Latest / Mortgage Marketing Radio / 13 Questions Every LO Must Ask Before 2026 - If You’re Serious About Growth

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13 Questions Every LO Must Ask Before 2026 - If You’re Serious About Growth · Mortgage Marketing Radio

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Hey, are you stuck in the same production level year after year wondering why the needle
0:04
is it moving or maybe you're looking to make a quantum leap in your business in the coming year?
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Hey, if you've struggled at all, if you've hit the wall of resistance, if you've kind of
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questioned and asked yourself, if there's a better way, well, it's not because you're not
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capable. It's likely because maybe you've stopped asking the right questions. Imagine if you
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had a framework to challenge your assumptions, elevate your standards and scale your business
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with intention. That's what we're talking about today. My name is Jeff Zimper. I'm your host
0:37
of the mortgage marketing radio podcast where we help you get more clients and close more loans
0:42
by building a brand that becomes well-known. So you attract versus chase real estate agents and
0:49
convert them into profitable long-term referral partners. As a matter of fact, before we get into
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this episode, I have a win of the week that I want to share with you from our community
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of my agent classes, loan officers. This is where we help loan officers scale their
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reach and engagement with real estate agents by leveraging a one-to-many platform of educational
1:07
content and classes that they teach in their local market in person or Zoom. And we give them
1:12
everything. The content, the emails, the promotion strategies, the PowerPoints, the weekly coaching,
1:17
the trainer, the trainer videos and more. And one of our longer-time members Greg Fisher,
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there's a concept we talk about in our group called Five Mile Famous. And while Greg is
1:25
actually leveled it up, now he's talking about being 30 mile famous. He just posted this win
1:29
in our community last week that says he took a call from a director of sales at a boutique
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real estate brokerage in an upscale neighborhood area. He has spoken to the training director
1:41
at the local board of realtors. This director of sales at the boutique brokerage,
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that director of sales spoke to the board of realtors looking for suggestions for someone
1:51
to come in and teach realtors relevant current topics that help them with modern marketing,
1:58
with understanding how to leverage AI and more. And the board of realtors said that Greg was
2:04
highly recommended. And what happened as a result of that call, well, Greg got set up with an
2:10
event at their next two-day in-house training. And as a matter of fact, the broker of that upscale
2:16
neighborhood brokerage even offered to pay Greg for his time to come in. And so what is happening
2:20
for Greg now? He, because of applying the strategies we teach in the managing classes platform,
2:26
he's built a personal brand that has differentiated himself, that has outvalued his competition,
2:30
and has accelerated his engagement and conversations at a very high level with the right referral
2:35
partners that he wants. And so now he's invited to be a trainer and presenter at a two-day
2:42
private in-house training for an upscale boutique brokerage in his back yard. Now how does that
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happen? It happens with consistency of a process over time. And if you want to learn more about
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what we do, well, there's a link in the show notes, or you can go to go.myaginclaces.com.
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You'll actually see Greg's video there, as well as a bunch of other loan offers
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are sharing the results they've gotten. And a brief overview on the back end of our platform
3:05
at myaginclaces. It might go for you, it might not be for you either way. You'll get yourself to
3:09
take five minutes and check that out because there's a new way to get agent business a new year.
3:14
And it's not chasing coal coal when you're paying for leads. So go check out go.myaginclaces.com.
3:20
Okay, so back to today's special guest. Today we're talking about a powerful self on it. And I'm
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joined once again for the third time. This is rare air to bring back to the conversation. Matt Weaver
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ranked the number one mortgage integrator in the US by units closed with over a thousand loads
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funded, right? And Matt leads a team in Florida that runs like a high performance machine.
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Seven days a week, 8 a.m. serving agents buyers with a system he's refined since 2010.
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And Matt has 13 questions that every originator should be asking themselves to grow scale and lead
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in the new year. So what you're going to walk away with is we're going to go through all 13 of the
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questions. But just a quick highlight of those is how about a blueprint to build standards so strong
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your business becomes impossible to ignore. What about the exact mindset shift that turns agents
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into loyal long term clients and a fresh perspective on what your brand actually is beyond the
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social media fluff and the posing how to build a brand that's rooted in performance, purpose,
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and clarity. Oh, and there's something deeper will uncover imposter syndrome. Yeah, we all
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have struggled with it at different times. But what Matt's going to talk about is the hidden role
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of some imposter syndrome and how it might actually be your greatest asset. So if you're ready to raise
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the bar and redefine what's possible for your business in 2026, then stick around for this episode
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of Mortgage Marketing Radio.
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Matt, we were welcome back to the show. It is an honor to be here with you, Jeff. Always a great time.
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I agree as well. And this is a timely conversation. Here we are at Wednesday, December 10th when we're
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recording this. I think this is going to be very useful for people listening as they head into
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the new year. You know, close out 2025. I know our topic of conversation is what we're going to call
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13 questions. Ella should be asking themselves for more better productivity. But before I get there,
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I wanted to ask you, and maybe this is relevant to the 13 questions, which is if it is, that's fine.
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Somebody like you, right? Number one, Mortgage Originator in the country units closed. Obviously
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doing incredible volume, winning at a high level. What before we get into or maybe setting the
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context of those 13 questions, are there any frameworks or processes that you go through at a time
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like this end of the year preparing for the new year that you think might be relevant to share with
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those listening? Oh, absolutely. And thank you again for the opportunity. So the way that I
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view my business is that I'm always questioning myself. Now, I'm not questioning myself to
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necessarily take myself off course, but I'm questioning myself to make sure that I'm improving
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in what it is that I'm doing. I'll give you an example. The highest rating we ever give ourselves
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here in the Matt Weaver team, whether it's a presentation, whether it's execution of service,
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etc, is going to be eight out of 10, Jeff, because the truth of the matter is that we always leave
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that extra two percent margin will say, okay, for improving. So we have a firm understanding that
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everything we do today can be approved upon. It's never going to be at a level 10. So I think
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questioning ourselves, okay, productively, is something that all originators should consider
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doing. So I wrote 13 questions, okay, that I asked myself and I shared these 13 questions originally
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with a group of about 250 originators. And, you know, I say it humbly, the feedback and response has
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been really great. And then I shared it to an entire organization of about 2,500 originators.
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And a lot of originators had said that they found a lot of value in it in asking themselves these
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questions to better prepare for 2026. So it's exciting to be here. All right, well, I think that's
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timely then. Do we want to just start from the top and go from there? Number one? Well, I have it all
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written down here. So here's the first question that I wrote down to myself. And I think that we
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should write down to ourselves and take some time later on either today or another day to answer
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these questions as an originator. Number one, what do I want to accomplish? What do I want to
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accomplish? So I'll expand on each question, okay? For me, it was very clear. Going back in 2010,
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1112, I knew what I wanted to accomplish, which was I wanted to be number one in my respective
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state, which I'm here in Florida. And I wanted to be number one in the nation. And the reason for that,
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okay, Jeff is my wife, Nadia, and I were expecting our first born Alexander. Okay, now for those
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that have children understand that there's just an element there that you get even extra more
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motivated because you have this human being coming into the world, okay? And my goal was to show
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this child. And then of course, my second child was Stella in 2013. But to show these two children
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that you can pick an industry, pick a line of work and be number one at it. So I was determined to
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get to number one and to achieve that, okay, in my state and in the nation. So what I wanted to
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accomplish was clearly defined to myself. Now, what I share with the group is that what you're
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looking to accomplish might be different. Okay, you might tie it to how many transactions you
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want to close. You might tie it to number one in your city, county. You may say state, you may
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even be crazy enough to say the nation because you have to be crazy to say the nation. I'm just
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going to give you that. Okay, but guess what? Everyone's goal is different, but I think it's so
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important for originators to ask themselves, what am I looking to accomplish in this industry?
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Okay. Okay. Okay. That one. All right. So what am I looking to accomplish? Let's go to number two.
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So number two, here's what I wrote down. What are my standards? What are my standards? So
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to expand on that here at the Matt Weaver team, we have a lot of standards. A lot of standards.
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And it really dates back to 2010. You'll hear me reference 2010 often because that was the
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creation of the Matt Weaver team. I've been in the industry longer than that, but that's when I started
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my team structure. Okay. And I wanted to have a lot of standards because people that own businesses
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and run businesses have to have standards in my opinion. So here's a few of my standards just to
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expand on this. So number one, I wanted to have an operation that operated seven days a week from
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8 a.m. to 9 p.m. Number two, we were 364 days a year only closed Christmas day. Number three,
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our pre-approval process. I wanted it to be the most thorough and extensive in the industry leaving
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no stone unturned and it being a step by step process. Number four, every buyer has to have a home
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buyer consultation regardless of their qualification or perceived qualification. So if you take a look
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at my process from the onset of the customer wanting to get pre-approved through to funding,
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I have standards in between that we never compromise regardless of frankly real estate agent or
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relationship. Okay. So we have to ask ourselves as originators, when we look at our process, what are
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our standards that we want to operate at and never compromise? Yeah, I think that's very important.
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It makes me curious when I hear you say every home buyer gets a consultation, I know within that
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is its own individual standard as well as what is your version of a home buyer consultation?
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Because as you well know, there's all different levels of the pre-approval chat, the online app thing.
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You want to give a couple of little like what does that mean to you when you say home buyer consultation?
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What kind of buyer expect? Oh, absolutely. So you'll find this interesting. One of our standards
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is we do not offer and promote an online application. Every home buyer applies over the phone.
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That's a standard. Okay. Now don't get me wrong. If someone saying no, no, please, I want to apply
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online, then we'll send them the link. But we don't promote it in our initial offering. We don't
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I'm talk about it when we when we walk the customer through our process. That's a standard,
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another standard that we have. We never pre-diagnose. All calls go to application because that's what
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the customer, both agent and home buyer, deserve. Pre-diagnosing is the kiss of death. I mean,
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it will watch in the medical world. It's a medical malpractice. Okay. And it's a malpractice in our
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industry, at least in my belief system as well. So we never pre-diagnose. So once we take the client's
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application, gather the documents, have them reviewed in totality. Regardless of their qualification,
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we have a home buyer consultation over the phone. We go over loan program closing costs,
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what to expect contingencies, if any, and overall process flow. And then we take that conversation.
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And we send it, of course, to the end to the customer as well. So they can understand where they
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stand in totality. And by the way, Jeff, that's before we would ever issue a pre-approval letter.
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That's another standard. Okay. I like that. I like that. And I know you're very particular about
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the customer experience. That's probably one example of that. It's very thorough. Correct. It's
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very thorough because that's what the customer deserves. Now, when I say customer, first and foremost,
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agent. Remember, our job, okay, is to serve our customer, meaning the agent to a high level.
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And the way that we believe serving them to a high level is ensuring their time for productivity,
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ensuring that the customer will close and fund successfully, ensuring that they don't have
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sticker shock when they go find the home. Okay, that's why we have our step-by-step process.
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And we never compromise it because any time that it's compromised, then of course, it breaks the
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flow of the process. But these are standards that we have. And originators should ask themselves.
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Because remember, as an originator, whether you're closing one transaction on month now,
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you've got to start somewhere 5, 10, 15, or 20. Okay. You have to start implementing and
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thinking about standards for the business that you're running. Yeah, absolutely. I think that's
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a missing element for too many people, especially as it gets even more competitive.
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And the herd has thinned out somewhat in terms of those who've left the industry. And therefore,
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who's left probably the better of the crew? I was going to say best of the best, but you're
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obviously in that category of best of the best. But let's just face it, it's getting harder to win.
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Would you agree with that? Oh, it's definitely getting harder to win. You had just have overall
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market compression. There's just no question about it. I mean, I think we're going to end the year
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at about 4 million transactions in the nation. And you're talking about 21, going on 22, it was
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6 million. So you're looking at a 30% reduction in overall market share. I mean, it's condensed.
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Yep. Good point. All right. Number three, what do you got?
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Number three, what are my value propositions? What are my value propositions? And this is an
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interesting one. Okay. I would say to you probably over 90% of originators cannot articulate or even
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have value propositions. And we just talk about that. It's interesting. But let me tell you why
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that is. Okay. Despite or regardless, I should say whatever company you're with, you see everyone
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runs their own kind of independent practice, even though they could be with a company. But because
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everyone runs their own independent practice, it's very hard for a company to drive down value
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propositions that are universal. So what ends up happening is that an originator just really
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doesn't have value propositions other than humming and hauling and saying, well, I can do this
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or that. Well, I discovered in 2010 the importance of developing my own unique value propositions,
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which my value propositions wrap the agent sales cycle from beginning to end. Okay. So if an agent
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said to me, Matt, what are your value propositions? I can clearly articulate what those are.
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So we always think about the old classic elevator pitch. Okay. You walk into an elevator and agent
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walks in. They hit the 23rd floor. Can you go over your unique value propositions? Okay. And show
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what you do differently in this industry by the time you hit the 23rd floor. That's the question
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you have to ask yourself. So for us, our four pillars of value have always been our value
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proposition, which is the foundation of our offering. So what I would encourage an originator to do
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is to ask themselves, okay, what are my value propositions? How do I put it together so I can
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present that? Okay. Whether you're presenting one-on-one at a coffee appointment in front of a small
16:49
group, a large group, doesn't matter. Okay. Because I'm always going back to my value propositions
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with an agent. So I could be sitting with an agent and say to them, okay, so allow me to walk you
17:00
through my process, what we do differently in my unique value propositions as to how I can help you
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grow your business. Okay. And that's the way that we have to consider conducting ourselves. Okay.
17:12
So think about that one, Jeff. Oh, I am. And I'm thinking that a lot of originators get stuck
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there. Yes. To your point, they don't know beyond delivering a product on time at a
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quote, competitive interest rate. Like a lot of people, that's all they have. That's my value prop.
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I'll close on time. No surprises at a competitive rate. What do you say to that?
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Oh, well, that's not even within my value propositions. I mean, listen, speed and execution and
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having a good rate is important. That's kind of a prerequisite. You take a look at my value
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propositions. I'll give you an example. My first pillar of values, my pre-approval process.
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It operates seven days a week, 8 a.m. to 9 p.m. 364 days a year. It leaves no stone on turn.
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All customers go through a thorough review process and have a home buyer consultation.
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My second pillar of values, my offer process. Okay. My offer process consists of my seven
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elements of structuring a winning offer, whether you're looking to eliminate buyer competition and
18:14
a multiple offer or if the home is sitting a little bit longer and you want to, of course,
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increase your negotiating skills and power by using my seven elements. That's what agents do
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and use. Okay. See, I can clearly articulate my value propositions. That's what we have to
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consider doing. But here's the deal. There's one catch to it all. You ready for it? Yeah.
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You got to know who your customer is first and foremost. Okay. You got to know your customer.
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Who is that for you? My customer is the agent. It's very clear. It's very concise. Now,
18:47
most people can say that. Okay. But not really understand what I mean when I say that. Let me
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give you an example. Most originators speak to agents as if they're a peer or in equal.
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They don't speak to them as if they're the customer. So I want us to think about that one.
19:07
So, for example, if you went to a restaurant tonight, Jeff, would you want the server to be
19:13
speaking to you like a peer or an equal or you as the customer? Yeah. Me as the paying customer.
19:19
Yeah. That's exactly correct. That's what a real estate agent is to us. So, for example,
19:25
if you were an agent, hello, Jeff. Thank you so much for the opportunity in working together.
19:30
I know that you're calling to I'm just using an example. I know you're calling to find out
19:34
the status of the appraisal. Allow me to look into that and we'll get back to you right away.
19:38
I'm rest assured that our process, okay, we'll meet all of its timelines. But certainly,
19:43
I'll be getting back to you. You see how I speak? Now, here's a question. Do you think I talk like that
19:49
at home? No. Of course not. But watch. My wife is not a customer. My children are not customers.
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Okay. So, you don't speak at home as you do to a customer and so on and so forth.
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But see, a lot of originators don't think like that. Okay. When you know who your customer is,
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you know how to speak to them as a customer and that's what scales.
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Do you say to agents something to the effect of you are my customer first?
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Oh, well, the buyer second. You do. Oh, well, the time. In fact, if you go to one of my seminars,
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you'll see a sign that says, dear agent, without you, there's no me.
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I bet that's very refreshing and probably, you know, this, what we're talking about here,
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multiple things going to your success and impact that you have with real estate agents. But just
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just a sheer fact that the level of professionalism that you deliver that in and of itself is a
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differentiator. Well, absolutely. And no matter what. Now, here's what's interesting. I want to give
20:53
a little bit of an analogy or metaphor here. Okay. Our children. Okay. If you have a child that
20:58
plays sports, okay, both of my children are in competitive sports. Okay. You'll see from time to
21:05
time, let's use Alex. He plays basketball. And every now and then they're going to go ahead and
21:09
face a team. That is what we'll say, not as competitive as their team. But what we always stress
21:16
to the kids is you never want to play down to them. Do we agree? So no matter how unprofessional
21:24
my customer can get every now and then when you run into an agent that let's just say is very
21:29
unprofessional because it happens in all industries. I'll never play down to them. My level of
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professionalism will always remain the same. This is the way that we have to consider thinking as
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an originator. Here's the standard originator. Hey, Jeff, how you doing? Let's close a deal next
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month. I've heard it. Two words. The Matt Weaver team never uses. And they both have the same
21:57
letters. You ready for it? Leads and deals. Never use those words. But that's a standard. You see.
22:06
Yeah. Yeah. I mean, there's a lot to unpack there. I know we have to go get through most of
22:11
these if we can. But man, there is so much for you listening right now. You need to think about
22:16
your standards around communication and your value proposition. Yes, minimum. Always enhance your
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vocabulary. Always enhance. Remember every presentation is a performance. Yeah. I love that. I've
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heard you say that many, many times. All right. Number four, what do we have for number four?
22:33
What is my process? What is my process? So for me, Jeff, what I wanted to do is I wanted to have a
22:41
scripted process, which then will deliver consistency to the agent. And so what do I mean by scripted?
22:49
So not only verbally, but in its actual steps. So for example, if a customer calls today,
22:56
okay, they're going to go through the same scripted process. Okay, that's been for years.
23:04
Okay. The same process for years. So what I would encourage originators to do is if they don't
23:11
have a process from beginning to end, from the point of high, I'd like to get pre-approved through
23:16
the funding. Pull out a whiteboard. Okay. And whiteboard out the process on what you want that to look
23:24
like. Okay. Every part of my process is a scripted process. You're ready? Every great business
23:32
has a scripted process. Every sports team follows a scripted process. And then when it comes to
23:40
originators and a lot of agents, they just wing it. Okay. And you can't deliver consistent results
23:48
by winging it. Okay. Let me give you an example of this. So I just recently took on an advisor.
23:55
We have advisors on my team. Okay. Now he was a new advisor. And so he ended up
24:04
dealing with a client, meaning he in took the application. Okay. And an agent text me one night.
24:11
And she said, Matt, we just got the pre-approval letter. Okay. But the customer doesn't know the
24:17
closing costs. So can you quickly call them and tell them what the closing costs are so we can
24:21
submit the offer? Now for me, knowing my process, that's not possible. So of course I pulled up,
24:27
I pulled up the file and I saw that this new advisor handled it. So now watch, I could do one of
24:34
two things. I could quickly call the advisor and say, can you do me a favor and call the buyer
24:40
and just let them know their closing costs so they can make the offer? Or I can call them into my
24:44
office and say, okay, let's go over the one, two, three, four step process we have with our pre-approval
24:52
process. And let's talk about the fact of how we skipped the third step in the process.
24:59
So I'm not interested in remedying that really quickly. I'm interested in remedying the mindset
25:05
of missing the step. So his next 500 applications don't that doesn't happen there.
25:11
Right. So the difference between the two? Absolutely. You know, I mean,
25:19
there's some other elements in there as well as that, you know, you mentioned bringing
25:22
on an advisor and thinking of people have a team or a junior or something like that.
25:27
You know, it comes down to, again, the importance of a process, but also knowing that you're dealing
25:32
with humans and they may screw up, they may forget a step, they may, this gets back into kind of
25:38
mentorship and, you know, cleaning and I'm sure you have a process around that as well for
25:42
onboarding a new advisor. Yes, definitely. But see, here's the thing. Now, we, you know, just like if
25:48
you made a bad pass or you know, you didn't execute on a play on the court, okay, we take him off the
25:54
court. All right, we have a conversation, but we got to put him back on the court, okay, because we
25:58
have to build each other's problems. Okay. So watch the next question. How is my service?
26:08
How is my customer service? So the school of thought that I have always had and it's an old
26:15
Earl Nightingale quote, which is if you want to increase your reward in life, you have to increase
26:20
your service to the customer. Okay. So the way that we look at it is closing on time and so on.
26:27
These are all prerequisites. The question becomes, how are we giving the customer, which in,
26:33
for me, it's the real estate agent? How are we increasing our service to them?
26:39
So as I mentioned a little earlier, we never rate ourselves greater than an eight. So if you ask me
26:45
Matt, how is your service today? I'd say at most, it's an eight, because I have to increase,
26:51
okay, what it is that I'm doing because it's never going to be a 10. So I'm relentlessly always
26:56
trying to figure out how I can increase my service. Now, it doesn't just mean process flow.
27:02
It means thought process creation. How are we helping them sell a little bit more real estate?
27:08
So as an example, today I'm doing the top or actually tomorrow. Okay, I have an incredible
27:13
audience coming in. We'll have about 180 agents in the room and I'm going to be going over the top
27:18
11, okay, home buyer and seller objections agents face in today's market. Okay. The idea behind
27:26
this is to help them sell a little bit more real estate. All right. That's how we increase our service
27:32
to the customer. That's one of the ways I should say. So asking yourself, how is your service and
27:39
how do you continue to increase your service? But remember, you got to know who your customer is first.
27:45
Yeah, I'm just, I'm just hanging out for a second on the whole, you know, you'll, you'll never
27:49
rate yourself above an eight. I like that because that forces optimization is the way I would say it.
27:58
Correct. You know, because if you're like, oh, we're a 10, we're rocking it. What do you do? Y'all
28:02
son, you get lazy. Yeah. Yeah, I'm never satisfied. I'm happy, I'm happy, but never satisfied.
28:10
What are they, they used to say, what was that constructively discontent? Something like that?
28:14
There you go. All right. What do you have for number six? And highly paranoid. Highly paranoid.
28:23
That's a whole mark of a lot of high achievers. That's right. Okay. So now I have watched this one.
28:30
Oh, this is going to pierce the originator. And by the way, I'm doing this because I want them
28:37
genuinely to get better because I believe if I can do what I'm doing, I'm no better than them.
28:43
I just want to put that out there. Okay. But we just have to learn from each other. Okay.
28:48
How's my delegation? How's my delegation? I so I said, you're going to kick us. I said to the
28:56
to the group of originators, there was, I don't know, maybe 250, 300 in the room. And I said, okay,
29:03
could you imagine an originator owning a pizzeria? They would be the cashier,
29:10
the cashier, they'd work the cash register, they'd need the dough, they'd serve the slice,
29:14
they'd actually probably be the delivery driver. Okay. But every now and then an originator says
29:20
themselves, wait a minute here. What if I got someone to work the register? And what if I got a
29:26
pizza maker in the back? And what if I hired a delivery driver? Can I sell more pizza?
29:32
So we have to ask ourselves whether we're closing one transaction a month, five, ten,
29:39
fifteen, twenty, whatever that number is. We're always having to ask ourselves, how is my delegation?
29:46
So for me, okay, I have high delegation in the process because I'm supposed to be doing the part
29:54
of the process that I'm supposed to be doing because that's what that's my fiduciary to my team.
30:00
Okay. So delegation is critically important. So then here's the question, how does an originator
30:07
okay figure out how and what they should delegate? Well, it's real simple. Think about the parts
30:13
that you don't like doing. Okay. When you have that whiteboard out about writing out your process,
30:20
think about the pieces that you'll need to let to have someone else do it. Now watch, you might not
30:25
be in the financial position to hire that person. Okay. When I first started doing it, I wasn't.
30:32
So I was having to do it all. But as I was building, okay, I was hiring for those lanes and
30:39
those roles. Okay. I wasn't afraid of it. Now I was, of course, walking them through each part
30:45
of the process because I was very paranoid about having someone handle certain functions. But don't
30:51
let the paranoia eat you alive. Okay. To where you're not delegating at all because you're
30:56
capping your potential. Okay. Hey, are you tired of cold calling realtors and feeling like you're
31:01
getting nowhere with my agent classes? You don't have to chase agents anymore. We hand you a done
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and a community of loan officers sharing exactly what's working right now. Here's a quick win from
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31:30
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31:38
single month that I've kept doing it. Community is great. Jump to the Friday calls. It's awesome.
31:42
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Are you ready to stop chasing and start attracting agent referrals on demand?
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Book a call at mortgagemarketing.pro or hit the link in the show notes. Now back to our show.
31:56
Let's say somebody, what is that sweet spot where you think the loan officer needs to hire
32:00
help, whether it's five loans or four or eight, and what is the first hire they should make?
32:06
So how fast it depends on what their financial position is and how much they want to fast track
32:12
that process. So let me give you an example. The bottom line is that if you want to scale,
32:20
all right, you're going to at some point as a business owner have to dilute yourself.
32:26
Okay, that's just the name of the game. So the question becomes if someone needs the immediate cash flow,
32:33
then of course hiring process is going to take a little bit longer.
32:38
Versus if someone says I'm going to take this next year, reduce my income so I can hire ahead of
32:45
my volume, ahead of what it is that I'm looking to do, then they're going to get there faster.
32:50
As long as they understand what part of the cycle they're doing. So for example, for me,
32:55
I'm a rainmaker. So I'm involved in business development activities every day.
33:00
So I was always very confident, Jeff, that I was going to stay in that. I wasn't going to just go
33:04
to the beach. I was always going to stay in, of course, high levels of rain making,
33:09
which then in turn, I was confident about hiring others and, of course, getting more units
33:16
funded to offset the hiring. So when you think about it, everyone's pain point is going to be a
33:23
little different question because you think about who's that first person. Okay, usually it's
33:29
someone who's taking your applications over the phone. Sure. So you're going to focus on the rain
33:35
making. Okay. Love it. Let's keep going. Number seven. Okay. Number seven. Watch this. What is my role?
33:42
What is my goal? This is a big one. I want to hear more. Yeah.
33:47
So I discovered years ago that I'm passionate about, about
33:51
procuring the relationship, about rain making at a high level. So then what I decided to do
33:57
is I decided to build out the Matt Weaver team system so I could go out and do what I do best,
34:04
which is to sell the system. Okay. I don't go around selling myself. You see, if I sell myself,
34:12
I'm going to sell myself. Okay. But if I sell my system, then we can, of course, duplicate,
34:19
duplicate and get to high levels of scale versus me being the value proposition. Okay. An
34:26
originator would say, yeah, but I go to my closings for now. Okay. That's not a scalable value
34:36
proposition. Okay. Right. Every one of my phone calls for now. Okay. That's not a scalable value
34:45
proposition. But when you build out the manufacturing plant and a system that's consistent,
34:52
that's a value proposition. But you got to figure out what your role is. You got to identify
34:56
with who you are as an individual. Are you really a rain maker? Got to ask yourself that question.
35:02
Okay. Because guess what? Based on my research, about 10, 15% of originators are true rain makers at
35:08
heart. Okay. This is why we created originate for life, the podcast. It's literally designed
35:17
for an originator to understand that there is a platform for you. Okay. That you can plug into
35:24
should you like dealing with buyers directly? Or should you like rain making only? Or should you
35:30
like see those various lanes that we talk about? Okay. But getting back to it for this podcast
35:36
here and for this purpose, have a heart to heart. What is your role within your structure? And
35:42
what is it that you want to do? And you want to build around you to make sure that other those
35:46
other parts and pieces are delegated off to others? Yeah. I think that's interesting. And I know
35:52
you know this as well. When you look at the figure you referenced to what was at 10 or 20%
35:56
or actual rain makers, there's a lot of tacticians, right? People like, there's a lot of loan
36:01
officers who like to solve problems and structure deals, right? Correct. And that's okay. That serves
36:08
a great purpose knowing who you are is important. Okay. Knowing because most
36:17
go ahead. I was gonna say it gets back to what we've been talking about here. So if you self-identify,
36:22
you realize, hey, I'm not a rain maker. I actually love structuring and putting together deals
36:25
and making all that. Well, then that means you need to find the rain maker. You need to find the
36:29
biz dev person. So so you can stay employed and stay busy, right? That's exactly correct.
36:36
But you got to have a heart to heart with yourself to know it. That's a big one. Good point.
36:41
So that's a good point. The last thing I'll say about this, by the way, in terms of you selling
36:45
the system, I don't want to leave that. That's a really key point. Not selling you yourself,
36:50
but selling the system, the thing, right? Think about big donalds, right? I mean, they have a system.
36:58
What that also gets you out of is the trap of it and you kind of alluded to this as always being
37:02
dependent upon you. And as you've heard, I'm sure through your career of the realtors of like,
37:08
you know, I thought I was getting Matt Weaver. I know I want to work with Matt directly. Well,
37:12
from the beginning, if you're selling Matt directly, you're pigeonholing yourself instead of
37:17
selling the Matt Weaver system. Yes, but you have to have that same consistent process through and
37:23
through. And that's the that's the catch to all this. That's why if you see the order and the
37:27
questions we were asking, okay, we want to understand what is our process? What are our standards?
37:34
What do we believe in? Okay. And so so so it's very well received from the audience. Okay.
37:43
What's this next question? Yeah, sure. What are my prison? How are my presentation skills?
37:50
How are my presentation skills? Okay. And this right here, all of us, myself included, have to work
38:01
on relentlessly our presentation skills. Okay. A strong presentation makes the sale easier.
38:11
Presentation skills can be adopted by anyone should they have the desire.
38:18
If you have the desire to get better at it, then you're going to get better at it. But watch.
38:23
Okay. For me, so most people don't know this, but you know, I stopped school at age 15.
38:29
Okay. So my education level is about eighth grade. Okay. So I'm a drop belt. Not necessarily,
38:36
you know, promoting that, but that's just the way that my life was organized, I guess. Long story
38:42
short is this. I knew at age 18, when I got into the industry, it was important for me to increase
38:50
my vocabulary, increase my presentation skills, because I was very self conscious of the fact that
38:56
I didn't have any real formal education. So I think you can agree probably right now that as I'm
39:04
speaking to you during this podcast, you wouldn't think that my that I dropped at a high school
39:09
at the beginning of ninth grade. No. Okay. And the reason why you don't think that is because of my
39:18
presentation skills and the choice of words that I use. And the way that we do that is we are
39:24
ferocious learners. Okay. Listen, I love audio books as well, but it's not going to help you with
39:30
your vocabulary. You got to read as well. You'll get a kick out of this. I have never opened
39:38
chat GPT. You want to know why? Yes, I'm very curious. It's going to, it's going to numb the brain.
39:51
Now your brain will atrophy, won't have those well-defined brain muscles.
39:57
Well, watch. Okay. So it doesn't mean that we don't use technology. It doesn't mean that
40:01
AI does, okay, I'm not knocking any of that. But what I'm saying is this, when I write a newsletter
40:07
to my group, when I write a newsletter to my agents, when I don't go anywhere near it. See,
40:13
I'm constantly challenging myself to think. Okay. I was talking to an originator the other day.
40:20
We knew they weren't the right fit for F13 consulting, but watch what he says to me. He says,
40:25
well, you know, I like to do post for agents in this one group. So I just go on chat GPT and ask
40:31
great posts for real estate agents. You see, I got to tell you something. You can't take yourself
40:37
out of the thinking process. Yeah. Okay. So I totally get what you're saying there. 100%.
40:46
Yeah, we could go on about that. I love that you said that though. All right, let's go to number nine.
40:52
What is my brand? What is my brand? And this is a big one here. Yeah. This is a big one here.
41:02
I said to the group as they were all listening very carefully. I said, do you want to develop
41:11
a strong brand in the industry? And they're all looking at me. And of course they're saying yes.
41:18
And I said, do you want the answer? And they all yelled out yes. And I said, here's the answer.
41:25
Win. That's it. Winning makes your brand. Now you can sit here and fake it on social media.
41:37
You can sit here and do all these things and show all these little
41:42
achievements and all that. But the real understand that there's just too many phonies out there.
41:47
Okay. I'll share this little story with you. In 2008 and 2009 in the Florida market,
41:55
of course, residential lending was basically seized at the time because of the mortgage meltdown.
42:01
So anyway, I was of course in the industry. So what I had to do is I had to also help with some
42:07
commercial lending to offset the actual loss of the residential business. So I was handling
42:14
some commercial financing for this rock star of a restaurant broker in South Florida.
42:20
This guy here was the man. I mean, he was in every major publication. He was the brand.
42:27
And ironically, I knew his family for a long time. His name was Tom Prakis.
42:32
So I'll never forget, Jeff, I was sitting talking with my father, may he rest in peace in 2009.
42:39
And I said, Dad, you got to understand. It's so crazy. You know, this guy Tom Prakis,
42:45
I mean, he has got such a brand here in South Florida. You think of a nightclub,
42:51
when you think of whatever it may be, that's who you think of. And then I said to him,
42:54
watch what I said to him, Jeff. I said, and then on top of it, his name is Tom Prakis.
43:00
I said, look at me, Dad. What could I do? My name is Matt Weaver.
43:04
What did I do in between if I have somewhat of a brand in this industry?
43:12
Only thing I did in between was win and continue winning. So I want us to think about that when you're
43:20
more focused on what you're doing on the court, how you're increasing your service,
43:28
your process flow, serving your customer to a high level, your presentation skills.
43:33
When you're more focused on really a lot of these questions that I'm asking you to ask yourself,
43:38
you're going to win at a higher level, and then you're going to have a brand.
43:44
The idea is not to talk about your brand. The idea is to have others talk about your brand.
43:48
Yeah, exactly. So just win, baby. That's the brand. But to make sure I'm clearly understanding that
43:58
winning is not just about closing transactions. No, winning is about the whole package of who you are,
44:06
should you have this goal, by the way, who you are in this industry, what you represent your
44:11
standards, okay, and what you want to do differently. Like I wanted to intentionally accomplish
44:17
some great things in this industry, and so many originators out there can do the same thing.
44:22
Okay, this is why I'm sharing this with you all right now. It's to challenge yourself a little bit.
44:27
So Michael Jordan was recently interviewed. Okay, just the other day, watch what he said, Jeff.
44:33
He said, I built my entire brand around what I did on the court. We all know that his name could
44:39
have been Michael Brown, and that name would have been synonymous with winning. Okay, it's what he did,
44:45
how he performed. Okay, that built the brand. He didn't sit there and do posts to you to make
44:50
you think he's a brand. Okay, yeah, all right, that's about to consider what's this next question.
45:00
What is holding me back? What is holding me back? Okay, listen, a lot of the times it's confidence,
45:11
and I got news for the audience. There is nobody for years that has been plagued with low confidence
45:17
than this man right here. I have no problem admitting it. And every time I say that, I always get
45:22
an interesting response. Okay, because first most people think, no way, what is this guy saying?
45:29
And it's just the truth, which is why I'm always fully prepared. That's a confidence. Okay, knowing
45:36
what to say. Okay, so confidence comes, of course, with accepting the losses along the way.
45:43
You know, the countless months where you wanted to be number one in that office and you lost it,
45:49
you know, right by one or two units, the countless years of trying to climb and losing.
45:55
But then when you're winning as well, it builds confidence. Okay, so confidence is a big one,
46:01
worthiness is another big one. Okay, we know that when we climb a little bit, sometimes we can
46:08
really ask ourselves, am I worthy of this? Which is why you hear about a lot of artists, a lot of
46:14
people that hit higher levels of income, end up having, you know, substance abuse issues, sadly,
46:20
because really it stems from unworthiness. But what also holds us back in a lot of ways. Okay,
46:26
is the cost of perfection, which is just way too expensive. So for me, I'm rolling out new things
46:34
all the time. Do they all, of course, succeeded a high level? No. Do we have to course correct along
46:41
the way? Yes. Is it coming from good intention to try and help the agent or to try and help the
46:47
consumer 100%. So we get one time at this game. We all know that. Okay, life is not a dress rehearsal.
46:57
So what's holding you back? Okay, what's holding you back? It's a good question. I think
47:02
ourselves. Well, yeah, and that's one that people need to probably sit on or sit with for a while,
47:09
because there's a lot of things that can come up with that, which we don't have enough time to go
47:14
into here deep, but I would suggest somebody to be real, be authentic with yourself. And what,
47:19
also with story are you telling yourself that's probably not true. If it's appropriate for a
47:24
quick second, on your YouTube podcast, originate for life, which we'll link it up in the show notes,
47:30
a dotted line. Is this relevant to kind of what you're alluding to there? Is you have a video that
47:35
says your real superpower is imposter syndrome? Oh, 100%, which imposter syndrome stems back to
47:42
worthiness issues. But watch, I ended up using that liability or turning that liability into an
47:49
asset. So I'll give you an example. I was asked for years, Matt, would you coach me? Matt, would
47:54
you consult me? Okay. And for years, I would never do it until I hit number one in the nation in 2023,
48:02
because there's no way I could physically tell you what to do or share with you what to do. If I
48:10
didn't hit number one myself, it's a mindset. Well, Matt, but you hit number two or three or four.
48:15
What are you crazy? No. You see, so imposter syndrome was a major issue for me. It still is to this
48:22
day. Now F 13 consulting, which of course we have 35 incredible members. Okay, part of that group.
48:31
I had the good fortune, of course, consulting them all over the country, which is an incredible
48:36
opportunity. But watch, I asked myself daily, I look at the transactions and the units were
48:43
closing to ensure that I can get on that next call. Okay. And that's a real issue for me, but I've
48:51
converted it into an asset because I can't, I could not, I could never share on an open platform,
48:59
unless I highly succeeded at it myself. There's a quote that I can never erase from from my mindset,
49:06
which again, may sound negative, but I really do think it's a positive, which is to inspire someone,
49:11
you must first become someone. And it's something that I really live by through and through.
49:17
Mm-hmm. Oh, yeah, I don't disagree with that. It talks a little bit back to what you're saying with
49:22
confidence. I mean, no results, breed confidence, right? Do something.
49:28
To have this confidence and then do it over and over again repeatedly. I love it. All right,
49:33
number 11, sir, what do you have? What is my motivation? What is my motivation? And motivation is
49:41
an interesting one. So one of my mentors, Mike Ferry, would always say that if you take a look at the
49:47
word motivation, it's really motive to action. Okay, motive to action. So he would always say that a
49:54
lot of people don't have a lot of, they don't have a strong enough motive to create the action. Okay.
50:01
So what I want to share with everyone, this is so important. Okay, because there's some things that
50:09
don't really get talked about. And I did this in our podcast, originally for life, we talked about
50:15
this both Max Fish and I on our podcast, which is when it comes to motivation, there's really nurture
50:23
and then there's nature. Okay, now my whole life, I have, and I still believe to this day that most
50:30
things are nurture. In other words, if that five, eight basketball player wanted to get in the NBA,
50:35
I believe they can get to the NBA. I really just believe it. Okay. So I really do think nurture
50:43
plays a, you know, plays a big role over nature. But then nature does also kick in and let me explain
50:50
with what I mean. So motivation, people can have it naturally or they have to manufacture it.
50:59
And either or is not better than the other, but it's important to know which one you are. Okay.
51:07
So here's a prime example. I was sitting with the top producing real estate. He sells 750 homes
51:13
a year. So this guy is highly productive. So he sits down in his mastermind. First thing he says,
51:18
Jeff, is I'm wondering what I have to buy to motivate me through year end. Wow. You see, he knew
51:28
that he has to manufacture his motivation. Nothing wrong with that. Then he turns over to me and says,
51:34
bad, what are you going to buy to keep you motivated by year end? Now what he doesn't know, Jeff,
51:39
is I've been in the same house since 2010. Okay. I live a great life, but I don't necessarily need
51:46
to do that for motivation. Not saying one is right over the other, but here's where what I want to
51:52
drive home to people is some people have it more intuitive. So I am a motivated person intuitively.
52:01
I don't know how you get that. Maybe I was born with it. And some need to manufacture it. So I think
52:07
it's really important that you find out which one you are and feed into that. It's okay. Okay.
52:14
So if it's where you have to manufacture it, go out and take an expensive beautiful vacation.
52:20
Go buy yourself a really nice car and get on the farm.
52:24
Yeah. And by the way, it doesn't even have to be something material like that. Your why could be
52:28
something else, right? Absolutely. Whatever it may be. Yeah. Like your children, your family,
52:34
right? Making it impact those things. Correct. It could be that. If you have to manufacture it
52:41
in some way or some degree, go do it. Okay. I just wouldn't want someone to think or to not know
52:51
why someone has more motivation than others. So I wanted to touch the person that
52:58
may not know this and says to themselves, wait a minute, maybe I have to create a different
53:02
motive that would get me to do more action. Okay. So that's my thing because I know there's
53:09
probably so many out there that may feel that maybe just I don't have motivation.
53:15
Right? Oh, there's pretty pretty much two rules on that. Maybe you got to manufacture it in
53:19
different ways. I just want you to think about that. The next question I have here is who do I hang
53:23
with? Who do I hang with? I have to tell you something, folks. It is a lot easier and I'm not
53:32
saying I'm at the top, but it's a lot easier to swim at the top. The bottom, the bottom is where
53:39
it's just it's sludgy. People don't want to help each other. People are angry. They're bitter at
53:45
the world. It's just not a fluid system down there. But at the top, everyone's willing to help
53:52
everyone else. I'll give you an example. A dear friend of mine that I value to a high level.
53:58
His son is 21 and just started a business. Okay. I got a text message from him the other day.
54:05
And he said, Matt, I want to thank you. I help him get a mortgage. I want to thank you for helping
54:10
me get a mortgage, et cetera. I just want to ask you a question. Would you be okay mentoring me one
54:17
or two times on the new business that I just started? So here's where I'm going with it.
54:22
Smart enough, and I'm not saying that I am, but he was smart enough to ask for that mentorship.
54:29
Okay. He's smart enough to try to go to somebody who's doing something. Okay. At a decently high
54:37
level. And of course, the response to that from me to him is, well, I'd love to help you.
54:42
Now watch. Let's say he asked somebody who's necessarily not doing that well. They're bitter,
54:48
they're angry. They don't want to help. So who you hang with is so critically important. Your
54:55
circle, it's so cliche. I know, but it is really so important. Okay. For growth on who you have.
55:05
100% so true. It's cliche, but a lot of cliches are true. But yeah, I mean, if it's all about
55:12
who you're around in terms of, like you said earlier, standards, inspiration, you know, you've
55:19
got to choose that very important. I guess the last note on that is I was going back to my mom
55:24
when I was probably in my teen years and she probably needed to get my attention hanging
55:28
around the wrong crowd. So she used to say to me all the time, show me who you go with and I'll
55:33
tell you what you are. And right, we used, you know, I would disagree with that. But now obviously
55:38
being a mature adult in hindsight, I'm like 100%. We've all heard the quote. You're the average
55:42
of five people and all that stuff. So very, very important who you hang with. As well as
55:48
real quick, who you choose to partner with on the real estate side too, right?
55:53
Well, you know, for me, it's a little different. And let me tell you why I have a system.
55:58
Okay. So for me, I want to serve all. Whether you sell one home a year or 400 homes a year,
56:03
my system is designed to serve the buyer seven days a week for medium to nine PM. See,
56:09
you know, the originator that has to be very guarded with their time is because, of course,
56:14
they're probably a sole practitioner. They don't have a system in place. So they have to ask
56:19
themselves, you know, who am I doing business with? Is it worth it for me? Where for me, of course,
56:27
the philosophy is very different because I have a system that's a manufacturing plant that's
56:31
operating for all buyers. You know, how does that translate into something tangible? We're here
56:38
ready. I'm in Boca, return Florida. That would be considered. That's where my office is. That
56:42
would be considered the Ritzier area of South Florida. But you want to hear something interesting,
56:47
Jeff? Even though it's the Ritzier area of South Florida, because of the philosophy of serving all,
56:54
I'm honored to say that I've issued the most down payment assistance programs over any other
56:58
originator up and down the entire Eastern Seaboard, Eastern Seaboard per Fannie Mae.
57:05
So you see where I'm going with that? Because you're open for everyone. So it's a big difference
57:11
in thinking and thought process. But the last question I have here, ready for it? Who can I learn from?
57:19
Who can I learn from? And this is a big one. There's a great quote if I've seen further,
57:25
it's because I've stood on the shoulders of giants, Sir Isaac Newton. And if we think about this,
57:32
okay, what I would suggest to originators is this, find who you admire in this industry,
57:41
okay, and figure out how you can learn from them. Because it's going to, of course, expedite
57:50
the learning process. It's going to expedite, you know, and accelerate your business a lot
57:57
faster. But here's the catch. The catch is, is that sadly, there are too many imposters out there.
58:05
There are too many people that are selling programs that never have really accomplished greatness
58:10
themselves. And so that's a big one that we have to be very mindful of with social media today,
58:16
everyone's a rock star, okay, which is why my particular program, which is really not for everyone,
58:25
but after teen consulting, the premise behind it, okay, is the world needs more imposterous
58:31
syndrome. In other words, you know, I'm on the court. So what I'm sharing is what I'm doing today.
58:37
Not, hey, you know, 20 years ago, this is what worked, okay, so the great group that I'm consulting on,
58:45
of course, is in honor. And I'm sharing with them every single thing that I do, every process flow,
58:52
every procedure, okay, to which it's so fun. Because the number one motivational factor for me in
58:59
creating F 13 consulting, Jeff, you'll get a kick out of this is because I wanted to create my own
59:05
competition. Okay, 100%. So watch, there's a few members that are coming close. And I'm consulting
59:14
them on how to beat be Jeff. Isn't that great? That is great. That's an abundance mindset.
59:22
Yeah, well, I knew I knew it was going to force me to get better.
59:26
Yeah, yeah, because yeah, if you see people nipping at your heels, you're like, I got to level up,
59:30
man, what's next? But, you know, so, you know, for those that are interested in hearing a little bit
59:36
about our program, they can visit think 13.com think 13.com, which of course is our site.
59:46
We have two forms of membership. We have floor 13, which is the full membership. And we also have
59:52
club level that just recently got rolled out max fish, another top originator close to 200 million
59:59
a year. Okay, he's spearheading club level, which I have to tell you, he's doing an extraordinary job.
1:00:07
He has this interesting program on how to multiply your agents, I'm turning one into three at each
1:00:13
interaction. It's fantastic. So everyone who who speaks on behalf of F 13 is on the court
1:00:21
and performing at a high level, no imposter's here. Yeah, I would agree with that. So we're going
1:00:26
to link all that in the show notes every day with the website you heard think 13.com. And then,
1:00:31
of course, your podcast, which is on YouTube, you can look it up right now if you're listening,
1:00:35
originate for life podcast, but we'll link that up as well. Man, there's just so much here,
1:00:40
I wrote down every single one of these and you know, each one of these could have been its own
1:00:45
podcast as a standalone. So how would you how would you let last question ask and then let you go?
1:00:51
So people have these 13 questions. How would you how would you advise they take these 13 questions,
1:00:58
get some alone time heading into the new year? Yes, I would highly encourage someone
1:01:06
to take 30 to 45 minutes and really honestly ask them answer these questions. It's going to stimulate
1:01:12
thinking. Okay, don't put these 13 questions through chat GPT. Okay, really honestly answer them
1:01:21
yourself. And I think it's going to provide a lot of clarity. Okay, to you and your and your
1:01:27
business. My my hope, Jeff. Okay, after doing this for as long as I have been doing this for. Okay,
1:01:34
if I can touch one person out there that may have a little bit of low confidence that may think
1:01:41
high levels of origination is not attainable to them. That may think that maybe I'm not a strong
1:01:48
presenter or whatever it may be. I have to tell you something and I'm not I don't speak ill will
1:01:54
about myself when I say this, but I'm being very genuine and sincere. If I can do it, believe me,
1:02:00
you can do it. And you just have to believe in that in yourself. Okay, because I am proof of it.
1:02:06
Now I'm not anywhere near where I want to be. Okay, because I'm constantly trying to improve myself.
1:02:12
But you got to start here with a premise. Yeah, and look to build something differently.
1:02:18
Look to build something where you're creating a standard. Okay, and setting a bar that's really
1:02:24
higher than anyone else in your local market. Absolutely. I think it's been really great,
1:02:29
we're very reflective that some of these questions are deep actually and they might need a little
1:02:33
more than 30 or 40 minutes on some of them. And for those ones, you know, you'll know, whoever's
1:02:38
listening, you'll know which of these, you know, out of the 13, three or four that you know,
1:02:42
they'll rise up for you. You'll feel an emotional connection or resonance with one to three or however
1:02:48
many of those questions. And that's probably your signal to yourself to go deep and do the work
1:02:53
that's required to work on that one thing. So Matt, I can't take it enough, man. I really,
1:02:58
really appreciate this a lot. Of course. Thank you so much, Jeff, for the opportunity.
1:03:02
Everybody, you know what to do? Check the links in the show notes. Go learn more about math programs.
1:03:06
Think 13 club level. Go follow his podcast on YouTube. And by the way, if you like this episode
1:03:12
and there's one or two main takeaways that you got from the 13 questions, we'll also put a link
1:03:18
to Matt's Instagram. Just DM him on Instagram and let him know. What's the one question for you
1:03:23
that really hit home for you? You would like to probably know that, wouldn't you? Anytime.
1:03:28
Okay. All right, listeners, appreciate you tuning in. We'll see you on the next one. Bye for now.
1:03:32
Okay, that's it for today's episode. Before we wrap up, I just wanted to remind you about my
1:03:36
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coaching. It's all designed to make growing your business easier and fun. So if you're ready to
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take control of your agent referrals and grow your income, visit mortgagemarketing.pro or
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check the link in the show notes. And while you're there, don't forget to check out the success
1:04:06
stories from other mortgage pros who've already seen incredible results. Thanks for listening,
1:04:10
and I'll see you on the next episode.