Latest / Mortgage Marketing Radio / Ep #41: Secrets of a Wall Street Journal Top 250 Agent

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Ep #41: Secrets of a Wall Street Journal Top 250 Agent · 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.
0:20
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.
0:47
You'll find actionable insights and practical tips that Chris used to close 36 million
0:52
in funded loans from agent referrals and how you can too.
0:56
Don't miss out.
0:57
Go check it out right now, visit LOKestudy.com and download your free copy today.
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Hey listeners, welcome to this episode of Mortgage Marketing Radio.
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How you doing?
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At the start of Q2, the date of my recording, this is April 11, 2017.
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How did you Q1 go, are you on track, are you executing effectively on your business plan?
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Are you adding more real estate agents to your bus, are you categorizing them as ABC players,
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focusing on your A's and B's, moving people up from B to A, real estate agents on your
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bus are always going to be coming and going.
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It's a moving parade.
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And most loan officers, as you've heard me say before, have no predictable proven system
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or process for adding agents to their bus.
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So we're always working with the most productive engaged agents.
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And you may have heard me talk about doing agent classes as a way to leverage and get in
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front of maximum agents in minimum time.
2:25
And if you haven't yet checked out get powerful presentations, which is they done for you
2:29
library of agent classes, topics like getting started with video marketing, which helps
2:34
agents understand 15 different videos they should be creating in their business right
2:38
now.
2:39
Or if it's dealing with millennial marketing for real estate, how to capture the most
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profitable group of consumers in history or getting started with content marketing, the
2:48
new rules of content marketing.
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These are examples of three different agent classes that are turn key for you and available
2:54
instantly for download for you and get powerful presentations.
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So if you haven't checked that out, do so at getpowerfulpresentations.com.
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That's open for a little bit longer here and our spring fling special.
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And so what it comes down to is if you really want to capture the attention of real estate
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agents, you want to get noticed rise above the noise, you've got to add value.
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Obviously, you hopefully know by now it's not about rate sheets and closing fast, right?
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Those are promises that agents hear all the time.
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It's less about you, more about them.
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It's understanding how you can add value to their business.
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So that's why I'm excited to bring today's guest to this week's episode, Karen Briscoe.
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She is an amazing lady.
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Let me just give you the quick bio on her.
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She's the principal owner of Huckabee Briscoe Conroy, HBC with Keller Williams and McLean
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Virginia.
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She's recognized by the Wall Street Journal as one of the top 250 real estate teams in
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the US and ranked in the top 100 teams with Keller Williams every year since 2009.
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She earned her team of collectively sold over 1,000 homes valued at more than a billion
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dollars.
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And Karen is my special guest today.
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She comes by way of a good friend of mine, Wade Vandermohlen, who is a highly successful
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smart and handsome title rep out of the same DC area.
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And Karen shares with us a story about how Wade and a very competitive market was able
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to earn her business as a title rep.
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So there's lots of lessons in here today, this episode.
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If you haven't heard that podcast with Wade yet, go back to podcast number one, there's
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the very first podcast I had Wade on.
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I had him on a second time talking about a great real estate app called Huckab.
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And now of course we're still talking about Wade.
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Man, oh man, this guy Wade.
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So Karen and I are talking about how do you add value as a loan officer?
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How do you get noticed?
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How do you rise above the noise?
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And we're also unpacking some strategies, tips and success strategies that real estate
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agents can apply in their business.
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And I will share with you in this podcast episode today are some lessons, are some great
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takeaways and examples for you on how you can more successfully attract and convert real
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estate agents.
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One of the ways you can do that is by getting and reading Karen's book real estate success
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in five minutes a day, secrets of a top agent revealed.
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And you'll hear us talk about this book, but bottom line is what's so great about this
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book is it makes it easy to read.
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It's simple.
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Do you have five minutes a day?
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Because that's all it takes to read this book every chapter of the book is a day.
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It starts on January 1st and goes through the entire year.
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You don't have to start on January 1st.
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I frankly have started in April when I purchased the book, but every day has a theme and has
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a quick five minute story tip idea, inspirational thought and it's simple and easy to digest,
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to consume and read.
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And I'll tell you when I talk with Karen about ideas, loan officers can leverage to put
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this book to work in your business.
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There's so many different ways to leverage this.
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Listen to the podcast.
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You hear me talk about how do you create one video a week by taking one tip per week out
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of this book and simply share the ideas from the book to help them.
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You're sharing the ideas of one of the mega agents in the country by a few copies, send
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it with a targeted handwritten note to the top 10 or 20 agents you're prospecting in
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your local market.
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Stand out, add value, be unique and be different and I hope you like this week's show.
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If you haven't yet subscribed do so on iTunes or Stitcher, if you like the content, please
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do me a favor.
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Take two minutes and leave us a five star rating, okay?
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It helps us reach more listeners, helps us know we're doing a good job so we can continue
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to do this for you.
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So without further ado, let's get into this week's show.
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Hey Karen, welcome to the show.
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Thank you Jeff for having me.
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It is a pleasure to have you.
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You are amongst the most successful real estate agents and teams in the country.
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So I feel it's an honor and a privilege to have you here and I'm so grateful for your
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time.
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We'll actually talk a little bit about when I say that what that means in terms of numbers
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and volumes so those people listen and get a sense of what does that really mean, one
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of the most successful agents and teams in the country.
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But as we get into that, why don't we start with a brief just backgrounder on who you
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are, where you're from, how did you choose real estate?
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Well I actually started in commercial real estate right out of college in Dallas, Texas
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and did residential lot development for Tremacrow.
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So I've always had a passion for real estate.
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The journey into residential happened because my husband's career moved us up to the Washington
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DC metro area and when after our kids reached a certain age, I wanted to get back to work.
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I went to work for the Starbucks company and had the next cell account and that was
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during the dot com bust, which there is no money in disposition is I'm sure you realize.
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So someone suggested residential and I really do feel like it's a great combination because
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it combines my strong negotiating and understanding markets and value and what creates value
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along with the people's skills of really enjoying working with people and making some
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of their most important life decisions.
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Well that's great.
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So let's give some context here then for the listener.
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So you are the principal owner of Huckabee Brisco Conroy Group or HBC with Keller Williams.
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You're in McLean, Virginia and I need to point out because people really need to know
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what you've accomplished in your career.
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The Wall Street Journal recognized you as one of the 250 top realtor teams in the U.S.
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You're ranked in the top 100 teams with Keller Williams internationally every year since
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2009 and since 1977, you, your team has sold more than 1,000 homes valued at a billion
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dollars and you consistently sell today over 100 properties a year.
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So how the heck did you start from where you just described to get there?
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It was just overnight success, right?
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Well, I actually joined a team at top producing agent when I went from commercial to residential
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because I felt like well success leaves clues and there's really not much benefit in trying
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to reinvent the wheel.
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And so the agent that I joined sadly was ill.
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So when I became partners with her in 2006, it was with the plan to take over the business
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which I did in 2008 when she passed away.
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Happened to be the same month that the financial markets crashed, was not great timing.
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Yeah, so it's been rebuilding since that time.
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So I started at a higher platform in the beginning though I was a team member and worked with
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buyers and sellers.
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So anybody can achieve a high level success.
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It just requires taking some certain steps and actions.
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Okay.
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And I were connected by way of someone else I've had on the podcast Wade Vanderbolen who's
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a title rep out in your area and I want to come back to tying Wade into the conversation
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because it deals with a few listeners by the way loan officers, how do you earn the business
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of a top agent like Karen and perhaps get introduced to her team.
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So that was kind of Wade's story and he was I think the first or second guest on my
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podcast.
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I've had a second time since then but we'll circle back onto that because I want to right
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now ask you this question about you said anybody can be successful.
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My question for you was when you decided to switch over to residential, what was your
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mindset on that?
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I mean, did you, did you set about to be one of the top agents in the country and with
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your franchise or it was just, huh, this real, this residential thing is interesting.
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Let's try that out.
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Yeah, but like a lot of women, I had been home with my kids.
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So returning to the workforce was something that I actually only wanted to do part time
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and a lot of people enter the industry that way.
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It really didn't turn into a business and taking it to this level until like I said when
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I became partners with the top agent.
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The thing is though, the secrets to success are really the same.
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They're just exponential, right?
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So I would say what was the secret to my success and why was I selected?
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It came down to lead generation.
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I understood very quickly that if you don't have a lead, you don't have anything to do.
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And so rather than relying on the team or my mega agent to give me leads, I proactively
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got out there and found them myself.
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And what did you do to get out there proactively and find leads?
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Well, leads are all around you, really.
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And that's the thing that I discovered proactively through my sphere.
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And yet having many full conversations with people, what I call pickup line is a little
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bit different.
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I open conversations with where do you live rather than what do you do for a living or some
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other perhaps lines that people use or what they're introducing themselves.
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And where do you live line actually opens up so many conversations because once you
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know where somebody lives and you can remember them and you can have a real estate conversation
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when you share that the reason why you want to know is because you're a real estate agent,
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you can start to discuss often they want to know about the market.
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You might have friends that live in their community.
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And if you truly become a neighborhood expert and know those different neighborhoods, then
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they're going to want to ask you more about real estate and seek you out.
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And that's really that.
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And then good follow through.
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I am like the energizer buddy.
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I don't give up somebody mentions some question or interest in real estate and I stay in touch
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with them to see how I can help them.
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Okay.
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So there's a lot of directions where you go there.
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You don't give up.
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You follow through like crazy.
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That's awesome.
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You stay in touch with them.
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And often times in getting feedback from listeners on a podcast like this, people always
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ask, well, you know, well, what tools does Karen use?
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What's CRM?
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How does she stay in touch?
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And so I'm naturally curious, you know, obviously at Keller Williams, you have a lot of solutions
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provided for you.
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So how do you kind of stay top of mind with your leads referrals past out of base?
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Actually, a CRM is priceless.
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If you don't have one, that's the first thing you should get.
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And I currently use wise agent Wade helped me see the benefits to that.
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But there are many good ones.
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The important thing is to do it.
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I think people are driving for perfection.
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And sometimes just being done is better than than that.
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And in terms of follow through with people, like for example, I have a property and a contract
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right now that I met those people originally in 2009.
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So I put them on a drip campaign and eight year drip campaign.
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Yes.
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Well, you see, that's the part where I think people see this business and the longevity
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of it, the benefit of it is when you stay committed and you stay into it in the long
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run, then you get the benefit of the fact that people come back.
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I think that a lot of people forget that 80% of the sales is made after the fifth contact.
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And most people give up after the first or second.
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And do you see that as a recurring issue with agents in wanting the quick hit, the quick
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fix and not being in the long, long play of the game?
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Well, it must be because what they say, 87% of agents leave within the first five years,
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I think there's a disconnect in what people realize what it takes to build a business
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and to sustain a business.
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And there's some misconceptions perhaps in the industry about, you know, it's a lucrative
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industry and relatively easy to enter and to achieve at a high level success requires
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doing this over and over and over again.
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One way he shares the same statistics in the industry for that he's in in the title
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business and I would say any top mortgage originator would share as well, very similar
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statistics.
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Okay.
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All right.
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So let's talk about Wade seeing as we've mentioned him a couple of times here.
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So like I said, Wade is how you and I got connected, had Wade on the podcast as a guest.
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Tell me the story about Wade, how did you get to meet Wade?
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Well, he was introduced to me actually through a mortgage person because after I wrote
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my book, real estate success in five minutes a day, she felt like I should meet him because
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he has some creative ideas and ways that he helps agents market themselves.
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And when we did meet, I really was impressed quite quickly.
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His video presence and using video to help agents market themselves is really tops for
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our area and the industry.
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He also does some great, absolutely fantastic lunch and learns and training sessions on some
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topics that if you're not quite as comfortable with the technology into the business, he's
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very, very good at that.
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And I've had my office manager and marketing person attend a number of those and those
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were very beneficial.
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So he kept adding value in very unique ways.
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I would say that and he's pleasantly persistent.
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Okay.
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So you already had a title partner before meeting Wade, somebody else you were sending
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your business to?
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Yes.
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Someone that I knew through other relationships in the business.
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And so when Wade came to me, I was like, well, you know, what are you going to do that's
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going to be different?
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And he clearly showed that he did have some new approaches that were very valuable and
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beneficial.
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So I would say the number one thing that mortgage originators and title reps can do is add
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value.
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Actually, I say the same thing to real estate agents.
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I'm like, you two can add value by having true market knowledge, by being very knowledgeable
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on the neighborhoods and the homes that are previewing those homes and actually being
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knowledgeable about them and using some creative community engagement events and other ways
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of reaching out to your sphere and beyond.
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Okay.
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So in terms of adding value, I mean, a lot of people say that and talk about that.
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But in the case of Wade, for example, and this is right, I've got my loan officer had
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on.
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And I'm listening to this adding value to agents.
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So how do I do that?
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And I constantly try and get out loan officers out of the conversation of, you know, what
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people call show up and throw up, right?
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Which is, let me tell you about how great my rates are, my service, I close super fast.
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You know, I work weekends, all that usual noise that you agents, I'm sure here all the
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time.
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Wade's approach stood out because it was wasn't based on all that and there was no rush
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to get there.
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It was, oh, let me better understand what's going on in your business and how can I help
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you?
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Is that right?
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Absolutely.
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And really, truthfully, to close a loan on time and to provide market rates and to give
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good service is basic for what load originators should be doing.
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So what are you going to do that's above and beyond and looking for ways to add value
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for the agents business that ultimately is going to benefit the load originator?
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I mean, think about it.
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Agent does one more deal a month, then that's one more potential deal that the load originator
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might have.
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And so it's a win-win opportunity, actually.
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I would think that more would want to be doing this, but it does require thinking outside
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the box.
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Sure.
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And it does require consistency as well.
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And of course, a different approach.
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Did Wade then ultimately earn your business?
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Oh, absolutely.
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I think he's been quite pleased that he got to know me.
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Well, because not just me, I mean, I have a team as well.
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And so when I was sharing all the things that Wade was offering, several other ones stepped
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up and said, yes, I want to get into doing some video.
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And also, he just had some unique approaches of marketing in terms of doing some campaigns
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together.
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And those things are always helpful in generating the agents business again so that that in
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turn helps a load originator or a title person generate business.
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Do you find that approach refreshing then as opposed to the other approach we described?
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Absolutely.
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But I will say that Wade was pleasantly persistent.
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He wasn't annoying.
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There was a point.
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So what does that mean?
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What do you mean?
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Well, now that I think back, there were a number of times that he tried to meet with me.
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And it was actually an almost direct referral that made me say, okay, I'm going to circle
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back and see about this relationship.
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But he had added value before that because again, I had some of my office staff go to some
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of his training.
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So I think that that's where, and I see this with agents too, they think, okay, I tried
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one or two things and that didn't work.
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So they don't want to do anything with me.
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I don't think that's necessarily case.
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And also, remember agents business changes.
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I have this one lender who had contacted me a number of times and we'd done a few things
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to gather.
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But there was never really an opportunity until I really hit a tough loan situation.
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And she had always said, call me if you have a challenge.
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And I'm like, okay, I'm calling it in.
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And I did.
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And she performed.
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And so it really changed my dynamics on that relationship.
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She had done it when it was hard.
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And so then it led me to one that sent more business her way.
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Okay.
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That's great.
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Now, I definitely want to dive into your book in just a couple of minutes here.
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If you could for the listeners, again, right, lots of loan officers, how is your business
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currently structured in terms of your loan officer relationships?
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Do you have just like one predominant, do you have a couple or a couple of three people
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on your team?
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Well, I predominantly am a listing agent as many mega agents are.
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And I have agents on my team that predominantly work with the buyers.
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Of course.
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Yes.
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My relationships are in terms of if there's like a buy sell, like I sell a house and then
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that person goes to buy, there's those opportunities, then obviously the ones with the team members.
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And there's the co-marketing, co-branding opportunities.
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So broker opens, we have community events that we have lenders that participate in.
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So there's several opportunities.
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I do often when somebody requests a lender, I do make several recommendations that don't
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usually just send it to one lender because the other factor I'm taking into consideration
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is who is a good fit.
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I have some lenders that for example, we do a first time home buyer seminar with one of
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the agents on our team.
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We have a lender who's more of a millennial age.
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And so he's a great fit for that when we're doing events that are more in the lines of
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people that are right sizing, downsizing, that demographic may not be a good match.
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So I do have, like to have relationships with a number of lenders, some are specialized
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in doctor loan, some specialized in other type of loan products.
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So I do keep a repertoire, if you will, of lenders.
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Sure.
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But obviously you focused on listings and doing lots of other things in building your business.
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The engagement really happens with your buyer's agents.
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Yes.
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I mean, I still do about 20, 25% of my business is buyers.
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Okay.
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So there is opportunity there.
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And there's opportunity, I always tell people, the opportunity is really as much as you
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want it to be, because if you're adding value to our team, then that's going to overflow.
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There, I think people sometimes are, if they're transaction oriented or de-oriented, I saw
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this and I was on the committee at our local Chamber of Commerce and people would join
23:11
the Chamber and they're like, well, I didn't get any business out of that.
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I was like, oh, wow, you should be going to the Chamber of Commerce because you want
23:17
to do contribute to your community.
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And you want to be at the table and part of the conversation.
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And then you do that at some point, the business is going to flow your way.
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And that is something I share with, I know we're all in business and we need to make money
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and where are we?
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In the States.
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Just we need to make money.
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I mean, we are a four-profit, we are not a nonprofit organization.
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That being said, I do think that there's a mindset or the potential of a paradigm shift.
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If you're going into the relationships as if every deal, every time you meet with somebody,
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they're going to send you a deal.
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And that starts to make it feel like you really aren't there to help them grow their business.
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You're there for the deal, right?
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That is such a great point.
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And it really comes from being genuine, right?
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And really having that genuine intention that you do want to help.
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And I definitely know that was the case with Wade.
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That's I think why he was successful, yes, persistent, but also he was authentic in really
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wanting to make a difference in your business.
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And that comes through.
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People can tell the difference.
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And also they usually drop out.
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So the people, the lenders and title wraps that just come and say, I want to take you
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for coffee and meet with you.
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And then if you don't sit in the deal right away, then they're not around.
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They also usually don't say.
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And this is very long because they're missing, again, the overarching is that you add value.
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You're generous.
24:43
Michael Mayer is fantastic on this.
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I don't know if you've read.
24:45
Sure.
24:46
Here he's been on the podcast.
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Okay.
24:48
Well, there you go.
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Michael Mayer in the generosity generation.
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The idea is you're generous.
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Not expecting anything to return.
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But the law of attraction by giving and value will, it will come back to you.
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Absolutely.
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And I don't know why that's such a hard thing for some people to get.
25:02
And I guess right to your point that, you know, maybe that's why they don't have longevity
25:06
in the business.
25:07
But I think that's a success long term no matter what, right?
25:09
Is that whole servant, servant's heart, servant attitude, you know, like you said, it shows
25:15
up and people can tell the difference.
25:16
And if your intention is just all about you, that's like you say, that's going to show
25:22
up and that will not have longevity.
25:24
Well, I think that in, I've seen this occur where people get stuck in a transactional
25:29
loop.
25:30
But this is one of the themes of the book is that everybody has to have a lead in order
25:34
to do anything, even dentists have to have a patient, right?
25:37
Sure.
25:38
Sure.
25:39
Sure.
25:40
You have to have a client and church has to have parishioners.
25:41
So everybody does lead generation or business development.
25:44
And then they get caught in this transactional loop.
25:47
They convert or consult it to sell really in order to sustain and to make it be an ongoing
25:53
enterprise.
25:54
You have to connect to build and grow.
25:56
You have to do those things that create the systems and their relationships and the
26:02
connections that makes it ongoing.
26:05
Otherwise, you're only as good as your next transaction.
26:07
Right.
26:08
And that's really what this business is.
26:10
It's a relationship business.
26:11
It is.
26:12
I've got to sustain over the long run.
26:14
I think that there really isn't any other way to do it.
26:16
Right.
26:17
Oh, by the way, for those that are listening, you're wondering how do you learn more about
26:20
this esteemed way to defend or more than we've been talking about.
26:23
I'll put a link to his website in the show notes, but it's dc titled titled guy.
26:27
com dc titled dot com link in the show notes, plus you can check out podcast number one.
26:32
I believe it is.
26:33
He was my first guest.
26:34
Wow.
26:35
I saw that.
26:36
Yes, I listened to it.
26:37
All right.
26:38
So let's talk about you being an author, man, oh, man, I'm holding this book in my hand.
26:44
Hope you can hear that.
26:45
It's a big, thick book.
26:47
I just love the concept of this.
26:49
And you know, when you first get this ordered out off of Amazon, you first get this.
26:53
You're like, man, this is a serious book.
26:55
But don't be intimidated by the sheer size and weight of the book because I love the way
27:00
this is structured.
27:01
So it's real estate success in five minutes a day, secrets of a top agent revealed.
27:07
And what I love about this is, is it's just one success strategy every day.
27:12
Take five minutes.
27:13
You know, you and I talked about the miracle morning with hell, Elrod.
27:15
Take five minutes out of your day, probably in the morning is best.
27:19
And just read this one short little chapter, each chapter or each idea is really just
27:24
about about a page or, or less.
27:27
And so I'm curious what inspired you to do a book like this in this structure where
27:32
it's just, you know, one idea a day.
27:34
Well, so when you tube a high level success, people come and want to know how you did
27:39
it.
27:40
And I've been coaching and I had been doing training.
27:44
And I would encourage agents to read and to do work on their personal business development.
27:52
And many times they would read the book and they would have the book or they would buy
27:56
the book and they would have the book, but they didn't actually read the book because
27:59
they said they didn't have time.
28:01
And so I finally, like, well, do you have five minutes a day?
28:04
And everybody said, well, sure, I have five minutes a day.
28:09
Google has done a study and they found that about 10 years ago, the tension span of an
28:15
average adult was 10 minutes a day.
28:17
It's now five minutes a day.
28:19
Right.
28:20
So if you think about the way our world is now, five minutes is actually a very long
28:25
time.
28:26
Everybody could commit to five minutes a day.
28:28
And the beauty of the book being structured this way, I call it a unique delivery system,
28:34
is that you actually can think about and find ways to apply it.
28:41
Many books, although fantastic information, it starts to be tsunami overload.
28:47
It's too much information.
28:49
And so what happens is many people don't do anything, right?
28:53
And so with one idea a day, one concept a day, then it's easier to remember it because
28:59
you're focusing on one thing.
29:01
And that's what I've heard from many agents that have actually I have a number of lenders
29:06
and title company representatives that are using it as well.
29:11
Because if understanding what an agent needs to do or should do or can do in order to
29:19
achieve success at a higher level, the lender in the title company, right?
29:23
That can actually contribute in a much more meaningful way.
29:27
Yeah, but the way you've written this is like so creative.
29:29
I mean, each, each lesson of the day includes a story.
29:34
It's engaging.
29:35
It's like, you know, you talk about the breakfast of champions and for those of us that are
29:39
old enough to remember that from Wheaties, and so structuring your day that way every single
29:45
day.
29:46
But I mean, I'm looking at, okay, so I love some of the, some of the titles of this.
29:49
For instance, January one, okay, what a great title.
29:51
Are you all in?
29:53
That's great.
29:54
But then I move out to April 5th and I will sell this house today and you tie in a reference
29:58
from the movie American Beauty.
30:00
I get a sense that you made a major investment of time and effort to make this engaging.
30:07
I mean, because this is fun to read.
30:09
Well, and that is how people actually remember as well because the stickiness of it, a story,
30:16
an example that they'll remember.
30:19
It's actually a combination of information and inspiration, which becomes transformational.
30:25
And that's very intentional because that's what people remember.
30:28
And then they, they, they need to remember it in order to be able to apply it, right?
30:32
Well, come on.
30:33
April 6th, you've got all about the basics and you're tying in the Meghan Trainor song,
30:38
all about that base.
30:39
How can you not remember that?
30:42
That's awesome.
30:43
You've been like, remember that being no treble is in the song is the agent who sticks
30:47
to the basics is more likely to have no treble.
30:50
That's awesome.
30:51
Well, you see, you're already figuring out how the system works in terms of, of people
30:57
using it as a memory device.
30:58
I had this one gentleman I met him at a regional event, he bought a book and then I saw him
31:06
in another event in another city a few months later and he came up to me and he said, Karen,
31:11
I bought you a book and I'm like, yeah, I'm actually reading your book and I'm like,
31:15
well, W and he goes, it weren't sort of like, oh my gosh, you have a story to tell.
31:20
And it was in November and he had read the story about first mover advantage.
31:25
And that is mostly a technology term, right?
31:29
You want to be first to market, first mover advantage.
31:31
The applications to real estate are there's advantages to being first to market.
31:38
A couple of days later, he was on a listing appointment and the seller was saying, well,
31:42
I think I'm going to wait until spring and all of a sudden, he remembered first mover
31:46
advantage and he shared it with the seller.
31:48
The seller was like, oh, yeah, I want to be on the market for everybody else.
31:51
Got the listing sold to house.
31:53
He's like, this stuff works because I actually remembered it because that's only thing I read
31:58
that day that applied to my business.
32:01
Wow, that's great.
32:02
And it's just like I said, it's a lesson every single day and you do make it very memorable.
32:07
And it will trigger those things to come up.
32:10
As a matter of fact, in the start of the book, let me just go back to this right here.
32:14
I love that you have the sweet spot, right?
32:17
How this book can help you achieve your sweet spot of success,
32:20
which you talk about is, you know, you label this as success thinking.
32:25
Number one, commit to get leads, consult to sell and connect to build and grow.
32:31
And you've got success activities and success vision, all tied into those.
32:34
And in the middle there is that sweet spot.
32:36
What do you mean by that?
32:37
If you could elaborate a little bit on what that all, how would we use that?
32:40
Well, when all of those come together, that's where you have a transformational experience.
32:48
Again, in the living in world, in the total world, in the real estate world,
32:53
and tell you have a lead, you don't have anything to do.
32:55
Well, once you get that lead, you still have to convert and consult to sell it or get the
32:59
loan close. To get out of that transactional loop, then you connect to build and grow so that
33:06
you can sustain it like with a, you know, a database, a CRM and leveraging people.
33:12
And then all of that is encompassed with mindset, because that's where the thinking begins,
33:20
and the activity is envisioned, begins everything.
33:22
So when you bring all that together, those are the sweet spots of success.
33:27
Yeah, and you've got the daily topic key, where there's icons associated with
33:32
different elements of the book, which is great, because then that triggers you to remember,
33:36
right, what parts of the sweet spot that's in, right?
33:38
Yes, and some of them, there's more than one, and there's some that are a focus on one area of
33:45
success. And as you go through the year, and you really can start it any time, I know some people
33:51
think, oh, well, I, I didn't start January 1. I need to catch up. I'm like, no, no, this is
33:56
I know guilt books start right where you are. And, and just start here, it is set up somewhat
34:02
seasonally as well, because it follows the calendar. And some of the topics are going to be more
34:08
applicable to the time of year, and others are going to be just basic principles of
34:14
lead generation conversion and growing a business.
34:17
That's awesome. Yeah, like, like today, April 11th, the day we're recording this,
34:22
go up swinging. You're tying in a baseball story. How appropriate is that? Seeing as it's
34:27
opening day, right? Yesterday for a lot of baseball teams around the country. That is awesome.
34:33
So it's interesting. When I, when I first saw this book and I came across it, and I've got it in
34:37
my hands, obviously, there's the way the real estate agent can apply it to their business,
34:41
and of course, right, reading it once a day, setting it up. The breakfast of champions kind of
34:45
process way to set the tone for your day, loan officers can do the same thing. But I had the other
34:52
idea, knowing that a lot of my listeners are loan officers, you know, we're always looking for
34:56
ways, as we said earlier, to add value. I was thinking that this would be a great way for the
35:01
loan officer to finally get started with video marketing and take a couple of minutes, right? You
35:09
don't have to do one every day, but pick one a week out of this. Do a quick little share and send
35:15
it out to your real estate agent partners of, hey, here's, you know, it's May 21st and here's
35:20
the success tip of the week, right? Fight, flight, tend and befriend. Then you basically share the
35:24
story and the concept from that one particular day and send it out to your agents. What do you think
35:29
about that? That's actually brilliant. I think that that is one of the powerful ways that loan
35:35
officers can use the book because you're given some topics that are going to be relevant to a
35:41
real estate agent. They're going to be relevant to helping that agent grow and build their business
35:47
and they're going to be more receptive to tips and techniques that are going to empower them to
35:55
be successful. And you're going to stand out because what everybody else is doing is sending
36:00
out rate sheets, right? So if you're sending them a tip, like, okay, in what ways can I help you
36:05
go up swinging today? If you're making a, if you're going out on a listing appointment,
36:11
what ways can I help you go up swinging? If you are meeting with a buyer and they're getting ready
36:16
to write it off or be in a competitive situation or looking at houses, how can I help you go up
36:22
swinging agent? That is going to be a much more meaningful conversation than can I send you some
36:29
rate sheets. So it's a brilliant idea to bring in the video because then you can have a broader
36:36
audience with the video topics. I've also known people to use it as part of Lunch and Learns. Those
36:43
work as well. Many teams are incorporating it as part of their team meeting because you can
36:50
pull a topic and you say, okay, let's talk about this one way we can help the agents or the people
36:56
on our team. If you're working with your processors, if they can understand what the agents going
37:03
through with their client, perhaps they'll be more on board as they help the client or the borrower
37:12
navigate the process. There's lots of ways to use the book to success. Yeah, I mean, just to build
37:18
on that. So as a loan officer, first of all, I would target the top agents in my local area,
37:23
pick a list of top 10 or 20 who you want to start getting on their radar. I would, first of all,
37:28
make the investment and send them this book and with a little handwritten note, hey,
37:32
thought of you, right? This is obviously from a fellow mega agent to use your words and just
37:38
thought you could get some ideas out of it. I mean, what an incredible gift of value for that. But
37:42
then, of course, when you're doing your videos, and this is for you listeners who still have to get
37:46
over the getting started with video because you don't like how you look on camera and all that fun
37:50
stuff. You know, you simply, I would start by, look, hey, here's what I'm doing. I'm doing a series
37:55
that's coming out of Karen Brisco's book real estate success in five minutes a day. I wanted to share
37:59
one weekly tip for it with you. But by the way, there's a tip every single day in here for every day
38:03
of the year. So if you want to talk more about this book, love to chat with you. Happy to send you
38:07
a copy of it. But anyway, so we're going to be doing this thing. Boom. Here's the tip of the week
38:11
today. Boom. Hold up the book, right? Just like that. You're investing, you're investing in them and
38:16
that their business, you know, there are many gifts that won officers can give agents and
38:24
many of them are very enjoyable, but they're not as long last day. Yeah. And it's a win-win
38:29
because when the real estate professional agent has more business, then that's going to
38:36
flow over. And who else are they going to think about, but the person that helped them grow their
38:39
business? And to your point earlier about why I like this book as opposed to some others, and there
38:44
are definitely other good books out there. We all know, right? The Gary Keller books and all that
38:47
stuff. This book is something that people will go back to on a more, I think, a more frequent
38:53
basis. I don't want to say necessarily everybody's going to do it daily, some will, but at least I
38:57
think it'll have shelf life on their desk. They'll take it with them. It'll go home. You know,
39:02
it may travel with them when they go, you know, on vacation. And so I think that's where you get
39:07
the longevity out of a book like this. Well, and it is to have a digital version as well, which is
39:12
actually great for traveling. You can download it to your your handheld device. I think that the
39:17
fact that the stories and the applications are going to resonate on a kind of an evergreen type
39:24
of these these topics and techniques and strategies are basic principles. And I think that they
39:31
because of that, they do have many books are written such that you read them over and over again
39:36
because every year your business is going to be at a different place. You're going to have
39:41
different kinds of clientele. You may be in a different situation. And yet everybody can use
39:46
some inspiration and information on a daily basis. Everybody needs the reference to champions.
39:52
Do I mean because you you eat to feed your body, but this is a way to feed your mind.
39:59
One question I wanted to ask you you talked about how your business you know changes over time.
40:02
And so you've been doing this what for 15 years 15 years. Yes. Yeah. So that's that's 30 in
40:10
real life years. How is your business? I've heard somebody said the other day that you know how
40:17
we communicate how we quote market brand ourselves today in real estate has changed probably more in
40:25
the last five years than it has in the last 20. So any things you want to share with the listeners
40:31
agents, loan officers and how you've had to adapt your business with you know to to keep up with
40:37
well clearly the social media has changed it, but I think it's changed it in a good way.
40:42
I have many situations where I found out people were in a transition in their life and was able
40:49
to reach out to them and help them with the real estate needs. The beauty of LinkedIn is before you
40:56
go out and meet with a potential seller or buyer. You can do a quick search and you can find out
41:02
a lot about them and look for points of connection. The whole just time factor that's saved by
41:08
having digital you know contracts and and digital signatures and all of that. I mean I just
41:14
think back to how we used to do that we were able to accomplish so much more and then the wealth
41:19
of information. So you can either look at the Zillow or the other sites that provide automatic
41:27
information as being taking away our so as a source or you can look at it as an empowering because
41:35
now in some ways the the market or the the consumer is in and data with so much information that
41:43
you can become an expert at helping them discern the information because discernment is I think the
41:50
new what what is going to be the value proposition. So I find it to be fantastic. I am embracing it
41:58
and I hire all the millennials because I want them to keep me on top of all of the technology
42:04
and it's going to change again. That's the thing is that really if you're it's kind of like you know
42:11
Wayne Grutsky you have to go where the puck is going. We need to be going where all this is going
42:15
and embrace it because resisting it and and pushing back against it will actually be counterproductive.
42:23
Right right and really it's it's ultimately leading to what this is all about which is relationships
42:28
it's just another way to connect with people. At the end of the day people still are wanting to do
42:34
business with people that they know and trust. They may be obtaining the information and the data
42:41
from sources that are digitally produced and you may be making those connections that way
42:49
but at the end of the day I still believe that people want to do business with with others that
42:54
they know and trust. Absolutely and so I want to kind of close out with just the last couple of
42:58
minutes we have which is something you mentioned in your book that and actually you reference this
43:04
quote by Peter Lowe that the most common trait you find in successful people as they have
43:08
conquered the temptation to give up and so this ties into your success tip for January which is
43:18
are you all in and so the aspect of being all in to achieve and success attain success in real estate.
43:26
I want to like you know share something inspirational because obviously you coach agents and you
43:30
work with people that I'm sure you've seen want to give up probably some have but what advice
43:37
do you do you give to people when you see they're having a tough time because let's face it right
43:41
some people listening might be in a tough spot in their business or their life so what how do you
43:45
encourage them to not give up. Well I too have had times where I have felt you know discouraged because
43:52
again I live through the market run up and then the market crash was the same time my business
43:57
partner passed away. The thing is is that there is some elements to the ebb and flow of markets and
44:05
business and life and so I would just say that if you think about it is at some point you're
44:13
going to get back up there again and to to push through it the alternative is then you're going to
44:22
have to go find something else and all industries have some sort of you know either frustration or
44:30
difficulty so that to think that you're going to avoid it is counter productive and counter
44:35
intuitive. So the persistence if I was going to say the one thing that people should embrace and
44:44
that is persistence because in this business or in the title business or the lending business it's
44:51
the ones that stay with it and stick to it are the ones that are going to make it in the long run.
44:57
Hmm and have the long-term focus and be less about you and more about them.
45:02
Yeah so if your focus is long-term and then you realize there's going to be some ebb and flows and
45:07
there's some down times and up times and enjoy it what is up and and just power through what it's
45:13
down and then you'll come out on the other side. I think that the ones that are that are in it as a
45:21
passion and as a you know mission to help people will have a better time with that a better
45:28
perspective. Right absolutely and of course let's not forget if you're having your daily dose
45:35
of real estate success in five minutes a day your breakfast the champions right that's going to
45:39
help you get through some of those rough spots help you get extra motivated and focus for the day
45:43
and actually have a theme for every single day which is great because I know that's sometimes a
45:47
you know like I talk to my kids right every day I drop them off at school whatever it's like
45:50
hey it's magnificent Monday or it's you know terrific Tuesday or freaky Friday right
45:55
trying to give them a theme that's going to set the mindset for the day because that can make or
45:59
break it. Absolutely and and if you start out the day with the inspiration and information then
46:06
you have all day to think about it apply it and then there's some folks that journal them to
46:12
success by at the end of the day closing with a few thoughts of okay this is how I apply this
46:17
today or this is how I found success in today. Absolutely and of course referencing the book one more
46:22
time December 27th power through the dips talking about how this business can be like a roller coaster
46:28
ride so that's what's so great about this book every day there's a new little discovery thing that
46:33
the you know for you to discover as you go about your journey here over the next 365 days
46:37
and that was part of the idea for the concept is I do feel like real estate agents and many sales
46:42
people they they like that new every day they're a little bit wanting that shiny object or the
46:49
squirrel and I'm like okay well I'll give you your shiny object every day will be different.
46:54
That's great hey I'm curious is this book you know has it had an impact on your real estate
46:59
business you know in terms of your buyer seller engagement anything like that. Absolutely the people
47:04
that I've met all over the United States and world by conversations about the book have definitely
47:10
expanded my business and received referrals from folks that I didn't know before and I really it's
47:18
a journey that I didn't necessarily know where it was going to take me but now that I'm down
47:23
this road it's very exciting. Wow that's awesome. So how do people order the book just go to Amazon
47:29
Amazon is a great source it has both digital and print if you want bulk sales then check out my
47:37
website or contact me directly and which website should they check out the five minute success.
47:42
Is it the five minute success? No just five minutes success and the other thing to be sure and
47:49
check out is the Facebook page because every day is different that means we are actually reading
47:56
the same page every day if you think about it you read books in a book club or whatever everybody's
48:01
on a different page we're always on that same date and so on the Facebook page we actually have
48:07
a prompt for the topic and people are sharing their takeaways and their aha moments and it's
48:15
becoming a very rich conversation so be sure and like the Facebook page five minute success.
48:20
Yeah I can see that right now actually it's funny the one we were just talking about there take the
48:25
go up their swinging stance in your business which was the theme of the day we just talked about.
48:30
Yes and so you can carry on a conversation with others that are reading the book at the same time
48:35
and get their ha ha's and ways they're using it for success. Yeah people are sharing some tips
48:40
and learning lessons and things like that that's great. Awesome okay so we'll make sure we put links
48:45
to the show notes for your website which is five minute success.com and that's the number five
48:51
and so we'll make sure we put that we'll put a link to the Amazon purchase in there so if people
48:56
want to buy it individually you want to buy bulk it's a great tool for teams loan officers to share
49:01
with your real estate agents make it kind of a you know a talking point ongoing have a lunch and
49:05
learn and talk through some of the topics send the video out right one video tip a week choose a
49:10
different topic from the book every single week lots of great ways for you to leverage this and add
49:14
value to your local real estate community. So Karen you're obviously incredibly busy what's next
49:19
for you what's got you excited in the coming months. I have some great speaking opportunities where
49:24
I'm doing some regional events and also doing some work with some other authors and again these
49:32
opportunities came about because I felt that there was a need in the marketplace people wanted
49:38
inspiration and information but they wanted it in a different way so that's how real estate's
49:43
success environment today has impacted my life and business and you've definitely done a great
49:49
job with it like I said it's very engaging and I highly highly suggest anyone listening to this
49:54
rush and go order it right now by five copies ten copies use it getting front of agents add value
50:00
of mega difference it will do that and so for you listeners thank you for tuning in this week we
50:04
hope you enjoyed this episode make sure you subscribe iTunes Stitcher leave a positive review if
50:09
you enjoyed this content or others and as always I appreciate you thanks for listening and we
50:14
will see you on the next episode bye for now thanks for listening to mortgage marketing radio one more
50:22
truth in mortgage marketing get more free training and resources at mortgagemarketinginstitute.com
50:39
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weekly mastermind calls with top elbows authors speakers and coaches to learn the best strategies to
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grow your business right now in today's market and as an extra bonus for limited time for all new
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members you'll get access to a database of 200 agents in your local market that have closed
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anywhere to from eight to 50 transactions in the last 12 months and we'll provide that list
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uploaded to our platform for you so you can get off to a fast start in reaching actually
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productive agents so what are you waiting for you can check out more at mortgage marketing.pro
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see more of the success stories there and if you feel compelled to do so book a call we'll have a
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chat we'll see if it's a fit don't miss out on this opportunity to take your mortgage business to
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the next level right now head over to mortgage marketing.pro