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Transcript

How to 10X Your Business · Mortgage Marketing Radio

• 0:00
  Hey, what's up Jeff and Zimper, welcome to this unique episode of the Mortgage Marketing
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  Radio podcast.
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  So coming at you today, it's just me.
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  So hold on to your hats.
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  I'm going to recap some of the key takeaways that I recently learned attending an event
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  that had some of the most successful, highly productive, high income earning mortgage
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  professionals in the country attending that shout out to Shayla Gifford for allowing me
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  to attend and I've really got a lot of value out of that.
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  If you don't know Shayla, make sure you follow her on social media.
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  Shayla Gifford, you can find her anywhere because she's doing big things in the industry.
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  Okay, so before I get into that, one of the things that has been consistently standing
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  out for me as we are in this market that's more challenging is that I always am trying
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  to be observant of what our top producers doing.
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  Like you've heard it said multiple times that success leaves clues.
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  So if success leaves clues, are you picking them up?
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  Like it's one thing to see what people are doing, hear what people are doing and it's
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  a completely other thing to actually apply what people are doing.
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  So that's my first question for you is, of the ideas you've heard on this podcast,
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  you've heard other places, how many of them have you actually applied?
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  And you can't apply every single idea, right?
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  You've got to start with what can move the most.
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  So let me start by opening up with this question first and foremost for you.
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  And by the way, hopefully you're not driving if you have chance to listen to this one.
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  You're not great, go back to it.
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  So my question for you is, what are the top three things that move your business, move
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  the needle forward?
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  You may have heard of the book, right?
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  10X is easier than 2X.
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  Part of the process of identifying or getting started with going 10X is that it's really
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  getting clear on which activities actually move the needle.
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  So I want you to either think about this or write it down for the moment.
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  But one of the three things you could do today, this week, tomorrow, that would impact
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  your business the most.
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  That would move the needle the most.
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  And I don't want you to be vague.
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  Like I've asked this question, our private Facebook group, of the podcast, Mortgage Park
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  Green Radio.
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  If you haven't joined that, go check it out.
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  But I've asked this question in that Facebook group and a lot of people say, like, make
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  more calls, right?
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  So let me go to the group right here and I'm going to take a look and see what people
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  said.
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  So that's it.
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  Some people who actually I work with and are my members are very specific about that.
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  But others are like process, higher lead conversion and listing agent conversion, reels, phone
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  calls.
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  Okay, well, great.
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  That's kind of wide net thinking.
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  Now let's bring this back down to earth.
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  What specifically, which specific three activities for you would move the needle most in your
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  business?
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  What are are they phone calls to whom are they conversations with whom is it posting content
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  on social media?
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  Is it hosting events in classes?
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  What is it?
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  You know what the activities that you should be doing are you already know what they are?
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  The next question to ask yourself is we just wrote down three, right?
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  Which one of the three would move you forward the fastest?
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  And let's just face it, that like this business comes down to conversations.
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  Conversations lead to contracts.
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  Whatever that activity is that gets you the conversations, phone calls, right, events,
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  posting the social media.
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  I mean, you're going to know what it is for you, but which one of those activities would
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  move you forward the fastest?
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  Here's the next question.
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  What have you done about that in the last seven days?
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  How often do you execute on the one thing that would move your business forward the fastest?
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  If you're not asking yourself that question every day, you're probably off track.
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  You're probably not doing the one thing consistently.
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  You may be doing it occasionally, have hazardly when you, quote, make time.
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  And that is one of my biggest takeaways from being in this room of highly successful
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  originators.
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  And it's not the first time that I've heard people have this type of conversation about
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  getting very clear on the top three things that would move your business forward, right?
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  And then you really get clear on the one thing and you do that one thing.
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  And it's a challenge.
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  I know you've got distractions and you've got interruptions, but it really comes back
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  to you how wrongly you control your calendar.
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  Do you control the day, or does the day control you?
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  And so building in those bumpers around your calendar that allows time for you to execute
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  consistently on the one thing.
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  Most of us get off track with that.
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  So if there's one takeaway you can get from today's podcast, it's identifying the top three
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  activities that can actually move your business forward.
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  And then getting very clear on the fair, the one thing, right?
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  Just like the book, the one thing that if you did it, everything else would become easier
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  or irrelevant.
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  That would be my one exercise for you to do listening to today's show.
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  The other takeaway.
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  Once again, I've now entered my eighth year of doing this podcast, approaching 350 episodes.
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  I've had a few conversations with having productive morning originators.
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  You've heard me say this before.
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  I look for clues.
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  I look for what do the most successful originators do consistently.
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  Well, they do events in classes in some form or fashion.
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  Whether that's they do a monthly class workshop, whether they do a quarterly, a larger event.
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  First time home buyer events in classes, but bottom line is what they are doing is they're
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  using leverage.
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  Now, I was listening to somebody talk earlier today.
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  And when you look at, like I know a lot of you like to look up your low officer friends
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  and colleagues and competitors production, you like to geek out on MMI or better and look
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  at, oh, let's see what humor they're doing for production.
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  Have you noticed that in most cases, when you're looking at large unit quantity, what you're
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  finding is that most originators that are doing large unit volume have that spread across
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  many real estate agents?
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  And why is that?
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  Well, because that's just how it shakes out in the real world, because not every agent's
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  going to give you 80% of their business, because agents go through their own cycles, right?
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  Because agents come and go.
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  And yes, it does make sense for you to get in with teams and, quote unquote, more successful
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  agents.
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  But by and large, the transaction quantity is going to come from a larger pool of real estate
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  agents.
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  As a matter of fact, from this conference that I went to, this person shared that she had
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  94 different realtors that she closed deals with, 20, 23, 94.
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  So let's just say that was one deal each, and it wasn't because she's getting more than
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  one deal.
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  But let's just say you have one deal, 94 different deals, by the way, do you like to close
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  94 deals?
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  Maybe you're more than that, maybe you can get two or three deals, which is a whole other
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  exercise we'll get into in a future episode.
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  But my point is this is she went on to make this point that that is, that is the nature
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  of the business to a large degree.
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  And it's difficult to serve, to stay top of mind, to be in front of 94 agents if you're
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  only getting right a couple of three deals from them per year.
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  And they don't want to go to coffee, they have busy lives, they have children, they are
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  perfectly comfortable working with you three or four times a year.
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  But we do need to stay top of mind, we do need to stay engaged, we do need to keep that
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  relationship sticky and value based.
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  And we'll circle back to why these top originators do events in classes is because you can achieve
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  top of mind one to many engagement connection through events in classes that you can't
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  otherwise one on one with coffee and whatever else, happy hours, etc.
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  And the premise, the platform of you leading with content and education delivers value
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  to those agents that you don't see or engage with that often.
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  It attracts additional new agents, it levels up your personal brand, it creates additional
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  opportunities for attraction and engagement in your local market that work much more effectively
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  and efficiently than the other methods which you all know of, including cold calling,
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  program reviews, I'll throw happy hours in there as well.
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  And so once again, I'm going to ask you as back to the what is the one thing that you
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  could be doing that could move your business forward the most, where do you rank classes
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  and events workshops on that list?
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  And if it's on that list, if you've done it before, the same question.
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  In the last seven days, in the last 30 days, what have you done with events, classes and
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  workshops?
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  And if it's not much, haven't done one in a while, whatever the story is, perhaps that
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  could be the one thing that you choose to do.
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  Because you can continue to struggle, try and reach agents, use some of the older methods
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  of cold calling and all that kind of stuff, which is simply not that effective anymore.
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  Or you can flip the script, move from solicitor and vendor, become a partner and appear
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  at the top of the funnel when you are looking to create awareness and engage with real
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  state agents, what do you want the perception of you to be?
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  Do you want to show up talking about products and price, or do you want to show up as a
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  partner and appear, saying, I'm here hosting this event, this workshop, they help you solve
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  X problem in your business.
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  And there's so many problems that agents are eager and willing to listen to, listen to
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  you to help them solve.
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  And they don't all have to be mortgage finance related, by the way.
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  They can be, but they don't all have to be.
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  Just look at some of the events that some of these top producing originators are doing.
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  So follow our success stories.
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  Now, when I've had conversations with originators in the past about events, there are people
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  at various places or stages, maybe this is you.
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  Perhaps you've said to yourself, I've tried events in the past.
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  Perhaps you've said, I'm not a subject matter expert.
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  Perhaps you've said, why would agents listen to me?
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  And I would invite you to set aside those self-imposed doubts or questions.
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  Would you be open to learning more about a process working with me to help you become known,
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  to help you become a leader, to help you build a platform of attraction and engagement,
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  and an agent attraction machine in your local market, becoming 15 mile things.
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  What I mean by that is name brand awareness that when people see you, when you're on
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  the other side of a contract or in a purchase contract and a free approval, when people
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  are scrolling social media, when there's local happenings in town, when you're doing
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  outbound activities in various forms, your name starts to become recognized.
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  Perhaps more importantly, you're not chasing, you're flipping the script and now you've
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  built something that's compelling that agents want to come to and learn more about.
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  What am I talking about?
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  I'm talking about a brand new program that I'm rolling out in June.
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  It is not for everybody.
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  I'm only looking for 30 forward thinking, open minded, mortgage professionals who want
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  to stop chasing and want to start attracting people who want to build a personal brand
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  and double their agent referrals in 90 days.
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  Maybe that's you, I'm not sure.
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  It's a work program for sure, but I'm going to work closely, intimate with 30 people
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  over 90 days and take you through a very 10-structured, focused 90-day sprint where you and I
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  will work closely together in small group to help you do what top producers do and that
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  is a track versus chase by leading with content, education and classes.
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  So, look, I've got over a decade of proven results, countless success stories, working
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  with originators across the country to help them double their real to referrals without
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  chasing, without co-calling, without paying for leads.
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  If something that I do as a passion project is how I build my business from 0 to 37 million
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  my first three years and then to 50 million and beyond and I am passionate about sharing
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  how to do this because of the results it produces and the quality of life and the fun
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  that can actually be had working with real estate agents again.
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  So we're going to walk through the entire platform, the entire system coming up in June.
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  You're going to hear from some of our success students such as Tiffany, the Verity Mortgage.
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  I'm just reading a story from her that came in the other day, she received three loan
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  apps within an hour of the class, she was invited to teach that class next month to a
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  team of 20 agents, Glenda White walked into a room with 26 agents, nine appointments
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  set before she left, Brian the flame added 15 million in production directly from the
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  referrals who attended his classes, Kevin Dwyer added 20 million to his total close
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  loan volume, got a $700,000 loan from the very first class he taught, guys I could go
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  on and on.
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  You've heard me talk about the success stories every single week here.
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  I'm doing something different and you're invited, but it is not for everybody.
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  So how do you learn more?
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  You go jump on the wait list right now, it's get more agent referrals.com.
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  Once again, this will not be for everybody, but it's for the right person who's ready.
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  You know, they say this when student is ready, the teacher will appear, well, maybe this
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  is the right time right now.
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  So I hope you got an idea from one quick share that I got from the event that I shared
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  with you at the top of this session here today, which is the top three activities that
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  move the needle in your business, right?
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  And clear on the one thing, what have you done in the last seven days on any of those
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  three activities?
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  How consistently have you been and just start looking at what if you did that one thing
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  consistently?
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  How much different would your business look, right, 30, 60, 90 days out from that?
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  So that's it for now.
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  Appreciate you tuning in.
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  Hope to see some of you on the other side over and get more agent referrals.com.
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  We'll see you on the next one.
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  Bye for now.