Latest / Mortgage Marketing Radio / Mastering the Inner Game in Mortgage Sales

Transcript

Mastering the Inner Game in Mortgage Sales · Mortgage Marketing Radio

• 0:00
  Hey, it's Jeff Zimfer. Thanks for tuning into the latest episode of the Mortgage Marketing
• 0:14
  Radio podcast. So thrilled that you are here. Quick reminder, if you want to go deeper,
• 0:20
  if you want to engage further, we do have a private Facebook group,
• 0:23
  just for podcast listeners. And apparently that's you if you're hearing the sound of my voice right
• 0:28
  now. So what you can do is go over to Facebook and search Facebook for Mortgage Marketing
• 0:33
  Radio. It's a private group just for podcast listeners. Pop on in there. Let us know that you like
• 0:39
  to join the group and then what you'd like to get out of being part of the group and what you're
• 0:43
  going to contribute. So we'd love to see it in over there. There's more good stuff that goes down
• 0:49
  in the group on Facebook Mortgage Marketing Radio. Okay, question for you. How often do you find
• 0:55
  yourself struggling with how to connect on a deeper level with your referral partners?
• 1:03
  How about how to have true meaning and connection with your clients and prospects? I mean,
• 1:09
  the connection that goes beyond the transaction because anybody can connect on a transaction.
• 1:15
  And the transaction doesn't really produce a referable experience in my mind. The transaction
• 1:20
  doesn't typically produce loyalty and people advocating on your behalf. What usually produces
• 1:32
  that is some type of a connection beyond just the transaction. And if you want to learn more about
• 1:37
  how to have a deeper connection, if you want to discover what do real estate agents need from you
• 1:42
  right now? What do your clients need from you right now? Stay tuned because my special guest is
• 1:47
  going to unpack that for you. Before we get into today's special guest, of course, I've got another
• 1:53
  win of the week coming to you from our members at my agent classes, the platform where we help you,
• 2:00
  the Mortgage Originator, instead of chasing agents, attracting agents, instead of being seen as
• 2:06
  a solicitor or a vendor, we help you be seen as a partner and appear. We help you build your
• 2:12
  personal brand that creates differentiation, attraction and connection with real estate agents.
• 2:21
  You know, recently in our community of loan officers at my agent classes, I asked,
• 2:26
  what are the top three benefits that our Mortgage Originators have achieved by teaching agent
• 2:31
  classes? And some of the answers came back kind of surprising and interesting to me. Marlene said
• 2:37
  more knowledge for her to help her be better in her business in marketing and growing her own
• 2:42
  business. She keeps meeting new agents and it gives her a reason to call real estate agents. Lisa said
• 2:49
  her personal branding. Travis said deeper relationships, having a captive audience and unique
• 2:57
  marketing that no one else is really doing. I don't know if those kinds of things sound interesting to
• 3:02
  you, but one of the things I asked deeply to go deeper with those people that answered that
• 3:08
  poll question was, what about deals? What about closed loans and fundings? And you know what they
• 3:15
  said? They said it's a byproduct of all those things that we just mentioned. Jason said broad
• 3:20
  in his knowledge base for marketing made him a better presenter, gave him a better understanding
• 3:27
  of his partners struggles and how to help them. And the byproduct of that is when you lead with
• 3:33
  education and value, right, when you are a partner and appear and you create real connection,
• 3:40
  when you facilitate change and help your business partners, referral partners solve problems,
• 3:47
  the benefit of that, the outcome from that is they want to reciprocate and send you business.
• 3:55
  And that happens all the time. As a matter of fact, one of our recent stories I want to share with
• 3:59
  you, Kevin Katie, what's up? Kevin recently taught one of our classes. And at the beginning,
• 4:06
  I love this. Here's Kevin's opener. He had about 20 agents shop for his class. And he opened up
• 4:12
  his meeting by saying, I'm sure you all have existing loan officer partnerships. But if you are not
• 4:19
  getting content, resources and information to help you grow your business and you're just getting
• 4:26
  mortgage rates, then we need to meet and talk further. I am developing partnerships with agents
• 4:33
  that want to be accountable and grow their business. So if that's you, let's meet afterwards.
• 4:40
  And when I checked with Kevin, immediately following the class, he had scheduled three appointments.
• 4:46
  And that's before you even followed up. And that is the name of the game when you're attracting
• 4:51
  versus chasing when you are aligning with other agents who want to operate the same way you do from
• 4:58
  a place of learning accountability, growing their business. So I don't know if any of this sounds
• 5:04
  interesting for you. You've heard our success stories for a number of years now. You can go check
• 5:09
  out more success stories at mortgagemarketing.pro. That's where you can book a call with me. Let's carve
• 5:15
  out 30 minutes. Let's have a conversation and see if we are the right fit for each other. If
• 5:19
  you're looking to grow your agent referrals and engagement without chasing, without co-calling,
• 5:23
  without paying for leads, but actually being seen as a partner up here and attracting business to
• 5:28
  you on demand. Go to mortgagemarketing.pro to check it out. Okay. My special guest for this
• 5:35
  episode is somebody who was a mentor of mine early in my career when I got in the industry in 2003.
• 5:44
  I don't know if you guys remember, but back in the day, there was a magazine called
• 5:47
  Mortgage Originator magazine. And that was a wonderful resource of access to people,
• 5:55
  originators, where we could get a look at what are these people doing that allows them to succeed
• 6:00
  at a high level. So when I first started out as extremely hungry, still am,
• 6:05
  right, and consuming information that's going to help me be better at what it is that I do.
• 6:10
  And this gentleman was one of those folks that really stood out for me.
• 6:13
  And I originally had him on the podcast back was I think episode 82, roughly,
• 6:18
  an hour over 320 in. So it's been a minute. And Tim, Tim Brahim is my special guest. And Tim,
• 6:25
  from 1997 to 2004 was recognized as one of the top 50 producing originators in the United States,
• 6:31
  reaching personal production when he personally closed 676 loans for a total of 236 million
• 6:39
  and loan volume ranking him at that time, the 26th ranked mortgage originator out of 400,
• 6:45
  thousand originators back then we had quite a few more originators. And Tim was in 2004,
• 6:50
  mortgage originator magazine inducted Tim along with only seven other originators into its
• 6:55
  hall of fame for his career achievements. Tim then went on to found or co-found the loan toolbox.
• 7:02
  So if you guys you've been around long enough to remember that with the loan toolbox,
• 7:06
  had over 10,000 mortgage originators as part of its community, where it was the place to go for
• 7:11
  education, coaching and resources to help you be a better mortgage professional. And Tim was
• 7:17
  obviously the co-founder of that. And Tim today continues to serve the industry through his
• 7:22
  coaching platform called performance experts coaching and a new online community of learning
• 7:29
  and education called the loan at less. And of course, Tim also has his own podcast called the 360
• 7:35
  experience, which is amazing conversations with some of the most successful people in our industry
• 7:41
  and others bringing education in the areas of business and personal development. And Tim is just
• 7:46
  one of those amazing people who for me personally every time I talk to you, I become a little bit
• 7:51
  better of a human being, I think. I hope that doesn't sound disingenuous, but it's true.
• 7:59
  And I learned how to become a better communicator and connect at a deeper level. And that's what
• 8:04
  today's conversation with Tim is all about is we're going to unpack what it is that your referral
• 8:08
  partners and your clients need from you right now. Connection is something that I know is challenging
• 8:14
  for some of us in the sales business because we want to get to the transaction, we want to just get
• 8:19
  the deal right, you know, and we're in that kind of like, you know, CrossFit mode. But I would say
• 8:25
  today more than ever is it's about the conversations that have impact that yes, move forward,
• 8:34
  right, the relationship to the end result, which is a transaction, but do that in a way that creates
• 8:39
  real connection and affinity for you. So I think you're going to enjoy this conversation. We link
• 8:43
  up to all Tim's resources in the show notes, his podcast, his coaching, the new loan app,
• 8:48
  less platform, I definitely encourage you to check those out. So without further ado, let's get
• 8:52
  into this week's show. Tim Brahim, welcome back to the show. Hey, thanks for having me, bro. Nice
• 8:59
  to see you. It's been too long. It has been too long. And you know, we kind of live vicariously
• 9:04
  these days on social media, perhaps by watching, you know, observing from from a distance. And
• 9:09
  I've definitely been observing what you've been doing for many years prior to today. And for
• 9:14
  those who don't know, you were one of the early guests on my podcast episode 81 out of 300 plus
• 9:20
  now. So thanks for joining my podcast as a fledgling young podcaster back in the day.
• 9:26
  But for those who may not be familiar with who Tim Brahim is, what do you want to share with the
• 9:30
  listeners? Yeah, goodness. I mean, that's a big question. I'm just, I'm just another guy,
• 9:36
  first of all, I mean, I'm a teacher at heart. That's what I've been doing for my whole life. I mean,
• 9:40
  I was a teacher as an originator, which is I think what made me successful as an originator. I took
• 9:47
  a very consultative sales approach and really pride myself on I think putting the other person first
• 9:55
  and putting my agenda second. And that made me great as an originator. I had four consecutive years
• 10:03
  where, you know, I funded over 500 loans, 676 in 2004, which really dates me. And then I went off
• 10:12
  to do loan toolbox and retired and then came back and I've had a coaching company for 13 years
• 10:19
  called Performance Experts Coaching. And I run a really amazing coaching program called leadership
• 10:25
  360. And I say amazing not because I'm amazing or we're amazing, although I do, I do have a lot of
• 10:33
  pride in what we do and what we've created. But amazing because of the community that we've created
• 10:37
  that I'm blessed to be a part of. I mean, some of the greatest originators at this industry is ever
• 10:40
  known or my friends and clients. And then recently we decided it's time to do loan toolbox again,
• 10:48
  but to do it for this generation and at a much higher level. And we started the loan atlas,
• 10:55
  which has been really wonderful. And it's really fun for me to have a tremendous faculty of
• 11:02
  teachers that are my colleagues that are just wonderful givers. And then I have my own little show
• 11:08
  called the 360 experience. Although, man, I look at 320 episodes and I'm in great admiration of
• 11:14
  you. I'm on episode 49. But I really love doing it. I'm sure you love doing it too. You wouldn't
• 11:20
  be doing it for this long. Exactly. Exactly. It's a labor of love. You know, it's a passion project.
• 11:27
  Yeah. Always has been. All right. Well, thank you for that. We want to make sure we dig deep
• 11:31
  and unpacked Tim's brain and experience and wisdom because you have a lot of it in there.
• 11:36
  And what I wanted to start with is, A, you've been in the industry a long time. Obviously, wildly
• 11:41
  successful. But perhaps more impactful for those listening right now. Is you, of course,
• 11:48
  interact with coach talk with a lot of very successful people in this industry outside of this
• 11:53
  industry as well. But what I wanted to start with is, well, the big goals, if we can synthesize your
• 12:01
  knowledge and wisdom that's circulating up there right from all the conversations you've had
• 12:05
  and begin to carve out a couple of key takeaways perhaps over the last 90 days. And I thought it might
• 12:11
  make sense for us to start with a mindset because there is so much going on, I think,
• 12:16
  currently, both within our industry and outside of our industry, that requires we have to have
• 12:21
  the right headspace first. So yeah, yeah, I'll start there. Yeah. I'm glad you started there.
• 12:28
  I started with one of my favorite topics. So thank you for that. I've been, I've been doing
• 12:32
  a lot of teaching lately in the tactical realm of mortgages, scripting, database management,
• 12:39
  lead flow management, real estate agent relationship cultivation, especially with the NAR ruling.
• 12:45
  We can maybe get into that a little bit and that one part of your question about what I'm
• 12:49
  hearing right now, but my my great passion is the inner game, you know, the inner game being
• 12:56
  you know, the game that takes place between our ears. I mean, that's where the battle is really
• 13:00
  one, especially in tough markets, like the one that we've had for the last couple of years now.
• 13:04
  And the originators that are making sure that they carve out the necessary amount of time to devote
• 13:12
  to the inner landscape or the ones that I think are having the greatest amount of success. And
• 13:18
  what I mean by the inner game, you know, I'll introduce a topic here of the subject matter of
• 13:23
  energy. And I think it's starting to become a little bit more accepted. I was kind of the
• 13:28
  granola California guy, you know, 15 years ago when I was talking about energy and people would
• 13:34
  look at me like a little cross-eyed like what's he talking about. But I think that more and more
• 13:37
  people are realizing how real and how important energy is. And I guess the first thing that I would
• 13:42
  offer Jeff is that, you know, look at the end of the day, one of the most important jobs that we
• 13:47
  have in our life and in our business is to manage our energy. And there's nobody that can manage it
• 13:53
  other than you. We each all have that own individual responsibility. And the question would be what is
• 14:00
  the plan for managing your energy? And just to kind of deepen this just a little, just for those that
• 14:05
  are maybe having a little bit of a difficult time getting their head around the topic of energy.
• 14:10
  You know, we all vibrate. I mean, this isn't my theory. This is science. Yeah, science is
• 14:16
  quantum physics. It's physically proven. Our cells vibrate. We are energetic beings. And you need
• 14:23
  not look much further. I like to use this as an example is that everybody that's listening here
• 14:28
  has someone in their life that vibrates very low. And they know it intuitively or maybe even
• 14:35
  cognitively because when they're around that person and that person isn't a down state and a
• 14:41
  victim archetype, it's not real fun to be around that. You know, it gets really icky feeling after a
• 14:47
  while and you start saying, you know, I got to get out of here. I was actually having dinner with
• 14:50
  my son last night and he was telling me about one of his friends who just vibrates low and he's
• 14:54
  just having a hard time in the relationship because he's a dear friend. But he doesn't really like
• 14:59
  being around him. The guy makes the conversations all about him. He's always complaining. He's at the
• 15:04
  effect of the world around him and a victim to circumstance. And then we all have people in
• 15:11
  our life that vibrate high. And we may not have associated with that, but you surely have someone
• 15:18
  in your life that you just love being around. Like when you're around them, you feel more full.
• 15:24
  You pick up right where you left off. The person is always in a good mood. They always have a
• 15:29
  positive spin on things and they're very magnetic and attractive as a result of that.
• 15:34
  So if we look at those two juxtaposed positions of two different people, I guess the question
• 15:39
  that I would pose is which one of those two people do you think would be the more successful
• 15:43
  loan originator, especially in an environment where you're competing hard with other lenders
• 15:48
  in a rate shopping environment like none other, especially in an environment where real estate
• 15:53
  partners are getting hit on by numerous competitors of yours. And an environment where they are
• 16:00
  scared right now because of the NAR ruling. So are you going to be more successful if you're
• 16:05
  that beacon of light that person that is really fun to be around? Like you just like I can't wait
• 16:10
  till I get together with him or her again because they they always have something that uplifts me
• 16:16
  or you're going to be more successful if you're the person that people are repelled by and say,
• 16:20
  hey, I don't really want to be around that person. So,
• 16:25
  practically and tactically, let's get to that because I know that in our prep before you hit
• 16:30
  record, we talked a little bit about making sure people had some takeaways. I think it's how you
• 16:34
  start your day and how you end your day. And I think that that needs to be an integral part of your
• 16:41
  game plan. What is your plan for your day and how do you begin and how you end? So let's take a
• 16:48
  look at that. So in the morning, I strongly recommend that everybody have a routine that sets
• 16:56
  them up for the potential of success before you turn on the outside world. Because let's face it,
• 17:02
  the outside world isn't very fun most of the time. I mean, you got Iran dropping bombs on Israel
• 17:09
  and Israel dropping bombs on Iran. You've got NAR rulings that are causing realtors to be freaked
• 17:13
  out. You've got your stock portfolio going all over the place. Mortgage back securities aren't
• 17:18
  performing in the way that you wanted to perform. You leave yourself to those devices. It's
• 17:21
  going to be tough to vibrate high. So that's going to come at you. But how you start off the day
• 17:28
  gives you some insulation from that if you are starting it off correctly. So a dear friend of mine,
• 17:34
  Josh Meadow, who's one of the great teachers that I know and a client and a most importantly,
• 17:38
  very close friend. You know, I used to, I'm raised to look at him like he was some kind of a freak
• 17:44
  of nature when he would talk about his morning routine that he gets up at 4 a.m. and he drinks
• 17:49
  his mushroom tea and he does his workout. He does all these things before his day gets started.
• 17:54
  And I'd be like, bro, like I'm not like that early of the rise or I'm like a 630 guy.
• 17:59
  And I realized that there's some great wisdom to that early, early wake up.
• 18:07
  So I get up at about 4.30, 5 o'clock now. And that gives me a good 3 to 3 and a half hour
• 18:14
  stretch of time before I turn the outside world on. So my calendar, nothing gets put in my calendar
• 18:18
  before 9 a.m. So I've got that window. And what do I do with that window? Well, I've got my own
• 18:24
  routine and everybody can have their own routine that resonates for them. For some of you, it may be
• 18:28
  prayer. For some of you, it may be meditation like me, yoga, like I tend to do most mornings,
• 18:34
  journaling. And most importantly, asking yourself the question, who do I want to be today?
• 18:43
  How do I want to show up? What are the qualities that I want to exhibit in this one day,
• 18:50
  this one day in time that I have? And keeping in mind that every day adds up and starts to create
• 18:59
  patterns. So starting off my day, I mean, my wife and I have a little thing where I tell her in
• 19:05
  the morning, I'll say, today I want to be this way. I want to be calm. I want to be funny.
• 19:12
  I want to be positive in the light of any, you know, dark moments. That's my goal for the day.
• 19:17
  Now, am I perfect? Do I win the day every day? No, I'm not, I'm not saying that. But to go into
• 19:22
  it with an intention, a clear intention and to do things that set your day up for success before
• 19:29
  it gets started is really important. A couple other things and then I'll get into the evening and
• 19:34
  then we can give it if you'd like or you can ask any question. So I also find music to be incredibly
• 19:39
  important. There are certain types of music that really lift me up. So when I'm making my breakfast
• 19:45
  in the morning, I'm always playing music, full disclosure and vulnerable. Sometimes I'm dancing
• 19:50
  a little bit in my kitchen while I'm making my cup of coffee. I've got some good beat going, you
• 19:54
  know, to just like, and I'm singing a little bit and one time my housekeeper walked in and looked
• 19:59
  at me and she's like, what are you doing, man? I felt a little sheepish, okay? And then really
• 20:12
  from that point in time, when I turn the outside world on, being very mindful of what my intention is.
• 20:17
  Now here is the bookend and this is something that I've recently implemented that is so important
• 20:23
  at the end of the day, debriefing your day. What did I do? Well, what am I proud of?
• 20:29
  Are you journaling that? The debriefing? Yeah, yeah. I've got one of those remarkable tablets now.
• 20:34
  It makes it really cool, right? So as I get in bed before I do a reading before I go to bed,
• 20:40
  read a little spirituality, I'll journal a few things about my day, just a quick debrief. What
• 20:46
  do I do? Well, it's important to start off with what you did. Well, it's important to acknowledge
• 20:50
  yourself. You know, we don't want to always operate under the stick versus the carrot, right?
• 20:56
  So like giving ourselves a little out of boy, a little pad on the rear end. Good job on that. You
• 21:01
  know what? That was a tough moment. You were calm. Good job on making that person laugh.
• 21:06
  Good job on being a better listener today than you were a talker and not making it all about you.
• 21:11
  And what did I not do well that I want to improve upon tomorrow? And those things that I acknowledge
• 21:18
  that I would like to do better tomorrow, not in a punitive way, become the things that are often
• 21:23
  my intention for the next day. Okay, so here's what I'm going to look to improve upon today.
• 21:28
  Now, the affect of that, Jeff, is that, you know, slowly but surely you just start to show up a
• 21:33
  little bit differently. And again, looping back to the top, you know, who do you think's going to
• 21:39
  be more successful? The person that is actually have some intentionality behind their day and how
• 21:42
  they're showing up and is vibrating at a high level and therefore attractive or the person who's
• 21:47
  who's a victim. And I don't think that anybody would refute, you know, the answer to that question.
• 21:54
  Yeah, I think the key takeaway on that for me is you've used the word at least once that I recall
• 21:59
  who is more attractive attraction. And I talk a lot about that as well as we want to attract versus
• 22:04
  chase. And you don't want to be, you know, repelling, right? So if you have the right energy
• 22:10
  to use your word, right? If you're, if you're, you know, enjoyable to be around. If I'm getting
• 22:16
  fed, fulfilled, lifted up. And there's multiple ways to do that. But first, forced and foremost,
• 22:22
  it's like who, like you said, your energy, who you are, your state, who you're being.
• 22:26
  Um, it may sound a little woo-woo for everybody listening, but the truth of the matter is,
• 22:31
  is it's an important muscle to exercise. If, if alone, and I know you agree with this,
• 22:37
  if alone, just for your place in the world, right? Yeah, man, for your experience. Like,
• 22:44
  yes, great point, brother. I mean, like, what do you want your experience to be responsible for
• 22:51
  that? I mean, there's nobody else that can have, I mean, yeah, sure, you could, you could blame
• 22:56
  the outside world on your experience, but good luck with that. I mean, that you're, you know,
• 23:03
  you ultimately have dominion of your experience, you know, and, and at the end of the day and,
• 23:09
  write this down, those that are listening, outer experiences are a reflection of inner reality.
• 23:14
  Okay, what's going on inside you will have a direct impact on what your experience of the outside
• 23:21
  world is. I've done far too much personal development work in my life to know that when I'm working
• 23:27
  on the inner landscape, everybody else outside of me is suddenly beautiful. And when I'm not working
• 23:34
  on my inner landscape, everything else sucks outside of me. And that, that tells me a lot about
• 23:39
  how important that inner world is to work on. And this is self mastery, you know, being a common
• 23:48
  peaceful entrepreneur is a critical component to our success. I love that. That's so true.
• 23:53
  Something that I've had to learn to being a common peaceful entrepreneur is not always easy,
• 23:57
  man. No, at all, this is all the stuff in the noise. And one other thing, I'm sorry to interrupt
• 24:02
  is one thing, because you brought up, you, you addressed a subject that I think is really important.
• 24:06
  At the end of the day, this is a connection business. Okay. The deeper the connections you have,
• 24:12
  or as I've said for years, a loan officer with the most friends wins, the deeper the connections
• 24:18
  that you have with your clients, the deeper the connections you have with your referral partners,
• 24:21
  the deeper connections that you have with your team, and they are willing to go to war for you,
• 24:25
  because they love you, because you love them, because you have a likability factor, because
• 24:31
  you're working on yourself, you're learning about yourself, you're growing, you're uncovering your
• 24:35
  own shit, you're getting rid of it, and you're, and you're aspiring to be a better human. Okay.
• 24:40
  At the end of the day, you're going to have deeper connections, and the deeper the connection,
• 24:44
  the more business you do, because people do business with people that they like and respect and
• 24:48
  love. Amen to that. You reminded me of a phrase, I'm not getting this exactly right, but you may
• 24:54
  know it better than I, which is something around we're not living life, right? We're just living our
• 25:01
  experience of life. Like life is just life, it just is, and then there's our experience of it,
• 25:08
  which is the point about how our interpretation and the meaning and all that kind of stuff that we
• 25:11
  give it. Yeah, we're projecting, we're constantly projecting our stuff onto the outside world
• 25:18
  from a psychological perspective. So that's why the inner landscape in the inner game is so
• 25:23
  incredibly important and one that we must pay very close attention to and devote time to.
• 25:29
  Here's a pattern in or up for you and maybe some of the listeners. Do you remember,
• 25:32
  did you ever do the S or the landmark forum programs landmark forum? No, but I'm very familiar with
• 25:38
  landmark forums. I have a master's degree in spiritual psychology from the University of Santa
• 25:42
  Monica, and there were a lot of people that I went to school with who had done a lot of landmark
• 25:48
  events. So I have a great degree of familiarity with the curriculum. So classic story, I remember
• 25:55
  I was at a point in my life where I needed some of that guidance and direction. And so I was
• 25:58
  seeking right and I went to one of those landmark forum classes and I'll never forget on the very
• 26:02
  first day in a very dramatic drawn out way, the speaker opens up the first of two or three days and says
• 26:13
  life has no meaning. Long pregnant pause. Life has no meaning. And I'm in my chair and I'm like,
• 26:26
  what the fuck is he talking about me? Life is like, you know, frying my head. I'm just like a bunch
• 26:30
  of bullshit, right? And then he goes, except that which we give it. Yeah. I was like, whoa,
• 26:39
  all right. Just like, you know, divided my brain right in half at that moment. I'm like,
• 26:43
  holy shit, never thought of it like that. And how long ago was that? That was the long time ago.
• 26:47
  That was 20 plus years ago. Yeah, and see, you can still recite it and remember it because it was
• 26:52
  it was a truth. That was a truth bomb that was dropped on you and it stuck with your whole life
• 26:59
  because of the truth to it. Yeah. Yeah. It was just very impactful. And yeah, it had stuck with
• 27:04
  me to this day and I share that like with my kids and all that stuff. So this is important work
• 27:08
  though. So I don't want to like, you know, we have to move on and get to some more topics and tactics.
• 27:12
  But first and foremost, remember, your mindset is everything, right? Because that's the charter,
• 27:17
  the sales, right? That adjusts to the wins. It's not to go Jim Rona moment. We can't adjust
• 27:23
  the win, but we can adjust the sales. Yeah. And like, be careful is to what you feed your consciousness
• 27:31
  with. You know, if you're numbing out every night, knocking down a few cocktails or smoking some
• 27:37
  weed and, and, and, you know, watching Netflix, you know, horror movies or whatever. And I'm not,
• 27:45
  I'm not ripping on anybody who does that kind of stuff. But you do have to take a look at what is
• 27:49
  the impact that it has on your consciousness. And so I'm, I'm pretty mindful of that. Like I,
• 27:55
  for years, people would be like, Hey, did you read this book? You read that? I don't really read
• 27:59
  what most people read. I, I'm not, I'm not self-actualized enough to get, be able to get away with,
• 28:06
  with just blind by the seat of my pants. Like, I, I have a work in progress and I need to continually
• 28:12
  feed myself with, you know, spiritual context, psychological work, you know, the podcasts that I
• 28:20
  listen to are of that ilk, you know, I listen to, you know, Sam Harris, I listen to Lex Friedman,
• 28:27
  I listen to, you know, Andrew Huberman, the Huberman Lab. I mean, I feed my, my consciousness with
• 28:33
  that type of stuff on a pretty consistent basis, just because I need it. I left my own devices,
• 28:41
  I, I'm probably a trip over myself. So, I mean, I mean, so, all right. So people, the takeaway here
• 28:45
  is this was whatever, like, have a routine to prepare yourself for the day and then checks back
• 28:50
  in at the end of the day to do a little assessment, how to do in a gracious way, don't beat yourself up.
• 28:56
  And just notice those areas where we probably need a little bit more work, a little bit more
• 29:00
  sanding, right? Yeah, edges. So I think that's a great place to start mindset because it's important
• 29:06
  how we enter the current market. All right. Let's then talk about, so there's, there's two,
• 29:11
  this will probably be the bulk of the rest of our conversation. We can punch it in out of tactics,
• 29:15
  but there's two audiences. When I'm thinking about the listener right now,
• 29:19
  mortgage professional, there's two audiences they're speaking to you obviously on a daily basis.
• 29:23
  One is realtors, the other one is borrowers. And I was looking at some of your content on your
• 29:27
  podcast. We'll link it all up in the show notes, but you had two different talk tracks that
• 29:32
  spoke to me and one of them was what do realtors need right now? Can we, can we chew on that for a
• 29:37
  few minutes? Yeah, they need a friend. They do. I mean, you know, it's, it's really funny because like
• 29:44
  for, you know, hundreds of years, it seems it's 25, 30 years of my career. We always use this term
• 29:51
  for for all partners, you know, and there's no, there's not really a lot of weight put on the,
• 29:57
  the second word, which is partners. And what, what is a partner? I mean, in the truest sense of
• 30:02
  the word, it's somebody that's rolling their sleeves up with you and helping you and really thinking
• 30:08
  of you and your best interests, especially in those difficult times, which real estate agents are
• 30:15
  in those difficult times right now, they're afraid. And there's a tremendous opportunity right now
• 30:21
  in the market to be a true partner. My good buddy, Ryan Grant, who is a terrific teacher and a
• 30:27
  client on the faculty of the loan atlas, he, he, I just listened before we hit, you know,
• 30:33
  before I jumped on Zoom here with you to a voice broadcast that he's sending out to our members
• 30:37
  with a script that he is suggesting that loan originators use right now to really bring value
• 30:45
  and partnership to a real estate agent. And, you know, they all have Jeff a really dialed in
• 30:56
  well-rehearsed presentation to sellers. It's called a listing presentation. And they've been
• 31:02
  delivering it for the entirety of their career they've had to because they've had to justify
• 31:08
  their six percent, their five and a half, five percent, whatever it is fees to a seller.
• 31:13
  And they know what to call out in terms of the value. I'm going to have a drone fly over your house.
• 31:18
  So I'm going to bring brokers into the property to assess value. I'm going to host open houses
• 31:23
  and spend my entire weekend here. I'm going to spend this much money on marketing. And all of that
• 31:28
  adds up to a display of value that makes it palatable for the seller to say yes, I'll pay that
• 31:33
  five percent commission for you to get my house sold. Well, guess what? Now they need to have a
• 31:39
  totally different presentation and it's a presentation to a buyer. And they've never had to do that
• 31:45
  before. So if you can empathically put yourself in their shoes, that's got to be frightening.
• 31:50
  It would be like if a loan originator all of a sudden had to sell to a life insurance agent.
• 31:56
  And that was their sole means of getting business. And they didn't have the scripting and the
• 32:01
  sales presentation in place to be able to justify why that source of business should partner
• 32:06
  and refer their clients to them. You'd have to develop an entire presentation around that.
• 32:12
  Might it be that you're the perfect person to be their ally? Might it be that you're the
• 32:16
  perfect person to roleplay with them on that? Might it be that you as an originator could bring
• 32:23
  a tremendous amount of value by sitting down with your real estate partners and asking them intelligent
• 32:27
  questions about the services that they provide to a buyer. Because you know what? Real estate agents
• 32:31
  that represent buyers do a lot of work a lot. If they're a good agent, they do a lot. I mean,
• 32:37
  they help them with, you know, sourcing the schools in the different school districts. They
• 32:41
  show them property. They write contracts and negotiate on their behalf. They help them get aligned
• 32:47
  with the home warranty company and insurance agent and all these different things. So it would
• 32:53
  be really wise right now to be meeting with your real estate agent partners and saying, hey,
• 32:59
  look, let's talk about your value proposition. Walk me through the last transaction you did where
• 33:06
  you represented a buyer in granular detail. I want to know every single thing that you did from
• 33:11
  point A to point Z. And let's package that up and place some tangible value to it to where you
• 33:18
  can most importantly confidently speak about it, not stumbling and stammering. Like I, my wife and
• 33:25
  I were looking at property down in San Diego County a few weeks ago and we met with two different
• 33:29
  real estate agents and I just did a little test and I said, hey, with this latest NAR ruling,
• 33:33
  if we were to work together and you would represent me as a buyer, you know, what would that look
• 33:38
  like in the way of compensation? And neither one of them had a presentation of any kind. In fact,
• 33:43
  both of them were in denial saying, well, I don't really know that it's going to go there and I
• 33:46
  don't think butch is going to change their wrong. I mean, the Department of Justice is involved in
• 33:50
  this. This is definitely going to change. And a lot of them really behind the curve on this.
• 33:56
  So here's a little script for everybody to to maybe play with.
• 34:02
  And I used to use this as an originator very effectively and a lot of my clients use it and
• 34:09
  it's been brilliant for them, which is I will ask a real estate agent and say, you know, I was
• 34:15
  listening to this podcast and this guy was talking about the value that I can bring to you as
• 34:20
  a real estate partner. And one of the things that I realized when I was listening is that I've
• 34:25
  never asked you to share with me how you'd like to be spoken about by me, how you'd like to be
• 34:33
  edified by me. So when you're kind enough to refer one of your buyers to me, what other things
• 34:40
  that you would like me to say about you that you would be uncomfortable saying about yourself
• 34:44
  because it would come off as being arrogant helped script me with the things that you want said
• 34:50
  about you so I can really cement the relationship and substantiate value. And when that real estate
• 34:55
  partner, I mean, there's never one spin a situation where a real estate agent found that to be
• 35:01
  a bad conversation. I mean, every single time they're flattered and grateful. And sometimes they
• 35:06
  don't know what to say. And then that's the opening for you to say, okay, let's sit down and talk
• 35:11
  about all the things that you do because it seems to me that we really need to put together a more
• 35:15
  substantial presentation of your services and to substantiate the value. And when you're done
• 35:21
  with that, then you have the right to say to them, and this is the other half that's worth every
• 35:26
  bit as much, which you might have I shared with you some of the things that I would like you to
• 35:31
  say about me, some of the things that you may not know that I do when you refer somebody to me
• 35:36
  that really bring a lot of value to them. Now, they're not going to say no to you after you've
• 35:41
  had that conversation with them in the way that I've just presented it. And as you share those
• 35:45
  things with them, because all of us want to be referred the right way. Our batting average,
• 35:50
  our conversion ratio from lead to client goes up a lot dependent upon the way that we are referred.
• 35:57
  But most originators don't know how to coach their realtor on how to refer them. And I'm giving
• 36:03
  you the script that gives you the right to ask for that conversation. And it starts by caring
• 36:08
  about them and what they need in helping them. And then offering to them what you would like
• 36:14
  for them to say about you. And then you conclude with this, you know, Jeff, one of the things that
• 36:19
  has become very clear to me from this conversation and the market that we're in with the NAR ruling
• 36:25
  is that never before has it been more important for us to be truly partners. Our presentations need to
• 36:31
  be fused together. We need to play off of each other. And you need to get clients to me very quickly
• 36:37
  in the process. Like as soon as you communicate with them, you need to present me as your partner that
• 36:43
  handles the financing aspects of the transaction and get them over to me. So I can cement the
• 36:48
  relationship for you and speak highly of you just as you've spoken highly for me. And we need to turn
• 36:54
  up the communication and go back and forth. Because in this precious market, we need to solidify as
• 37:00
  many opportunities as we possibly can. Yes, I love that. Thank you for walking us through that for
• 37:06
  those listening. Hit rewind, write it down. That is a lovely way to engage on both sides. And it's
• 37:13
  funny. You mentioned this. I guess it was top of mind for me because on our internal coaching
• 37:18
  call this morning, I asked a question, which was, what is what should be one of the
• 37:25
  mediative possible objectives once you have a conversation with that referred buyer from the
• 37:31
  real estate agent? So I want to just kind of test the group and see. And you know, people are talking
• 37:35
  about like, of course, a fair amount of them start to focus on themselves and everything like that.
• 37:38
  And as you and I both know, like, no, one of the very first things you should do if it was a
• 37:43
  referred to you from the agent is edify the agent like as soon as possible on that call because
• 37:48
  it it it not only does what you said there in terms of it. Well, let me say it this way. It for me,
• 37:56
  it creates confidence in the buyer that they made the right decision choosing that agent.
• 38:01
  Yes, I think them to refer you the lender. And it's always easier to sell somebody else and
• 38:11
  it is to sell yourself. Yeah. So in a partnership, what if your realtor was phenomenal at selling
• 38:19
  you and you were phenomenal at selling your realtor and everybody's job got easier and you could
• 38:23
  say things about each other that you couldn't say about yourself. Yeah, you know, now that I think
• 38:28
  about it just to general on that for a second is like, yes, we want to addify the realtor
• 38:33
  for the obvious reasons. But the underlying objective that we just did though was we helped the
• 38:40
  buyer feel more confident and isn't that really the goal, right? Yes. To get active in the market and
• 38:47
  feel confident that they're doing the right thing. Yeah. So it's like it looks something like this like
• 38:52
  to just a role play it out for a minute and like, hey, Jeff, you know, first of all, it's really
• 38:56
  nice to speak with you. And I guess the first thing I want to say is congratulations on working
• 39:00
  with Terry Moirler as your real estate agent. I mean, I, I don't know how you met her, but I want to
• 39:06
  make sure that you know how lucky you are. I've been working with Terry now for seven years and
• 39:10
  I mean, she's just flat out the best in the area. I've seen her in action taking great care of buyers.
• 39:17
  I wish all of my real estate agents that I work with took care of their buyers and the way that Terry
• 39:21
  does. She's a tremendous negotiator. She understands the market. She knows what real value is in
• 39:26
  this market. I mean, you're in terrific hands in working with her. Something like that. And that's
• 39:31
  going to make the buyer feel a lot more confident. And then I think you and I, we can keep playing this out.
• 39:38
  And I know you know where I'm going next, probably on this, but not to steal your thunder. But
• 39:44
  like one of the questions that I'm sure you have asked in the past and coached other people around
• 39:49
  is then asking that buyer to then let the agent know what was this experience like working with us
• 39:56
  right on that buyer consultation. You know, actually, you're not stealing my thunder. And that's
• 40:02
  not something that I ever did. And that's a great idea. I mean, like I absolutely buy into that
• 40:08
  1000% as an important piece is at the end of the dialogue after you've done your presentation. You've
• 40:14
  presented three, four different loan options. You've consulted them on the importance of investing
• 40:19
  in real estate and brought forward your true value proposition as a proactive manager of debt
• 40:25
  to then ask them to, hey, if you found this to be valuable, I would really appreciate it if you
• 40:32
  let Terry know because it's important to me that she knows that I'm doing good job for the people
• 40:36
  that she's kind enough to refer to me. Yeah. And that just nails it down even further. And then of
• 40:41
  course, as we know, it's like, how many lenders, how many buyers referred to agents, how many of
• 40:46
  those buyers are actually texting or messaging back the realtor to say, hey, I just wrapped the
• 40:51
  call with Tim and his team. It was amazing. Thank you so much. Like that never happens.
• 40:59
  Yeah, no, it's a great point. Really great point. Well, that's a good, good tactic to use. Let's
• 41:04
  then go to the flip side of that is what do buyers need? We'd kind of probably, you know,
• 41:09
  touched on a little bit, but in today's market, let's assume it's a first time home buyer,
• 41:12
  right? All the issues around that. What do they need? Well, they need a lot. I mean, we could
• 41:17
  probably go on for an awful long time on this, but they need education in today's market.
• 41:24
  They need an originator that is truly going to proactively manage their indebtedness for them
• 41:29
  on a go-forward basis. And what that means is not just putting them into a loan and then getting
• 41:35
  so busy that they forget about them, but managing their database in an effective way,
• 41:40
  managing the relationship in an effective way to where you're providing ongoing value and making
• 41:44
  them aware of opportunities to have cheaper money when they become available. They need referrals
• 41:51
  to other ancillary financial service providers such as CPAs, financial planners, life insurance
• 41:55
  agents, et cetera. And if you're not doing a phenomenal job of that, then you need to turn that
• 42:00
  up. You need to be a conduit for introducing. You need to refer out at least as much business
• 42:08
  as you're expecting to get in return. If you refer out as much business as you're expecting to get
• 42:14
  in return, you're going to get way more business than you ever even dreamed of because you're going
• 42:17
  to have a lot of people that owe you. But the big kill shot in my opinion on all of this question
• 42:22
  is what they need more than anything is your empathy and understanding. They are scared.
• 42:30
  They don't know if they're making the right move. They're frustrated. They keep hearing
• 42:34
  the interest rates are going to come down and they haven't. Inventory is non-existent. They're
• 42:40
  getting into loans that are frightening for them. And many of them are frustrated. How many
• 42:46
  pre-approved buyers do you have right now that you've approved in the last 18 to 24 months that
• 42:50
  haven't been able to find property? They need your empathy. They need your understanding.
• 42:56
  They're going through a tough time. They want to own a home. They they're being told by their
• 43:00
  parents that they shouldn't buy. They're confused. I mean, they're getting all kinds of information
• 43:04
  from all kinds of sources. And the loan originators love to talk Jeff about lack of loyalty. Like I
• 43:14
  hear here all the time. Ah, it's market. You know, these these buyers aren't loyal. Loyalty is
• 43:19
  earned. It is not gifted. It is not a right. So my question is, okay, if they're not loyal,
• 43:27
  then have you taken a look at what you might not be doing to earn that loyalty? See, this goes
• 43:32
  back to the beginning of our conversation. Are you at the effect of, are you a victim of circumstance
• 43:38
  or are you learning from the lack of loyalty and going, huh, okay, well, we take a look at this.
• 43:43
  What are some of the things that I might not be doing to cement this relationship and to continue
• 43:48
  to nurture it, to make sure that that when it does come time to buy, you know, I've been saying
• 43:53
  this a lot lately to clients. It's like, look, and this is a little slightly provocative analogy.
• 43:59
  Okay, but this is like dating. You first start going out with somebody. You're under your best
• 44:04
  behavior. You're treating them well. You're putting your best foot forward. Then you get into a
• 44:09
  relationship and it goes on for a year or two and we start to get lazy. And that laziness causes
• 44:17
  a lack of loyalty. And that's when we have infidelity and people just taking each other for granted.
• 44:24
  Okay, so let's loop that back to buyers or pre-approved buyers right now. Look, the reality of it is
• 44:30
  that you put your best foot forward. You got them to say yes, they got their paperwork in, you deployed
• 44:35
  your team, you got them approved, and now you're waiting for them to find a house. Well, what's your
• 44:39
  plan to nurture the relationship and to create that loyalty to make it difficult for them to cheat on
• 44:45
  you? That's what I want you to be doing. I want their values to be challenged.
• 44:50
  When it's time for them to buy a home, they need to have in the forefront of their consciousness,
• 44:55
  their values, their values of loyalty. But did you put them in the position to where they have
• 44:59
  to question their values or did you make it easy for them to just go with the credit union or
• 45:04
  the online lender or the other realtors lender or whatever it is that you're competing against
• 45:09
  because you didn't stay in touch with them. You didn't show empathy. You didn't continue to have
• 45:14
  value to them. When you were doing buyer consultations, if you can recall roughly how long
• 45:21
  on average those conversations were. Yeah, I can recall very vividly. They were initially two to
• 45:28
  two and a half hours. See, love it. Time out. Time out. No way. Initially, yeah. Really?
• 45:34
  Many years. For many years. For probably the first five years of my career, from 92 to 97,
• 45:40
  I was the king of the two and a half hour loan application, man. I knew their kids' names,
• 45:45
  I knew their birthdays, I knew where they were taking their next vacation. I knew it all.
• 45:49
  I'd spent a long time getting to know them. At some point in time, my volume started to really
• 45:55
  kick in. In 98, I did 301 loans. That was my first giant year. I had to scale. I could not
• 46:04
  effectively do that two and a half hour application anymore. I had to figure out how to streamline it
• 46:09
  and to add a considerable amount of value in much less time. It then just very simply became
• 46:17
  a two conversation process. The initial conversation was just all about me asking them the questions
• 46:24
  that I needed to know to evaluate this deal and whether or not they could qualify. Most importantly,
• 46:32
  what programs are probably the best programs for them to be considering for me to present to them.
• 46:36
  I get off that call in 15 to 20 minutes. My standard line was, I'm not a big fan of throwing a
• 46:43
  bunch of rates, payments, closet costs, tax deductibility, principal prepayments, strategies,
• 46:47
  things of that nature at you over the phone. I think it's unprofessional to do so. I want to do
• 46:52
  some homework. I want to do some research on your behalf. I'm not going to charge you anything
• 46:55
  for my time. I want to talk to a few lenders. I want to put together a comprehensive set of numbers
• 47:00
  and I want to send it to you by tomorrow at five o'clock. Then tonight at five o'clock,
• 47:05
  they would get it 24 hours early because I wanted to set up the under-promising over-deliver
• 47:10
  and then I would send them in FedEx, my personal brochure so they got a feel for who I was as a
• 47:15
  human being. What my family looked like, who my team was, et cetera, and it was incredibly
• 47:19
  impressive. Next day, I would call them up. They got their spreadsheet the night before 24 hours
• 47:25
  early. They got my brochure in the mail and then we would dive in deep. It would be about a 30-minute
• 47:32
  conversation where I do all of the consulting and help them arrive at the right loan decision
• 47:38
  for them. My close was the softest close that you've ever heard. I would say at the end,
• 47:46
  I'd say, Jeff, after all of this discussion, it's very clear to me as a professional
• 47:51
  based upon what you've shared and what the market's bearing right now that that five one arm
• 47:57
  at no points as an example is the loan that you should be moving forward with. Whether it be with
• 48:02
  me or with somebody else that does what I do for a living, that's what I recommend to you and
• 48:06
  it's just up to you to let me know if you'd like to proceed with me. That's it. That was my close
• 48:10
  and they would be like, well, I want to go with you and I'd be like, okay, great. And then we
• 48:14
  would move forward. But I never like hard-closed anyone. It's not my style. Sure, sure. Wow,
• 48:19
  that's really cool. I've always appreciated your dialogue and the ability to communicate with
• 48:26
  people in an effective way that puts them at ease and allows that process to feel natural to move
• 48:32
  forward. So I just want to acknowledge you for that real quick. Thank you. I think
• 48:39
  I think it's really at the end of the day is an ego-less approach and I think that's the key.
• 48:45
  And when I say ego-less, what I simply mean is not making it about me and making it about them.
• 48:51
  I really, really have tried very hard my whole life as a loan regenerator and as a coach
• 48:56
  who really look empathically at what that person's experiencing and what they need and make it all
• 49:02
  about them. And the question that I'd like to pose to everybody is, might it be that that's all
• 49:09
  you need to do? Then the more that you make it about them, you get what you want.
• 49:15
  And in a market like the one that we've been in the last couple of years, that's hard because
• 49:19
  people are in scarcity. And when we're in scarcity, we become very tunnel-visioned in our focus
• 49:25
  and we're invested in the survival of ourself. And in that state, we tend to hold on to what I need
• 49:32
  to do to take care of me, but they feel that. They feel that. And they also feel when you're
• 49:40
  making it about them and then you're very attractive. Well, that's good. Yeah, I like to fall back
• 49:47
  on this saying that if you show up to serve, you can't lose. Right? Absolutely. That's really
• 49:54
  cool. Speaking of serving, by the way, we're almost out of time and you mentioned at the beginning
• 49:58
  the loan atlas. I was a huge fan and user of the toolbox, loan toolbox back in the day.
• 50:05
  Would you mind articulating briefly what that is and how people can learn more?
• 50:10
  Sure. It's a big question and I'll try to be super concise. The loan atlas is
• 50:18
  as Ryan Grant puts it, the NBA for the mortgage industry that it's never had. It is
• 50:24
  a online educational platform that covers every aspect of being a great originator and a great
• 50:30
  human being. It is everything. It's founded upon the eight disciplines of origination mastery.
• 50:37
  Two of those disciplines are personal, mindset, health and person development and time and task
• 50:42
  management. And then it also covers essential knowledge, system for selling, including all the
• 50:49
  scripting, marketing mastery, including database management, realtor marketing, etc.
• 50:54
  team and leadership excellence, systems of customer service and freedom and legacy.
• 50:58
  And it is taught by 17 of the most giving and talented faculty teachers that the industry has
• 51:04
  ever assembled. There are over 50 hours of educational content currently in the loan atlas and
• 51:14
  over 200 educational learning modules complete with scripts, presentation materials, etc.
• 51:23
  And then we have seven live calls a month and we have a vibrant community message board forum
• 51:27
  where people are helping each other all the time. So it's big. It's a lot and pretty exciting.
• 51:33
  It's this generation's loan toolbox. Now I know why it's called atlas because I was wondering
• 51:37
  what was behind that name but now it makes sense. Yeah, it's based upon the eight disciplines
• 51:44
  of origination mastery are based upon climbing a mountain. And at the peak of that mountain is your
• 51:50
  freedom and your legacy. And base camp is essential knowledge. And the two personal disciplines
• 51:57
  are your Sherpas that help guide you up and scale that mountain and the loan atlas platform
• 52:04
  is the roadmap to getting to the top of the mountain. That's cool. So if you're listening and you
• 52:09
  want to learn more, check out the show notes. It's the loan atlas.com plus you have a coaching
• 52:14
  company for performance experts. We're going to link this up in the show notes and you have your
• 52:18
  own podcast as you pointed out earlier, the 360 experience. And if you like what you've heard today
• 52:23
  and you want to go deeper on, you know, I'll call it Tim's approach, right, which I think is
• 52:29
  different than a lot of other quote, coaches out there. And you'll kind of like this vibe.
• 52:34
  Then I encourage you to check out any of those resources and we'll link all that up, man.
• 52:38
  Thank you so much. Yeah, the coaching company I'll just touch on that very briefly and just say
• 52:42
  we take 12 clients annually. This is the only private one on one coaching that I do. It includes
• 52:48
  two retreats, an eight day business and life planning retreat and Costa Rica and a five day implementation
• 52:53
  retreat here in California. We're currently accepting applications for this year's group.
• 52:59
  So if you're interested in exploring that, go to the performance experts website and learn more.
• 53:05
  Cool. Costa Rica can't complain about that. That's a pretty good place to do that. Have you ever been
• 53:09
  there? I have not, but the family and I are considering going in December actually. Oh, well,
• 53:14
  I'm your guy, dude. Like I mean, I live there a part time and I've had a home there for 17 years.
• 53:20
  So I'm really I'm truly mean it from the bottom of my heart. I'm here to help you plan that
• 53:26
  that family of vacation, for sure. I will take you up on that request because you've got to
• 53:30
  figure out like which side of the island and all that stuff, right? Well, first of all, it's not an
• 53:33
  island. Sorry. Yeah. But yeah, no, you're not the first person to refer to. You definitely
• 53:41
  want to be on the Pacific side. Yeah, for sure. For sure. Yeah, 100% especially with your family.
• 53:46
  I can totally totally give you a lot of great information and help you just design it.
• 53:51
  We'll dig into that off record. How's that? Sounds good, brother.
• 53:55
  All right. So people, you know what to do. The links are in the show notes. Tim, once again,
• 53:57
  thank you so much for this wisdom lesson today. You're so welcome. Thanks for having me,
• 54:01
  Brian. Thank you, everybody for watching. All right. Listeners, if you like this episode, please
• 54:05
  follow the links. Share it with somebody that you think would get value out of it. Leave us a
• 54:09
  review if you're inclined. And we'll see you on the next one. Bye for now. All right. Well,
• 54:13
  thanks for tuning into today's episode. Hey, you got a question for you. Are you struggling
• 54:17
  to get engagement and referrals from real estate agents and feeling like you're constantly fighting
• 54:21
  for business in a crowded market? What if I told you there's a way to attract agents to a
• 54:26
  provide unique value that helps them grow their business and generate referrals on demand,
• 54:31
  helping you become the dominant loan officer in your local market? Look, I've was an
• 54:36
  originator for over 10 years. I understand the frustration of feeling like you're just another
• 54:40
  player in a sea of competitors and you're struggling to stand out and get noticed by the agents
• 54:45
  that you want to attract and engage with. What if I told you this way to flip the script and position
• 54:49
  yourself as the go-to lender in your market, attracting agents, not chasing, not paying for leads,
• 54:54
  not co-calling, but actually generating referrals on demand. And the best part, you don't have to
• 55:00
  ever make a co-calling or chase leads again. You don't have to work with weenie head agents if you
• 55:04
  don't want to. This is what we help the originators do at the my agent classes membership.
• 55:11
  What do you get? You get exclusive access to our private community of like-minded law officers
• 55:14
  where you can network, share best practices, get ongoing support to grow your business,
• 55:19
  and you get a turnkey platform that helps you build your personal brand that moves you from
• 55:25
  solicitor and vendor to partner and peer. You attract agents, you increase conversations,
• 55:30
  and you increase your referrals. All without chasing, without begging, playing the game,
• 55:37
  paying for leads, you just by doing what you love to do, which is help other people solve
• 55:42
  problems. So, how do you learn more? Go to mortgagemarketing.pro. What could call with me?
• 55:47
  And I'll take you through the library. I've done for you agent classes that you can use to
• 55:51
  just plug and play and follow our proven system of train the trainer. You don't have to be the
• 55:56
  subject matter expert. Think of yourself like the nightly news reporters just sharing the news.
• 56:00
  You also get access to our marketing automation platform that will
• 56:04
  attract, engage, and convert agents to referral partners for you. Scripts, checklist,
• 56:09
  downloads, automated email, SMS text messages. I've done for you landing pages and more.
• 56:15
  You also get our market maker content, which is the social media images that help you promote
• 56:19
  your class online. And again, every Friday at our mortgage marketing mastermind call,
• 56:24
  you get access to top L.O. speakers, coaches, connect and collaborate with what's working right now
• 56:29
  in today's market to help you grow your business so you don't have to struggle and try and figure
• 56:33
  it out all on your own. Don't miss the opportunity to learn more about what's helping so many
• 56:38
  originers succeed and become the go-to lender in your local market. What could call with me now?
• 56:43
  Mortgage Marketing Duff Pro. We'll see you on the other side.