Next Level Loan Officers Next Level Loan Officers

On this episode, KT and Shane talk about how loan officers can win simply be executing at a higher level than the competition. The guys also discuss why goals don't matter if you can't measure them, why talk is cheap, and how proper planning will prevent piss poor performance. 
1:37 Executing at a high level
6:10 Goals need to measured
9:40 Talk is cheap
11:40 Prioritizing and planning
15:44 Take and embrace feedback


Takeaways:
If you execute at a high level for a long period of time, you will have success. 
If you set goals, they have to measurable. 
Effort is important but not as much as executing. 
Execution is effort, plus action, plus tactics, plus strategies, plus accountability, plus discipline. 
Talking about it doesn’t matter if you don’t execute. 
Ask yourself, what does proper planning look like to you.
Start out by making a list your Top 3 objectives that you need to execute on this year. 


Quotes:
“But for me the definition of executing, is did I do it 100%.”
“We are in a market where if you are executing at 70% you will lose against those who execute at a high level.”
“A goal is just a dream, unless you set intention and action.”
“Effort in today’s market is not enough for you to win.”


Show Links:


Community Platform: www.BecomeNL.com 
Strategy Call: www.NLStrategyCall.com  
Podcast Partner: https://mortgage.leadpops.com/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/

On this episode Carlos Tejero joins Kellen Vaughn to talk about how he has found success in a down market by doubling down on social media marketing. Carlos talks how his social media strategy and blocking out the noise allowed him to do build a team to do more business. 

2:00 Intro to Carlos
4:40 Power of social media
7:00 Referral partner offline
10:15 Best type of content
12:45 The importance of the team
15:15 Key positions for support
17:20 Block out the noise


Takeaways:
Social Media continues to be a great business generator so ignore it at your own peril. 
Consistent video on social media is a long-game play and will lead to success. 
You can use social media to drive both consumer leads and referral partner relationships. 
You have to be invested in your long-term success as opposed to short-term results. 
Jumping on video trends are great for awareness and eventual conversions. 
Having a strong team that you pour yourself into can make all the difference. 


Quotes:
“I didn’t have a lot of business, so I locked myself in the room and did video after video.”
“Social media is what got me here and I haven’t stopped.”
“What good is it to do a video, and then stop."
“Don’t give up.”
“As you long as you put in the work, you’re going to receive.”
“You have to block out the noise.”


Show Links:
Community Platform: www.BecomeNL.com 
Strategy Call: www.NLStrategyCall.com  
Podcast Partner: https://mortgage.leadpops.com/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/

On this episode Joe Wilson, founder of Social Coach, joins Kellen to talk about how consistency beats perfection when it comes to social media. The guys talk about getting over the hump of starting, how messaging consistency wins business, and how taking actions can make you tens of thousands of dollars.
1:30 Different times
4:08 Excuses and perfection
8:50 Getting started
10:40 Consistent message
13:30 Social Coach
20:00 Being aware of blindspots 


Takeaways:
You can always find reasons to not do something. 
If you wait for things to be perfect you will hurt your income. 
Consumers identify with imperfection.
Consistency is important which is why large companies are showing ads all the time. 
Consumers need to see your message at least 12-15 times. 
Being aware of your blindspots is important, but not as important as taking action. 


Quotes:
“Everyone has something that they don’t like about themselves.”
“You are worthy and good enough as you are exactly today.”
“My consistency will be your perfection.”
“Consistency is the number one indicated to success on social media.”
“Showing up consistently even with an imperfect message, will be way better than not.”
“The average American spends over 2 hours a day on social media.”


Show Links:


Community Platform: www.BecomeNL.com 
Strategy Call: www.NLStrategyCall.com  
Podcast Partner: https://mortgage.leadpops.com/nextlevel/ 
Social Coach: https://www.socialcoach.io 
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/

On this episode Nikkie Bickham joins Sean Z to share her Power 90 Success story and how it helped her branch become number 4 in the company. Nikkie talks about how she has built momentum through tracking, focused on relationship building by taking the online offline, and how ATMs have allowed her to grow while others contracted. 
1:30 Intro to Nikkie
4:00 Power 90 Success
8:15 Relationships matter
11:00 Actions That Matters
14:45 Build momentum through tracking


Takeaways:
Power 90 can absolutely make a difference for those who execute. 
Building friendships and relationships without putting your business front and center is key. 
Invest in relationships while everyone else is contracting and stopping their marketing. 
Create good habits for growth. You do your habits until they become part of who you are.
A lot of LOs miss out on the sell side of the transaction.
Tracking builds momentum in your business and your mindset. 


Quotes:
“Most of my growth came out of what I learned in Power 90.”
“The LOs with the most friends will make the most money.”
“They key is taking the online offline.”
“You want to make sure that anyone who knows you will relate your name with mortgage.”
“When you track you get momentum when you see production.”
“If you are not calling listing agents, you are missing out on a goldmine of opportunity.”
“I have taken 31 loan application so far in January.”


Show Links:
Community Platform: www.BecomeNL.com 
Strategy Call: www.NLStrategyCall.com  
Podcast Partner: https://mortgage.leadpops.com/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/

On this episode Coach Bill Hart joins Sean Z to discuss how LOs need to Assume the Relationship as they build their database. Coach Bill also discusses the massive opportunities mortgage professionals have in front of them simply by seeing 4 out of 10 LOs leave the business. 
1:25 Intro to Coach Bill Hart
4:50 Assume the relationship
9:30 The weak are leaving
12:55 Database is your bank


Takeaways:
In the last 30yrs, one thing that hasn’t changed in this business is the importance of relationships.
The weak competition is leaving the business which will be a boom for the strong LO. 
If you are going to be in production then your database can’t be a secondary thought. 
Life events create leads and activity. 
Don’t talk about mortgage, talk about real estate.
When you have a large database you won’t feel market shifts as much. 
If you don’t focus on your database, than that should be a new discipline for LOs.


Quotes:
“Assume the relationship.”
“When the rates are low and the phones ringing you tend to neglect the database.”
“4 out of 10 loan officers are leaving the business.”
“You have to build you database and you have to build it every day.”
“If you are hard to find, then that is a problem.”


Show Links:
Community Platform: www.BecomeNL.com 
Strategy Call: www.NLStrategyCall.com  
Podcast Partner: https://mortgage.leadpops.com/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/

On this episode Kellen and KT talk about how basic disciplines can help loan officers overcome their fears of failing. The guys also talk about being referable, likable, and how this will be the year of the conversion skillset. 
1:50 Being fearful
6:40 Selling vs marketing
10:35 Being referable 
12:45 Having a conversion skillset
15:35 Going back to basic disciplines


Takeaways:
There are better days ahead so don’t dwell on the negativity of the current market.
At the end of the day a lot of originators are afraid of letting their families down, of letting themselves down. 
Every loan officer is on a different path in their career. 
There is a difference between following up with leads and converting them to customers. 
If you want to achieve a certain level of success you need to have disciplines that you are proficient at. 
Agents are trusting you to help them get their commission, so you have to be referable. 
There is no room to be sloppy and lazy if you want to be successful. 


Quotes:
“A lot of loan officers are scare right now. They have fears about the market.”
“We knew 2022 was going to be rough, but I don’t think a majority of the industry knew how bad it was going to be.”
“A lot of times loan officers avoid their weaknesses.”
“Being an LO is a skillset, not a job.”
“This is the year of conversion.”
“In 2021 you could have been sloppy and still catch a boat full of fish.”


Show Links:
Community Platform: www.BecomeNL.com 
Strategy Call: www.NLStrategyCall.com  
Podcast Partner: https://mortgage.leadpops.com/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/