Art Of Mortgage Marketing

As mortgage professionals, we want to be able to succeed all the time and not just in a fair weather market. That isn’t so easy if we do not have the proper skills.   What are some of the skills we need to be able to expand and succeed regardless of market conditions, rates and competition? How can we grow our businesses in the face of all these challenges?   In this episode, I talk about the top 3 profitable skills you need to know to be able to succeed in any market, how to become the best version of yourself so that you can grow your pipeline and scale regardless of market conditions. Chances are you’ll see an immediate shift in your ability to boost your income with just one identity shift. -Doren Aldana   Three Things We Learned     High level Realtor attraction One of the most important things to do as a mortgage professional is attracting top producing Realtors. What are some of the ways to get them to work with us? The power of being a merchant of certainty Developing a skill set to be able to d

Agents are dealing with a market shift right now, and a lot of the low hanging fruit in the market has already been picked. Agents are looking for something more but are using the slow market as an excuse to not go out and get it.   How do we build our businesses on a solid foundation so that it brings in consistent income regardless of the market? What allows us to win in a shifting market?   In this episode, I discuss how to turn a slow market into an unstoppable success, what allows success in any market and how to do more with less to get optimal results. If you have the wrong strategy, it doesn’t matter how long or hard you work, it’s not going to fix the problem. -Doren Aldana   Three Things We Learned     Spending less time on the things that are not working How do we cut off the things that are less productive, and work on the things that produce optimal results? How to get more out of referrals Identifying referral partners isn’t enough. How do we nurture these partners to ensure growth? Buil

We all want to be in control of our businesses and watch them thrive, but with the current market shift, a lot of people are failing to meet their mark and doing more with less seems like a far-fetched idea.   How can we regain control and take the helm and steer our businesses toward success? Can we push the needle of profit and performance regardless of the market?   How can we be the least and last affected by the market downturns rather than being the first and most?   In this episode, I discuss 3 simple steps to help you thrive in 2023 and beyond and how to be successful in any market. Knowing what you want is the first step. -Doren Aldana   Three Things We Learned     Defining our success The concept of thriving differs from person to person. How do we figure out what it means to us? How to get aligned How do we align our goals and habits? Why it’s critical to be specific about what we want What can we do to create clarity around our goals?

Making $1000 or more in a day can seem like a far-fetched idea but with the right mindset and systems in place, it is attainable and it doesn’t matter if you’re new to the game or a veteran.   How can we make $1000 or more in today's challenging market? Is there a simple, expedited way to reach this goal? How can we go from zero to hero?   In this episode, I discuss the smart way on how to make $1000 or more a day as a mortgage professional, what you need to do to stand out in today's market and how you can get ahead of your competitors.   If you want to build the skyscraper of your dreams, you’ve got to dig a deep foundation. -Doren Aldana   Three Things We Learned     The path NOT to take There are no brownie points for doing things the hard way. How do we work smarter? How to go after top producers Going after top producers can seem intimidating but it pays off. Can we make it easier? Anchoring certainty in yourself People only believe in you if you believe in yourself. How does anchoring certainty in

With everything going on in the shifting market, a lot of people are facing problems right now. Problems are inevitable and when we have big goals, we are going to encounter big ones.   How do we use these problems to propel us higher and help us thrive in any market? Can problems actually be a sign that we are on the right track?   In this episode, I discuss how problems are a key part of what it looks like to take on big goals and how to solve any problem in your mortgage business with grace, power and proficiency.   If you don’t have any problems, you’re probably not playing a big enough game. -Doren Aldana   Three Things We Learned     Why challenges are an opportunity for success Solving bigger problems means there are more opportunities to succeed and grow. How can we use these setbacks to make a bigger comeback? Embracing your problems Why should we embrace our problems instead of resisting them? How to shift from a victim mentality Having a victim mindset isn’t going to help us solve our problems

The current shifting market has a lot of agents and LO’s in panic mode. Fear is a natural, human response. It’s normal to be fearful but what’s important is how we deal with that fear.   How can we conquer our fears and use it as an asset rather than a liability? What does the way we react and respond to fear say about our mindset?   In this episode, I discuss the importance of overcoming fear, how you can use fear to move forward as well as strategies to conquer fear and come out on top.   The difference between top producers and the mediocre majority is how they deal with fear. -Doren Aldana   Three Things We Learned     Why conquering fear is so important Why do we need to be able to overcome our fears and why is it so important for us to conquer the things that we are afraid of? Stepping out of the comfort zone There is comfort in familiarity but is growth possible in that space? Strategies for conquering fear Fear can stop us from moving forward or motivate us, how do we make it the latter?

Everyone’s feeling the heat of this unprecedented and difficult market. A lot of LOs are stuck on the struggle bus, freaking out because their income is a fraction of what it used to be.   The good news is just because the market’s tough doesn’t mean you can’t still profit and prosper. With the right strategy, you can win under any market conditions.   In today’s episode, we’re sharing some inspiring client success stories that prove that you can still move the needle on profit and performance when the market’s a little (or a lot) crappy.   You’ll also learn; -How Misty Sessions 10x’d her closings in 2 months without cold calling -How Joe Madrid booked 6 meetings with top-producing Realtors in 1 week -How Jelani Dorsey turned his annual income into his monthly income in just 2 months -How Tom Jacobs turned a list of 22 top-producing Realtors into 2 VIP partners and 5 referrals in just 2 weeks  -How Desiree Carter got 5 new loans in her pipeline from top Realtors without speaking on the phone  -How Brittany Qu

In today's market, it can take a lot to get to the top and even more to stay there. We hear success stories of how the market's top producers climb the ladder, but not how they stay at the top when things change in the market.   How do top producers respond to adversity? How do they decide where to focus their energy? Stinkin’ thinkin’ isn't going to get us the results we desire, so how do we change our mindset from one that is focused on adversity?   In this episode, I discuss some of the quintessential traits that the top producers in the industry share, and the key to seeking out opportunity in adversity.   While the ordinary focus on adversity, the outstanding focus on opportunity. -Doren Aldana   Three Things We Learned   Turning adversity into opportunity Like everyone else, LOs face multiple adversities. How do the top producing LO’s turn adversity into opportunity? How to be a contrarian One of the things that LOs do to stand out in the market is doing the opposite of ordinary. How does going again

In times of adversity, like a down market, it’s more difficult than ever to stay positive and use the struggle to learn and grow. Yet to get and stay ahead, this is the most important time to embrace adversity and use it beneficially.   Can we use a down market to actually grow mentally and financially?    In this episode, I look at three simple steps to shift our mindsets on adversity, draw on our innate resilience, and increase our income in a down market.  Being a champion is not about being perfect, it’s about seeking the best version of ourselves. -Doren Aldana     Three Things We Learned   How to shift our perspective on the adversity we face Anytime there is a down market, many of us focus on the adversity as something taking our joy. Is adversity making you better or making you bitter? How to focus on what we can change, and ignore what we can’t Surrender is powerful. When we focus on what we can control it gives us the opportunity to move forward, and come closer to living in the light, instead

From just getting started, to growing and scaling, there are so many steps to get up and running, and that’s before a market shift factors into things. Can we survive and even thrive when the market gets a bit shaky? How do we become our unstoppable selves and become the best in this business? In today’s episode, I answer questions submitted by listeners that cover mindset shifts, marketing tips and more to get you working smarter not harder.    There’s always an ocean of abundance available; the question is are you coming to that ocean of abundance with a little itty-bitty thimble… or a dump truck? -Doren Aldana     Three Things We Learned   How to get past the wall of resistance In today’s crazy market place there are multiple barriers that make our job in mortgage harder, how do we get over these and find success? Why we have to target top producers The fastest way to the cash is working with top real estate producers, but how do we crack the code to get there? Why we have to diagnose first, prescribe

In the mortgage industry we’re often chasing down Realtors and working long hours putting power in the hands of others, but this doesn’t have to be our reality. What if we could flip the script and put the power back in our own hands? By putting more value on our time, and owning the gifts we bring to the marketplace, we can attract the right clients instead of trying to convince any Realtor to work with us. In this episode I talk with Tyshawn Young about how she put more value on her time, her decision to limit who she works with and how that all led to her doubling her income in just three months.   We can’t change our reality until we face our reality. -Doren Aldana     Three Things We Learned   How to show that we value our time How can we shift our mindset about time and work productively while not giving up personal time for ourselves? Why we should focus on attracting, not chasing How do we align our business to attract Realtors and clients without having to chase them down? Why it doesn’t take mu

With all the inflationary indicators in the market, it’s clear that the mortgage gold rush is over and a recession is well on its way. Many loan officers are going to find themselves in scramble-mode - experiencing business turbulence, operating in a precarious position, and facing a whole lot of uncertainty. How do you make sure you’re least and last affected by a downturn, not first and most? Believe it or not, right now is the perfect time to prepare to take market share, and thrive and grow while everyone else is dropping flies. How do we build stability into our business and make it Parthenon stable? In this episode, I’m going to share 3 ways to arm your business for a recession and build a rock solid foundation for you to enjoy whatever is happening in the market.   If you’ve noticed that you’ve been getting your ass kicked when it comes to your refi business dwindling and you’re in scramble mode, here are some words that will help you: never again. -Doren Aldana     Three Things We Learned   Why many

Objections are a normal part of the game of business but unfortunately, many LOs let that pushback discourage them from taking further action. What are the top objections mortgage professionals face, and how can we get past them? In this episode, I present the various reasons why objections often stop mortgage professionals in their tracks and how to overcome them.   No event is good or bad except the meaning we add to it. -Doren Aldana     Three Things We Learned   Why Realtors give us lame objections What are the most common reasons real estate agents say "no" to us? 5 big reasons why objections trip us up What factors affect us when we get objections? The ultimate value proposition for attracting top-producing Realtor partners What offers make Realtors need us more than we need them?

A lot of what’s happening right now is stealing our confidence - a massive market shift, low inventory, hyper-competition, margin compression and higher prices. It's becoming harder to do business, and many people are struggling to earn only a fraction of what they used to make. Amid these challenges, what role does a high level of confidence play in keeping mortgage professionals in business? In this episode, I discuss how you can cultivate massive confidence so you can close more deals.   "We build muscles by lifting weights heavier than what feels comfortable, heavier than what we're used to, and that’s how we step into the best version of ourselves." -Doren Aldana   Three Things We Learned What a lack of confidence looks like How can you tell you lack confidence, and how can you fix it? Three different ways we kill our own confidence What kinds of thoughts and actions destroy our self-confidence? Three keys to cultivating massive confidence How can we build our self-confidence rather than destroy it?

A lot of people are struggling with the challenges in the marketplace from hyper-competition, income regression, to low inventory, and rising rates. Understandably, many LOs are freaking out – they're working longer and harder for less, their net income has dropped considerably, or they’re having a hard time converting deals into contracts. On the other side of this adversary, however, is an enormous opportunity because regardless of the condition, people will be getting into the market, moving up in the market, and getting divorced. All those require transactions that might as well be transactions with your name on them! In this episode, I shed a brighter light on the number one reason why your income is going backwards and how to fix it, regardless of challenges in the market.   "If we’re entering into new domains, we are stepping out of our comfort zones. And when we step out of our comfort zones, we discover how much we need to learn." -Doren Aldana     Takeaways What's really causing your business to go

At a time when everyone is getting hit by the storm of a market shift, it's important to have a strong base of top-producing realtor partners, especially if you’re new to the game. In this kickass Q&A session, I talk about the best and shortest way to get more transactions and master the purchase market when you don’t have a stable of 10-15 rockstar Realtors sending you all the business yet.   The shortest path to the cash is always going to be top-producing Realtor partners. -Doren Aldana     Takeaways How to get more Realtor referrals without cold calling The importance of having a Realtor-attracting system, the right mindset, and the right posture. How to build a rock-solid recession-proof business in the purchase market What is the best way to build stability? Does diversification work? How to stay motivated when things are tough How do you induce motivation when you clearly lack it?

In this crazy seller’s market, it’s safe to say that LOs are feeling the heat on a lot of fronts. Rates are going up, margin compression is the order of the day, inventory is crazy low and the refi gold rush is hitting the point of diminishing returns. How do we get traction under these conditions and still build a solid recession-proof business? In this episode, I’m going to share 3 peace-of-mind-inducing winning strategies that will still get you to planet prosperity even as market conditions get more challenging.   "In this crazy seller’s market, everyone is clamoring after the same Realtors because rates are going up, inflation is going up, and the refi boom is drying up." -Doren Aldana     Takeaways  How to strategically guide clients to victory in a multiple offer scenario What powerful steps can you take to get your buyers under contract even if they’re not the winning bidder? High level marketing strategies to win over the best and brightest Realtor partners To succeed in a seller’s market, we need

With inflation rates only continuing to rise, we're on the cusp of a situation where average mortgage pros are set to drop like flies, while only the true winners remain. Our only option is to insulate ourselves from the market…but how? How can we position ourselves in such a way that it doesn't matter what's going on in the market, and we can excel regardless? Is there a way to protect ourselves from market conditions? In this episode, I'm sharing how to stay afloat and thrive in absolutely any market.   "Whether you like it or not or know it or not, people are searching you online, so you can't afford to be lackluster about your marketing strategies." -Doren Aldana   Takeaways  The importance of building a well-diversified, solid stable of top producing Realtor partners How many top producer partners should we be aligned with, and how can we capture their attention in the first place? How to build a 5-star reputation online Having a reputation that precedes us will always be the key to success in any mar

With rising interest rates and low inventory today’s hot topics, many loan officers have begun to question how they’ll not just survive, but thrive in today’s economy, but what we should really be asking is, who cares about the economy? How can we build rock-solid lending businesses that thrive in absolutely any market? More importantly, is it possible to do that without adding a ton of time and effort to our plates? In this episode, you’re invited to a complimentary training session on how to supersize your business while working less, PLUS, how to do all that in any economy.   "Screw the economy: you can make it in any market!" -Doren Aldana     Takeaways    How to stop pandering to below-average agents, once and for all How can we build the confidence required to reach out to the top dogs, so we never need to deal with another low producer again? Why a rockstar Loan Officer Assistant is the key to success What would it take for us to stop trying to do it all and outsource, already? How to increase our

The last few years have been incredible for mortgage pros, with the refi boom offering up an abundance of low-hanging fruit. However, when that fruit starts drying up, it’s time to start looking for our bounty elsewhere, and the best option available to us is the purchase market.    The problem is, now that we’ve become so accustomed to refis, many LOs just don’t know how to approach the purchase market anymore.    How can we make the necessary shift away from refis before it’s too late? What are the key differences between the refi and purchase markets, anyway?   In this episode, I’m sharing the tidbits you need to know about moving into the purchase space, no matter how long you’ve been relying on refi deals.    Pivoting from refi business to the purchase market is the equivalent of building the mansion of your dreams on a rock solid foundation, not quicksand. -Doren Aldana   Takeaways    The unique benefits of the purchase market What is it that makes purchase such a solid foundation for a business, in th