media, and show the world you’re a mortgage industry rockstar. Building and maintaining an audience doesn’t have to be expensive. Produce video content, and engage with your market. Guest Bio- Alan Christian is the founder of Alan Christian Mortgage Team. After stepping too far away from his business in recent years, Alan had to effectively start rebuilding his reputation and presence in his community as the resident rockstar of mortgage. Through social media, he was able to do that. Today, he is passionate about creating video content for his clients, and since November 2018, he has shared almost 1,000 videos. To find out more about Alan, head to:
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Setting Goals and Staying Hungry w/Rick Ward
03/21/2019
Setting Goals and Staying Hungry w/Rick Ward
A lot of entrepreneurs in the mortgage industry dream of no longer needing to work. Is that goal ever attainable? Is it even a justifiable dream to have? On this episode, we’re joined by military veteran and branch manager at Benchmark Mortgage, Rick Ward. Rick shares why he feels his star continues to rise, and why he believes his own work is never done. You have to aim high and stay hungry. -Kenneth Travis Resources Take your mortgage business to the next level. Visit for more information. Click here to schedule your free no-obligation Next Level Coaching Call: Three Things We Learned From This Episode The importance of training like a salesperson (02:47- 4:56)As a lender in the mortgage industry, you are a salesperson. It’s worthwhile to work and train like one. Never underestimate the value of what you learn as a salesperson: cold-calling and face-to-face sales are both a fundamental component of lending. Just like in any other sales, people need to know, like, and trust you to do business with you. Never stop prospecting (09:01- 10:19)Every day of the week, you have to make sure people know who you are and that you’re available for business. By breaking this habit once, you’re more likely to procrastinate and put it off. Just get it done today. Why you need to stay hungry (12:55- 14:15)It’s easy to lose your hunger for success when you’ve tasted a lot of it. However, just because you’ve reached some of your goals does not mean you’re done. Stay hungry and actually tell your clients that you’re open and ready for their business. It can be easy to lose your motivation over time, but you can help yourself keep momentum by shifting your goalposts and challenging yourself in new ways. Keep setting your bar higher and aim to surpass the goals you once set. You may reach the point where you no longer need to work, but if you stay hungry, you may decide you want to keep pushing. Guest Bio- Rick Ward is a well-established branch manager at Benchmark Mortgage in Colorado Springs. SInce leaving the national service in 1991, Rick has dedicated his trade to helping other veterans achieve success in the industry- and as clients. He’s known for staying dedicated to his trade no matter what, and while he has no plans to stop working soon, he plans to leave his daughter with an amazing legacy one day. To find out more about Rick, head to: or
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How to Create a World-Class Client Experience w/Kelly Marsh
03/14/2019
How to Create a World-Class Client Experience w/Kelly Marsh
The 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 for more information. Click here to schedule your free no-obligation Next Level Coaching Call: 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: or You can also email her on:
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Achieving Work-Life Balance w/Michael Regan
02/28/2019
Achieving Work-Life Balance w/Michael Regan
Some the appeal of running your own business lies in the ability to set your own hours. How can this be done in a strategic way that doesn’t jeopardize your company? What do you need to have in place to make sure the business is still working effectively? On this episode, we talk with Michael Regan of The Regan Team Home Loan Group to hear how he achieved work-life balance so that both his working and personal lives are performing at the highest level. Do the work first. You have to put in the time to build your business and help it grow. -Sean Zalmanoff Resources Take your mortgage business to the next level. Visit for more information. Click here to schedule your free no-obligation Next Level Coaching Call: Three Things We Learned From This Episode Make the most of your time (00:51- 01:54)If you’re planning to set times that are convenient for you, make sure you’re incredibly focused when you are at work. The work-life balance can be best achieved when you stay fully present in each moment, whether at your company or in your family time. Know your ‘Why?’ (09:50- 11:09Understanding your motivation is key to acting on it. You need to have a clear idea of why you want to adapt your working hours. By doing this, you’ll be more driven to ensure you’re sticking to the plans you make that help you stay on track. Do the work first (12:33-13:07)Before you can adjust your work hours, you need to have systems and plans in place. Don’t jump into shorter hours without a strategy. This is the fastest way to jeopardize your business. Take this move incredibly seriously because your company depends on it. Entrepreneurship provides incredible opportunities, but remember that by becoming an entrepreneur, you’re committing to running a business. As such, you need to pay attention to every decision you make, and carefully analyze the way forward. Make sure you’re building relationships with clients and keeping them loyal to you, no matter the hours you work. The key to your success lies in working smarter, not harder, and definitely not longer. Guest Bio- Michael Regan is the mortgage advisor at The Regan Team Home Loan Group. Dedicated to staying in contact with his clients and building relationships with them, Michael sets himself apart from his competitors. In addition to being an astute businessman, however, Michael is also a dedicated father who has found a way to spend as much time with his children as possible.
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How to Make the Most of the Time You Have w/Dan Trinidad
02/21/2019
How to Make the Most of the Time You Have w/Dan Trinidad
One of the biggest challenges loan officers are faced with is time. Do we have enough of it? How do we ensure the longevity of our success in all areas of our lives? On this episode, president and CEO of Partners Mortgage and 30-year industry veteran, Dan Trinidad shares insights on maximizing productivity in the time you have and why he believes that it’s never too late to attain your dreams. If you have the mindset of capturing market share and building relationships, you’ll have a lot less competition. –Dan Trinidad Resources Take your mortgage business to the next level. Visit for more information. Click here to schedule your free no-obligation Next Level Coaching Call: Three Things We Learned From This Episode The importance of relationships (01:52 - 02:39)Never underestimate the importance of maintaining good relationships with customers. Focus on giving your clients the best service you can and aim to win their loyalty. It is precisely that loyalty that will ensure you keep doing business even when the market is unfavorable. Don’t quit at half-time (07:22- 10:02)Far too many people believe that their 40s and 50s are their half-time in life, and panic that they haven’t met their goals. You need to avoid that thinking. Stop placing limitations on your abilities. You can keep working towards your goals at any age- start now! Have a vision (24:07- 24:53) When you know what you want, it’s a lot easier to find ways of achieving the goal. Make sure you know what you’re striving for. Then, pay attention to your motivation. The more you understand why you want to do something, the more likely it is you’ll achieve the dream. We live in a society that has taught us life is short. As a result, we’ve been socialized to believe we have to achieve everything by a certain age. However, inasmuch as we should start planning for the future as soon as possible, it’s never too late to start striving towards your goals. Work towards your future while enjoying every present moment you experience. Guest Bio- Dan Trinidad is the president and CEO of Partners Mortgage. With over 30 years of experience in the industry, Dan’s ideas on how to achieve goals have stood the test of time. After the tragic loss of his wife of 28 years to leukaemia, in 2011 he founded the Partners for a Cure organization. Today, in addition to running both Partners Mortgage and Partners for a Cure, Dan also hosts the Inspired Forward Podcast. To find out more about Partners Mortgage, visit: For information about Partners for a Cure, head to: To listento the Inspired Forward Podcast, visit:
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Turning Dreams into Reality w/Janell Schmittling
02/14/2019
Turning Dreams into Reality w/Janell Schmittling
Most of the time, the only thing holding us back from achieving our goals is ourselves. How can you beat your self-doubt and start making our dreams come true? What can you do to take your career to new heights? On this episode, we speak with someone who managed to break through her self-imposed limitations and find amazing success. Our guest, Janell Schmittling provides an overview of her journey and has pointers for those looking to find their own greatness. I made up my mind that I wanted to succeed, and I just never turned back. –Janell Schmittling Resources Take your mortgage business to the next level. Visit for more information. Click here to schedule your free no-obligation Next Level Coaching Call: Three Things We Learned From This Episode Never stop learning (08:50- 10:13)Owning a business is a constant work in progress. You owe it to yourself to keep learning more, whether through further study or coaching. You can also learn more by paying attention to your motivation over time. Stay in tune with your ‘why’ as it evolves. Create habits (14:09- 15:24)Pay attention to the things you do that help your business, and then make sure you do them habitually. These need to be scheduled into your daily activities so you ensure the crucial tasks are completed. Remind yourself that without these vital steps, your success is not guaranteed. Break down your goals (19:59- 21:27)In as much as dreams are important in the process of achieving your goals, you need to have a plan so they can become reality. Turn your dreams into goals and start breaking them down into smaller sections. Once you start achieving the small goals, you’ll be motivated to strive for the big ones and the dream becomes all the more attainable. Everyone has dreams, but not everyone puts in the work to make those a reality. You don’t need to fall into that majority. Identify what you want and put all your energy into bringing those goals to fruition. You can make it easier for yourself by breaking it down- but the most important thing to remember is to believe you can do it. Guest Bio- Janell Schmittling is a shining example of the power of mindset. After working as a real estate agent for 5 years and selling about 12 homes a year, Janell gave herself an ultimatum: become successful as an agent or find a new career path. She chose the former, and decided to put all her energy into succeeding. After noticing big changes each year after this decision, four years later Janell sold 120 homes in a year, and her success continues to rise. To find out more about Janell, visit:
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How to Improve Your Planning and Build Your Expertise w/Brian Sacks
02/07/2019
How to Improve Your Planning and Build Your Expertise w/Brian Sacks
Building trust is a key part of acquiring clients, but it’s not always easy. How can you beat the perception that lenders are ‘snake oil’ salespeople? How can you silence your limiting beliefs? What can you do to become seen as an expert? On this episode, media personality and mortgage expert, Brian Sacks, shares insights on these topics. When you try everything, you end up befuddled and do nothing. –Brian Sacks Resources Take your mortgage business to the next level. Visit for more information. Click here to schedule your free no-obligation Next Level Coaching Call: Three Things We Learned From This Episode Stop limiting your self-belief (09:32- 10:16)You can only do as well as you believe you can. By thinking yourself incapable, you are subconsciously willing that to be the case. As a result, even if you are in a position where you could prove yourself wrong, you likely fail because your entire being is so focused on the belief that you couldn’t do it. Write down your goals (11:45- 12:28)Make sure you write your goals down and break them up into sections. Far too often, we have a lot of great ideas that cannot become reality because we try doing everything at once. This attempt at multitasking only results in too little focus on each task, and none of the goals will actually be achieved. Become an expert (18:06- 19:22)Make yourself desirable. You should aim to be chased by clients, rather than chasing them. You can do this by demonstrating that you are an expert. Publish books, write articles; just make sure the public knows your name. The journey to success is paved by your own willingness. However, willpower alone can’t achieve your goals. Plan successfully and be sure to put in the work. Remember, your success depends on you alone, so your planning should revolve solely around your goals and abilities. Keep on pushing with a plan in place, and remember to always be genuine. Guest Bio- Since 1985, Brian Sacks’ mortgage transactions have totalled over $1 billion. On top of that, Brian is well-known as a mortgage expert and has a significant public following. As the author of 48 Proven Ways to Immediately Close More Loans in the Next 30 Days, as well as being featured on a host of television networks, Brian has successfully brought his knowledge of mortgage to the people.
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Conscious Creation: The Secret to Our Success w/Setema Gali
01/31/2019
Conscious Creation: The Secret to Our Success w/Setema Gali
Many people in sales are only doing as well as they believe they can. How can you stop the cycle of self-imposed limitations and start doing better? Are there any good methods to keeping yourself accountable? On this episode former professional football player, expert coach & speaker, Setema Gali shares In the mortgage business, what holds us back the most is the space between our ears. –Shane Kidwell Resources Take your mortgage business to the next level. Visit for more information. Click here to schedule your free no-obligation Next Level Coaching Call: Three Things We Learned From This Episode Stop making up stories (04:12- 06:46)Far too often, loan officers tell themselves that they are not good enough. They then believe themselves, act accordingly, and end up proving themselves right. This kind of negative thinking keeps people from achieving success. Acknowledge where you are (07:42- 09:00)You have to be honest with yourself. If you aren’t as successful as you would like to be, start looking at your current situation. Acknowledge what you don’t like about it, so that you can target the issues and achieve your goals. Associate yourself with winners (19:43- 21:08)The people you surround yourself with play a huge role in your life and success. Associate yourself with people you admire and who have achieved the goals you still want to attain. You will always embody the values of those around you. Much of the uncertainty that loan officers feel can be attributed to mindset. It doesn’t have to be this way, however. Equip yourself with the tools of success. This means being ready to believe in yourself. Remember, believing in yourself doesn’t mean you are filled with confidence from the start. It means you are willing to put the work in to become confident over time. Guest Bio- Former NFL defensive end, Setema Gali is widely celebrated for his coaching and encouragement of entrepreneurs. Known for going beyond mere motivational speaking, Setema aims to truly change entrepreneur’s lives. His mantra is, “good is the enemy of great”, and aspires to teach others that excellence is within their reach.
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How to Set Yourself Apart from Other Loan Officers w/Aaron Rian
01/24/2019
How to Set Yourself Apart from Other Loan Officers w/Aaron Rian
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 for more information. Click here to schedule your free no-obligation Next Level Coaching Call: 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 for more information.
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How to Leverage Tech Evolution in the Mortgage Industry w/Alex Kutsishin
01/17/2019
How to Leverage Tech Evolution in the Mortgage Industry w/Alex Kutsishin
New technologies are constantly being developed to make people’s lives easier, but there are certain apps that stick out from the rest. What makes a specific app or technology a household name? Can the apps like Uber be used to benefit the mortgage industry? On this episode, innovator and entrepreneur, Alex Kutsishin, shares how we can leverage evolving tech in the mortgage industry and look for new opportunities. Don’t think about the products you’re selling. Think about the experience your customers would want- Alex Kutsishin Resources Take your mortgage business to the next level. Visit for more information. Click here to schedule your free no-obligation Next Level Coaching Call: Three Things We Learned From This Episode Customer Intelligence (05:24- 06:11)Customer intelligence works because it creates connections with the users of certain technologies. Using the examples of Uber and Amazon, Alex highlights that each of these focus on building relationships with their customers. This creates a loyalty based on more than enjoying the product: there is an element of love involved. Evolution, Not Revolution (07:49- 08:21)Technology assisting people with daily modern life should be seen as evolutionary, and as what was meant to happen. We need to think of advancements as something of a norm, and something entirely necessary for businesses to thrive in a world with rapidly evolving technology. Remember- the tools for our advancement are within our reach! Technology and People (08:41- 09:15)The technology used to assist people should never impede on human life. Rather, it should compliment it. This means allowing machines to do their jobs. However, that doesn’t mean humans should be eliminated from the process. On the contrary, the most successful technology has a human side to it. The world in which we live has rapidly evolving technology, and it would be a shame for industries across the board to not take full advantage. With that said, it’s always important to remember that the users of technology remain human beings. As such, advancements should always be developed with the user in mind. Guest Bio- Alex is an innovator and entrepreneur. His expertise is in marketing, digital communication and technology. In 2011 Alex launched the nations first code free mobile development software which he sold at the end of 2014. After the buyout he consulted for one of the top business intelligence companies which sold 2 years ago for over $100M. He then consulted for one mortgage industry's best marketing companies which is where he got the idea for his new venture -- Sales Boomerang, the first fully automated Borrower Intelligence software that tells lenders when a prospect or past customer is ready for a loan. In just 17 months they have discovered over $7.85B in missed loan volume for more than 40 of the top lenders in the industry and they are on track to triple in size by the end of next year.
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