Latest / Mortgage Marketing Radio / EP #29: How to Achieve What Really Matters in 2017

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EP #29: How to Achieve What Really Matters in 2017 · Mortgage Marketing Radio

0:00
In today's highly competitive mortgage industry, building profitable relationships with
0:04
the real estate agents is essential for success.
0:06
However, finding effective ways to secure agent relationships can be a challenge.
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With so many mortgage loan originators vying for the attention of real estate agents, it
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can be difficult to stand out and establish meaningful connections.
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Our new case study featuring loan officer Chris Cogill is a must-read.
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Chris has closed a remarkable 36 million in funded loans from agent referrals.
0:31
And in this case study, he shares his proven strategies for building strong relationships
0:34
with real estate agents and leveraging those relationships to drive more business.
0:39
To get your hands on this resource, head over to LOKestudy.com and download your free copy
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of the case study today.
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You'll find actionable insights and practical tips that Chris used to close 36 million
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in funded loans from agent referrals and how you can too.
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Don't miss out.
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Go check it out right now, visit LOKestudy.com and download your free copy today.
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Hey listeners, Jeff Zimper, welcome to another episode of Mortgage Marketing Radio.
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Hope you're doing well.
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We are approaching what for me is probably the most favorite time of year for a variety
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of reasons.
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One is, hey, it's Christmas, right?
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So it's December 22nd and at this time of year, many people are engaged in year-end
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reflection.
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And I've got some exciting things brewing for you on an upcoming podcast which should
2:04
be released next week, ideally.
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I'll plant the seed for you a little bit real quickly here.
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And that starts with a question is, you know, at the end of the year, right?
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Many people do goals in year-end resolutions and it's a matter of fact, almost 90% of
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people in the country put together some type of a New Year's resolution.
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But we all know what happens, right?
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End of January comes by the end of January, almost 60% of people quit.
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Give up, let go of their New Year's resolution.
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And so there's some number of reasons why and I wanted to address that.
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And not on today's podcast, but just wanted to make sure you haven't subscribed yet, subscribe
2:38
now.
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So you don't miss this next podcast where I'm going to have a very special guest and we're
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going to talk about this question.
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And the question is, can one word change your life?
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Can one word change your life?
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Change the course, direction, outcome, level of happiness, fulfillment and satisfaction
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and achievement?
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I'm just going to leave you there with that cliffhanger and stay tuned because I'll be sending
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you the update as soon as that's released.
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But on with today's show, not going to spend a lot of time here today.
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I've actually really just got a favor to ask of you.
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You know, my goal, my focus here as the Chief Truth Teller at Mortgage Marketing Institute
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is to bring you truth in mortgage marketing.
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And part of that is the way I do that is to understand what's currently working for you.
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What types of tools and resources are you using out there in the marketplace today?
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And so for that, I've put together just a brief five questions, I believe it is, to get
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an understanding of what's working for you in your business right now.
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How was 2016 and what changes would you like to make in 2017?
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The purpose for that is, I want to know where you're at, right?
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I mean, it's like the Jerry McGuire thing, help me to help you, right?
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We've got some ideas that we think based on some other feedback we've got that would
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be relevant and useful to you moving forward in 2017, whether that's how to leverage video
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marketing, social media, you know, different forms of digital marketing and so forth.
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But I want to hear it straight from you, straight from you.
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So in the show notes for today's podcast is a link to a brief, as I said, five questions
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to help us better understand how to serve you, what kind of tools are you using out there
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right now, what's working, what's what's what could be better and things like that.
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So make sure you look for that in the show notes and I will just point out, I guess, real
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quickly that if there's any advice I can give you for end of year planning, right?
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I mean, when most people obviously use this time to carve out some strategic planning
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and things like that, I know there's some changes that I want to make for 2017 and you'll
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be hearing about those and seeing those as we come into the new year here.
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But I wanted to leave you a couple of quick tips and that is how to achieve what really
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matters in 2017 and some tips that high achievers use when they begin to reflect look back
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on the past year and look forward to 2017 and really the question becomes, you know, what
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are you going to do to make 2017 better than 2016 and regardless of how well you did
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in 2016, I know that leaders believe a key leadership trade is that you can always improve
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a little bit, right?
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And you look about, look at that in the world of sports and athletics, right?
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The high achieving athlete can always shave a few seconds off their performance.
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And so for you, what that is in 2017, I don't know.
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Hopefully you'll take a moment and answer the five questions that we've got in the links
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of the show notes here at mortgagemarketinginstitute.com forward slash podcast slash 29 is where you
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can find the show notes for this particular episode.
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But you know, it really comes down to what are the shifts you want to make in 2019 or 26.
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Yeah, I'm already jumping ahead 2017.
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Is it an increase in production?
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Is it a reduction in hours?
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Is it, you know, hiring that personal assistant finally, that business development person?
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Is it getting a more efficient loan process?
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Sure.
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Maybe it's the lose 10 pounds.
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Get in shape.
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Right?
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But so a quick summary is review of what high achievers do to set themselves up for a great
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year, sharing with you right now, people like Tony Robbins, Dave Ramsey and some others.
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I wanted to give you a quick high level overview as you are doing your strategic planning.
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Maybe some of these tips will help you real quickly.
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Okay?
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So let's jump into them.
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Number one, obviously reflect on the past year.
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The first thing high achievers do to set themselves up for a great year is review the current
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one.
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Okay?
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John Maxwell, right?
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The well-known author and expert in leadership has said he spends the last week of the year
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to spend time reviewing his entire year's calendar past year.
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And the reason is he believes that reflection turns experience into insight.
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So what he does is he gains insight for what went well in 2016 and what should perhaps
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he be doing in the new year.
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Tony Robbins does the same thing.
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What he does is he is a avid journaler.
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So he journals throughout the course of the year to collect accomplishments in magic moments,
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almost like saving up receipts for tax purposes.
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So at the end of the year, what Tony does is he goes in and reviews all these magic moments,
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right?
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And accomplishments.
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And he looks at the area, all the areas, right, business, relationships, finance, family.
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And by reflecting on these moments, Tony is able to pull some principles and determine
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what he really want to make happen in the following year because you may see some patterns.
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You may see some things that you've developed momentum in.
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You want to continue to build on that momentum or some things that maybe didn't work out.
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You need to change course on those.
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Okay?
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So that's a very easy, quick process that you could do.
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But one of the things I've learned in reading through what these high achievers do is they
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definitely make it a priority to carve out time as you heard John Maxwell an entire day,
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right?
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Some folks do more than that.
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But you want to do that with no interruptions and spend it in reflection, contemplation,
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maybe even prayer if that's relevant for you.
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Okay?
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So tip number two, stay positive, right?
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Obviously, we want to stay positive.
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The point here is don't dwell on the negative.
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When you look back on the year you just lived, you might want to stare at it too long and
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you tend to regret over opportunities you missed or make mistakes.
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That's a mistake.
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Okay?
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Don't spend time hanging out in the negative and things we want to do achieve, but we never
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were able to really complete or get to.
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That doesn't build momentum for us moving forward into 2017.
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So remember, spend that reflective time focusing on the wins and it's okay to notice some
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of those things, maybe where we fall short, but really we want to focus on putting yourself
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in a positive state of mind because we're talking about making progress and looking forward.
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And I remember one of the quotes I remember from Tony saying all the time is you can't
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drive into the future using your rear view mirror to guide you, something like that.
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So quit hanging out in the past, focus on the future.
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All right?
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Okay.
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Tip number three, enter a place of gratitude.
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It helps to stay grateful.
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And for those of you who've practiced with this, it helps to stay grateful on a daily
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basis.
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There's various apps out there you can download on your smartphone that will allow you
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to focus on every single morning, take in a moment to be to reflect and be grateful for
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something.
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If you need help doing that, just search Gratitude app in the app store for iPhone or Android,
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Google Play Store, and that'll help you get on target and help you reconnect to being
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grateful every single day.
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And you really want to open this up and spend some time hanging out in this gratitude area.
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Eric Fisher and Ray Edwards, two well-known authors and coaches, I'm talking about preparing
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a gratitude flood, whether it's journaling, whether it's just reflecting, really connect
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everything to the past year that helps you be grateful.
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And that helps you set up to prepare for what you want to be most grateful and connected
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to and thankful for in the new year.
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This is a writing exercise, by the way, there's a lot of value to be said for writing about
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the things you want to be grateful for and focus on in the new year.
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For me, obviously I want to continue to focus on how grateful I am for my family, for
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my two boys, my wife, maybe not the two dogs, but really focus on all the blessings that
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I've got and the things that I really am grateful for.
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Because I know it's easy to get caught up on the negative and things like that, especially
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with median, how media influences us to always be comparing ourselves to someone else.
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And that's a no-win proposition.
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I am so blessed, I'm so grateful for everything I have and it's interesting when you really
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begin to study leaders, you'll find out that they really spend a lot of time in the space
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of gratitude and feeling grateful.
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And that, of course, can help to put you into place to want to give back and help those
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that perhaps are less fortunate.
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So that's tip number three, okay?
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Tip number four, cut the fat, remove the excess, okay?
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What we see from high achievers is that they eliminate the bottom 30% of activities, projects,
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commitments and things like that that don't ultimately serve the bigger vision, the bigger
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goal.
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So right down to everything that you think is distracting you and pulling you away, diverting
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you from the results you want.
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And here's an interesting concept, this is from Derek Halpern.
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Derek says, I try to quit the things I love that aren't delivering the results I want.
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Wow, I really sat with that for a moment, I took it on, I was like, wow, what are some
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things that I really enjoy, right?
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But it's preventing me from getting the results I want.
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So there's some ideas I came up with there, I mean, for some people, you know, maybe
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it's just been too much time watching TV, I don't know, I mean, you know, Netflix binging,
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right?
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Nelson, I'm all all for, we've got to schedule downtime and recharge and relax, absolutely.
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Are there things that are creeping into other activities we could be doing where we would
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be more productive?
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Oh, I'll give you a, here's a real story, okay?
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I used to really enjoy smoking cigars.
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So I would smoke, you know, probably at least two or three cigars, right, two or three
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times a month, go out with the buds, hang out, have some cigars, right, all that fun stuff.
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And then one day I realized that smoking cigars was not moving me towards the direction,
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towards the results I wanted, my area of health and fitness.
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So I had to make a choice.
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I had to either let go of wanting to have increased levels of health and fitness and energy.
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Or I had to let go of something I loved and enjoyed, which was smoking cigars, hanging
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out with the buds, right?
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One of them had to go, I couldn't have both.
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It was affecting the progress I wanted to make towards that goal.
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So I had to let go of that.
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And maybe there's something in your life you've got to let go of that you're getting
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enjoyment from, but it's still holding you back.
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Does that make sense?
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Okay.
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Maybe it's going out and watching Monday night football drinking too much, eating too much,
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right?
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How about this?
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The inability to say no.
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That's another one, right?
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Because some of us are people, please, and we want to say yes all the time.
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But we can't say yes to everything.
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Sometimes the biggest gift you can give yourself is to say no.
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Okay.
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All right.
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So where are we?
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I think we're on step four or five.
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Let's call it number five.
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It's clear on your why, obviously setting goals is important, right?
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It comes down to this that if you want to do some really, if you really want to do something,
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you'll find a way.
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If you don't, you'll find an excuse.
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The power of why in goal setting will drive your behavior long after the goal setting is
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done.
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And I'll give you a great example of goals of the power of why.
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Go back on the podcast here and listen to podcast episode number 28, I guess Bobby D.
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Bobby D. Oriel talks about starting his career in the mortgage industry over.
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What did it zero after the mortgage market meltdown in 2008?
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He was left with no contacts, no referral partners, nothing.
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Start it from zero.
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This year in 2016, he'll close out the year at $40 million literally from zero to $40
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million.
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How did he do it?
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How did he get up and get at it every single day?
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Even when he didn't feel like it even when he was tired and frustrated and unsure and trying
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to find his way.
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He did it because he had a compelling why that he connected to every single day.
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I'll put a link to that podcast in the show notes also.
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All right.
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So get big on your why.
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Why are you a mortgage loan originator?
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What about it gives you passion?
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Give you purpose.
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Get clear, get connected to that because that helps you.
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Your why will help you figure out the how your why will help you break through the resistance
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when you run into the resistance wall because you will meet Mr. and Mrs. resistance on
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your journey.
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So get clear on your why.
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I'll look for that link to the podcast episode number 28 with Bobby D number six.
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How do you eat an elephant?
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You know, when we look at planning out our year, sometimes it seems daunting and overwhelming.
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I would say you eat an elephant.
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You may have heard this, but one bite at a time.
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It helps to break your goals down into quarterly milestones so you can check your progress
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as needed.
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This makes sense.
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Okay.
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Boil it down.
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Simplify it.
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Bite it all off at once, map it out, quarterly milestones, and here's a great quote from Chris
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Brogan.
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Your day is your week, is your month, is your year.
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So a year from now, when you look back and we're meeting here again, we're having this
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reflective review process, you're going to want to obviously look back and say, wow,
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look at everything I did and how was I able to accomplish that and make that manageable
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and actually have a plan that I could execute on and believe in.
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You'll be able to do that by what Jim Rohn calls a few simple disciplines practiced every
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single day, a few simple disciplines every single day, whether that's, you know, your
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workout schedule, your meditation, your breathing, your eating right, your balance, your scheduling,
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your date night with your spouse, you're putting in the activities that you need to manage
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your business properly and effectively, those are a few simple disciplines practiced every
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single day, at the end of the course of the year, we'll show up as you achieving what
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you want.
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All right.
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Tip number seven, I just alluded to this a moment ago and that is schedule your year in advance.
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For some, that may sound crazy.
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I know for me a little bit it did because it's like, well, I don't know what I'm going
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to be.
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Well, you need to map out the activities and that's why the quarterly milestones come in
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and are helpful.
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It's not all of it may be filled in in great detail, but you want to begin to build out the
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framework, right?
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You're on a destination, you're on a journey, you know, you think about an airplane when
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it takes off, right?
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It knows where it's going, but guess what?
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It's making the entire time through the entire flight.
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It's making adjustments.
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It's not a straight path, right?
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It's a line that moves up and down and adjusts accordingly based on the the winds and so
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forth, right?
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And obviously the earth is spinning underneath, so it needs to adjust course correction
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for that as well.
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Same is true in our lives.
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We're going to have this big vision and plan of where we want to be 12 months from now,
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but we're going to need to make adjustments on the way.
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However, there will be milestones.
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We'll need to check in throughout our flight to know that we're even on course.
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So there's certain things you need to put into your business as milestones, as quarterly,
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monthly, weekly, even daily to know that you're going to be on track because, you know,
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you've got to check your instruments.
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You've got to check, you know, your altitude, your compass and gauge.
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Are you on track?
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And so you know there's activities you need to put together in your business.
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You need to schedule lunch and learns with agents finally and start getting in front
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of lots of agents.
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And if you want help on doing that, go to the website mortgage marketing institute.com
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on the homepage right side is a free guide to hosting realtor classes.
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Download that.
17:38
Check it out.
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That'll get you started in hosting realtor classes.
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But you know, block time for what's really important.
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Those are obviously your, you know, your daily method of operation activities reaching
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out to past clients, to your referral partners, to new partners, to your affiliates, to scheduling,
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team building exercises and, you know, vision meetings with your team, such as your process
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of your title, escrow and so forth.
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You know, here's the bottom line.
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What gets scheduled gets done, right?
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You've got a book time on your calendar for your most important outcomes.
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This includes, by the way, vacations and fun time off and major business and creative
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projects.
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You know you want to host an agent class, come Q one of 2017, block it on your calendar
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right now.
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What's the date that you want to host that class and begin to work backwards from there,
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right?
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You're going to need to obviously have your desk, your location picked out.
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You're going to need to have your affiliate co-sponsors picked out.
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You have your topic, right?
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You're going to need to have your promotion activities put on your calendar so you can
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fill the room.
18:38
Does this make sense?
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So you've got to map all this kind of stuff out because what gets scheduled with what gets
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done, what's not scheduled.
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It usually doesn't get done.
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So lots of different tools you can use out there for scheduling and building out your
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year.
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You can buy a big dry erase wall calendar and map out your entire year like Amy Porter
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Phil does.
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What's great about that is that especially if it's on a whiteboard kind of thing like
19:01
that, you know, you can erase it because you know things that are going to be changing.
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But the cool thing about building out your year in advance, the big picture gives you
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certainty and you get pulled in the direction of accomplishing your big vision and purpose
19:14
throughout the year.
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It becomes exciting.
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Okay?
19:17
All right.
19:18
So let's move on.
19:20
Tip number eight, we're make sure we take time to unplug.
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It's important to recharge.
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Be intentional as well about scheduling time to refresh and recharge.
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I mentioned date night, right?
19:31
Other things, getaways with your kids, short little weekend getaways.
19:35
Maybe it's just a, you know, carve out time in the afternoon to go to that baseball game,
19:39
that soccer game, or maybe, you know, play hooky for half a day and go to a movie with
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your family, your kids, your friends, whatever.
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Schedule your downtime, carve out at least one full day per quarter to get away and recharge.
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That's just for you to get away and focus on your business and be in evaluate, right?
19:56
Just like that flight at destination, we're flying from West Coast to East Coast, right?
20:01
If we never check in, how are we going to know where we're at?
20:04
And if we never take time to refuel and recharge, we're going to run out of steam.
20:08
So having your best year ever, accomplishing what really matters in 2017 will take planning
20:14
and focus.
20:15
I know this is a very high level overview, but I also know that you've got some resources
20:19
and tools that you're pursuing.
20:20
I'd like to know what those are, it's a matter of fact, and that comes back into the
20:24
five questions I've got for you here at the end of the year.
20:27
I want to understand how best can we serve you at Mortgage Marketing Institute.
20:32
The goal for 2017 for us, I'll just tell you, is to bring you some more premium content,
20:38
more usable tools and resources.
20:40
You've got the guide for how to teach realtor classes.
20:45
You've got the podcasts.
20:46
You've got some other things we've been doing like the powerful presentations master class,
20:50
which are the done for you, lunch and learn for you to get in front of lots of agents fast.
20:56
But if you would, take a moment and help me out and answer a few of these questions.
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The link to the questionnaire will be in the show notes, and I would appreciate you
21:04
just taking a moment to do that.
21:06
You can always just send me an email as well, info at MortgageMarketingInstitute.com.
21:12
Always like to hear from you.
21:13
Be on the lookout for our next Mortgage Marketing Radio Show.
21:16
As I mentioned, it's going to be a good one.
21:17
It's going to have a very special guest and address the question of, can one word change
21:23
your life?
21:24
So, thanks for listening.
21:25
I appreciate you so much.
21:27
Have a merry, merry Christmas.
21:29
Blessings to you and your family.
21:31
Happy holidays and wish you all the best in the coming year.
21:34
I appreciate you taking time out to answer these few questions.
21:37
Look forward to seeing you connecting with you again in the new year.
21:42
And by the way, if you haven't subscribed to Mortgage Marketing Radio, please take
21:46
a moment to do that now on iTunes or Stitcher and leave us a review.
21:50
Thanks so much.
21:51
Take care.
21:52
For listening to Mortgage Marketing Radio, one more truth in Mortgage Marketing, get
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more free training and resources at MortgageMarketingInstitute.com.
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You'll also get access to our weekly mastermind calls with top L.O.'s authors, speakers,
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and coaches to learn the best strategies to grow your business right now in today's
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market.
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And, as an extra bonus for limited time, for all new members, you'll get access to a database
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of 200 agents in your local market that have closed anywhere from 8 to 50 transactions
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in the last 12 months, and we'll provide that list uploaded into our platform for you
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so you can get off to a fast start in reaching actually productive agents.
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So what are you waiting for?
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You can check out more at mortgagemarketing.pro, see more of the success stories there.
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And if you feel compelled to do so, book a call, we'll have a chat, we'll see if it's
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a fit.
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Don't miss out on this opportunity to take your mortgage business to the next level right
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now.
23:57
Head over to mortgagemarketing.pro.