7 episodes

Lead to Close: The Mortgage Professionals Podcast featuring authentic and real conversations amongst Canadian mortgage pros. Hosted by industry leaders James Loewen and Greg Williamson, with unfiltered opinions and no topic off limits, these are the conversations you wished the industry was having.

Lead to Close: The Mortgage Professionals Podcast Lendesk

    • Business
    • 4.0 • 2 Ratings

Lead to Close: The Mortgage Professionals Podcast featuring authentic and real conversations amongst Canadian mortgage pros. Hosted by industry leaders James Loewen and Greg Williamson, with unfiltered opinions and no topic off limits, these are the conversations you wished the industry was having.

    Sales Strategies for Inflationary Times

    Sales Strategies for Inflationary Times

    During this episode of Lead to Close, James and Greg discuss the best ways to navigate the sales process, especially during times of inflation. These tactics can also encourage your clients to choose you over the competition.
    There are strategies you can implement to have more effective sales conversations, and it starts with exploring options rather than jumping to a decision on fixed versus variable rates. This means the discovery call is key in setting the tone for your work with the client. This part of the strategy and the following steps are covered throughout the episode.
    On this episode of Lead to Close:
    The better option between fixed versus variable rates. What to remember when choosing a fixed rate. Tips for framing your sales conversation to beat out the competition. How to lead the conversation into rates with a client. What you should aim to uncover during a discovery call. The importance of having a conversation around economics and metrics. How to frame a strategy to the client to benefit them long-term. What the inflation hedge strategy is and how it works. The importance of exploring a client’s individual situation. A tool that you can use to win the sale for you. The conversation you need to have with your client upfront. Why now is the time for clients to be proactive. Why showing people is more powerful than telling people what they need to know. The new useful tool they’ve implemented with Finmo. James and Greg’s favorite things right now.  
    Finmo: https://www.lendesk.com/finmo

    • 40 min
    The Art of Client Retention Strategies with Matt Parker

    The Art of Client Retention Strategies with Matt Parker

    James and Greg are sitting down with Matt Parker, team leader and mortgage broker at The Mortgage Group (TMG). Matt is well-versed in client retention and nurturing existing clients to promote further business growth.
    Matt dives into what client retention is and how it’s different from general marketing. Client retention is important for growth, and he shares what brokers can focus on to bring greater value to their clients and build their business more predictably.
    On this episode of Lead to Close:
    How Matt got into the mortgage industry. Why Matt says this career was the best choice for him. The difference between client retention and marketing. The benefit of nurturing existing clients. What the biggest challenge is to keeping clients. Why it’s important to reach out to clients at the right time. Why mortgage brokers shouldn’t solely rely on new business. How brokers can bring a human moment back into their client interactions. Matt’s top lessons in client retention. How often brokers should reach out to existing clients. What to do in advance to set yourself up for success when you do reach out. What Matt loves about Finmo. The best way to bring value to your existing clients. Why Matt says he prefers to focus on equity and financial planning. What Matt learned in starting his business Broker Scout. What kind of clients have become the biggest advocate for Matt.  
    TMG - Matt Parker Team: https://mattparker.ca/
    Community Trust: https://go.communitytrust.ca/better
    Finmo: https://www.lendesk.com/finmo

    • 47 min
    Deep Tech Dive with Jackson Middleton

    Deep Tech Dive with Jackson Middleton

    James and Greg sit down for a deep tech dive with Jackson Middleton in this episode. Jackson runs Deploy, a company that’s doing fantastic work in the mortgage space. He’s on the podcast to discuss tech needs in the mortgage industry and how tech, including, can be used to support brokers.
    Jackson examines building the best software stacks for new agents, growing agents, and mega agents. He also discusses what the future of tech looks like in this space and the role it plays throughout your client’s journey.
     
    On this episode of Lead to Close:
    An introduction to Jackson and Deploy. The part of the mortgage industry Jackson realized he enjoyed the most. What Jackson did first after leaving brokering. The one job of your website and why it’s important it gets that job done. How a clear call to action serves your business. How Deploy serves the mortgage industry differently. Why you need to use technology to manage your client’s journey. What citation management is and how Deploy helps with it. Why now is the time to adopt new technology as it becomes available. Why the best systems are the ones you actually use and work for you. How you can go about compiling the best tech stack. Why having an appropriate email address matters. Where emerging tech is leading the mortgage industry. How you can make it easier for a client to work with you. Why mortgage brokers should hire professionals to help with tech. The insights and metrics that a great website can offer (and how to use them). Jackson, James, and Greg share their favorite things at present  
    Deploy Online: https://www.deploy.online/
    Community Trust: https://go.communitytrust.ca/better
    Finmo: https://www.lendesk.com/finmo

    • 1 hr 10 min
    Choosing your Brokerage or Network

    Choosing your Brokerage or Network

    Greg and James are sitting down with Frances Hinojosa, President, Co-Founder, and Mortgage Broker at Tribe Financial. She is also a Lendesk ambassador. They’re getting into what you need to consider when choosing a brokerage as well as a network.
    You’ll hear about some of the topics people in this industry tend to shy away from: the antics, the trends, and the lesser-known things about what brokerages are doing these days. It’s time to go beyond complacency and level up by identifying what you should be looking for.
    On this episode of Lead to Close:
    The undercurrent in the industry and how it influences behavior. How long Frances has been in this industry. Why people become apathetic in the workplace. The psychological reasons why people avoid pain. What Frances has been noticing about model change. Common expectations when starting at a firm. Where disruption tends to happen in this industry. Why human connection and fulfillment is important in the workplace. Why you should ask about the vision before joining a brokerage. The number-one most important thing for new agents to consider. The kind of support that will make you a better broker. Why new brokers are tempted to sign contracts that aren’t good. Why Frances is passionate about duty of care. A red flag clause statement and what to do when it comes up. Why the practice of signing better contracts is a slow movement. Whether or not you need to be a part of a large network to have access to lender compensation. How accountability is increasing in the industry.  
    Silverman Mortgage Group: https://www.silvermanmortgage.com/
    Peoples Bank: https://www.peoplesbank.ca/en/
    Finmo: https://www.lendesk.com/finmo

    • 1 hr 24 min
    Growthing Pains

    Growthing Pains

    Continuing the last episode’s discussion about team building, today Greg and James will talk about hiring people and making sure they don’t quit. It’s something that every realtor trying to grow their own business has to deal with.
    Additionally, the guys will reveal hires that they view as unnecessary and the reasons why they feel this way. They’ll also give tips on meeting with other realtors and your own team members.
    On this episode of Lead to Close:
    An activity to help you figure out who your first hire should be. Skills that Greg has found offset each other. Lies that we may tell ourselves and why we must overcome them. Accepting that hires will make mistakes and that it’s part of the process. How James managed to streamline the training of new hires. Having a plan for future hires. Example of some hires that may not be necessary. Why realtors are irreplaceable when growing your business. “People want to do business with people they like.” Thinking about what you bring to the table when setting up a meeting. Reasons why it’s best to outsource your marketing. Weekly team building activities that James holds and why they’re important. Why Greg likes to offer large bonuses. What level 10 meetings are and why they’re so useful for everyone involved. The biggest frustration that James hears about bosses in this space. Consequences of bullying and harassment in real estate. Ideas that Greg is working on to help realtors by providing them more data.  
    Radius Financial: http://radiusfinancial.ca/

    • 1 hr 12 min
    Tackling Team Structures while Scaling a Team, featuring Zach Silverman

    Tackling Team Structures while Scaling a Team, featuring Zach Silverman

    In this episode, Greg and James sit down with Zach Silverman from Silverman Mortgage Group in Langley, BC. They all know one another from a mastermind group and have been acquainted for years, so Greg and James know Zach’s business well.
    Today’s discussion revolves around peeling back the layers of the Silverman Mortgage Group business. We’ll hear about unpacking the flow of leads, scaling a business, creating a team, increasing conversions, and more.
    On this episode of Lead to Close:
    How a lead starts at Silverman Mortgage Group. The different reasons why you might want to build a team. Why overworking is not a badge of honour. How technology has changed the lead process. How Silverman Mortgage Group is able to find out if the lead is a fit right away. The lies professionals in this industry tell themselves. Who the first hire should typically be. How you can greatly simplify a discovery call. The journey of the lead through Zach’s business. How to show your client that cheaper isn’t always better. What to do if you want a higher conversion rate. Why guiding your client through the process is important. When brokers need to take personal responsibility as opposed to blaming the client. How to utilize Loom videos during closing. How calendar systems and booking can improve your business and work/life balance. The best apps and tools to support your business. Why Finmo has stayed far away from CRMs. Using a phone call or video for more impact than a templated email. The biggest benefits of Finmo. Silverman Mortgage Group: https://www.silvermanmortgage.com/
    Peoples Bank: https://www.peoplesbank.ca/en/
    Finmo: https://www.lendesk.com/finmo

    • 1 hr 28 min

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