Latest / Mortgage Marketing Radio / Ep #70: How a Busy Mom of Four Funds 299 Loans

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Ep #70: How a Busy Mom of Four Funds 299 Loans · Mortgage Marketing Radio

• 0:00
  In today's highly competitive mortgage industry, building profitable relationships with
• 0:04
  the real estate agents is essential for success.
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  However, finding effective ways to secure agent relationships can be a challenge.
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  can be difficult to stand out and establish meaningful connections.
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  Our new case study featuring loan officer Chris Cogill is a must-read.
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  Chris has closed a remarkable 36 million in funded loans from agent referrals.
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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.
• 0:39
  To get your hands on this resource, head over to LOKestudy.com and download your free copy
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  of the case study today.
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  You'll find actionable insights and practical tips that Chris used to close 36 million
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  in funded loans from agent referrals and how you can too.
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  Don't miss out.
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  Go check it out right now, visit LOKestudy.com and download your free copy today.
• 1:17
  Mortgage Marketing Radio Brought to you by the Mortgage Marketing Institute,
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  your number one source for truth in mortgage marketing.
• 1:25
  Hey, it's Jeff Simphur, welcome to this episode of Mortgage Marketing Radio.
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  So glad you tuned in to episode 70.
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  That's right, 70.
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  If you've been with me for some time, thank you so much for being here.
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  Welcome.
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  And as you know, I always appreciate your feedback, particularly if you want to leave us a review
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  on the inner webs somewhere, you can do so.
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  You know, these things have been getting a lot of positive feedback.
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  And if anybody's listening to this to tell you what, here's what we're doing again, right?
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  Not only that, but for an exchange for your review, your positive review, right?
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  And let's see here, just so you know, David Brown, yeah, we just exchanged emails the other
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  day.
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  So I'm giving you a shout out again, David, I'm wearing that t-shirt, why don't you do
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  the selfie post, David?
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  It's yourself a free coaching session also, but I've got some others recently posted
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  as well.
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  All the way from the UK, actually, we got a listener the other day from the UK who reached
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  out to me.
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  That further ado, let's get into this week's special guest, very honored to have just a
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  wonderful person and overall great representation of what professionalism looks like and excellence
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  in the mortgage industry, none other than Heather, Beaumont, Cornerstone, Home Lending,
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  in Oklahoma City, Oklahoma, and Heather is just, you know, superstar, superstar.
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  Give you a quick rundown, 2017, 2017, her stats were 299 families helped for a total
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  of $67 million.
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  So, and she's a busy mom of four, right?
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  Her kids ages, two, four, six, eight, who do we appreciate, Heather, Heather, that's right.
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  So Heather's a busy mom of four kids.
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  She's running a team of multiple people on her team.
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  She's doing mega production, helping lots of families, 299 families.
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  She's actually just retooled her business to take on additional growth and scale.
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  And I'll tell you, this is one smart lady.
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  And you can learn a lot from this episode.
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  Take notes.
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  We're going to dive into how she structures, obviously, her client customer process.
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  She is a believer in delivering excellence, you'll understand what her methods are for
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  managing her day, for managing the client, referral process.
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  She's recently got into doing some videos and social media, and you'll hear what the
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  impact of that is on her business.
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  And just a great conversation overall and a great look into, you know, somebody who's
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  running a class act over there at Cornerstone, Home Lending.
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  So without further ado, let's get into this week's show.
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  Hey Heather, welcome to the show.
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  Glad to be here.
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  Thank you so much for carving time out of your extremely busy day.
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  I know you've got a very full plate.
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  And of course, in the formal intro, people kind of heard the formal intro and overview
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  about who you are.
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  I mean, you know, if my stats were correct, you're the number one originator in the state
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  of Oklahoma, the top 1% of the U.S., I mean, just doing some mega, mega numbers.
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  But if it's your version of who Heather is, what's she all about in this mortgage space?
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  I do have to make a correction there.
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  It's actually number two in Oklahoma, Cody Hardridge in my office is currently number one.
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  He did beat me this last year.
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  Oh, yeah.
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  I am getting foreign this year.
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  Nice.
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  Nice.
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  So you got your sights on him.
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  Oh, friendly competition.
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  Uh-huh.
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  Yeah.
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  Cool.
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  So how long have you been in the business?
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  Anyways.
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  Has it been 15 years this April?
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  Okay.
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  15 years.
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  Yeah.
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  And, you know, it's funny, as you know, when I've talked before I hit record, I don't
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  necessarily show up to these conversations, like, script it because I think I like the
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  more organic nature they take.
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  So sometimes, you know, a thought just pops in my head and I'm curious, 15 years, I've
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  talked to you now a couple of times, you still seem to be very passionate about this business
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  and I'd be curious to know, you know, why that is if you're really, if you have a very
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  clear why associated to, you know, you in this business.
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  And you've thought through the why before, and though, I guess the part is that I've been
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  able to pinpoint a balance just, I love excellence and I'm passionate for excellence.
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  And actually, Cody, who I mentioned earlier in our office, he's always giving me hard
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  time.
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  And since he's gotten better at this, he's always been a hard time, he'll come in and say,
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  hey, what's your, what are your numbers for the month?
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  And I'm like, I don't know, and just because I, I'm just, I guess, I'm just kind of,
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  I'm focusing on the excellence, just cranking out the excellence, taking care of our
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  role partner, taking care of the families that we get to serve and always looking to make
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  it better.
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  He's always looking to make the experience better and that's fun to me, that's just what
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  drives me.
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  I do love the numbers, like I love seeing the numbers, and that drives me to just a different
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  way, because for me, I hit that excellent bar or that level of excellence when the numbers
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  match up with it.
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  And so for me, I just, I get a lot of drill out of that.
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  Is it more about focusing on excellence in that, in the process and the numbers will take
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  care of themselves?
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  Exactly.
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  Yeah.
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  Yeah.
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  Let me get to your own quote.
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  Yes.
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  I hate it.
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  I might have, okay, I borrowed from Jim, got to like that when you're, you know, he's a great
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  one of our from.
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  Certainly.
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  So, so what are, what are some things that stand out, stand out about you, you know, your
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  team that would illustrate, you know, a more than an exceptional process.
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  More than an exceptional process, like specifically what do you mean?
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  Yeah.
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  So, I mean, I know you've clearly architected your customer experience, right?
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  Let's just take that for a second.
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  We'll, we'll continue.
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  Absolutely.
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  Yeah.
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  So, so maybe articulate a little bit about how you really create that wild factor, that,
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  you know, how you architect excellence when somebody chooses to go with you for a
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  home loan.
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  Mm-hmm.
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  Well, I'll start from that first column and my team is, you know, normally taking that
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  call and just basically kind of welcoming that family and congratulating them.
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  And you're working with so and so fantastic, they're a great agent, they're a great resource
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  for you, just do that cross sell back and just confirming that and we're referral only.
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  We don't purchase leads or anything like that and so we know who our clients are when
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  they call in and then taking them through that prequel app process and same day answers.
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  My team is, you know, we call everyone Mr. and Mrs. so it's just a level, a respect from
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  the get go and then I'm coming in more like level playing fields with first names and
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  so it's just a good blend of that old fashioned respect with friendship, relationship at the
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  same time.
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  And so we try to blend those two and really just rolling out the red carpet and we follow
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  the same process every single time and there is just a spirit of we're going to do whatever
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  it takes and every family is important.
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  And so whether they're a first name home buyer or you know they're buying their tent
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  home and they're moving up, we're excited for all of them and I hope and I believe that
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  those families and those individuals can feel that and so we're excited with them and
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  something we always, we regularly refocus on or regularly focus on is that this is, we
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  go through this every day and we never want to lose sight that this is something special
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  for them.
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  I actually gave an illustration to my team a couple months ago and it stuck with them.
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  I was taking my children to the Nutcracker and so it was during that that time period
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  and I was just thinking you know we don't want you know when you tell this excitement to
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  go in a ballet and say you're going to you know the second or third elapsed final night
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  and you show up the ballerinas have been through two weeks of performances already.
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  You're excited this is your first performance and you're going you've booked out the night
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  you've gone a dinner before you dressed up and you're there and the ballerinas are tired.
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  No one wants to show up and see a tire ballerina.
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  This is our night we're excited and we don't know that this is their you know 26 performance
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  in five days or whatever and it's a no one wants to show up and see a tire ballerina.
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  So no one wants to show up to the moment in corner shown to our ballerinas and so just
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  having our game based on for each and every client and being excited with them and
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  excited for them.
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  So you have a sign up in your office yet no tire ballerinas.
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  We need one.
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  I think it's a great idea totally doing it.
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  So that's just going to get go and then we take that feeling all the way through the
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  process and just miles done miles and just point we try to keep you know it's a very you
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  know the mortgage process can be very transactional and it is a transaction and we try to put
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  as much personal touch in it as possible and so that's a fun experience.
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  You know they're buying a home and they trusted us to help them with that which is a huge
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  responsibility and an honor and so we want to make it fun and exciting with them.
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  So I love your illustration of the tire ballerina I totally get it.
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  I think it's a good one but I'm curious about is how you how your team lives that every
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  day because we know we do get some tire ballerinas on the team and so you know what's the
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  process or the system or the self-check or is it like the whole team spirit with you
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  know other people will pull others up how do you ensure that that performance is on right
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  every because you're doing you're helping a lot of families every month so how do you
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  maintain consistency?
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  I think it's just a team culture and how we maintain that and just constantly focusing
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  on the vision through you know we do one-on-ones every other week I'm a UDH team member and then
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  we do team meetings on the opposite weeks and just constantly just focusing on the vision
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  and it's very we read books together we do we call it leadership lit in our office
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  and so our team participates as a group and it's always very you know always on improving
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  you know being positive and it's just a very positive culture in general and so yeah
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  so one day someone does have the entire ballerina day or is you know author game the others
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  will pull them up for sure and we've actually talked about that in the past how we love
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  that you know no one everyone's a lot of not day obviously but everyone else is going
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  to pull them back up that's awesome that's great that you could build that culture with
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  the team I find that very refreshing and I'm sure you're you're well aware that that's
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  probably not the norm in the industry would you agree?
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  No I'm aware well I know a lot of people I know there's a lot of great yeah there's
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  a lot of great teams out there and yes I'm aware that it's probably not the norm.
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  No I mean it's very very productive yeah I mean you have a unit you know okay so your
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  situation is you know you you know obviously are a you know a top producing large volume
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  producing originator you've got your team by the way real quickly give us a run down
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  on your team who's on your team what's the makeup?
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  So I have a double size of my team this last year and it's completely for preparing capacity
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  for growth this year and so now I have and we call them client specialists they're on
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  the front side of the process so client first calls in they're the ones and you're starting
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  the process doing the appointment with me take them all the way to contract and then
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  I also have two loan analysts so they're the ones you know doing the stamp of approval
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  checking tax turns checking income documents and basically going through the pre-qualification
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  and then I have some contract to close I have two closing coordinators so in the past I've
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  always had one in each role and I've the past few years and this last year I went to double
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  in each role and that's been really fantastic and then I have my processor and then so your
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  main function is what how to describe it?
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  So this last year I made a little bit of a shift and I haven't really found a model
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  I couldn't really find a model that's doing this and I shifted to really the role of the
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  ambassador on the team and so I primarily focus on three things and that is my team just
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  team leadership building my team meeting my team my referral partner relationships and
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  then clients which my main focus there is going to be some touch points during the
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  actual process and then our funded families just reaching out to them and keeping in touch
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  with them so those are my my three things that I focus on and then really everything else
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  my amazing team and it's spread out throughout them and so my role is to truly just be the
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  ambassador of the team leave the team and make it rain okay great and what I was going
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  to talk about earlier was you know for many people listening to this they have the more
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  traditional setup where you know they're an employee in a you know mortgage company and
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  they have a L.O.A. that's probably shared and you know I'm hearing you're awesome story
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  of you know the no tired ballerinas and building this culture with your team and it just struck
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  me that there's probably some listening going you know well I mean that's you know I couldn't
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  do that or my L.O.A. is awful you know what I mean and I don't know if you have you run
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  into resistance did you ever have to you know change the players on the team or have you
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  had people on board ever since the beginning oh yes it's been perfect since the beginning
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  no I definitely I definitely ran in and you know it's been oh I would say a couple years ago I
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  went through and just a rebuilding of the team I kind of got to a point where I don't know
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  just I'm gonna do this I am gonna do it you know how I want to do it and I want to do things at
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  a level of excellence and I want to do things all out and and so I did have a redesign of the
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  team and so this last year has been I mean one totally a building year 10s of in the trenches
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  with my team and essentially trained an entire new team I had one one team member that's been
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  with me for years and years and also my sister yeah and then and then everyone the other amazing
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  ladies they've been with me oh a year and a half an under and so I'm only one of them had
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  she a title experience and then one was actually already at cornerstone and she was in the
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  operation side and so I kind of stole her I asked politely and they blessed it so yeah it's been
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  very much a rebuild by design and it's been a lot of fun it was a hard work because it's been
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  you know when you build from the ground up when you're just starting out that's one thing because
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  your volume is growing with your team if that makes sense where I was already at these high volume
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  numbers and so is rebuilding a team in the midst of that that's tricky so just maintaining numbers
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  and maintaining performance and and taking care of all of our four partners and I've been just
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  incredible and you know which is amazing and so just continuing with that so it was kind of fun
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  yes kind of fun and I think so I assume you have some if you're gonna hire somebody on the team
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  you have some some screening you know pre-hiring criteria whether using assessment tools like
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  discs or things like that to make sure you've got the right player on the team those kind of things
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  yes yes and we have an inner office we have what we call a talent manager
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  is if he does the pre-screening and it hasn't always been this way and this has been passed
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  probably two three years and he does the pre-screening I tell him you know I meet within and
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  I tell him exactly what I'm looking for and then he'll bring me like if you guys are on the bench
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  already he'll bring them up to me or that's who we'll start looking for and then after he's met
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  with them oh like initial test initial phone interview and then I think initial person
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  interview then they meet with me and and then I had the final choice because it's my hire
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  so that's made it a lot easier by the past when I was doing it all myself I would do yeah
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  initial you know distesting some intelligence testing things like that and then we toss
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  we test for positivity like we want we don't want me sorry we don't have any downers
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  so any downers knows our grades none of that you test for positivity short for that
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  you ask questions and how they respond yeah just they're on some soft bottles you know
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  um you want to see how they answer you know if there is solution oriented you know
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  focusing on how do I make this happen versus right um like I read that exactly you know
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  or why they left you know why you know what they didn't like about their last employer you know
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  see if they grab that and run with it um things like that kind of here yep where they're coming from
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  and yeah well I want to go back for a second to the red carpet rollout process you have um
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  is your process for working with a new family a new borrower is that documented for your team
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  it is yes okay that's great for those listening that is a insider secret right there
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  okay I'm serious I can't tell you how many people I talk to or they're like yeah well my
• 21:08
  loan off of the yellow is not following my process you know the perfect loan process and on
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  they're not I'm like well is a doc is it written down are there you know checkbox milestones
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  you know do you guys review that so it sounds like you're very intentional uh about the process
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  happening at every step yes absolutely I mean literally it's like um you know my husband
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  Brian Boehmore he uh had an analogy I had a ballerina analogy he has mouth trap analogies
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  and he built our basically the initial system uh of our client experience and he'd said
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  I want to build the best mouth trap essentially um and just this an assembly line basically a high
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  level assembly line where you're just putting together the most incredible experience uh yet it
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  happens that way every single time um and everyone feels you know known and appreciated um anyway
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  hmm okay good stuff all right um yeah I'm just very curious you know when you talk about red carpet
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  people are listening and they're thinking themselves well but what what does she do I mean
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  you know how do I'm how does she handle hey you know what's your rate today and stuff like that
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  so I'm having you know I'm having a sense of who you are you're probably um
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  structuring or use the word again architecting the conversation so that you you and your team are
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  in control and you're not getting taken down that rattle of price price right absolutely we're
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  very high-trust based um high-trust methodology and so we will um you know some of calls in yeah
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  and I used to get pretty I used to take it personally you know one of the four agreements
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  don't take things personally and I used to get offended when people would say hey what's your rate or
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  you know whatever maybe you have a great job of question you see me and we kind of worked up
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  about it and I realized why am I offended this is not um this is really all they know to ask you
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  know there was not a special class they went to learn how to get a mortgage and so really only
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  that's like you never told hey ask what their rate is and so I would just turn that
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  and just direct them a different way you know hey oh they yeah they've been great you know they've
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  been low fours mid fours paying on a day now would educate them on the market have just
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  touched on a little bit so that's the satisfaction wherever I do touch on it a little bit just
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  then satisfy them and then I'll basically shift you know shifted subject or changes subject
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  tonight and changes subject I'll just shift and go into you know you start looking yet you know
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  I see you working with Karen that's amazing how did you how did you meet you know she's fantastic
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  so many of our clients have worked with her and she's been an excellent resource you'll
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  really enjoy work with her and then just kind of continue through the conversation and then
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  when the time is right you know really the next best steps for us is going to be with what I call
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  your big picture information you have a few minutes to go over that fantastic is it going to be
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  just you on the loan and then go through the loan app at that point and so we spend a lot of time
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  I call it soft skills we spend a lot of time on soft skills and stripping and we do we used to do it
• 24:23
  in the building period we did soft skills every single week and now we do every other week and
• 24:27
  just scripting and scenarios and any scenarios I've come up we run through scripts and not scripted
• 24:35
  in those like the robot sense scripting as in we want to have you know excellent things to say and
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  there's only so many questions out there that you can ask about mortgages and so just having the
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  best answer so just running good so the whole team is very well scripted I love that so if I
• 24:51
  heard you correctly you're meeting with your team every other week I think I heard which to go
• 24:56
  over those scenarios and make sure that you're you've got an ideal response based on that scenario
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  correct nice and if there's like and that's the time for them also to bring maybe new questions
• 25:08
  that have popped up like hey I've been getting asked this a lot with you know what's the best response
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  of this and we can talk through that and then come up with the standard response yeah I know you're
• 25:16
  familiar with the law the dress rehearsal as am I and yes it's so so smart that you've got to
• 25:23
  practice right I remember it back in the day the other one I back in the Tony Ram's days was you
• 25:29
  know what you practice in private you'll be rewarded for in public and so to those listening right
• 25:34
  now if you're challenged with how do I deal with the questions I get from prospects or leads
• 25:39
  how do I overcome the what's your rate how do I it's you've heard it right here from Heather
• 25:44
  herself by practicing what to say don't ever not be prepared right to have the answer to the 10
• 25:51
  most common questions we all get every single day you should have well scripted answers
• 25:57
  designed to deal with those and then as you said you shift and get back to the direction you want to
• 26:02
  go exactly love it love it okay cool so you mentioned earlier your business is 100%
• 26:07
  referral only right yeah all right now I was curious then because I know you're smart and I've
• 26:15
  seen you I've seen you recently you recently started doing video right by the way great job
• 26:25
  great job love it especially the video you did on two things to consider with rising mortgage rates
• 26:30
  I mean you only did that two weeks ago and you got almost 4,000 views of that already
• 26:35
  so yeah there's two thoughts I've got here I mean because on one hand you know there's a
• 26:42
  lot of as you know conversation around the whole digital mortgage consumer and you know this
• 26:47
  this are we forever going to be reliant dependent upon the realtor for those referrals and at some
• 26:52
  point right the savvy air quotes mortgage originators going to go consumer direct because social is
• 26:58
  a platform we can do so I'm just wondering if you know what's behind the video thing is that just
• 27:02
  been on your radar for a long time or to tell me about that it's been on my radar and when
• 27:10
  when I kind of shifted to the ambassador the team that's one damn pit at the top of my list is
• 27:14
  I want to start doing videos and really the main reason was because I mean we work work with a
• 27:21
  lot of referral partners and just time wise I wanted you know getting on the phone with
• 27:28
  for partners and chatting with them I noticed that conversations they they can tend to go on
• 27:34
  which is fantastic that's what you want and because I'm doing you know I'm doing business with
• 27:40
  friends now basically not everyone necessarily at friend level not everyone 100% of the friend level
• 27:45
  yet we're getting there and so I want to work with people I enjoy working with because it's so
• 27:51
  much more fun that way and with that our longer conversations when I'm doing you know referral
• 27:56
  partner calls just to check in and so if I was able to check in with everyone one week how was
• 28:02
  it how can I connect you know still have that connection with them and feel connected and that's
• 28:07
  when I was like yeah I've really got to start doing videos and that way they still feel connected to
• 28:12
  me even if we weren't able to chat that week or chat that last couple weeks and you have like your
• 28:17
  different levels of referral partners and so want you know that kind of that last year they're still
• 28:23
  important and maybe you don't get to talk to them as often and so again you still want them to
• 28:28
  feel connected to you and to feel oh still have you as a resource so that was part of it and then
• 28:34
  also kind of a byproduct of that has been just clients and you know funded families just then
• 28:40
  be able to see it and stay feeling connected so really the whole purpose of it was to put good
• 28:45
  information out there and well I guess it's too too full purpose and good information out there
• 28:51
  for the connection purposes with our realtor partners which in turn also help our clients stay
• 28:56
  feeling connected and in the second part was to give my referral partners ammo to help their
• 29:01
  business because I know they're in the trenches every single day and they're the ones out there
• 29:06
  lead generating and I mean that's a lot of work so I want to do my part in giving whatever I
• 29:13
  can to help them just put more you know ammo in there so an example of ammo would be
• 29:20
  this one video you did which is shown by now or wait till next year that'd be an example
• 29:24
  of a video the real so when I yeah when I'm thinking of content um just really the hardest part
• 29:33
  of the video thing I don't mind getting on camera it's the content part and because I'm
• 29:38
  assuming way so I'm getting on there my my thought process is you know what what would help my
• 29:44
  realtor partners you know what what can they share with their clients to help you know lead them
• 29:51
  or convert them and so that's my my thought behind it when I'm creating the content and then I also
• 29:58
  do a mix it up with um of kind of inspirational lifestyle type stuff and um and that's just to
• 30:06
  share basically what I've been learning business advice you have tips and tricks uh things like that
• 30:11
  so you mentioned your comfortable on video so you didn't have any of those uh you weren't afraid
• 30:15
  again in front of the camera like some are now and I think part of that has been you know I've heard
• 30:20
  different people say this is the number one day you can't you know what I'm just gonna go over
• 30:24
  myself and just do it it's gonna be fine and and so yeah that was fine with it that's awesome good
• 30:29
  for you um for anybody listening right I mean you need to get on video quick quick piece of advice
• 30:34
  I may have said this before but um best advice I got uh I got for being apprehensive about video
• 30:40
  because we don't like the way we look and all it's like hey sorry that's how you look you know
• 30:47
  quick try not okay cool so so what difference have you seen uh if any I know it's kind of
• 30:54
  early yet with video and you know it looks like you're really growing your social presence there on
• 30:58
  your business page the Heather Beaumart team at cornerstone home lending everybody go there like
• 31:03
  the page and follow it thank you thank you what uh what's the impact you've seen so far if any
• 31:10
  I have to say so far because yes it is still early and you know I've talked to well I had a
• 31:15
  couple of clients reach out one wasn't planning on buying and again this was kind of secondary
• 31:21
  reason for even doing a video so it wasn't really on my main radar but I had one family from that
• 31:26
  video the and the two reasons uh she reached out say hey we were actually gonna wait a year uh
• 31:31
  she's like half you know your video showed my feed and we watched it and so now we want to buy now
• 31:38
  she's like it made total sense just clicked with us and it was just the the cost of waiting yes
• 31:43
  and um so anyway so we went over that and so now you know she's uh contracting on a builder's
• 31:49
  spec cows and we're closing 30 days and then the other one um was a friend um childhood friend
• 31:58
  like we played soccer together when we were 10 and and we've just stayed I mean I don't I don't know
• 32:04
  in the last time I've talked to her I mean it's probably been at least a decade since I talked to her
• 32:06
  but we've stayed basic friends and she reached out to me and wanted to talk about like hey we're
• 32:11
  moving to Texas what can you tell me uh we're closing yada yada so that was cool uh and then just
• 32:18
  referral partners um just I mean I've seen people like I don't generally talk to um even
• 32:25
  not even referral partners that come up to me like they know you know like they've known me for a while
• 32:30
  uh and so you can just tell that they feel more connected to me and they feel they can just walk
• 32:35
  up to me and like hey Heather yeah yeah I saw your video and yeah and just go into it like we were
• 32:39
  friends yeah you've just such a great job but so you are you know naturally comfortable in camera
• 32:44
  which is great and then this other one I just saw which was awesome which is a four ways the
• 32:48
  new tax law affects home buyers and homeowners I mean relevant topical information that people want
• 32:55
  to know more about and you are right providing them relevant content so you are you know like Gary
• 33:00
  Vaynerchuk says is uh you're no longer a mortgage originator or a real estate agent you're a media
• 33:04
  company and loans or real estate is your back at yeah so good for you awesome all right so I know
• 33:12
  we've only got a couple of minutes left but I can't leave the scene without asking you how you stay
• 33:17
  so efficiently productive and on your game because you're busy mom of four you're doing some
• 33:22
  massive you know volume uh what did we say here in 2017 299 families was it 67 million
• 33:33
  yeah 297 yeah man that's huge and that was in a building here that was in a building here
• 33:39
  for a rebuild here yeah you're changing the tires on the Ferrari while it's while you're driving
• 33:43
  the that's pretty I love that yes um I'm still in that can I still that you can steal that so I know
• 33:51
  you you practice you have like some best practices for like you know managing your morning and prepping
• 33:55
  for your day but give us just a quick rundown of how you number one prep for your day and then how do
• 34:00
  you um how do you manage you know all the stuff coming at you how do you stay on focus on task
• 34:07
  so a couple and a couple rules I have for myself and when I'm at work I'm at work and I have a picture
• 34:16
  of my kids right in front of me I've got four little kids and two four six and eight years old
• 34:21
  and they're amazing and so I have a little picture of them and that picture is purely there as
• 34:26
  a reminder to me like when I'm at work be it work and don't carry over um and when I'm at home I
• 34:33
  want to be at home and so that's um that's my my I guess my compartmentalization on that
• 34:40
  and it's not perfect and I'm still working progress on that and that's what I'm striving for
• 34:47
  and I first I set my day up and I generally get up at 4 4 30 and do my morning routine and
• 34:56
  get the kids to school then I'm at work I generally left the day the office and the day before
• 35:01
  within your inbox and that's one way I've tasked everything out and very top I use the GPD
• 35:08
  getting to expand David Allen methodology as far as my task list goes and I did add a top
• 35:15
  category of that um from Gary Keller's book um the one thing and um success list I added a
• 35:22
  success list of that and so it goes success list then calls emails return and then goes down
• 35:30
  and you know important order of importance so far it's been a rupture for a second there because
• 35:35
  it's very interesting yeah rather one thing and I'm curious are you applying that strategy you know
• 35:40
  what's the one thing you could do that if you did every day right everything else becomes easier
• 35:44
  unnecessary is that do you have that identified so referral partner relationships I would say
• 35:50
  and that's kind of been one of my shifts and I move into ambassador role um and party ambassador
• 35:56
  I didn't really touch on this earlier is I have my team doing a client appointments now we've
• 36:02
  been doing that for several months now and it's gone phenomenal and then I'm popping in and meeting
• 36:08
  the family briefly for a couple of minutes and it's gone fantastic just the scripting around it
• 36:13
  it's been solid and part of the focus behind that was the one thing and you know moving it is
• 36:20
  stepping back and focusing on the referral partner relationships and giving my time then
• 36:24
  for the can't be everywhere at all times and so the one thing was my referral partner relationships
• 36:32
  and then um and then also my team I mean I think those are probably my if I could have two things
• 36:37
  my team and my referral partners can I take care of my team my team is going to take care of my
• 36:42
  referral partners and my honor and our clients so yes it's definitely a thought behind it thank you
• 36:53
  and then and then also in his book he talks about I mean the 80-20 rule we all know the 80-20 rule
• 36:59
  is I'm just constantly trying to keep that in the forefront of my mind is that am I working on
• 37:05
  because I just naturally I have a tendency to want to clear not literally clean my desk but I
• 37:10
  have a tendency to want to clear up the small things first and get all thing nice and tidy and then
• 37:15
  work on a big thing and you know Todd books ban his one by new book yes yes hi Todd
• 37:27
  and and it's a complete flip on that you know you're getting your most important things then
• 37:31
  which they knew with Gary Keller the one thing all before new and so that's then I really
• 37:38
  probably my main focus this year is focusing on that and and working for that or being that
• 37:44
  and then it says probably my my my advice is want to clear the small things at first
• 37:50
  and so just leaving so one of the things that void that is leaving the the day with
• 37:54
  staying the last 30 minutes just clean things up that way when I come in it's already in order
• 37:59
  and then I have a buffer time I read the 12-week year also a fantastic book and we've gone
• 38:06
  have you read it I've heard of it but I haven't read it yet yeah so good so just
• 38:10
  splitting up your year in a 12-week period and not in getting rid of the annual numbers and part
• 38:16
  of that was talking about time blocking and going to I have a buffer time in the morning
• 38:21
  and eight and I and that's my buffer time and then nine to elevenish I'm reaching out to
• 38:27
  referral partners just checking in conversations there and then on Tuesdays and Wednesdays I generally
• 38:33
  have a partner lunch a referral partner lunch so I've got that time luck there and then the
• 38:37
  afternoon is really built for just reactive time and that might be you know my database calls
• 38:45
  you know annual reviews things like that though I'd like to build those in the morning too
• 38:49
  and then as far as our client experience process it's all ran by our CRM and whiteboard
• 38:57
  and so everything flows through that and it's basically a kind of team flow system
• 39:04
  and so it all flows through that and so it tells us exactly what we need to do throughout the day
• 39:10
  to deliver that experience so it's them this has a built-in playbook so we just follow that playbook
• 39:16
  and the playbook is what we design yeah and quick shout out to the folks at whiteboard definitely
• 39:22
  big fans of them especially the playbook I think that's the big challenge of oftentimes with CRM's
• 39:26
  great I got this this powerful tool now how do I implement it in my business what are the steps
• 39:30
  the milestones right the levers and all that and whiteboard has already mapped that out so for those
• 39:35
  listening you're going to learn more whiteboard I had them on the podcast that's episode 66 so you
• 39:41
  can just go to mortgagemarketinginstitute.com for it's last 66 and also we can't leave the scene
• 39:47
  without giving a shout out to further shout out to Todd Bookspan he was episode 56 so you can
• 39:53
  also find him at slash 56 up there and check out more about that but yeah it sounds like for
• 39:58
  you as a matter of fact the the line I stole from whiteboard was how to recoup at least one hour
• 40:05
  every day by automating your best self I think that's one of their clients so you find you
• 40:13
  find the ability to do that by leveraging a technology like whiteboard exactly I think that's
• 40:18
  the perfect way of describing it and I'm able to leverage myself I mean yes and and it automates
• 40:27
  it's still the words don't I mean yes it just it automates the entire process is completely
• 40:32
  to plug and play and and we're able to bear best self each and every day all right here's the
• 40:38
  question for you I'm gonna we're gonna close out on this one well let me ask you this question
• 40:42
  first I know you've got the various categories of your of your referral partners let's just say
• 40:46
  real estate agents how many in your quote a category I just had that up a second ago here it is
• 40:54
  they work with a few builders and so including the self-read it is 20 29 and again that's
• 41:08
  going to include some builders that have four or five cells reps and then you can
• 41:13
  have builder like a whole another topic is recording the individual cells executives each like a
• 41:20
  real turf that makes it you've got the builder relationship and then you have the cells executives so
• 41:24
  20 some builders but also just some traditional agents in there oh yes and then the rest of
• 41:30
  my agent okay the question that popped into my mind is knowing you've got such a such a you know
• 41:35
  a deep bench of referral partners how do you handle the after hours calls or how do you step
• 41:41
  that up in advance you know because I'm I get from you right when you're home you're home if I'm
• 41:47
  correct so maybe pack that a little bit so way back in the day I stopped putting my cell phone on
• 41:55
  everything I mean exactly I don't have myself and so all my referral partners have my cell phone
• 42:06
  number so I they know not to give it to clients and the way I explain that to them I say hey
• 42:11
  I'm gonna give you I'm gonna do my moon you know I first make them make it my mobile number it's
• 42:16
  kind of like the bat phone and feel free to call me whenever and though please do give the clients
• 42:25
  do give clients and office numbers and the reason behind that is because I want to make sure they
• 42:29
  get the best service every single time and like right now we're at lunch if they call my cell phone
• 42:34
  I've got it on silent you know we're not I'm not going back to the office for another hour or so
• 42:39
  and or from an client meeting I want to make sure that my team is like I will take their call right
• 42:44
  then and help them however they can and so just that tiny little conversation it's never been a thing
• 42:51
  and then I'll get a text every now and then I can say hey you look at this I mean is you and far
• 42:56
  between and then I also encourage and all of our referral partners to we want to be as far
• 43:03
  advanced as the contract as possible and that way the client and I mean our advantage we're not
• 43:09
  a commodity at that point and it's part of answer contract and then their advantage is that the
• 43:15
  client can have their game plan together they can get their game plan together and have a clear
• 43:18
  idea what the numbers look like and have clarity and then they'll be ready to write as soon as they
• 43:23
  kind of house I love it like set up setting expectations and all that yeah a lot of people listening
• 43:32
  you know everybody has their own preference of how they do business and you know I'm not saying
• 43:36
  you should subscribe to you know Heather's version right there you may you know be fine with
• 43:40
  taking calls at night and weekends and that's cool especially depending where you're at if you're
• 43:44
  in building mode in your business you might need to do that for a while so I was just more so
• 43:48
  curious for my own sake on that but yeah I think it comes down to this for you're very intentional
• 43:53
  and how you design your business you're very intentional and how you partner with referral partners
• 43:59
  and you know nothing's like left to chance and it's not very messy and ugly it's like there's
• 44:03
  a very prescribed path that people will go on referral or customer when when they engage with
• 44:10
  the Beaumont team yeah biggest takeaway there and I think it's a big yes just intentionality
• 44:15
  next my word of the year being intentional oh that's cool that's awesome if you ever read that book
• 44:20
  the one word I haven't I think I'm looking at my bookshelf I don't think it's
• 44:25
  yeah I think it's still packed away because anyway yeah I had a guy on that I was way back in the
• 44:32
  podcast who wrote a book I don't know if that's the exact title but it was about that concept of
• 44:35
  having one word for the year and that really kind of being the filter for everything you do
• 44:40
  so yeah yeah intentionality yeah you bet you all right well listen I know you're busy you've got
• 44:45
  lots to do and I appreciate your time here so much so much thank you and I know our guests love
• 44:51
  its standing of Asian thank you thank you enjoyed it yeah terrific and listeners oh by the way I'll
• 44:59
  put links in the show notes to if you don't mind like your Facebook page or what not so people can
• 45:02
  see what you're doing the videos and the other stuff we talked about like whiteboards here um
• 45:06
  hot books band win by noon and anything else that makes sense in the show notes so thanks again
• 45:12
  for your time and listeners thank you so much for tuning in as always I appreciate you if you
• 45:16
  like this episode leave us a ranking go to iTunes Stitcher or whatever give us five stars and
• 45:21
  you know the t-shirt deal you get a free t-shirt if you let me know that it would be itself
• 45:25
  send me that info and as always thanks for listening to take care we'll see you on the next one
• 45:30
  bye for now thanks for listening to mortgage marketing radio one more truth in mortgage marketing
• 45:36
  get more free training and resources at mortgagemarketinginstitute.com
• 45:52
  hey guys what's up real quick you've heard about the mortgage marketing pro membership before
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