Achieving Mental Toughness with 75 Hard

In this week's podcast, Shane Kidwell, Kyle Draper, and Sean Zalmanoff discuss the shifting importance in the mortgage industry and the need for thoughtful staffing decisions. They emphasize the importance of understanding your worth and hiring based on your expertise. The episode also touches on the benefits of hiring contractors and the need for effective planning and process. 

02:03 - Shifting Importance in the Mortgage Industry

03:26 - Assessing Staffing Needs and Challenges

04:52 - The Scarcity Mindset and Hiring Locally

06:45 - Overcoming the Physicality of the Team

09:30 - Efficiency and ROI in Hiring

12:25 - The First Hire in a Growing Mortgage Company

22:26 - The Importance of Planning and Process

25:42 - Understanding Your Worth and Asking the Right Questions


Takeaways:

Embrace the shift towards digital and remote work environments. Recognize that efficiency and productivity can be enhanced through virtual meetings and remote staffing, which also allows for a broader talent pool beyond geographical limitations.

Before hiring, clearly define the roles and responsibilities based on your business needs and personal strengths. This planning phase helps in identifying whether a task requires a full-time employee, a part-time assistant, a contractor, or can be automated through technology.
 
Recognize the value of your time and expertise. Focus on tasks that you excel at, are passionate about, and that directly contribute to revenue generation. Delegate or outsource tasks that can be performed adequately by others at a lower cost.
 
For many businesses, especially in the current market, the first hires or outsourced roles should focus on branding, marketing, and social media to enhance lead generation and establish a strong online presence. This approach prioritizes top-of-funnel activities that are essential for growth.

Quotes:

"The reality is that we're so often just trying to put our finger in the hole in the dam. We don't even understand why there's a dam."
 
 "Be inquisitive and be a learner. And if you're inquisitive with like full humility, like when you get a bill from the IRS for 56 grand, that humbles you even if you're not super humble."

"Whether that's in us, whether that's in yourself, whether that's in both, whether that's in a gym membership, maybe it's investing in Sundays, you know, taking some time with your family, but invest."
 
 "And we have stronger relationships because we have to be intentional versus the people that just think they're doing a good job because they happen to see their people every day."

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/ 

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ 

LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this week's podcast, Shane Kidwell, Kyle Draper, and Sean Zalmanoff highlight the importance of actively engaging with others on social media, suggesting listeners spend a few minutes daily to genuinely connect by commenting on other people's posts. They share how this strategy can lead to stronger relationships and open up new opportunities.

00:59 - The Importance of Engaging on social media

05:54 - Engaging with Others' Content

10:43 - Engaging for Others' Benefit

12:53 - The Power of Listening and Engaging

16:18 - The Challenge: Engaging with Others' Content
 

Takeaways:

Instead of just posting about your own stuff, take the time to reply to what others are sharing. It's like having a real conversation, where you listen and respond, rather than just talking about yourself all the time.

When you comment on someone's post, make it meaningful. It's not just about leaving any comment but saying something that shows you really paid attention to what they shared. This can make people feel valued and strengthen your connections.
 
 The speakers suggest a challenge where you dedicate some time each day to thoughtfully engage with others on social media. This strategy can help you stand out and create a supportive network around you.

Quotes:

"Social media is a two-way street... They're looking for people who use it as a one-way street and cutting down their engagement."
 
 "We didn't want to bring AAA experts to you. We wanted to bring only major league experts."

"This month inside the Next Level community is all about AI... we designed the next 12 months of pieces of training and teachings all around being super intentional with everything we bring to you."
 
 "What if for 30 days, you opened up Facebook, LinkedIn, Instagram, whatever platform you're on and everything you saw on your screen, you couldn't scroll past without leaving an engaging, thoughtful, selfless comment."
 

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/ 

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ 

LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

In this week's podcast, Shane Kidwell, Kyle Draper, Sean Zalmanoff, and Landon Hale are mixing things up in the mortgage and real estate world with their latest venture. They're focusing on the importance of professionalism, continuous learning, and the strength of the community to navigate the twists and turns of the market. With a lineup of engaging podcasts, live events, and insightful sessions, they aim to boost success, improve time management, and foster meaningful connections within the industry.
 
 00:58 - The Year of the Professional

03:24 - Learning from Successful Individuals

04:20 - The Importance of Accountability

05:43 - Consistency over Uniqueness

06:11 - The Next Level Cadence

07:36 - Marketing Church: Tactical Marketing Tips

09:03 - Next Level Live: Monthly Themes and Contributors

09:58 - Real Estate Perspective: Insights for Agents and Lenders

11:20 - Happy Hours: Fostering Community and Celebrating Success

21:32 - Time Management and Focus

24:59 - Building Deep Connections
 

Takeaways:

Recognize that in fluctuating markets, it's the professionals who thrive. Commit to constant learning, embracing change, and self-improvement. Understand that being a professional means being prepared for challenges and leveraging them as opportunities for growth.

Focus on authentic engagement rather than sales pitches. Share your personal interests, experiences, and lifestyle to naturally attract clients and partners who align with your values and way of working.
 
 Prioritize consistency in your efforts over trying to be overtly unique. Reliable, steady progress in your marketing, client interactions, and professional development can lead to more sustainable success than constantly seeking new, untested strategies.
 
 Apply the principle of doing less but at a higher level. Utilize time management strategies like trimming, transferring, and trashing tasks to focus on what truly matters.
 

Quotes:

" The market is always challenging, and it's the professionalism and the constant pursuit of excellence that makes the difference.”
 
 " Community, accountability, support – these are the pillars that we believe are essential in this industry. “

" Our content is designed to provide a daily and weekly cadence that supports our community’s growth. “

 " This is the year of the professional...in upward trending markets, in hot markets, amateurs can win. But the reality is that as soon as things get tough, only the professionals win. “

" What is the one thing such that by doing it, everything else becomes easier or completely unnecessary? “
 
 " I made like $8,000 last year in the mortgage industry...but I felt more blessed. I felt I learned more. “

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/ 

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ 

LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this week's podcast, Shane Kidwell, Kyle Draper, Sean Zalmanoff, and Landon Hale tackle a big question: how can you double your services’ price and still keep your clients happy? You'll hear real-life stories, clever strategies, and personal insights that will make you stop and think, "How can I apply this to my own work?" This episode is packed with ideas on adding value in ways you might not have considered.
 
 00:45 – Doubling the Price of Your Product
 03:14 – Providing Additional Services
 04:35 – Process, Experience, and Value 
 06:32 – Enhanced Access and Support 
 07:29 – Leveraging Your Sphere for Client Benefit
 10:19 – Increasing Brand Presence
 14:39 – Understanding the Client Experience
 16:37 – Being Mindful of Personal Presentation
 16:37 – You are Your Brand
 21:19 – Authenticity and Brand Perception
 24:41 – Momentum and Drawing People In
 
 

Takeaways:

Don't just sell a product; offer an entire experience that greatly benefits your customers. This means looking for ways to add value that justifies the higher price. For example, you could offer exclusive educational resources or financial tools that help clients save money over time.

Regularly take a step back to evaluate how you can better your offerings, processes, and branding. This continuous self-improvement can lead to more referrals and higher client satisfaction.

A strong online presence that reflects your brand's quality and values can attract higher-paying clients. Ensure your branding is consistent across all platforms to create a cohesive and professional image.
 

Quotes:

" The product I'm selling isn't just the mortgage, it is that life cycle client experience.”
 
 " I thought of three words when you said it, I thought process, experience, and value. “

" If you ain't tracking your numbers, you can't call yourself even a loan officer. “

 " You are your brand... How you show up is a direct reflection on what people expect they'll get from your brand. “

" New people come out of the woodworks when I'm broadcasting my journey, not when I get to my final destination. “

 " Momentum is felt most along the journey, not at the finish...as you're perfecting yourself, your brand, your product every day, you become a black hole, and black holes grow. “

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/ 

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ 

LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/ 

In this week's podcast episode, Sean Zalmanoff and Landon Hale simplify the process of building your team. They explain why it's crucial to define roles clearly before hiring, why you should stay open-minded when choosing candidates, and why it's smart to invest in early administrative help. Discover how getting involved and ensuring smooth onboarding can really boost your team's success.
 
 02:10 – Unpacking the Hiring Process
 03:08 – The Role of a Loan Partner
 04:36 – The Importance of Hiring Staff as an Investment
 06:29 – The Impact of Hiring on Business Growth
 08:30 – Determining When to Hire
 09:39 – The Importance of Tracking Number
 14:02 – The Role of a Contracts to Close Coordinator
 22:02 – Knowing Your Numbers and Setting Incentives

Takeaways:

Start by hiring administrative support or coordinators to handle tasks efficiently. Having administrative assistance can significantly boost your productivity and allow you to focus on core responsibilities. Sometimes, the best person for the job might not be right around the corner or have the exact background you thought you needed. Being open to different kinds of experiences and locations can lead you to some great hires.

Even as you delegate tasks, remain involved in crucial stages of the process. Clients and partners often expect direct interaction from you, so ensure your presence is felt when needed.

If you've committed to a referral-based business model, prioritize nurturing relationships and maintaining open communication. Regular engagement with clients and partners demonstrates your dedication to providing top-notch service.

Quotes:

" If you fail to plan, you plan to fail.”
 " When you hire somebody to help you with your business, you got your net that you're pulling through the water and that net. Obviously, it has holes in it. The goal is to tighten those holes so less things slip away. “
" If you ain't tracking your numbers, you can't call yourself even a loan officer. “

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/ 

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ 

LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

Episode Title: Building Your Dream Team
 
In this week’s podcast episode, Shane Kidwell, Sean Zalmanoff, Landon Hale, and Kyle Draper discuss how hiring the right people can really change the game for your business. They talked about finding hidden gems in the job market, asking quirky questions to see if someone fits your team vibe, and always being on the lookout for awesome people to join your crew. It's all about making smart moves to build a team that rocks!
 
 01:04 – Diving into hiring strategies within the mortgage industry
 02:15 – Exploring preferences in hiring experienced vs. inexperienced staff
 05:05 – When and who to hire
 8:00 – Open Culture in the workplace
 16:00 – Importance of cultural fit in hiring
 22:05 - Anticipating future hiring trends

Takeaways:

It's really important that the people you bring on board care about the same things you do. Asking about what they read, what they would do with a chunk of money, or what they like to do for fun helps you see what they're all about.

Sometimes, the best person for the job might not be right around the corner or have the exact background you thought you needed. Being open to different kinds of experiences and locations can lead you to some great hires.

Right now, in the mortgage game, there's a chance to snap up some amazing people who know their stuff but are looking for work because of how the market's going. This is a golden chance to bring in some top talent.

Getting the timing right when you add new people to your team is super important. You gotta make sure you're not jumping the gun or waiting too long. And when you're looking at who to hire, really dig into what they can do and if they'll fit well with your team.

Quotes:

"But it is the one topic that can absolutely make or break everything we do in our companies. And it is hiring.”

 "Trim. Transfer. Trash."

"Impact is far more important than the amount of money you spend on people."
 
 "How far do you think they could drag a dead body?"

 “There's so much value in creating a common language inside of your company."

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/ 

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ 

LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

In this week’s podcast episode, Sean Zalmanoff and Shane Kidwell discuss strategies for loan officers to build lasting relationships with clients, utilizing technology, social media, and community events, with a focus on engagement beyond the loan closing process.

2:58 – Building Relationships After Closing

10:54 – The Power of Follow-Up

15:16 – The Importance of Branding

18:18 – Teasing a New Product

Takeaways:

It's crucial to establish trust with clients throughout the mortgage process and beyond. This involves being transparent, responsive, and reliable from the first interaction to well after the loan closing.

Always be ready to evolve your strategies to meet the changing needs of the market and your clients. 

Host local events to connect meaningfully with both the community and your clients. These events provide opportunities for direct interaction with potential and existing clients, building a sense of community and showcasing your commitment to your local area.

The mortgage industry is dynamic, and staying updated with trends, technology, and client needs is crucial. Continuously adapting your strategies, learning new tools, and applying innovative ideas will keep you ahead in the competitive market.

Quotes:

"That first season is really about building trust, right? Like if you go to a car lot and they don't tell you the price of a car and they ask for your credit card, your date of birth, your social security, you're not going to have trust." 
 
 "If COVID didn't teach you anything, it should have taught you the importance of having a strong network."

"Impact is far more important than the amount of money you spend on people."
 
 "If you have a dialed in post-closing process, experience, path for engagement, cadence, you make way more than 1% on that past client."

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/ 

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ 

LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

This week's podcast features Sean Zalmanoff and Blake Brewer discussing the Legacy Letter Challenge. Blake recounts receiving a letter from his father shortly after his passing, a moment that inspired him to embark on a mission: helping one million fathers compose at least one impactful, well-crafted Legacy Letter for their children.
👉 https://www.legacyletterchallenge.com/nextlevel

1:19 - Blake’s story

9:04 - The mission

13:50 - Building confidence in your children

17:35 - Legacy Letter Challenge

Takeaways:

Writing a letter to your children is one of the best things you can do to make a long-lasting impact.

When people have this type of love in their life they are set up to be more successful and more confident.

Parents can help their kids win the day by helping them win the battle in their minds.

These letters cut through the noise and give them something to return to later in life.

Quotes:

“I believe the most powerful words on this planet are spoken by a Father and spoken by a Mother.”

“It is difficult to stare at blank piece of paper, which is why we created this framework and process to make it easier.”

“We know that the battle starts in the mind.”

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/ 

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ 

Catch Sean Zalmanoff and Shane Kidwell on this week's podcast as they share real stories from their first year running mortgage companies. Learn how they tackled challenges, built trust with clients, and dealt with changing mortgage rates. If you're just starting, this episode is full of tips and tricks you don't want to miss!

01:00 – Reflecting on the First Year

01:54 – Lead Generation

02:24 – Pre-Approval

03:17 – Under Contract

05:13 – Prospecting during the Under-Contract Phase

08:02 – Communication and Clarity

09:12 – Non-Negotiables and Setting Expectations

11:02 – Wednesday Update Calls

12:15 – Creating Trust and Proprietary Value Ads

17:03 – Asking for Feedback and Building Reputation

19:08 – Handwritten Notes and Branding

22:15 – Taking Action and Leveling Up

Takeaways:

Leveraging previous experiences and the work put in earlier can significantly help in building momentum in a new venture.
 
 Addressing potential issues early and being proactive in communication helps in smooth transactions and reduces last-minute stress.

Viewing different stages of the mortgage process as opportunities for prospecting, especially with real estate agents, can lead to future business growth.

Regularly seeking feedback from clients and partners is essential for continuous improvement and adapting to changing market conditions.

Quotes:

“We fight, we claw, we scratch to get a deal under contract”

“The things that I have been doing, have been building momentum, like that snowball going down a hill.”

“You need to have automated communication that is going out as frequently as the football is moving down the field.”

“I'm looking up that listing agent. And if I haven't worked with the buyer's agent before, I want to know their stats as well too.”

“My world's not fair and I don't treat everybody the same.” 

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/ 

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ 

LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

Join Sean Zalmanoff and Shane Kidwell in this week's podcast. They share simple yet powerful tips for turning leads into loyal clients. Learn how to keep in touch with market updates, make your services stand out, and build trust every step of the way. Perfect for anyone looking to grow in the mortgage industry!

00:40 – Seasons of a Mortgage Client

01:39 – Season Two: Pre-Qual/Pre-Approval

03:34 – Building Trust and Confidence

05:00 – Educating Clients with Market Updates

07:41 – Sending Market Updates Via Email

09:36 – Using Video Platforms for Market Updates

11:24 – The Power of Email

12:30 – Providing Value and Information

15:18 – Educating Clients on Mortgage Options

17:03 – Nurturing Clients with Market Updates

18:32 – Proprietary Items of Value

20:55 – Knowing Your Value Proposition

Takeaways:

Having a concrete plan and clear tactics is more effective than just having good ideas when it comes to converting leads and guiding clients through the mortgage process. 
 
 Regularly updating clients and partners, such as with weekly market updates, is crucial for maintaining engagement and trust. 
 
 Taking time to explain details like the impact of loan amounts on monthly payments can greatly enhance a client's understanding and confidence in their decisions.

Providing unique tools and clear explanations helps clients feel more informed and confident, differentiating your service from others. 
 
 The mortgage industry is dynamic, so staying informed about market changes and adjusting communication and strategies accordingly is key to success.

Building lasting relationships in the mortgage industry relies on demonstrating knowledge, reliability, and a genuine commitment to the client's journey.

Quotes:

“The tactics are the how, the when, the why, and the what.”

“Purchasing a home is an emotional ride. They go from highs to lows to highs, and then they're a homeowner.”

“We have a small window before our opportunity to get the treat goes away.”

“They may not understand everything, but they're very confident that I know what I'm talking about."

“If I can get your attention for seven and a half seconds every week, I'm winning.” 

“You need to know what makes you better than everyone else.”

“Even if you don't like your rate, it's yours and that's what you have to sell.”

“I don't wanna put my name on something that could easily be erased.”

Show Links:

Community Platform: www.BecomeNL.com 

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/ 

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/ 

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ 

LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/