Art Of Mortgage Marketing

One of the biggest reasons loan officers struggle to delight in their work comes down to who they work with. Not all Realtors are created equal. Some energize us and our businesses, and others cause nothing but drama and trauma. If we're working with a lot of the wrong Realtors, we won’t be able to have more fun, flow, freedom, or funds.  The problem is many mortgage pros believe they have to work with every single agent to have a healthy book of business, but the opposite is true. The most successful mortgage pros have designed their businesses around working with a special select few who value and respect them -- and send them a boatload of referrals.  By going for quality over quantity, we get to maximize our performance and our results.  Which Realtors are best to work with? How can we get more out of our businesses by working with fewer higher-quality partners? In this episode, I share the top 5 reasons less is more when it comes to who we work with.    Be selective about the quality and cal

Struggling mortgage professionals tend to blame external factors for their stagnation, but sometimes the culprit is a lot closer to them. Even with the best intentions, the highest level of potential, and the biggest dreams, there are still certain hidden obstacles that we can’t outrun or outperform until they are dealt with.  These obstacles secretly suck the life out of our ability to achieve our full potential, and even the most talented people can become victims of them.  How can we get rid of these insidious barriers to success? What practical steps can we take to make sure we’re equipped to soar? In this episode, I talk about three things that might be holding us back without our knowledge.  Replace delusional optimism with clear-headed accurate thinking. -Doren Aldana     Takeaways  Why fear does nothing to protect us from risk:   Human beings are naturally designed to look out for danger, so it seems wise to focus on fear and keep a watchful eye on risks. The problem is when we focus on f

The recent half-point increase in conventional refinancing rates has rattled the cage of any LO who put all their focus on that market. Building your business on the ground of the refi market leaves you in a precarious and possibly desperate situation.  You could literally lose your income in a matter of days and find yourself struggling. If refis are quicksand, there’s only one worthy alternative, purchase deals.  Refis on their best and most lucrative day have nothing on the purchase market for a multitude of reasons.  Doubling down on the purchase market isn’t an optional luxury. It should be a mission critical must and a front burner priority in our businesses, especially when everyone else is going all in on refis.  What makes the purchase market better than the refi one? How do purchase deals allow us to strategically uptick our average commission? Why is a day’s work in the purchase market so much more fulfilling? In this episode, I talk about the unlimited opportunity in the purchase market.   

Many ambitious loan officers do everything they can to progress, grow, and expand but constantly find themselves stuck with short-lived successes, unfulfilled potential, and results they aren’t happy with.    Even with the best intentions, they have a hard time getting out of their own way. Some things cannot be outrun by how hard we work.    From sneaky stinking thinking to playing the mortgage game the wrong way, if certain internal and external obstacles aren’t dealt with, they will continue to obliterate our progress.      What are some of the landmines that destroy our success? How can we change the things that are holding us back into things we’ve conquered? In this episode, I share the top 5 reasons why LOs sabotage themselves.      Rarely will you attract more than what you believe you’re worthy or capable of. You can’t attract more than what your self-image dictates. -Doren Aldana        Takeaways    How to break the cycle of self-sabotage The way we perceive ourselves and the world

Without a bold and strategic investment into ourselves and our dreams, it’s impossible to fully expand into the fullness of our potential and our capability. When we settle, we’re allowing where we are to drag us down like concrete and keep us stuck.    We should be letting the desire for the life we want to pull us like a magnet.    My guest today is someone whose business has quickly gone stratospheric because he made the right decision. He chose to be pulled by the future and it changed his mindset, his habits, and his action.    He went from the challenges of trying to get his business off the ground to soaring and being on a million dollar trajectory in just 7 months! He possesses many quintessential traits of successful people, and he’s reaping the rewards.    What are the decisions and activities that have opened up huge doors for him? How do we unlock our purpose and avoid settling?    In this episode, mortgage advisor and client, Jed Barker shares how he transformed his business in a huge w

Every loan officer wants a business that is stable, systems-driven, and allows them to work with the best people. The problem is, through mistakes and the wrong methods, they end up stepping over dollars to pick up dimes.    Right under our noses are business pillars that take us away from the drudgery of cold calling the same unenthusiastic agents all the time.    We want a business that can work and generate income when we’re not working, and a way for us to achieve that coveted top-of-mind awareness.   The good news is, this is all within reach if we push the pedal on the right things. What is the shortest path to quality leads? How can we create content that takes us from chasing mediocre clients to attracting all-stars? In this episode, I share how to generate business by focusing on the assets that are already working in our favor.       The shortest path to the cash will always be inextricably linked with attracting clients, not chasing them. -Doren Aldana       Takeaways    Why we should

When our definition of success is too close to our comfort zone, it’s easy to settle and slip into stagnation. Many loan officers aim for good enough, instead of reaching for greatness, and get sucked into complacency.    If we truly want to build a business that fulfils and empowers us, it is critical that we push through the resistance, fear, and pain of leaving our comfort zone. That means not settling for “good”. That means realizing that comfort and growth are at odds with one another, and we can’t succeed if we cling to feeling comfortable.     What are some of the mindsets that make us complacent and lead to us settling?  Which attitudes lead us into stagnation and regression? In this episode, I share the perils of worshipping at the altar of complacency.        Greatness is about always expanding and seeking new growth. The comfort zone will corrode your hunger for expansion. -Doren Aldana       Takeaways  How to Celebrate Wins and Still Focus on Progress You want to celebrate your win

There are small and subtle ways that make it hard for us to reach our full potential.  Even some of the most talented and capable LOs are constantly hitting a ceiling, regardless of their intentions and ambitions.  What are some of the biggest reasons LOs have a hard time going from mediocre to extraordinary results?  How do limiting beliefs get in the way of our potential? What does it take to experience holistic success? In this episode, I share the 7 things that hold mortgage professionals back from reaching their goals in a meaningful and lasting way.  The secret to living a mediocre life is setting small, ‘reasonable’ goals. -Doren Aldana     What you’ll learn in this episode    The limiting belief that will subconsciously stop you from fully committing. We hold ourselves back from pursuing bigger goals because we have developed limiting beliefs. There is nothing wrong with wanting to keep growing. Better understanding our limiting beliefs can help us break free from them.    The one ch

As mortgage professionals, we have a moral obligation to make the biggest impact we can and serve our clients to the best of our abilities. We can do so much more good in the world by growing our businesses, so what’s holding us back? One of the best ways to maximize our profits is by taking advantage of repeat clients and referrals. How can we guarantee this type of business? The answer lies in mastery. We have to master the art of database marketing. This is non-negotiable: it’s a necessity. The great thing is, if we use the right systems along the way, this doesn’t need to add to our workload. Quite the opposite; we can earn more, while doing less.  In this episode, I share how to get more than 3 deals a month for every 100 past clients in our databases, on autopilot!      Cut the clutter and nonsense and get straight to what works: database marketing done right. -Doren Aldana     Takeaways  Save time, money and stress with systems Having the right systems in place helps us achieve bigger r

In order to grow our businesses and allow them to become vehicles of freedom, abundance and fulfillment, it’s important that we have a system for attracting our ideal clients. The most potently proactive activity we can do to make that happen is building relationships with top notch agents. It’s hard to achieve this and stand up in our greatness when it’s being blocked by fear and call reluctance. That’s why it’s crucial that we align ourselves with the mindset, energy and practice that unlocks confidence consistently. How do we shift away from call reluctance and take the steps that draw us into our power and meaningful motivation? In this episode, I talk about the truth behind your call reluctance and fear of marketing yourself effectively, and how to step into your power so you can achieve your dreams. There’s no place for fear of call reluctance and fear of rejection, when we shift our consciousness and priorities from taking to giving, from selling to serving. -Doren Aldana     Takeaways   

Business owners become trapped when they decide to do it all themselves. It hinders growth and freedom and makes it harder for the business to build wealth.  The truth is, even the best, smartest and most talented people don’t serve every purpose and role in their companies. With the best intentions, you can end up holding everything up because there’s so much on your plate.  The goal shouldn’t be to be to control everything, but to run a finely oiled machine that allows you to step into true freedom. The whole goal of making bold, intelligent strategic investments in your business is to remove you from being a bottleneck. What are the perils of filling up our time doing menial tasks and not delegating them? How can you liberate yourself so you can catapult your business? In this episode, I talk about how to get more freedom, and get your business out of survival mode.    You’re not going to be able to build a business that sets you free if you think that you have to do it yourself if you want it done

A lot of mortgage professionals are thriving riding the Refi boom, but the fact is, rates will go up at some point and we have to be prepared for that. Now is the time to start dominating in the purchase market, and to do that, we need to start building relationships with the top-producing Realtors in our markets. How can we build relationships with top Realtors when they’re notorious for not giving most loan officers the time of day? The key lies in differentiating ourselves. To stand out to Realtors, we need to show them we’re more than just loan officers who can fog a mirror. That said, we also don’t need to reinvent the wheel to make an impact. Distinguishing ourselves is often simpler than we think. How can we stand out to Realtors and get them to give us the time of day? On this episode, we discuss how to get top Realtors to take notice of us.    Riding the Refi boom is always great. However, when rates go up, you don't want to be scrambling to get into the purchase market. Set up solid foundatio

In order to be effective at building partnerships with top-dog Realtors, we need to be able to handle objections like pros. We need to have the superpower of eliminating those objections in advance by constantly raising the standard of what we’re offering.  It’s common to experience apathy and high walls of resistance from the agents we approach, along with the dreaded objection, “I’ve already got a Mortgage Lender.” If we equip ourselves with the tools, mindset and know-how to handle and obliterate this objection, it will never get in our way again.  What is the root cause of this objection and what does it tell us about how the agent sees us? How can we become so irreplaceable and indispensable that all those lame objections just magically melt away? In this episode, we talk about how to objection-proof yourself, and become the LO agents want to work with.   The objection “I already have a lender” is a smoke screen, and a symptom that you’re doing things the wrong way and the hard way. -Doren Aldana 

The biggest thing holding people back from achieving the lives of their dreams isn’t a lack of talent or capacity -  it’s fear. Fear is something we all experience at some point, but we shouldn’t allow it to control us and hold us back.  Is it possible to eradicate fear?  If so, do we even want to get rid of it? What are we afraid of in the first place? Fear is a natural human condition, and having it isn’t necessarily a bad thing. With that said, we can learn to gain authority over it. On this episode, we discuss the 3 types of fear that hold mortgage professionals back from achieving their dreams and how to overcome them.      Rise up and gain authority over your fears. -Doren Aldana     Takeaways  Everyone fears failure, but we have to remind ourselves that without risk, there can be no reward. Stop letting the fear of failure stunt growth! Something that stops a lot of us from claiming the life we deserve is fear of embarrassment. However, we have to remind ourselves that just as much as p

We’re in a refi boom right now, and while it’s tempting to put all our effort and energy on the low-hanging fruit, the last thing you want is to be unequipped when the refi boom inevitably ends. Even though many mortgage pros are only doing refi’s, now is not the time to be blindly following the herd. If you become too myopically focused on the low-hanging fruit to the detriment of building consistent purchase business, your income will tank and you’ll end up regretting not building a diversified business. Why is the purchase market the most reliable, successful and consistent source of business? How do you build a multi-pillar, multi-prong, multi-revenue stream business right now, while still taking advantage of the refi surge? In this episode, I talk about the perils of having a business that’s too reliant on refi’s, and what will happen when you don’t shift to being proactive about the purchase market.   You want to be as diversified as you can so you are least and last affected by market downturns,

With so many people hunkering down waiting for this covid-19 storm to blow over, it’s easy to think that it’s impossible to grow your business right now. But even in the midst of a storm, there are still opportunities to build relationships with top-producing agents and become their exclusive partners. In fact, right now we can use the state of the market to make moves to win. We just need to have the right weapons in our arsenals. What are some of the biggest mistakes and missteps that make agents not want to work with you?  How can you go from grovelling for business to mutual loyalty and partnership? In this episode, I talk about an effective and efficient system to attract cream-of-the-crop Realtor partners with zero chasing, begging or bribing. I reveal a system that can take you from frustration and stagnation to 11 appointments in one day without a single cold call.    Use the turbulence to get better, wiser and sharper and to win. -Doren Aldana     Takeaways   You can never attract and work

As we continue trudging through these trying times, nothing in our lives feels usual, and the shadow of an uncertain future continues to loom over us.  Many people are facing a difficult season, and we’re all feeling the pinch brought on by a contraction of activity, business and income.  It’s natural to want to keep our heads down so that the storm blows over, but these seasons call for leaders who can step up to the plate and be a light in the darkness.  How do we maintain the right mindset in the face of a foreboding future? What are the things that really matter and move the needle in this time? How do we move from panic and fear to power and faith?  In this episode, I share how we can keep going and even use this time to grow and expand.    We are all prophets of our own futures by virtue of what we expect. -Doren Aldana     Takeaways  There’s actually more opportunity than ever before right now with so many competitors stepping out of the way, but we need to adopt the right mindset and wear

We’re all living through a time where life is anything but ordinary or the usual, and we’ve decided to do something a little different with our podcast, and that’s celebrate our client wins and successes.  In order to be leaders, game changers and merchants of certainty, we need to be a light in this time of darkness. This is why our clients are sharing their stories, their life-changing, business-activating, profit-elevating marketing and mindset secrets.  On this episode, you’re going to hear snippets from our client interviews and hear how they’ve found growth even in the midst of the market challenges we’re experiencing. This will arm you with the inspiration, motivation and strategies to keep going even when everything around us is telling us to hunker down.    If you want to be the leader who inherits the market of tomorrow, you’ve got to rise up and find a way to turn adversity into opportunity. - Doren Aldana

We’re living in uncertain and turbulent times, and this can take a toll on a business that doesn’t have the right pillars and systems built into it.  Why do mortgage pros struggle to build a stable and consistent pipeline even in the best of times? Where should we be intensifying our marketing and relationship-building efforts?  On this special webinar episode, I talk about the fastest and most consistent path to cash, and how to build longevity, peace of mind and security in your business.    We need to have accurate thinking, be prudent and vigilant to hedge ourselves against these uncertainties so when the storms hit we can survive and thrive in the face of it. -Doren Aldana     Takeaways  If your database marketing is on point, you should be getting 1-3 deals a month for every 100 past clients.   Build stability through diversification. Have multiple pillars, lead sources and streams, partners and profit centers.  Work only with top producing agents, that’s Realtors doing 20+ transactions

The coronavirus epidemic and its impact on our health and wealth is weighing on everyone’s mind; but right now more than ever, it’s important that we show up powerfully in the face of this challenge. How do we remain effective and impactful at this moment? How can we avoid getting caught in fear and panic? In this episode, we talked about how to create a proactive plan to prosper in this time of challenge and strain.   Keep yourself anchored in an emotional home of resourcefulness, love, peace and proactive action. -Doren Aldana     Takeaways  When people are facing extreme fear and experiences of uncertainty, this is when we need leaders who work to expand when everyone else is contracting.  Take reasonable precautions to protect you and your family, but don’t participate in the massive panic that’s happening. Stress reveals the cracks in our businesses which we overlook when things are good.  Don’t over-consume fear-spewing news and content.   On this episode, I talked about how to get