Art of Mortgage Marketing

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Fear: How to Conquer It and Use it to Propel Not Paralyze You

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?

Client Celebrations: How to Win in This Challenging Market

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 Quesnell landed a top dog Realtor team without a single cold call 

-How Brett Clark landed 10 top dog Realtor partners in just 1.5 months without cold calling

How Top Producers Are Taking Advantage of the ”Market Shift”

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 against the current attract the masses?
  • Sift, sort and select.
    Rather than merely selling, the top producers are sifting, sorting and selecting when it comes to building their dream team of Realtors. How does this help them stay at the top?

3 Steps For Upping Your Income In A Down Market

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 of the dark.
  • How to stop chasing and start attracting
    It can be hard to adopt this particular posture, but we have to work toward attracting, rather than chasing agents.

Ask Me Anything: Market Shift Edition

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 second
    Become irreplaceable and indispensable by offering the “cure” to the ailments of top producers

How Tyshawn Young DOUBLED Her Income (From 6 to 12 Units/Mo.) in Just 3 Months…. Without Making A Single Cold Call!

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 much to stand out
    Can we stand out and differentiate ourselves by simply asking the right questions and providing solutions in a way nobody else is?

3 Simple Steps to Recession-Proof Your Mortgage Business

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 loan officers find themselves in a precarious position
    Relying on one anemic aspect of the business makes us exceedingly vulnerable to market shifts, so what do we do instead?
  • How to avoid the worst of the downturn, and even thrive through it
    What are the big mistakes that make you hyper-vulnerable to market downturns?
  • How to create a treasure trove of opportunity
    How do we build a stable of rockstar Realtor partners?

The ”BIG 3” Realtor Objections That Stop Most LOs

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?

How to Cultivate Massive Confidence to Close More Loans!

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?

The #1 Reason Why Your Income Is Going Backwards (And How to Fix It - Regardless of Rates or Inventory)!

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 backward
    There are causes, and there are exacerbators. What’s the difference between both?
  • Why most LOs fail to attract Realtors
    Why do most mortgage professionals get no-shows, BS excuses, and a high wall of distrust from Realtors?
  • How to build a recession-proof mortgage business
    Why should you have a list of top-producing Realtors who need you more than you need them, adore you, and send you deals?
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