Latest / Mortgage Marketing Radio / Ep# 122: The Power of Habits to Change Your Life

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Ep# 122: The Power of Habits to Change Your Life · Mortgage Marketing Radio

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In today's highly competitive mortgage industry, building profitable relationships with
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the real estate agents is essential for success.
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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.
0:25
Chris has closed a remarkable 36 million in funded loans from agent referrals.
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And in this case study, he shares his proven strategies for building strong relationships
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with real estate agents and leveraging those relationships to drive more business.
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To get your hands on this resource, head over to LOKestudy.com and download your free copy
0:45
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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Welcome to Mortgage Marketing Radio.
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Brought to you by the Mortgage Marketing Institute, your number one source for truth in
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Mortgage Marketing.
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You and I do engage more for us to talk more for me to actually answer your questions.
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So a couple of ways you can reach me.
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Number one is you can always email me podcast at mortgagemarketingradio.com.
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And I've got a brand new way for you to reach me to engage and most importantly to get
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your questions answered.
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I want to share something with you that I've just added to my website and you can find
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it at, I want to mention this URL before I forget it.
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It's called Ask Jeff Anything and that's Jeff is GE OFF in case you're not familiar
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with my name spelling but it's Ask Jeff Anything.
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You go to that page and that page is on my blog and what it allows you to do is to click
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a button, start recording your question to me and I will get a notification that you submitted
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a question so that I can then answer your question, possibly play your actual question live
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on the podcast that you're listening right now.
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That's right.
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Imagine hearing your own voice asking me the question you want to ask and playing that
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for over 10,000 monthly listeners of our podcast and don't let that scare you at.
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But if you ask a good question, I just might play it on the air and answer that question
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and the reason why I'm doing this is I want to drive more interaction, more engagement
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with you, the listener and it's one simple way to do that for you guys to submit questions
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that I can get better in tune with the issues and challenges that you might be facing right
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now in your marketplace or ask me any question you've always wanted to ask and what I want
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to do is then is take those questions live, right, play some of them or just directly answer
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them, give you a little shout out and just say, hey, I got a question from Bill in Toledo
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and Bill asks me, boom, right, whatever that question is.
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So again, the place to find that is you go to the website is AskJeffAnything.com.
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That's the URL.
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AskJeff.
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G-E-O-F-F.
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AskJeffAnything.com.
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So put a link in the show notes and that's where you can go click that big orange button.
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It says start recording and you simply record your question, listen to it, make sure you're
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happy with it.
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If you want to redo it, you can redo it.
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And then when you are happy with the question, you hit send and I get your personalized questions
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submitted to me.
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How cool is that?
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Woo!
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Love it.
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Love to connect with you guys and would love to have some of your questions shared and read
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live on the air.
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Okay.
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Now, next, let's, I want to give a quick shout out to those that are actually leaving reviews
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on the podcast and make sure that you're being acknowledged for that because it is you
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who keeps this show going.
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It is your comments, your feedback, your input that I value greatly to know that this podcast
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is making a difference for you.
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So I want to give a quick shout out to one of our podcast listeners and this comes from
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Blackmagic.
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All right.
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Blackmagic, if you're listening, this is your review on iTunes.
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Blackmagic says, great interviews packed with all sorts of ideas and different perspectives.
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I like how the interviewer, I guess that's me, doesn't let up when receiving an answer
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from a guest he digs deeper and will continue to drill into the topic down to the most detailed
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level.
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And we all know success and beauty is all in the details.
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Keep up your great content.
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Actually, Blackmagic, that's Michael Cadet or is it Cadet?
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Michael, thanks a lot for the review.
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Buddy, message me on Facebook, DM me, whatever, I'm going to try and find you as well.
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You get yourself a free swag shirt, a mortgage marketing radio podcast shirt.
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Look at this.
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You can hear it.
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It's still in the bag.
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Right?
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Brand new, fresh off the presses.
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Direct to you, mortgage marketing radio t-shirt.
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Thanks for listening.
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Thanks for leaving your review.
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And if you want to leave a review, you know where to do that, wherever you're listening
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to this podcast, it could be iTunes, it could be Stitcher, it could be Google, it could
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be Spotify, it could be over on our Facebook page.
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By the way, if you're listening, have you yet joined our private group of four podcast
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listeners only, mortgage marketing radio podcast community at Facebook?
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We'll put a link in the show and I was there as well, but really easy.
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You're on Facebook.
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Just pipe in the search, mortgage marketing radio, right?
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And then you'll see the group come up, it's a private group, just four podcast listeners.
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So all right, there's that and let's continue on.
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So I'm going to do a couple of different things here differently today.
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Today, it's just me.
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That's right, just you and me having an intimate discussion, if you will, about a couple
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of topics I wanted to share with you.
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And again, this is why I'm setting up the opportunity for you guys to leave me questions
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on the page, ask Jeff anything because what I'm going to start doing is actually pivving
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a little bit and doing some more content that's going to be directed towards just me sharing
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social media, best practices, digital marketing, best practices and things like that.
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So I'd like to know what is it, the areas and issues you're most struggling with when
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it comes to being a modern mortgage originator, social media, digital marketing and stuff.
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Those questions, issues and challenges, you are welcome to post over at AskJeffAnything.com
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and we will address your questions there.
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Also, for those of you listening, you should know that most of these podcasts also have
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a video portion to them.
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So when we have a special guest on, there's a video, there's a video of me going right
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now and you can find that over on YouTube, I'll put a link to my YouTube channel in the
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show notes.
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That is a real estate marketing is the name of the YouTube channel.
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You'll also see the marketing radio podcast icon or logo feature there as well.
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And while I'm on that, so guys, I would love your feedback on this as well and you can
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use the button I just told you about, the AskJeffAnything.com button because I'm looking
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at changing the name of my company, right?
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The parent company is Mortgage Marketing Institute, under that umbrella is the Mortgage
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Marketing Radio podcast, the Mortgage Marketing Pro membership, which I'm going to talk about
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in just a moment.
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But, and I'd love your feedback on this some direction.
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And what I mean by that is this is so, you know, it recently dawned on me that although
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my main and primary audience is and always will be you, the Mortgage Loan Officer and
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this podcast will be solely dedicated to you and helping you grow your business as it
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always has been.
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As you've seen, sometimes I bring on real estate agents or others that are relevant
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to you, understanding the aspect of real estate and agents and what they face and go through.
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But I've also brought on agents as a podcast that you could and should share with your real
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estate agent partners because there's great educational content on there for them.
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That being said, there are some things that have been brewing for quite a number of years,
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actually.
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Bottom line is this, look, here's what happened.
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You guys know, I teach Asian classes every single month in my local market, sometimes
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several times a month.
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You guys may not know that for the last couple of months I've been working on a beta project
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and that beta project is hosting local agent masterminds, monthly agent masterminds where
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we get together with a small group of agents anywhere from 10 to 15 agents and once a month
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we're getting together for about two hours and we're dealing with very specific topic,
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a challenge, typically we have like, you know, challenges put together by challenge
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I mean, like initiatives and things for them to go and do such as post videos, such
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as, you know, produce content that get clear on their personal brand, set up their Instagram
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profile correctly and things like that.
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So every month there's a specific agenda with action items and handouts and all that
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fun stuff.
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And I've been doing that here in my local market in Vegas now for a couple of months testing
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it out because I wanted to see how it goes before I, you know, kind of announce it to the
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world, so to speak.
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And it's been going really well.
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But that in addition to the classes I've been teaching real estate agents for 10 years
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now, that in addition to the book I'm working on, all right, little sneak peak secret reveal
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on the book part of the title tentatively right now is Disruptor Die surviving the digital
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real estate shift.
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That's due to come out in the month of June, pressures on I know, but that is a book that
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is designed for the real estate industry, both real estate agents and you, the mortgage
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loan officer.
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And so what's happening is my audience is growing, diversifying if you will.
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So not just exclusively mortgage originators, but also real estate agents.
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What is the point of me telling you all this is that I'm feeling the need to change the
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name of the parent company, which is mortgage marketing institute.
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And I'm feeling the need to change that to something else.
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I wanted to make an easy switch and go real estate marketing institute.
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I guess what somebody on the web's already got that.
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And I don't know like how big of a presence they have or what not, but the bottom line
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is that it already exists.
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I don't want to go there.
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So I'd love your feedback.
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I love your input.
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The intent of what I do marketing, right, wise and all that kind of stuff is to educate
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and provide tools, content and resources to help you, right, grow your personal brand
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and become a modern real estate professional.
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So I'd love to hear what ideas you guys have around this topic, around if you've got
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name suggestions.
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Matter of fact, I might even do a contest for if I choose your name, the winning name,
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there's going to be some free cool prizes in there, right?
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So like exotic trips and giveaways and cars and all that kind of jazz.
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So if you want to participate and throw your, throw a name in the hat, look, reach, reach
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out to me.
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I've told you multiple ways to reach me already today, right?
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With the Ask Jeff Anything, you go to my Facebook page at Market Marketing Institute.
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You can private message me on Facebook.
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You can email me, podcast at Market Marketing Radio.
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Help me out.
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Help me choose a new name and I promise you I will make it worth your while.
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Get in our Facebook group and put in the new name there.
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All right.
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Okay.
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So that's happening there with that coming and by the way, if you guys have any interest
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in that real estate agent mastermind that happens in the local area, let me know that as
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well, just message me and let me know if you've got interest in that because we're going
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to be offering that in a very small group of beta rollout in the near, bear in your future.
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And if you can imagine what this is, what this looks like is you have got your own private
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mastermind of real estate agent says I said you meet once a month, about two hours, but
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a lot of the content is going to be provided for you as matter of fact, most of it, right?
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Your job is to facilitate.
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So imagine this, you, you get that meeting, you open up your laptop, you connect it to
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the TV or whatever's in that room of the office where you're at.
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And you've got a done for you lesson, right?
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That is delivered by somebody who's recognized as a thought leader in that space.
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And you get the materials every single month.
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You've got a cool box full of handouts and checklists and stuff and playbooks to go through.
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And you're facilitating the content, you're basically pushing play.
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There's a lesson and a teaching goes on.
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And then you're pausing at the right moments to help people fill in the blanks with their
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handouts, et cetera, and making that all happen.
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So if that's of interest to you, let me know and I've already told you how to reach
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me.
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You know how to do that.
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Okay.
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Let's transition.
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I also told you that I was going to tell you a little bit about the, for those of you
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listening, some of you are new, some of you haven't yet checked it out.
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As always, this podcast is sponsored by the mortgage marketing pro membership.
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And I have to share with you a brand new success story from one of our newer members.
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She only became a member in April of this year.
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And when you're listening to this, it's likely in the month of June or soon to be.
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And she's only been in the mortgage business for about a year and a half, right?
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She's in Florida, awesome lady.
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Just go get her.
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Shiny Morris.
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I want to give a shout out to you if you're listening.
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And it wrote so great when I hear a story like from, from somebody like Shiny is because
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we all hear ideas, right?
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There's no shortage of ideas.
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What there's a shortage of though is execution and taking action on those ideas, implementation,
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if you will.
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That separates the great from the good.
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Okay.
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Shiny is one of those who's on the path to greatness.
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I wholeheartedly believe that she's investing in herself in multiple different ways, not
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just with me at the mortgage marketing pro membership and multiple things, right?
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So she's, you know, guaranteed to succeed and do well in her business because she's
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doing all the right things consistently, right?
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So anyway, she shared with me a story recently.
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She's a new member to the mortgage marketing pro membership, which if you want to check
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that out, you can go look at it at mortgagemarketing.pro.
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We got a short eight minute video there that explains everything.
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But one of the key deliverables you get every single month as a pro member is you get
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it done for you turn key kick ass agent class.
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So imagine this in your, in your local market, a done for you class every single month that's
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on a hot topic could be business planning for agents.
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It could be Facebook live.
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It could be video.
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It could be YouTube.
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It could be Alexa flash briefings.
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You name it every month.
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We hand you on a silver plate of the PowerPoint, a video tutorial, handouts, speaker notes, everything
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souped in nuts for you to be able to, but get butts in the seats and deliver a class
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that agents love and convert those agents to meetings and referrals.
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So whole system done for you.
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I've been doing this for 10 years.
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And I would venture to say that nobody's done it longer than me or in a more systemized
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predictable way.
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And Shawnee's done it.
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She took it to heart and her most recent success story, probably post this video somewhere
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on our page on our YouTube channel.
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But she just recently hosted a class, which is video marketing for real estate agents and
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she says that immediately following her class, she received several videos from real estate
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agents who attended the class expressing their excitement and appreciation saying how awesome
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the class was.
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Looking forward to getting started with more video and one agent actually left that class
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and later that day went and did a Facebook live from her open house.
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Amazing, right?
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Agents are hungry for this information.
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They want help.
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They need help.
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Where are they going to get it from?
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And if they get it from you, do you think that's going to separate you, differentiate you
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from the competition and attract agents to be more open to talking with you, potentially
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working with you?
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Short answer?
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Yes.
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Last class, she just rocked it.
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She had 46 agents registered, 30 agents roughly attended and she did that at a local board
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of realtors.
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I'll probably have her on some point as a guest to interview her.
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I know we do this in our private coaching here as a member of the pro group.
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We do that.
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Anyway, she got five leads from her first class.
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Five leads.
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I forgot how many loans she actually closed.
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I think it was two.
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I mean, but look, take the average commission you make out alone, right?
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And do the ROI on that, okay?
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That's what you call a no brainer.
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Guys, five leads from a one hour class, 30 agents she's in front of for 60 minutes gets
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to build rapport, gets to demonstrate who she is, gets to connect, build trust, build
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like ability and create reciprocation, you know, reciprocation is when you do something
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of, you know, you use the worthwhile or you pour into people, you give them something
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that they value, they feel reciprocated to want to give back to you.
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And that's what's happened with Shawnee.
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So if you want to learn more about the mortgage marketing pro membership, it is open firm
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enrollment right now.
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You can find more info at mortgage marketing dot pro check out the short video we put up
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on that.
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Okay.
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Next up, I want to talk to you about a book I've been reading and gifting.
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There's only a few books that I've actually gifted in my life.
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And this one is one that I actually just recently gifted 10 of these books.
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And so whether you're a reader or you're a listener, I don't care.
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I'm encouraging and imploring you to get this book, which is Atomic Habits.
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Many changes, remarkable results, an easy, improving way to build good habits and break
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bad ones.
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And this is by James Clear.
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You can obviously find it on Amazon or on Audible, if you like books on audio, Atomic
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Habits.
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And I have to say I've read a lot of information on quote, time management or personal productivity,
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getting stuff done, you know, and I'm pretty well versed on all the different ways and tools
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and applications, time blocking and planning and all that kind of jazz.
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And it all has its place and its relevance, right?
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However, this book, I think, it's impacted me in a way and at a deeper level than any
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other book around personal productivity and creating habits and creating systems and processes
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to achieve the goals you want.
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So I highly endorse it and recommend it.
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And you know, for some time, I've thought about doing little book studies and excerpts
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and kind of sharing little nuggets from books that I read in.
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I like.
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And if you guys love that idea, let me know, right?
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Just let me know.
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But I wanted to share something for you with you from this book and it's called, it's
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all about habit tracking.
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And there's a whole like habit tracker and resources that come with this book and all
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that kind of stuff.
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So, but there's one story that I just wanted to briefly share with you.
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And this is in chapter 16 of Atomic Habits.
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And what's interesting is, okay, so this book talks about a lot of different things.
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It talks about obviously changing habits, how your habits shape your identity, how to
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build habits and four simple steps.
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Let's see, how to stay motivated in life and work, the truth about talent, when genes
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matter and why they don't, the secret to results that last, how to stop procrastinating,
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how to make good habits in the inevitable and bad habits impossible, how you like that,
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how to make habits irresistible, the role of family and friends and shaping your habits,
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how to find and fix the causes of your bad habits, how to stick with good habits every
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day, et cetera, et cetera.
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And this goes on and on.
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There's a couple of, like I said, if you guys are up for it, I'll share different nuggets
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from this.
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But there's a story in here in the book chapter 16 that talks about habit tracking and
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habit tracker.
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What is that, right?
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It's like you track your self activities, hopefully your calls and your conversions and
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your apps and apps to funded loans, et cetera, right?
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So habit tracker is a simple way to measure whether you did a habit or not.
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And the most basic form of that, we already know, it's a calendar and you cross off each
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day, right?
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You stick with your routine.
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So it's like an X.
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If you work out on Monday, Wednesday and Friday, boom, X, checkmark, whatever it is, right?
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And as time goes on, right, the calendar becomes a record of your habit streak and consistency
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builds momentum, consistency builds results and consistency in, you know, following through
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on your habits, produces an identity that supports you in living that habit and aligning your
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habits with your identity.
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Does that make sense?
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And the book talks a lot about this.
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And there's a story in here about Jerry Seinfeld.
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And Jerry Seinfeld reportedly uses a habit tracker to stick with his streak of writing jokes.
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And there's a documentary I haven't seen it yet, but the book talks about this documentary
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called Comedian.
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And in it, he explains that his goal is simply to never break the chain writing a joke every
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day.
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In other words, he's not focused on how good or bad a particular joke is or how inspired
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he feels to do it.
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He's simply focused on showing up and adding to his streak.
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Don't break the chain.
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That's the powerful mantra.
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Don't break the chain of sales calls and you build a successful book of business.
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Don't break the chain of workouts and you get fit faster than you'd expect, right?
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Don't break the chain of doing X for me, in my case, writing every day.
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Don't break the chain and you end up with momentum.
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You end up with results.
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You end up with confidence with certainty.
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Habit tracking is powerful, right?
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Because it leverages multiple laws of behavior chain.
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It's simultaneously makes a behavior obvious, attractive, and satisfying.
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The book talks a lot about those three things about how to make a behavior obvious.
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Number one, because look, you don't keep you motivated when you feel like you're making
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progress.
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Actually, not when you feel when you know you're making progress, and I'm not versus
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being busy, right?
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Because guess who's really busy and who's, quote, in motion, a rocking chair is in motion,
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but not very productive, right?
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It's not moving forward, never feel like that.
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Habit tracking, like I said earlier, what is that?
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What are the habits that you need to track better in your business?
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Is it the number of sales calls, number face-to-face meetings?
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Is it the number of loan apps you take in a day or a week?
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Is it the loan apps to conversion, right?
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Lone apps to actually funded loans, right?
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How about the past client database calls that you make in a given week, okay?
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These are all habits that we begin to track them, have that domino effect that will build
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and continue over time, right?
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It's just like one domino to knock down all those other dominoes in front of it, right?
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But you've got to start with the one and tracking helps make it obvious that you're making
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progress.
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It makes it attractive because it feels good when you make progress, it feels satisfying,
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and means you want to show up and do it again.
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Just like when you do actually work out, it feels good, right?
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Most of the time.
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That makes you want to do it again, okay?
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And obviously, there's tons of way to track your habits between apps and software and
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mobile calendar and, you know, your own little sheet of paper or a journal, whatever it
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is, right?
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But I encourage you to start tracking your habits and celebrating your success.
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If you have a habit that you want to make 20 outbound calls a day to whoever, or you want
21:04
to meet three realtors face to face, right?
21:07
Three times a week.
21:09
Start tracking it, start measuring it, start checking off the box and start celebrating
21:12
and rewarding and acknowledging yourself before following through and completing your habit,
21:17
okay?
21:18
So in this book here, so that's one excerpt from the book, and then this is this other excerpt
21:22
when we talk about identity, right?
21:25
And identity is another topic that I've been taking on lately and slowly learning less
21:31
slowly, but, you know, just kind of consuming information, right?
21:34
So identity.
21:35
Two steps.
21:36
Because here's the thing, right?
21:37
If you've heard my podcast with podcasts with Jim Fortin, an earlier podcast episode,
21:41
we talked a lot about the power of identity.
21:44
And I'll put a link in the show notes back to that podcast episode, but I had to talk
21:48
about the identity and that everything is about your identity.
21:50
Everything you do or don't do is based on your identity, right?
21:53
And I want to share this little excerpt from the book here with you guys about two-step
21:57
process to changing your identity.
22:00
Here's why.
22:01
Your identity emerges out of your habits.
22:03
You're not born with preset beliefs.
22:06
Every belief, including those about yourself, is learned and conditioned through experience,
22:12
okay?
22:13
More precisely, your habits are how you embody your identity.
22:17
When you make your bed each day, you embody the identity of an organized person.
22:21
When you write each day, you embody the identity of a creative person.
22:25
When you train each day, you embody the identity of an athletic person.
22:29
The more you repeat a behavior, the more you reinforce the identity associated with that
22:35
behavior.
22:36
In fact, the word identity was originally derived from the Latin words, is sentatas, which
22:43
means being and identity them, which means repeatedly.
22:48
So your identity is literally your repeated beingness.
22:55
I want to get all woo-woo, but as we talked about in the podcast, which important, it's
23:00
your identity is who you are being every day.
23:04
So whatever your identity of yourself is right now as a mortgage loan originator, as
23:09
a husband, wife, father, husband, spouse, brother, sister, citizen of the world, whatever
23:15
your identity is, you only believe it because you have proof of it.
23:21
For example, if you go to church every Sunday for 20 years, you have evidence that you
23:25
are religious, if you will, or spiritual, whatever your word is there.
23:29
If you study biology for one hour every night, you have evidence that you're studious.
23:33
If you go to the gym even when it's snowing and raining and dark out, you have evidence
23:37
that you are committed to fitness.
23:39
The more evidence you have for a belief, the more strongly you will believe it.
23:45
That's what we talk about habit tracking.
23:46
That's why Jerry Seinfeld makes a commitment, has a habit of writing a joke every day,
23:51
and it's not about feeling inspired to do it.
23:54
Let me give you a news flash, guys.
23:55
You want to go to the next level in your business, you want to achieve a certain goal, have
23:59
a certain outcome, you're not going to feel like it all the time.
24:03
You will run into resistance, and that's okay.
24:07
The secret is doing it when you don't feel like doing it, so you build that habit, so
24:12
you build that consistency, so you shape your identity.
24:16
See how the two are connected, identity and habits?
24:19
Your habits are influencing your identity.
24:21
You're demonstrating who you are, you're reinforcing your identity by your habits or lack
24:27
thereof.
24:29
Obviously, habits aren't the only actions that influence your identity, but simply by
24:33
the frequency, they're usually the most important ones.
24:37
Obviously, we have life experiences that modify our self-amaged right, but look, I mean,
24:42
I once, when I was in the junior high or something like that, I just moved to a brand new
24:46
area, and I was already a tall kid at that point, right, I'm 64, so I think I was like,
24:50
I don't know, six feet or something like that in high school or junior high, I can't
24:53
remember, but anyway, this coach walks up to me and always, yo, yo, Zimphur, everybody
24:57
basketball?
24:58
I'm like, no, that's great, come on over, sign up, you're going to be part of the basketball
25:01
team.
25:02
Well, just because I played basketball once in my life and a period of my life, does that
25:06
make me a basketball player?
25:07
No.
25:08
Right?
25:09
Or just because I once drew, you know, a picture and hung it up on my wall and some people
25:14
are like, oh, that's awesome, that's a great picture, great drawing.
25:17
Does that make me an artist?
25:18
No.
25:19
Right?
25:20
Again, let me come back to the key point, which is repeating actions.
25:22
That's accumulating evidence, right, accumulated evidence of a certain behavior and your self-image
25:28
begins to change and the one-off experiences, you know what, those fade, et cetera, over
25:33
time.
25:34
Okay?
25:35
And by the way, identity shaping, it's not a light switch.
25:37
You just don't necessarily walk in one day and switch your identity, although it's possible,
25:41
it does happen, but in reality is, it's a gradual evolution, right?
25:45
We change bit by bit, day by day, habit by habit.
25:50
We are undergoing what's called microevolutions of the self.
25:55
Think about it this.
25:56
So this is back to the book for a minute.
25:58
Each habit is like a suggestion, hey, maybe this is who I am.
26:01
If you finish a book, then perhaps you're the type of person who likes reading because
26:04
of the gym.
26:05
Once again, perhaps you're the type of person who likes exercise.
26:07
If you practice playing the guitar, hey, that's me, perhaps you are the type of person who
26:11
likes music.
26:12
I do like music and I do like guitar, but I don't have a good habit of practicing.
26:17
So I don't consider myself a guitar player.
26:19
When somebody finds out, oh, you play guitar, I pretty much say, no, no, I wouldn't describe
26:23
it that way.
26:25
However, if I did decide to follow through and execute on the consistent habit of practicing
26:31
and getting better, getting good enough, right?
26:34
Perhaps then I could consider myself a guitar player.
26:37
Think about it this way, guys, when you look at your day and you're deciding what to do
26:40
not to do, every action you take is a vote for the type of person you wish to become.
26:45
Wow.
26:46
Let me send that again.
26:47
Every action you take, by the way, not taking action is an action.
26:53
The action you take is a vote for the type of person you wish to become.
26:57
No single instance will transform your beliefs, but as the votes build up, so does the evidence
27:01
of your new identity.
27:03
Small habits can make a meaningful difference by providing evidence of a new identity.
27:07
That's the paradox, right?
27:09
Small changes over time.
27:10
So putting this all together, you can see that habits are the path to changing your identity.
27:14
The most practical way to change who you are and what you want to have is to change
27:22
what you do.
27:23
This is interesting, because I think about it from the concept that the interviewer would
27:26
do with Jim Fortin, which is all about identity, but the two are inextricably connected, right?
27:31
He perhaps would argue that it's your identity.
27:33
Who are you being?
27:34
But guess how you demonstrate who are you being by what you are doing and the habits consistently
27:39
stack up over time.
27:41
Each habit gets results, but also teaches you something powerful to trust yourself.
27:47
You start to believe you can actually accomplish these things, which means you start to shift
27:51
and change your identity, the stories you tell yourself about the ability to make change
27:55
and make progress.
27:56
And of course, don't forget the same is true for the opposite way.
28:00
Every time you choose to perform a bad habit, it's a vote for that identity too.
28:04
But here's the thing, guys, let perfection go.
28:06
You don't need to be perfect.
28:07
I'm going to Jerry Seinfeld example, writing a joke every day.
28:10
It wasn't about writing the best joke, just writing, just being in the habit and practice
28:16
of writing.
28:17
That's what it's about building that muscle, right?
28:20
Your goal is to simply win the majority of the time over time, right?
28:24
New identities for you and I require new evidence.
28:28
So it's simple to close this all out here.
28:31
If nothing changes, nothing is going to change.
28:35
And like Jim Rome used to say in order for things to change, you've got to change.
28:40
It's a simple two-step process.
28:42
Decide the type of person you want to be.
28:45
Who do you want to be in the various areas of your life and prove it to yourself with
28:52
small wins?
28:54
What do you want to stand for?
28:55
What are your principles and values?
28:57
Who do you wish to become?
28:59
These are big questions I know, right?
29:01
You can start with small her questions if you want.
29:03
I want to lose weight.
29:04
I want to be fit.
29:05
I want to be, right?
29:06
I want to produce X amount of loan volume, close to X amount of units, right?
29:09
Well, again, who's the type of person that could get that outcome, right?
29:14
It's probably someone who's consistent and reliable.
29:16
So now, this is how it all connects in here for me personally when I think about important
29:21
podcast about identity.
29:22
Now your focus shifts from outcome-based, meaning, you know, losing 10 pounds or writing
29:27
a book or, you know, closing 20 units in a month, right?
29:31
Now the shift moves from that to being the type of person who is consistent and reliable
29:38
has the self-integrity to follow through on the habits.
29:42
You know, it's funny when I interviewed Alex McFadden up in Canada, the mortgage
29:47
pug.
29:48
He was on just a few episodes.
29:49
He went from zero to $85 million in loan originations in three years.
29:55
And we had a brief conversation about goals and stuff like that and like, you know, funding
29:59
goals and things like that.
30:00
And it's funny because what he pointed out was that he didn't necessarily overly focus
30:04
on the outcome, meaning I want to close X amount of units or volume.
30:07
What he focused on was the activities, the activities.
30:12
If the activities are in place, the right activities, the outcome takes care of itself.
30:16
And he's focused on who he's being, which will lead to achieving the outcome.
30:22
Does this make sense, guys?
30:23
Are you tracking with this?
30:25
Are you liking this?
30:26
I hope so.
30:27
And once again, I encourage you to get the book, habits are important.
30:31
Listen to the audio, whatever your preference is, habits matter because they can get you
30:35
better results, but they matter more because they change your beliefs about yourself.
30:42
All right.
30:43
Well, that's the end of this special session.
30:46
You and me only.
30:47
If you'd like that, I'd love your feedback.
30:48
As always, you can leave us a review.
30:50
You know where to do that.
30:51
And if you do leave us a review, hit me up, message me on Facebook.
30:54
I'll need your address and your shirt size to send you a mortgage market radio swag podcast,
30:59
t-shirt, freshen in the bag.
31:00
If you want to learn more about becoming a pro member, you can do so by going to mortgage
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marketing.pro and get access to fellow like-minded professionals like Shani Morris, our shining
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star for the month.
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We talked about getting five leads from her first class, from realtors, 30 realtors in her
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first class.
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Crazy.
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Crazy good.
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Orange marketing.pro.
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Check out the short video we got on that and love to have you as a pro member over there.
31:23
And lastly, as a reminder, don't forget to check the show notes for links to ask Jeff
31:27
anything.
31:28
That's G-E-O-F-F.
31:29
Ask Jeff anything.
31:30
If you want to submit a question to me, that I will look at and possibly play and review
31:33
an answer live on the podcast.
31:36
And as always, I appreciate you guys for tuning in.
31:39
Go out there, start executing on the right habits consistently over time.
31:45
That will shape your identity and you will become the person you truly want to become.
31:50
Thanks for tuning in.
31:51
We'll see you on the next one.
31:52
Bye for now.
31:53
Thanks for listening to Mortgage Marketing Radio.
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