Art of Mortgage Marketing

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How Jelani Dorsey Turned His Annual Income into His Monthly Income in Just 3 Months (All In The Purchase Market - Without Cold Calling)

Comfort is the mortal enemy of greatness, but even the most aspirational loan officer wants a sense of stability in their business. 

Mortgage is full of ups and downs, and that can become soul-crushing pretty quickly for aspirational LOs and average Joe’s alike. The question is, how can we beat the unpredictability?

What can we do to take our earnings from a fluctuating nightmare to firmly grounded bliss?

In this episode, Partner at Gold Star Mortgage Financial Group, Jelani Dorsey shares how he’s created enduring economic prosperity in the space of 3 months. 

"When it comes to coaching you’ve got to pay to play, and the best people charge what they’re worth." -Jelani Dorsey


  • How to beat the hit one, miss one nature of mortgage

    In the mortgage business, it’s common to have one exceptional month, followed by 90 days of nothing. How can we quit putting ourselves on the rollercoaster and cultivate stable successes?

  • Why we need to back away from budget business coaching

    How can we expect to see champion-level results when we’re only willing to put down a chump-level investment?

  • How to define our why

    What does our fed-up threshold look like? What will it take to say enough is enough? 


Guest Bio - 

Jelani Dorsey is a Partner at Gold Star Mortgage Financial Group. Prior to his most recent previous role as admission and community outreach coordinator at Breakthrough Public Schools, Jelani spent a decade in the finance industry, both working and interning at a hedge fund. He first entered the mortgage space in early 2020, and thanks to his astronomical growth, it's safe to say he hasn't looked back. 


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How Kristin Keith TRIPLED Her Purchase Volume In Just 2 Months (Without Making a Single Cold Call)

None of us want to feel like we’re loan leeches, begging Realtors for their time, but so often, that’s what happens. How do we break that cycle?

We know we add a ton of value, so it’s time to stop haggling Realtors and let them know we hold the cookie. How can we adopt an attraction-based approach and kick our prospecting pleas to the curb, once and for all?

Is it possible to get maximum results without buying into dark age techniques like cold calling?

In this episode, mortgage specialist at Directors Mortgage, Kristin Keith shares how her experience at Mortgage Marketing Coach SUPERSIZED her business in just 2 months.  

"When it comes to success, there is no ‘try’, you're either doing it or not." -Kristin Keith

Three Things You'll Learn In This Episode

  • How to spend our time doing what WORKS

    Networking events aren’t all bad, but are they really the best, most productive use of our time?

  • How to get more RELIABLE results

    Are we really willing to sit with feelings of angst and sleepless nights for the rest of our working lives?

  • Why mindset matters more than we think

    Whether they’re athletes, world leaders, or business owners, all of the greats have a strong mindset in common. Why would it be any different for mortgage pros? 


Guest Bio -

Kristin Keith is a mortgage specialist at Directors Mortgage in Eugene, Oregon. Passionate about helping people, Kristin has spent over a decade in loans and the last four in mortgages. 


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5 Mindless Myths That Hold Most Mortgage Pros Back From Their Full Potential (And The BIG Money)

We all want to make it in this business, but far too many of us are being held back by stumbling blocks. What's stopping us from making our dreams a reality?

Unfortunately, most of the time the obstacles in our way come in the form of mythical ideas, taken for granted as fact. We're not being held back- we're holding ourselves back!

What are the myths we're telling ourselves, and how can we quit believing them, once and for all? 

In this episode, I count down the 5 fallacies keeping us from financial FREEDOM. 

"Shatter the myths you’re buying into so you can step into power and prosperity." -Doren Aldana

Three Things You'll Learn In This Episode

  • Why lack of experience puts us at an ADVANTAGE
    How can we get over feeling like we're too young, new to the space, or inexperienced to get mind-blowing results? 

  • How being an aggressive salesperson holds us back
    None of us enjoy dealing with aggressive salespeople in our own lives, so why would our clients be any different? 

  • Why investing in a coach is more important than we think
    Something all the world's greatest athletes have in common is coaching. Shouldn't we follow their lead?

5 Secrets to Success That Your Sales Manager Will Never Tell You

Most of the time, our sales managers aren't teaching us the strategies we need to build super-sized businesses, and that's because they can't teach what they don't know. This is a situation of the blind leading the blind, but what happens when we have crystal clear visions of what we want? 

Which vital tools are our mentors neglecting to tell us about, and how can we right the wrong? 

Where can we turn when the people tasked with taking our business to the next level just don't know what to do? 

In this episode, I share the 5 pivotal keys to a successful business that our sales managers aren't telling us.

"Let your daily agenda be governed and molded in light of the fact that you’re in the marketing business." -Doren Aldana

Three Things You'll Learn In This Episode 

  • Why cold calling is only setting us up for mediocrity
    Why use marketing from the dark ages and spend days on end throwing yogurt at the fan hoping something sticks, when there's an easier path to the cash?
  • Why only using our company's CRM puts us at a disadvantage
    We wouldn't build a house on someone else's title, so why would we limit ourselves to only using our company's CRM?
  • Why we need to be willing to invest in ourselves
    Enough of doing it the hard way! Wouldn't it be great to have a foolproof tried and tested roadmap to success? Here's how...

How Debbie Knight Increased Her Purchase Volume By 40% In Just 3 Months… Without Cold Calling!

Among mortgage pros, there’s no shortage of big dreams, and everyone wants to reach astronomical heights. However, what sets the industry elites apart from the mediocre majority is the willingness to genuinely believe we can achieve whatever we set our minds to. 

It’s one thing to have a goal in mind, but it’s another to be defiantly committed to making our dreams a reality. Our mindset makes all the difference, and if we want to become winners, we have to start thinking like them. 

How can we start channeling a champion’s attitude? Is it possible to stay positive even when all the odds are stacked against us?

In this episode, loan originator at FirstTrust Home Loans Inc and Mortgage Marketing Coach client, Debbie Knight shares how the right mindset and skillset took her from struggle city to Planet Prosper. 


"When you know you need to win, failure isn’t an option." -Doren Aldana

Three Things You'll Learn In This Episode 


  • The importance of shining a light on our current trajectory: 

    No one wants to hear about what they’re doing wrong, but how can we expect to change our reality if we aren’t willing to face it?

  • How to adopt a champion’s mindset: 

    What would happen if we quit the negativity and shifted our mindset to what could go right, instead of what could go wrong?

  • How to start BELIEVING we hold the cookie: 

    The cold, hard truth is that Realtors need us way more than we need them. How can we start believing that with every fiber of our being?


Guest Bio -

Debbie Knight is a mortgage loan originator at FirstTrust Home Loans, Inc. While a newbie to this industry, she has an impressive track record in the finance business, with almost 3 decades in the industry. Prior to entering mortgage, she served as the Executive Vice President and Chief Deposit Officer at Encore Bank. 

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7 Secrets of Top Producing Mortgage Pros That Separate Them From All The Rest

From the outside looking in, it often seems like top producers have some kind of superhuman capacity that sets them apart from the rest of us, but that just ain’t so. 

No one comes into this world as a top producer, and all it takes to reach the next level is having the right skills. The great news is, that means all of us have the latent ability to become elite players in the industry.

What skills have top LOs learned that the rest of us haven’t, and what really makes the difference in their ability to thrive versus those who struggle to survive? Is it possible to follow their lead without putting in more hours? 

In this episode, I’m sharing the 7 characteristics that separate the elite 1% from the mediocre majority. 

"Own success as yours, in advance." -Doren Aldana


  • The importance of having a defiant commitment to success: 

    We were made by greatness, for greatness. Are we living like we believe that to be true? 

  • How not having a bias towards DOING only slows us down: 

    Why spend eons drawing up a perfect plan when we could start taking imperfect action TODAY and get a step closer to reaching our goals? 

  • Why the industry’s elite aren’t looking at LAGGING metrics: 

    Are our activities doing enough to generate a fruitful harvest for the future, or are we getting too caught up in instant gratification? 

5 Pillars of Lead Gen Every Mortgage Pro Needs to Know

When it comes to lead gen, LOs aspiring for greatness tend to want to make the most audacious moves possible. However, this might just be the one time we want to play it safe and start simple.

Implementing a range of lead gen pillars in our businesses is the only way to stay prosperous no matter what’s going on in the market, but if we’re not starting with the low-hanging fruit, we may end up dangling from a 24-foot ladder. 

Which lead gen pillars should we avoid until we know we’ve got a solid foundation? Does starting small mean accepting average, or is it possible to make big moves while sticking to the basics? 

In this episode, I share how to expand our pipelines WITHOUT taking on too much, too soon. 

"The goal is to work smarter, not harder. Why grind your buns off in the staircase when you can go to the elevator and press ‘P’ for penthouse?" -Doren Aldana

Three Things You'll Learn From This Episode

  • How our most basic resource can be our most profitable one: 

    Every single person in our personal network has their own SOI (Sphere of Influence), so what’s stopping us from taking advantage?

  • Who to partner with for MAXIMUM results: 

    If we’re dealing with partners, we might as well have the ones who send us the most deals. Which category of Realtors is most likely to do that, and how can we connect with them?

  • Why local organic search should be a priority for ambitious mortgage pros: 

    How can we expect to stand out to would-be leads if we’re not the top-ranking, top-positioned LO in our market?

5 Deadly Marketing Mistakes That Cause You To Bleed Profits (And How To Avoid Them)

It doesn’t matter how much drive and ambition we have... if our marketing game isn’t on point, we’re only going to end up spinning our wheels and grinding our gears.

As loan officers, we often make the mistake of thinking mortgage is our area of expertise, but that just ain’t so. We’re in the marketing business, and until and unless we acknowledge that and adjust our strategies accordingly, we’ll never reach the goals we’ve set for ourselves.

The problem is, most LOs just don’t know what they don’t know. Where have we been going wrong until now, and what does audacious, effective, and result-driven marketing look like? How can we kick our efforts up a notch and blast our businesses to new heights?

In this episode, I’m sharing the 5 most common marketing mistakes in the mortgage business, and what we can do to make sure they never happen again. 

"Success comes from your ability to market effectively." -Doren Aldana  


  • Why marketing is the NUMBER ONE component of a booming business: 

    Why would any ambitious mortgage pro want to be the ‘best-kept secret’ in their market? 

  • The importance of working ON our businesses, rather than IN them: 

    Sure, we’ll make a living by working in our businesses, but why stop there? Wouldn’t we rather make a fortune?

  • Why chasing isn’t a marketing strategy: 

    Does chasing after partners, hoping they’ll toss us any spare bones really sound like the path to industry dominance?

5 BIG Brakes That Slow Down Your Business Growth

When pushing our businesses to the next level, many of us think in terms of what we should be doing, but sometimes it’s more important to think about what we need to stop doing.

No amount of pressing on the throttle will give us a smooth ride if we aren’t letting off the brakes. The question is, what are those brakes in our businesses? 

Which activities are keeping us stuck in place, and how can we root them out of our routines for good? 

In this episode, I share how to stop spinning our wheels and start moving forward in a smooth ride to flow, fun, and fulfillment.


"If you're constantly being sucked into paper-pushing, you’re putting the brakes on in your business." -Doren Aldana

Three Things You'll Learn In This Episode

  • How stinkin’ thinkin’ holds us back: 

    We all have an unlimited capacity for greatness, so what’s stopping us from making our dreams a reality? 

  • How to put a stop to paper-pushing, pronto: 

    How can we expect to reach new heights when we’re trapped under the muck and mire of minutiae? 

  • Why weak systems set us up for mediocrity: 

    Repeating each step of our processes each time they need to be undertaken isn’t the same as having a business. Have we created glorified jobs for ourselves?

Why “Good” is the Mortal Enemy of Great and How to Avoid the Trap of Complacency

Thanks to crazy low rates and being deemed an essential service in the face of the pandemic, our industry is faring far better than most, and there’s no denying that we’ve been blessed with an avalanche of awesome. However, if we want to take advantage of all this, we simply can’t afford to be complacent.


It’s easy to feel secure when we’re in a place of relative comfort, but the truth is, being comfortable will never truly fulfill us. We’re seeking greatness, and that requires us to push past our self-imposed limits.


How can we get over the short-lived contentment that comes with comfort, and start pushing for more? What can we do to motivate ourselves for greatness when all our material goals have already been met?


Most importantly, is it possible to do all of the above without doing it the hard way?

In this episode, I’m sharing why ‘good’ holds us back from great, and what we can do to break the shackles of so-called comfort.


"The problem with settling for ‘good’ is we start to compromise and coddle our comfort zone." -Doren Aldana

Three Things You'll Learn In This Episode


  • How to jump off the time-for-money treadmill: 

    Are we building practices that require our undivided time and attention or are we building businesses that can set us free? 


  • Why busting out of the comfort zone is non-negotiable: 

    Everyone wants to achieve independence, autonomy, and freedom. The question we need to ask ourselves is, are we willing to step out of our comfort zones and do what it takes? 


  • How to quit ‘making do’ and start making HISTORY: 

    Are our dreams audacious enough that we have no other option than to step into our champion selves and make them a reality?

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