Latest / Mortgage Marketing Radio / EP #56: How to Get Control of Your Day and Get More Done With Todd Bookspan

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EP #56: How to Get Control of Your Day and Get More Done With Todd Bookspan · Mortgage Marketing Radio

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1:17
Hey listeners, Jeff Zimper, welcome to this week's episode of Mortgage Marketing
1:38
Radio.
1:39
Thanks for tuning in.
1:41
So question for you, do you ever feel like you never get enough done in the day?
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Do you ever feel like you've got too much to do?
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Do you ever feel like the days taking control of you instead of you taking control of the
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day?
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How about walking in to your day with the best intentions, only to be sidetracked by other
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people's priorities and urgency and interruptions that takes you off track, gets you off focus,
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down what's urgent rather than essential things.
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You need to be done to achieve your goals, we've all been there, right?
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Some of us are there a little too often, you come to the office and you immediately get
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sidetracked by a loan on fire or a urgent reel to your call.
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You spend your day reacting, which ends up in, now you're completely off course.
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The next thing you get to the afternoon where you want to get some a lot of important
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stuff done and you don't and then by the end of the day, you realize you've never completed
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your key disciplines, you're missing those really core activities you need to be doing
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on a consistent basis.
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Well, if you can relate to that and if you're a normal officer today, I'm shooting a
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camera.
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And this episode is just for you.
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My special guest, Todd Bookspan, Todd Bookspan, has become a mentor of mine from afar
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for a variety of reasons.
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Number one, he's got 25 years of experience as an entrepreneur and a business leader.
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For the past 15 years, he's a mortgage originator and he's built one heck of a successful
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team in the Arizona market, right?
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He grew a mortgage bank from five to 85 employees in four branches and he took the lead role
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in developing and designing a coaching program for originators.
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And following his program, Todd coached his group of law officers for several years
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helping to expand their personal and team production, leading to being in the top 30
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ranked mortgage originators in 2015 and yielding more than 540 closed loans and 113 million
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and loan volume.
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That is an impressive resume, people.
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And furthermore, Todd has recently become an executive coach with building champions,
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which is one of the premier coaching organizations out there for mortgage professionals.
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And Todd recently rolled out a fantastic plan, or if you will, for loan officers and
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for real estate agents.
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It's called win by me, right?
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And the concept is winning the day by me.
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And so in this conversation, Todd Knight unpacked, right, what are some of the roadblocks
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that most originators and agents face when it comes to getting the things done that they
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want to get done?
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Why do too many of us get sidetracked by other people's priorities by having their day explode
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on them rather than being intentional and being very focused and disciplined with the activities
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and high priority tasks you need to do during the day?
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You know, some people refer to this as time blocking, right?
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Maybe you call it priority blocking.
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I don't care what you call it, bottom line is, you and I both know we need to be intentional
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about our day, about our calendar, about our activities, and we need to have structure
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and a plan, and it needs to be repeated, refined, and mastered over time.
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So Todd Knight kind of unpacked this whole issue that, you know, as I asked him and I asked
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many, many other people that, you know, that are, what I would consider successful, highly
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productive originators, what's the number one thing that keeps them, that blocks them from
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achieving what they really want to achieve as a high performance person, as a, quote, top
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producing originator, and more often than not, almost 100% of the time.
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The answer comes back to effectively managing your priority, and taking control of your
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day, and being intentional about your tasks and your activities, and setting up a plan
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in the system, where you get your activities completely, when you build the discipline,
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right?
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To get done, what you need to get done, knowing that every day won't be perfect, there'll
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be times when you do need to manage a crisis, right, or a file or whatever.
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But having your structure, your plan, your intentionally designed calendar and activities
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in place, so you make the right decisions about how to take control of your day, instead
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of your day taking control of you.
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Start to do that, and you'll see amazing results.
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So with that said, let's get in to this week's show.
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Todd, welcome to the show.
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Super excited to be here, Jeff.
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Thanks for having me.
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Super excited to have you, man.
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I have been following you watching you for some time, and if anybody's not following you,
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yet Todd Bookspan, they will.
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By the end of this session, and they'll understand why they need to.
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So as you know, I kind of do the formal, you know, I already introduced people to who you
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are ahead of time, but why don't you just give us kind of the personal version of that,
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you know, who's Todd Bookspan?
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What's he all about?
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What's his secret to superhero strength?
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Well, I don't know if there's any superhero strength to talk about as a secret.
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Maybe that's what the secret is, there is none, but I appreciate that intro.
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You know, I've just been an entrepreneur since I was a kid, and you know, kind of stumbled
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after 10 years in the bike business, and going back to school, they ate my MBA, stumbled
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into the mortgage business about 16 years ago or so, and just loved the business from
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the get-go really, really fell in love with it, and started really as a producer, but
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I built a team early on.
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Everyone made fun of me.
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I was part-time as a loan officer while I was getting my MBA at night, and I had a part-time
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assistant.
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Everyone else in the office who had been doing it for a long time, I thought it was crazy
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that I had someone to help me do things, but at that time, you know, we still had to
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highlight 10 or 3s and mail them to people to sign, and had someone to run my database.
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I just thought that wasn't the most efficient use of my time, and really over the next 15
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years, really built a team, spent some time along the way, you know, in a net branch
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that I owned with a business partner, spent some time along the way, building an Arizona
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mark, almost 104 branches, doing the recruiting there, and really always kept focus on my team
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and growing my team as well, and all the way exited, taking 10 or 3s last year to focus
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on coaching.
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My team still last year finished up the year at about 550 units, about $115 million,
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and so...
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Wow.
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So, just to reiterate, there might be a little bit of an audio challenge, but I've heard
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you say is, you grew the offices out in your market to over 100 offices?
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That would have been awesome.
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We grew from four employees in one office to almost 100 employees in four offices.
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Okay.
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Got 100 employees for office.
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Sorry, my bad.
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But I did hear that the units last year you said was, how much again?
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For just my team last year, the units were $551, about $115 million.
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Wow.
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Wow.
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So, how long actively originating for you?
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15 years, the origination seat.
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Wow.
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That's amazing.
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So, I know now you've transitioned over to be an executive coach for building champions,
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is that right?
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Correct.
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And I can relate to that too, but I want for other listeners, you know, what was the
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motivation or the desire behind that?
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That's a great question.
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And, you know, one of the things I was fortunate enough early on was to fall into coaching.
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And I say, fall in, because I didn't really know what I was getting into, but I hired
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building champions as a coach, really when I was in the business for less than two years.
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And coach Bill Hart was my coach for the first four years.
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And then I was able to join a group, a smaller group, at that time I was a little over two
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dozen now.
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It's about 40 people in a group that they have called Masters Coach, which comes together
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once a quarter for a couple days and really a high level group of folks.
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And I really just helped me grow first and foremost in business at the time.
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That was why I joined it.
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That was really my focus.
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But what I realized as I was going through it, as I became a better human being right there,
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their focus on business and life really was a game changer for me and just relationships
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at home with my wife and kids as well as outside of there.
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And so as I was kind of growing as an originator and working on what my vision was, I always
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knew someday I would be a coach.
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And then at one point put, why wait on my life plan and just decided to jump in and start
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coaching earlier.
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And luckily for me, I've got a great business partner and my wife who runs the team now
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so that I could step out and follow my passion and help other people grow.
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That's awesome.
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That's awesome.
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And I can definitely relate to that too as well with the coaching thing.
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I think it's inherent in the DNA.
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Actually, a lot of us in this business in an interesting way.
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So Kudos to you for continuing to follow the passion and you're obviously very connected
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into the day-to-day activities of a loan officer on a regular basis.
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So it's interesting how you came back, I've known of you for some time, being part of
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the mortgage cost system and all that stuff and seeing some of the recordings you've done
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in the past.
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But then you came on in a big way.
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All of a sudden one day, Todd shows up with this thing called, Win the Day by Noon.
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And I'm like, what the heck is that, man?
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I love the title.
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So I watch the videos and all that stuff and I order it and I dig in and I finally understand
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this.
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And I love what you've done here is because you've taken what, and you know this from
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coaching, I know this and everybody listening probably understands this at some level that
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the, like what you say in your webpage, which we're going to put all the links in the
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show now, it's but it's winbynoon.com.
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But you've got a quote from Jim Rohn on there, which is either you run the day or the
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day runs you.
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And you talk about in the first couple of pages of your winbynoon manual, which we'll
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unpack here in a second, but I want you to talk about your realization.
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Tell me about that realization, was it like an epiphany and aha moment?
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Was it just after seven years of like, my gosh, there's got to be a better way where
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you realized like, you know, your biggest success was going to come from you controlling
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your day.
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So can you share with us a little bit about how you reach that point?
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Yeah, you know, I've always been sort of a productivity nerd and I've always known that,
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you know, if I was an intentional about what I was going to do, that it would be, you
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know, kind of a train wreck from there.
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I'm super easily distracted.
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You know, I think like most other people, you know, I was, I want to be a people pleaser.
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I wanted to help my business partners.
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I wanted to help my clients and I always wanted to be available.
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And what I realized was that that oftentimes led to frustration.
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I would get to the end of the day.
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And I just really hadn't accomplished my most important task for the day.
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I might have said, oh, awesome.
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I got to call these 12 people or I have to do these updates or, you know, do some outbound
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prospecting for new realtor partners or whatever it was.
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And I was just so often that I didn't quite get there.
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And after I got out of that, you know, spent five years focusing on growing branches.
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And you know, my team was still around and I was still involved day to day in that.
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But, but I had stepped out of the full time of a regenerator chair.
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I was doing a little bit of both.
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And so when I got back into a regeneration when that company got sold, I really made this
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committed focus that if I was going to do it, it was going to be done differently.
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And so I ultimately learned to say no, which is really hard for me.
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I learned to set boundaries for what my day was going to look like.
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And inadvertently I set up my calendar where nobody could schedule anything for me before
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1130.
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And so I did that so that I could actually make sure that I could every day get the on
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time done that needs to do working on my business.
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I could get the proactive lead calls done that I needed to do that I needed to do for my
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business.
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And then whatever those other calls that I was going to do each day, whether it was,
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you know, update calls to my pipeline of loans that were closing, whether it was an update
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calls to my pipeline of pre-approved borrowers or my real tours.
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And then really just book any my week with proactive planning on Mondays for what I had going
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on for the week ahead, just to make sure I call it from the weekend.
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And then the same thing on Friday, right?
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Review bards, right?
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What did I do well this week?
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What didn't I do well?
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Are there holes that I had?
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Who else do I need to make sure that I connect with?
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And ultimately, I didn't realize I sort of had created this new philosophy until I started
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coaching.
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Because I had one my day by noon every day, by being intentional, by setting boundaries,
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by saying no.
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And just saying, I'm going to be really pig headed.
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I'm going to make sure I get this stuff done before I move on to something else.
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I really was able to do my business in the morning every morning.
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And then I also realized that I was supporting these big real estate teams.
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And I had other friends in the business who were also just, they were doing their work
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in the mornings.
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And those folks really all had a better business practice.
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They had a more relaxing business.
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They weren't all stressed out running around frantic and lo and behold, coin did as win
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by noon and created the planner.
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And here we are today.
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That's awesome.
13:43
Thank you.
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So tell us why win the day by noon.
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What does that mean?
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Why is that important?
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I think it's such a great question.
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And maybe those of you listening can relate.
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I always woke up with the right intentions.
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I've wanted to accomplish everything I planned to accomplish that day.
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But what I found was that so many times I got so busy in my inbox, so busy reacting to
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phone calls and the text messages as I was talking about before, that if I didn't finish
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what I started in the morning, even though I said, oh, yeah, I'm going to get back to
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that at two or at four or whatever time it was, it was just really rare that I actually
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got back and accomplished that.
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And so as I was talking to clients who are asking me about my quote unquote success, if
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you want to call it that, I was realizing that they're all having those same challenges.
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And another one wake up and say, oh, I'm not going to accomplish what I want to accomplish
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today.
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So I'm going to say, I've got great intentions, I'm going to crush it.
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And then they get distracted, they get interrupted, they get phone calls and texts and mainly
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sucked into email.
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I mean, they just don't get it done.
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And so when I look back and I realized, you know what, I had my calendar blocked to
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1130.
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I couldn't do anything else until I did those things.
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That was my commitment.
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And I was super focused on it, you know, I realized I won by noon.
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And so I do have other people who tell me that they're successful at, you know, working
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in the afternoon and getting everything done.
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But that's a few and far between.
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And so I think you just have to look at yourself and say, hey, is this a philosophy that
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I can, I can try and my will and adopt it.
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And I'm telling you that's working for people.
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So I would give it a shot.
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Is that help?
15:07
Yeah, it does.
15:08
And so let me hit you with a question that I'm sure you hear in coaching and so do I, because
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I present this concept of time blocking.
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And as you know, people have various associations to those two words time blocking.
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And here's what I often hear in coaching calls, right?
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Yeah, but I got a realtor call or I got to take this loan app.
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Or whatever, fill in the blank.
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I hear excuses as to why time blocking doesn't work for me.
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I can't not be available.
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You hear that?
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What do you say?
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You know, I say, I totally get it, right?
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I've been there and I felt that way before.
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So I do understand that, right?
15:40
I mean, there is this whole ideal that people want us to be available 24 or seven.
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And my question always is, is, is what happens if I'm, if I'm not, right?
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What I found was when I went to 45 and went to an hour and then I went to this whole thing
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where I blocked my home morning.
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And you know, there was no emergencies, right?
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There really weren't.
15:58
What I found was if there truly was an emergency, if there was a loan with a problem or an
16:02
appraisal issue or whatever that was, somehow get a hold of a team member or my processor.
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And so, I mean, I don't even know if I can't think of an example of that, but I'm sure
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that there were.
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And you know, let's just say it was, you know, a couple times a, you know, I just didn't
16:13
have that discipline not to answer it.
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I picked it up and they were just checking in with me on something unimportant.
16:19
Or the, if I was a client who was calling me similar thing, right?
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They were just checking in with me on something that was unimportant.
16:25
And if you're doing update calls every week and you've told your, your clients and your
16:29
partners want to expect those calls, then yeah, they still may check in every once in
16:33
a while, but they're typically going to be patient and wait until then.
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If they know that you are disciplined and blocking your time, they're going to be okay,
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leaving you a voicemail because they know that you're going to call them right back.
16:43
Yeah.
16:44
So it sounds like what you're saying then for people to make this transition is, you've
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got to set up the systems and communicate properly to let people know you're trying to,
16:53
you're making this transition to more of a time blocked calendar.
16:56
I don't know that you need to, right?
16:58
There's going to be some critical people you need to say this to, right?
17:00
I had to tell my wife, probably, probably a good idea because they wanted to talk to me
17:05
in the mornings.
17:06
I had to tell my team members, right?
17:08
This is what I'm doing.
17:10
And I had to tell them why.
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If you don't tell people why you're doing it to improve your execution, to improve your
17:15
business for not just you, for all of them, then they may question it, right?
17:18
You've got to empower those people around you.
17:20
So when I've talked to people about this, like in the case of, you know, people having
17:24
expected a 15 minute return call because that's what you've historically done in the past.
17:29
Do you advise, though, that people leave, you know, an intelligent voicemail recording,
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you know, that simply says, you know, hi, this is Todd with ABC Mortgage.
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And currently I'm, you know, in, you know, block time focused whatever you call it, right?
17:43
Anything with clients, et cetera, et cetera, I'll return calls between X and Y.
17:46
I mean, does it make sense to kind of leave, or if you need a meeting assistant about
17:49
a loan and profile contact, Jenny, my, you know what I'm saying, is that, is that a smart
17:53
strategy?
17:54
Yeah, sure.
17:55
Why not?
17:56
Right?
17:57
I mean, it's a good baby step.
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I did that for a while where I would record a voicemail every day, telling people what
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my schedule was, but, you know, that was a lot of time.
18:02
And I'm all about sitting time.
18:04
And so if you listen to my voicemail during that time, it just said you reach Todd, you
18:07
know, right?
18:08
You know, and again, it had that same thing.
18:09
If you need someone to meet the it to call, or I also forwarded my phone often times
18:13
to an assistant so that they could answer, you know, answer those calls.
18:17
I actually set up systems where my main phone number that you called it wasn't my cell
18:23
phone.
18:24
So, you know, again, that's probably a subject for a whole other call, but, but I didn't
18:26
give clients my cell phone number.
18:27
And so although there was times of the day where my phone forwarded, I mean, I set up,
18:32
I set up systems to protect me from myself to make sure that I executed.
18:36
But you know, I think that's a great opportunity if you've got someone that you can forward
18:40
calls to why not then leave that on your voicemail that they can do it.
18:43
If you're super brave and you're not worried about who's calling you, you can forward all
18:46
your calls or do what I did and you can set up a system where you've got a different
18:49
phone number than then you can actually not always be 24 seven because people don't
18:53
actually all have your cell phone.
18:55
That is a shocking suggestion for many listening.
18:58
I am imagining because I've heard it said before for me, those are the, well, if I'm not
19:02
available, they're going to go somewhere else.
19:04
And that's always a possibility, right?
19:05
I mean, if there's somebody, but, you know, who does business like that is always my
19:09
question, right?
19:10
I mean, I think that that is, you know, that's the risk is that someone is doing business
19:14
that way where it's that hot of a call.
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What I tended to find was when I was working with agents and sometimes it was newer agents
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and sometimes it was experienced agents who were like, I need you to talk to this person
19:24
right now.
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And then I would drop what I was doing.
19:27
I would call that person and they'd be like, oh, yeah, I was telling them that I've
19:30
got some credit challenges.
19:31
I'm thinking, all right, well, what's the urgency around that?
19:33
Right?
19:34
I love helping people with credit challenges, but I could have actually called them tomorrow
19:38
and I could have gotten their information or probably had a team member call and do
19:42
that and then set up a credit planner, but it was really rare that it was truly urgent.
19:47
Again, you just have to look at your business and, you know, maybe again, you need to set
19:50
up systems around that.
19:51
And then I would say, does it have to be you?
19:53
Could you, you know, have a team member do that?
19:55
But, you know, ultimately, what we think and what reality aren't always connected.
20:00
Yeah.
20:01
Yeah.
20:02
Absolutely.
20:03
Yeah.
20:04
It's usually in the person's head.
20:05
Having a conversation with somebody that says, let's just say this is their core 5 or 10
20:09
agents and says, you know, hey, I'm going to be moving to this kind of a plan for my business
20:13
blocking time.
20:14
I know it's important to you as well, Mr. and Mrs. Agent, you know, but here's my commitment
20:18
to you.
20:19
So if you get my voicemail, right, et cetera, I think in some cases, that makes sense
20:22
to let those kind of, right, really close partners know.
20:26
But that's a good answer.
20:27
All right.
20:28
So let's, let's, let's talk about this.
20:29
Let's transition into when the day by noon, this, this wonderfully beautiful planner that
20:33
I've got here in my, in my hands.
20:36
And I like the way how you've sketched out some, some examples of what a good day time
20:41
block looks like.
20:42
And of course, everybody's going to have their own version of this and you make a critical
20:46
point of winning the day by noon, which is getting all those, like Brian Tracy used to
20:50
say, right?
20:51
Eat that frog first.
20:52
Absolutely.
20:53
Yeah.
20:54
Getting all that critical stuff like I love here, you have a morning routine, right?
20:56
What is your morning ritual?
20:57
Is it exercise, meditation, you know, whatever it is?
21:00
Have that as a way to set the stage for your success.
21:03
And then you have these activities blocked out in here, like first thing in the morning,
21:06
clear email and voicemail, 8 a.m., 9 a.m., lead and app follow up, et cetera, et cetera.
21:12
And you've got all of these like themed blocks throughout the week.
21:15
So let's say I've come to you for a consultation and I need help time blocking.
21:22
How would you start with me?
21:23
You know, if you were one of those people who has no routine and you're just kind of winging
21:27
it every day, then I would say, try this, right, give it a shot.
21:31
You can't just try it for a day and go, oh, that was really dumb.
21:34
I mean, this Todd guy's crazy.
21:35
No one can do this because it's not true.
21:38
I've got super successful friends and clients who have been, who have been doing this.
21:42
And don't make sense to you.
21:43
That's okay.
21:44
But try him first and then you can always move the blocks around, right?
21:48
It's kind of like Legos, right?
21:49
You can put a red one on top of a white one and a blue one over here and then maybe,
21:52
you know, you just switch yours around different than mine.
21:54
Yeah.
21:55
And I like how you have in the afternoon, like from 130 on, there's a block from like
21:59
130 to 230 that says, react.
22:02
And that that would be the time to react to those, you know, calm fires or whatever, at
22:07
various degrees or issues that are important, but not urgent because too often people are
22:12
reacting in the moment when they don't need to.
22:15
And that's why we lose productivity, right?
22:18
You're absolutely correct.
22:19
And that's really is what our business is.
22:21
We're reacting to our partners and to our clients, you know, day in and doubt.
22:26
And what I found was is that if you schedule your time to do that and reacting also was
22:31
proactive meetings with clients, right?
22:33
And so, you know, getting for me, client would say, awesome, I want to come in and do a consultation.
22:37
I'd say great.
22:38
And then they would, you know, say, hey, we do that 10 o'clock on Thursday.
22:41
And I would just say, you know what?
22:42
I've already got a commitment then.
22:43
I didn't have to tell him the commitment was to me in my time block.
22:46
I just said, I have a commitment.
22:47
Awesome.
22:48
Hey, would want to clock work.
22:49
And, you know, 99 times out of 100, they said, yes.
22:51
And, you know, I always say that there's going to be exceptions you have to make.
22:55
But I'll just tell you for me, they were very few and far between especially because I had
22:59
half a dozen people who could schedule for me and they had to ask my permission to make
23:02
an exception.
23:03
But, you know, if it was a big business development opportunity and they only could meet me
23:06
before noon and we'd already thrown a couple of other options at them, absolutely.
23:09
We did that, right?
23:10
If it was a big client or an important client and they could only meet in the mornings,
23:14
you know, absolutely make an exception for that.
23:15
There was one day a week where I went to a remax office meet or one day a month where
23:18
I went to remax office meeting the first Tuesday of every month.
23:20
And ironically, that was the day that I typically failed to get all my update calls done.
23:24
I typically failed to do everything else I was supposed to do that day.
23:27
And so, it was a perfect lesson for me, but it was a commitment I made and I wanted
23:31
to keep that commitment.
23:32
But once I gave that to someone else on the team and they had to show up there instead,
23:35
then all of a sudden I was winning that Tuesday as well.
23:38
Yeah.
23:39
That's so funny.
23:40
I had that experience this week with somebody who's got, you know, a call scheduled
23:43
to me with me.
23:44
It probably happened more than once, but, you know, or I get the email, it's like, hey,
23:46
a client called and asked and said, you know, can they meet today at three?
23:50
And that's the only time they can meet.
23:52
I'm like, are you sure it's the only time?
23:55
Again, they could be really busy.
23:56
And so I always try to give people the benefit of the doubt, but in the end,
23:59
I, you know, I often found that if I reproposed a different time, they would say, oh, yeah,
24:03
that works.
24:04
Well, you know what I'm getting?
24:05
And most people just folded like, oh, my God, a client wants to be with, yes, yes.
24:08
When were?
24:09
Exactly.
24:10
And then they put off something that could be even more important, right?
24:12
I mean, you know, going to their kids, you know, school, software game or something like that.
24:15
And so I just think you have to set those, you know, set those boundaries.
24:18
It was really interesting.
24:18
I was, I connected with a client, or I'm going to say a client, she's just a, a win by
24:23
noon, a subscriber, let's just call her that.
24:25
And I connected with her because I'd gotten a large number of real estate agent orders
24:29
for the loan officer edition of win by noon last quarter.
24:32
It was before the new real estate agent edition that just came out without.
24:36
And I just had called her to find out to think her because I called a couple of
24:39
realtors and say, how'd you find me?
24:40
And they'd met her at a conference and they thought it was really cool.
24:42
And she had said how originally she thought she might be able to double her business this
24:46
next year, but now she thinks she'll be able to triple her business because of win by
24:49
noon. And so I called her for feedback.
24:51
And, you know, she said, I win my day by two.
24:54
I'm like, all right, well, that's not quite as catchy as win by noon.
24:56
But I love the fact that she's doing it.
24:58
She's been in the business for 25 years.
24:59
And she said for the first time, not every day, but for the first time now most days,
25:04
she's getting done by two.
25:05
And then she says she really doesn't know what to do at the end of after two.
25:08
She could actually go home.
25:09
She says at two o'clock because she's finally getting everything done.
25:12
And so, you know, I love the success stories.
25:15
I love that someone who's been in the business for 25 years, right?
25:17
Longer than I was in the mortgage business and is willing to implement the changes to
25:21
try something different to improve their life and improve their business.
25:25
And that's a good transition.
25:26
So what do you hope to accomplish then with each of these different additions?
25:29
You've got a loan officer addition and a real estate addition and tackle whatever one
25:33
you want first.
25:34
Well, you know, I just want to help people reach their potential, right?
25:36
Whatever that potential is, if someone says, hey, I want to be, you know, a $10 million
25:40
real estate producer or I want to be a $30 million loan officer or $100 million
25:44
producer as a loan officer, whatever that potential is, you're trying to reach.
25:46
Let's, let's try to help you get there.
25:49
The fun thing about it was, and I probably shouldn't have mentioned it before, but it would
25:51
have been a shameless plug is part of the ways you get your best real estate partners
25:54
to buy into the fact that you're blocking your time before noon is to share the real
25:58
estate addition with them and get them, you know, on board with that as well.
26:02
Because, again, it was just an observation I had with, you know, two big, huge teams.
26:06
One of them did almost 900 transactions, you know, a couple of years back.
26:10
And their whole team proactively lead generates every day, nine to noon period.
26:14
If you're on the team, they're in far west part of Phoenix.
26:16
If you're on their team, you're going to drive.
26:18
You live in some hour.
26:19
You have to be there, button to seat proactively prospecting, you know, for that time frame.
26:23
And so, you know, my goal is the same with both of them.
26:26
Ironically, once I created the loan officer addition, because I was a loan officer,
26:29
and I gave it to friends.
26:30
I called it the rough draft.
26:31
The first, first person I talked to, when's the real estate addition coming out?
26:33
It was on my roadmap.
26:34
And so we kind of accelerated that and had some great real tours who were kind
26:39
of enough to test it out and give feedback.
26:42
But, you know, ultimately, I think it's a great tool for you as a loan officer
26:45
to introduce to your real estate agents to help them grow their business.
26:49
And, you know, really, in the end, again, I don't know that everyone's going to adopt it 100%
26:53
the way that we created it.
26:55
But if everyone can tell me that they just did a little better each day because of it,
26:58
then I think it's a big winner for all of us.
26:59
Okay, cool.
27:00
So I really see a lot of opportunity for loan officers to, if you know anything about me,
27:05
I'm a big believer in teaching classes.
27:07
It's a, you know, leverage activity and adding value to agents.
27:10
So I see this is a great platform for number one, L.O.'s, right?
27:13
Apply it yourself, right?
27:14
Get familiar with it, the content.
27:16
And then start to offer this as a class, you know, for agents.
27:20
Do you see that as a viable road?
27:22
Oh, 100%.
27:23
I mean, I think you're right.
27:24
You have to adopt the philosophy yourself.
27:26
You can't teach something that you're not embracing.
27:28
So, you know, first off, figure out what version of WinBinune, you know, you can adopt
27:33
and really hit it out of the park with.
27:35
And then absolutely, I think it's a great opportunity again, the loan officer Mary
27:39
I mentioned before.
27:41
The next time I got a huge group of real tours who ordered it, she runs a mastermind
27:45
and they all bought the loan officer planner and they were all working off of that last
27:49
quarter.
27:50
Now they've all got the real estate agent planner for Q4 and she leads a mastermind with
27:54
them and they actually all talk through WinBinune together.
27:58
We've got a PowerPoint that's available.
28:00
So any loan officer who wants to teach it to real tours, I'm happy to share that with
28:04
you.
28:05
We're doing webinars all the time.
28:07
So if you ever want to jump on one, we do one that's best practices for real estate agents.
28:11
So you can get on there, watch, learn it alongside of real estate agents who are learning
28:15
it from me.
28:16
That's the same PowerPoint that I'll share with you so that you can teach it to them
28:20
and be the expert yourself.
28:21
But obviously, if you jump on that webinar, then you can certainly learn how I'm approaching
28:25
it with them.
28:26
And then you can swipe and adapt, right?
28:28
There's nothing that can't be changed in there to adapt to how you believe in what
28:32
your philosophies are.
28:33
You say that loan officer has a mastermind with the real estate agents.
28:36
What form is that?
28:37
Is that in person?
28:38
It's an in-person mastermind that she's doing and I haven't got another details on yet.
28:43
She now are going to be connecting in the next 10 days or so and I'm definitely going
28:48
to dig in and get more information because I think it'll probably a model that'll work.
28:52
But I do have other loan officers who've purchased them.
28:55
We created just for that reason a multipack so that people could buy them in bigger groups
29:00
and I've got people teaching them in real estate offices.
29:02
I've been requested to teach it in real estate offices to teams and really just try to figure
29:07
out what's best to engage and I think a lot of people just do it one-on-one, just sit
29:10
down with their buddy who's a realtor and teach him or her how to use this to hopefully
29:16
improve their business because if you can help the realtor improve their business, loan
29:20
behold, if you're their trusted partner, then guess who's business also just approved.
29:23
Yeah.
29:24
And so do you find that most agents are weak in this area of time blocking as well?
29:27
Well, absolutely.
29:28
I think that they're oftentimes equally or worse off in this area than we are as loan
29:33
officers primarily because we still get the benefit of the doubt from clients that we
29:38
work Monday through Friday.
29:39
Not all clients think that you certainly have clients who call you at odd times but they
29:42
kind of still view quote-unquote bankers hours where realtor's unfortunately, I mean they're
29:46
clients think that they're available 24-7 and so I think for them it's even a bigger
29:49
challenge, you know, a bigger struggle but they need to do the same things that we need
29:52
to, they need to be connecting with their database, they need to be connecting with their
29:55
leads, they need to be connecting with their clients and so these are all the same activities
29:59
that need to be tracked and so we went through and really talked to the brightest minds
30:04
in the real estate industry and saw what they were all tracking and came up with the changes
30:08
to the original wind binding for loan officers to create sort of a custom version for real
30:13
estate agents that track the most important things in their business.
30:16
Very cool, very cool.
30:17
Well, I know I asked you this question, I think when you and I talked before and of course
30:21
on this podcast I interview a lot of top producers including people like you and one of the things
30:26
I find consistently is that anybody who's a quote-high achiever but also who's balanced
30:32
right and where their business doesn't own them and they're not completely reactive and
30:36
super frazzled and stressed every day, the thing that I find that's consistent through
30:40
those people that right meet that criteria is the ability to control their day and control
30:46
their calendar and really manage their activities versus the other way around.
30:51
And I don't know why it's such a struggle to have people get on that bandwagon, maybe
30:55
you can shut a little insight on that in the last couple of minutes we have.
30:57
Yeah, I still think it just comes where what's hard is, right?
31:00
We're all people pleasers for the most part and we all want to be there and be available
31:05
and help people and so I love that about all of us, right?
31:08
I mean, I think that is a general industry.
31:10
We are people who are here to help and so that's great news for the people that we serve
31:16
but if we can't be okay with, it's not always, sometimes it has to be a no, never,
31:21
but you know, if we're okay with saying, no, not at this exact minute,
31:25
but I can do it in an hour or no, not right now, but I can do it later today.
31:29
If you can get comfortable with that, then I think you can, you can progress.
31:33
But I think that for me at least was the biggest challenge and for a lot of people
31:36
that I talked to is they just really want to be there and make people happy and,
31:39
and I think you still can.
31:40
I mean, no one's going to be angry.
31:43
If you say, gosh, you know what?
31:44
I can't wait to help you where they get, goes to voicemail and then,
31:48
but you follow back up and you're there to help them and you serve them at that time.
31:51
I just think it's that whole idea of, you know, does it really need to be now?
31:56
And how can you script it better so that you can say, gosh, I'm really sorry.
31:59
Jeff, I was busy earlier, but I'm so happy to talk to you now.
32:02
You know, what can I help you with?
32:03
Right?
32:04
They're probably going to be happy.
32:05
They're not going to be angry.
32:05
I just define that that was the case.
32:07
Yeah, no, definitely.
32:09
Okay, cool.
32:09
So let's do this.
32:10
Let's spend the last couple of minutes for those listening that want to learn more about
32:13
what is this wind by noon planner?
32:15
If you could just, you know, walk us through, how is it intended to be used?
32:19
Of course, I love talking about that.
32:20
You know, it's a quarterly planner, right?
32:21
So quarter four, right?
32:22
We're recording this as we're heading, wrapping up Q3 of 2017.
32:26
So Q4 just came out.
32:28
So every quarter it comes out.
32:29
Most of the people who've purchased it are using it.
32:32
They're bought an annual subscription.
32:33
So they just automatically come out every, every quarter.
32:36
It's just really designed where you're just being intentional about what your activities.
32:39
You're going to do to be successful as a loan officer.
32:41
And so you're just going to set your intentions.
32:43
It's got a quarter ahead planner.
32:44
It's got a week ahead planner.
32:46
So you start macro with kind of the big picture for the quarter.
32:48
Then you really look at it this week, right?
32:50
What are my important time blocks?
32:51
You know, what is it that I'm going to do this week?
32:53
You know, how many people do I want to reach out to you?
32:55
How many people do I want to meet with this week?
32:57
You know, how many leads do I do I intend to get?
32:59
Do I want to get?
33:00
Do I need to get because ultimately what happens is as you start tracking.
33:04
So you're in a basic goal and there's got a page for each day.
33:06
If you can kind of imagine it's got your calendar for the day.
33:09
And there it's got my top three activities.
33:11
It's got what I'm grateful for.
33:12
Then really just start to track the activities that a loan officer does.
33:14
Who am I calling?
33:15
Who am I talking to?
33:16
Who am I meeting with?
33:17
And then you're also tracking the results, right?
33:18
How many leads did I get?
33:19
How many applications did I get?
33:21
How many of those applications turned into pre-qualified buyers?
33:23
And then ultimately, right?
33:24
Where the money comes in?
33:25
How many people did I close?
33:27
And so really start tracking that ultimately.
33:29
So that over time, you can start determining what your conversion rates are.
33:33
And learning from your successes and from your failures, right?
33:36
It has a weekly review in there where you can kind of look at those,
33:38
those things.
33:39
But again, what I find is that if you actually know what your numbers are,
33:42
which is really critical regardless of the business that you're in,
33:45
is know your numbers because in the end,
33:47
if you know exactly what activities I need to do today,
33:49
how many calls do I have to make in order to hit my closing goal at the end of the year?
33:53
That would be great, right?
33:54
There's nothing wrong with that.
33:54
So members of my team who've been doing this for the last few years,
33:57
they know exactly how many dials they need to make in order to get the number
34:00
of applications that they need in order to get the number of closings they want.
34:03
So at the end of the year, they can hit their goals.
34:06
So really create a planter that will help track that.
34:09
Also, some personal stuff that we talked about, things like sleep in on time
34:13
and annual mortgage reviews, things that I think are also extremely important, right?
34:17
Your morning routine, how did I do?
34:18
And so I kind of pulled in some stuff that was not necessarily mortgage-related,
34:23
but life-related that people gave me insight that they would really like to have in the planter.
34:26
And then, you know, kind of the last thing I would throw out there,
34:28
some people would go, I don't want to keep my calendar in there.
34:30
Well, you know, I keep my calendar and I'll look to,
34:33
I live off of my calendar outlook,
34:34
but I also actually put it in here so I have a visual of it.
34:36
And again, that's probably one of the areas where someone says,
34:38
well, I just only live on my outlook.
34:40
Calder great.
34:40
And you can leave that part blank in your book, use it for notes.
34:43
But ultimately, what I find is, is that when people have embraced the philosophy,
34:47
start tracking it in here, it's really weird how many people are like,
34:49
gosh, I never thought I'd go back to paper.
34:51
Eventually, we will have vision as well.
34:53
But, you know, the paper piece has kind of, you know, been kind of fun.
34:56
And so, you know, at the end of the quarter, as people wrap up to it,
35:00
they'll look at back at their quarter,
35:01
they'll see where they need improvement, where they want,
35:04
they'll look at what those total numbers of their business were,
35:06
what their conversion rates were.
35:08
And ultimately, in the end, as we get this online community built,
35:10
we'll be able to compare, if you're a loan officer who works only with real tourism,
35:13
we'll have a community of people see how those conversion rates look,
35:16
because that's oftentimes a question I get, what's a good conversion rate?
35:19
Well, it kind of depends on your business.
35:20
Do you work with builders, do you work in a real estate office?
35:22
Do you work with online leads?
35:23
I mean, those would be all different buckets.
35:25
And we're going to kind of create this way for people to track it across the country.
35:30
That'd be kind of fun as well as that gets up probably around the first of the year.
35:34
Hopefully, that's a good summary of what it does.
35:37
You've got a copy of it.
35:38
I mean, what have you seen it do?
35:39
Well, I mean, I'm just glancing at a page right here,
35:42
and I'd love the fact that it's really all encompassing.
35:45
So first of all, I'm a big believer in time blocking and blocking those priority activities.
35:49
And so you definitely provide a structure for doing that as we had talked about earlier.
35:54
But then as you get into taking a look at your day,
35:58
I like the fact that you've got kind of a summary of the day at a glance, right?
36:02
You've got your time block on the left hand column with your high priority activities by noon.
36:06
And then you have a nice divider where noon is, right?
36:08
That's wind by noon, make that clear.
36:10
And you could even be having a lunch there because I say,
36:12
hey, we got a lunch schedule with someone, so, right?
36:14
But what I like too is that it allows you to, at a snapshot,
36:18
map out your day, like, for instance, on the tops is today's top three.
36:21
Meet with brandy, right?
36:22
Meet with someone, so I'm grateful for filling the blanks.
36:26
So not only are you planning the productive activities of your day,
36:30
like you've got an activity tracker.
36:31
How many partner calls did you make?
36:33
Okay, X marks the spot, right?
36:34
X, X, X, X.
36:36
How many lead client calls?
36:37
How many quality conversations with a space for their names?
36:39
Who are they?
36:41
Live meeting spaces here on the page.
36:43
Today's leads with a name and email referred by and phone number.
36:47
And then down the bottom of the page, right, is my daily activity goals.
36:50
How many partner calls do I have as a goal today?
36:52
How many lead client calls, quality conversations, et cetera, live meetings?
36:57
Summary of my daily result totals.
36:59
And then by the, I get to the end of the day, this is what's cool.
37:01
I get to my wins, right?
37:03
Did I win on my morning routine?
37:04
Yeah, check out the box.
37:05
Did I exercise?
37:06
Yeah.
37:07
Was I on time?
37:08
Today was I proactive circle?
37:10
Was I proactive or reactive, right, et cetera?
37:12
And then what are the highs of my day?
37:14
And it's like a complete, on one single page, right?
37:18
Day in the life of somebody who's not perfect, but making progress, right?
37:22
No, I love that.
37:23
I mean, that's, that's what it is, right?
37:24
How can I do better today than it yesterday?
37:26
Yeah, and I love it.
37:28
And I think the written thing does have some advantages.
37:30
You know, I'm sure you've heard that whole thing psychologically, right about the,
37:33
the retention and impact of something right to get down versus looking at a piece of software.
37:39
But of course, the software is portable.
37:40
And so that's an advantage there as well.
37:42
Totally agree.
37:42
And you know, it's been interesting too, because, you know, I often find now that people are going back
37:46
and they're, you know, they're able to look at their accomplishments, see who they met with.
37:49
And, you know, really look and say, you know what, it wasn't a perfect week,
37:52
but it was a pretty darn good week.
37:54
I really did accomplish a lot.
37:55
And, you know, we, we got great feedback on the, on the first edition of this last quarter.
38:01
And so the, the new edition that just came out adds in a, to do, to call task list.
38:06
And then a full page of notes for every day.
38:08
And that was the only other thing where people like, I can't write small enough to fit it all in here.
38:11
And so, so that was, that was great.
38:14
And you were listening to gay feedback, really, really appreciate that.
38:17
And ultimately, you know, it's just a, just a different approach, right?
38:21
What's, you know, what you're doing isn't working well.
38:23
Why not try something new?
38:24
Yeah, speaking of trying something new, before we wrap up, I know you are active involved
38:29
with our mutual friend, Mr. Dave Savage, and insane productivity, right?
38:34
So tell people a little bit about that for those you want to have them check you out there as well.
38:38
Yeah, I love that.
38:39
Thanks, thanks for talking about it.
38:40
It's just a work group of people who are trying to become more productive around business.
38:44
Got a couple of what we call mentors, other people who've been through insane productivity,
38:47
who happened to also be great mortgage originators, leading great teams.
38:51
And then we have special guests on there, but really it is a true mastermind.
38:54
So, you know, today was a perfect example where, you know, we did a recap
38:57
over the last couple of weeks calls, because we had had pretty some superstar guests
39:00
on there talking on specific topics.
39:03
And then we just opened it up to Q&A and had, you know, have people jump in and join us.
39:06
And so if you're thinking about, you know, listening to all this and saying,
39:10
it sounds overwhelming, you know, what's a good baby step to take,
39:13
then maybe jumping in on that, on that webinar would be a good way to learn.
39:17
And then you can go to Dave's mortgage coach, YouTube channel,
39:20
and you can see some of the past subjects there.
39:24
And he's had a really good job of cataloging those,
39:25
but we would love to have any of your listeners join us there as well.
39:28
Yeah, absolutely.
39:29
So I think that's youtube.com, forward slash mortgage coach,
39:32
or you can just go to YouTube and search mortgage coach and that channel will come up.
39:35
And definitely one of the places I go to very frequently.
39:39
And by the way, you said those insane productivity calls are every Friday, right?
39:43
Every Friday, 9 a.m. Pacific.
39:44
Okay, cool.
39:46
And I noticed you've also gotten started with video lately, huh?
39:48
And so I applaud you for sharing the blooper reel.
39:52
That was awesome.
39:53
I really wanted to know more about peanut, the diaper wearing Chihuahua.
39:58
Yeah, you know, that was awesome.
40:00
And that was for Darren Harvey's daily, Darren.
40:03
Yeah, you won that.
40:04
You know, I did win it.
40:05
Thanks for your vote.
40:06
If you voted for me, I was, you know, Darren's a friend and challenged me to put in a video
40:12
in my marketing guy.
40:14
I didn't intend to put in my bloopers.
40:15
You know, you all want people to think you do a perfect job.
40:17
But nope, there's lots of lots of bloopers.
40:20
In fact, I had to have him cut it down.
40:21
It was so long.
40:22
But yes, I could have a Chihuahua who sadly had to wear diapers.
40:25
That's super embarrassing for him.
40:27
And I called him a her on there, which was even more embarrassing.
40:30
So my daughter totally made fun of me for that too.
40:32
No, just, you know, what I'm applauding here for you is the willingness to break out of your comfort zone.
40:36
And so video, is that something new for you to integrate into your business?
40:39
You know, ironically, when I was a loan officer years and years ago, like early on in video,
40:44
I was an early adopter.
40:45
Coach Bill Hart, who was my coach, really pushed me to do video.
40:48
And I did a video called Two Minutes With Todd.
40:50
And then everyone told me that it would, that people really liked it and watched it
40:53
because it wasn't very good.
40:55
And I was kind of laugh when people said that, but they're like, no, no, it's not that it's not good.
40:58
It's just that it's you and you're wrong.
40:59
If you make a mistake, you don't rewind and record.
41:02
And I didn't have a fancy introduction.
41:04
I didn't have a fancy, you know, end to it.
41:06
And so I just tell people, you know, we all look kind of funny on that, right?
41:09
You know, I realized now I got wrinkles and I realized, you know, one of my eyes opens more than the other one.
41:14
And just thought, you know, it doesn't really matter.
41:15
But what I did find when I went to video was that people who would not read an email,
41:19
I said them would watch it.
41:20
And so I just did a video and I did a recap of it down below.
41:24
And certainly would be something I would encourage someone to look to try.
41:27
If they haven't done it because ultimately what it did was a established trust faster
41:31
with anyone who saw it because they already felt like the new who I was.
41:34
Right. Awesome. Yeah. So, so good.
41:36
Cool. Well, thank you very much for sharing your time.
41:38
And for those listeners, like I said, we're going to put links in the show notes.
41:41
The website is winbynoone.com.
41:45
Any other place you want to give out for them to connect with you?
41:48
I mean, that's probably a great way to do it.
41:49
You know, my emails just taught at winbynoone.com.
41:52
And sadly, since I'm the only person at winbynoone,
41:54
that my marketing guy, if you call the winbynoone phone number,
41:57
even if you push zero, one or two for your extension, they all do ring to me.
42:02
And you may get my voice mail because I am on the phone or I am time blocking
42:06
in the morning. But certainly happy to connect with any of you who think
42:10
that this is an opportunity for you to grow.
42:12
And if you think that this is stupid and just want to challenge me out of it,
42:15
I'd love to hear from you fact just as much if not more.
42:18
But ultimately, I'm here to help people reach their potential.
42:21
So I think that I can do to add value to you.
42:23
Would love to be able to do that. Awesome.
42:24
And of course, I always encourage my listeners to take advantage of the winbynoone.com.
42:28
Take advantage of time blocking. Yes, it's going to be a process.
42:30
It's growing and building a muscle, but it's going to be worth it
42:33
because you're going to get control of your day and get more done
42:35
and ultimately reach your goals.
42:37
So once again, Todd, thanks for being here.
42:39
I appreciate it very much.
42:40
And for you listeners, as always, I appreciate you.
42:43
If you haven't yet subscribed, please do so.
42:45
iTunes, Stitcher, if you like this episode, leave us a comment.
42:49
And we'll look forward to seeing you on the next one.
42:51
Bye for now.
42:52
Thanks for listening to Mortgage Marketing Radio.
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