Art of Mortgage Marketing

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 when we’ll move out of the grieving stage. What will be the catalyst for that decision? 
  
  
• Why positivity alone can’t turn pain into purpose: 
  How can we expect run-of-the-mill motivational nonsense to connect us with our true calling when we’re not viscerally connected to it? 
  
  
• How to handle the bad days as they arise: 
  Even as we heal, there will be harder days. How do we deal with them without backtracking on any of the progress we’ve already made?

 

Guest Bio- 

 

Michael Chabot is the host of the My Journey 2 Hope and The Daily Decision podcasts. He is passionate about helping people realize that even though challenges are inevitable, we have the power to overcome anything life throws our way. Having experienced tragedy first hand, Michael shares his story in the hopes that others see it’s possible to have hope, even after trauma. Michael is the Senior Vice President of Residential Lending at Draper and Kramer.

 

To find out more, go to:

https://www.facebook.com/michael.chabot.75

https://www.facebook.com/login/?next=https%3A%2F%2Fwww.facebook.com%2FTheDailyDecisionPodcast%2F

https://www.facebook.com/login/?next=https%3A%2F%2Fwww.facebook.com%2FMyJourney2Hope%2F 

https://anchor.fm/michael-chabot6

https://www.listennotes.com/podcasts/the-daily-decision-michael-chabot-vYVtqgx-PNp/

https://dkmortgage.com/chabot/

https://www.linkedin.com/in/michael-chabot 

 

And to find out more about the Gabriella’s Heart Foundation, go to:

http://gabriellasheart.org/ 

Other podcasts mentioned in this episode:
https://impacttheory.com/

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 one thing to have dreams for the future, but what happens if we don’t make them a reality? What’s at stake for us and our families?
  
  
• The power of identifying the gap: 
  How big is the gap between where we are now and where we want to be, and what can we do to bridge the divide, while working SMARTER, not harder?

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 our 9-5 grinds? 

 

• How veterans are impacted by the worry prison: 
  
  Most veterans have had bountiful businesses as a result of the refi boom, but what happens when rates inevitably increase? Will we be able to sustain the incredible income we’ve grown accustomed to? 

 

• The fear that affects newbies and veterans alike: 
  
  We all got into this business to create freedom for ourselves, but what happens if our dreams never become reality?

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 building a practice vs building a business: 
  Can we step out of our businesses for a couple of weeks without everything falling apart, or have we built ourselves a glorified j-o-b? 

 

• How to get back into loving what we do: 
  How can we stop working because we ‘have to’ and start enjoying our careers again, so we can step into our divine calling?

 

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 leads’ data and track the thread of communication when we’re still settling for caveman tracking from the dark ages, like Excel spreadsheets? 

 

• Why tracking leads by source is vital for a thriving business: 
  
  Why spend an inordinate amount of time on a lead source that brings in the smallest percentage of our business? 

 

• How to automate Realtor attraction: 
  
  Capturing the attention of top dog Realtors is mission-critical for a booming business, but too many of us are still doing it the hard way. Instead of cold-calling agents, why not use 21st-century technology to automate the process? 

 

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 their exclusive and act as your brand ambassador. -Doren Aldana

 

Takeaways 

 

• The WORST way to prospect during this time: 
  
  Cold-calling and reaching out to Realtors to be ‘helpful’ sure is better than doing nothing at all, but is it the smartest, most fruitful way to capture the attention of top producers?
  
  
• How to attract top producers without smiling and dialing: 
  
  Realtors aren’t answering phones anymore, and if they are, chances are they’re spending the full duration of the call trying to get rid of us. How can we attract the attention of the top dogs using 21st century technology?
  
  
• How to shatter the perception that LOs are loan leeches: 
  
  How can we change the way top producing agents see us, so we can go from mortgage hawker to marketing partner in their eyes?

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 liberation and victory are already en route to us? 
  
  
• Why we need to fill our own cups first: 
  
  We’ll never have the energy and vitality we need to power up the mountain of success if we aren’t prioritizing our wellbeing, but how can we find the time to put ourselves first? 
  
  
• How to maximize our mornings: 
  
  What would our days look like if we dedicated mornings to pouring into ourselves, instead of getting sucked into the vortex of reactionary mode? 

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 century is only holding us back:

 

Cold-calling is the quickest way to work harder, rather than smarter. What other, more effective options are available to us? 

 

How a “feast or famine” mindset lets us know we’re doing something wrong:

 

Are we holding ourselves back from our wants because we’re worried about an unpredictable, fluctuating income? How do we fix that, once and for all?

 

What our average loan size says about us:

 

If our average loan is $100k below optimal, we could be approaching the wrong Realtors. How can we align with top dog agents who work with a more affluent client base? 

 

 

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 feeder agents who do the bare minimum. How can we stop aligning with low producers for good? 
  
  
• How to bait the right Realtors: 
  
  Superstar agents want to work with superstar mortgage pros. What can we bring to the table to show we’re the obvious choice for a lender partner? 
  
  
• The process we should be taking agents through: 
  
  Could our approach with Realtors be the one thing stopping us from building fruitful relationships with them? What should we be doing instead? 

 

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 driving us to do more?
  
  
• How to get past the debilitating fear of failure: 
  
  The chief reason so many mortgage pros stay in one spot is because they’re afraid of not being able to get to the next level. How can we overcome this once and for all? 
  
  
• How to make decisions faster and more effectively: 
  
  Something all high achievers have in common is the ability to make decisions quickly. The question is, how can we be sure we’re making the right choice?

 

Guest Bio-

Erica Dose is a Sales Manager at loanDepot. An industry veteran with 18 years of experience in the business, Erica got her start in the business after her mother circled an ad in the paper shortly after her graduation, and she hasn’t looked back since. Erica holds a degree in marketing from the University of Wisconsin-Whitewater.

 

To find out more, head to:

https://www.linkedin.com/in/erica-dose-4a9a6416 

www.loandepot.com