In the News

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.

I was inspired by an interview I started watching on YouTube. It was an interview between Dr. Jordan Peterson and Elon Musk. They were discussing AI and its purpose. The question came up if taking AI to the level of super intelligence, where AI is smarter than all humans put together, is dangerous. Elon responded by saying, it’s happening no matter what, so he could be a spectator or a participant. 

This got me thinking about our mortgage business. At Loan Officer Breakfast Club, we go over a lot of information, and we showcase many case studies in the testimonies that we see and hear from those who fully participate in being part of Mortgage Marketing Animals, including Call Stars and the other resources available to them. Yet, there are still many spectators—those who perhaps don’t have the belief that it’s real, or who don’t believe they have the disposition to actually participate in the Daily Success Plan.

Here’s why you shouldn’t hold back and why you should make the decision today to participate rather than spectate: 

1. Proven Success: We’ve seen countless examples of loan officers who have transformed their businesses by following the Daily Success Plan. These are not just isolated cases; these are consistent, repeatable successes that come from a structured approach. 

2. Supportive Community: By becoming an active participant, you join a community of like-minded professionals who are committed to helping each other succeed. This support system can provide you with the motivation and accountability you need to stay on track. 

3. Access to Resources: As a participant, you gain access to a wealth of resources designed to enhance your skills and knowledge. From scripts to marketing strategies, everything you need is at your fingertips. 

4. Increased Confidence: The more you engage with the plan, the more confident you will become in your abilities. Confidence leads to action, and action leads to results. 

5. Personal Growth: Beyond the professional benefits, participating actively can lead to significant personal growth. You’ll develop discipline, improve your time management, and build resilience—all skills that are valuable in every aspect of life. 

6. No More Missed Opportunities: By hesitating or holding back, you risk missing out on opportunities that could significantly impact your career. When you take action, you put yourself in a position to seize these opportunities. 

To truly make the most of these benefits, I strongly encourage you to sign up for one of our Small Group Boot Camps. This is where you get direct, hands-on coaching from Steve Kyles and Carl White. You’ll learn the Math, the Skills, and the Discipline required to fully deploy the Daily Success Plan. These boot camps are transformative, providing you with the tools and confidence to elevate your business to the next level.

Make today the day you transition from a spectator to a participant. Join us at Loan Officer Success and transform your business. 

Don’t miss out on the opportunity to be part of something great. Become a participant and watch how your business—and your life—can change for the better.

When I was at our Mortgage Marketing Animals Boot Camp last week, I had a conversation with a gentleman named Steven Cooper. Steven, who has 15 deals in the pipeline with 7 closing this month, shared an insightful lesson from his basketball days. His coach used to say, “Pressure is a privilege.” This concept resonated deeply with me and can be effectively applied to the mortgage industry.

The Essence of Pressure

What Steven’s coach meant was that not everyone gets the privilege to be in a position where they can directly experience and influence great success. In basketball, there is the pressure to perform well, the pressure from the opposing team, and the pressure to win. These pressures are not burdens, but privileges. They signify that you are in a position where your actions and decisions have significant impact.

Applying This to the Mortgage Industry

Similarly, in the mortgage industry, we face various pressures:

• Pressure to Originate: The constant need to find new clients and opportunities.
• Pressure to Perform: Ensuring that every client receives the best possible service and outcomes.
• Pressure to Overcome Objections: Navigating challenges and objections to ensure smooth closings.
• Pressure to Close Deals: Managing all the moving parts to successfully close deals on time.

These pressures can seem overwhelming, but they are actually indicators of the opportunities we have to succeed. Being in the mortgage industry offers immense rewards — financial freedom, professional growth, and the satisfaction of helping people achieve their homeownership dreams.

Embracing the Privilege

Recognizing pressure as a privilege shifts our perspective. Instead of feeling burdened, we can feel empowered. Each pressure-filled day is a testament to our ability to make a difference and achieve success.

• Revenue: High performance in the mortgage industry leads to substantial financial rewards.
• Freedom: Successful originators often enjoy a level of professional and personal freedom that many other careers don’t offer.
• Impact: We play a critical role in helping individuals and families achieve their dreams of homeownership.

Conclusion

So, as we face the pressures of our work, let’s remember how privileged we are. These pressures are not obstacles, but opportunities. They are the markers of our potential to achieve great things. Let’s embrace them, rise to the challenge, and enjoy the immense rewards that come with being in this dynamic and impactful industry.

Let’s attack each day with the mindset that “Pressure is a Privilege.”

There was a 30-year study done by researchers Dudley and Goodson that summarized call reluctance as “all the thoughts, feelings, and avoidance behaviors that conspire to keep otherwise talented, motivated, and high-potential salespeople from earning what they are worth.”

Breaking Through Call Reluctance

Call reluctance is a common challenge among salespeople, even those who are incredibly talented and motivated. It’s the mental barrier that prevents you from reaching your full potential and earning what you’re truly worth. But here’s the truth: You are worth it.

Believe in Your Worth

1. Acknowledge Your Value: Understand that you possess unique skills and talents that are valuable. Recognize the worth you bring to your clients and the difference you make in their lives. Your success isn’t just about making sales; it’s about providing solutions and helping people achieve their dreams.

2. Overcome Mental Barriers: Call reluctance is rooted in fear and self-doubt. It’s the anxiety of rejection or failure. But remember, every successful salesperson has faced rejection. What sets them apart is their ability to push through these barriers. You can do it too.

3. Take Action: The best way to combat call reluctance is through consistent action. The more you engage in prospecting activities, the more you desensitize yourself to the fear of rejection. Each call you make, regardless of the outcome, is a step toward your success.

Join Call Stars and Overcome Together

At Mortgage Marketing Animals, we understand the struggle of call reluctance, and we’ve created a supportive environment to help you overcome it. Our Call Stars program is designed to provide accountability, encouragement, and practical strategies to help you break through these barriers. Here’s how it works:

• Daily Support: Join us Monday through Thursday for live call sessions. Surround yourself with like-minded professionals who are also committed to breaking through their call reluctance.
• Expert Guidance: Benefit from the expertise of seasoned coaches who can provide tips, techniques, and encouragement to keep you motivated.
• Accountability: Stay on track with your goals through regular check-ins and accountability partners. Together, we can push through the fear and achieve our full potential.

Take the First Step

You deserve to earn what you’re worth. Don’t let call reluctance rob you of your potential. Take the first step toward overcoming your fears and achieving your goals by joining us at Mortgage Marketing Animals.

Action Steps:

1. Believe in Your Value: Recognize the unique talents and skills you bring to your clients.
2. Push Through Fear: Understand that rejection is a part of the process, not a reflection of your worth.
3. Join Call Stars: Get the support, accountability, and encouragement you need to overcome call reluctance.

Let’s make today the day you start believing in your worth and taking action toward your success. You’re worth it!