How would you like 75% of your business to come from referrals? Relationships turn into revenue when you spend more time with the people you know than those you don't know. On this episode Linda Davidson joins Kellen to share her systems of success and how that has created a massive referral business for her. 1:30 Linda’s three keys when she started7:05 Doing business your way10:50 System of residuals 16:55 System specifics20:10 Staying in touchTakeaways:Systems and processes can fix and prevent a lot of problems. Not knowing how to properly structure a deal is not a recipe for success. Be better than the underwriter up front by taking pride in the work you do upfront. Put yourself in a position where everyone wins. You have to have a relationship in order to have a long-term relationship.Make sure your important actions are non-negotiable. You need to build relationships quick to create stickiness.Quotes:“Systems don’t have a bad day.”“The second thing I was told in this business was that I must be better than the underwriter.”“There is enough stress in this business without you causing your own stress.”“Don’t rely 100% on automation to keep in touch with your clients.”“You can’t fast forward the relationship.”Show Links:April 27th Event:  https://nl.nextlevello.com/next-level-live-dfw-20221675870300638Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

Success is not always a straight line. Sometimes you have to take a look at where you are and ask yourself; Are you in the right boat? On this episode, Kellen and Shane discuss resetting your path, defining your success, and building brand awareness that isn't just a soundbite. 1.30 The great reset7:20 What does success means to you9:20 Being known and memorable13:00 Using stories20:00 Who has the answersTakeaways:Sometimes you need to reset where you are and what you are doing, when you aren’t happy. You define what success means to you. It’s ok to say you have failed and that you need pivot. Brand awareness isn’t just a soundbite, it is a true driver of business.When it comes to being the digital mayor, you have to have likability. Short-form stories are a tactic that should not be ignored. Create a folder of story style content to use in your marketing.Quotes:“Sometimes you have to scuttle your boat.”“What do you do when you know you need to change?”“The biggest asset for me to build momentum, was to be the most likable and memorable.”“Comparing yourself to others, will never bring you success.”Show Links:April 27th Event:  https://nl.nextlevello.com/next-level-live-dfw-20221675870300638Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

The lesson is simple. Embrace where you are, learn to love the challenge, and beat the competition because their focus is on things they can't control. On this episode Sean Z talks about not letting the things that don't matter take your focus away from what is important. 1:30 Change in the times3:05 Letting things get to you5:40 What are you doing now7:55 Looking forward to the challengeTakeaways:You don’t get rid of bad habits. You have to create good habits to overcome what isn’t working. Don’t let things that don’t matter take your attention away from things that do matter. What are you doing now to set yourself up for success later?Embracing where you are at is how you win. Tough times will create tough businesses. Competition is leaving the market which creates massive opportunity. Quotes:“Sometimes this job is harder than it seems and sometimes it is easier than it seems”“Only that which I give power, has power.”“Everybody’s rates are higher than they were last year. We can’t control that.”“Are you going to choose to love fate?”Show Links:April 27th Event:  https://nl.nextlevello.com/next-level-live-dfw-20221675870300638Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/Rebel Academy.

When mistakes are made, you need to own it, fix it, and take responsibility. In this episode, Kellen and Sean Z discuss how having tough conversations and taking responsibility can actually lead to more business. 1:15 DFW live event2:45 Tough conversations13:00 Taking responsibilityTakeaways:Avoiding tough conversations with your consumers can erode trust. Don’t run away from things you can’t control, instead be an educator, lean into them and explain why they happened. Sometimes things just go bad. You have accept it, own it, and move on.Quotes:“I never met a problem that got better with age.”“LOs bury their head in the sand. Hope it’s going to get better, pretend it’s going to go away, and in reality it only gets worse.”“Because this deal messed up, I have a better chance of getting a new referral partner, because I took responsibility.”Show Links:April 27th Event:  https://nl.nextlevello.com/next-level-live-dfw-20221675870300638Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

Interrupting the pattern, creating content, marketing consistency, execution, and creating solid agent relationships have been major keys to growing origination. On this special 200th episode, the guys look back at the tactics that have made the most impact for them. 1:30 Reflecting back7:57 The 5k & 10k guarantee 15:45 Content & social media21:10 Creating agent relationshipsTakeaways:The biggest impact for Kellen was the 10k guarantee on his pre-approval. Major Key: Pattern Interrupt You don’t have to be an expert to win on social media.Major Key: Consistency Learning about agents by asking questions instead of fire-hosing agents with everything that is good about you.Major Key: Being interested rather than interesting. Quotes:“We offer something for everybody, no matter where you are at in your business.”“We want the next level community to be a place of resources, knowledge, inspiration, and accountability.”“We don’t theorize on what we should do; show me what we should do.”“If you become excellent at one thing every month, you will be at an entirely different place in your business.”Show Links:April 27th Event:  https://nl.nextlevello.com/next-level-live-dfw-20221675870300638Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

Create an endless supply of opportunities for your business by having conversations that other loan officers don't. KT, Sean Z, and Kellen discuss how educating agents  on niche programs will generate referral leads across the entire spectrum on loan products. 3:30 Meeting buyers where they are6:52 Creating conversations12:55 Getting smart on different products Takeaways:Just because you market a product doesn’t mean that is the only product you can do. Use niche products to get your foot in the door to have conversations that lead to other types of business. Lead generation comes down to having conversations.Helping agents close deals they weren’t going to be able to close is how you can create true value. Quotes:“A lot of borrowers are sitting on 2-4% interest rates and they aren’t going anywhere.”“There is a huge market for the underserved right now.”“Agents appreciate education.”“One of my goals is to have at least two conversations with an agent that I am not in a transaction with.”“Lead with education. Whoever educates the best will win.Show Links:April 27th Event: Next Level LiveCommunity Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

Divide and conquer take on a whole new meaning when you are married and happen to work together. Sam & Anisha Mauldin join Sean Z and Kellen to discuss how they balance work, being parents, and, more importantly, being there for each other. 3:45 Intro to Sam & Anisha6:21 Divide and conquer10:55 Balancing work & life13:25 Being a husband-wife team16:45 Maintaining focusTakeaways:2022 showed the difference between action and inaction with origination results. In a team, there will be trial and error in finding out who is best at doing what. When working as a married team with children, it is all about finding your balance with duties. If you are a husband-wife team, working with other husband-and-wife teams is a little-known niche. Sometimes you just have to stop thinking and stop doing. There are a lot of great ideas out there, but it can cause you to lose focus. Quotes:“Trial and error is what got us to where we are now.”“In-process updates is one of our ATMs”“We want to be great spouses, great parents, and then great loan officers.”“We love working with husband and wife agent teams.”“It's not that we need to taught something new, it’s about doing what we know we need to do and doing it consistently.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

There are opportunities everywhere if you have the right mindset and take the right actions consistently. Thomas Frank joins Kellen to talk about the current state of the market, mining your database, niche products, and keeping a positive outlook. 1:55 Mindset4:45 Reality of a high-rate environment 6:55 Database mining 9:10 Niche products15:05 FundamentalsTakeaways:You have to take action otherwise you won’t get where you want to go. For the consumer, it really isn’t about the rate it is about affordability. Database mining is paramount in a down market. If you can find opportunities for multiple streams of income, don’t be afraid to jump on them. There is always great opportunities by focusing hard on a niche market. Become a subject matter expert in one area of the industry and you can drive business from multiple channels. Quotes:“Mindset is huge in this market.”“We may lose 50% of loan officers in this market.”“I have been using ChatGPT to help create more email marketing content.”“I am having my team pick out a niche, and go hard with it.”“Your not going to win in this market by being all things to all people.’Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

Tomorrow doesn’t exist, when you are just trying to get through today. On this episode John Torrijos joins Sean Z to share his Covid story, where he went from months in the hospital, given a 50/50 chance to live, to getting back into the game with a new perspective on what is important. 1:42 Intro 4:19 John’s story16:45 Coming back into the market21:20 Gaining perspective Takeaways:Don’t underestimate the power of your mind in times of crisis. Your mindset needs to focus on what you need to do to get through today. Tomorrow doesn’t exist. Having a solid support system of family and friends can help you get through in trials and tribulations in life. Gaining perspective allows you to only care about the things that actually matters. There is no comparison between what is happening now and what happened in 2008.Quotes:“The nurse tells me it might be time for you to go on the ventilator.”“This is our story, this is our journey.”“Covid took over my body and made me a shell of what I was.”“You got to have have the mindset of get through today, and then tomorrow you will get through tomorrow.”“I am in the business for the long haul, with one foot in front of the other each day.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

Stop with the cookie cutter nonsense and just bring value! Sean Z and Kellen talk about how they have provided value to agents by working a niche to fill a need and how agent education is still a number one driver of value. 1:50 Just bring value5:50 Working a niche7:40 Finding the audience13:15 Agent focused events17:00 Just do somethingTakeaways:Be careful with cookie cutter scripts as they may raise red flags with agents. Focusing on a “unsexy” niche allows you to dominate a market segment.Education doesn’t always have to be about loan products. You can also be helping agents be better business operators.Sometimes the best start is to just take action on something you wouldn’t normally do.  Quotes:“If you are a loan officer that is not bringing me value, I don’t have time for you.”“Check your REALTOR association’s calendar to find the right day and time for your event.”“These are immediate actions you can take right now to build your pipeline.”“Do something every day that gets you a little bit outside of your comfort zone.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode Brian Sacks joins KT to talk about how Loan Officers can make themselves a true value to agents by becoming a utility. Brian also talks about his top advice to loan officers, how to attract business, creating agent partnerships, and how to show up as an expert. 1:15 Intro to Brian3:10 Advice to loan officers7:20 Attracting business11:30 Treating agents as partners15:00 Don’t assume18:20 Finding a good fit22:10 How do you become a utility26:44 Top Originator UndergroundTakeaways:When you decide to listen or follow someone, make sure they are a practitioner in what they are doing. It is far better to attract business as opposed to chase business. You should be interviewing agents to make sure it is a good fit instead of just trying to get business. Treat agents as partners, as opposed to adversaries. When agents refer, they are also trusting their pay and reputation with who they refer to. You want a relationship driven business, not a transactional driven one.Agents want to sell more homes and your strategy needs to be centered around helping them do that. Three types of agents: Part-timer, successful arrogance, and mid-level. If you help an agent grow to get to the next level, you can create an unbreakable bond of trust. Quotes:“Look at what the competition is doing and then do something completely different.”“Be careful who you listen to.”“If you are chasing business, you are at a disadvantage.”“Better for you to show up as an expert, than a beggar.”“If the agent is a better salesperson than you are, then they will win and you will lose.”“Less is more, quality is better than quantity.”“This market will be a big purge for agents and loan officers.”Show Links:Brian Sacks Workshop: www.toporiginatorunderground.com Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode, Sean Z and Kellen discuss the three hot topics that loan officers can use to start teaching agents today. The guys talk about how agents want this education to help grow their business and how you becoming a subject matter expert only adds to your value proposition when it comes to creating more agent relationships. 1:45 Educating agents5:00 Market education11:55 Product education17:27 Efficiency educationTakeaways:Agents want more education on the mortgage side of the house, so they can use that information to their advantage. Teach agents how money works in the mortgage world. Agents are going to go somewhere for information, make sure it is you. You don’t always have to make an event out of your educational efforts. It can be an email, reel, text video, and any other communication channel that works.Go back through deals you couldn’t get done to see if there is opportunity there. If you have a unique product, you have something to talk about. If you are great at time management, social media, setting up systems, teach it to your agents. Quotes:“We can use education as a way to build trust and relationships with agents.”“So many loan officers overcomplicate what they teach agents.”“When you build an audience where you continue to bring value and education, you will win the war.”“I just want to be a subject matter expert, and all I want to do is provide value.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode, Kevin Ducey joins Shane to talk about how loan officers can weather bad markets with multiple streams of income. Kevin and Shane also discuss the importance of leadership, sales, investing in others, and how making an impact helps others make a bigger impact. 2:05 Kevin’s story9:45 The 5 Next Level Keys12:00 Making an impact14:35 Multiple streams of incomeTakeaways:Don’t focus on units and volume, focus on families in homes. If you help people you can watch the help others. Leadership and sales will travel. You can be successful anywhere with those traits.Leadership, sales, marketing, knowledge, and mindset are the keys to be a next level loan officer. If you have the opportunity to invest in someone else, take it. Using this industry to create multiple streams of income will help you weather rough markets. Insurance has always been a solid long-term investment.Quotes:“It was easy to service and help an industry that was helping people find a home.”“I think the second step of the American dream is entrepreneurship.”“What I realized is that I can help people in this business make more money.”“When good people have more resources in their hands, they help more people.”“There is a lot of power in legacy.”“Comma was built for originators by originators.”Show Links:Comma: www.whycomma.com Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode, KT and Shane talk about how loan officers can win simply be executing at a higher level than the competition. The guys also discuss why goals don't matter if you can't measure them, why talk is cheap, and how proper planning will prevent piss poor performance. 1:37 Executing at a high level6:10 Goals need to measured9:40 Talk is cheap11:40 Prioritizing and planning15:44 Take and embrace feedbackTakeaways:If you execute at a high level for a long period of time, you will have success. If you set goals, they have to measurable. Effort is important but not as much as executing. Execution is effort, plus action, plus tactics, plus strategies, plus accountability, plus discipline. Talking about it doesn’t matter if you don’t execute. Ask yourself, what does proper planning look like to you.Start out by making a list your Top 3 objectives that you need to execute on this year. Quotes:“But for me the definition of executing, is did I do it 100%.”“We are in a market where if you are executing at 70% you will lose against those who execute at a high level.”“A goal is just a dream, unless you set intention and action.”“Effort in today’s market is not enough for you to win.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode Carlos Tejero joins Kellen Vaughn to talk about how he has found success in a down market by doubling down on social media marketing. Carlos talks how his social media strategy and blocking out the noise allowed him to do build a team to do more business. 2:00 Intro to Carlos4:40 Power of social media7:00 Referral partner offline10:15 Best type of content12:45 The importance of the team15:15 Key positions for support17:20 Block out the noiseTakeaways:Social Media continues to be a great business generator so ignore it at your own peril. Consistent video on social media is a long-game play and will lead to success. You can use social media to drive both consumer leads and referral partner relationships. You have to be invested in your long-term success as opposed to short-term results. Jumping on video trends are great for awareness and eventual conversions. Having a strong team that you pour yourself into can make all the difference. Quotes:“I didn’t have a lot of business, so I locked myself in the room and did video after video.”“Social media is what got me here and I haven’t stopped.”“What good is it to do a video, and then stop."“Don’t give up.”“As you long as you put in the work, you’re going to receive.”“You have to block out the noise.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode Joe Wilson, founder of Social Coach, joins Kellen to talk about how consistency beats perfection when it comes to social media. The guys talk about getting over the hump of starting, how messaging consistency wins business, and how taking actions can make you tens of thousands of dollars.1:30 Different times4:08 Excuses and perfection8:50 Getting started10:40 Consistent message13:30 Social Coach20:00 Being aware of blindspots Takeaways:You can always find reasons to not do something. If you wait for things to be perfect you will hurt your income. Consumers identify with imperfection.Consistency is important which is why large companies are showing ads all the time. Consumers need to see your message at least 12-15 times. Being aware of your blindspots is important, but not as important as taking action. Quotes:“Everyone has something that they don’t like about themselves.”“You are worthy and good enough as you are exactly today.”“My consistency will be your perfection.”“Consistency is the number one indicated to success on social media.”“Showing up consistently even with an imperfect message, will be way better than not.”“The average American spends over 2 hours a day on social media.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Coach: https://www.socialcoach.io Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode Nikkie Bickham joins Sean Z to share her Power 90 Success story and how it helped her branch become number 4 in the company. Nikkie talks about how she has built momentum through tracking, focused on relationship building by taking the online offline, and how ATMs have allowed her to grow while others contracted. 1:30 Intro to Nikkie4:00 Power 90 Success8:15 Relationships matter11:00 Actions That Matters14:45 Build momentum through trackingTakeaways:Power 90 can absolutely make a difference for those who execute. Building friendships and relationships without putting your business front and center is key. Invest in relationships while everyone else is contracting and stopping their marketing. Create good habits for growth. You do your habits until they become part of who you are.A lot of LOs miss out on the sell side of the transaction.Tracking builds momentum in your business and your mindset. Quotes:“Most of my growth came out of what I learned in Power 90.”“The LOs with the most friends will make the most money.”“They key is taking the online offline.”“You want to make sure that anyone who knows you will relate your name with mortgage.”“When you track you get momentum when you see production.”“If you are not calling listing agents, you are missing out on a goldmine of opportunity.”“I have taken 31 loan application so far in January.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode Coach Bill Hart joins Sean Z to discuss how LOs need to Assume the Relationship as they build their database. Coach Bill also discusses the massive opportunities mortgage professionals have in front of them simply by seeing 4 out of 10 LOs leave the business. 1:25 Intro to Coach Bill Hart4:50 Assume the relationship9:30 The weak are leaving12:55 Database is your bankTakeaways:In the last 30yrs, one thing that hasn’t changed in this business is the importance of relationships.The weak competition is leaving the business which will be a boom for the strong LO. If you are going to be in production then your database can’t be a secondary thought. Life events create leads and activity. Don’t talk about mortgage, talk about real estate.When you have a large database you won’t feel market shifts as much. If you don’t focus on your database, than that should be a new discipline for LOs.Quotes:“Assume the relationship.”“When the rates are low and the phones ringing you tend to neglect the database.”“4 out of 10 loan officers are leaving the business.”“You have to build you database and you have to build it every day.”“If you are hard to find, then that is a problem.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode Kellen and KT talk about how basic disciplines can help loan officers overcome their fears of failing. The guys also talk about being referable, likable, and how this will be the year of the conversion skillset. 1:50 Being fearful6:40 Selling vs marketing10:35 Being referable 12:45 Having a conversion skillset15:35 Going back to basic disciplinesTakeaways:There are better days ahead so don’t dwell on the negativity of the current market.At the end of the day a lot of originators are afraid of letting their families down, of letting themselves down. Every loan officer is on a different path in their career. There is a difference between following up with leads and converting them to customers. If you want to achieve a certain level of success you need to have disciplines that you are proficient at. Agents are trusting you to help them get their commission, so you have to be referable. There is no room to be sloppy and lazy if you want to be successful. Quotes:“A lot of loan officers are scare right now. They have fears about the market.”“We knew 2022 was going to be rough, but I don’t think a majority of the industry knew how bad it was going to be.”“A lot of times loan officers avoid their weaknesses.”“Being an LO is a skillset, not a job.”“This is the year of conversion.”“In 2021 you could have been sloppy and still catch a boat full of fish.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

On this episode Sean Z and Shane talk about how their power conversations are the number one strategy to drive results. The guys will go into examples, scripts, and tactics for loan officers to be successful in their conversations with consumers. 3:20 Back to basics6:40 Power conversations10:05 Setting the tone20:40 Don’t make the process about youTakeaways:Setting expectations as part of your intake process is one of the best things you can do for your business.Develop a framework for your power conversations so they are easily repeatable for your and your team. Using a CRM to take notes helps you streamline your process and not create a bad experience with making them repeat themselves. Asking questions allows you to probe deeper and learn more to help you convert. Don’t waste consumers time by only talking about yourself and what you do. Quotes:“The number one thing I focused on with leads is having a powerful intake conversation.”“My goal is to know this person better in 30 minutes, than their agent knows them.”“Each call is about setting expectations and resetting expectations.”“The fact is that consumers don’t give a crap about you. They just want the best deal.”“All the money you make in a transaction is in the follow up.”Show Links:Community Platform: www.BecomeNL.com Strategy Call: www.NLStrategyCall.com  Podcast Partner: https://mortgage.leadpops.com/nextlevel/ Social Media:Facebook - https://www.facebook.com/NextLevelLoanOfficers/YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQLinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/