Art Of Mortgage Marketing

  The vast majority of loan officers are earning under $75 000 per year, while the top earners are earning upwards of $500,000 annually. What is it that separates the top earners from this mediocre majority? Do they have a secret recipe that the rest of us don’t know about? On this episode, we’re discussing the traits shown by top producers.      Takeaways  Commitment and decisiveness are vital traits. We need to go all-in on achieving our goals, and refuse to entertain back-up plans or option B’s. Top producers don’t even consider failure an option. Top producers don’t automatically have a secret recipe; they learn it from other high achievers. To be successful, we need to be willing to learn from others and leave our egos at the door. We have to be resourceful to win. That means finding a way to achieve, no matter the circumstance.   At the start of the episode, we spoke about the vast difference in income between top producers and the mediocre majority. We discussed the importance of mindse

  Something most loan officers seem to struggle with is a resistance to recruiting Realtors. What keeps holding us back? How can we overcome our call reluctance and get rid of the almost universal mind block? On this episode, mortgage industry legend and coach, Peter Fickeisen shares why LOs resist recruiting Realtors- and how to overcome our reluctance.     Takeaways  Most loan officers avoid recruiting Realtors because we’re scared to get out of our comfort zone. To become more comfortable around others, we need to be more comfortable with ourselves.  For more successful interactions with Realtors, we need to know what we’re going to say to them. Write a list of points to speak about and guide an effective conversation. Build relationships with Realtors by organizing appointments and reminding them of your purpose. Don’t arrive at their offices unannounced, and don’t waste time. At the start of the episode, coach Peter Fickeisen shared the top 3 things holding loan officers back from reac

  We all want to go further in business, but sometimes we spend too much time focusing on small issues and not enough on the bigger picture. How can we increase our production and productivity, without sacrificing our personal lives? Where do so many coaching programs get it wrong? On this episode, branch manager at Integrity Mortgage Group, Samuel Borthwick shares how we went from $11k a month to over $87k a month- without sacrificing his role as a husband and father.       Takeaways  Don’t bully yourself into thinking it’s impossible to be a successful mortgage professional with a healthy personal life. It is possible- and within reach! Know the motivation for success. While we want to make more money, most of the time our drive is based on a desire to do more for our families. Be wary of coaching programs that teach us to work harder and longer- it’s not necessary.   At the start of the episode, Samuel explained the moment he realized he could achieve more. He then shared the process he w

So many mortgage coaches promise single solutions that supposedly guarantee success. Are any of these singular options capable of creating longevity in the mortgage industry? If one-trick pony solutions aren’t a good idea, what should we be doing instead? On this episode, I share how we can build recession-proof businesses by diversifying our strategies.   Takeaways  Abandon the idea of a ‘magic pill’ that can transform your business. There is no single solution for long-lasting success. Diversify your tactics so you don’t need to rely on only one strategy. The more back-up plans we have, the more we safeguard ourselves from any potential turbulence.  Take a multimedia approach to marketing campaigns. Use video, social media, direct mail and emails to ensure you touch base with your entire database and leave as little money on the table as possible. At the start of the episode, I explained why we need to stop searching for single solutions to create recession-proof businesses. I mentioned ho

Dealing with Realtors can be bring a lot of drama, especially if we’re dealing with arrogant agents. How can we take control of our partnerships and start choosing the ideal Realtors we want to work with? Do we have to work our way up the ranks, or can we start with the top dogs? On this episode, we’re discussing how to close more deals, without the drama.   Takeaways  Forget about the bottom feeders. The fastest way to the cash is through the top dogs, so we need to offer them unique value from the start. Look for a select group of solid partners who send all their business, rather than a wide range who send a few clients. Take control of partnerships: we should be interviewing Realtors, not the other way around.  At the start of the episode, I spoke about the importance of aiming for top dog Realtors. I then explained that to attract industry winners, we need to become winners ourselves. Without unique value and self-belief, we can’t expect others to believe in us. I also discussed: 

So many of us have been told that without a constant grind, we’re doomed to mediocrity. While there is certainly a need to grind at times, are we destined to overworking ourselves for the rest of our lives if we want to see success? How can we move away from that mentality, and start seeing results without putting in tons of work? On this episode, I’m sharing how you can get out of the grind, and move towards actually making money with fun, flow and fulfillment.     Takeaways  It’s important to identify our unique ability and do more of the things that have us performing optimally. These are the things we’re so good at, we may even lose track of time while doing them. Remove the grind strategy. If we’re working hard because that’s what we’ve always done- we have to stop. It’s time to stop repeating the strategies that are tiring us out. Get out of the grind mentality. Many of us believe we have to work hard because we’ve been programmed to think that way from childhood. That isn’t true- we need t

Falling into a rut is something many Loan Officers experience in their careers and it can be difficult to get out of, especially when business is still doing fine. How can we stop settling for less? How does empowering our team impact our business growth and personal freedom? What do we need to surround ourselves with in order to boost our excitement and success? In this episode, Houston-based LO Robert Spiegel discusses the struggle of boredom and stagnation, and the changes and impact Mortgage Marketing Coach has had on his enthusiasm and business success.     Takeaways  We often soften our problems by thinking we’re doing well relative to others, but when we hold ourselves to our own standards, we stop settling. When we empower our team to be independent and autonomous without us, as well as confident and competent in our absence, we’ll forge a real business that can set us free. We need to be involved in conversations that are bigger and better than us with people who have ambitions and goals

To be successful in life, we must develop a success mindset. Stinkin' thinkin creates stinkin' results. Champion thinking creates champion results. All movement without is preceded by movement within. Our outer world is simply a reflection of our inner world. How can we program ourselves for massive success? Can we train ourselves to become confident, self-assured, powerful? On this episode, loan officer, Kira Truett explains the role mindset played in her quintupling her income in just 4 months.     Takeaways  Think like your future self. Tap into the mindset of someone who has already achieved wealth, and start behaving like them today. Interview real estate agents, rather than letting them interview you. Look for people you want to work with, and stop attaching yourself to agents whose values don’t align with your own. Think from a place of abundance, and don’t allow yourself to think of the worst case scenario. Focus on what could go right, rather than what could go wrong.   At the start of

The mortgage industry is faced with a lot of challenges that can make running a business turbulent, but there are always top producers who thrive and achieve massive success regardless. What success-unlocking secrets can we learn from these people? What are the signs and symptoms that we are doing things the hard way? On this episode, I talk about the three X-factors that set the top dogs in our industry apart, and how we can emulate their success in our own businesses.     Most people focus on doing more, top producers focus on becoming more. -Doren Aldana   Takeaways  We’re not in the mortgage business, we’re in the marketing business. To make a profound breakthrough in our businesses, we have to accept that we are marketers first and follow through by making sure it reflects in our daily activities.  We have to work harder on ourselves than we do on our jobs. In order to succeed, we have to master a success psychology, which will then impact our results.  Never invent, always improve. Don’t

A lot of loan officers cold call Realtors offering "great rates" and "great service", and then wonder why it ain't working. That's doing it the HARD WAY. What should we do to become Realtors’ exclusive lenders? Why -- with all we have to offer -- aren't they giving us the time of day? How can we portray our value proposition effectively? In this episode, Chris Reale explains what makes a great value proposition and the importance of catering to Realtors’ needs in order to become their exclusive loan officer.     If you’re not getting business from Realtors, it’s because you didn’t do a good job of finding out how you can help them grow their business. -Chris Reale    Takeaways  The two main reasons why we don’t become Realtors’ exclusive lenders is because they either have great relationships with loan officers, or we didn’t position ourselves correctly with our value proposition. We need to be a value-added resource over and above what we do on the mortgage side because if we’re not getting busi

Most mortgage professionals agree that they’re spending way too much time working for the results they’re seeing. How can you break free from the endless cycle of working harder and longer? What’s causing you to stay in that cycle in the first place? On this episode, I explain the 3 big reasons why you’re staying in the struggle.      Takeaways  Work on the business- not in a job. Parkinson’s Law states that we’ll use all the time we allocate ourselves, even if we’re capable of doing it in less. We need to be more strategic about how we use our time. It’s important to stop believing we’re the only ones capable of getting it done. Having a scarcity mindset and thinking we’re the only person for the job ultimately makes us less efficient and takes up more of our time.  We shouldn’t drain our energy by working harder than we need to. By overworking ourselves, we’re putting ourselves in a prison of our own making.   At the start of the episode, I discussed the harsh reality for most mortgage professiona

Often, mortgage professionals don’t reach their full potential, purely because they aren’t following the right steps. What steps should you be taking to ensure you achieve the success you deserve? How do you go beyond lead generation and start converting more effectively? On this episode, I’m sharing the 3 critical skills every mortgage professional needs to master for success.     Remember: lead generation isn’t just about quantity. It’s about quality. -Doren Aldana   Takeaways  Lead generation is the first crucial step you must take to success. Make sure your leads are fruitful, and concentrate on quality over quantity. The quickest way to give yourself a pay raise is by doubling your effectiveness in lead conversion. Learn the words that elicit trust, and assert your influence. You are the source of your business and the results you receive. Focus on your own self-leadership and hold yourself accountable.   At the start of the episode, I outlined that it’s vital to master lead generation

Let's be real: chasing realtors down and offering them rate sheets and donuts doesn’t work anymore. Those days are long gone, and unfortunately, a lot of mortgage pros see themselves as a replaceable commodity instead of a needed resource. What’s wrong with this mindset and how can we shift it? How can we bring a unique value proposition to agents that gets their attention and makes you their exclusive lender? Why do we need automation instead of doing it the hard way with cold calling? In this episode, Chris Reale explains how we can flip the script so that realtors need us more than we need them.     Takeaways  It’s good to offer great rates and great service as a loan officer, but they are part of being professional and it’s not enough anymore. We need to take one step further and help agents succeed. When we help agents grow their business, we have created a value-added relationship with them that means they will want to do business with us.  We can bring real value to agents by looking at th

The mortgage industry is filled to the brim with hopefuls. How can you make sure you stand out from the crowd? How can you offer a ‘wow’ factor that separates you from those offering the same, run-of-the-mill services as everyone else? On this episode, I’m sharing how to wow top dog Realtors to become their exclusive lender.     You can’t afford to be normal or average. We are in the business of fascination and being extraordinary and remarkable. -Doren Aldana   Takeaways  Lead with unique value. Make sure you’re offering something different to the Realtors you approach. Inside their pain is your opportunity for gain. Diagnose before you prescribe. Before you can offer anything to a Realtor, make sure you’re listening to their concerns. Then you can provide them with a tailor-made solution. Diversify your activities and talents. Don’t rely on any one thing for success. You need to have as many skills to offer as possible.    At the start of the episode, I explained why it’s crucial to have

There are so many coaching programs out there, but not all of them are effective. Where do most programs go wrong? What should a great program be offering you? On this episode, I’m listing the 7 areas where most coaching programs fail.     You want a systems-based business that allows you to streamline your marketing and operations. -Doren Aldana   Takeaways A lot of programs teach old-school, outdated methods to success. This means that rather than embracing the ease that comes with technology, they’re still making you take the hard way. Coaching programs teach you how to put manual effort into your marketing. This makes it more difficult for you to ever step out of your business. While it’s great to learn how to get things done, it’s adding another step to your process. Coaching programs should be doing some activities for you.   After explaining the first three ways most coaching programs fail their clients, I explained one key flaw: they’re not teaching mortgage professionals to be mar

Many mortgage professionals wait until they hit rock bottom before they realize they need to change their approach to business. How can you prevent yourself from continuing to do activities that don’t bring you any success? How can you get to the next level without putting in more work? On this episode, the legendary Devon Peterson shares how he tripled his loan production in 2 months.     Don’t scale back your lifestyle to tell yourself a lie that it’s okay. -Devon Peterson   Takeaways Quit having a scarcity mentality- approach real estate agents offering to help them and bring them business. You’ll benefit in the long run. Raise your standards and refuse to accept anything lower. Tolerating poor results will only allow you to continue in the cycle. Optimism can only get you so far: make sure you’re taking effective steps and not repeating the wrong steps.   At the start of the episode, Devon shared his background and explained why he decided to pursue a career in mortgage. After mention

Most of the time, the only thing holding us back is ourselves. How can you stop making the same mistakes and surpass your self-imposed ceiling? How do you start taking control of your future? On this episode, Jessica Swystun shares how taking strategic action allowed her to double her production in just 3 months.     You just have to do the things on the list. -Jessica Swystun   Takeaways Systems are non-negotiable if you want a successful business. Make sure you’re putting effective systems in place that allow you to manage everything properly. Engage with the right Realtors. It’s important to build relationships with Realtors by sending them leads. Be sure to also screen them to make sure you’re sending clients to the right people. Taking control of your business is crucial. Make the mindset shift towards achieving everything you’ve set out to do.   At the start of the episode, Jessica shared what led her to decide to want more. She then discussed how she started on her own, after leavin

No one wants to be mediocre, but a lot of loan officers allow themselves to stay in underwhelming positions because it’s comfortable. How can you stop allowing yourself to tolerate struggle? What will allow you to see real freedom? On this episode, success story and Mortgage Marketing Coach student, Jay Rodriguez is here to share what pushed him toward greatness.     Unless you have the determination, you won’t execute your goals. -Jay Rodriguez   Takeaways Too many people tolerate struggling because they believe it to be normal. What you tolerate, you endorse. So make sure you’re not endorsing something that holds you back from greatness. Focus on who you are, why you’re here, and what your purpose is. You need to have a keen sense of self and goals to be able to push through to greatness. Stop thinking you have to do it all. If you choose not to build a team that allows you to step back, you’re doing yourself a disservice. By being a control freak, you lose all sense of freedom.   At the

Worry affects everyone at some point. However, rather than allowing it to control us, we should take measures to eliminate worry before it has too big an impact. What can you do today to stop worrying and start winning? What are the steps you can take now to avoid causing yourself anxiety that stops you from achieving your goals? On this episode, I explain what the CAR method is, and why you need to start using it.     The best way to start winning is by investing in yourself. -Doren Aldana   Takeaways Claim your victory in advance. Through affirmations and visualization, you can take the first step towards achieving your dreams simply by willing them to happen. Accept total responsibility for what’s in your control right now. Your thinking, action, habits, and focus are all things you have the power to change. They also have a direct impact on your business. Roll with winners. Who you spend time with says a lot about you, so make sure the people closest to you are successful in their own live

Let's face it: being able to create and cultivate loyalty with top-producing Realtors is one of the fastest, most profitable ways to grow your mortgage business. How can we do this without the hell of cold calling and chasing? How do we build a solid partnership that's a mutual win-win? How can we add unique value in a way no one else can? In this episode, award-winning veteran loan officer, Peter Fickeisen, shares what it takes to earn the loyalty of top agents so they stick to you like Super Glue.     The key to a partnership is knowing how you are going to add value compared to the person they’re using. -Peter Fickeisen   Takeaways Earning partnerships through giving value Partnerships don’t happen overnight, and must be earned. It’s not about how great you are, but how you can add value and give instead of solely receiving. How meeting regularly helps maintain partnerships In order to maintain a partnership, we need to have a schedule set up to meet with agents regularly. We want to make sure