Daily Spark Blogs

I want to share a story today that many of you might find familiar. It’s about call reluctance, a common hurdle for many in our field. Like many of you, I faced this challenge head-on in the beginning. Picking up the phone, dealing with potential rejection, and the fear of the unknown was daunting. But through the Mortgage Marketing Animals’ Daily Success Plan and the invaluable teachings of Steve Kyles, I overcame it. This journey transformed not only my approach to business but also my belief in what I could achieve. 

Steve Kyles teaches the four pillars of success: math, skills, discipline, and belief. Each pillar is crucial, and together, they form a solid foundation for overcoming call reluctance and achieving success. 

Math: The Foundation of Success Understanding the math behind your goals is the first step. Knowing your numbers takes away the stress of the unknown. For me, this revelation was a game-changer. Once I grasped the math, I knew exactly what I needed to do to hit my targets. It wasn’t just about hoping for success; it was about planning for it. 

Skills: Mastery Through Practice The second pillar, skills, came with practice. Initially, making calls was a challenge. But as I consistently followed the Daily Success Plan, my skills improved. Each call became easier, my confidence grew, and the conversations flowed naturally. With each call, I wasn’t just practicing; I was refining my technique and becoming more proficient. 

Discipline: Consistency is Key Discipline is what ties it all together. Without discipline, the best plans and skills are wasted. The Daily Success Plan provided a structure that I adhered to religiously. This structure was bolstered by Call Stars, a program that allowed me to make calls alongside other motivated professionals. This environment of accountability and support was crucial in maintaining discipline. 

Belief: The Ultimate Catalyst Finally, belief. The culmination of understanding the math, honing my skills, and exercising discipline led to an unwavering belief in my success. This belief isn’t just about hoping things will work out; it’s a confident expectation that they will. When you know the numbers, possess the skills, and have the discipline, belief naturally follows. 

My Journey to Success Today, I’m far beyond the call reluctance that once held me back. Making calls is no longer a chore; it’s something I enjoy. My goal is simple: to get one referred lead a day. Currently, I’m surpassing that goal. Just yesterday, I received three referred leads. This isn’t a fluke; it’s the result of following the plan and trusting the process. 

The transformation I’ve experienced is something I wish for all of you. The success I’m enjoying now is within reach for anyone willing to embrace the four pillars. The key takeaway here is to believe in the process and do the work. Don’t let call reluctance rob you of your potential. 

Encouragement for You For those of you who are currently working to fill your pipeline and see results, keep going. Your efforts will pay off. And for those who haven’t started yet, there’s no better time than now. Take the first step, trust the process, and soon you’ll find yourself enjoying the sweet spillover of leads and successes. 

Conclusion Remember, the journey to success starts with a single step. Believe in the process, do the work, and watch your business transform. Believe it and do it. Your future self will thank you. 

Today, I want to share a story that put things into stark perspective for me. I was talking to a Realtor referral I got yesterday, a firefighter who had just come off a grueling shift. He shared how he almost passed out from exhaustion and genuinely thought he might die due to the intensity of the situation. There are many wildfires in California right now. Temperatures have been in the triple digits as well. He told me how he and his team had to fight a fire on a hillside that was difficult to reach. They had to climb that hill and fight that fire in triple digit weather wearing their hot, heavy gear. He said it was unbearable. Listening to him, I couldn’t help but notice the contrast to my own setting—I was comfortably seated in my air-conditioned home, enjoying a snack and a Diet Coke. 

This conversation reminded me of something Carl always emphasizes: we often get caught up in our call reluctance and forget just how easy our tasks are compared to others. Making phone calls to prospective clients and realtors is, in reality, quite a simple and stress-free activity, especially when we consider the life-and-death situations that professionals like firefighters face every day. 

Putting Things in Perspective 

• Easy Tasks: Our work primarily involves making calls, sending emails, and having conversations. When you feel reluctant or stressed about making those calls, remember the firefighter’s story. Compared to risking one’s life, our tasks are simple and manageable. 

• No Big Deal: Call reluctance can feel like a big hurdle, but with the right perspective, it becomes clear that it’s not insurmountable. Think about the ease of our environment and the tasks at hand. 

• Carl’s Perspective: Carl often talks about this stark realization. He reminds us that the challenge we face—picking up the phone and making calls—is minimal compared to the jobs that others perform under much more demanding conditions. 

Overcoming Call Reluctance 

1. Perspective Shift: When you’re feeling call reluctance, take a moment to remind yourself of the firefighter’s story. Understand that making a call is significantly easier and safer. 

2. Support: If you’re struggling with call reluctance, remember there’s help available. Visit the link below for guidance and support. 

3. Daily Success Plan: Stick to the Daily Success Plan. It’s designed to keep you on track and ensure consistent results. 

In conclusion, our work is straightforward compared to many other professions. Let’s take a moment to appreciate the ease of our tasks and use that perspective to push through any reluctance. Stay focused, stay motivated, and if you need help, don’t hesitate to reach out for support. Remember, you’ve got this!

The mortgage market is experiencing a significant rally over the past week. Rates are dropping rapidly, and there’s immense pressure to keep this momentum going. It’s a golden opportunity for refinances, and we should absolutely seize it. However, there’s a critical reminder we need to keep in mind: don’t forget about the Daily Success Plan (DSP).

Here’s the thing—while chasing refinances is essential, it shouldn’t come at the expense of our DSP calls. The Daily Success Plan is structured to ensure that we cover all bases in every market condition. This means sticking to our schedule:

• Monday: Realtor calls
• Tuesday: Update calls
• Wednesday: Past Client and SIO calls
• Thursday: Pre-approved and looking calls

Yes, the temptation is to focus solely on refi’s, but this can be a dangerous trap. History has shown that when refinance booms come, many loan officers neglect their purchase business. This mistake has been repeated time and again. Let’s break that cycle.

Why is this important?

1. Sustainable Business Model: Refinances are great, but they are temporary. When rates go back up, the refi boom will end. Maintaining a balance between refinance and purchase business ensures long-term stability. Aim for refis to make up about 30% of your overall volume.
2. Consistent Client Base: Keeping up with your DSP calls ensures you maintain strong relationships with realtors and clients, which are crucial when the refi market slows down.
3. Strategic Growth: DSP calls are designed to grow your business consistently. They help you build a robust pipeline of purchase deals that will sustain you through market fluctuations.

Let’s commit to being smart loan officers this time around. Yes, capitalize on the refinance opportunities, but never at the expense of your DSP calls. Stick to the plan, because it’s designed to keep us thriving no matter what the market conditions are.

Remember, the Daily Success Plan is your roadmap to success in all markets. Let’s not blow it this time. Make sure to keep your purchase business strong while enjoying the refinance boom. This way, when the refi wave subsides, you’ll still be riding high on the consistent flow of purchase deals.

Action Steps:

1. Block Your Time: Schedule specific times for your DSP calls. Make them a non-negotiable part of your day. Join MMA and participate in Call Stars!
2. Track Your Progress: Keep a log of your calls and the outcomes. This will help you see your growth and stay motivated.
3. Seek Support: If you’re struggling to balance refis and DSP calls, reach out for help. Join our community for guidance and support.

Come on, don’t blow it this time. Stick to the plan and let’s achieve sustainable success together.

Today, I want to share a personal experience that has been a significant eye-opener for me. I’ve recently joined Steve Kyles’ mortgage team, the same powerhouse team that includes Sarah Cox and Nate Carver. Not only am I helping to run the team, but I’m also diving into personal production. I believe that actively participating in the process will make me more effective in growing our team. 

Our team has an exceptional back-end closing team, and when I say exceptional, I mean off-the-charts amazing. The system is designed so that once you submit a file, they take it all the way to the finish line. This is something I’ve never experienced in my 37 years in the mortgage business. Steve has meticulously built this team around his processes and, of course, the Daily Success Plan. 

Just yesterday, I closed my first deal on the team, and I’m closing another today. What I’ve learned from these first two deals is crucial: I need to stay out of the way. Initially, I found myself constantly checking in, worrying about the little details. Every time I checked in, I discovered that whatever I was concerned about was either already done or in the works. The realization hit me hard—I just needed to trust the team. 

Here’s the thing: when I poke my nose into the process, I end up taking time away from them. I’m making them deal with my inquiries when they could be helping others and pushing more files towards closing. My presence, albeit well-intentioned, was actually counterproductive. I needed to stay out of the way and focus on what I do best—bringing in more business. 

Granted, these were my first two deals with the team, so they were incredibly gracious. But now I know that I need to trust them to do their jobs. If your company has gone out of the way to set up an amazing support team to help you close more deals with less stress, LET THEM DO IT. Trust the team. Get out of the way. 

I can’t stress enough the importance of leveraging your team’s expertise. The time you spend second-guessing them is time taken away from generating new leads and growing your business. Trusting your team frees you up to do what you’re truly great at—closing more deals. 

Yesterday, I had the pleasure of interviewing a real estate agent for one of my podcasts. This agent is a true powerhouse, having closed 61 transactions over the past 12 months, resulting in a remarkable $25.5 million in volume. Naturally, I was curious about the key to her success, so I asked her what advice she would give to other agents who might not be performing as well as she is. Her answer was simple yet profound: “show up.” 

Intrigued by this seemingly straightforward advice, I dug deeper into what she meant by “show up.” As we spoke, I learned that it encompasses more than just being physically present. For her, showing up means going to her office every day, a routine that ensures she remains engaged and active in her work environment. But it doesn’t stop there. Once she’s in the office, she “rolls up” her sleeves and gets to work on prospecting. 

She spends a significant portion of her day reaching out to prospects, following up on leads, and maintaining relationships with her sphere of influence (SOI). This daily commitment to prospecting is what sets her apart and drives her impressive results. She doesn’t just manage her active transactions; she continuously seeks out new opportunities and nurtures her existing relationships. Her approach is a testament to the power of consistency and dedication. 

This conversation reminded me of my experience with Call Stars. For those who might not be familiar, Call Stars is a daily prospecting session we host, where we all gather to make our calls together. It’s a fantastic way to stay motivated and accountable. When I show up on Call Stars, I’m usually pretty quiet, preferring to listen to the wins and experiences of others. Jenn, who runs Call Stars, does a phenomenal job of balancing the celebration of wins with the motivation to “roll up” our sleeves and get to work. 

One of the most inspiring aspects of Call Stars is seeing the consistent participation of highly successful individuals. These are people who are already at the top of their game, yet they continue to show up every day. Their presence and dedication are a powerful reminder that success is not a destination but a continuous journey. They understand that to maintain their success, they need to keep doing the work that got them there in the first place. 

This brings us back to the advice of the real estate agent I interviewed: show up and roll up. It’s a simple yet effective formula for success. By showing up every day and dedicating time to prospecting, you set the stage for consistent growth and success. It might not always be easy, but the results are undeniably rewarding. 

If you’re finding it challenging to stay motivated or you’re not seeing the results you want, take a moment to reflect on your daily routine. Are you showing up consistently? Are you dedicating enough time to prospecting and nurturing your relationships? If the answer is no, it’s time to make a change. Start by setting aside specific times each day for prospecting. Treat these appointments with the same importance as you would a meeting with a client. 

Remember, the key to success is consistency. It’s about doing the right things day in and day out, even when it’s tough. Show up, roll up your sleeves, and get to work. The results might not be immediate, but over time, you’ll start to see the spillover effect of your efforts. 

For those of you who might feel lost or unsure of where to start, I highly recommend joining us on Call Stars. It’s an incredible resource that provides structure, motivation, and accountability. You’ll be surrounded by like-minded individuals who are all working towards the same goal: success. 

In conclusion, the secret to success is simple: show up and roll up. Make the commitment to yourself and your business to be present and proactive every day. Over time, you’ll see the results of your hard work and dedication. And if you ever need a boost or some guidance, remember that Call Stars and the Mortgage Marketing Animals are here to support you every step of the way. Keep pushing forward, and soon enough, you’ll experience the sweet spillover of success. 

Every day, we work a plan. We trust in the process of the plan. We make a lot of calls and have many meetings. If we stay consistent with it day after day, week after week, and month after month, it seems that almost suddenly, results start to flow. I liken this to slowly filling a glass with water. The filling represents the daily execution of our plan. If we continue this practice, eventually the water will start to spill over. This spillover symbolizes the leads which, in turn, result in closings. 

The remarkable thing about this process is how sudden the spillover can seem. One day, you’re diligently working the process, and then all at once, you have leads pouring in from multiple partners. It feels as if the spillover happens suddenly, just like when a glass of water starts to overflow—it seems almost all at once. 

If we stop filling the glass as soon as we get some spillover, our results will stop as well. We have to keep filling, continuing with the process. By doing so, we ensure a continuous spillover of business. The key here is to stay focused on the filling, not the spilling! 

I see very successful originators on Call Stars every day. They are enjoying this spillover, and they continue to show up to keep it spilling. If you’re an LO who’s recently bought into the process but has yet to experience the spillover, just keep going. You are guaranteed to reach that point. And when you do, don’t stop. 

Here’s some more encouragement for those of you who are diligently working to fill your glass: 

If you’re an LO and you have no idea what I’m talking about, continue to come back to the LOBC live calls and immediately go to WantMoreLoans.com to schedule a call with the main office. The spillover is yours to have; you just need to know how to fill the glass. 

Let’s make today the day we recommit to the process, knowing that the spillover is not just possible—it’s inevitable. 

Keep filling that glass, and enjoy the rewards that come with it.

Happy Monday, team! As loan officers, it’s common to start the week by thinking about all the tasks and loose ends lingering from the previous week. However, focusing on these can distract us from what’s truly urgent today: our realtor prospecting calls. 

Prioritizing the Right Tasks 

Loose Ends vs. Prospecting:

• Loose Ends: Tidying up last week’s unfinished business, following up on old emails, and organizing paperwork. 
• Prospecting: Reaching out to your Focus 40 agents, making post-meeting calls, and setting up new appointments. 

While tidying up loose ends can feel productive, it’s the prospecting calls that will truly move the needle and generate new business. Here’s how to stay focused: 

1. Block Two Hours Today and Use Call Stars: 
   ○ For the East Coast: 9:30 a.m. to 11:30 a.m. Eastern 
   ○ For the West Coast: 9 a.m. to 11 a.m. Pacific 
   ○ Dedicate these two hours exclusively to making prospecting calls. Avoid the temptation to check emails or handle other tasks until after this block of time. 

2. Use Our Proven Scripts: 
   ○ Have a well-prepared script to guide your conversations and ensure you cover all the important points. These scripts are designed to help you connect effectively with agents, address their needs, and set up valuable meetings. 

3. Track Your Progress: 
   ○ Keep a record of your calls, meetings set, and follow-ups needed. This will help you stay organized and focused on your goals. 

Why Prospecting Matters 

Generating New Business: 

• The primary way to keep your pipeline full and thriving is by continuously prospecting. This means regularly reaching out to new agents, following up, and nurturing those relationships. 

Consistency is Key: 

• Consistently making prospecting calls ensures a steady flow of new business opportunities. It’s this discipline that sets top producers apart from the rest. 

Moving the Needle: 

• Administrative tasks, while necessary, don’t directly generate new business. It’s the conversations and meetings with qualified agents that drive growth and success. 

Remember 

Prospecting is the lifeblood of our business. By prioritizing these calls, you are setting yourself up for long-term success. 

Make today about taking proactive steps to grow your business. The tasks from last week can wait; your future success depends on the actions you take today. 

If you’re looking for more structured guidance on how to master the art of prospecting and other essential skills, consider joining one of our Small Group Boot Camps. You’ll receive hands-on coaching directly from Steve Kyles and Carl White, focusing on the Math, Skills, and Discipline needed to succeed. Sign up at loanofficersuccess.com. 

Let’s make this Monday count! Attack the day with purpose and see the results unfold. 

Today’s Daily Spark is inspired by James 1:12 from the Recovery Version of the Bible, and although I typically avoid connecting business with biblical scripture, the structure of this verse uniquely mirrors the principles of the Daily Success Plan we follow at Mortgage Marketing Animals. 

James 1:12 (Recovery Version): 

1. Blessed is the man who endures trial 
2. because when he has become approved by testing 
3. he will receive the crown of life 

Let’s break this down and compare it to our journey as loan officers: 

1. Blessed is the man who endures trial: 

• Interpretation: Fortunate is the loan officer who overcomes call reluctance. 
• Explanation: Just like enduring trials, overcoming call reluctance is a significant challenge. It’s about pushing past the fear and discomfort of making calls, knowing that this is part of the process. 

2. because when he has become approved by testing: 

• Interpretation: Because when he pushes through the “no’s” and rejection. 
• Explanation: Success comes after facing numerous rejections. Each “no” is a step closer to a “yes,” and by enduring this testing phase, you refine your skills and resilience. 

3. he will receive the crown of life: 

• Interpretation: He will receive the reward of success. 
• Explanation: The persistent loan officer, who consistently follows the Daily Success Plan despite challenges, will ultimately enjoy the rewards of their efforts—more closings, stronger relationships, and greater financial success.

Reflecting on the True Meaning 

While the structure of this verse aligns well with our business principles, I encourage you to explore its true spiritual meaning. The “crown of life” in this context represents eternal life and blessings far beyond any monetary rewards we could achieve in our careers.

Action Step: 

Consider this comparison as motivation to follow the Daily Success Plan diligently. The trials you face, whether it’s call reluctance or handling rejections, are shaping you for success. And remember, our ultimate goal should always include seeking deeper understanding and fulfillment beyond business achievements. 

For those wanting to master the skills needed to endure and succeed, I highly recommend joining one of our Small Group Boot Camps. You’ll get direct, hands-on coaching from Steve Kyles and Carl White, learning the Math, Skills, and Discipline necessary to excel. Sign up at loanofficersuccess.com.

Let’s embrace the trials and push through to achieve the success we’re capable of. You’re not just chasing deals; you’re building a rewarding career. Keep pushing forward—your success is on the horizon!

Yesterday, I had an experience on Facebook that reinforced why I don’t spend much time there. I typically use Facebook to post content that benefits my business, Loan Officer Breakfast Club, and Mortgage Marketing Animals. However, after posting a Marketing Animals video, I made the mistake of scrolling through my feed.

I came across a post from a new loan officer in a loan officer group asking, “What’s a good script for cold calling Realtors?” The first reply was disheartening: “It’s a waste of time,” said an individual I personally know who is somewhat of an influencer in the mortgage space. This response immediately shut down the new loan officer’s enthusiasm.

While everyone is entitled to their opinion, it’s disheartening to see an influencer discourage someone so quickly. However, there’s a partial truth in the statement—cold calling the wrong Realtors is a waste of time. But cold calling the right Realtors with the right script and proper follow-up is far from a waste of time. We know this from the amazing success stories shared every day on our live LOBC calls.

Carl White often reminds us of a National Association of Realtors (NAR) survey showing that the largest percentage of home buyers found their loan officer through a Realtor. The second-largest source is through family and friends. Combined, these sources account for over 60% of home buyer referrals. This suggests that these should be the top areas to focus on for consistent business.

Social media, while important, only accounts for about 3% of home buyer referrals. Interestingly, the influencer who dismissed cold calling is a strong advocate for social media. While it’s essential to have a social media presence, the statistics show that working with Realtors and your sphere of influence (SOI) and past clients yields more consistent results.

Don’t be swayed by influencers suggesting that working with Realtors is a waste of time. It’s just not true. Realtors are the top source of new business. Approach the right Realtors with the right script and diligent follow-up, and you will do exceptionally well.

If others think calling Realtors is a waste of time, let them. They won’t be your competition, and that’s great for you. You know the right approach, so go out and get those deals. To learn how to effectively approach Realtors and refine your scripts and follow-ups, consider joining one of Steve Kyles’ 8-week bootcamps. Sign up at loanofficersuccess.com.

Remember, taking consistent and strategic action is key to success. Let’s make today count!

Today’s Daily Spark is inspired by Sharon’s outstanding day this past Monday. The title might seem unusual, but it perfectly encapsulates her incredible productivity and success.

Sharon’s journey on Monday is a testament to the power of consistency and the skills she’s developed through the Mortgage Marketing Animals’ Daily Success Plan. Here’s what those numbers represent:

• 12: She had 12 talk-to’s, which is just one short of the 13 we often target.
• 7: Those 12 conversations resulted in 7 referrals.
• 5: From those referrals, she took 5 loan applications.
• 4: She issued 4 pre-approvals.
• 2: Finally, she secured 2 contracts.

Sharon’s day wasn’t a fluke; it was the result of her dedication and the skills she’s honed over time. These skills include picking up the phone, calling a targeted list, using crafted scripts, securing appointments, diligently following up, and asking for the business. By consistently applying these practices, she’s built a machine that produces steady results.

The beauty of Sharon’s success is that these skills can be learned by anyone. They are simply conversations, not complex or hard tasks. At the Mortgage Marketing Animals, we have the plan and the support system in place to help anyone willing to learn achieve similar results.

Make today the day you decide to take control and work towards results like Sharon’s. Because, why not?

If you’re ready to develop these skills and start seeing incredible results, join us at the Mortgage Marketing Animals and start implementing the Daily Success Plan. Click below to schedule your call.