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Transcript

The ONE Thing You’re Not Doing (That’s Holding You Back) · Mortgage Marketing Radio

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  You ever feel like you've been doing all the right things, the follow-ups, the classes,
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  the social posts, but still wondering when it's going to click? Hey listen, I feel you,
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  you're not alone. I'm pulling back the curtain on the conversations that I have every single
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  week with loan officers and I'm going to share with you what's actually working right now.
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  Hey spoiler alert, it's not some trendy tactic or hack. It's the small repeatable stuff
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  that feels like it's not working until one day it does. So stay with me and let's get into this show.
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  Okay so after 20 years in sales and marketing here's what I know to be true. Progress doesn't always
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  feel like progress. Sometimes it looks like silence, a quiet week, a ghosted follow-up. I talk to
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  loan officers every week who feel like they're doing the work but not seeing the reward. But here's
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  the truth, those are exact moments where momentum is being built behind the scenes. We live in a
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  world where we expect instant feedback post a video and we want likes, send an email, expect replies,
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  show up once and we want results. But that's not how business and especially relationship-based
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  business works and you know that. The truth is progress often looks quiet. It looks like follow-ups
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  with no replies. It looks like social posts with no likes. It looks like classes where only three
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  people show up and it's easy to think like this isn't working but what if that quiet period is
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  actually the setup. What if that realtor who hasn't replied yet is watching your stories and just
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  waiting for the right moment. What if that lead you followed up with last month is getting
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  closer to being ready to buy. See that's where we build the muscle of long-term success.
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  So who's winning right now? Well they're not the ones doing more, right? They're the ones doing
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  the right things more consistently than anyone else. Let me show what that looks like. These are
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  actual success stories from loan officers in our community that we work with every single week.
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  Okay so here come the wins. Win number one. The follow-up that closed alone. One L.O. followed
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  up with a cold lead. Someone who hadn't responded in over a year and she used the follow-up script
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  that we shared in our community to deliver simple value first. The lead replied. The conversation
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  restarted. Pre-approval happened. Guess what? This week the deal closed. Now that's not magic,
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  right? That's what happens when you show up even when it feels like no one is listening.
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  So what's the takeaway from this? Most people follow up once or twice and then disappear.
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  The pros, you know, they keep showing up with value, not spam, right? That's how you earn trust
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  in a noisy world. Win number two. Social visibility leads to referrals. Okay so another
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  loan officer we're working with has been consistently putting out Instagram marketing tips,
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  home buyer education. You know nothing fancy but this week a past client DMs her and the message is,
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  hey, my sister's buying. Can I connect you? The deal is already in underwriting. So what's the
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  takeaway here? Just because someone isn't liking or commenting doesn't mean they're not watching.
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  Top of mind doesn't happen overnight. It's built with repetition. Hey, you're either consistent
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  or you're forgettable. Okay so here's win number three. Teaching a class equals instant credibility.
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  So one of our loan officers taught a class on helping buyers in today's rate environment,
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  right? And so she had never met most of the agents who showed up for her class. But within 48
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  hours, two referrals. So again, what's the coaching moment here? Teaching isn't about perfection.
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  It's about positioning. And when you leave with value, people remember you. When you show up and be
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  of service versus sales, right? People are drawn to you. Teaching makes you the expert in the room,
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  even if you feel nervous walking in. Okay here's the final win and you guys know this one. It's making
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  weekly calls. So another loan officer we work with kept calling her realtor partners even when
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  it felt awkward every single week. She said it felt like nobody cared. Well guess what this week?
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  Two agents sent two buyers. Okay. One agent sent to her. Hey, you're the only one who follows up
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  consistently. What's the takeaway? The small consistent actions create trust. It builds momentum.
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  And trust is what leads to referrals. Not charisma, not closing techniques, not doing the work
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  only when you feel like it. So here's what I want you to know. You don't need a new strategy.
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  You need to stick with the one that's working long enough for it to work. Let me say that again.
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  You need to stick with the one that's working long enough for it to work. There's nothing sexy about
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  follow-ups classes or conversations, but do them long enough and they'll change your business.
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  This isn't about building a career and chasing the latest shiny object. What it means is
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  leaning into the boring stuff even when it feels invisible. Okay now ask yourself this question.
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  What would your business look like if you just stayed consistent with the three most important
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  habits and systems you already know that work for you? Would you get more results?
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  I think you know the answer because chances are you don't need more. You just need to keep doing
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  more of what already works. Here's your final challenge. This week I want you to pick one thing.
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  Just one that feels boring that you've been putting off and do it anyway. Maybe it's a follow-up
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  email. Maybe it's inviting three agents to your next class. Maybe it's recording that video,
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  whatever it is, do it. Not for the instant result, but because you're building something bigger. See,
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  here's the truth. Your breakthrough is hiding in the boring stuff. You're doing better than you think.
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  Just keep going. I'm cheering you on. But before you go, I want to hear from you. What's been your
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  biggest takeaway from this episode? What's one idea or habit? You're going to apply this week
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  in your business. Drop it in the comments. I read every single one. I'd love to cheer you on
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  and hear how this has impacted you. And hey, if this episode gave you clarity, motivation,
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  or just a little push to keep going, do me a favor. Hit subscribe. Give it a like and share it with
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  somebody else who needs it. I appreciate you. We'll see you on the next one. Okay, that's it for
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  today's episode. Before we wrap up, I just wanted to remind you about my agent classes.
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  You're proven system to double your agent referrals in just 90 days. Imagine never having to co-call
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  again instead building real lasting relationships with top-producing agents who want to send you business
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  with done for you presentations, marketing automation, weekly coaching. It's all designed to make
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  growing your business easier and fun. So if you're ready to take control of your agent referrals
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  and grow your income, visit mortgagemarketing.pro or check the link in the show notes. And while you're
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  there, don't forget to check out the success stories from other mortgage pros who've already seen
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  the incredible results. Thanks for listening and I'll see you on the next episode.