In today’s ultra-competitive market with low inventory and relatively high rates, leads are harder to come by, and yet, many are unwittingly wasting the few they do get by making costly mistakes.

The key to thriving unthriving times isn’t necessarily just about getting more leads, but in converting more of the ones you already have into high-quality, high-paying clients who send referrals, give rave reviews and then come back to do repeat business,

Focusing solely on generating more leads might mean you're missing the bigger picture. The real issue often isn’t the quantity of leads but the quality of your lead source and the quality of your follow-up.

Many MLOs are letting potential deals slip through their fingers by not fully capitalizing on the opportunities they already have.

Are you truly squeezing all the juice out of the opportunities you’ve been given, or are you letting potential deals slip through your fingers? How would your life change if you could close more deals with less stress?

In this episode, I talk to Lead Conversion Expert, Penny Wrightly, where we reveal the 3 secrets for closing more deals from fewer leads. Stop doing it the hard way and start doing it the SMART WAY.

"Whether your leads come from your client database or referral partnerships you’re building, those will be your highest-quality leads and the easiest to convert." -Penny Wrightly

You’ll also learn: 

• How to assess and improve the quality of your leads to skyrocket your conversions.
• The most effective follow-up strategies that turn lukewarm leads into hot, motivated prospects.
• Why asking for referrals is a non-negotiable step in your sales process.
• The crucial role systems play in your follow-up game and how to implement them the right way.
• A simple, yet effective strategy for attracting more high-quality leads from your existing clients.
• Tips for nurturing relationships with referral partners to keep your lead pipeline full - regardless of market conditions.

Guest Bio

Penny Wrightly is a mortgage industry veteran with over 24 years of experience, now serving as the Chief Conversion Coach at Planet Prosper. From starting as an administrator to becoming a principal broker, Penny has scaled the heights of the mortgage world, leading teams to exponential growth. She’s passionate about helping mortgage pros turn hard-earned leads into consistent closings, and her deep expertise in lead conversion is second to none.

About Your Host

Considered by many to be the nation’s leading Mortgage Marketing Coach, Doren Aldana is the founder of several highly acclaimed training programs, including Autopilot Referral Systems, Client Acceleration Formula and the 7-Figure Lender Academy. He is a contributing author for Mortgage Professional America, CMP Magazine,The Mortgage Journal, and other mortgage industry publications. He is also the founder of the #1 mortgage marketing group on Facebook, The Art of Mortgage Marketing. Since 2005, Doren has trained thousands of mortgage professionals how to utilize his mortgage marketing secrets to close more deals with less effort, regardless of market conditions. In fact, due to his high-impact mortgage marketing solutions (and a whack-load of success stories), Doren was awarded the prestigious “Best Industry Service Provider” award three years in a row at the Canadian Mortgage Awards. Won the BEST INDUSTRY SERVICE award three times in a row.

Most people think making decisions that lead to revenue growth is all about speed or just following your gut, but there's a lot more to it. Top producers in the mortgage industry excel because they have mastered the art of strategic decision-making.

What really sets top producers apart isn’t just that they know how to close a loan or sell their services – both of those skills are vital – but rather, their ability to lead themselves and others with powerful decisions that produce extraordinary results.

In this episode, I explain the top five decision-making habits of successful mortgage pros that can improve your leadership and explode your pipeline.

"Top producers have a strong propensity and proclivity to step outside their comfort zone, swing for the fences, and take strategic risks for higher rewards because there is no reward without risk." - Doren Aldana

Things you’ll learn: 

-How to make decisions quickly and wisely, while avoiding the pitfalls of being rash or procrastinating.

-Ways to balance big dreams with realistic, incremental milestones, ensuring strategic growth while mitigating unnecessary risk.

-When to seek advice and move forward confidently once a decision is made.

-Why you need to use your head and heart, trusting your gut while relying on logical analysis and critical thinking.

-How to act quickly on opportunities but be patient with results, prioritizing high-impact decisions.

Ever wished there was a way to ramp up your revenue without relying on Realtors? You’re definitely not the only one. After almost 2 decades of working with mortgage pros, and I’ve heard the same grumbling over and over again.

Perhaps you’re tired of the drama and trauma of working with mediocre, flakey, disloyal Realtors. It’s hard to muster up the will to work with energy vampires let alone face rejection after rejection with nothing to show for all your efforts.

Many LOs think Realtors are the necessary evil in their business, but it doesn’t have to be that way.

Working with Realtors can actually be richly rewarding and even fun, and I’m about to share how you can make that your reality.

Could the "yuck" you feel when it comes to working with Realtors be self-inflicted and how do you turn that around? How do you get more juice from the squeeze so it's more motivating and fulfilling? In this episode, I share why most LOs don’t like working with Realtors and how to fix it.

You’ll also learn; 

• How to remove the "gunk" that’s keeping you from connecting with the right Realtors

• The knee-jerk "buyer defense" mechanism that's causing most Realtors to resist your overtures and how to elicit trust, build rapport and establish a solid connection instead

• How to eliminate "wobble words" from your vocabulary and transmit a clear frequency of certainty and confidence that attracts the right Realtors and repels the wrong ones

• The secret to getting more results, revenue and referrals with less time and effort

• How to go from pandering to picking and choosing who you want to work with

No one gets into this industry with the intention of trading all their time for money, but by insisting on doing everything themselves, many mortgage pros have sacrificed their dreams of freedom in favor of doing it the hard way. 

To build the kind of businesses that set us free, we have to stop relying on human efforts to get everything done. It’s the 21st century, so why are so many of us still shying away from automation?

Does the prospect of learning new systems scare us too much to dive into the deep end? How can we move past that fear and start implementing the kinds of systems that blast our businesses to astronomical heights?

In this episode, I’m sharing which parts of our businesses we need to automate for maximum results.

To build a business that sets you free, you need systems that undergird your operations so you’re not trading time for money. -Doren Aldana

Takeaways 

• Why automating our lead capture is the only way to move forward:  How can we expect to capture all our leads’ data and track the thread of communication when we’re still settling for caveman tracking from the dark ages, like Excel spreadsheets? 

• Why tracking leads by source is vital for a thriving business:  Why spend an inordinate amount of time on a lead source that brings in the smallest percentage of our business? 

• How to automate Realtor attraction:  Capturing the attention of top dog Realtors is mission-critical for a booming business, but too many of us are still doing it the hard way. Instead of cold-calling agents, why not use 21st-century technology to automate the process? 

Pre-COVID, meeting top producers in person was a great way to build profitable relationships, but that’s no longer an option. If we plan to dominate the industry in the face of the pandemic, we have to roll with the times and find a new way forward.

A lot of so-called ‘experts’ would have us believe the next best option is cold-calling, but that’s doing it the hard way. COVID-19 or not, we’ve still got to find the fastest path to the cash -- and that means ditching old school strategies for good.

How should we be marketing ourselves to top dog agents in a time when networking as we knew it no longer exists? Are there any foolproof solutions in unprecedented times, or is it time to try reinventing the wheel?

In this episode, I’m sharing how both newbie LOs and seasoned pros can build solid connections with top producers, without meeting anyone face to face.

The shortest path to the cash in this business, newbie or veteran, is and always will be attracting top-producing Realtors who make you their exclusive and act as your brand ambassador. -Doren Aldana

Takeaways 

• The WORST way to prospect during this time:  Cold-calling and reaching out to Realtors to be ‘helpful’ sure is better than doing nothing at all, but is it the smartest, most fruitful way to capture the attention of top producers?
• How to attract top producers without smiling and dialing:  Realtors aren’t answering phones anymore, and if they are, chances are they’re spending the full duration of the call trying to get rid of us. How can we attract the attention of the top dogs using 21st century technology?
• How to shatter the perception that LOs are loan leeches:  How can we change the way top producing agents see us, so we can go from mortgage hawker to marketing partner in their eyes?

We all have the same number of hours in a day, but what separates superstars from the Average Joe LO is how that time is spent. If we want our businesses to be a vehicle for freedom, we need to shift our focus from activity to productivity. 

To get better results, we don’t need to put in more hours, we just need to get more from the hours we’re already putting in. How can we squeeze as much profit-producing nectar out of our days as possible, without over-exerting ourselves?

Is it possible to kick battery-draining tasks to the curb for good, so we can spend more time on the things that ignite and excite us? 

In this episode, I’m sharing 5 tips on how to get more fun, flow, freedom, and fortune from the time we put in. 

Liberate yourself from the minutiae of operations so you can focus on making it rain and dancing in your strengths. -Doren Aldana  

Takeaways 

• How to feel our freedom in advance:  Self-doubt will take us out, so what can we do to cultivate a sense of certainty that liberation and victory are already en route to us? 
• Why we need to fill our own cups first:  We’ll never have the energy and vitality we need to power up the mountain of success if we aren’t prioritizing our wellbeing, but how can we find the time to put ourselves first? 
• How to maximize our mornings:  What would our days look like if we dedicated mornings to pouring into ourselves, instead of getting sucked into the vortex of reactionary mode? 

It’s tough staying motivated when it feels like we’re spinning our wheels in the same spot, but most of the time, average results come down to one thing: poor marketing.

When our marketing isn’t positioning us as the only logical choice, we’re paving the way for mediocre results. It doesn't matter how great your products are or how great your service is, if you don't know how to market yourself effectively, you're going to have skinny kids.

The irony is, bad marketing usually goes hand in hand with conventional thinking. Conventional ruts, lead to conventional results. How can we stop following the herd, and rise above the crowd?

In this episode, I’m sharing how to identify if our marketing is on the wrong track and how to get back on the path to marketing excellence... the path of prosperity.

If you feel like you were born to soar but you’re scratching in the chicken yard, it’s probably because your marketing is losing steam. -Doren Aldana

Takeaways 

Why cold-calling in the 21st century is only holding us back:

Cold-calling is the quickest way to work harder, rather than smarter. What other, more effective options are available to us? 

How a “feast or famine” mindset lets us know we’re doing something wrong:

Are we holding ourselves back from our wants because we’re worried about an unpredictable, fluctuating income? How do we fix that, once and for all?

What our average loan size says about us:

If our average loan is $100k below optimal, we could be approaching the wrong Realtors. How can we align with top dog agents who work with a more affluent client base? 

Growing our purchase pipeline without making a ton of cold calls may sound too good to be true, but that’s only because we’ve become used to doing it the hard way.

Most LOs are so accustomed to begging Realtors for their business that the thought of doing it any other way seems downright audacious, but it doesn’t need to be. When we channel our efforts into working smarter, not harder, breakthrough becomes reality.

What can we do to flip the script on Realtors and get them to ask us for business? Is it truly possible to partner with top dog agents who bring us better deals without calling the same 40 Realtors every Monday?

In this episode, I’m sharing the 3 steps that guarantee purchase pipeline growth.

Work with people who have the highest capacity to send you the most business, the most often. -Doren Aldana

Takeaways 

• Why we need to stop wasting time working with mediocre agents:   A lot of the time, we end up working harder than we should because we’re partnered with bottom feeder agents who do the bare minimum. How can we stop aligning with low producers for good? 
• How to bait the right Realtors:  Superstar agents want to work with superstar mortgage pros. What can we bring to the table to show we’re the obvious choice for a lender partner? 
• The process we should be taking agents through:  Could our approach with Realtors be the one thing stopping us from building fruitful relationships with them? What should we be doing instead? 

Getting “good” results year after year may sound like a blessing, but every seasoned mortgage pro will agree that after a while, good just isn’t good enough. To feel fulfilled by our careers, we have to aspire to be great. 

The key differentiator between ordinary and extraordinary lies in growth, but far too many veteran LOs have tasted minor success and become complacent. 

Since it’s our comfort that keeps us settling for average, what can we do to bust out of our comfort zones for good? How can we stop reliving groundhog day and get back into enjoying our careers?

In this episode, Sales Manager at loanDepot, Erica Dose shares how Mortgage Marketing Coach helped her reach the next level of success.

If you don't grow, you'll go backwards, and if you go backwards you’ll end up in the ground. -Erica Dose

Takeaways 

• How to define our ‘why’ when we’re already relatively successful:  Once we’ve reached a certain level of success, money stops being our chief motivator. What’s really driving us to do more?
• How to get past the debilitating fear of failure:  The chief reason so many mortgage pros stay in one spot is because they’re afraid of not being able to get to the next level. How can we overcome this once and for all? 
• How to make decisions faster and more effectively:  Something all high achievers have in common is the ability to make decisions quickly. The question is, how can we be sure we’re making the right choice?

Guest Bio-

Erica Dose is a Sales Manager at loanDepot. An industry veteran with 18 years of experience in the business, Erica got her start in the business after her mother circled an ad in the paper shortly after her graduation, and she hasn’t looked back since. Erica holds a degree in marketing from the University of Wisconsin-Whitewater.

To find out more, head to:

https://www.linkedin.com/in/erica-dose-4a9a6416 

www.loandepot.com 

One of the biggest reasons loan officers struggle to delight in their work comes down to who they work with. Not all Realtors are created equal. Some energize us and our businesses, and others cause nothing but drama and trauma. If we're working with a lot of the wrong Realtors, we won’t be able to have more fun, flow, freedom, or funds. 

The problem is many mortgage pros believe they have to work with every single agent to have a healthy book of business, but the opposite is true. The most successful mortgage pros have designed their businesses around working with a special select few who value and respect them -- and send them a boatload of referrals. 

By going for quality over quantity, we get to maximize our performance and our results. 

Which Realtors are best to work with? How can we get more out of our businesses by working with fewer higher-quality partners? In this episode, I share the top 5 reasons less is more when it comes to who we work with. 

Be selective about the quality and caliber of partnerships so you’re getting maximum reward for the least amount of responsibility and stress. -Doren Aldana    

Takeaways 

Why we have to choose our Realtor partners wisely:

Every client and Realtor comes at a cost. Some give us the delightful experience of flow, ease, and synergy. Others bring nothing but drudgery, drama, friction, and frustration. 

The trouble with average Realtors and low-producing agents: 

The average Realtor is too much thankless drama, difficulty, and trauma. We’ll get treated like a commodity with the mediocre results to match. Become irreplaceable and indispensable as a mortgage pro by making one simple change. 

How working with the right people improves our quality of life:

Working with a select few Realtors doesn’t just maximize our earnings. It maximizes our fulfillment, and the mental and emotional reward we get from our work. Think about all the areas of your life that will be improved! 

Struggling mortgage professionals tend to blame external factors for their stagnation, but sometimes the culprit is a lot closer to them. Even with the best intentions, the highest level of potential, and the biggest dreams, there are still certain hidden obstacles that we can’t outrun or outperform until they are dealt with. 

These obstacles secretly suck the life out of our ability to achieve our full potential, and even the most talented people can become victims of them. 

How can we get rid of these insidious barriers to success? What practical steps can we take to make sure we’re equipped to soar? In this episode, I talk about three things that might be holding us back without our knowledge. 

Replace delusional optimism with clear-headed accurate thinking. -Doren Aldana  

Takeaways 

• Why fear does nothing to protect us from risk:   Human beings are naturally designed to look out for danger, so it seems wise to focus on fear and keep a watchful eye on risks. The problem is when we focus on fear, we expand the things we actually don’t want. What should we focus on instead?
• How delusional optimism perpetuates our problems: Delusional optimism is when we expect things to get better without actually making any changes to aid the situation. How can we take action ourselves to pull our business out of stagnation?
• What our terror barrier tells us about ourselves: Our comfort zone encircles our life and the current results we have. Stepping out of that will inevitably feel scary, uncomfortable, and unfamiliar. That doesn’t mean we’re doing something wrong, it actually means something good is happening. How can we use it to create the life we want? 

The recent half-point increase in conventional refinancing rates has rattled the cage of any LO who put all their focus on that market. Building your business on the ground of the refi market leaves you in a precarious and possibly desperate situation. 

You could literally lose your income in a matter of days and find yourself struggling. If refis are quicksand, there’s only one worthy alternative, purchase deals. 

Refis on their best and most lucrative day have nothing on the purchase market for a multitude of reasons. 

Doubling down on the purchase market isn’t an optional luxury. It should be a mission critical must and a front burner priority in our businesses, especially when everyone else is going all in on refis. 

What makes the purchase market better than the refi one? How do purchase deals allow us to strategically uptick our average commission? Why is a day’s work in the purchase market so much more fulfilling? In this episode, I talk about the unlimited opportunity in the purchase market. 

It pays in spades to be more deliberate, intelligent, and strategic about attracting purchase business. -Doren Aldana  

Takeaways 

• How the purchase market creates a chain of awesome  Purchase deals usually aren’t one-and-done transactions. They create reputation and relationships, and drive referrals and reviews. That one deal can be the foundation to a lifetime of business. 
• Why purchase deals stand on solid ground Refi clients are price conscious and more focused on getting the lowest rates. Purchase clients are motivated by something entirely different, something more powerful. What makes them so special? 
• The fulfillment we get from purchase deals that we don’t get from refis  The purchase market gives us the opportunity to be a conduit of contribution and a catalyst to a life-altering milestone. With refis, we’re nothing more than a commodity. 

Many ambitious loan officers do everything they can to progress, grow, and expand but constantly find themselves stuck with short-lived successes, unfulfilled potential, and results they aren’t happy with. 

Even with the best intentions, they have a hard time getting out of their own way. Some things cannot be outrun by how hard we work. 

From sneaky stinking thinking to playing the mortgage game the wrong way, if certain internal and external obstacles aren’t dealt with, they will continue to obliterate our progress. 

What are some of the landmines that destroy our success? How can we change the things that are holding us back into things we’ve conquered? In this episode, I share the top 5 reasons why LOs sabotage themselves. 

Rarely will you attract more than what you believe you’re worthy or capable of. You can’t attract more than what your self-image dictates. -Doren Aldana   

Takeaways 

• How to break the cycle of self-sabotage The way we perceive ourselves and the world around us can either be the fuel that fires our achievement or the container that holds us back. 
• How to take control of our self-image If we succeed beyond our self-defined level of success, we will inevitably crash, burn, and self-sabotage unless we take action… but what kind of action? 
• How to stay focused on the big picture If time spent in our businesses is used up on minor tasks and things that don’t drive growth, we’re sabotaging our own success. There’s a big difference between building a practice and building a business.

If you're coming out of a year you never want to repeat again, you've come to the right place. If you NEVER want to go back to the suck of spinning your wheels and living in I-can't-afford prison, I’m going to share the "secret sauce" to increasing your income by at least $100,000, while working SMARTER not harder.

Winning happens when losing is no longer an option. If you feel like you've gotten to that point, by God's grace, your hustle and our proven system, 2024 will be your year to soar!

How do you build a simple, success-certain plan to at least DOUBLE your income this year? In this episode, I share the simple 3-step plan to do exactly that without inflicting yourself with the hell of cold calling, begging, bribing, kissing butts or buying crappy internet leads. Let's dive in….

Rather than just focusing on your champion-level ambition, focus on the champion-level process, routines and habits. -Doren Aldana 

Three Things We Learned  

-Why setting small "realistic" goals is the surest way to be mediocre

How do we set a Big, Hairy, Audacious vision for the year that inspires BIG energy to produce BIG results?

-Why pursuing happiness doesn't work, and why practicing happy habits does!

What does it take to install the kind of habits that make success almost inevitable?

-Why being complacent and softening the problem is the death rattle to success

How to harness the power of your "Fed Up" threshold to create an unprecedented breakthrough and take your business to the NEXT LEVEL!

Without a bold and strategic investment into ourselves and our dreams, it’s impossible to fully expand into the fullness of our potential and our capability. When we settle, we’re allowing where we are to drag us down like concrete and keep us stuck. 

We should be letting the desire for the life we want to pull us like a magnet. 

My guest today is someone whose business has quickly gone stratospheric because he made the right decision. He chose to be pulled by the future and it changed his mindset, his habits, and his action. 

He went from the challenges of trying to get his business off the ground to soaring and being on a million dollar trajectory in just 7 months! He possesses many quintessential traits of successful people, and he’s reaping the rewards. 

What are the decisions and activities that have opened up huge doors for him? How do we unlock our purpose and avoid settling? 

In this episode, mortgage advisor and client, Jed Barker shares how he transformed his business in a huge way and what the journey has been like. 

When I got into this business, I saw an opportunity to take my financial success to the next level and build a product I’m proud of. -Jed Barker

Takeaways 

• The secret to mortgage success we don’t talk about enough  Believing in ourselves is one part of the equation if we want to succeed in this business. We need to have confidence in something outside of ourselves, something that will help us take the right action every single day to put us on the right trajectory. 
• How to bring Realtors value beyond leads If you think leads are all they want, you’re signing up to become a commodity. There’s a lot more we can bring to the table, and Jed’s journey teaches us a valuable lesson about that. 
• How to turn your job into your divine purpose  When our beliefs align with our calling and our purpose, we tap into something bigger than us and our own individual effort. This will have a ripple effect that will shock us when we see who and what it touches. In this episode, you’ll learn how to make this happen.

Guest Bio 

Jed is an entrepreneur, mortgage advisor, and the CEO at Vivid Mortgage. Vivid Mortgage is a family owned and operated full-service broker based in Greenville, South Carolina. Jed specializes in providing high value to my business partners and clients. For more information, visit https://www.linkedin.com/in/jedbarker-mortgage-planner/. 

Every loan officer wants a business that is stable, systems-driven, and allows them to work with the best people. The problem is, through mistakes and the wrong methods, they end up stepping over dollars to pick up dimes. 

Right under our noses are business pillars that take us away from the drudgery of cold calling the same unenthusiastic agents all the time. 

We want a business that can work and generate income when we’re not working, and a way for us to achieve that coveted top-of-mind awareness.

The good news is, this is all within reach if we push the pedal on the right things. What is the shortest path to quality leads? How can we create content that takes us from chasing mediocre clients to attracting all-stars? In this episode, I share how to generate business by focusing on the assets that are already working in our favor.  

The shortest path to the cash will always be inextricably linked with attracting clients, not chasing them. -Doren Aldana  

Takeaways 

Why we shouldn’t neglect our databases

If you have a database, treat it as an asset and not an afterthought. Building a system that allows us to consistently provide clients with value is the fastest and shortest path to cash. 

How to turn your business into a client magnet

The loan professionals who are on the shortest path to cash are the ones who position themselves as preeminent experts. If you don’t position yourself, you’ll become a replaceable commodity, and you will always have to chase clients. 

The power of referrals 

Referrals are a low hanging fruit if we are looking for the shortest path to the cash. The people who are happy with our work are the ones most likely to refer us to their circle. It’s easier to get referrals when we do such great work that our clients become our fans.

When our definition of success is too close to our comfort zone, it’s easy to settle and slip into stagnation. Many loan officers aim for good enough, instead of reaching for greatness, and get sucked into complacency. 

If we truly want to build a business that fulfils and empowers us, it is critical that we push through the resistance, fear, and pain of leaving our comfort zone. That means not settling for “good”. That means realizing that comfort and growth are at odds with one another, and we can’t succeed if we cling to feeling comfortable.  

What are some of the mindsets that make us complacent and lead to us settling? 

Which attitudes lead us into stagnation and regression? In this episode, I share the perils of worshipping at the altar of complacency. 

Greatness is about always expanding and seeking new growth. The comfort zone will corrode your hunger for expansion. -Doren Aldana  

Takeaways 

• How to Celebrate Wins and Still Focus on Progress You want to celebrate your wins, but you don’t want to become complacent in the process. When we celebrate a win without thinking about the growth beyond it, we’ll take our foot off the gas and settle. 
• Why Comparing Good to Average is a Hiding Place Average and good are different, but not by much. While good is better than average, it still falls short of the greatness that lies within us. If we only focus on being better than average, we will never challenge ourselves to be anything more.  
• Why Greatness is Uncomfortable  The things that empower us and lead us to greatness aren’t usually comfortable or easy. To become extraordinary, we have to be willing to go through the rejection of our comfort zones and the discomfort of discipline.

There are small and subtle ways that make it hard for us to reach our full potential. 

Even some of the most talented and capable LOs are constantly hitting a ceiling, regardless of their intentions and ambitions. 

What are some of the biggest reasons LOs have a hard time going from mediocre to extraordinary results? 

How do limiting beliefs get in the way of our potential? What does it take to experience holistic success?

In this episode, I share the 7 things that hold mortgage professionals back from reaching their goals in a meaningful and lasting way. 

The secret to living a mediocre life is setting small, ‘reasonable’ goals. -Doren Aldana  

What you’ll learn in this episode 

The limiting belief that will subconsciously stop you from fully committing.

We hold ourselves back from pursuing bigger goals because we have developed limiting beliefs. There is nothing wrong with wanting to keep growing. Better understanding our limiting beliefs can help us break free from them. 

The one challenge that dictates an LO’s ability to excel 

Too many mortgage pros stop themselves because they’re intimidated by this challenge. Once you understand how to flip the script, this challenge becomes an opportunity. Listen to the show for details!

Why it’s time to stop winging it and start creating your successful routine

Whether we’re top producers or not, we all have the same number of hours in a day. We have to use our time more wisely if we want to see the rewards. 

As mortgage professionals, we have a moral obligation to make the biggest impact we can and serve our clients to the best of our abilities. We can do so much more good in the world by growing our businesses, so what’s holding us back?

One of the best ways to maximize our profits is by taking advantage of repeat clients and referrals. How can we guarantee this type of business?

The answer lies in mastery. We have to master the art of database marketing. This is non-negotiable: it’s a necessity. The great thing is, if we use the right systems along the way, this doesn’t need to add to our workload. Quite the opposite; we can earn more, while doing less. 

In this episode, I share how to get more than 3 deals a month for every 100 past clients in our databases, on autopilot! 

Cut the clutter and nonsense and get straight to what works: database marketing done right. -Doren Aldana

Takeaways 

• Save time, money and stress with systems Having the right systems in place helps us achieve bigger results, with minimal effort. Master systems that provide an endless stream of repeat business, but remember, commitment is key. The right systems aren’t a luxury, but a necessity. 
• Get reviewed in the right places Getting fewer reviews than our competitors is the easiest way to leave money on the table. Ask for reviews the right way and make sure those reviews are visible in the right places. Potential clients are using Google to find mortgage professionals, so that’s where we need to be visible.
• Stay in touch meaningfully To build long-term relationships with past clients, we have to stay top of mind; staying in touch with them is the best way to do that. Reach out to them through a trigger campaign: send out communications on birthdays, mortgage anniversaries and other special occasions.

In order to grow our businesses and allow them to become vehicles of freedom, abundance and fulfillment, it’s important that we have a system for attracting our ideal clients. The most potently proactive activity we can do to make that happen is building relationships with top notch agents.

It’s hard to achieve this and stand up in our greatness when it’s being blocked by fear and call reluctance.

That’s why it’s crucial that we align ourselves with the mindset, energy and practice that unlocks confidence consistently.

How do we shift away from call reluctance and take the steps that draw us into our power and meaningful motivation? In this episode, I talk about the truth behind your call reluctance and fear of marketing yourself effectively, and how to step into your power so you can achieve your dreams.

There’s no place for fear of call reluctance and fear of rejection, when we shift our consciousness and priorities from taking to giving, from selling to serving. -Doren Aldana  

Takeaways 

What call reluctance reveals about you

Call reluctance and fear of rejection don’t happen in a vacuum, they are a symptom of a much deeper problem. It’s a sign that underneath it all, we have lack, limitation, inadequacy and fear. 

Why we need to release the wrong clients 

If we have clients or partners we don’t enjoy working with, release them instead of trying to force it. The Universe has a way of bringing the right people into our orbit when we release the wrong one without animosity. 

How to get more fulfillment out of your business

You want to go narrow, deep and rich with a few people instead of going wide and shallow with many. Focus on working with less people who really align with you instead of working with anyone and everyone. Quality knocks out quantity every single time if you want a business that gives you freedom. 

Business owners become trapped when they decide to do it all themselves. It hinders growth and freedom and makes it harder for the business to build wealth. 

The truth is, even the best, smartest and most talented people don’t serve every purpose and role in their companies. With the best intentions, you can end up holding everything up because there’s so much on your plate. 

The goal shouldn’t be to be to control everything, but to run a finely oiled machine that allows you to step into true freedom. The whole goal of making bold, intelligent strategic investments in your business is to remove you from being a bottleneck. What are the perils of filling up our time doing menial tasks and not delegating them? How can you liberate yourself so you can catapult your business?

In this episode, I talk about how to get more freedom, and get your business out of survival mode. 

You’re not going to be able to build a business that sets you free if you think that you have to do it yourself if you want it done right. -Doren Aldana  

Takeaways 

• Why you shouldn’t be a generalist  Focus on being a specialist, not a generalist. Specialists bring unique value to the table and can have more freedom in their businesses because they can hire highly talented people. 
• How to truly set yourself apart with value  What makes you a bottleneck in your business is the erroneous belief that the only unique value you offer is to be available all the time. You can have time freedom and be more present with your family and interests without losing business. 
• The limiting beliefs that are holding your business back  There are belief systems that allow you to create systems and belief systems that will keep you enslaved to your business. Limiting beliefs don’t usually come along. People who believe they have to do it all, also believe that there isn’t any quality talent that matches their standard.

We also discussed:

• Why you shouldn’t be a generalist 
• How to truly set yourself apart with value 
• The limiting beliefs that are holding your business back

A lot of mortgage professionals are thriving riding the Refi boom, but the fact is, rates will go up at some point and we have to be prepared for that. Now is the time to start dominating in the purchase market, and to do that, we need to start building relationships with the top-producing Realtors in our markets.

How can we build relationships with top Realtors when they’re notorious for not giving most loan officers the time of day? The key lies in differentiating ourselves.

To stand out to Realtors, we need to show them we’re more than just loan officers who can fog a mirror. That said, we also don’t need to reinvent the wheel to make an impact. Distinguishing ourselves is often simpler than we think.

How can we stand out to Realtors and get them to give us the time of day? On this episode, we discuss how to get top Realtors to take notice of us. 

Riding the Refi boom is always great. However, when rates go up, you don't want to be scrambling to get into the purchase market. Set up solid foundations so when it happens, you’re prepared. -Doren Aldana  

Takeaways 

• Stop following the herd Conventional methods produce conventional results, so stop following the crowd. Focus on bringing unique value to Realtors and stop competing with the masses who do the bare minimum.
• Reposition what we do We aren’t in the mortgage industry, we’re in the marketing industry. The money is in marketing, so when we introduce ourselves as marketing partners, Realtors take note. 
• Be different, but don’t reinvent the wheel Often loan officers shy away from offering unique value because we’re worried we’re not creative enough. However, the best way to bring great value is by sharing tried-and-tested systems with Realtors. Don’t waste time looking for something new and improved, find what works and stick with it!

In order to be effective at building partnerships with top-dog Realtors, we need to be able to handle objections like pros. We need to have the superpower of eliminating those objections in advance by constantly raising the standard of what we’re offering. 

It’s common to experience apathy and high walls of resistance from the agents we approach, along with the dreaded objection, “I’ve already got a Mortgage Lender.”

If we equip ourselves with the tools, mindset and know-how to handle and obliterate this objection, it will never get in our way again. 

What is the root cause of this objection and what does it tell us about how the agent sees us? How can we become so irreplaceable and indispensable that all those lame objections just magically melt away? In this episode, we talk about how to objection-proof yourself, and become the LO agents want to work with.

The objection “I already have a lender” is a smoke screen, and a symptom that you’re doing things the wrong way and the hard way. -Doren Aldana 

Three Things You’ll Learn in This Episode 

• What top dog agents are looking for in lender partners  When agents say they are already working with another agent, it’s because we’re not bringing anything unique and compelling to the table. Top dog agents are looking for unique value and people who can bring them the results matched with their standards. 
• Why we need to focus on improving our marketing ability  When you realize that you’re a marketing professional first and a mortgage professional second, you will start to pursue building marketing muscle instead of the minutiae that doesn’t push us forward or appeal to top agents.
• The true message behind the “I’ve already got a lender” objection Saying they already work with an LO is a smoke screen and an excuse to get you off the phone. They’ll only do this if they see you as another run of the mill LO, and not a potential partner who stands out from the crowd.

The biggest thing holding people back from achieving the lives of their dreams isn’t a lack of talent or capacity -  it’s fear. Fear is something we all experience at some point, but we shouldn’t allow it to control us and hold us back. 

Is it possible to eradicate fear?  If so, do we even want to get rid of it? What are we afraid of in the first place?

Fear is a natural human condition, and having it isn’t necessarily a bad thing. With that said, we can learn to gain authority over it.

On this episode, we discuss the 3 types of fear that hold mortgage professionals back from achieving their dreams and how to overcome them. 

Rise up and gain authority over your fears. -Doren Aldana  

Takeaways 

• Everyone fears failure, but we have to remind ourselves that without risk, there can be no reward. Stop letting the fear of failure stunt growth!
• Something that stops a lot of us from claiming the life we deserve is fear of embarrassment. However, we have to remind ourselves that just as much as putting ourselves out there can cause people to judge us, it can also get them to love us. 
• Most of us have felt the fear of not being enough. The best way to overcome this is by knowing we were created to serve a purpose and are destined for greatness - of course we’re enough!

If you’ve been waiting for the light at the end of the high-interest rate tunnel, you’re going to love this…

There are positive signs of change all over the economy. With rates and inflation dropping, a refi boom is coming to a town near you. That means more demand, more referrals and more refi revenue… FINALLY!

No doubt, the next refi boom is the surge everyone’s been waiting for, but what if rates and market conditions didn’t matter to you at all? What if you didn’t have to freeze in cold water, hoping for the next wave and going broke while you wait, and create waves on demand instead?

Picture this: you have a business so solid, you are perfectly primed to prosper and entirely impervious to interest rates. You own your marketing, instead of being owned by the market. Your wagon’s not hitched to mediocre, middle of the road Realtors, but you’re aligned with market-dominating, top producers who continue to win in the face of any storm.

That’s what happens when you stop being a wave rider and become a systems-builder. You get to make freedom money regardless of rates, inventory, inflation, or competition.

What are the 3 key steps to maximizing your profits when the next refi wave hits, and more importantly, how do you win while you wait?

In this episode, we’re going to talk about how to position yourself to benefit first and most from the next refi boom, and how to prosper right now while you prepare.

As rates go down, there’s going to be a bigger pool of people who will definitely want to hear from you, and will have an advantage to refinance. -Doren Aldana

Things You'll Learn From This Episode:

-Create your own waves on demand

Instead of signing up for the suck of being a once-in-a-while refi wave surfer, how do you transform into a consistent system-builder where you can create "waves on demand"?

-The Holy Grail of Communication

If I had to choose one method to communicate with prospects, past clients and referral partners, what would it be? 

-Right person, right message, right time

How do we knock it out of the park with message that resonates with your audience?

We’re in a refi boom right now, and while it’s tempting to put all our effort and energy on the low-hanging fruit, the last thing you want is to be unequipped when the refi boom inevitably ends. Even though many mortgage pros are only doing refi’s, now is not the time to be blindly following the herd.

If you become too myopically focused on the low-hanging fruit to the detriment of building consistent purchase business, your income will tank and you’ll end up regretting not building a diversified business.

Why is the purchase market the most reliable, successful and consistent source of business? How do you build a multi-pillar, multi-prong, multi-revenue stream business right now, while still taking advantage of the refi surge?

In this episode, I talk about the perils of having a business that’s too reliant on refi’s, and what will happen when you don’t shift to being proactive about the purchase market.

You want to be as diversified as you can so you are least and last affected by market downturns, not first and most. -Doren Aldana   

Takeaways 

• Refi money is not freedom money. Purchase deals have a lot more commitment because there’s a physical tangible outcome. 
• Refi business is driven by low interest rates; as soon as they go up, you’ll be in trouble. 
• Even though there is high uncertainty in the market right now, there will continue to be purchase business transactions. 

With so many people hunkering down waiting for this covid-19 storm to blow over, it’s easy to think that it’s impossible to grow your business right now. But even in the midst of a storm, there are still opportunities to build relationships with top-producing agents and become their exclusive partners.

In fact, right now we can use the state of the market to make moves to win. We just need to have the right weapons in our arsenals. What are some of the biggest mistakes and missteps that make agents not want to work with you? 

How can you go from grovelling for business to mutual loyalty and partnership? In this episode, I talk about an effective and efficient system to attract cream-of-the-crop Realtor partners with zero chasing, begging or bribing. I reveal a system that can take you from frustration and stagnation to 11 appointments in one day without a single cold call.

 Use the turbulence to get better, wiser and sharper and to win. -Doren Aldana  

Takeaways  

• You can never attract and work with top producers if you’re not working to raise your own standards, routines and activities. 
• This is the best time to expand, because everyone else is contracting. Some of the biggest increases in market share happen in times like this. 
• Now more than ever, Realtors want to talk to mortgage officers who can truly add value and solve their problems. 

As we continue trudging through these trying times, nothing in our lives feels usual, and the shadow of an uncertain future continues to loom over us. 

Many people are facing a difficult season, and we’re all feeling the pinch brought on by a contraction of activity, business and income. 

It’s natural to want to keep our heads down so that the storm blows over, but these seasons call for leaders who can step up to the plate and be a light in the darkness. 

How do we maintain the right mindset in the face of a foreboding future? What are the things that really matter and move the needle in this time? How do we move from panic and fear to power and faith? 

In this episode, I share how we can keep going and even use this time to grow and expand. 

We are all prophets of our own futures by virtue of what we expect. -Doren Aldana  

Takeaways 

• There’s actually more opportunity than ever before right now with so many competitors stepping out of the way, but we need to adopt the right mindset and wear the right lenses in order to see it. 
• A big part of being pillars of strength in hard times is empathy, openness and vulnerability. Learn how these virtues make the people around us feel safe. 
• Life is an ebbing and flowing of crisis and instead of wishing it didn’t happen, we can find power and strength in accepting it and adopting a more optimistic perspective.

We’re all living through a time where life is anything but ordinary or the usual, and we’ve decided to do something a little different with our podcast, and that’s celebrate our client wins and successes. 

In order to be leaders, game changers and merchants of certainty, we need to be a light in this time of darkness. This is why our clients are sharing their stories, their life-changing, business-activating, profit-elevating marketing and mindset secrets. 

On this episode, you’re going to hear snippets from our client interviews and hear how they’ve found growth even in the midst of the market challenges we’re experiencing. This will arm you with the inspiration, motivation and strategies to keep going even when everything around us is telling us to hunker down. 

If you want to be the leader who inherits the market of tomorrow, you’ve got to rise up and find a way to turn adversity into opportunity. - Doren Aldana

We’re living in uncertain and turbulent times, and this can take a toll on a business that doesn’t have the right pillars and systems built into it. 

Why do mortgage pros struggle to build a stable and consistent pipeline even in the best of times? Where should we be intensifying our marketing and relationship-building efforts? 

On this special webinar episode, I talk about the fastest and most consistent path to cash, and how to build longevity, peace of mind and security in your business. 

We need to have accurate thinking, be prudent and vigilant to hedge ourselves against these uncertainties so when the storms hit we can survive and thrive in the face of it. -Doren Aldana  

Takeaways 

• If your database marketing is on point, you should be getting 1-3 deals a month for every 100 past clients.  
• Build stability through diversification. Have multiple pillars, lead sources and streams, partners and profit centers. 
• Work only with top producing agents, that’s Realtors doing 20+ transactions a year. At the start of the show, I shared why we should always be prepared for storms and downturns, and how we can thrive regardless of market conditions. I talked about the most reliable markets we should be focusing our attention on, and answered questions on what new LOs can do right now to hit the ground running. 

  I also shared:

  • The importance of systems 
  • Clients who have improved their income and their lives by implementing our system 
  • How to stabilize your business

The coronavirus epidemic and its impact on our health and wealth is weighing on everyone’s mind; but right now more than ever, it’s important that we show up powerfully in the face of this challenge. How do we remain effective and impactful at this moment? How can we avoid getting caught in fear and panic? In this episode, we talked about how to create a proactive plan to prosper in this time of challenge and strain.  

Keep yourself anchored in an emotional home of resourcefulness, love, peace and proactive action. -Doren Aldana  

Takeaways 

• When people are facing extreme fear and experiences of uncertainty, this is when we need leaders who work to expand when everyone else is contracting. 
• Take reasonable precautions to protect you and your family, but don’t participate in the massive panic that’s happening.
• Stress reveals the cracks in our businesses which we overlook when things are good. 
• Don’t over-consume fear-spewing news and content.

On this episode, I talked about how to get through this challenging time with poise, peace, resourcefulness and love. I talked about the importance of having and sticking to a champion level routine. I also shared the difference between informative and actionable information, and fear-driven content. 

We also discussed:

• The importance of keeping your eyes open and being clear-headed
• Why good leaders are needed now more than ever 
• How to be in drive mode instead of drift mode

In this highly digitally disrupted world, LOs need to bring something to the table that goes beyond mortgages. What is a wealth team and why is it important to focus on wealth building when we talk to clients? How do we build relationships with other professionals to the benefit of the customer? How do we win by becoming better teachers? On this episode, industry leader and Mortgage Coach founder, Dave Savage, shares one way we can differentiate ourselves in the business by offering a unique type of value.

The mortgage professional who decides to be the captain of a wealth team will win the biggest, most and fastest. -Dave Savage   

Takeaways 

• It’s important to make the process of finding and applying for a mortgage a multi-channel multi device experience to match how people use the internet to buy these days. 
• Having a wealth team allows us to connect with a wide range of professional service providers, which gives us more lead generation and conversion opportunities. 
• It’s important that we show homeowners that we’re more than loan officers, and that’s about focusing on more than the loan, but also on building wealth and giving financial advice at the point of sale.

At the start of the show, Dave shared how he got to where he is today and how to make the mortgage process match up with how people use their mobile devices, and the importance of helping people build wealth. Next, we talked about why LOs are better lead aggregators, and the power of building your own wealth team. 

We also discussed: 

• How to create more lead generation and conversion opportunities 
• The importance of bringing more information to the consumer 
• A winning strategy for getting referrals

Guest Bio 

Dave is a recognized mortgage industry leader, speaker, coach and the founder of Mortgage Coach. He has over twenty-seven years of experience as a mortgage executive, business leader, and mobile technology pioneer. As founder of SmartReply, Dave established a leading presence in mobile marketing. By launching Mortgage Coach, Dave has helped tens of thousands of loan officers and millions of homeowners make confident, informed mortgage decisions. Before Mortgage Coach, Dave was one of the nation’s top loan originators and President of a national mortgage company.

For more information, visit https://mortgagecoach.com/ , check out Mortgage Coach on YouTube https://www.youtube.com/channel/UCQp32ymD3hY8sDkdSk5uhpA and join the Mortgage Coach Productivity Mastermind on Facebook.

Many mortgage officers are frustrated from not getting results, and it’s because they are reliant on the wrong methods. What are some of the flaws of cold calling? Why do we waste time when we approach the wrong agents, and how do we target the right ones instead? On this episode, I have a conversation with recognized mortgage industry leader, speaker, coach and the founder of Mortgage Coach, Dave Savage. We talk about tactics and strategies to generate more loans without cold calling. 

If you don’t have a marketing system, you will have to cold call. -Doren Aldana  

Takeaways 

• If you use the typical methods, all you will get is apathy and arrogance from agents who are tired of hearing the same things. 
• It takes the same amount of time to attract a top dog and a bottom feeding Realtor with no business, so there’s no need to waste time on the wrong people.  
• The most potently profitable activities any mortgage professional can do is contacting top producing agents and booking appointments and communicating with past clients. 

At the start of the show, we talked about how to set goals that inspire you to step up your mindset game. Next, we talked about the importance of honoring your time by targeting the right Realtors. We also discussed an easy way to mine the gold from our databases and current clients. 

We also discussed: 

• How to send the right message that gets an agent to respond 
• Activity vs. productivity
• How to work more efficiently

Guest Bio 

Dave is a recognized mortgage industry leader, speaker, coach and the founder of Mortgage Coach. He has over twenty-seven years of experience as a mortgage executive, business leader, and mobile technology pioneer. As founder of SmartReply, Dave established a leading presence in mobile marketing. By launching Mortgage Coach, Dave has helped tens of thousands of loan officers and millions of homeowners make confident, informed mortgage decisions. Before Mortgage Coach, Dave was one of the nation’s top loan originators and President of a national mortgage company. For more information, visit https://mortgagecoach.com/.

Most mortgage professionals hold themselves back from success because they’ve been told they need to sacrifice parts of their lives if they want to see great results. Is it possible to get great professional results without sacrificing personal happiness or are we doomed to spend the rest of our lives working if we want to achieve anything? Will owning a big house and fancy cars fulfill us, or do we need more than that? On this episode, President of Total Quality Lending, Chris Paliska, shares how he made $100 Million in just three years without sacrificing his happiness. 

The happier you are, the more successful you’ll be. Never feel like you need to sacrifice your own happiness in the name of success. -Chris Paliska

Takeaways 

• We can only be truly successful if we’re genuinely happy, so focus on developing all areas of life. Remember, there’s more to life than running a business!
• Make the switch from activity to productivity. Too many of us are wasting time working hard, when we could be more time-efficient and see better results. 
• Have the right intentions. Having a fancy car and big house can make us happy, but unless we know our intentions for attaining these material objects, we won’t be fulfilled.

At the start of this episode, we spoke about why it’s vital for mortgage professionals to be counter-cultural in the industry. We also mentioned that the reason so many people don’t progress further than mediocrity is because they don’t feel fulfilled, so it’s important for mortgage professionals to focus on more than the business aspect of life. 

We also discussed:

• That having some skin in the game makes us more likely to succeed
• The importance of being an authentic leader
• Why we must ensure we’re motivated by more than proving naysayers wrong

Guest Bio

Chris Paliska is the President of Total Quality Lending. After working as a valet at a high-end restaurant in California, Chris was urged by a client to consider a career in the mortgage industry. Despite some difficulties at the start of his mortgage career, after meeting with Doren six years ago, he’s gone from strength to strength. In just 3 years, he went from having $0 to $100 million- and he’s only just begun his journey.

To find out more about Chris, head to 

https://www.linkedin.com/in/chris-paliska-27b1b114

https://totalqualitylending.com/team/

And to see Chris and Doren in March 2020, head to https://phenomformula.com/.

Our businesses should be a source of joy, but sometimes, the inspiration, drive and passion dies out. Why does this happen? How do we reignite our love for what we do? Inspired by Valentine’s Day, this episode discusses what we can do to reignite and maintain the passion for our business and our goals.

A sense of direction is more important than our current location. If we’re moving in the right direction, we will feel fulfilled. -Doren Aldana  

Takeaways 

• If we become complacent and stagnant, we stop expanding and progressing, and this leaves us with very little drive for our business. 
• Frustration comes from not getting the results we want from the approaches we’re using. The stress, worry and aggravation wears down our passion and love for the business. 
• When we have boredom or burnout, it leads to us not feeling any fire or passion for our business.

At the start of the show, we talked about the importance of having a sense of direction, and how stagnation affects how we feel about our businesses. Next, we talked about how the wrong business methods lead to frustration and how that erodes our drive. We also talked about how to equip ourselves for extraordinary results.

We also discussed:

• An expansion mentality vs. a complacent mentality 
• The importance of building a business that sets us free 
• Common reasons LOs become frustrated

If you tend to root for the underdog, this story is sure to inspire you. With high interest rates, low inventory and sharply-shrinking revenue, Colin Shea was in a dark place. There was no light at the end of the tunnel in spite of his best efforts to fix the problem, except the distant hope that rates would go back to "normal" sometime soon.

Then, by divine orchestration, Colin saw one of our ads and booked a call. That was the pivot point that changed everything!

After landing on Planet Prosper, Colin went stratospheric (doubling his income in just 6 months) in spite of being in the most challenging market of his entire career. How did he pull off such an epic feat while his competition was dropping like flies? In this episode, Colin shares his inspiring true story, how he went from worrying about the "next deal" to winning like never before and being on track to having his best year yet with massive momentum.

So many people get wrapped in negativity - when the market’s down, they’re down. If you do 10-20 deals a month, that would put you in the top 1% in pretty much every super broker in the market. -Colin Shea

Three Things We Learned  

-Growing While Most Are Dying

Instead of regressing and stagnating, how do you actually progress, propel and expand?

-Realtor Super Bait

With everyone and their dog chasing after the same Realtors, how do you stand out?

-Secret to Sustained Success

It takes more than great mortgage mechanics to thrive in this business, even to survive. What’s the difference that makes the difference to become a top producer consistently?

As mortgage professionals, we have the benefit of extreme flexibility, but if we want to be successful, we have to put a limit on our freedom today, so we can enjoy ultimate freedom in the future. Is freedom a double-edged sword? Can too much of it affect our effectiveness and consistency? On this episode, we learn why having too much freedom can spoil our chances of success and the true freedom we desire.

 You need to be willing to give up some daily freedoms in order to attain ultimate freedom. -Doren Aldana

Takeaways 

• Freedom is a double-edged sword; while we want to have flexibility, it’s vital we have structure in place.
• Without structure, we lack effectiveness. We need a repeatability aspect to our business so we see consistent results.
• Lack of structure leads to lack of consistency. We have to submit ourselves to an effective structure everyday to ensure consistently good results.

At the start of this episode, we learned how having too much freedom can create a toxic work environment. We also heard that structure is vital for success, and that we should be creating foolproof recipes that allow us to repeat great results. 

We also discussed:

• Why having the right direction and structure is non-negotiable
• Why applying discipline to your daily agenda is the key to success
• How sacrificing small freedoms can bring us greater freedom in the long term

Our mortgage companies, brokers and managers promise to be the one-stop solution for all our business needs, but when it comes to marketing, they will always fall short, no matter how much they try. What factors make them ill-equipped to help us really win at the marketing game? Should we be trusting them to take care of our databases? What should we do about our marketing instead? On this episode, you’ll learn why your company will never be able to help you get the breakthrough you want in your marketing efforts.  

If you do ordinary things and you come from an ordinary premise, you’re going to get ordinary results. -Doren Aldana  

Takeaways 

• Your mortgage company can’t give you what they don’t have. They don’t have the specialized expertise to really help you. They are ill-equipped to help you get your breakthrough because all their methods have been filtered through compliance.
• What worked 10-20 years ago doesn’t work anymore. If your company isn’t continuously evolving, their marketing tactics will fall short. 
• Cookie cutter crap methods produce cookie cutter crap results. 
• Your company is made up of mortgage experts, not marketing experts, so they won’t be able to get you on the cutting edge of your marketing.

At the start of the show, I talked about the delusional optimism many mortgage officers have when it comes to their companies. I shared why they will never get to the root cause of your struggle in marketing, and how compliance and a lack of specialized knowledge contributes to this issue. I also talked about the career suicide decision many LOs make. 

We also discussed:

• The importance of high level mindset training 
• The lacklustre, insufficient and inadequate tactics many companies use 
• Productivity vs. activity

Clinging too tightly to our comfort zones is one of the biggest reasons people fail to achieve their goals. What are the effects of not getting out of our comfort zones? How do we overcome the fear of getting out of them? How does entitlement keep us stuck? On this episode, I share the 4 ways we get sucked into the vortex of our comfort zones. 

The juice in life is in progress, expansion, growth, not in stagnating, sitting on your laurels and collecting dust. -Doren Aldana 

Takeaways 

• We stay stuck in our comfort zone by softening the problem. If we don’t tell ourselves the truth, we’ll never be able to solve our problems and level up. 
• A sense of entitlement keeps us stuck in our comfort zone. Instead of letting pride get in our way, we should always pursue growth and expansion.   
• We get stuck in our comfort zone by letting fear stop us. The things you’re afraid of actually become less scary when you pursue them. 
• Don’t get sucked into your comfort zone by sitting on the nail and thinking the bad situation you’re in isn’t that bad. The pain of where you are has to be bigger than the pain of discipline in order to get you into action.

At the start of the show, I shared a few stories about people who have overcome their comfort zones, and the importance of turning our “shoulds” into “musts.” Next, I talked about how softening the problem keeps us stuck in our comfort zones, and how to overcome the terror barrier. We also discussed why we shouldn’t get too comfortable with the pain of where we are. 

We also discussed:

• How entitlement destroys our growth 
• Why stagnation always leads to regression
• Why you need to pursue what you fear

One of the biggest challenges mortgage pros experience is creating a healthy pipeline of leads without breaking the bank. Previously, Facebook has generally been the best way to do this, but that’s rapidly changing to our disadvantage in some markets. What are the benefits of using Google Adwords to generate leads? Why are Adwords leads more motivated and likely to take action? 

On this episode, mortgage originator, entrepreneur and media buyer, Brian Diez, shares how he "Cracked the Adwords Code" to generate better quality, more motivated leads at a fraction of the cost.

Change in the marketplace means there is opportunity for those prepared to adapt. -Brian Diez  

Takeaways 

• When market changes happen, our success will be defined by our willingness to adapt. 
• Google allows us to channel pre-existing demand. With Facebook advertising, we’re spending money to create demand.  
• The first step to generating leads on Adwords is building an authority site, a website other sites are linking back to. 

At the start of the show, Brian shared how he got started and how he adapted to the financial meltdown, and how he got started with Google Adwords. Next, we talked about some of the key changes on Facebook that are making it hard to advertise successfully on the platform, and how to start setting up the pieces for successful Adwords campaigns. We also discussed how to create business stability through diversity and why we shouldn’t be reliant on only one digital platform to generate leads.  

We also discussed:

• What’s causing the much-feared Facebook ban and how to avoid it.
• Why Google is a great alternative or supplement to Facebook for quality lead generation
• The value of partnering with a credit repair company
• and much more 

Guest Bio 

Brian Diez is a certified media buyer, mortgage originator, best selling author, and owner of US Credit Advocate. To learn more about his Adwords program, visit https://cracktheadwordscode.com/. 

The start of a new year is the perfect time to rethink and refocus our marketing goals and efforts, and if we want to succeed, it’s important to have a marketing plan that makes success inevitable. How do we go about building a winning marketing plan? What routines and activities do we need to have in place? On this episode, we talk about how to strengthen our marketing plans and strategies for the year ahead. 

If your marketing is on point, you should be getting 1-3 deals per month for every 100 past clients. -Doren Aldana  

Takeaways 

• Set up your income target. You need a measurable outcome you want to achieve. Then, you can build a marketing plan around it.
• If you know your income target, that will help you determine how many units you need to get to your income target, and how much your marketing budget will be. 
• Block schedule your daily routines: we need champion level routines to achieve champion level goals. 
• Successful marketing is all about mining the gold from your database, and going after 3-10 top producing agents who make you their exclusives.

At the start of the show, we talked about the importance of making our marketing less complicated, and the value of building systems with elegant simplicity. Next, we talked about the 3 things we need to do to set up a successful marketing plan, and the importance of focusing on deal flow. We also discussed the value of going narrow, deep and rich with a few high level agents,  and how to get more 5-star reviews on Google.  

We also discussed:

• How to trigger repeat business with long term nurture 
• How to build top of mind awareness 
• What it takes to achieve champion level success

There are 5 simple steps we need in order to turn Facebook into a lead machine that feeds our pipeline with an ever-growing flow of closed deals. Do you wish you had more quality leads, so you can close more deals? Is your prospecting method wasting your time with little to show for it?

In this episode, marketing expert, Sabina Phillipsz, reveals the critical steps most mortgage pros will never know about how to generate more quality leads on autopilot and how to use those pre-approvals as SUPER BAIT to attract top-producing Realtor partners. You’ll learn how to set up your own consumer-direct Facebook ad that can generate hundreds of quality buyer leads per month; and how to finally take control of your pipeline, and build stability through diversification.

Facebook is a great way to connect with prospects very cost-effectively. It’s a great platform because it’s visual and you can put a lot of content on it. -Doren Aldana  

Takeaways 

• Most people think that branded stuff is the way to go. We get better results and a lower cost a lead when we take the unbranded approach.
• For the best results, do sequential, multimedia and multi-pillared follow-up. When a lead comes in, send an immediate voicemail. Ten minutes later, send an email; fifteen minutes later, send a text message. 
• Mentorship provides us with new ideas, accountability and proven systems. 

At the start of the show, we talked about how to set up a direct consumer ad on Facebook, and why it’s a great platform for generating leads. Next, we talked about the power of having non-branded content, and the power of texting. We also shared case studies including how Penny Wrightly generated 460 leads and 14 closes, how Kelly Czarny doubled her income in 3 months and how Devon Peterson tripled his loan volume in 2 months.  

We also discussed:

• How to implement an automated follow-up system that converts more leads into closings
• How to self-source your own quality leads so you OWN THE POWER in your partnerships
• How to provide your Realtors with UNIQUE VALUE so they make you their exclusive lender
• and much more!

Guest Bio 

Sabina is a Certified Google and Facebook Marketing Specialist who has been working in the digital marketing space since 2007. She has a diverse set of skills in all aspects of business and marketing.

When you’re in the slow grind, worrying about where your next deal will come from, life in the mortgage business can get very difficult. When we feel like we’re spinning out wheels, what are the necessary steps to get traction? How can we start building a healthy pipeline of closed deals without the hell of cold calling? On this episode, Kirsten O’donnell, shares how she went from just treading water at one loan per month, to QUINTUPLING her income (closing 5 deals per month) in just 4 months. 

When you invest in yourself, you have the knowledge forever. -Kirsten O’donnell

Takeaways 

• Being friendly and having great rates and services is a great start, but being able to have something unique that actually helps them push the needle on profit is mission critical to our success. 
• Sympathy is not a strategy. You will never get solid partnerships just because the pity people feel for you makes them pick up your phone calls. 
• Going after your dreams is never going to be within your comfort zone.

At the start of the show, Kirsten shared what made her decide to take a leap into the coaching program, and the struggle of leaving the certainty of a 9-5 job. Next we talked about the biggest fears that weighed on her during the difficult season in her business, and the critical ingredient to success that should never be ignored, neglected or overlooked. Kirsten also shared how she overcame skepticism, and the difference between her day to day life then and now. 

We also discussed; 

• Why having good rates and services isn’t good enough to move the needle for Realtors 
• Why sympathy isn’t a business strategy 
• How dreams are achieved outside our comfort zones

Guest Bio 

Kirsten is Mortgage Loan Officer at Market prime mortgage. Connect with her on LinkedIn https://www.linkedin.com/in/kirsten-odonnell-3071a6185/.

Most of us are looking forward to a new year and hoping that our marketing strategies will be successful in helping us grow our businesses. The problem is that many of these aspirations and goals don’t get achieved because of how we approach our marketing. How do we make sure we’re setting our marketing up to win and succeed? What kills the effectiveness of our marketing plans? On this episode, we discuss 3 things that are hindering the effectiveness of our marketing plans, and how we can improve for a more successful 2020.  

Until our champion level goals have a champion level execution plan, and champion level daily routines, chances are they won’t happen. -Doren Aldana

Takeaways 

• When a marketing plan is too cerebral and too “in-your-head,” it won’t work until your heart is in it and you feel like it’s tied to your BIG why.  
• If a marketing plan is too complex and complicated, we end up doing nothing. Simplify marketing by focusing on database marketing, Realtor marketing and consumer direct marketing.   
• Having a caveman type marketing strategy makes it hard to achieve any success. We have to set up systems for automation and delegation, and we have to be able to get to the outcome taking the easiest path possible.

At the start of the show, I shared why our marketing plans have to be backed by execution and daily routine. Next, we talked about how to connect our plan with our BIG why. Next, we discussed the 3 types of marketing that we need to have in our plan, and how to align our activity with our energy.

We also discussed: 

• Why cerebral marketing plans don’t succeed
• How complexity kills execution
• The difference between a “should” and a “must”

For many of us, our businesses are robbing us of peace, gratitude and precious dollars, and it’s because of some of the approaches we are taking. What are the 3 things that are making it hard for us to have breakthroughs in our businesses? What are the more effective things we can do instead? On this episode, we talk about 3 things that are causing stress and strain in your business and how you can fix them so that you can glow with gratitude. 

There’s only one true way to consistently grow your business, and that’s having a proven system for getting top agents to make you their exclusive. -Doren Aldana

Takeaways 

• If you’re spending time cold calling, you’re wasting your time. The better and more effective way is to target top producing agents and use tech to reach out to them. 
• Stop being passive and waiting for the phone to ring. Do proactive lead generation on a daily basis, and also implement effective follow-up. 
• Stop trying to reinvent the wheel on your own. Use a proven system and plan by someone who has succeeded in order to become successful yourself.

At the start of the show, we talked about how the wrong approaches in business lead to us having less joy and peace. Next, we talked about the 3 things we need to steer clear of in our businesses, and shared how to be more proactive and why we need to stop trying to reinvent the wheel. 

We also discussed: 

• Why you need to drop old school cold calling methods
• The power of having a proven system and plan
• How to do more effective lead generation

As 2019 draws to a close, many loan officers are beginning to question why they haven’t met their income goals for the year. What are the key things holding us back from our targets, and what can we do to start the next decade on a more successful note? What are we missing that can be easily fixed to ensure a more prosperous future? On this episode, we learn how to reach our income goals.

Most people don’t get what they want because they don’t know what they want. Get clarity on the desired outcome. -Doren Aldana  

Takeaways

• Get clarity on the outcome. Often we don’t reach our goals because we don’t have specific goals in mind. Break the cycle by thinking of a number and working towards it. 
• Feel the victory in advance. To attract success into our lives, we have to start envisioning the outcome we want.
• One of the simplest ways to start reaching goals faster is by nurturing our databases. Stay in contact with spheres of influence and past clients, as the results will be huge.

At the start of this episode, we heard how not reaching goals can have a devastating effect on loan officers, both financially and mentally. After learning the key areas mortgage professionals can address to see better results, we heard how to get onto the fastest path to success.

We also discussed:

• Why it’s important to think about the impact success will have on our lives
• The benefits of mentorship and accountability
• Why we need to aim for the top dog producers

If the thought of picking up the phone to call Realtors gives you the gag reflex, you're not alone. Most mortgage pros hate cold-calling Realtors, so you're in good company!

That being said, the reason you don't like making those calls is because you're doing it wrong. It's kind of like sex, if you don't like it, you're probably doing it wrong!

So, if you reach for that phone and your knees get wobbly, your palms get sweaty, and that phone feels like it weighs 1000 lbs, that's a symptom you're doing it the HARD WAY.

Chances are, you want to bring the swagger factor to your business, but on the inside you’re scared to be an annoying pest, feeling inadequate when it comes to your value proposition, and loathe being laughed off the phone.

If your confidence has gone down the drain, in a downward spiral of self-doubt and you just don't know how to get out of your own way, this episode is for you.

How do you go from being afraid of the phone to mastering it and turning it into your most profitable, MONEY-MAKING MACHINE?

In this episode, I share why you’re afraid of the phone, and the 3 keys to unshakeable, unstoppable call confidence.

We tend to resist that which we deem, presume and assume to be painful. -Doren Aldana

Three Things We Learned  

-Forge the diamond within you

It’s a tough market, but there are still plenty of deals to be had. How do you make sure the pressure makes you STUD instead of a dud?

-The key to call confidence

What does it take to become so self-assured with TOTAL CERTAINTY? It makes getting on the phone feel effortless and even fun.

-How to win the self-image game

Our businesses are a reflection of our inner world - our self-image. If we feel like an imposter, we’ll bring nothing but lack, limitation, and scarcity to the table. How do we shift into feeling secure, self-confident, and purpose-driven?

Many LOs feel like they aren’t getting anywhere or achieving anything when it comes to working with the best Realtors, and it’s because of repeating the same outdated and lack-luster methods. In order for us to overcome this, what are the 5 shifts that need to align in our businesses if we want to start attracting the top dogs? What are the things we need to stop doing immediately if we want our businesses to do better? In this webinar, we talk about the worst strategies for recruiting Realtor partners and what we can do instead, as well as a rejection-free equation for getting business.  

The idea is to stop being a “Joe Schmoe” LO offering great rates and service, and start adding unique value that no other mortgage professional is offering. -Doren Aldana 

Takeaways 

• Everyone is clamoring for the same real estate agents, so the competition has increased immensely. Rates and good service aren’t enough to differentiate us anymore. 
• Stop cold calling the same people over and over with the hope that you’ll wear them down. Instead, use automation to get people pre-sold in advance.   
• Diagnose first; prescribe second. Ask questions, discover their pain points and then come up with a solution.

At the start of the show, I talked about the importance of becoming more like the people we want to attract to work with us, how to determine the right bait to bring Realtor partners in, and how we can bring value to them. We also discussed the difference between prospecting and positioning. 

We also discussed: 

• LOs who completely changed their businesses
• Why cold calling doesn’t cut it anymore  
• The value of mentoring

All of us want to live more effective lives, but when it comes to doing what we need to do in order to achieve greater success, we often find ourselves shrinking back into fear. Does avoiding risk have any benefits, or are we shooting ourselves in the foot by playing it safe? How can taking risks help us progress, and why is it so important for us to tackle our fears head on? On this episode, we learn why the biggest risk we can take is not risking anything at all.

The biggest risk of playing it safe is regression of advancement. -Doren Aldana  

Takeaways 

• With no risk, there can be no reward. Everything worth having comes at a price - whether it be relationships or business. We have to stop letting fear hold us back.
• Taking risks is vital for moving forward. If we don’t take risks, we’re stagnating. In other words, by not progressing, we’re allowing ourselves to rot.
• The reason we’re hesitant to take risks is exactly why we need to take them. If we feel inadequate, it’s because we’re not nurturing ourselves. The quickest solution is to take care of ourselves.

At the start of the episode, we learnt that as human beings, we’re more prone to protecting ourselves than actively looking for more. We heard that, while a survival instinct, defense will not help us move forward, and that in fact, only defending ourselves without taking any risks puts us in danger of stagnation. 

We also learnt:

• The importance of investing in ourselves strategically
• Why we need to focus on what we want more than what we’re afraid of
• Why taking fewer risks will lead to more regrets in the long term

When we don’t equip ourselves to win and succeed, we miss out on so many great things we could have in our lives and businesses. If we aren’t employing the right tools to mine our databases, attract agents, leverage technology, and build good systems, we will delay our own progress and success. Why is it important for us to stop blaming the results we get on our circumstances? What do we stand to lose when we aren’t showing up for success with the right mindset, attitudes and actions? On this episode, we talk about why doing things the long and hard way will make us lose key results, and what we can do instead to get the results we want in our businesses.

Opportunity is not lost, it just goes to those that are committed and aligned with victory. -Doren Aldana 

Takeaways 

• The biggest costs of being ill-equipped to go after our dreams are lost revenue, time, opportunity, impact, adventure and legacy.   
• Your circumstances are a reflection of our thoughts, feelings, habits and behaviors. We are the common denominator of every result we get. 
• If we don’t have a solid plan for our mortgage businesses, it can cost us up to $15k a month in lost revenue.

At the start of the show, we talked about how we can connect with the most powerful versions of ourselves, and why we should view challenging circumstances as setups and not setbacks. We also discussed how to avoid losing out on great business and financial opportunities. 

We also touched on:

• How to surrender to our purpose without surrendering to our circumstances 
• The importance of avoiding softening self-talk