Art Of Mortgage Marketing

In this highly digitally disrupted world, LOs need to bring something to the table that goes beyond mortgages. What is a wealth team and why is it important to focus on wealth building when we talk to clients? How do we build relationships with other professionals to the benefit of the customer? How do we win by becoming better teachers? On this episode, industry leader and Mortgage Coach founder, Dave Savage, shares one way we can differentiate ourselves in the business by offering a unique type of value. The mortgage professional who decides to be the captain of a wealth team will win the biggest, most and fastest. -Dave Savage      Takeaways  It’s important to make the process of finding and applying for a mortgage a multi-channel multi device experience to match how people use the internet to buy these days.  Having a wealth team allows us to connect with a wide range of professional service providers, which gives us more lead generation and conversion opportunities.  It’s important that we s

Many mortgage officers are frustrated from not getting results, and it’s because they are reliant on the wrong methods. What are some of the flaws of cold calling? Why do we waste time when we approach the wrong agents, and how do we target the right ones instead? On this episode, I have a conversation with recognized mortgage industry leader, speaker, coach and the founder of Mortgage Coach, Dave Savage. We talk about tactics and strategies to generate more loans without cold calling.    If you don’t have a marketing system, you will have to cold call. -Doren Aldana     Takeaways  If you use the typical methods, all you will get is apathy and arrogance from agents who are tired of hearing the same things.  It takes the same amount of time to attract a top dog and a bottom feeding Realtor with no business, so there’s no need to waste time on the wrong people.   The most potently profitable activities any mortgage professional can do is contacting top producing agents and booking appointments and c

Most mortgage professionals hold themselves back from success because they’ve been told they need to sacrifice parts of their lives if they want to see great results. Is it possible to get great professional results without sacrificing personal happiness or are we doomed to spend the rest of our lives working if we want to achieve anything? Will owning a big house and fancy cars fulfill us, or do we need more than that? On this episode, President of Total Quality Lending, Chris Paliska, shares how he made $100 Million in just three years without sacrificing his happiness.    The happier you are, the more successful you’ll be. Never feel like you need to sacrifice your own happiness in the name of success. -Chris Paliska   Takeaways  We can only be truly successful if we’re genuinely happy, so focus on developing all areas of life. Remember, there’s more to life than running a business! Make the switch from activity to productivity. Too many of us are wasting time working hard, when we could be more

Our businesses should be a source of joy, but sometimes, the inspiration, drive and passion dies out. Why does this happen? How do we reignite our love for what we do? Inspired by Valentine’s Day, this episode discusses what we can do to reignite and maintain the passion for our business and our goals. A sense of direction is more important than our current location. If we’re moving in the right direction, we will feel fulfilled. -Doren Aldana     Takeaways  If we become complacent and stagnant, we stop expanding and progressing, and this leaves us with very little drive for our business.  Frustration comes from not getting the results we want from the approaches we’re using. The stress, worry and aggravation wears down our passion and love for the business.  When we have boredom or burnout, it leads to us not feeling any fire or passion for our business. At the start of the show, we talked about the importance of having a sense of direction, and how stagnation affects how we feel about our b

As mortgage professionals, we have the benefit of extreme flexibility, but if we want to be successful, we have to put a limit on our freedom today, so we can enjoy ultimate freedom in the future. Is freedom a double-edged sword? Can too much of it affect our effectiveness and consistency? On this episode, we learn why having too much freedom can spoil our chances of success and the true freedom we desire.  You need to be willing to give up some daily freedoms in order to attain ultimate freedom. -Doren Aldana   Takeaways  Freedom is a double-edged sword; while we want to have flexibility, it’s vital we have structure in place. Without structure, we lack effectiveness. We need a repeatability aspect to our business so we see consistent results. Lack of structure leads to lack of consistency. We have to submit ourselves to an effective structure everyday to ensure consistently good results.   At the start of this episode, we learned how having too much freedom can create a toxic work environment

Our mortgage companies, brokers and managers promise to be the one-stop solution for all our business needs, but when it comes to marketing, they will always fall short, no matter how much they try. What factors make them ill-equipped to help us really win at the marketing game? Should we be trusting them to take care of our databases? What should we do about our marketing instead? On this episode, you’ll learn why your company will never be able to help you get the breakthrough you want in your marketing efforts.   If you do ordinary things and you come from an ordinary premise, you’re going to get ordinary results. -Doren Aldana     Takeaways  Your mortgage company can’t give you what they don’t have. They don’t have the specialized expertise to really help you. They are ill-equipped to help you get your breakthrough because all their methods have been filtered through compliance. What worked 10-20 years ago doesn’t work anymore. If your company isn’t continuously evolving, their marketing tactics

Clinging too tightly to our comfort zones is one of the biggest reasons people fail to achieve their goals. What are the effects of not getting out of our comfort zones? How do we overcome the fear of getting out of them? How does entitlement keep us stuck? On this episode, I share the 4 ways we get sucked into the vortex of our comfort zones.  The juice in life is in progress, expansion, growth, not in stagnating, sitting on your laurels and collecting dust. -Doren Aldana    Takeaways  We stay stuck in our comfort zone by softening the problem. If we don’t tell ourselves the truth, we’ll never be able to solve our problems and level up.  A sense of entitlement keeps us stuck in our comfort zone. Instead of letting pride get in our way, we should always pursue growth and expansion.    We get stuck in our comfort zone by letting fear stop us. The things you’re afraid of actually become less scary when you pursue them.  Don’t get sucked into your comfort zone by sitting on the nail and thinking

One of the biggest challenges mortgage pros experience is creating a healthy pipeline of leads without breaking the bank. Previously, Facebook has generally been the best way to do this, but that’s rapidly changing to our disadvantage in some markets. What are the benefits of using Google Adwords to generate leads? Why are Adwords leads more motivated and likely to take action?  On this episode, mortgage originator, entrepreneur and media buyer, Brian Diez, shares how he "Cracked the Adwords Code" to generate better quality, more motivated leads at a fraction of the cost. Change in the marketplace means there is opportunity for those prepared to adapt. -Brian Diez   Takeaways  When market changes happen, our success will be defined by our willingness to adapt.  Google allows us to channel pre-existing demand. With Facebook advertising, we’re spending money to create demand.   The first step to generating leads on Adwords is building an authority site, a website other sites are linking back to. 

The start of a new year is the perfect time to rethink and refocus our marketing goals and efforts, and if we want to succeed, it’s important to have a marketing plan that makes success inevitable. How do we go about building a winning marketing plan? What routines and activities do we need to have in place? On this episode, we talk about how to strengthen our marketing plans and strategies for the year ahead.    If your marketing is on point, you should be getting 1-3 deals per month for every 100 past clients. -Doren Aldana     Takeaways  Set up your income target. You need a measurable outcome you want to achieve. Then, you can build a marketing plan around it. If you know your income target, that will help you determine how many units you need to get to your income target, and how much your marketing budget will be.  Block schedule your daily routines: we need champion level routines to achieve champion level goals.  Successful marketing is all about mining the gold from your database, an

There are 5 simple steps we need in order to turn Facebook into a lead machine that feeds our pipeline with an ever-growing flow of closed deals. Do you wish you had more quality leads, so you can close more deals? Is your prospecting method wasting your time with little to show for it? In this episode, marketing expert, Sabina Phillipsz, reveals the critical steps most mortgage pros will never know about how to generate more quality leads on autopilot and how to use those pre-approvals as SUPER BAIT to attract top-producing Realtor partners. You’ll learn how to set up your own consumer-direct Facebook ad that can generate hundreds of quality buyer leads per month; and how to finally take control of your pipeline, and build stability through diversification.   Facebook is a great way to connect with prospects very cost-effectively. It’s a great platform because it’s visual and you can put a lot of content on it. -Doren Aldana     Takeaways  Most people think that branded stuff is the way to go. We ge

When you’re in the slow grind, worrying about where your next deal will come from, life in the mortgage business can get very difficult. When we feel like we’re spinning out wheels, what are the necessary steps to get traction? How can we start building a healthy pipeline of closed deals without the hell of cold calling? On this episode, Kirsten O’donnell, shares how she went from just treading water at one loan per month, to QUINTUPLING her income (closing 5 deals per month) in just 4 months.  When you invest in yourself, you have the knowledge forever. -Kirsten O’donnell   Takeaways  Being friendly and having great rates and services is a great start, but being able to have something unique that actually helps them push the needle on profit is mission critical to our success.  Sympathy is not a strategy. You will never get solid partnerships just because the pity people feel for you makes them pick up your phone calls.  Going after your dreams is never going to be within your comfort zone.

Most of us are looking forward to a new year and hoping that our marketing strategies will be successful in helping us grow our businesses. The problem is that many of these aspirations and goals don’t get achieved because of how we approach our marketing. How do we make sure we’re setting our marketing up to win and succeed? What kills the effectiveness of our marketing plans? On this episode, we discuss 3 things that are hindering the effectiveness of our marketing plans, and how we can improve for a more successful 2020.   Until our champion level goals have a champion level execution plan, and champion level daily routines, chances are they won’t happen. -Doren Aldana Takeaways  When a marketing plan is too cerebral and too “in-your-head,” it won’t work until your heart is in it and you feel like it’s tied to your BIG why.   If a marketing plan is too complex and complicated, we end up doing nothing. Simplify marketing by focusing on database marketing, Realtor marketing and consumer direct ma

For many of us, our businesses are robbing us of peace, gratitude and precious dollars, and it’s because of some of the approaches we are taking. What are the 3 things that are making it hard for us to have breakthroughs in our businesses? What are the more effective things we can do instead? On this episode, we talk about 3 things that are causing stress and strain in your business and how you can fix them so that you can glow with gratitude.  There’s only one true way to consistently grow your business, and that’s having a proven system for getting top agents to make you their exclusive. -Doren Aldana   Takeaways  If you’re spending time cold calling, you’re wasting your time. The better and more effective way is to target top producing agents and use tech to reach out to them.  Stop being passive and waiting for the phone to ring. Do proactive lead generation on a daily basis, and also implement effective follow-up.  Stop trying to reinvent the wheel on your own. Use a proven system and plan by so

As 2019 draws to a close, many loan officers are beginning to question why they haven’t met their income goals for the year. What are the key things holding us back from our targets, and what can we do to start the next decade on a more successful note? What are we missing that can be easily fixed to ensure a more prosperous future? On this episode, we learn how to reach our income goals.   Most people don’t get what they want because they don’t know what they want. Get clarity on the desired outcome. -Doren Aldana     Takeaways Get clarity on the outcome. Often we don’t reach our goals because we don’t have specific goals in mind. Break the cycle by thinking of a number and working towards it.  Feel the victory in advance. To attract success into our lives, we have to start envisioning the outcome we want. One of the simplest ways to start reaching goals faster is by nurturing our databases. Stay in contact with spheres of influence and past clients, as the results will be huge. At the sta

Many LOs feel like they aren’t getting anywhere or achieving anything when it comes to working with the best Realtors, and it’s because of repeating the same outdated and lack-luster methods. In order for us to overcome this, what are the 5 shifts that need to align in our businesses if we want to start attracting the top dogs? What are the things we need to stop doing immediately if we want our businesses to do better? In this webinar, we talk about the worst strategies for recruiting Realtor partners and what we can do instead, as well as a rejection-free equation for getting business.   The idea is to stop being a “Joe Schmoe” LO offering great rates and service, and start adding unique value that no other mortgage professional is offering. -Doren Aldana    Takeaways  Everyone is clamoring for the same real estate agents, so the competition has increased immensely. Rates and good service aren’t enough to differentiate us anymore.  Stop cold calling the same people over and over with the hope that

All of us want to live more effective lives, but when it comes to doing what we need to do in order to achieve greater success, we often find ourselves shrinking back into fear. Does avoiding risk have any benefits, or are we shooting ourselves in the foot by playing it safe? How can taking risks help us progress, and why is it so important for us to tackle our fears head on? On this episode, we learn why the biggest risk we can take is not risking anything at all.   The biggest risk of playing it safe is regression of advancement. -Doren Aldana     Takeaways  With no risk, there can be no reward. Everything worth having comes at a price - whether it be relationships or business. We have to stop letting fear hold us back. Taking risks is vital for moving forward. If we don’t take risks, we’re stagnating. In other words, by not progressing, we’re allowing ourselves to rot. The reason we’re hesitant to take risks is exactly why we need to take them. If we feel inadequate, it’s because we’re not n

When we don’t equip ourselves to win and succeed, we miss out on so many great things we could have in our lives and businesses. If we aren’t employing the right tools to mine our databases, attract agents, leverage technology, and build good systems, we will delay our own progress and success. Why is it important for us to stop blaming the results we get on our circumstances? What do we stand to lose when we aren’t showing up for success with the right mindset, attitudes and actions? On this episode, we talk about why doing things the long and hard way will make us lose key results, and what we can do instead to get the results we want in our businesses. Opportunity is not lost, it just goes to those that are committed and aligned with victory. -Doren Aldana    Takeaways  The biggest costs of being ill-equipped to go after our dreams are lost revenue, time, opportunity, impact, adventure and legacy.    Your circumstances are a reflection of our thoughts, feelings, habits and behaviors. We are the

Many of us believe that what gets in the way of our success are the circumstances and external limitations in our lives, whether it’s a lack of opportunity or the real estate market. The truth is, very often, we’re held back by our own untrue thoughts, ideas and beliefs about what we’re capable of, and what it takes to become successful. What are some of the beliefs that limit our ability to manifest our dreams? How do they stop us from being effective and productive? On this episode, I share on the erroneous limiting beliefs that hold us back, and how to make a bold, intelligent, and strategic investment in our breakthroughs.   The most precious and valuable reward for success isn’t what you get, it’s who you become. - Doren Aldana Takeaways  Everything we have right now is a result of our current comfort zone. It’s impossible for us to go beyond that if we don’t get out of our comfort zones and stretch ourselves. Before we do the activities that will make us successful, we have to become people wh

A lot of loan officers dread reaching out to Realtors because they’re under the impression that Realtors instinctively hate dealing with them. How can we stop acting like the average loan officer Realtors abhor, and start flipping the script? Should we be less selective or is being too inclusive harming our chances? In this episode, we discuss how to stand out from the pack of average loan officers Strive to come across as a welcome guest, rather than an annoying pest. - Doren Aldana Takeaways  Stop being a loan leech. Realtors can tell when we’re approaching them looking for business without anything to offer in return. Make sure Realtors know we’re coming to give, not just get. Offer value by showing Realtors how they can make more money. If we show Realtors how they can get more business, they’ll see us as valuable.  Make Realtors feel special by offering them exclusive benefits for working with you. By being more exclusive, we boost our profile and instantly become more attractive. In thi

  Buying leads has become extremely popular with loan officers who think they’re saving time, but in reality, they’re actually doing it the hard way. Why is buying leads a bad idea? Could they be doing more harm than good? In this episode, we discuss why buying leads is a bad investment of our time and money, and could end up damaging our positioning within the industry.      Takeaways  Avoid wasting money paying for the same leads as competitors. Bought leads are not necessarily exclusive, so they’re definitely an unwise investment. By spending our time chasing bought leads, we miss out on opportunities elsewhere. Don’t waste time on leads that may not even convert at all.  By buying leads who are probably being pursued by our competitors, we fail to set ourselves apart. If we approach them at the same time as everyone else, we risk competing on cost alone.  At the start of the episode, we learned that most bought leads are poor quality and not exclusive. We discussed that bought leads are a