Latest / Mortgage Marketing Radio / Ep #39: Coach Bill Hart Reveals How to Achieve Success and Significance

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Ep #39: Coach Bill Hart Reveals How to Achieve Success and Significance · Mortgage Marketing Radio

0:00
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1:17
Hey listeners, Jeff Zimper, welcome to this episode of Mortgage Marketing Radio.
1:39
Today is your lucky day.
1:43
Why?
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Because you've tuned in to this week's episode and this is one of my favorites.
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One of my favorites because if you've listened for any time now, you understand that I'm
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a believer in everybody needs a coach and mentoring and that nobody gets to the top at the
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success mountain alone.
2:01
And my special guest has been a mentor at a distance of mine since getting the mortgage
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industry back in 2003 and has probably had a bigger impact in influence on probably not
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only in my life when it comes to mortgage and professionally and personally, but also
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for many, many other law officers in the mortgage industry, if you talk about somebody who
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influences somebody who when you meet them, you can tell they're coming from the heart.
2:26
They're leaving you in a better place than when they found you.
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They're authentic.
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Their intent is real and pure and their only desire is to seek to do well.
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And that's the type of feeling I get whenever I have the opportunity to watch or engage
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or talk with our esteemed guest today, Bill Hart.
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Bill Hart, you may know as executive coach extraordinaire at Billing Champions International, one
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of the premier coaching organizations for the mortgage and real estate industry.
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But in addition to that, Bill is also a speaker.
3:04
And if you're listening to this injury, business company executive, you're a leader within
3:08
your organization and you're looking to have an incredible life-changing event for your
3:13
company, your employees, perhaps even your referral partners, consider investigating having
3:18
Bill come speak for you and I'm coming of it.
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You won't be disappointed.
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You will be thrilled.
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And so Bill, you know, you've got to check him out on Facebook because Bill talks about
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this on our interview here today about stepping outside of your comfort zone and this concept
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of rising above the noise and differentiating ourselves in a contrarian theory, which is
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doing things differently than other people are doing them.
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Video, of course, being one of those, so we talk about that, how to get off your deaf
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and get doing video, get over your excuses, right?
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What he's learned in 14 plus years of coaching that he's discovered from coaching top producers
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is there a certain ammo or a certain personality trait that makes one long officer more successful
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than the other and we just dive deep and go quick on this.
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So I encourage you to do some focused listening on this podcast because it's a free coaching
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session is what it is for you.
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So if you're looking for the slight edge, you want to go to that next level and you've
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always been curious about what is it like to get inside the head of somebody who's coached
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some wildly successful people, leaning outside of the mortgage industry, well, this is your
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opportunity right now with Bill Hart.
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And so I hope you enjoyed this episode as much as I have.
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And if you like it, let us know, leave a review on iTunes, subscribe, leave a comment, email
4:42
me, info at mortgagemarketinginstitute.com.
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Without further ado, let's get into our special guest on this show, Mr. Bill Hart.
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Bill Hart, welcome to the show.
4:52
Hey Jeff, thanks so much, man.
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Glad to be here today.
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It is a privilege and an honor.
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I have to say and hopefully, I guess this is dating both you and I.
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I think I first came across you back in 2003 when I first became a loan originator and so
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I'm just feeling I'm in like that bowing namaste mode right here, you know, greatly appreciative
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of your time sharing with us today.
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Oh, buddy, it's my honor to be with you for sure.
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So let's jump right into it.
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So obviously I'm a fan of yours and your content.
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I love the videos you share on Facebook and you just shared one yesterday where you talked
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about this concept of the contrarian theory.
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And so I want to kind of set the base, the foundation of our conversation up with that
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because I think it's very relevant and it's one of the things that I am trying to do as
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well through this podcast is provide right ideas, resources that are going to help the
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loan officer go from average to excellent and rise above the noise.
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And so there's lots of ways to do that.
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Do you want to take a moment and kind of unpack this concept of contrarian theory and then
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let's dovetail that into loan officer?
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Yeah, you know, I think it first hit me as I mentioned in the in the video in the what I wish
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I knew I should just have looked it up.
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But it was probably 86 when we had the Olympics in LA something like that.
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Peter Ubroth was the chairman of the Olympic Committee and his his whole career had been built
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on this contrarian theory and it was basically, you know, look where people are going and then
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go the other way.
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Today, a contemporary version of that would very much be Tim Ferris, right?
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If anybody's a fan of Tim Ferris, the four hour work week and his current work and, you know,
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tools of Titans, Tim is very much a contrarian.
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He finds other ways to get things done.
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And so, yeah, Jeff, for me, part of it is just having been coaching mortgage professionals,
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high performance mortgage professionals for 14 years.
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I see the noise, right?
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The noise right now, if we're going to be relevant and timely in terms of this market,
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as we're looking at a spring market in 2017, is sales managers, areas, regions across the
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country are telling, oh, hey, get on the phone, call realtors.
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Well, I disagree.
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I think that's a mistake.
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I think you get lost in the noise.
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Yeah, so I know I'm preaching the choir with you, but that's the premise.
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I mean, we can we can talk tactically.
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Well, yeah, let's let's take that right there then.
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So, so we've got loan officers listening to that and I agree.
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They are being told that.
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I talk to L.O.'s you do every day and I'm still hearing that and I have L.O.'s
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actually stay back to me.
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You know, I mean, do I really have to make cold calls?
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And to your point about you get lost in the noise and I talk about it similarly in that,
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you know, the old, if it walks like a duck quacks like a duck,
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rights got to be a duck, we're if we're a loan officer and we are, you know,
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swimming in that noise and doing cold calls.
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We're immediately positioning ourselves at a disadvantage because the first reaction
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from that realtor is you're just like every other L.O. and town.
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Yeah.
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Okay, so how do we then be contrarian in today's market?
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I think there's a lot of ways to get there.
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The one that I gravitate to and I hesitate on that work is I'm going to use it again.
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It's something that I call gravitational pull marketing and by that I just,
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it's what it's what I do, Jeff.
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So you've you've seen this with me, right?
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In 03, you would have seen me on stage at sales mastery in Palm Springs with a double
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breasted suit with padded shoulders and a malt.
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That's a good look, man.
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Exactly.
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And really big glasses.
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And so that was sort of my visibility and, you know, shout out to Todd Duncan.
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Thank you for all of the visibility over the years, the opportunity to use that venue for that.
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But, you know, as time has gone on and I've kind of developed my own brand, Coach Bill Hart
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and check it out, by the way, at coachbillhardt.com.
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Yes.
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But as I've developed my own brand under the building champions brand.
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And so when I speak to loan originators, it's kind of the same thing, right?
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It's like I'm an L.O.
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But I work for Acme Mortgage or XYZ Bank.
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But I can still create my own brand compliant, though it must be
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underneath that.
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And so today, rather than a stage for me, it's social media.
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And honestly, I have, I have like a sitar with one string on it.
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I just, I just play Facebook.
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And I get that there's a game to be played on Instagram and I sort of dabble.
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I get that there's a game to be played on Snapchat.
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I don't.
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I get that there's a game to be played on LinkedIn.
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And I just, I just haven't, so I'm not, I'm not saying that I'm an expert at anything,
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except I found that one thing really works for me.
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And so all I do in this gravitational pull sort of, you know,
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contrarian theory, Jeff, is what I figured out for Bill.
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Just this is just works for what works for me.
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Is I push out, I guess there's like three buckets that I probably post about.
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It's either something that's motivational, inspirational or helpful.
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Then I'll just do things that I find funny.
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And I just sort of trust my instincts on that.
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Some people will, some people won't, I'm convinced it's the problem with the receiver,
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not the transmitter, if they don't think it's funny.
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And I absolutely like vehemently avoid anything political
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or overly religious.
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I happen to view the world through Christian lens.
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So I don't apologize about my beliefs, but I'm just not talking about it a lot.
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So yeah, so that's it for me, man.
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I just, and I coach my clients to do the same thing.
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If you're going to create gravitational pull,
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then hello, make yourself interesting.
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Okay.
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No, that's good.
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So do you often find then when you're trying to coach L.O.'s,
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they struggle with that concept of, a lot of people don't see themselves as interesting
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to use that word.
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Big time.
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Yeah, big time.
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And look in fairness, if we go down the disc path for a moment, if we're going to
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sort of generalize about people, the high DIs in the IDs of the world are readily
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interesting.
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It's the way that they're wired.
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It may not be compelling.
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It may not even be attractive, right?
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It might just be bigger than life, but obnoxious.
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That's a possibility.
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Where the SCs in the CS is in the world that are historically more,
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they're less emotional, they're less inclined to kind of put things out on their sleeve and so forth.
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Those are the people that I really struggle with.
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Those are the people where I try and appeal to, you know, sort of a different level.
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Like there's a lot of, this is a whole different conversation.
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We don't have to go down this path, but there are a lot of very successful,
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lone originators that are high SC and CS.
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You and I, I think, spoke about this last time we talked.
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And so by that, I mean, these are people that they essentially pre-underwrite the files,
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they know guidelines, they produce predictability.
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And so my sort of encouragement to them is sell that, sell predictability.
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Yes, sell the fact that you can count on me.
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And so it might not be something I would do, right?
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I once shot a video you might remember a few years ago.
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I was talking about refives and how they were not inherently evil,
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but don't spend all your time on them.
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Because it's going to take your eye off the purchase focus, right?
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So I was outstanding in the field with a box full of donuts, right?
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And it's like, refives were like donuts, you know, I'm chewing and I feel something in my belly,
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but there's no nutritional value to it.
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That's great.
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Right?
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I guess he probably wouldn't do that.
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But what they would be more inclined to do is talk to you about the bond market.
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And they would talk to you about, you know, fanny maze.
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What do they call it?
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It's just a new program that they've got where it's like, I don't remember the name of it,
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but like you'd get 25% DTI and it's a superglue deal.
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It becomes essentially a cash offer, right?
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Yes.
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So anyway, that's whoever's listening to this run what I'm saying through that filter.
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And, you know, Jeff, if I hand you a 46-long suit,
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which happens to be my size, if you're 63-225, it'll fit you great.
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But the odds are you're not 63-225.
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And so it's not going to fit you great.
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You've got to have it altered.
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So all of my observations are sort of, you know, the disclaimer is,
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let go get it tailored, right?
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Figure out how to do this for you.
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No, it makes a lot of sense.
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And so I'm thinking about the context of that example.
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Because look, I think, you know, using video as a kind of a discussion thread through this,
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because you're obviously doing video and great with it.
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And I think L.O.'s know, hey, that video is great for engagement.
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You know, but to your point earlier, video might not be right for everybody.
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I don't know if you would agree with that in today's market,
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because video's so just pervasive of it and everywhere.
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So for those people who are uncomfortable on video,
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how do you try and, you'll say the S is in the C's, right?
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I mean, would you try and coach them to use video,
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even though that might be outside of their comfort zone?
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Do we have to morph a bit?
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That's a really good question.
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I, and I have to just, I'm going to come right back to the answer,
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but I have to tell you that for 19 years, I've been the interviewer.
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It's very strange to be the interviewer.
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But you're doing a great job.
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So thank you for teaming me up with great questions,
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because that's the way that I try and interview.
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I try and, when I'm the interviewer,
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I try and react the way the audience would.
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And I just try and keep it sort of, yeah, alive and fresh as a result of that.
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Yeah, man, I've only had a couple of examples where
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people wouldn't do video.
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So I'm going to give you one example.
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This guy, so I coach people by phone often times,
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I never meet them.
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Now these days with, with social media,
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it's pretty easy to figure out what somebody looks like.
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But this guy I just never met personally.
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And, and when he did a video and sent it to me,
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the action plan was send Bill a video by Friday.
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And he did, and it seriously, like scared me.
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And what way?
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He was scary.
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He was big.
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He was some beer.
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He didn't look happy.
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This, this looked like a guy that wanted to just reach through the
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screen and like throttling.
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And I thought, okay, so here's the deal I need you to hear.
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If you're having a good time, you have to alert your face.
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And, and we just, we gave up on video.
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He was not the guy.
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He had a great phone voice.
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Ah, that was my question.
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Was he good over the phone?
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Yep.
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He was great over the phone, but seriously, like over video,
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he was scary as hell.
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And the only other, the only other example I would give is
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sometimes you will get somebody that's just a little stiff.
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And, but, you know, what Dave Savage would say with,
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you know, Dave always says, do 20 total cost analysis and get
15:38
or an LSI and, and, and get comfortable by just the
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mere fact of doing it.
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Right, right.
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Which is true with anything else.
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It's true with whatever workouts that you're doing or
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presentations that you want to give video.
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You know, your audio interview series.
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If you went back and listened to your first one
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and compared it to today,
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it's going to sound much different.
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Yeah, because you've got more comfortable with it.
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So, I think that's it, man.
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I think for most people just do a lot of it.
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But, but here's the one thing I would say, Jeff,
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that I just, thanks very important.
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We are our own worst critics.
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When I view myself on video,
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I see a guy with gray hair and wrinkles.
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And he looks like he's, I don't know, like 61 years old.
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And my internal image is probably 38.
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Yeah, I can relate.
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Right?
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Yeah.
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As it turns out, I am 61.
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I do have gray hair and I do have wrinkles.
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And so, I would just say, get over your bad self.
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Yeah.
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And recognize that when you're sitting with somebody at Starbucks
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or the office or in their living room,
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that's who they're going to see.
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You know, the old adage of the camera puts 10 pounds on
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is no longer accurate.
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Right?
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That was in the old days of television.
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It's just not true.
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The camera doesn't put anything on you.
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What puts things on your donuts?
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That's true.
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It's good to see.
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Like, that's a whole other conversation.
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But video rocks.
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Yeah, yeah, totally.
17:01
And so, I hope this is encouraging for listeners too.
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Just just finally do it.
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It's, I like the metaphors you used.
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It's kind of like the one I use in the past is,
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you know, have you ever ridden a bike, right?
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And so, were you great when you first started riding a bike?
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No.
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You eventually got good, though.
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And it's worth it.
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Absolutely.
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It's enjoyable.
17:17
So, I think people just like to have that convenient excuse
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because we know what, you know, people get outside of their comfort zone.
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That's kind of a hard thing,
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popping up against the wall.
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But as you know, that's where all the growth happens.
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Yeah. And the other thing I would say to people is,
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if you go to coachvillehardt.com and search around
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and there a little bit, you'll find a couple of different videos
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that I've done on doing video.
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Because that's the other thing that hangs people up,
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is it's like, well,
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what equipment do I use?
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And what about my lighting?
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And what would I, you know,
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disaudio matter?
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And you'd find it's absolutely big time.
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What would I talk about, right?
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So, a lot of that is dealt with in a variety of blogs
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I've done over the years that might really help people.
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But the last thing I'll say on this,
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Jeff, unless you want to go deeper on it,
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is that here's the magic of video.
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If I could encourage somebody to use video that isn't now,
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here's the magic.
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It's called, I feel like I know you.
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You know, you and I live in Southern California,
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and you know on Channel 4 Chuck Henry as a news anchor, right?
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Right?
18:17
Tony and I were in Dear Valley a few years ago at the Montage
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and the Mont, we were doing a master's coach of men up there.
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And Chuck Henry is sitting, I've never met him before.
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He's sitting in a bench in front of the hotel.
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And I go up to him and it's like,
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Hey Chuck, though I said you for years,
18:33
like I want to shake hands with Chuck Henry.
18:35
He probably hears this all the time down here,
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maybe not so often in Dear Valley,
18:39
but it hit me, that's what happens.
18:41
You become connected to people that you may never have met
18:45
in a very unique and powerful way.
18:47
So look, Henry and messaging is great,
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emails are great, phone calls are terrific,
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live is as good as it gets.
18:55
But video is the next best thing.
18:58
Right, to being there.
18:59
Remember that old AT&T commercial?
19:01
Right, right?
19:03
Well, that's awesome and I think just to kind of put a button
19:05
on this nice little present that we've given people
19:07
is it ties back to the Contrarian theory.
19:10
And even though video, the drum has been beating for video
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for a number of years now, most still aren't doing it.
19:16
So what's one quick takeaway you can be,
19:18
Contrarian, be different, stand out, rise above the noise,
19:21
start doing video, man.
19:22
Follow Bill Hart, get on Facebook and see what he's doing.
19:25
He's just sharing great content.
19:26
That's it.
19:27
Tim, man, and the content comes from my coaching session.
19:31
You know, my blog is called Let Lessons Patterns
19:34
and Moments of Clarity from the Coaches Chair.
19:36
But, you know, an analog could say the same thing
19:38
about their dates.
19:39
Like just think about the borrowers that you talk to,
19:42
a conversation you had with a processor,
19:44
a pattern that you're starting to see
19:46
from real estate agents.
19:48
You have more content that you think you do.
19:51
You're just not stopping to think about it.
19:53
So what I would do is take a note out of a physical planner
19:59
that you carry with you, make a note in every note in your phone,
20:02
just have a place where when a blog idea
20:05
or a blog post idea comes to mind
20:07
or even just a video idea,
20:09
you just have a place to capture it when it occurs to you.
20:12
Because most of us have too many things flying around
20:14
on our heads, and you won't keep it in working memory.
20:16
So just have a place to capture it when it occurs to you.
20:18
Yeah, and a simple exercise I'd like to recommend
20:21
is, as we all know, we get the same five or 10 questions
20:24
on a regular basis from borrowers.
20:26
So why not turn those into video FAQs
20:28
that are a minute and a half long?
20:30
Oh, great idea.
20:31
Yeah, and just post them on your blog,
20:33
your website, your Facebook.
20:34
As a matter of fact,
20:35
I, the podcast I did just before years
20:38
is featuring a guy Jeff Chisholm out of Texas
20:40
where all he did was grab his phone,
20:43
stuck it out in front of him,
20:44
and recorded a video that, you know,
20:47
something like the three biggest misconceptions
20:48
that keep people from buying a home.
20:50
Nice.
20:51
Almost 2,000 views.
20:52
Yeah, no, that's spectacular.
20:54
And I love that.
20:55
I think it's brilliant.
20:56
By the way, one of the other things
20:57
that I saw a top realtor do that I interviewed
21:00
a few months ago,
21:01
I would love it if I could come up with a name right now.
21:03
Yeah, I'm not going to.
21:04
She's in Houston, Texas.
21:06
She's probably about 29 or 30.
21:09
And she was using her phone at open houses
21:12
with Facebook live,
21:13
and she's just kind of walking through the property.
21:16
And the difference between that is that's real time.
21:20
That's happening right now.
21:21
And what she's saying is,
21:22
hey, if you're in the area, stop by.
21:24
Look at this entertainer's kitchen.
21:25
Check out this pool in the backyard.
21:28
There's really something to that.
21:29
And you could do it as well as a loan originator.
21:31
Why not provide that value
21:34
to one of your realtors in the open house?
21:35
You be the person that does that
21:37
and try and bring in some additional traffic and eyeballs.
21:40
Yeah, that's a brilliant idea.
21:41
Can you imagine that?
21:42
So loan officers who attend the broker previews
21:45
and they go check out the listings,
21:46
hey, do you mind Mr. Mrs. Realtor
21:48
if I just do a quick Facebook live of this listing
21:50
and Walker, who's going to say no to that?
21:52
Totally.
21:53
Totally value that.
21:54
Yeah, that's awesome.
21:55
All right, very good.
21:57
I think great mini course on video marketing there.
22:00
Be different, be contrarian.
22:01
Let's switch gears a little bit
22:02
because you are the,
22:05
I was trying to come up with,
22:06
who do I compare Bill to?
22:07
Is it like Yoda?
22:08
Is it like,
22:09
there's all the intelligence in your head.
22:11
That's where I'm getting at.
22:13
So I'm trying to open up Bill's brain
22:15
and what do we pull out of there?
22:17
You've been coaching loan officers for 14 years.
22:19
How do you define,
22:20
what is it being a coach mean to you?
22:25
I mean, the funny thing about that, Jeff,
22:26
is in hindsight,
22:28
I've been asked this question before.
22:29
In hindsight,
22:30
I feel like I've kind of always been a coach.
22:32
I've just,
22:33
I've not always had the title.
22:35
I wasn't always getting paid to coach.
22:38
But I think I've always been,
22:39
Andy Andrews calls it,
22:41
wrote a book on it called Being a Noticer.
22:43
I think I noticed.
22:44
And so I try and look for,
22:47
again, like the subheading of the blog,
22:49
the patterns, the lessons and the moments of clarity.
22:52
That's what I look for.
22:53
So for me,
22:55
that's sort of Bill Hart's approach to coaching.
22:59
But what successful coaching looks like to me,
23:03
always contains three things.
23:05
It's different with everybody that I coach.
23:07
I coach senior level executives
23:10
where there's very little skill and execution.
23:12
It's much more about almost a mentoring,
23:16
kind of a peer-to-peer kind of relationship.
23:18
But as I think back over the years,
23:20
successful coaching has always had three things in common.
23:22
Number one,
23:23
we identify what's important to the client.
23:27
And that sounds so obvious
23:28
and it sounds like a bumper sticker,
23:30
but here's what I've learned, Jeff.
23:32
Most people aren't really clear on what they want.
23:36
They sort of think they have an idea of it,
23:37
but the way that we coach building champions
23:41
is our tagline is coaching life and business on purpose.
23:44
So it starts with,
23:45
who do you want to be five to 10 years down the road?
23:49
And oh, by the way, very often,
23:51
it's like out of the mortgage industry, you know?
23:54
I want to build some passive cash flow.
23:57
I want to create this other business.
23:59
I want to bring somebody in behind me.
24:01
I want to do this other thing,
24:02
but I'm going to use the mortgage industry to get there.
24:05
I say, heck yes, let's do that.
24:08
So number one is get clear.
24:10
Number two is create meaningful action plans
24:13
that close the gaps between where you are
24:16
and where you want to be.
24:17
Now, that could be something personal
24:19
or it could be something professional, right?
24:20
For somebody on a personal level,
24:22
it could be I want to have a million dollars
24:26
in the bank by this date.
24:28
Great.
24:29
So the action plan is go talk to your financial planner,
24:31
like I know where to draw the lines.
24:33
I'm not a marriage and family counselor.
24:34
I'm not a financial planner, right?
24:37
I'm not a therapist.
24:38
But the action plan will often be go find one.
24:41
Go get a referral to a great financial planner.
24:43
Hopefully an L.O.
24:45
has a pretty good idea of two or three of those,
24:47
but whatever.
24:48
And like get your number.
24:49
What's the number?
24:51
And then great, let's back it out and say, okay,
24:53
so if you want to save $8,000 a month,
24:56
let's put that together.
24:57
I'm going to hold your feet to the fire
24:58
and that's point number three.
25:00
The feet to the fire is the accountability.
25:02
Because up until then it's all just good conversation.
25:05
But if I'm not reminding you, Jeff, on an ongoing basis
25:09
wait a minute, dude, you said you wanted to do this
25:11
and that's not happening.
25:12
Like we either need to recreate your goal
25:15
or we need to figure out what's preventing you
25:17
from getting that done.
25:18
So to me, that's great coaching.
25:19
Clarity, action plans that close the gaps
25:22
between where you want to be
25:24
and number three is accountability.
25:25
Yeah, great advice.
25:27
And obviously with coaching,
25:28
I'm sure you often hear two biggest things people want
25:30
from coaching, you mentioned accountability
25:32
and other one might be structure, right?
25:34
Plans, specificity.
25:37
But for those, and obviously everybody listening,
25:40
I encourage you to check out coaching
25:41
at building champions, phenomenal organization.
25:44
But how about those that are listening
25:45
who don't have a coach?
25:47
What are some things you've learned about?
25:49
Because I know you're an avid reader
25:50
and you study performance.
25:52
How can people in essence coach themselves
25:55
or write or set up daily method of operation, right?
25:59
Yeah.
25:59
To keep them on track.
26:01
Yeah, so I think there are a lot of people
26:04
that can do really well without the formal structure
26:08
of coaching, particularly those that are naturally disciplined.
26:11
So one of the things that I've seen over the years,
26:13
the very first thing that I look for
26:14
is has this client learned discipline
26:17
somewhere else early in life?
26:18
I mean, if you follow me at all,
26:20
you know I'm very transparent about the fact that I did not.
26:23
I didn't learn it in athletics.
26:25
I didn't learn it in music.
26:27
I didn't learn it in the military.
26:28
I didn't learn it in martial arts.
26:31
I did not learn discipline early on.
26:33
I had to learn it as an adult, and it's really painful, right?
26:37
When you're a kid, it's easier to learn a language
26:39
than it is as an adult, so it's the same kind of thing.
26:42
So if you're listening to this,
26:43
you're not being currently coached,
26:45
but you are highly disciplined,
26:47
then what I would suggest is put together a vision
26:50
for what it is that you want,
26:51
and that takes different forms for some people.
26:54
And by the way, if you want a copy of our
26:57
like simple business plan, Jeff,
27:00
maybe what I'll do is I'll send it to you.
27:01
Yeah, we'll put it in the show notes.
27:03
And then it's very simple.
27:04
It's a one-page business plan,
27:06
and it would allow you without a coach.
27:09
You don't have to have a coach to hold you to this,
27:11
to just get clear on these are the outcomes that I want,
27:15
that's usually going to be income, volume,
27:18
units, market share, whatever.
27:21
What are the outcomes that you want?
27:22
What are the disciplines that you're going to commit to,
27:24
and what are the projects that you have to engage
27:27
to get you there?
27:28
A project is what David Allen who wrote,
27:30
getting things done, the art of stress-free productivity,
27:34
he calls it more than one physical action.
27:37
So for example, if you're a loan originator listening to this,
27:40
and you say, you know what, man,
27:41
I have got to nail my database.
27:43
I changed companies recently.
27:45
I've got it in three different places.
27:47
I've got to get it in their CRM.
27:49
That's a project, right?
27:50
If you want to start going consumer direct,
27:53
like there's a whole new pillar of business
27:55
that I want to pursue, that's a project.
27:57
So that's what I would suggest is find a place to get clear.
28:01
But you know, you might be a very creative person
28:03
and say, I need a vision board.
28:06
Put together a vision board.
28:07
Put it someplace visible so that you're constantly reminded.
28:10
And then just create your, you know,
28:12
and skiing the column gates, right?
28:14
That you skate through.
28:15
Create gates in your calendar
28:18
so that there are regular check-in times.
28:20
A good cadence is Sunday evenings.
28:23
We just see it over and over.
28:25
And Hardy talks about it.
28:26
David Allen talks about it.
28:28
A Sunday evening check-in.
28:29
How did I do?
28:30
What are the key things that I need to nail this week?
28:33
So anyway, that would be my response.
28:35
I think if the big caveat is, if you're disciplined,
28:38
I think you can do that.
28:40
What you'll miss by not having a coach,
28:43
and as I told you before, we started recording,
28:45
I'm not, I'm full.
28:47
I'm not, I'm actually trying to transfer clients
28:49
to other coaches so I'm not selling the coaching board.
28:52
But what you'll miss is the ability
28:54
to brainstorm, dialogue, have somebody challenge
28:59
your thinking, but of course correct, totally,
29:03
but it can't be done, absolutely.
29:05
Oh yeah, yeah, it can't be done.
29:06
But yeah, as you said, if you're self-disciplined
29:10
and you talk to L.O.'s and constantly here,
29:13
the issue about time blocking.
29:15
To me, time blocking, calendar blocking is a simple thing.
29:18
It's like you grab the hours on your calendar,
29:19
you block it, and then you do it.
29:21
But I guess some struggle with that.
29:23
Most struggle with that.
29:25
I mean, the irony is, if you know,
29:28
Jocco willing, the author of the Extreme Ownership
29:32
with Life Babin, his famous quote,
29:35
which actually originated with Confucius,
29:37
but it's discipline equals freedom, right?
29:41
There's an irony to that that most people don't get.
29:44
And his argument is, the more disciplined I am
29:47
about what time I get up, the things that I knock out,
29:50
the workouts that I get done, even in his finances.
29:54
I spoke with him.
29:55
I shared the stage with him at an event in Sacramento last year
29:58
and we were talking and I was just assuming
30:00
that he was excited about building this business
30:02
and he was like, dude, I'm set financially.
30:05
Like, I'm good.
30:06
And I thought, okay, sweet.
30:07
I mean, this guy could be what,
30:08
38 retired for the military, he's set.
30:12
And now, I see a video go by of Jocco
30:15
and he's got 38 million views.
30:17
I mean, he's building a machine that is unbelievable,
30:21
but his point is because he was disciplined
30:24
and because he was conservative with his finances,
30:27
he now has the freedom to do anything he wants to do.
30:29
So what I would encourage people,
30:31
they'd hear time blocking and sort of repel it.
30:33
Like, oh, dude, I just want to be free.
30:35
That's all I'm in the mortgage business.
30:38
Like, you're kidding yourself.
30:40
You're kidding yourself.
30:41
Find the discipline of the few activities
30:44
that are going to move them needle the most.
30:46
Make sure you knock those out every day.
30:48
It's my contention.
30:48
You do it by noon.
30:51
And you're gonna have more freedom
30:53
to do the things that you want to do
30:54
as opposed to constantly being in the vortex of busyness
30:58
which the mortgage industry can pull us into in a huge way.
31:01
Yeah, no, that's great points.
31:03
Especially, I know you're big on fitness
31:05
and I love that as a metaphor too.
31:06
It's, you know, it's to do the reps, right?
31:08
You got to put in the time.
31:09
It makes me think of a Jim Rohn quote, right?
31:12
A few simple disciplines practiced every single day.
31:15
Absolutely.
31:16
And the other one, my favorite one
31:17
that I have clients memorize often
31:19
is Jim said, we must all suffer from one of two pains.
31:22
The pain of discipline or the pain of regret.
31:25
The difference is discipline weighs ounces
31:27
while regret weighs tons.
31:29
Yeah, yeah, absolutely.
31:31
All right.
31:32
So to wrap it up then, almost to close it out
31:34
on that powerful, dramatic note, that was good.
31:38
Couple of quick questions for you
31:39
because I know myself and other loan officers
31:41
do presentations and obviously you do.
31:43
How do you prepare for a presentation?
31:46
Is there a ritual you go through?
31:47
Do you ever, do you still get nervous?
31:49
Jack Daniels.
31:52
I love it.
31:53
It really relaxes me.
31:57
Well, I'll tell you what it is.
31:59
It, what I've figured out for me.
32:03
So for me, you could, you could do this
32:04
in just a moment of quiet, but for me it's a prayer
32:06
and it's literally just a quiet moment of prayer.
32:08
I generally just walk outside the meeting room,
32:11
bow my head.
32:12
And my prayer is just more of you less of me,
32:17
meaning there's so much more that can be communicated
32:21
once I get out of the way.
32:22
It used to be Jeff if I'm really honest with you
32:24
like when you saw me in 03,
32:26
I was very concerned about what people thought about me.
32:29
I wanted to be funny.
32:32
And something that I'll leave you
32:34
with this closing thought that Greg Herder,
32:38
that's not your Don Hobbs.
32:40
Hobbs Herder advertising,
32:42
you probably know these guys, they're neighbors of yours.
32:44
Hobbs Herder advertising, largest advertising agency
32:46
in the real estate industry.
32:48
And Don Hobbs said to me, I don't have any years ago,
32:51
but he said there's a difference
32:53
between an entertaining presentation
32:57
and a compelling presentation.
32:59
And that was the switch that flipped for me.
33:02
It's like, yes, I want them to like me.
33:04
Yes, I don't want to be insecure about this,
33:06
but what's more important to me
33:08
is that somebody in that audience
33:10
has a switch flipped in their heart
33:13
that says, I get it, I love what he said,
33:17
I'm gonna take action on that.
33:19
That to me is what, if you're gonna give a talk,
33:22
Nick Morgan wrote a book called Give Your Talk, Change the World.
33:25
If you're gonna give a talk, change the world.
33:28
One person at a time.
33:29
That's awesome.
33:30
I'm running that down.
33:31
Nick Morgan, if you're gonna give a talk, change the world.
33:34
Good advice, love it.
33:36
Really what you're saying is, as you said,
33:37
you say that prayer is less about you, more about them.
33:39
So it's come from a place, from the heart,
33:41
come from a place of giving, not of taking.
33:44
Totally.
33:44
And you get the results you want.
33:45
Awesome.
33:46
Hey, what projects are you excited about real quick
33:48
that you want to share?
33:49
I know the boot campaign, for example,
33:50
anything you want to give a shout out to.
33:52
I'm always fired up about boot campaign.
33:54
This has been my charity for the last six years,
33:56
and I serve on the board now, effective this year.
33:58
And it's just such a great way to promote awareness
34:02
and patriotism, and we have very specific treatments
34:07
for post-traumatic stress and traumatic brain injuries.
34:10
It's just, it's my passion.
34:12
So I'd encourage everybody to do at least one thing.
34:15
Go to bootcampaid.org and buy a pair of boots.
34:19
Get a pair of boots.
34:19
80% of everything that we bring in at boot campaign
34:23
goes directly to the mission,
34:25
and that's helping the men and women
34:26
that come home that have served us.
34:28
And so that's my heart, that's my passion.
34:30
Awesome, we'll put a link to that in the show notes as well.
34:32
And lastly, how do people, if they want to connect with you,
34:35
where do you want to direct them?
34:36
Facebook or where?
34:37
Yeah, actually, Facebook is probably as easy as anything.
34:41
Bill at buildingchampions.com is my email address
34:44
and coachbillhardt.com is my website.
34:47
Awesome.
34:48
Well, Bill, I can't thank you enough.
34:50
I hope to be able to see you out and about soon
34:52
in our paths cross in person.
34:54
But until then, as I say, once again,
34:57
namaste, thank you so much for the opportunity.
35:00
And you are such a giver of this community
35:02
and we appreciate you so much.
35:03
So my pleasure, but thanks for the opportunity, Jeff,
35:06
and best of luck and continued success in all you do.
35:08
Thank you.
35:09
And listeners, if you like today's episode,
35:10
let us know, leave a rating.
35:12
If you haven't subscribed, please do so.
35:14
iTunes Stitcher.
35:15
And remember, you can always reach out directly to me,
35:17
info at mortgagemarketinginstitute.com.
35:20
Make sure you check the show notes for all the links
35:21
we talked about.
35:22
Thanks for listening, and we'll see you on the next one.
35:25
Bye for now.
35:26
Thanks for listening to Mortgage Marketing Radio.
35:29
One more truth in mortgage marketing,
35:32
get more free training and resources
35:34
at mortgagemarketinginstitute.com.
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