The Big Skip Energy Podcast Skip Willcox

Today Skip welcomes Liz Short, a strategy and technology consultant with over 22 years of experience in the mortgage industry. They discuss the importance of leveraging technology and modern sales approaches to optimize business processes. She explains how loan officers can use tech to enhance their efficiency, manage customer relationships, and navigate the ever-changing mortgage industry.

Today Skip and Kayla welcome Laura Witte, a seasoned loan officer and co-owner of Highland Mortgage, to discuss her impressive 25-year career in the mortgage business. As someone that has closed over a billion and a half dollars in loans and is one of the top five producers in Georgia, she knows a thing or two about delivering for homebuyers. 
Laura describes 2023 as the hardest year of her career, even harder than the market crash, but emphasizes the importance of mindset, decision-making, and hustle in overcoming adversity. Skip, Kayla and Laura discuss adapting to the tough market by focusing on educating clients and agents through classes and advice on navigating through high rates and market instability. They also talk about finding success by being problem solvers and going above and beyond to find solutions for clients.

Find more about Laura here
Find more about Highland Mortgage

Kevin Ducey, VP of Business Development for Kama Insurance, joins Skip and Kayla on today's episode. He discusses his time in the mortgage and insurance industries, the importance of building relationships, and creating generational wealth through homeownership. Kevin shares his view on the value of empathy in sales, owning an insurance business, and the impact of helping families achieve the American dream. Most importantly, they discuss remembering your why to avoid burnout. 

Today's show comes full circle. Skip welcomes back his very first guest Steve Barsby, Assistant Athletics Director and Head Tennis Coach at Georgia College and State University, to talk about recruitment across various industries. Steve shares his insights from his 24 years of recruiting athletes, emphasizing the shift towards a more recruit-centered approach and the critical aspect of establishing trust and setting proper expectations during the recruitment process. He and Skip discuss best practices for recruiting, such as being honest, setting clear expectations, focusing on the process rather than solely on outcomes, and broader issues related to company culture and relationship-building in recruitment. 

Today's episode is a treat - The one and only Jeff Bajorek, speaker, leader, trainer, coach, and podcast host, returns to the show. He shares insights into his recent projects, including the challenges and rewards of integrating into multiple corporate cultures simultaneously. He tells some personal stories, his dislike for macaroni and cheese due to childhood trauma, to highlight the importance of adaptability and human connection in sales and leadership. He emphasizes the critical role of being part of a company's culture while managing the distractions it can bring, and stresses the significance of understanding the human element in sales organizations, beyond just selling skills and processes. Jeff and Skip discuss the concept of fractional management and leadership, focusing on the value of adaptability in changing market conditions, especially in the mortgage banking and real estate sectors. 

On today's show,Skip brings back a favorite guest from the past, Erica, who previously appeared on the 'Top Producing Women in Mortgage' episode. Erica shares her experiences of transitioning from a direct lender to a broker, highlighting the benefits she discovered in terms of pricing control and personalized service. She emphasizes the importance of having a solid CRM system and staying consistent in business practices. Erica gives some keys to building strong professional relationships, and how adapting to changes like new social media trends and other technological advancements is integral for longevity and success in the industry.