Loan Officer Leadership Podcast

045: Business Planning: Geoff Zimpfer - 5 Tips to Make 2020 the Year of Breakthrough.

January 01, 2020
Loan Officer Leadership Podcast
045: Business Planning: Geoff Zimpfer - 5 Tips to Make 2020 the Year of Breakthrough.
Chapters
Loan Officer Leadership Podcast
045: Business Planning: Geoff Zimpfer - 5 Tips to Make 2020 the Year of Breakthrough.
Jan 01, 2020
Steve Kyles

In this episode, Steve Kyles interviews Geoff Zimpfer over the topic of business planning in 2020. Geoff Zimpher hosts the Mortgage Marketing Radio podcast, one of the top rated podcasts in the country. It has more than 12,000 monthly downloads. His podcast hosts industry thought leaders such as Todd Duncan, Tim Braheem, Sue Woodard, Dave Savage, Barry Habib, Bill Hart and so many more. The Mortgage Marketing Radio podcast recently crossed a huge milestone of 150th episode. Geoff is at Movement Mortgage as a national sales coach, really focusing to help people with the power of social media, digital marketing and personal branding.

Join our facebook group, Loan officer Leadership Group and Make sure to SHARE and SUBSCRIBE to the weekly podcast.

Show Notes Transcript

In this episode, Steve Kyles interviews Geoff Zimpfer over the topic of business planning in 2020. Geoff Zimpher hosts the Mortgage Marketing Radio podcast, one of the top rated podcasts in the country. It has more than 12,000 monthly downloads. His podcast hosts industry thought leaders such as Todd Duncan, Tim Braheem, Sue Woodard, Dave Savage, Barry Habib, Bill Hart and so many more. The Mortgage Marketing Radio podcast recently crossed a huge milestone of 150th episode. Geoff is at Movement Mortgage as a national sales coach, really focusing to help people with the power of social media, digital marketing and personal branding.

Join our facebook group, Loan officer Leadership Group and Make sure to SHARE and SUBSCRIBE to the weekly podcast.

Speaker 1:
0:05
[inaudible].
Speaker 2:
0:05
Hey guys, welcome back to another episode of the loan officer leadership podcast. Today you are in for a treat. I've got my good friend Jeff Zimpher, uh, who is with the mortgage marketing radio podcast. Uh, one of the top rated podcasts in the country, more than 12,000 monthly downloads. Uh, his podcast hosts industry thought leaders such as Todd Dunkin, Tim Braheem, Sue Woodard, Dave Savage, Barry Habib, uh, bill Hart and so many more and recently crossed a huge milestone of a hundred and 50th episode of his podcast. Um, and Jeff has also been a national coach for, I mean so many great people, but right now at movement mortgage as a national sales coach, really focusing to help people with the power of social media, digital marketing and personal branding. And I am delighted to have Jeff with us. What's up Jeff?
Speaker 3:
1:06
Hey. Hey man. So delighted to be here. Congratulations. Do you, and all your success. And I really like what you're doing with the podcast and kind of the, the specific focus you have around insanely tactical and scripts. And I'm learning from you, man.
Speaker 2:
1:20
Hey, I love what you're doing. You have been doing this and making such a Mark in an impact, uh, in our industry for years. And man, just honored to have you on the podcast today and Hey, I love, we're coming out of the end of a season. So really we're about to roll into a brand new year and I thought we would jump on the podcast and talk about, um, well first off, tell everybody a little bit about yourself. Tell us your story. Uh, I know you've originated loans you've coached with organizations such as Tony Robbins, Robinson or Robbins. Now you're with movement, mortgage. Tell, tell the audience your story a little bit about how you got to where you are today.
Speaker 3:
2:00
Yeah, sure. I'll, I'll give you the shortest version of I can. Um, so yeah. Uh, Tony Robins is funny. You know, that's where I kinda got my sales career. Um, that's actually 30 years ago. Uh, I know shocking to five, but I working for Tony when I was like 25 years old, I literally drove cross country from Maine to San Diego, not knowing a soul. Um, and I tell my kids this whole story about like, you know how I got that job for Tony Robins? Man, I had to do a video recording of me back in the days of member of the video. You probably know was on the shoulder with the cassette. I had to put it in the sack. Yeah. I had to put it in the side and I've been a video tape of myself of like, why should we hire you? And I had to mail it, mail a video.
Speaker 3:
2:45
That's crazy. Really aging myself. Anyway, long story short, yeah, I got the job and worked for Robin's organization for four or five years on the road, traveling new city every eight weeks, pitching seminars, getting in front of a room for real estate and lenders and selling tickets, Tony's events. And uh, that was my baptism by fire, you know, and in the sales career. That's crazy. Yeah, it was. It was a great learning experience. Let me tell you about preparing you for success in sales and life. Uh, it was awesome. Um, then of course I, uh, decided I had to come off the road and stop traveling so much and I, two industries, I spent a lot of time with, uh, doing that was real estate and mortgage. Um, and I decided I was going to do one of those two things and I settled on, um, being a mortgage loan originator. And so I did. And then I became that firm, did that for 10 years, uh, in orange County, Southern California, averaged about 120 units a year. And, um, you know, fell in love with the industry you wanted to stay connected to it. Did a bunch of things in between but had been in the industry since 2003 and uh, yeah, I'm a national sales trainer, coach at movement, man, and happy to be a fellow colleague and a, you know, pale of yours.
Speaker 2:
3:54
I love it. Well, Hey, and tell me about the podcast. So how did that come about? Cause you've, you're literally just blazing a trail, but making such an impact, uh, with your podcast. So how did you get started in that? What, what really, um, number one win. And then what were the steps, you know, what are you doing today? How are you innovating through the podcast? And then we're going to get into some business planning and goal setting, but love to just hear more about
Speaker 3:
4:17
podcasts. Yeah. So the podcast, uh, you know, it's a labor of love. I know that sounds kind of cheesy or like a joke, but it's true. Um, sort of why you're doing your podcast. You're looking for ways to give back, right? Yeah. And look, we're all, I think at some level, not everybody, but some people want to have a platform, some people want to build a personal brand. Um, and, and I had wanted to do that for years, um, and decided, uh, that, that was the one way I was going to do it was as a podcast. I actually started on YouTube back in like 2006 and seven. It was doing videos then it was just really hard to do the videos. So I transitioned and said, what can I do with that? I don't have to like always have everything set up. And I, so it's like, Oh, podcast. Sure. Anyway, um, yeah, so my first podcast was January, 2016 and yeah, so we're coming up on your five in 2020 man.
Speaker 2:
5:08
Hey w [inaudible] to our podcast listeners. What a milestone two, you broke over 250 download thousand downloads. Like that's significant man.
Speaker 3:
5:17
Yeah. Yeah. Uh, and I know you and I were talking a little bit about that before record. It's like, you know, Hey, how do you get their quote air quotes? So the, for anybody who's listening, if you're trying to increase your Facebook views, your YouTube users, how do you get there? I can tell you the one thing I know how to get there is consistency.
Speaker 2:
5:33
Yeah. And you know, what would this apart, this will go along with the podcasts, not only podcasts, but building your business plan is, it's interesting because what we're learning is the power of consistency over time. And I love that saying, we say it at the end of it, which is anything we're doing is worth doing. Everybody would say, right, right. But it's really anything we're doing is we're doing badly. Half the battle is two fold. Just get started and just don't quit before breakthrough. You know, so many people we see in this industry get to a tipping point and right before breakthrough would happen, they say, well, I'm not seeing the results. It's the same thing with prospecting what you are eating today as far as loan volume and as far as originating in the relationships you have, you can all pinpoint back 90 days and I don't care how long you've been doing this. Our business runs in 90 day cycles. And so if January is awful, you know what you were doing in October and November, right? You know what you were doing in November and December. So this is the right time to keep your foot on the gas regardless of the results you see. And that's a big point in the, you know, as far as the business planning, I think we quit too soon.
Speaker 3:
6:46
Oh yeah, man, 100%. Uh, you know, it's funny, I teach a lot of classes for real estate agents and some of these agents have gotten started on YouTube and this guy came to me and he goes, uh, Hey man, I've been posting videos for three months. When can I expect to see
Speaker 2:
7:02
exactly. That was my reaction three a month, right? It wasn't even once a week, man. I gotta tell ya. Well, it's so, Oh my God. Well, here's what's funny is we just started doing it and this is transparency, but we just are pushing on the loan officer leadership, um, YouTube page, and I'm telling you, we have probably 50 hours of what we've put in for videos. You know how many subscribers we have?
Speaker 3:
7:27
Hmm.
Speaker 2:
7:28
Nine. Nine. You've got 10 as of today, after this session. It's funny because you just realize, uh, you know, I remembered this author, they interviewed him and they said, Hey, well you're an overnight success. His name was Tommy Tenney. He had just written a big number one bestseller. Eddie said, you'll never know how long that night was. Yeah, you're an overnight success. You just don't know how long we've been pushing like that. How many weeks in the closet of just doing what nobody else thinks can be done. And you know what, we were talking about momentum earlier, and I think you can equate this to your mortgage business is that the half of it is you just got to keep doing it and you'll see it start to snowball. But it just takes time and consistency man. And when you think you're about to fail, you've got to keep running so high.
Speaker 3:
8:15
How long, how, you know, how long are you going to, you know, try how much, how much time would you give for your kids to learn how to walk? You'd be like, ah, you've been trying for like three weeks. That's it, man.
Speaker 2:
8:26
Yeah, you're done. You don't have a chit, you're not running. So we're done
Speaker 3:
8:32
Nelson. Now please move on.
Speaker 2:
8:34
Hey, but you know what I think it is though. I think it goes back to Jeff. People want the instant results. So here's what you see. Like with the apps, and this is crazy because even with the apps like tick tock, the new app that's coming out, I think it's all moving so fast and you're expecting instant results, you know, even on our Instagram, because we were talking about do you market and social media and even on our Instagram, you know, we'd been pushing on that now for half a year. Like literally pushing on it. We just broke a thousand. So when you can pay for it, but you don't get the engagement. And it was funny, I was laughing with Eli earlier, more like pro, do you know what it took to get us to a thousand? Like every day we invite people to come be a part of this journey and at some point it'll catch fire, but there's no overnight success. No. Unless you're on the Oprah Winfrey show, then you can be an overnight success.
Speaker 3:
9:27
That is true. That is the one caveat. Hey, let's be honest, man. Uh, do we wish that we could push button and have success? Oh yeah, of course. Do I wish I could push a button and have six pack abs? Yeah. But that's not the reality. Right? So you are, you're living in reality or not.
Speaker 2:
9:42
Yeah. Well, and the characters built in what you do over time in that amazing, I love James clears book. We've been talking about it in the podcast, atomic habits. You got to get it because it talks about if I can just get 1% better, 1% better, 1% better, and it's not, I think we take for granted and we think what I can do today makes such a big impact. But what we forget, it's what we do every day that makes a longterm impact. It's the little things.
Speaker 3:
10:09
Well, it's like a, speaking of Tony Robbins a, I think this is kind of the saying he has, is most people overestimate what they can do in a year, but underestimate what they can do in three or five years.
Speaker 2:
10:19
Oh yeah. I love that. Hey, we'll talk to people about business planning. You know, you're coaching a ton of guys. You've got, Hey, and I want to plug your website in your resource. Um, so you not only are a sales coach, but you've got resources, uh, at mortgage marketing experts, right? Is that where you can send people to check
Speaker 3:
10:37
the mortgage marketing? Radio would be me.
Speaker 2:
10:39
Okay. Well we'll talk up, talk about your resources that are available, what people can, can go and check out and then talk about what you're coaching people on for the new year.
Speaker 3:
10:48
Yeah, I would say as far as resources, if anybody does want to connect with me, that'd be the place you do it. Mortgage marketing, radio.com. That's where they can subscribe their podcast. And I've got like a, you know, a couple of downloads there and stuff like that. So that probably would be the first place to engage. Um, as far as business planning for 2020, obviously this is a relevant topic for where we are right now. Um, and I've been going through this conversation. So here's one of the exercises I just took some people through. And uh, uh, for those listening, you might want to take notes if you're not driving or come back to this, right. So, but let's face it, right? One of the best ways to predict future success is to look back on our past success, right? Success leaves clues, so to say.
Speaker 3:
11:26
So I think it makes time, it makes sense to take time to, um, conduct an inventory of where your business came from in 2019 the sources of those business and how successful were those or not. Because as you know, most loan officers have, in terms of real estate agent referrals, they're scattered all over the place, like a bunch of herded cats. Um, so, you know, I would propose that people create a list of your sources of business from last year. These could include like referrals from real estate agents, past clients. If you're working in the builder sector, then put that sphere of influence or social media and then refinance business, right? And that's obviously specific category of past clients. Um, but just to kind of get, get a look at the sources of those business and then start to create a list of, um, look, there's lots of pillars in this business we can pursue.
Speaker 3:
12:10
I'm an advocate of the real estate agent as a pillar. I'm not the only pillar, but it should be definitely one. Um, and we can like go off on social versus agents and consumer direct and all that. I love that debate. But um, let's just say you are gonna you, you recognize agents as a top source of business for you. Um, great. Make a list of your top referring agents last year. The name, the number of referrals and the dollar volume closed. I love it. Take an inventory right there. Next. What that gives you. It's funny, I just went through this exercise with somebody and he wrote down like, um, I forget how many agents he had like 12 or so agents on there. One agent at the top had seven, two, three, four, five, two, two. And it just, what it opened up for him was this is the next step. Where do you need to spend more quality time in 2020 with who? That's great. Yeah. And or who do you need to perhaps let go of?
Speaker 2:
13:02
Yeah. Hey, and what, what are you challenging? Because, you know, it's interesting as you're talking about that we just ran, we in in some people that are coached by the core and some other programs call it like an accounts pyramid. Um, or it's, it's exactly what you're doing is inventory where the leads came from as well as the conversion and closings. And it's shocking how many, cause we think we do a good job. I'm still producing. Um, I'm a producing loan officer and market leader for movement, but I still produce at a high level. So we have a huge goal for this year. And, and Jeff, I've got to tell you, I'm shocked that over half of my business is still onesy twosy. And what I was telling a couple of my guys the other day was, here's the problem is that I think the statistic is almost 90% of realtors, 90% close less than 10 transactions a year.
Speaker 2:
13:54
Well, here's the challenge. They know you, they like you, they trust you, they send you every deal they can. But let's say a good agent does 10 transactions a year, five are buyer's agents, five fiber listing agent. You know, listing sides. So even if they're five buyers, they can only refer you maybe three. And out of those three, one or two already have a lender. So you truly get one or two opportunities a year, but that agent loves you and they send you everything they got. So it was shocking to realize we're not going after big enough agents who are doing enough transactions. Um, so it really helped us in our prospecting target to know who we want to add value to.
Speaker 3:
14:32
Yeah. Yeah. You know, it's funny, uh, whenever I have a discussion about this and the fact that, you know, like you pointed out earlier, I have, I've had the good fortune of interviewing at a decent number of, you know, high producing loan officers. I just interviewed somebody, uh, yesterday, uh, she does about 15 deals a month and we had this conversation about [inaudible] versus working with the bigger elephant agents and all that kind of stuff. And I'm always surprised at the different ways at which people succeed at this business because one would, uh, and you know, if my T my tagline in my podcast is truth in mortgage marketing, um, one would be led to believe that, you know, you need to kick the [inaudible] to the, to the curb and all that kind of stuff. And here's my angle. I'm not saying that's what you need to do.
Speaker 3:
15:20
That's for you to decide because this gal who's doing this 15 loans a month, she's perfectly happy serving those people when they come into her world with a referral. Because here's the key, here's the key criteria with that. If they are, um, low maintenance, yeah. You know what I mean? But if they're really squeaky wheels, if they're really a pain in the butt to work with, well then all right, that's a different card. But if, if four times a year you get referrals from 10 different agents and you have a 50, 60, 70% conversion ratio on those, well that's not bad business per se. I don't know. That's for you to choose.
Speaker 2:
15:58
That's a good business. I'll take it.
Speaker 3:
16:00
Yeah. Now, not now. All right. So, uh, you know, conversely on the flip side, I know there's other people out there who believe that you need to, uh, and I'm not saying one's right or the other, I'm saying choose for yourself. Um, go deeper, work with the bigger agents and therefore have a smaller, um, you know, pool of referral partners that you can go deeper worth and serve on a deeper level. That's a different model. Yeah. So, which one is right for you?
Speaker 2:
16:25
Well, and you know what's [inaudible] Def, Jeff, I think you're on that. You kind of do both. You know, what we're finding is we want to hit the onesy twosy is with technology, so we'll do mass texting that feels personal, that says, Hey, we're working on the weekends. Uh, or we'll do, that's part of why we do for lunch and learns a month. Um, three of them are masterminds. One of them is an open invitation. And then what we also do, so we have something called an agent playbook that we put out every single month. And what that does for us is it allows us to touch our database and we're sending it out to 1400 agents. I know that's a ton, but I think that's why we're winning with the onesy. Twosy is recognizing if I can get 10 channel accounts that are sending me more than 12 transactions a year, then it's game on.
Speaker 2:
17:13
You know, that's really where you win and you want probably 50 60% of your business coming from those channel accounts. But we're trying to utilize technology, um, events that we're inviting people to the invitation, like on our client appreciations or realtor appreciations where you can say, Hey guys, thank you for being a part, but I don't do one on ones with them. You know, it's the one on ones or with the ones who can send us more and more transactions. So that's interesting. Yes. Yes. Hey, so talk about what else. So you're looking at the accounts, uh, and that's phenomenal cause you want to look at the number of leads that conversion, how many closings you have and what that account is. What else are
Speaker 3:
17:50
you doing? So the next step in that is once you've identified right, who you're kind of a players are the ones that aren't the ones [inaudible] so, alright, let's say it this way. Everybody has agents that are at different levels of um, buy in with you as a referral partner. You've got some that are all in and right. Maybe they're, hopefully it's kind of fighting for you and not doing the three card approach, right? They're like, no, you've got to go Steve, he's my lender. He's the best in town. Then you've got like 10 different variables of that. Mmm. And what I'm suggesting people do is to identify those agents you do want to go deeper with in 2020 and to make the calls now, not tomorrow, but now to schedule time to have a conversation with those agents you do want to go deeper with and get it either a larger share of the business, you know, they have to maybe bring them back in the fold if they've been kind of lost cheap and you did a deal four months ago and it's been crickets, um, or you know, that's why this, this inventory will help you clarify where to focus your time.
Speaker 3:
18:53
Um, and so you've got it done to decide how much to your point about time you want, where you want to invest in these people. And so I propose having this kind of dialogue, the script that's it basically says, I call you up, Hey Steve, what's up? Small talk, blah, blah, blah, blah, blah. It's going to vary based on the level of our engagement. But anyway, Steve, the reason why I'm calling is because I'm doing some business planning for 2020. And by the way, this works all the way through January. Yeah. I'm doing a business plan for 2020 and one of my goals in 2020 is to go deeper with fewer agents than to be spread too thin and go wide with too many agents. And Steve, good news. You're on that list of people I want to go deeper with. Hopefully that's their reaction, but, but here's the thing, that script is appropriate for four, four, the agents that you identify as appropriate with.
Speaker 3:
19:38
What I mean by that is even if it was that agent who four months ago we did a deal and I haven't heard from them since, and they say to you, Hey, you know what, Jeff, I appreciate that very, very much. But however I gotta tell ya, I'm totally loyal to Susie Q over here at ABC mortgage and she really gets my business. Am I going to hang up the phone and go, uh, sorry. You know? No, that's your opportunity to say totally appreciate that. Love the loyalty. Steve, how about this? Would you be open to the idea of having a second lender on your team as a backup? 100% reason why, as I'm sure Sally Q is at some point not going to be able to deliver a solution that your client needs. I'd like to be first dibs on that. I love it. I have a second look.
Speaker 3:
20:17
Yeah, Steve, does that sound like a good business? Yeah, it does. Great. I'd still like to get together and learn more about you and your business for 2020, right? Just cause we're gonna cross paths again and I want to be that be that second Joyce on your team. So anyway, what's your calendar look like on January 17th at three o'clock? Love it. Come on man. Just go for it. Close them down. Exactly. Why not? If they said yes, it makes sense. Great. Let's have a conversation. Okay. And so what are the things you're coaching? Like where, where are people finding, how do they know who
Speaker 2:
20:48
to go after? Um, as they're looking in 20, 20 and they recognize there's a gap. You know, it's interesting we talked about this, uh, on three podcasts ago. When you're looking at your business plan, not only is it your, why, not only is it where I'm going, not only is it who's on your team, but it's the last thing is what are you going to do different to bridge the gap between what you did and what next year's goal is? And so as you're looking at how do you bridge the gap to get more loans, to get more leads, to build more relationships, who are you targeting? How are you coaching people to go after the right agents and even in business partnering?
Speaker 3:
21:24
Yeah, so I, I think, uh, in terms of the right agents, some of that we covered here in terms of the targeting, based on who you've worked with in the past, you know, going after agents, you have zero relationship is a, is a kind of a different game, different approach. But let me set that aside for a moment and go back to your original question of like where we find the prospects. Mmm. Here's, here's my belief. It's too easy to get distracted by the shiny objects of social media. And you know, I don't even want to say the two words that rhyme with tech talk but okay. There I said it. Um, cause I have a really, I have a clear line in the sand about ticktock which while I could tell you I did a video about it a week ago, but um, I believe that the future of your business is in your CRM and your database. All right, that's great. Listen, it's not rocket science that we know most sales professionals aren't great at database management aren't great at past client optimization and follow up and um, look at this. Out of every 10 loan app you take out of every closed transaction, there's two or three more deals in there for you. Most people suck at doing that.
Speaker 2:
22:31
Hey, I'm [inaudible], I'm one of them. We'll have a, it's so funny because we have literally, I just pulled a list of over a hundred names of people that are over four and a half percent rates. And while everybody had been pounding roofies we've been pounding purchases. But the truth is, I haven't kept up with my database the way I should have and I know that there are deals and gold sitting in that database. And so that has been our renewed commitment over the last 90 days is we've got a button this thing down because we're losing dollars trying to chase new relationships and letting go of the ones that are already warm to us.
Speaker 3:
23:06
Well, look, this is, this is why I like to be on other podcasts because I get to vent and go crazy. Come on. I can. Um, this is so relevant and topical because there's a few company names or conversations that we could post on social. I did one the other day, I don't know if you saw it on LinkedIn and write and bring and everybody gets, everybody likes to have a boogeyman and everybody gets all pissed off and upset that this tech companies come in and just steal like customers and they're frigging Coke marketing to my close database and all that. I'm like, why aren't you, if it's your client and I know it's not, I look, I get a sense that I'm like preaching here and I'm saying, look at, I've been equally of all these sins as well. However I have the good fortune and now kind of be in a different position. But the point is this is, I think that's a BS excuse. Yeah, that's a cop out. Or you want to stop your feet in the sand and say, golly gee, how come all these other people are coming and taking our business? Cause you've sucked at it.
Speaker 2:
24:03
That's why. Right? Cause you haven't done your job. Manage your database, followed up with your clients. You know, Hey, I love Greg Gale. He did add insanely tactical. He did a whole session on how to generate more leads than you can handle. Jeff. It's the basics. It's mailed to your database once a month. Actual mail, not email, not social media, right? Have a client appreciation every quarter. Uh, call your database twice a year. And as he saying it, you're just like, I think so many of us, me included, we failed to keep the basics running and we're like, Oh man, I've got to get more followers. I got to touch social, I've got to do more videos. I got to get more email campaigns out and the real money sitting in what we're not currently touching. That's crazy man. Well it's so true and I'm guilty of it, man.
Speaker 3:
24:51
I'm guilty. And listen, this is, this is what you call that tough love conversation. I do this in love. I'm not doing this disrespectfully. Right. Because I'm, I've made this, like I said, same sense, but I'll tell you if there's one common thread that I've found out of a 150 people I've interviewed that you know are top producers for sure. Right? Um, it's that they have met really, I was going to say mastered, but I wish that they wouldn't say that it's that they have placed the pro, the primary emphasis on the things you and I are talking about. Yeah. The past client database, optimizing that, building a fence around their past clients and referral partners and optimizing their customer experience so that they mitigate and reduce the risk of losing those people to elsewhere. And it's only then once they've got you [inaudible] that you really decide that you're going to be like the YouTube person or the whatever. Now by that, I'm not saying don't be a ghost, I'm not saying don't be on social just because you're doing all this database stuff or whatever. Yes. Have a presence. But for the, for the conversations I see from ellos out there, that'd be like, like I got some message from somebody the other day where she's like, yeah dude, I would just want to learn how to like, you know, run Facebook ads and be at the beach sipping Coronas. Yeah. That was literally the thing, man.
Speaker 2:
26:09
That's no, that's watching too many click funnels, bro. Yeah, there you go. I don't know. I just want to run a click funnel and get like 22 mortgages a month. Yeah. And it's like, well, I'm going to build a team.
Speaker 3:
26:20
I'm going to have like a this person in that person. I'm like, Oh, so you're going to spend a hundred grand on having a team when you still can't originate enough loans on your own and it's all going to be from Facebook ads.
Speaker 2:
26:31
Okay. Okay. Yeah. And, and you're going to convert high and keep them for a long time. Yeah. And you never have to be involved in the process at all. Never. [inaudible] no, this is easy money, bro. You don't have to take the calls. You don't have to do [inaudible]. Okay. All right. That's called a McDonald's franchise. Yeah. Right. You want to make a quarter million a year, go buy a franchise. You can go to the bank on it. Right. And draw half a million doing it, by the way. Yeah. It's a, it's so interesting. But you know, what we run from is we run from the basics
Speaker 2:
27:01
and, and I love, well, that's what I was about to say in so many ways. Everybody's like, Oh, success is sexy. No, it's doing the same thing every day, whether you want to or not. And you make the calls and you prospect and you do what you've got to do to build a team to help support. I just started, I'm starting a new coaching company, a black belt mortgage marketing, cause it's just like the fundamentals. Martial arts. How many times do you practice the punch to kick the move in martial arts? A bunch. Now there's this old, this old quote from Bruce Lee, right? I'll probably screw it up a little bit, but he's like, I don't fear the man who knows like a thousand kicks. I fear the man who's practiced one kick a thousand times. There you go. I love it. Kick them in the gut baby.
Speaker 2:
27:42
Well, Hey, all success is a few simple disciplines repeated every day. Jim Roan. Yeah. Yeah. Well, and you know, it doesn't take much to impress in today's environment, customer service. Even if you just add one or two notches, people are blown away. A thank you. Text a thank you video after an appointment, a quick email, video introduction prior to your loan console. Tactical. I mean, just easy things. Things that should be in our everyday. We tend to forget, or the truth is we get lazy. And I think that it's easy for loan officers to say, Hey, I'm good at selling. I'm not good at details. And that's the lie. We believe I just did a podcast this morning with Adam Outland and it's going to be released. Um, it's already out on the podcast, so listen to it. But he's talking about the beliefs and what as a loan officer, here's what we believe because this is me.
Speaker 2:
28:30
Hey, I'm great at selling, I am great at building relationships. I'm terrible at the details and I'm terrible at database. And you know what I've had to say is if I want to be wealthy, if I want to repeat success, if I want to have a thriving team in business, I'm going to have to buckle it down and learn how to be good at details and database and, and overcome the lie. You know, that's the easy part. I can't do it unless you can hire that out. Yes, you've got the money to do that. Yes, that's right. And so, and I think as you see success, that's what you do. You fill in your weaknesses and that's what it takes. So that's huge. Hey, talk about the daily disciplines. What are three or four every day five that people got to do every single day to be successful in 2020 with the technology landscape. And I do agree man. Every, there's too much weight put into the technology companies. Here's what we know. Relationships, Trump technology, millennials, which are nearing 40% of the home buyer this next year, although they start online, they typically end with relationship. And so as you're looking at the daily disciplines, what are the ones that you would encourage loan officers to really build in their calendar for 2020?
Speaker 3:
29:42
Yeah, that's, that's a, that's a great question. It could get long and deep there. So I'll try and keep it, keep it short. Um, I'm a big believer in starting your day. Intentional. First of all, first and foremost, getting your mindset right. So whatever that means to you. Like for me it means I get up before anybody else, like early. And I know that's like a real, like, you know, in Vogue thing to do today. Um, here's what I know. I saw a podcast by, uh, Ryan Sirhan once and uh, he talked about getting up at, you know, five, five 30, whatever it is. It's not about the hour, right? Um,
Speaker 3:
30:15
but what he pointed out is, is that if you have to, in his case, two hours of dedicated time in the morning before all the other crap hits the fan, and you multiply that out over the course of a week, a month, a year, I forget what it is. It's something like you get an extra two months of work. Wow. [inaudible] it's crazy. You do the math on it, right? So number one, a lot of people just need to get started earlier. You know, it's funny you talked about the coaching. We do internally a move in and stuff. Uh, at one time we took this poll and we asked all of our coaching clients that movement, Hey, um, uh, what time do you usually get in the office? Right? We're hearing like 10, you know, nine 30, whatever of, and we're thinking like, what, you know, any of you that are getting in a 10 o'clock, come on.
Speaker 3:
30:55
What are you doing? Right. Anyway, so, so first of all, how, how, how prepared are you for the day, mentally, physically, spiritually, emotionally. You know, there's plenty of resources out there for that. The morning miracle and all that jazz. Um, so to, to the, to the crux of, I think the answer to that is okay, to the degree you can have meaningful engagements with Mmm. A past client, a referral partner, a sphere of influence, pertinent person in your database, um, somebody who has the potential to to either send you a deal directly or to influence the decision of somebody else. The bottom line, engage, right? Having meaningful connections and conversations. Now that could be over the phone, that could be on social with a DM, that could be on a like and, and, you know, whatever. There's multiple ways to engage today. Uh, but you can't, you know, be behind your computer and succeeding.
Speaker 2:
31:42
That's huge. Well, Hey Anna, and I love that. So two things you just said. Number one is most of us have to get started earlier. You've got to have the quiet time so that you're focusing on yourself and your business and sintering. And number two is have more meaningful engagements every day.
Speaker 3:
31:59
[inaudible] yeah, I could also go to be with your team as well if you happen to have a team.
Speaker 2:
32:03
That's huge. I love it. Uh, anything else?
Speaker 3:
32:08
Well, how much time we got?
Speaker 2:
32:09
Well, we probably about five more minutes, but, but, but here's, here's what I would tell you. I think that's one that's overlooked and, and you know, I don't know why you're pulling all the transparency out of me. Um, I've got a list of baby. Uh, but you know what's interesting, I've got three kids, so one just turned eight. I got a four and a two year old and since my two year old was born, I, so I used to be a four 30. I'm at the gym by five, I'm home by six and since the two year old's been born, I'm telling bro, it is a struggle to roll out before six 30, man. Yeah. And you know, that's what I told Steph is that my wife, I just said, babe, we, you know, this is the year of getting back into the early morning routine because there's so much that happens good before six o'clock. I mean, it just is, is so many things you can do. And, and you know, I don't know about you, but I've got a passion this, this year I'm working on a scripts book and I love scripting and I love the, but it's funny, um, you ever heard of, I've got Chandler bolt, he's got a great podcast man, the, the self publishing school. And so I've been going through it and I'm like, I am committed this year to get up early and write our first book. So,
Speaker 3:
33:20
so listen, Steve, I can support you in that. And first of all, I get the thing about having a young child, I think that goes to our point earlier and I've had so many recordings like this week, I like lose track. Who's, you know, who's talk track I'm on. But it goes to the point about like, Hey, you need to be here. You need to be, do you need to be doing it this way? And it's like, no, you don't. You need to be doing, doing it, but doing it your way. Cause if your life is in a situation, maybe you have a, a, you know, a, um, an elderly parent who's living at home, you know, and you're going through this phase of your life where you've got extra things and extra challenges that are filling up that space you might otherwise have for yourself.
Speaker 3:
33:57
That's called life. Right. And I know people are at different aspects and it's so, it's really easy to be that guru who stands up there and says, get up at four 30 in the morning. So I think it's, it's useful. Yeah. But the key is, is it's not about the hour. Like I said, are you finding that time that allows you to do the self work? You know what I mean? Whatever, whenever in the day you can do it. Okay. Um, secondly, I will tell you this, in terms of writing a book, man, you and I are like kindred spirits here. So I too have been on that path for eight months writing a book and I was posting a while on Instagram, like doing the snapshot. Here I am at 4:00 AM, look at me, write that chapter. [inaudible]
Speaker 2:
34:38
I, I'm feeling some accountability coming up.
Speaker 3:
34:41
Yeah. Yeah. And then I stopped posting that and my brother goes, what's the matter man? Just stop writing. I'm like, no, I just got tired of posting like all about just me writing that book, you know? But um, it's a quiet journey though. A lot of us are, it's a lonely journey sometimes when we're in those early morning hours and it's just all us here and it's dark and it's cold. And it's like sometimes you're like, wow, is this really worth it? Yeah. And I can tell you that. Okay. It is when you get to the other side, it is. And that's probably the benefit of getting those few moments of quiet time, 30 15, 10 minutes, whatever, and getting reconnected to your purpose, your why and who are you becoming.
Speaker 2:
35:24
Yeah. That's huge. Well, I love that. Well, and the encouragement to, you know, that that's what I love about this community that we're building is there's an encouraging of, Hey, you can do it. You can do it. You know, and really I love this saying, I don't remember who said it, but it was, you don't have to win every game to win the championship. You just got to have a winning season. Some more wins than losses. And so when you're losing bro, just don't stop, keep running, keep running, keep running. And I, and I think that's what marketing is. We, it's not more people are confused. You think originating alone is a 10 Oh eight and 10 Oh three. And what I would challenge you with is more about, in our listeners, it's more about having a clear plan and executing the plan of building relationships and staff up to the details and things you're not good at.
Speaker 2:
36:11
But when you're not good at it. Jeff, I've been doing it 17 years. Uh, it started in 2002. Got my license in 2003 and I could tell you there were, there were years that I couldn't even dream about breaking. Uh, you know, I wouldn't even try and to grow. I was just trying to hold on and, and you know, there are years that you just, it's about the discipline and then as you get more confidence, you get more success, then you're able to say, okay, well next year I'm believing for 10, 20, 30, 40%. And then you just got to have the team, the resources and know what you're going to do to bridge the gaps. So that's huge man. And you gotta have good coaches, man. Good people in your life that are, that are helping you see the blind spots.
Speaker 3:
36:50
Yes. Support infrastructure. You get them from podcasts like yours or mentors around you. You know, nobody, nobody gets to the top of the success mountain alone.
Speaker 2:
36:57
No, not at all, man. Hey, well give us some closing thoughts, man. Um, thoughts around how to make 20, 20 the year of breakthrough.
Speaker 3:
37:05
Yeah, let me summarize it for this way. You know, you, you refer to an article on housing wire. I'm going to, I'm going to pull a couple of nuggets out of the first article I had in there, which is what I learned interviewing over 150 of America's top loan originators. Um, and I'll just give you the quick I guess five things here. What it is is this is what I saw as consistent patterns from them. Number one, the power of belief, right? They believe that it's possible. Whatever it is that thought they have in their mind. High standards for yourself and others around you. Consistency, habits and systems. Knowing your numbers. Meaning what's your conversion ratios on your, on your apps to fundings on your referrals to conversions, to loans. Know your numbers. Because if you don't know your numbers, you don't know where your weaknesses. So you got to get better there. And the gap, the power of focus. We talked about this, the ability to focus on the few things that matter versus the many that don't. Process improvement. Always looked for ways to improve your process, get a good team around you, and be well educated about product knowledge. I've talked to so many loan officers who win just because they're known as the guy or gal who actually gets things done, right? That is your personal brand right there and that's it,
Speaker 2:
38:12
bro. That is a phenomenal close, great tools and tactics. Jeff, I got to tell you, thank you for taking your afternoon to invest in the listeners at the loan officer leadership podcast. Hey guys, make sure to check out Jeff's podcast, mortgage marketing radio, uh, one of the top podcasts in the industry. Uh, stay connected to him as a thought leader and a man. I just want you to know we appreciate you joining us today and all the insight you shared. So brother, thank you for that. Appreciate you having me keep doing what you're doing, Steve. It's doing good things. I appreciate it. Our guests. Y'all have a good one, sir.
Speaker 4:
39:07
[inaudible].
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