Art Of Mortgage Marketing

None of us want to feel like we’re loan leeches, begging Realtors for their time, but so often, that’s what happens. How do we break that cycle? We know we add a ton of value, so it’s time to stop haggling Realtors and let them know we hold the cookie. How can we adopt an attraction-based approach and kick our prospecting pleas to the curb, once and for all? Is it possible to get maximum results without buying into dark age techniques like cold calling? In this episode, mortgage specialist at Directors Mortgage, Kristin Keith shares how her experience at Mortgage Marketing Coach SUPERSIZED her business in just 2 months.   "When it comes to success, there is no ‘try’, you're either doing it or not." -Kristin Keith Three Things You'll Learn In This Episode How to spend our time doing what WORKS Networking events aren’t all bad, but are they really the best, most productive use of our time? How to get more RELIABLE results Are we really willing to sit with feelings of angst and sleepless nights f

We all want to make it in this business, but far too many of us are being held back by stumbling blocks. What's stopping us from making our dreams a reality? Unfortunately, most of the time the obstacles in our way come in the form of mythical ideas, taken for granted as fact. We're not being held back- we're holding ourselves back! What are the myths we're telling ourselves, and how can we quit believing them, once and for all?  In this episode, I count down the 5 fallacies keeping us from financial FREEDOM.  "Shatter the myths you’re buying into so you can step into power and prosperity." -Doren Aldana Three Things You'll Learn In This Episode Why lack of experience puts us at an ADVANTAGE How can we get over feeling like we're too young, new to the space, or inexperienced to get mind-blowing results?  How being an aggressive salesperson holds us back None of us enjoy dealing with aggressive salespeople in our own lives, so why would our clients be any different?  Why investing in a coach

Most of the time, our sales managers aren't teaching us the strategies we need to build super-sized businesses, and that's because they can't teach what they don't know. This is a situation of the blind leading the blind, but what happens when we have crystal clear visions of what we want?  Which vital tools are our mentors neglecting to tell us about, and how can we right the wrong?  Where can we turn when the people tasked with taking our business to the next level just don't know what to do?  In this episode, I share the 5 pivotal keys to a successful business that our sales managers aren't telling us. "Let your daily agenda be governed and molded in light of the fact that you’re in the marketing business." -Doren Aldana Three Things You'll Learn In This Episode  Why cold calling is only setting us up for mediocrity Why use marketing from the dark ages and spend days on end throwing yogurt at the fan hoping something sticks, when there's an easier path to the cash? Why only using our company's

Among mortgage pros, there’s no shortage of big dreams, and everyone wants to reach astronomical heights. However, what sets the industry elites apart from the mediocre majority is the willingness to genuinely believe we can achieve whatever we set our minds to.  It’s one thing to have a goal in mind, but it’s another to be defiantly committed to making our dreams a reality. Our mindset makes all the difference, and if we want to become winners, we have to start thinking like them.  How can we start channeling a champion’s attitude? Is it possible to stay positive even when all the odds are stacked against us? In this episode, loan originator at FirstTrust Home Loans Inc and Mortgage Marketing Coach client, Debbie Knight shares how the right mindset and skillset took her from struggle city to Planet Prosper.    "When you know you need to win, failure isn’t an option." -Doren Aldana Three Things You'll Learn In This Episode    The importance of shining a light on our current trajectory:  No one w

From the outside looking in, it often seems like top producers have some kind of superhuman capacity that sets them apart from the rest of us, but that just ain’t so.  No one comes into this world as a top producer, and all it takes to reach the next level is having the right skills. The great news is, that means all of us have the latent ability to become elite players in the industry. What skills have top LOs learned that the rest of us haven’t, and what really makes the difference in their ability to thrive versus those who struggle to survive? Is it possible to follow their lead without putting in more hours?  In this episode, I’m sharing the 7 characteristics that separate the elite 1% from the mediocre majority.  "Own success as yours, in advance." -Doren Aldana Takeaways  The importance of having a defiant commitment to success:  We were made by greatness, for greatness. Are we living like we believe that to be true?  How not having a bias towards DOING only slows us down:  Why spend eons

When it comes to lead gen, LOs aspiring for greatness tend to want to make the most audacious moves possible. However, this might just be the one time we want to play it safe and start simple. Implementing a range of lead gen pillars in our businesses is the only way to stay prosperous no matter what’s going on in the market, but if we’re not starting with the low-hanging fruit, we may end up dangling from a 24-foot ladder.  Which lead gen pillars should we avoid until we know we’ve got a solid foundation? Does starting small mean accepting average, or is it possible to make big moves while sticking to the basics?  In this episode, I share how to expand our pipelines WITHOUT taking on too much, too soon.  "The goal is to work smarter, not harder. Why grind your buns off in the staircase when you can go to the elevator and press ‘P’ for penthouse?" -Doren Aldana Three Things You'll Learn From This Episode How our most basic resource can be our most profitable one:  Every single person in our pers

It doesn’t matter how much drive and ambition we have... if our marketing game isn’t on point, we’re only going to end up spinning our wheels and grinding our gears. As loan officers, we often make the mistake of thinking mortgage is our area of expertise, but that just ain’t so. We’re in the marketing business, and until and unless we acknowledge that and adjust our strategies accordingly, we’ll never reach the goals we’ve set for ourselves. The problem is, most LOs just don’t know what they don’t know. Where have we been going wrong until now, and what does audacious, effective, and result-driven marketing look like? How can we kick our efforts up a notch and blast our businesses to new heights? In this episode, I’m sharing the 5 most common marketing mistakes in the mortgage business, and what we can do to make sure they never happen again.  "Success comes from your ability to market effectively." -Doren Aldana   Takeaways  Why marketing is the NUMBER ONE component of a booming business:  Why wou

When pushing our businesses to the next level, many of us think in terms of what we should be doing, but sometimes it’s more important to think about what we need to stop doing. No amount of pressing on the throttle will give us a smooth ride if we aren’t letting off the brakes. The question is, what are those brakes in our businesses?  Which activities are keeping us stuck in place, and how can we root them out of our routines for good?  In this episode, I share how to stop spinning our wheels and start moving forward in a smooth ride to flow, fun, and fulfillment.   "If you're constantly being sucked into paper-pushing, you’re putting the brakes on in your business." -Doren Aldana Three Things You'll Learn In This Episode How stinkin’ thinkin’ holds us back:  We all have an unlimited capacity for greatness, so what’s stopping us from making our dreams a reality?  How to put a stop to paper-pushing, pronto:  How can we expect to reach new heights when we’re trapped under the muck and mire of

Thanks to crazy low rates and being deemed an essential service in the face of the pandemic, our industry is faring far better than most, and there’s no denying that we’ve been blessed with an avalanche of awesome. However, if we want to take advantage of all this, we simply can’t afford to be complacent.   It’s easy to feel secure when we’re in a place of relative comfort, but the truth is, being comfortable will never truly fulfill us. We’re seeking greatness, and that requires us to push past our self-imposed limits.   How can we get over the short-lived contentment that comes with comfort, and start pushing for more? What can we do to motivate ourselves for greatness when all our material goals have already been met?   Most importantly, is it possible to do all of the above without doing it the hard way? In this episode, I’m sharing why ‘good’ holds us back from great, and what we can do to break the shackles of so-called comfort.   "The problem with settling for ‘good’ is we start to compromise

As we move into 2021, it’s not enough to think about how we’ll sustain past results. We have to aim for newer, higher, and more audacious heights. The question is, do we have what it takes to conquer the mountains ahead?   For many LOs, setting goals isn’t the problem. However, the same can’t be said for execution, because far too often our dreams are left unrealized. Where are we going wrong?    What’s stopping so many of us from reaching our goals, and what can we do to change that for good? Is there a way to do that without doing it the hard way?    In this episode, I’m sharing the 5 common causes of failure in this business and how to avoid them.   Dig deep and connect with your ‘why’, because that’s the rocket fuel that will propel you forward. -Doren Aldana Three Things You'll Learn In This Episode Why our ‘why’ should never be based on income alone:  Sure, we all have our own ‘why’s’, but are they compelling enough to execute on? How to eradicate our fears and dive into making our d

2020 has brought significant challenges into all of our lives, and many of us are experiencing real pain at the moment. However, it’s important to remember that the depths of darkness we’ve been through are equal to the heights of the light we can shine in this world, and we can get through this.    That being said, moving through grief of any kind is often easier said than done. In truth, there are some things we’ll never truly ‘move on’ from- but we can move forward.   The question is, how? How can we move forward when it feels like life as we’ve always known it is falling apart? What can we do to get through our darkest days and back into the light?   In this episode, host of The Daily Decision and My Journey 2 Hope podcasts, Michael Chabot shares how to keep going in the face of difficulties.  You can't move past your difficulties until you decide that’s what you want. -Michael Chabot Three Things You'll Learn From This Episode How to move out of the season of grief:  Only we can determine wh

We’re on the brink of a new year, and with that comes a ton of opportunity. However, it also comes with a lot of uncertainty, and many LOs are starting to worry about what their businesses will look like in the coming months. Are we likely to see an increase in rates and a decrease in inventory in the near future, and what would that mean for our business? More importantly, will it matter at all? What can we do now to position ourselves to prosper in the face of anything 2021 throws our way? In this episode, I share the steps guaranteed to make 2021 our year of domination, no matter what.   It’s time to get yourself prepared and positioned to prosper, regardless of market conditions. -Doren Aldana Three Things You'll Learn From This Episode   Why clarity is the first step to creating the lives we want:  How can we create a clear, compelling vision for what we want to achieve in 2021? What's the most effective day-to-day game plan to crush our targets? How to tap into our true ‘why':  It’s

Anxiety about the future is something most mortgage professionals have experienced, but it being a common phenomenon doesn’t make it any easier to deal with.     When we’re agonizing over what the future holds, our emotions are more than a blip on the radar. They can be all-consuming and even hold us back from reaching our full potential, and for that reason we should never brush worry off as something small.    What’s causing us to feel this way in the first place, and what can we do to put a stop to it? Will we ever be able to cut nervous tension out of our lives completely?    In this episode, I’m sharing how different loan officers experience worry, and what we can do to stop it from controlling us.   Step out of fear and into faith, love, and the best version of yourself. -Doren Aldana Takeaways   What’s keeping newbies in a perpetual state of panic:  How can we be sure we’ll make it in this industry, so we don’t have to stick our tails between our legs, admit defeat, and scurry back to ou

In the wake of the refi boom, many mortgage professionals have found their wallets fuller, but their lives emptier. We’ve burned ourselves out en-masse, with the common matchstick that is working IN our businesses, rather than ON them.   We signed up for this business because we wanted more freedom, autonomy, and independence, so why have so many of us ended up becoming chief, cook, and bottle washer? How have we made such a complete 180?   How can we get back into loving what we do, instead of waking up every morning for a soulless grind?   In this episode, I share that our collective burnout is a symptom of building practices instead of building businesses. If you want true freedom, autonomy, and independence, being a practice builder will not bode well. -Doren Aldana   Takeaways    Why we need to redefine our idea of brokenness:  Is having a ton of money in the bank as important as having our health and the freedom to spend time with our loved ones?    The key distinction between buildin

No one gets into this industry with the intention of trading all their time for money, but by insisting on doing everything themselves, many mortgage pros have sacrificed their dreams of freedom in favor of doing it the hard way.    To build the kind of businesses that set us free, we have to stop relying on human efforts to get everything done. It’s the 21st century, so why are so many of us still shying away from automation?   Does the prospect of learning new systems scare us too much to dive into the deep end? How can we move past that fear and start implementing the kinds of systems that blast our businesses to astronomical heights?   In this episode, I’m sharing which parts of our businesses we need to automate for maximum results. To build a business that sets you free, you need systems that undergird your operations so you’re not trading time for money. -Doren Aldana   Takeaways    Why automating our lead capture is the only way to move forward:  How can we expect to capture all our lea

Pre-COVID, meeting top producers in person was a great way to build profitable relationships, but that’s no longer an option. If we plan to dominate the industry in the face of the pandemic, we have to roll with the times and find a new way forward.   A lot of so-called ‘experts’ would have us believe the next best option is cold-calling, but that’s doing it the hard way. COVID-19 or not, we’ve still got to find the fastest path to the cash -- and that means ditching old school strategies for good.   How should we be marketing ourselves to top dog agents in a time when networking as we knew it no longer exists? Are there any foolproof solutions in unprecedented times, or is it time to try reinventing the wheel?   In this episode, I’m sharing how both newbie LOs and seasoned pros can build solid connections with top producers, without meeting anyone face to face. The shortest path to the cash in this business, newbie or veteran, is and always will be attracting top-producing Realtors who make you thei

We all have the same number of hours in a day, but what separates superstars from the Average Joe LO is how that time is spent. If we want our businesses to be a vehicle for freedom, we need to shift our focus from activity to productivity.    To get better results, we don’t need to put in more hours, we just need to get more from the hours we’re already putting in. How can we squeeze as much profit-producing nectar out of our days as possible, without over-exerting ourselves?   Is it possible to kick battery-draining tasks to the curb for good, so we can spend more time on the things that ignite and excite us?    In this episode, I’m sharing 5 tips on how to get more fun, flow, freedom, and fortune from the time we put in.  Liberate yourself from the minutiae of operations so you can focus on making it rain and dancing in your strengths. -Doren Aldana     Takeaways  How to feel our freedom in advance:  Self-doubt will take us out, so what can we do to cultivate a sense of certainty that liberat

It’s tough staying motivated when it feels like we’re spinning our wheels in the same spot, but most of the time, average results come down to one thing: poor marketing.   When our marketing isn’t positioning us as the only logical choice, we’re paving the way for mediocre results. It doesn't matter how great your products are or how great your service is, if you don't know how to market yourself effectively, you're going to have skinny kids.   The irony is, bad marketing usually goes hand in hand with conventional thinking. Conventional ruts, lead to conventional results. How can we stop following the herd, and rise above the crowd?   In this episode, I’m sharing how to identify if our marketing is on the wrong track and how to get back on the path to marketing excellence... the path of prosperity. If you feel like you were born to soar but you’re scratching in the chicken yard, it’s probably because your marketing is losing steam. -Doren Aldana   Takeaways    Why cold-calling in the 21st centur

Growing our purchase pipeline without making a ton of cold calls may sound too good to be true, but that’s only because we’ve become used to doing it the hard way.   Most LOs are so accustomed to begging Realtors for their business that the thought of doing it any other way seems downright audacious, but it doesn’t need to be. When we channel our efforts into working smarter, not harder, breakthrough becomes reality.   What can we do to flip the script on Realtors and get them to ask us for business? Is it truly possible to partner with top dog agents who bring us better deals without calling the same 40 Realtors every Monday?   In this episode, I’m sharing the 3 steps that guarantee purchase pipeline growth.   Work with people who have the highest capacity to send you the most business, the most often. -Doren Aldana     Takeaways  Why we need to stop wasting time working with mediocre agents:   A lot of the time, we end up working harder than we should because we’re partnered with bottom feede

Getting “good” results year after year may sound like a blessing, but every seasoned mortgage pro will agree that after a while, good just isn’t good enough. To feel fulfilled by our careers, we have to aspire to be great.    The key differentiator between ordinary and extraordinary lies in growth, but far too many veteran LOs have tasted minor success and become complacent.    Since it’s our comfort that keeps us settling for average, what can we do to bust out of our comfort zones for good? How can we stop reliving groundhog day and get back into enjoying our careers?   In this episode, Sales Manager at loanDepot, Erica Dose shares how Mortgage Marketing Coach helped her reach the next level of success.   If you don't grow, you'll go backwards, and if you go backwards you’ll end up in the ground. -Erica Dose   Takeaways  How to define our ‘why’ when we’re already relatively successful:  Once we’ve reached a certain level of success, money stops being our chief motivator. What’s really drivin