WEBVTT
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Hi, I'm Mandy Feely Swain, and this is another episode of Origination Boost Podcast.
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And I'm very excited because today I get to interview some of the top originators at Premier Mortgage Resources, my home away from home.
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And uh they've become friends of mine over the years.
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Uh, Mr.
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Parker hails from Missouri.
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JC Poole hails from Idaho, specifically Twin Falls.
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Mr.
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Parker, go back.
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He's in Lee Summit, Missouri.
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If you don't know where that's at, it's just outside of Kansas City.
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Um, he's a big Chiefs fan.
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So congrats to the Chiefs yesterday.
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And uh and then Mr.
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Nino is out of California, Hollister, California, and he is big into uh rodeo and all things um expensive horses.
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So uh at any rate, I uh love these people.
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They they come to work for We, not me.
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They all manage um teams in their in their buildings, they've all had a long, long career in the mortgage space.
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And so let's get to it.
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People want to know how you're winning business right now in your market, um, and how you're not getting distracted by the news of interest rates.
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So who wants to go first?
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No one?
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You have to be on the mute.
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That yeah, that's a thing.
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Okay, Rob, you're gonna go.
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I'll I'll let you go, buddy.
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Yeah.
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Um I think uh it was interesting.
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Corey said it, I believe, perfectly at the meeting today.
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People have bought houses since you've been allowed to buy houses.
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So the news, whether rates are up or down, to me is irrelevant.
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I mean, you just go in there and they are what they are that day.
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Um my number one source of business right now is Builder.
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That's been my number one source for years.
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And for me, focusing on how to help them sell more homes quicker, faster is our number one goal.
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So my main thing each morning is how can I move more houses so we have less stand in inventory?
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So that's that's my main focus of what what I'm working on when I wake up each day.
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Well, and I think the key thing, if you're listening today, that he said is he's helped he's asking, how do I help you sell more homes?
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You know, how do I be a partner to you in helping you reach your goals and helping you move product?
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Um, whether that's creative loan programs, what have you, but that's key if you want to be a top originator is helping your uh partners do what they need to do, which is sell more houses, right?
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So I love that.
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How about JC?
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I'll let you go next.
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Yes.
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So I feel like we've really had to dig deep um in what we can do to help be the best partner to our agents and our builder partners as well, and getting creative on not even necessarily how do we go get more leads, but how do we take all of the leads that have come in over all of the years being partnered together and follow up with them and maybe help get creative to get these people into homes.
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Um I had a first-time home buyer that I went to lock in the other day.
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And when I called him to go over the rate, I was literally like, oh, here we go.
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And he was like, Oh, well, it is what it is.
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I've got to get in a home and I need a safe place for my family.
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And I was like, Yeah, it is what it is.
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You do need a home and you need a safe place for your family.
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So I think really getting outside of our own head of like, oh, rates are terrible, right?
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And realizing that at the end of the day, this is where these people are going to bring their families home.
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This is our safe space, um, and focusing on what we can do to be a part of that.
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Yeah, I think you you bring up such valid points.
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One is lead management.
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If you're you've built a team, you have all these leads coming in, how do you manage that, right?
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I used to call, I used to say it's like catching raindrops when you have all these leads coming in.
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And so our team has found a process that works for us that for the for lead follow-up, you know, the CRM was pretty critical to that for us.
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And so if you're out there and you are blessed with lots of opportunities, but you're thinking, oh, I'm letting stuff fall through the cracks because I have no system or process, get a system or process.
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It doesn't have I I'm not pitching one system over another.
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I'm just saying get a system.
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I don't care if you have to go old school to Excel and put multiple columns on it.
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I'm just saying you got to have a system.
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And then the second part is, is sometimes our mindset of, ooh, I don't want to make that phone call about the interest rate is mostly us, right?
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Um the clip if you've set the right expectation with the client that they're floating, I think sometimes loan officers don't aren't transparent about what that means to float your interest rate.
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You know, you're like, well, the LE said you were floating.
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Well, that doesn't really help the person that has no idea about how to read a loan estimate.
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Um, so you bring up a very valid point.
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One, that it's sometimes just the mindset of here's your interest rate and this is where we're at.
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And remember why you wanted to buy a home in the first place.
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And and two, um, getting our own brain out of it because we know where we know where we've been as as loan officers, but the client doesn't.
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They are here, they're just doing their life, right?
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So, you know, maybe the payment goes up$33 because the rate changed an eighth.
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We're all freaked out by it.
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And they're like$33.
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Okay, I just have more tax deduction or whatever in their heads.
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So yeah, sometimes we we cannot be fortune tellers when it comes to how clients will react to mortgage rates, but we can be better exception setters.
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So, okay, Mr.
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Parker, where's your business coming from?
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And and what advice do you got for loan officers out there just grinding it out?
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Well, I mean, I have for a long time have always leaned on my database.
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I mean, I've been fortunate to be in the business for 25 years and have tried to stay in touch with both those people, but you lean on them.
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And I don't mean just an email, you know, that corporate sends out or maybe a text once in a while.
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You gotta pick up the phone and call these folks because I treat them as their friends and their trusted advisor.
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And whenever you call, I don't call and ask typically ask for business.
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I just check in just so they hear my name.
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He's still out there and he hasn't forgotten about me.
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And then if you stay in that business long enough and stick to your database, you know, they're they're either moving up, they're moving down, they're buying a second home, they're asking rental property questions, investment property questions, their kids are buying, they're refinancing.
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And you don't, you know, there's so many ways to get business out there in today's world.
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But I mean, it it's tough to get to me through an email, to me actually buy something from you or from a text.
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I usually avoid most of that stuff.
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I might glance at it if it's someone that I know to pay attention, but ultimately it's the relationships.
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And with all the noise, and you talked about white noise, throwing your phone out the window and trying to listen to all the naysayers out there.
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Oh my God, rates have hit 7%.
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The bond markets, the highest it's been um since 2007.
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Who cares?
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People still have to live somewhere.
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I mean, gas is high too, but if you need gas, you pull in and buy gas, right?
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Yeah, you worry about the rest of it later.
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I mean, there's other ways to save money over a few bucks over the interest rate.
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You know, the refinance potentially is an option for you it can come down, but ultimately, where are you taking your family?
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How comfortable are you with a payment at all?
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What are you paying in rent?
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And just advise folks on real life stuff.
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I heard you mention about the interest rate and about the locks.
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Whenever I have that conversation, I try to tell them how long I've been in the business.
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And guys, I can help advise you.
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I watch this stuff all day, every day.
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And you can try to decipher it on your own, or you can tell me, hey, Sean, treat it like it was yours, like you're locking your own loan.
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What would you do?
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And don't overcomplicate it for people.
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I mean, a lot of times it gets so complicated, whatever it doesn't have to be.
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The main thing people want to know, and this will never change, is how much money do I need with this program?
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And what's my payment gonna be?
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Yeah, they don't really get into the all the other stuff because they look at it um like they're looking staring into headlights, and I get that.
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That's that's why they have called me back.
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And that's my job to keep them calm, to keep the family calm, and just get them where they want to go, keep their agent calm.
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I mean, just all those things.
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But if you work your database, you're not recreating the wheel, you're not always doing you know, deals for people that are brand new that don't really know you and don't know your trust factor and don't know who where your heart is at.
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And just talk to them like a normal person and just walk them through the process.
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I think we overcomplicate this a lot, or we get too excited about too many things whenever we're yeah, it's not that exciting.
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It doesn't need to be over, you know, it doesn't need to be overly complicated.
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Just talk to them about their goals and what's the cheapest way to they want to go within budget.
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Well, and two things.
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It's very interesting.
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So we got Rob doing builder business, we got JC really heavily agent business with some builder business in there, um, lead management.
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You got that going on.
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And then Mr.
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Parker comes in and he's like, I go old school, man.
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I want to get belly to belly with people, and I really want to get to my database.
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I really want to have um, you know, now you've been in the business as long as I have, I know.
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And uh um you have people that you're doing loans for their kids, grandkids, their second homes, there some of them are changing to HECAM loans.
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You've got kind of a you know gamut of things, but I I think that you bring up an interesting point.
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And that is if you want me to be the expert and guide you through the process of rates, I'm here to do that for you.
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If you want to go search the internet, you're gonna find all kinds of things.
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I mean, if you have if you have an ingrown toenail and you put it in, you're probably dying, right?
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So if you put in something about interest rates, um, you're probably gonna get all kinds of different things uh with AI, with uh the internet, you're gonna get a lot of different sources.
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So if you want my 30 years of knowledge and what I would do if you were my child or my mother, then I'm gonna I'm gonna guide you that way.
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And I think that that's a great message.
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I think that people feel comforted by that.
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I would if some, if I went somewhere and they're like, well, if it if you are my mom or you are my daughter, this is what I would do for you.
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I think that that that really helps and um just gives reassurance to people and then kind of slows the shopping of uh you know, them going out there and shopping for a new mortgage, you know, shopping you, shopping the mortgage, whatever it is.
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And if that payment's a little bit high, we could shop for some other things as well.
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I mean, in in Kansas City, over the last couple of years, the property taxes have gone outrageous.
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Well, you can dispute that.
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If you don't dispute that, they're not going down, they're not going to volunteer to reduce them.
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The government's gonna be able to do that.
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And you know, I own a bunch of rental property and every everyone that we disputed, we got reduced.
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And then you look at your other you know, big component is your homeowner's insurance.
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Okay, well, how many did you shop that?
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What did you set your deductible in at?
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Did you add your cars?
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Did you bundle?
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How many people did you call?
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And I see whatever, 10, 15, 20 policies a month.
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Well, you call this person, you don't have to do it with them, but I mean, call this person here because from what I see, I see all policies, this is the company that's been cheaper lately.
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And you know, just give some different advice on things to look for to manage a payment.
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I used to tell kids it was funny, whenever you got kids, if you want to save$100 a month, don't take them into the gas station with you.
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Now you're buying can't cotton candy and you're buying sodas and you're spending an extra$15.
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I mean, take them once in a while, I get it.
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But I mean, there's a lot of ways to save a couple of bucks if you don't just focus on one thing because all your money gets spent anyway.
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Where's it truly all going?
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Right, right, right.
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Well, JC Rob, do you guys have anything to piggyback off that?
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I think that that's you know, you guys have both decided clients.
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So I think that that's a great conversation for originators to hear.
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Yeah, Manny, it's interesting.
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You were talking about um it prevents them from shopping.
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If I went and bought a new vehicle yesterday, I went to the same guy I've gone to and because I trusted him.
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I know he's gonna get me exactly what I want.
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He's gonna hold my hand with it because there's some of the stuff that I don't know about.
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I didn't go put it out there to Carfax and see what was the cheapest thing out there.
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I wanted somebody who I can trust who's gonna guide me through the process and help me through this situation.
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And I should know more better than anybody about buying something, but I still wanted that person because they were guiding me through.
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Once you get that, once you have that relationship with somebody, like you said, you guys both mentioned their kids, their or their parents helping them with the heckum or the beginning.
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If you become their trusted advisor and you believe and you treat them like you would treat your child or your best friend, it changes the whole complexion of the relationship and of the transaction.
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And it everybody's much more calm if you're late on something or something, there was something with an inspection.
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It's not a humongous situation.
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You made it a stress-free situation, which it should be.
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It's a beautiful thing that someone gets to buy a home.
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Absolutely.
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Yeah, I think we're gonna be able to do that.
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And I'm glad Rob brought up that brought up the inspection because I offer, hey, if you get your inspection, check out all these nitpicky things, but you're really looking for the major items probably, send that to me.
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I've looked at hundreds of them.
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I'll give you another opinion that's not your real estate agent.
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It's not you.
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I'll I'll help walk you through it and tell you what I would do from the things that I've seen, just to either say, hey, that's not that big a deal.
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Or yeah, hey, you might want to get that checked out.
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That's a$20,000 repair.
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That furnace is 26 years old.
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You may want to negotiate that that get fixed, repaired, replaced, or whatever.
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And even if the sales price has to go up a little bit, that's not a major hit to your savings account a year from now or two years from now, because it's coming.
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No, it's coming, it'll last forever.
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And just again, it's more more in helping to sell the deal, to keep the deal together, versus you know, they may be using a real estate agent that they don't know very well.
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I mean, take it for what it's worth.
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But I mean, if you can get another, the more opinions you can get on the actual house and the actual how the process works, people they they their their guard just comes down.
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And then it just makes business doing if you're doing business again and again and again, it it gets easier for them.
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Uh but it's easier for you as well.
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Yeah, sure.
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JC, what do you got?
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It's really building that relationship, right?
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We do this every single day and um having having a conversation and and showing them the steps.
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And so that's something that I feel like we've really done is um, especially with first-time homebuyers, is breaking it down on expectations, what's coming next.
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Um, we're following up multiple times a week and just having the conversation of, okay, this just happened, this is what's happening next, so that they know what's happening.
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So it keeps them out of that fight or flight mode.
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Um the minute any little change comes or a condition comes up that's needed, right, by underwriting, they they immediately start to panic.
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What's happening?
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What's going wrong?
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What do I need now?
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I'm losing the house, I'm not moving.
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And so if you just have those conversations throughout the entire process of like, okay, now we're gonna shop for homeowners insurance.
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Let us actually get you quotes.
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We send quotes to nine different people.
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Let us help you with that piece of it.
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That's something that comes off your plate.
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Now that we've got homeowners insurance, you're working through your home inspection, we're gonna look at the appraisal.
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So, really just having multiple conversations throughout the entire process.
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So when we are asking for that next thing, they're not thinking it's it's breaking the entire deal.
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They have the expectation of what's coming next, and this is normal throughout the process.
00:15:19.360 --> 00:15:26.799
And so really holding their hand with that, I feel like has helped tremendously in preventing people from even wanting to shop around.
00:15:26.960 --> 00:15:34.960
Um, and it makes it so my phone doesn't ring at nine o'clock at night because I'm calling and having that conversation at four rather than nine.
00:15:35.120 --> 00:15:39.360
So well, yeah, if you can get ahead of it, it's a win every day.
00:15:39.519 --> 00:15:41.039
So let's uh go back.
00:15:41.200 --> 00:15:49.759
I I would, I, I kind of get I kind of get um anxiety when I even ask this question because I would not, I do not want to do it ever again to start over.
00:15:49.919 --> 00:15:59.759
But if you had to start over and reboot your business, or you know, you're out a couple of years and coming back, or you're brand new to this business, we see a lot of new originators coming in.
00:15:59.840 --> 00:16:06.559
We've seen, gosh, I think 46,000 or something exit has been crazy, but a lot of new blood coming into the business.
00:16:06.720 --> 00:16:10.720
I mean, what advice do you have for new originators out there that are like, okay, I'm doing this?
00:16:10.879 --> 00:16:19.360
What's I mean, what's your advice to kind of get your foot in the door either with agent partners, builders, building a database, all the things we've been talking about already?
00:16:20.240 --> 00:16:22.960
Uh Manny Kell go first because this might be a little different.
00:16:23.120 --> 00:16:28.639
But what I would do is find out who is the best in my area and copy what they're doing.
00:16:29.039 --> 00:16:37.039
I mean, I know that's a simplistic kind of easy thing to say, and we could say you do all the other things, but I would go read origination boost.
00:16:37.279 --> 00:16:54.320
I would go listen to these podcasts, and I would go figure out what's JC doing, what's Sean doing, because it's not rocket science, but if I follow what they're gonna do and I ask them, hey JC, what are you doing to be so successful?
00:16:54.480 --> 00:16:56.960
And I follow what she's doing, it will work.
00:16:57.279 --> 00:17:11.039
And I think that's people's biggest mistake is they might do that, but then they won't do the follow-through with it, which she's doing and making those calls, or Sean's looking at that um inspection and taking that extra time, even though that's not part of his job.
00:17:11.200 --> 00:17:14.880
So what I would do is fine, and that's what I still do, is hey, who's the best?
00:17:14.960 --> 00:17:17.440
I'm gonna copy them because I don't need to reinvent the wheel.
00:17:17.680 --> 00:17:22.640
Yeah, that the nicest part of flattery is somebody that follows you and does what you do.
00:17:22.880 --> 00:17:24.799
And uh yeah, I couldn't agree more.
00:17:24.880 --> 00:17:26.240
I think that that's great advice.
00:17:26.400 --> 00:17:28.319
Uh JC, what do you got?
00:17:28.720 --> 00:17:31.599
Yeah, I I did really have to start over right.
00:17:31.680 --> 00:17:48.240
I used to be on a team and becoming an independent loan officer, I had to completely change everything down to when I got my headshots done, I changed the color of shirt I was wearing to make sure it was a completely different color than what they had on in all of our headshots together.
00:17:48.319 --> 00:17:52.079
Um, so that I was associated as a completely different person almost.
00:17:52.240 --> 00:17:59.119
And so really branding yourself, um, I feel like it's very important to create that brand, that brand recognition constantly.
00:17:59.200 --> 00:18:02.079
So I would probably start there because that is where I started.
00:18:02.240 --> 00:18:07.119
And then I hopped on all of our calls every single week with my pen and paper.
00:18:07.200 --> 00:18:20.079
And I can tell you what, anytime these top producers opened their mouth to share any sort of win or what they were doing in their business, I took notes and I implemented everything and I implemented it in my own way.
00:18:20.240 --> 00:18:25.599
If Mandy said she was doing something, I was doing it and tweaking it to match what worked for me.
00:18:25.680 --> 00:18:29.440
But I didn't just implement it, I consistently implemented it.
00:18:29.920 --> 00:18:32.000
Um I share birthday cards.
00:18:32.079 --> 00:18:41.359
I had an agent that I have sent a birthday card to for the last gosh, I think it's been six years and she finally was like, holy crap, you are like relentless.
00:18:41.519 --> 00:18:43.039
I'm like, no, I'm here.
00:18:43.440 --> 00:18:45.119
Just want you to know I'm here.
00:18:45.359 --> 00:18:53.599
And I mean, six, it took me six years for her to even acknowledge that I've been sending these birthday cards for the last six years.
00:18:53.920 --> 00:18:55.599
And you just consistently do it.
00:18:55.759 --> 00:19:02.240
If you are doing all of the basics consistently, um it will pay off.
00:19:02.799 --> 00:19:03.599
Yeah, for sure.
00:19:03.759 --> 00:19:16.880
And and you and you, I know unaware went and grabbed the list, I think, from your local um MLS, and then you were emailing everyone in your MLS to say, like, here I am, and you did every week, every Friday, every week, every Friday.
00:19:18.720 --> 00:19:19.440
I'm still here.
00:19:19.599 --> 00:19:24.400
And um, that that consistency piece, six years later mailing a birthday card.
00:19:24.559 --> 00:19:26.799
Some people would have said, I am not mailing them a birthday card.
00:19:26.880 --> 00:19:31.359
I'm not spending the you know, 78 cents or whatever it is to get that out in the mail.
00:19:31.440 --> 00:19:35.519
I'm not spending the energy, and here you are six years later with a payout.
00:19:35.680 --> 00:19:41.680
And that's how long sometimes the best opportunities take to really get.
00:19:42.000 --> 00:19:44.240
And and so that's that's great advice, Mr.
00:19:44.319 --> 00:19:44.640
Parker.
00:19:44.880 --> 00:19:45.920
You might have a different spin on it.
00:19:46.000 --> 00:19:46.720
Oh, sorry, go ahead.
00:19:47.440 --> 00:19:52.480
Your loan officer messed up a deal, and it just so happened to be right after her birthday.
00:19:52.720 --> 00:19:55.039
She called and she that's literally was a conversation.
00:19:55.279 --> 00:19:58.559
Man, you are relentless, but it obviously paid off, right?
00:19:58.720 --> 00:20:00.960
So just be consistent and listen.
00:20:01.279 --> 00:20:02.000
Yes, for sure.
00:20:02.160 --> 00:20:03.119
Okay, what do you got, Mr.
00:20:03.200 --> 00:20:03.599
Parker?
00:20:03.839 --> 00:20:04.880
Well, you got to get out there.
00:20:05.039 --> 00:20:13.119
I mean, someone told me, my God, a long time ago that people cannot and will not send you business if they don't know you're in the business.
00:20:13.279 --> 00:20:14.960
And that always struck home with me.
00:20:15.039 --> 00:20:22.079
I mean, you can't just expect people to call you and they don't even know you're that you do loans or what kind of loans or your specialty at where it might be.
00:20:22.240 --> 00:20:26.400
But if I was starting over, especially if I was new, I would lean on the people that I already know.
00:20:26.559 --> 00:20:30.400
Okay, people that that love me or have used me or have used my company.
00:20:30.559 --> 00:20:34.640
But I would start with, you know, my my core sphere of influence.
00:20:34.720 --> 00:20:36.000
They always start, go back with that.
00:20:36.079 --> 00:20:37.359
Okay, well, let's get that out there.
00:20:37.440 --> 00:20:42.000
Then I would lean on the person who brought me into the business and I would lean on the company that I went to work for.
00:20:42.079 --> 00:20:45.279
I would make them, I would ring their phone off the hook saying, hey, what about this?
00:20:45.359 --> 00:20:45.839
What about this?
00:20:45.920 --> 00:20:48.079
I've got, I don't have nothing booked for my Thursday.
00:20:48.160 --> 00:20:49.039
What do you think I should do?
00:20:49.119 --> 00:20:52.079
Where should I go and get your name out there?
00:20:52.240 --> 00:20:56.400
I mean, even if you've only got a handful of real estate agents that you're cozy with, all right?
00:20:56.640 --> 00:20:58.720
Ask them, well, who are you cozy with?
00:20:58.880 --> 00:21:01.839
Not other lenders, but as a real estate agent, who are you friends with?
00:21:01.920 --> 00:21:03.200
You guys all hang out together.
00:21:03.440 --> 00:21:04.880
How about you give me an intro?
00:21:05.039 --> 00:21:09.279
And if they really, you know, uh love you and want you to be successful, they'll do that.
00:21:09.359 --> 00:21:10.160
They'll make a phone call.
00:21:10.240 --> 00:21:15.039
Hey, this is who I've been using for however long, or this person did my last deal and did a fantastic job.
00:21:15.119 --> 00:21:16.559
And they actually taught me a few things.
00:21:16.720 --> 00:21:18.799
They offer some stuff that I didn't even know existed.
00:21:18.960 --> 00:21:20.240
I mean, home buyer ally.
00:21:20.319 --> 00:21:22.720
Sure, we throw that one out there as the rent-to-one.
00:21:22.960 --> 00:21:24.079
Well, not everybody's got that.
00:21:24.160 --> 00:21:32.000
I mean, so it's not like you don't have something to say that can trigger a real estate agent's um mind because I've been married to one for 27 years, right?
00:21:32.400 --> 00:21:35.519
So, I mean, she doesn't even understand fully how that program works.
00:21:35.680 --> 00:21:41.279
But lean on those who um want you to be successful and then ask questions from there and spread out from there.
00:21:41.440 --> 00:21:43.119
Just don't stay in one spot.
00:21:43.279 --> 00:21:49.200
Again, the more people that know you and the more people you're at the top of mind, the more people have a chance to send you some business.
00:21:49.279 --> 00:21:50.799
And all you're looking for is an opportunity.
00:21:50.880 --> 00:21:52.960
You're not you're not looking for a guaranteed deal.
00:21:53.039 --> 00:22:01.119
And those are great, but you're just looking for an opportunity, and then yourself and your company and your work ethic should sell the Program from there.
00:22:01.279 --> 00:22:02.799
And then stay with that person.
00:22:02.880 --> 00:22:06.240
Stay with that buyer's agent if it's the real estate agent source.
00:22:06.400 --> 00:22:08.720
But I mean, make the phone call to the listing agent.
00:22:08.880 --> 00:22:14.000
I mean, if it's a conventional loan, or if it's an FHA loan, hey, I'm getting ready to order the appraisal, or I looked at the inspection.
00:22:14.160 --> 00:22:17.920
Do you think this is gonna be a job giant problem with the appraiser, or should we get out in front of that?
00:22:18.079 --> 00:22:19.440
They're not getting those calls.
00:22:19.599 --> 00:22:25.039
You're not getting that online, you're not getting that with Rocket, sorry, Rocket, but you're not getting that with those kind of companies.
00:22:25.200 --> 00:22:25.759
You're just not.
00:22:25.920 --> 00:22:37.680
And then if you can build that kind of relationship as a real person who cares, who is in it just as deeply as you are, because that's how you're making a living, their loan needs to close because you're not getting paid until their loan closes either.
00:22:37.759 --> 00:22:38.880
That it's all important.
00:22:39.519 --> 00:22:46.960
And build that, you know, that that frame of mind where wow, this person wants, knows, and is an expert and is willing to go the extra mile.
00:22:47.039 --> 00:22:49.599
And he does answer his phone on the evenings and weekends.
00:22:49.759 --> 00:22:50.079
Yeah.
00:22:50.799 --> 00:22:51.839
Whatever it takes.
00:22:52.240 --> 00:22:55.200
Yeah, um, I see I see you all in your offices.
00:22:55.359 --> 00:22:58.880
And so for me, I have to remove distraction.
00:22:59.039 --> 00:23:02.559
I mean, most of us that are in this business are kind of like squirrel.
00:23:02.640 --> 00:23:07.519
I feel like the the on uh the movie up, one of those dogs that has the c the talking dog collar.
00:23:07.599 --> 00:23:14.000
I'm like, squirrel, I mean, my brain is going all over the place, and and and I see you all in your buildings.
00:23:14.160 --> 00:23:19.839
Let's talk about distraction and how you mitigate that and you know, so that you can have a productive week.
00:23:20.400 --> 00:23:21.920
So, Rob, you want to go first?
00:23:23.200 --> 00:23:27.759
You're a branch manager and a producer, so you're wearing both hats.
00:23:28.079 --> 00:23:29.680
I'm terrible at that, Mandy.
00:23:29.839 --> 00:23:34.000
Um what I try because I am the total squirrel.
00:23:34.079 --> 00:23:41.759
Uh, I try and close my door and just focus on what I'm gonna do where I'm time blocking, where this is what I'm gonna do.
00:23:41.839 --> 00:23:47.359
Hey, I'll return that email back in 30 minutes, but right now I have to handle I have to handle this.
00:23:47.519 --> 00:23:59.279
I also try and get up each morning and make my list of all the items I can do, and I try and do the items where I don't need anybody or need any back first before anybody else gets into the office or is or is calling me.
00:23:59.440 --> 00:24:06.640
But that is that is a weakness of mine of of the distract of the distractions because I mean a lot of our business is reactionary as well.
00:24:06.720 --> 00:24:13.599
You know, hey, we didn't get this bank statement had one thing wrong with it, or we need an updated VoE or the LOE is something different.
00:24:13.680 --> 00:24:16.720
And so you're always just you know going back and forth and finding that.
00:24:16.799 --> 00:24:20.720
So I try and and I try and just time block as best I can.
00:24:20.960 --> 00:24:21.119
Yeah.
00:24:21.200 --> 00:24:29.200
So in the morning, you're knocking your things out that maybe you need the quiet space for to clear your brain to get those things off your plate before your day gets going.
00:24:29.359 --> 00:24:36.960
I know for me, when I was deep in the origination path and had little kids, my busy work, my quiet time didn't start till after they went to bed.
00:24:37.119 --> 00:24:41.839
And then I that was like my sanity, you know, and I could get my I could get all those quiet things done.
00:24:41.920 --> 00:24:49.200
So before the next day began, you know, with my first job taking my kids to school, then I went to my second job, which was mortgage at the time.
00:24:49.359 --> 00:24:56.400
Then I they then, you know, so I I I appreciate that and I bring it up because I am I am self-professed squirrel.
00:24:56.480 --> 00:24:58.559
So there is there is means to get it done.
00:24:58.640 --> 00:24:59.759
And and Rob, you're right.
00:24:59.839 --> 00:25:02.480
Uh time blocking for you is Ben Key, JC, you want to go next?
00:25:02.559 --> 00:25:03.200
And then Sean?
00:25:04.079 --> 00:25:08.160
Yeah, I would just say systems has helped me tremendously, right?
00:25:08.319 --> 00:25:13.839
Um working on prioritizing as things come in, and I'm a huge list keeper.
00:25:14.079 --> 00:25:19.279
The minute I write it down, I can almost memorize it, but I'm very, I have to write it.
00:25:19.440 --> 00:25:22.160
Um and so I try to keep track of lists.
00:25:22.240 --> 00:25:23.039
I'm old school.
00:25:23.119 --> 00:25:27.839
I keep a notebook in my car, I write it down as I'm driving or pulled over.
00:25:28.000 --> 00:25:29.759
Um, that's what I do.
00:25:29.920 --> 00:25:33.759
Um, and then really working through prioritizing things.
00:25:33.839 --> 00:25:37.119
So as they come in, okay, is this a fire that needs addressed right now?
00:25:37.279 --> 00:25:39.599
Is this a brand new lead that needs touch right now?
00:25:39.759 --> 00:25:41.279
I'm gonna work on all of those.
00:25:41.519 --> 00:25:47.200
And then for me, it's really been putting together systems with my team of, okay, you can handle this.
00:25:47.359 --> 00:25:50.160
Or if you have a question about this, let's go here.
00:25:50.240 --> 00:25:58.559
Um, on the management side of things, it's really been delegating to my team of did you try to solve this problem first before you came to me?
00:25:58.799 --> 00:26:00.319
I tend to be a fixer.
00:26:00.480 --> 00:26:04.799
And so I want to bring, I want to take on all of the problems and fix them.
00:26:04.960 --> 00:26:13.359
Um lately I've been trying to go back to my team and say, I need you to go back and try and fix it and come tell me what your solution is rather than just coming to me.
00:26:13.519 --> 00:26:15.599
Um, I also am a door shutter.
00:26:15.680 --> 00:26:19.519
So if my door is shut, they will knock and I will tell them when I'm ready.
00:26:19.680 --> 00:26:27.839
And that's helped me tremendously because when my door is open and they just walk in and start talking, I get, I forget what I'm supposed to be doing.
00:26:27.920 --> 00:26:33.279
So it's a one minute and I'll come find you in just a minute when I finish this thought process.
00:26:33.519 --> 00:26:33.920
Yeah.
00:26:34.160 --> 00:26:34.799
Very good.
00:26:34.960 --> 00:26:35.279
Mr.
00:26:35.440 --> 00:26:36.640
Parker, how about you?
00:26:36.960 --> 00:26:40.640
Well, I think it's important, um, especially as you get older, is to know yourself.
00:26:40.799 --> 00:26:42.640
Know your strengths, know your weaknesses.
00:26:42.720 --> 00:26:45.920
And whenever you come into the office, because I'm way more productive if I come here.
00:26:46.000 --> 00:26:48.240
I tell myself I can work from home, but I'm way more productive.
00:26:48.400 --> 00:26:52.640
I've got my three screens, I've got my phone, it's quiet, you know, and all those right things.
00:26:52.880 --> 00:26:57.839
But put your list together and don't overcompic, overcomplicate your list where you can never get through it.
00:26:58.000 --> 00:27:05.839
But then be self-aware of uh or take a self-assessment of what where your strengths are and some things that you know you're not as strong at.
00:27:06.000 --> 00:27:07.440
Stop trying to tackle those things out.
00:27:07.519 --> 00:27:09.359
What what what really makes you successful?
00:27:09.519 --> 00:27:23.119
If there's 10 things you can put on the list, but I'm really good at four of them, and and these four pay me more money or allow me to get more business in the door, then maybe get rid of the other ones and put more strength and put more effort into the ones that you're really good at and be consistent about it.
00:27:23.279 --> 00:27:25.200
But have your day planned out.
00:27:25.279 --> 00:27:29.839
So yeah, you're not squirreling it all day long, but I mean, have your day and then get through that day.
00:27:29.920 --> 00:27:32.880
And if you got through the day early, well, then then good for you.
00:27:33.039 --> 00:27:36.640
But make sure you don't leave a bunch of stuff, you know, make sure you don't leave a stuff on the table.
00:27:36.799 --> 00:27:40.400
And the old philosophy is, you know, if you can do this in less than two minutes, do it right now.
00:27:40.559 --> 00:27:56.160
And just knock some of those little things out, and then but but but focus on what you're good at and what pays you the most, and maybe get rid of some of those other things that's distracting, or it's not very productive, or there's not really much of a return on that, and just good at what you're good at and focus on that.
00:27:56.480 --> 00:27:57.519
Yeah, for sure.
00:27:57.680 --> 00:28:05.920
I think sometimes we do the we our highest and best use for most loan officers is marketing, finding new business, finding new opportunity.
00:28:06.079 --> 00:28:12.640
And I think that's where a lot of loan officers maybe um do not become top producers because they forget to hunt.
00:28:12.880 --> 00:28:14.400
Hunting is a big part of this deal.
00:28:14.559 --> 00:28:20.640
You are a loan hunter, and you you can be very good loan cleaner, upper, cooker, whatever out the back door.
00:28:20.799 --> 00:28:25.279
But if you can't hunt, I'm telling you one thing, you will starve in this business.
00:28:25.440 --> 00:28:37.599
And um, I think, you know, all three of these um LOs that are on Origination Blues Podcast, well, one, they're my friends and I respect them highly because they've been in the business and they've grinded and they're all hunters.
00:28:37.680 --> 00:28:44.319
And their number one priority is hunting, followed by being a really good loan officer that understands the paperwork part.
00:28:44.480 --> 00:28:51.759
We've talked about adding value to customers today, but um do you guys have anything to add about being a loan hunter?
00:28:51.920 --> 00:28:57.839
Because to me, that if you can't hunt, it's a really bleak business um in this in any market.
00:28:58.240 --> 00:29:00.160
Rob, you want to add to that?
00:29:00.880 --> 00:29:06.559
I I think that's I haven't heard it you described that way before, but I I don't think you could describe it any better.
00:29:06.799 --> 00:29:11.920
Like I'm constantly hunting where wherever I go, and I'll figure out the rest after.
00:29:12.160 --> 00:29:14.160
But that that is such a great way to describe it.
00:29:14.240 --> 00:29:15.200
You're constantly hunting.
00:29:15.279 --> 00:29:26.319
If you're not hunting, someone else is taking it, or you had a deal go right over your head or right past you because you weren't you weren't focused on I don't want to use the word kill, but we're using hunting on the on the deal.
00:29:26.559 --> 00:29:28.400
You know, yeah, that's that's brilliant.
00:29:28.720 --> 00:29:29.119
For sure.
00:29:29.440 --> 00:29:30.799
JC, what do you think?
00:29:31.200 --> 00:29:33.279
Yeah, I uh 100% agree.
00:29:33.359 --> 00:29:36.720
And that one was a really hard one for me to get on board with, right?
00:29:36.799 --> 00:29:42.000
When I became an independent loan officer, was well, why should someone work with me over someone else?
00:29:42.160 --> 00:29:48.720
And I I actually believe it was you or Corey who pretty much told me you have to know what value you bring the client.
00:29:48.799 --> 00:30:01.119
And if you choose to not go after that client and get that deal and be the one that work they work with, they're losing out on a value and you owe it to them to tell them what that value is that you can give.
00:30:01.359 --> 00:30:04.079
And that was the mind shift that I needed.
00:30:04.240 --> 00:30:15.680
Um, because to me, I I do love to go out and get the business, but I love helping people and to have that shift of like, I could be doing them a disservice.
00:30:15.759 --> 00:30:24.559
They could end up with Joe Blow down the road who that doesn't know how to do their job and they're gonna lose their dream home and they're gonna be charged more and they're not gonna be taken care of and understand the process.
00:30:24.720 --> 00:30:32.480
So it's my job to go out and tell them how I can serve them the best so that they have the best service in getting into their home.
00:30:32.559 --> 00:30:35.039
And that was that was a huge mind shift for me.
00:30:35.119 --> 00:30:40.640
And I have a few people like that on my team that once we've talked like that, they've really understood.
00:30:40.720 --> 00:30:44.000
Like I owe it to the client to tell them why I'm and that agent.
00:30:44.160 --> 00:30:51.119
You owe it to that agent to help their paycheck depends on the money that needs to be done in the transaction.
00:30:51.279 --> 00:30:55.519
Without the three of you, there is no money for that customer, right?
00:30:55.680 --> 00:31:00.240
And uh our job is to get to the finish line and provide the money they need in order to close.
00:31:00.400 --> 00:31:00.880
Okay, Mr.
00:31:00.960 --> 00:31:02.319
Parker, you are a hunter.
00:31:02.480 --> 00:31:04.160
Um, I did not hunt anything.
00:31:04.240 --> 00:31:11.680
I just want to say I I am a fly fisher girl and I catch and release, but uh, but I do think that's how I feel about this business.
00:31:11.759 --> 00:31:18.480
And especially in the last few years, you've had to really be um, you know, in it to win it and and hunting every day.
00:31:18.559 --> 00:31:20.160
So I'll let you wrap this up.
00:31:20.480 --> 00:31:28.799
Well, I mean, we've talked about hunting, and I and I am a hunter and I love the fish and all the good stinks, but you don't start thinking about fishing when you step in the stream or when you step in the boat.
00:31:28.880 --> 00:31:30.480
You start thinking about that the night before.
00:31:30.559 --> 00:31:31.359
What do I need to take?
00:31:31.440 --> 00:31:32.480
What time do I need to get up?
00:31:32.559 --> 00:31:33.440
What time am I going to be there?
00:31:33.519 --> 00:31:34.480
What are my expectations?
00:31:34.559 --> 00:31:35.279
Where are we going?
00:31:35.359 --> 00:31:39.359
There's a whole thought process into making that hunting trip successful.
00:31:39.519 --> 00:31:43.599
And if you'll do that, so then otherwise, you're not just hunting or fishing when you're in the boat.
00:31:43.839 --> 00:31:45.759
That process started the night before.
00:31:45.920 --> 00:31:48.880
I mean, so I'm hunting, I'm fishing before I'm fishing, right?
00:31:48.960 --> 00:31:49.920
Or I'm hunting before I'm hunting.
00:31:50.400 --> 00:31:51.039
Yeah, you need all the tools.
00:31:52.240 --> 00:31:55.839
If you're gonna plan in advance, I don't climb down out of that deer stand and I'm done hunting.
00:31:55.920 --> 00:31:57.680
I'm hunting myself all the way back to the truck.
00:31:57.759 --> 00:31:59.119
And then I'm thinking about on the way home.
00:31:59.200 --> 00:32:00.240
Well, that wasn't very successful.
00:32:00.720 --> 00:32:01.759
Do I need a different spot?
00:32:01.920 --> 00:32:12.079
You know, and just if you enjoy that kind of thing, or if you want to be successful, always be assessing of was that the best tactic I had today, or should I have done something different, or should I adjust that?
00:32:12.400 --> 00:32:15.759
And and just if if if you have a passion for it, just keep doing it.
00:32:15.839 --> 00:32:16.799
It will pay off.
00:32:16.880 --> 00:32:18.400
If you're consistent, it will pay off.
00:32:18.480 --> 00:32:21.279
I don't have all the right answers, but I've got some answers.
00:32:21.440 --> 00:32:24.720
And those answers will work, and I've got some techniques that will work.
00:32:24.960 --> 00:32:28.720
But if you don't go that day, you don't stand much of a chance of catching anything.
00:32:30.480 --> 00:32:31.759
Well, thank you, my friends.
00:32:31.839 --> 00:32:40.079
Thanks for being on Origination Boost Podcast, your wisdom, your insight, many different markets, many different ways to, you know, uh slice the pie here.
00:32:40.160 --> 00:32:43.599
Um, many three different ways of looking at the business.
00:32:43.759 --> 00:32:45.759
But I'll tell you, I'll tell you the secret.
00:32:45.920 --> 00:32:51.440
They're consistent, they have systems, they have processes, and man, on the hard days, they show up.
00:32:51.519 --> 00:32:58.319
And that makes all the difference if you're an originator in any market, is uh half the battle is just showing up, friends.
00:32:58.400 --> 00:32:59.440
So thanks, guys.
00:32:59.519 --> 00:33:00.559
Thanks for being here today.
00:33:00.640 --> 00:33:01.759
I appreciate you so much.
00:33:02.000 --> 00:33:02.640
Thanks, guys.
00:33:02.799 --> 00:33:03.599
Good luck this week.
00:33:03.680 --> 00:33:04.480
Thank you.
00:00:20.960 --> 00:00:26.000
Hi, I'm Mandy Feely Swain, and this is another episode of Origination Boost Podcast.
00:00:26.079 --> 00:00:34.320
And I'm very excited because today I get to interview some of the top originators at Premier Mortgage Resources, my home away from home.
00:00:34.560 --> 00:00:37.439
And uh they've become friends of mine over the years.
00:00:37.520 --> 00:00:38.079
Uh, Mr.
00:00:38.240 --> 00:00:39.840
Parker hails from Missouri.
00:00:40.079 --> 00:00:44.159
JC Poole hails from Idaho, specifically Twin Falls.
00:00:44.320 --> 00:00:44.560
Mr.
00:00:44.640 --> 00:00:45.520
Parker, go back.
00:00:45.679 --> 00:00:47.119
He's in Lee Summit, Missouri.
00:00:47.200 --> 00:00:49.759
If you don't know where that's at, it's just outside of Kansas City.
00:00:49.920 --> 00:00:51.520
Um, he's a big Chiefs fan.
00:00:51.600 --> 00:00:53.520
So congrats to the Chiefs yesterday.
00:00:53.679 --> 00:00:54.960
And uh and then Mr.
00:00:55.200 --> 00:01:04.000
Nino is out of California, Hollister, California, and he is big into uh rodeo and all things um expensive horses.
00:01:04.239 --> 00:01:07.439
So uh at any rate, I uh love these people.
00:01:07.599 --> 00:01:10.079
They they come to work for We, not me.
00:01:10.239 --> 00:01:17.200
They all manage um teams in their in their buildings, they've all had a long, long career in the mortgage space.
00:01:17.439 --> 00:01:19.680
And so let's get to it.
00:01:19.920 --> 00:01:28.079
People want to know how you're winning business right now in your market, um, and how you're not getting distracted by the news of interest rates.
00:01:28.239 --> 00:01:29.599
So who wants to go first?
00:01:33.599 --> 00:01:34.079
No one?
00:01:34.239 --> 00:01:35.439
You have to be on the mute.
00:01:35.599 --> 00:01:36.640
That yeah, that's a thing.
00:01:36.799 --> 00:01:38.159
Okay, Rob, you're gonna go.
00:01:38.239 --> 00:01:39.840
I'll I'll let you go, buddy.
00:01:40.400 --> 00:01:40.879
Yeah.
00:01:41.120 --> 00:01:43.920
Um I think uh it was interesting.
00:01:44.000 --> 00:01:46.719
Corey said it, I believe, perfectly at the meeting today.
00:01:46.879 --> 00:01:50.159
People have bought houses since you've been allowed to buy houses.
00:01:50.640 --> 00:01:55.519
So the news, whether rates are up or down, to me is irrelevant.
00:01:55.599 --> 00:01:58.400
I mean, you just go in there and they are what they are that day.
00:01:58.640 --> 00:02:02.879
Um my number one source of business right now is Builder.
00:02:03.280 --> 00:02:06.000
That's been my number one source for years.
00:02:07.280 --> 00:02:16.080
And for me, focusing on how to help them sell more homes quicker, faster is our number one goal.
00:02:16.319 --> 00:02:22.400
So my main thing each morning is how can I move more houses so we have less stand in inventory?
00:02:22.639 --> 00:02:28.159
So that's that's my main focus of what what I'm working on when I wake up each day.
00:02:28.479 --> 00:02:35.280
Well, and I think the key thing, if you're listening today, that he said is he's helped he's asking, how do I help you sell more homes?
00:02:35.520 --> 00:02:40.800
You know, how do I be a partner to you in helping you reach your goals and helping you move product?
00:02:40.879 --> 00:02:53.280
Um, whether that's creative loan programs, what have you, but that's key if you want to be a top originator is helping your uh partners do what they need to do, which is sell more houses, right?
00:02:53.439 --> 00:02:54.319
So I love that.
00:02:54.479 --> 00:02:55.280
How about JC?
00:02:55.520 --> 00:02:56.719
I'll let you go next.
00:02:58.159 --> 00:02:58.560
Yes.
00:02:58.800 --> 00:03:22.240
So I feel like we've really had to dig deep um in what we can do to help be the best partner to our agents and our builder partners as well, and getting creative on not even necessarily how do we go get more leads, but how do we take all of the leads that have come in over all of the years being partnered together and follow up with them and maybe help get creative to get these people into homes.
00:03:22.560 --> 00:03:26.560
Um I had a first-time home buyer that I went to lock in the other day.
00:03:26.639 --> 00:03:30.479
And when I called him to go over the rate, I was literally like, oh, here we go.
00:03:30.639 --> 00:03:32.639
And he was like, Oh, well, it is what it is.
00:03:32.719 --> 00:03:35.199
I've got to get in a home and I need a safe place for my family.
00:03:35.360 --> 00:03:38.240
And I was like, Yeah, it is what it is.
00:03:38.400 --> 00:03:40.719
You do need a home and you need a safe place for your family.
00:03:40.879 --> 00:03:45.120
So I think really getting outside of our own head of like, oh, rates are terrible, right?
00:03:45.280 --> 00:03:50.319
And realizing that at the end of the day, this is where these people are going to bring their families home.
00:03:50.400 --> 00:03:55.520
This is our safe space, um, and focusing on what we can do to be a part of that.
00:03:55.759 --> 00:03:58.879
Yeah, I think you you bring up such valid points.
00:03:59.120 --> 00:04:00.800
One is lead management.
00:04:00.960 --> 00:04:05.039
If you're you've built a team, you have all these leads coming in, how do you manage that, right?
00:04:05.199 --> 00:04:09.520
I used to call, I used to say it's like catching raindrops when you have all these leads coming in.
00:04:09.680 --> 00:04:17.920
And so our team has found a process that works for us that for the for lead follow-up, you know, the CRM was pretty critical to that for us.
00:04:18.079 --> 00:04:28.000
And so if you're out there and you are blessed with lots of opportunities, but you're thinking, oh, I'm letting stuff fall through the cracks because I have no system or process, get a system or process.
00:04:28.079 --> 00:04:30.800
It doesn't have I I'm not pitching one system over another.
00:04:30.879 --> 00:04:32.079
I'm just saying get a system.
00:04:32.160 --> 00:04:35.920
I don't care if you have to go old school to Excel and put multiple columns on it.
00:04:36.000 --> 00:04:37.759
I'm just saying you got to have a system.
00:04:37.839 --> 00:04:46.560
And then the second part is, is sometimes our mindset of, ooh, I don't want to make that phone call about the interest rate is mostly us, right?
00:04:46.800 --> 00:04:55.680
Um the clip if you've set the right expectation with the client that they're floating, I think sometimes loan officers don't aren't transparent about what that means to float your interest rate.
00:04:55.759 --> 00:04:58.079
You know, you're like, well, the LE said you were floating.
00:04:58.240 --> 00:05:03.680
Well, that doesn't really help the person that has no idea about how to read a loan estimate.
00:05:03.839 --> 00:05:06.240
Um, so you bring up a very valid point.
00:05:06.399 --> 00:05:12.399
One, that it's sometimes just the mindset of here's your interest rate and this is where we're at.
00:05:12.639 --> 00:05:15.839
And remember why you wanted to buy a home in the first place.
00:05:16.240 --> 00:05:25.279
And and two, um, getting our own brain out of it because we know where we know where we've been as as loan officers, but the client doesn't.
00:05:25.439 --> 00:05:28.000
They are here, they're just doing their life, right?
00:05:28.079 --> 00:05:32.079
So, you know, maybe the payment goes up$33 because the rate changed an eighth.
00:05:32.240 --> 00:05:33.279
We're all freaked out by it.
00:05:33.360 --> 00:05:34.399
And they're like$33.
00:05:34.720 --> 00:05:37.759
Okay, I just have more tax deduction or whatever in their heads.
00:05:37.920 --> 00:05:45.759
So yeah, sometimes we we cannot be fortune tellers when it comes to how clients will react to mortgage rates, but we can be better exception setters.
00:05:45.920 --> 00:05:46.720
So, okay, Mr.
00:05:46.800 --> 00:05:48.639
Parker, where's your business coming from?
00:05:48.720 --> 00:05:53.040
And and what advice do you got for loan officers out there just grinding it out?
00:05:53.439 --> 00:05:56.800
Well, I mean, I have for a long time have always leaned on my database.
00:05:56.959 --> 00:06:04.160
I mean, I've been fortunate to be in the business for 25 years and have tried to stay in touch with both those people, but you lean on them.
00:06:04.240 --> 00:06:09.360
And I don't mean just an email, you know, that corporate sends out or maybe a text once in a while.
00:06:09.439 --> 00:06:13.920
You gotta pick up the phone and call these folks because I treat them as their friends and their trusted advisor.
00:06:14.160 --> 00:06:17.279
And whenever you call, I don't call and ask typically ask for business.
00:06:17.360 --> 00:06:19.519
I just check in just so they hear my name.
00:06:19.759 --> 00:06:22.160
He's still out there and he hasn't forgotten about me.
00:06:22.319 --> 00:06:34.160
And then if you stay in that business long enough and stick to your database, you know, they're they're either moving up, they're moving down, they're buying a second home, they're asking rental property questions, investment property questions, their kids are buying, they're refinancing.
00:06:34.319 --> 00:06:38.079
And you don't, you know, there's so many ways to get business out there in today's world.
00:06:38.240 --> 00:06:44.560
But I mean, it it's tough to get to me through an email, to me actually buy something from you or from a text.
00:06:44.639 --> 00:06:46.079
I usually avoid most of that stuff.
00:06:46.160 --> 00:06:51.759
I might glance at it if it's someone that I know to pay attention, but ultimately it's the relationships.
00:06:51.839 --> 00:06:57.680
And with all the noise, and you talked about white noise, throwing your phone out the window and trying to listen to all the naysayers out there.
00:06:57.920 --> 00:06:59.279
Oh my God, rates have hit 7%.
00:06:59.759 --> 00:07:04.480
The bond markets, the highest it's been um since 2007.
00:07:04.720 --> 00:07:05.439
Who cares?
00:07:05.600 --> 00:07:06.800
People still have to live somewhere.
00:07:06.959 --> 00:07:10.399
I mean, gas is high too, but if you need gas, you pull in and buy gas, right?
00:07:10.560 --> 00:07:12.160
Yeah, you worry about the rest of it later.
00:07:12.319 --> 00:07:15.600
I mean, there's other ways to save money over a few bucks over the interest rate.
00:07:15.680 --> 00:07:20.079
You know, the refinance potentially is an option for you it can come down, but ultimately, where are you taking your family?
00:07:20.240 --> 00:07:22.639
How comfortable are you with a payment at all?
00:07:22.800 --> 00:07:24.079
What are you paying in rent?
00:07:24.240 --> 00:07:26.879
And just advise folks on real life stuff.
00:07:27.120 --> 00:07:29.839
I heard you mention about the interest rate and about the locks.
00:07:29.920 --> 00:07:33.120
Whenever I have that conversation, I try to tell them how long I've been in the business.
00:07:33.199 --> 00:07:34.560
And guys, I can help advise you.
00:07:34.639 --> 00:07:37.040
I watch this stuff all day, every day.
00:07:37.199 --> 00:07:43.600
And you can try to decipher it on your own, or you can tell me, hey, Sean, treat it like it was yours, like you're locking your own loan.
00:07:43.680 --> 00:07:44.800
What would you do?
00:07:44.959 --> 00:07:46.879
And don't overcomplicate it for people.
00:07:47.040 --> 00:07:50.079
I mean, a lot of times it gets so complicated, whatever it doesn't have to be.
00:07:50.319 --> 00:07:55.040
The main thing people want to know, and this will never change, is how much money do I need with this program?
00:07:55.120 --> 00:07:56.639
And what's my payment gonna be?
00:07:56.800 --> 00:08:03.120
Yeah, they don't really get into the all the other stuff because they look at it um like they're looking staring into headlights, and I get that.
00:08:03.199 --> 00:08:04.800
That's that's why they have called me back.
00:08:04.959 --> 00:08:10.000
And that's my job to keep them calm, to keep the family calm, and just get them where they want to go, keep their agent calm.
00:08:10.160 --> 00:08:11.600
I mean, just all those things.
00:08:11.759 --> 00:08:23.600
But if you work your database, you're not recreating the wheel, you're not always doing you know, deals for people that are brand new that don't really know you and don't know your trust factor and don't know who where your heart is at.
00:08:24.240 --> 00:08:27.040
And just talk to them like a normal person and just walk them through the process.
00:08:27.199 --> 00:08:33.120
I think we overcomplicate this a lot, or we get too excited about too many things whenever we're yeah, it's not that exciting.
00:08:33.279 --> 00:08:36.080
It doesn't need to be over, you know, it doesn't need to be overly complicated.
00:08:36.320 --> 00:08:41.039
Just talk to them about their goals and what's the cheapest way to they want to go within budget.
00:08:42.080 --> 00:08:43.679
Well, and two things.
00:08:44.000 --> 00:08:44.960
It's very interesting.
00:08:45.039 --> 00:08:53.679
So we got Rob doing builder business, we got JC really heavily agent business with some builder business in there, um, lead management.
00:08:53.759 --> 00:08:54.879
You got that going on.
00:08:55.039 --> 00:08:55.600
And then Mr.
00:08:55.759 --> 00:08:58.080
Parker comes in and he's like, I go old school, man.
00:08:58.159 --> 00:09:01.200
I want to get belly to belly with people, and I really want to get to my database.
00:09:01.279 --> 00:09:06.080
I really want to have um, you know, now you've been in the business as long as I have, I know.
00:09:06.240 --> 00:09:14.720
And uh um you have people that you're doing loans for their kids, grandkids, their second homes, there some of them are changing to HECAM loans.
00:09:14.879 --> 00:09:20.720
You've got kind of a you know gamut of things, but I I think that you bring up an interesting point.
00:09:20.799 --> 00:09:26.960
And that is if you want me to be the expert and guide you through the process of rates, I'm here to do that for you.
00:09:27.200 --> 00:09:30.480
If you want to go search the internet, you're gonna find all kinds of things.
00:09:30.639 --> 00:09:35.200
I mean, if you have if you have an ingrown toenail and you put it in, you're probably dying, right?
00:09:35.360 --> 00:09:46.480
So if you put in something about interest rates, um, you're probably gonna get all kinds of different things uh with AI, with uh the internet, you're gonna get a lot of different sources.
00:09:46.559 --> 00:09:54.879
So if you want my 30 years of knowledge and what I would do if you were my child or my mother, then I'm gonna I'm gonna guide you that way.
00:09:55.039 --> 00:09:56.720
And I think that that's a great message.
00:09:56.879 --> 00:09:59.039
I think that people feel comforted by that.
00:09:59.200 --> 00:10:06.080
I would if some, if I went somewhere and they're like, well, if it if you are my mom or you are my daughter, this is what I would do for you.
00:10:06.240 --> 00:10:19.679
I think that that that really helps and um just gives reassurance to people and then kind of slows the shopping of uh you know, them going out there and shopping for a new mortgage, you know, shopping you, shopping the mortgage, whatever it is.
00:10:20.000 --> 00:10:23.200
And if that payment's a little bit high, we could shop for some other things as well.
00:10:23.360 --> 00:10:27.840
I mean, in in Kansas City, over the last couple of years, the property taxes have gone outrageous.
00:10:28.000 --> 00:10:29.120
Well, you can dispute that.
00:10:29.279 --> 00:10:33.200
If you don't dispute that, they're not going down, they're not going to volunteer to reduce them.
00:10:33.440 --> 00:10:34.000
The government's gonna be able to do that.
00:10:34.080 --> 00:10:39.279
And you know, I own a bunch of rental property and every everyone that we disputed, we got reduced.
00:10:39.519 --> 00:10:42.320
And then you look at your other you know, big component is your homeowner's insurance.
00:10:42.399 --> 00:10:44.000
Okay, well, how many did you shop that?
00:10:44.080 --> 00:10:45.679
What did you set your deductible in at?
00:10:45.759 --> 00:10:46.720
Did you add your cars?
00:10:46.799 --> 00:10:47.600
Did you bundle?
00:10:47.679 --> 00:10:48.639
How many people did you call?
00:10:48.720 --> 00:10:52.159
And I see whatever, 10, 15, 20 policies a month.
00:10:52.399 --> 00:10:59.519
Well, you call this person, you don't have to do it with them, but I mean, call this person here because from what I see, I see all policies, this is the company that's been cheaper lately.
00:10:59.759 --> 00:11:04.720
And you know, just give some different advice on things to look for to manage a payment.
00:11:04.799 --> 00:11:10.799
I used to tell kids it was funny, whenever you got kids, if you want to save$100 a month, don't take them into the gas station with you.
00:11:11.200 --> 00:11:15.039
Now you're buying can't cotton candy and you're buying sodas and you're spending an extra$15.
00:11:15.759 --> 00:11:17.519
I mean, take them once in a while, I get it.
00:11:17.600 --> 00:11:24.480
But I mean, there's a lot of ways to save a couple of bucks if you don't just focus on one thing because all your money gets spent anyway.
00:11:24.639 --> 00:11:26.080
Where's it truly all going?
00:11:26.480 --> 00:11:28.080
Right, right, right.
00:11:28.320 --> 00:11:31.279
Well, JC Rob, do you guys have anything to piggyback off that?
00:11:31.440 --> 00:11:35.440
I think that that's you know, you guys have both decided clients.
00:11:35.519 --> 00:11:38.720
So I think that that's a great conversation for originators to hear.
00:11:39.360 --> 00:11:40.559
Yeah, Manny, it's interesting.
00:11:40.639 --> 00:11:43.840
You were talking about um it prevents them from shopping.
00:11:44.159 --> 00:11:50.799
If I went and bought a new vehicle yesterday, I went to the same guy I've gone to and because I trusted him.
00:11:50.879 --> 00:11:53.039
I know he's gonna get me exactly what I want.
00:11:53.200 --> 00:11:57.200
He's gonna hold my hand with it because there's some of the stuff that I don't know about.
00:11:57.600 --> 00:12:01.759
I didn't go put it out there to Carfax and see what was the cheapest thing out there.
00:12:02.000 --> 00:12:07.759
I wanted somebody who I can trust who's gonna guide me through the process and help me through this situation.
00:12:07.840 --> 00:12:14.559
And I should know more better than anybody about buying something, but I still wanted that person because they were guiding me through.
00:12:15.279 --> 00:12:24.480
Once you get that, once you have that relationship with somebody, like you said, you guys both mentioned their kids, their or their parents helping them with the heckum or the beginning.
00:12:24.720 --> 00:12:36.799
If you become their trusted advisor and you believe and you treat them like you would treat your child or your best friend, it changes the whole complexion of the relationship and of the transaction.
00:12:36.960 --> 00:12:43.360
And it everybody's much more calm if you're late on something or something, there was something with an inspection.
00:12:43.519 --> 00:12:45.360
It's not a humongous situation.
00:12:45.440 --> 00:12:48.480
You made it a stress-free situation, which it should be.
00:12:48.639 --> 00:12:51.120
It's a beautiful thing that someone gets to buy a home.
00:12:51.840 --> 00:12:52.879
Absolutely.
00:12:53.679 --> 00:12:54.559
Yeah, I think we're gonna be able to do that.
00:12:54.879 --> 00:13:05.360
And I'm glad Rob brought up that brought up the inspection because I offer, hey, if you get your inspection, check out all these nitpicky things, but you're really looking for the major items probably, send that to me.
00:13:05.440 --> 00:13:06.720
I've looked at hundreds of them.
00:13:06.799 --> 00:13:09.279
I'll give you another opinion that's not your real estate agent.
00:13:09.440 --> 00:13:10.000
It's not you.
00:13:10.080 --> 00:13:15.600
I'll I'll help walk you through it and tell you what I would do from the things that I've seen, just to either say, hey, that's not that big a deal.
00:13:15.759 --> 00:13:17.519
Or yeah, hey, you might want to get that checked out.
00:13:17.600 --> 00:13:18.720
That's a$20,000 repair.
00:13:18.799 --> 00:13:20.240
That furnace is 26 years old.
00:13:20.399 --> 00:13:24.320
You may want to negotiate that that get fixed, repaired, replaced, or whatever.
00:13:24.480 --> 00:13:33.200
And even if the sales price has to go up a little bit, that's not a major hit to your savings account a year from now or two years from now, because it's coming.
00:13:33.440 --> 00:13:35.759
No, it's coming, it'll last forever.
00:13:35.919 --> 00:13:44.480
And just again, it's more more in helping to sell the deal, to keep the deal together, versus you know, they may be using a real estate agent that they don't know very well.
00:13:45.279 --> 00:13:47.279
I mean, take it for what it's worth.
00:13:47.360 --> 00:13:54.879
But I mean, if you can get another, the more opinions you can get on the actual house and the actual how the process works, people they they their their guard just comes down.
00:13:54.960 --> 00:14:00.799
And then it just makes business doing if you're doing business again and again and again, it it gets easier for them.
00:14:00.960 --> 00:14:02.799
Uh but it's easier for you as well.
00:14:03.120 --> 00:14:04.000
Yeah, sure.
00:14:04.320 --> 00:14:05.440
JC, what do you got?
00:14:05.840 --> 00:14:07.840
It's really building that relationship, right?
00:14:08.000 --> 00:14:13.519
We do this every single day and um having having a conversation and and showing them the steps.
00:14:13.600 --> 00:14:22.639
And so that's something that I feel like we've really done is um, especially with first-time homebuyers, is breaking it down on expectations, what's coming next.
00:14:22.799 --> 00:14:32.000
Um, we're following up multiple times a week and just having the conversation of, okay, this just happened, this is what's happening next, so that they know what's happening.
00:14:32.080 --> 00:14:34.639
So it keeps them out of that fight or flight mode.
00:14:34.799 --> 00:14:42.720
Um the minute any little change comes or a condition comes up that's needed, right, by underwriting, they they immediately start to panic.
00:14:42.799 --> 00:14:43.360
What's happening?
00:14:43.440 --> 00:14:44.000
What's going wrong?
00:14:44.159 --> 00:14:45.039
What do I need now?
00:14:45.200 --> 00:14:46.960
I'm losing the house, I'm not moving.
00:14:47.120 --> 00:14:53.279
And so if you just have those conversations throughout the entire process of like, okay, now we're gonna shop for homeowners insurance.
00:14:53.440 --> 00:14:54.720
Let us actually get you quotes.
00:14:54.799 --> 00:14:56.799
We send quotes to nine different people.
00:14:57.039 --> 00:14:58.559
Let us help you with that piece of it.
00:14:58.639 --> 00:15:00.080
That's something that comes off your plate.
00:15:00.240 --> 00:15:04.960
Now that we've got homeowners insurance, you're working through your home inspection, we're gonna look at the appraisal.
00:15:05.120 --> 00:15:08.639
So, really just having multiple conversations throughout the entire process.
00:15:08.879 --> 00:15:14.559
So when we are asking for that next thing, they're not thinking it's it's breaking the entire deal.
00:15:14.720 --> 00:15:19.279
They have the expectation of what's coming next, and this is normal throughout the process.
00:15:19.360 --> 00:15:26.799
And so really holding their hand with that, I feel like has helped tremendously in preventing people from even wanting to shop around.
00:15:26.960 --> 00:15:34.960
Um, and it makes it so my phone doesn't ring at nine o'clock at night because I'm calling and having that conversation at four rather than nine.
00:15:35.120 --> 00:15:39.360
So well, yeah, if you can get ahead of it, it's a win every day.
00:15:39.519 --> 00:15:41.039
So let's uh go back.
00:15:41.200 --> 00:15:49.759
I I would, I, I kind of get I kind of get um anxiety when I even ask this question because I would not, I do not want to do it ever again to start over.
00:15:49.919 --> 00:15:59.759
But if you had to start over and reboot your business, or you know, you're out a couple of years and coming back, or you're brand new to this business, we see a lot of new originators coming in.
00:15:59.840 --> 00:16:06.559
We've seen, gosh, I think 46,000 or something exit has been crazy, but a lot of new blood coming into the business.
00:16:06.720 --> 00:16:10.720
I mean, what advice do you have for new originators out there that are like, okay, I'm doing this?
00:16:10.879 --> 00:16:19.360
What's I mean, what's your advice to kind of get your foot in the door either with agent partners, builders, building a database, all the things we've been talking about already?
00:16:20.240 --> 00:16:22.960
Uh Manny Kell go first because this might be a little different.
00:16:23.120 --> 00:16:28.639
But what I would do is find out who is the best in my area and copy what they're doing.
00:16:29.039 --> 00:16:37.039
I mean, I know that's a simplistic kind of easy thing to say, and we could say you do all the other things, but I would go read origination boost.
00:16:37.279 --> 00:16:54.320
I would go listen to these podcasts, and I would go figure out what's JC doing, what's Sean doing, because it's not rocket science, but if I follow what they're gonna do and I ask them, hey JC, what are you doing to be so successful?
00:16:54.480 --> 00:16:56.960
And I follow what she's doing, it will work.
00:16:57.279 --> 00:17:11.039
And I think that's people's biggest mistake is they might do that, but then they won't do the follow-through with it, which she's doing and making those calls, or Sean's looking at that um inspection and taking that extra time, even though that's not part of his job.
00:17:11.200 --> 00:17:14.880
So what I would do is fine, and that's what I still do, is hey, who's the best?
00:17:14.960 --> 00:17:17.440
I'm gonna copy them because I don't need to reinvent the wheel.
00:17:17.680 --> 00:17:22.640
Yeah, that the nicest part of flattery is somebody that follows you and does what you do.
00:17:22.880 --> 00:17:24.799
And uh yeah, I couldn't agree more.
00:17:24.880 --> 00:17:26.240
I think that that's great advice.
00:17:26.400 --> 00:17:28.319
Uh JC, what do you got?
00:17:28.720 --> 00:17:31.599
Yeah, I I did really have to start over right.
00:17:31.680 --> 00:17:48.240
I used to be on a team and becoming an independent loan officer, I had to completely change everything down to when I got my headshots done, I changed the color of shirt I was wearing to make sure it was a completely different color than what they had on in all of our headshots together.
00:17:48.319 --> 00:17:52.079
Um, so that I was associated as a completely different person almost.
00:17:52.240 --> 00:17:59.119
And so really branding yourself, um, I feel like it's very important to create that brand, that brand recognition constantly.
00:17:59.200 --> 00:18:02.079
So I would probably start there because that is where I started.
00:18:02.240 --> 00:18:07.119
And then I hopped on all of our calls every single week with my pen and paper.
00:18:07.200 --> 00:18:20.079
And I can tell you what, anytime these top producers opened their mouth to share any sort of win or what they were doing in their business, I took notes and I implemented everything and I implemented it in my own way.
00:18:20.240 --> 00:18:25.599
If Mandy said she was doing something, I was doing it and tweaking it to match what worked for me.
00:18:25.680 --> 00:18:29.440
But I didn't just implement it, I consistently implemented it.
00:18:29.920 --> 00:18:32.000
Um I share birthday cards.
00:18:32.079 --> 00:18:41.359
I had an agent that I have sent a birthday card to for the last gosh, I think it's been six years and she finally was like, holy crap, you are like relentless.
00:18:41.519 --> 00:18:43.039
I'm like, no, I'm here.
00:18:43.440 --> 00:18:45.119
Just want you to know I'm here.
00:18:45.359 --> 00:18:53.599
And I mean, six, it took me six years for her to even acknowledge that I've been sending these birthday cards for the last six years.
00:18:53.920 --> 00:18:55.599
And you just consistently do it.
00:18:55.759 --> 00:19:02.240
If you are doing all of the basics consistently, um it will pay off.
00:19:02.799 --> 00:19:03.599
Yeah, for sure.
00:19:03.759 --> 00:19:16.880
And and you and you, I know unaware went and grabbed the list, I think, from your local um MLS, and then you were emailing everyone in your MLS to say, like, here I am, and you did every week, every Friday, every week, every Friday.
00:19:18.720 --> 00:19:19.440
I'm still here.
00:19:19.599 --> 00:19:24.400
And um, that that consistency piece, six years later mailing a birthday card.
00:19:24.559 --> 00:19:26.799
Some people would have said, I am not mailing them a birthday card.
00:19:26.880 --> 00:19:31.359
I'm not spending the you know, 78 cents or whatever it is to get that out in the mail.
00:19:31.440 --> 00:19:35.519
I'm not spending the energy, and here you are six years later with a payout.
00:19:35.680 --> 00:19:41.680
And that's how long sometimes the best opportunities take to really get.
00:19:42.000 --> 00:19:44.240
And and so that's that's great advice, Mr.
00:19:44.319 --> 00:19:44.640
Parker.
00:19:44.880 --> 00:19:45.920
You might have a different spin on it.
00:19:46.000 --> 00:19:46.720
Oh, sorry, go ahead.
00:19:47.440 --> 00:19:52.480
Your loan officer messed up a deal, and it just so happened to be right after her birthday.
00:19:52.720 --> 00:19:55.039
She called and she that's literally was a conversation.
00:19:55.279 --> 00:19:58.559
Man, you are relentless, but it obviously paid off, right?
00:19:58.720 --> 00:20:00.960
So just be consistent and listen.
00:20:01.279 --> 00:20:02.000
Yes, for sure.
00:20:02.160 --> 00:20:03.119
Okay, what do you got, Mr.
00:20:03.200 --> 00:20:03.599
Parker?
00:20:03.839 --> 00:20:04.880
Well, you got to get out there.
00:20:05.039 --> 00:20:13.119
I mean, someone told me, my God, a long time ago that people cannot and will not send you business if they don't know you're in the business.
00:20:13.279 --> 00:20:14.960
And that always struck home with me.
00:20:15.039 --> 00:20:22.079
I mean, you can't just expect people to call you and they don't even know you're that you do loans or what kind of loans or your specialty at where it might be.
00:20:22.240 --> 00:20:26.400
But if I was starting over, especially if I was new, I would lean on the people that I already know.
00:20:26.559 --> 00:20:30.400
Okay, people that that love me or have used me or have used my company.
00:20:30.559 --> 00:20:34.640
But I would start with, you know, my my core sphere of influence.
00:20:34.720 --> 00:20:36.000
They always start, go back with that.
00:20:36.079 --> 00:20:37.359
Okay, well, let's get that out there.
00:20:37.440 --> 00:20:42.000
Then I would lean on the person who brought me into the business and I would lean on the company that I went to work for.
00:20:42.079 --> 00:20:45.279
I would make them, I would ring their phone off the hook saying, hey, what about this?
00:20:45.359 --> 00:20:45.839
What about this?
00:20:45.920 --> 00:20:48.079
I've got, I don't have nothing booked for my Thursday.
00:20:48.160 --> 00:20:49.039
What do you think I should do?
00:20:49.119 --> 00:20:52.079
Where should I go and get your name out there?
00:20:52.240 --> 00:20:56.400
I mean, even if you've only got a handful of real estate agents that you're cozy with, all right?
00:20:56.640 --> 00:20:58.720
Ask them, well, who are you cozy with?
00:20:58.880 --> 00:21:01.839
Not other lenders, but as a real estate agent, who are you friends with?
00:21:01.920 --> 00:21:03.200
You guys all hang out together.
00:21:03.440 --> 00:21:04.880
How about you give me an intro?
00:21:05.039 --> 00:21:09.279
And if they really, you know, uh love you and want you to be successful, they'll do that.
00:21:09.359 --> 00:21:10.160
They'll make a phone call.
00:21:10.240 --> 00:21:15.039
Hey, this is who I've been using for however long, or this person did my last deal and did a fantastic job.
00:21:15.119 --> 00:21:16.559
And they actually taught me a few things.
00:21:16.720 --> 00:21:18.799
They offer some stuff that I didn't even know existed.
00:21:18.960 --> 00:21:20.240
I mean, home buyer ally.
00:21:20.319 --> 00:21:22.720
Sure, we throw that one out there as the rent-to-one.
00:21:22.960 --> 00:21:24.079
Well, not everybody's got that.
00:21:24.160 --> 00:21:32.000
I mean, so it's not like you don't have something to say that can trigger a real estate agent's um mind because I've been married to one for 27 years, right?
00:21:32.400 --> 00:21:35.519
So, I mean, she doesn't even understand fully how that program works.
00:21:35.680 --> 00:21:41.279
But lean on those who um want you to be successful and then ask questions from there and spread out from there.
00:21:41.440 --> 00:21:43.119
Just don't stay in one spot.
00:21:43.279 --> 00:21:49.200
Again, the more people that know you and the more people you're at the top of mind, the more people have a chance to send you some business.
00:21:49.279 --> 00:21:50.799
And all you're looking for is an opportunity.
00:21:50.880 --> 00:21:52.960
You're not you're not looking for a guaranteed deal.
00:21:53.039 --> 00:22:01.119
And those are great, but you're just looking for an opportunity, and then yourself and your company and your work ethic should sell the Program from there.
00:22:01.279 --> 00:22:02.799
And then stay with that person.
00:22:02.880 --> 00:22:06.240
Stay with that buyer's agent if it's the real estate agent source.
00:22:06.400 --> 00:22:08.720
But I mean, make the phone call to the listing agent.
00:22:08.880 --> 00:22:14.000
I mean, if it's a conventional loan, or if it's an FHA loan, hey, I'm getting ready to order the appraisal, or I looked at the inspection.
00:22:14.160 --> 00:22:17.920
Do you think this is gonna be a job giant problem with the appraiser, or should we get out in front of that?
00:22:18.079 --> 00:22:19.440
They're not getting those calls.
00:22:19.599 --> 00:22:25.039
You're not getting that online, you're not getting that with Rocket, sorry, Rocket, but you're not getting that with those kind of companies.
00:22:25.200 --> 00:22:25.759
You're just not.
00:22:25.920 --> 00:22:37.680
And then if you can build that kind of relationship as a real person who cares, who is in it just as deeply as you are, because that's how you're making a living, their loan needs to close because you're not getting paid until their loan closes either.
00:22:37.759 --> 00:22:38.880
That it's all important.
00:22:39.519 --> 00:22:46.960
And build that, you know, that that frame of mind where wow, this person wants, knows, and is an expert and is willing to go the extra mile.
00:22:47.039 --> 00:22:49.599
And he does answer his phone on the evenings and weekends.
00:22:49.759 --> 00:22:50.079
Yeah.
00:22:50.799 --> 00:22:51.839
Whatever it takes.
00:22:52.240 --> 00:22:55.200
Yeah, um, I see I see you all in your offices.
00:22:55.359 --> 00:22:58.880
And so for me, I have to remove distraction.
00:22:59.039 --> 00:23:02.559
I mean, most of us that are in this business are kind of like squirrel.
00:23:02.640 --> 00:23:07.519
I feel like the the on uh the movie up, one of those dogs that has the c the talking dog collar.
00:23:07.599 --> 00:23:14.000
I'm like, squirrel, I mean, my brain is going all over the place, and and and I see you all in your buildings.
00:23:14.160 --> 00:23:19.839
Let's talk about distraction and how you mitigate that and you know, so that you can have a productive week.
00:23:20.400 --> 00:23:21.920
So, Rob, you want to go first?
00:23:23.200 --> 00:23:27.759
You're a branch manager and a producer, so you're wearing both hats.
00:23:28.079 --> 00:23:29.680
I'm terrible at that, Mandy.
00:23:29.839 --> 00:23:34.000
Um what I try because I am the total squirrel.
00:23:34.079 --> 00:23:41.759
Uh, I try and close my door and just focus on what I'm gonna do where I'm time blocking, where this is what I'm gonna do.
00:23:41.839 --> 00:23:47.359
Hey, I'll return that email back in 30 minutes, but right now I have to handle I have to handle this.
00:23:47.519 --> 00:23:59.279
I also try and get up each morning and make my list of all the items I can do, and I try and do the items where I don't need anybody or need any back first before anybody else gets into the office or is or is calling me.
00:23:59.440 --> 00:24:06.640
But that is that is a weakness of mine of of the distract of the distractions because I mean a lot of our business is reactionary as well.
00:24:06.720 --> 00:24:13.599
You know, hey, we didn't get this bank statement had one thing wrong with it, or we need an updated VoE or the LOE is something different.
00:24:13.680 --> 00:24:16.720
And so you're always just you know going back and forth and finding that.
00:24:16.799 --> 00:24:20.720
So I try and and I try and just time block as best I can.
00:24:20.960 --> 00:24:21.119
Yeah.
00:24:21.200 --> 00:24:29.200
So in the morning, you're knocking your things out that maybe you need the quiet space for to clear your brain to get those things off your plate before your day gets going.
00:24:29.359 --> 00:24:36.960
I know for me, when I was deep in the origination path and had little kids, my busy work, my quiet time didn't start till after they went to bed.
00:24:37.119 --> 00:24:41.839
And then I that was like my sanity, you know, and I could get my I could get all those quiet things done.
00:24:41.920 --> 00:24:49.200
So before the next day began, you know, with my first job taking my kids to school, then I went to my second job, which was mortgage at the time.
00:24:49.359 --> 00:24:56.400
Then I they then, you know, so I I I appreciate that and I bring it up because I am I am self-professed squirrel.
00:24:56.480 --> 00:24:58.559
So there is there is means to get it done.
00:24:58.640 --> 00:24:59.759
And and Rob, you're right.
00:24:59.839 --> 00:25:02.480
Uh time blocking for you is Ben Key, JC, you want to go next?
00:25:02.559 --> 00:25:03.200
And then Sean?
00:25:04.079 --> 00:25:08.160
Yeah, I would just say systems has helped me tremendously, right?
00:25:08.319 --> 00:25:13.839
Um working on prioritizing as things come in, and I'm a huge list keeper.
00:25:14.079 --> 00:25:19.279
The minute I write it down, I can almost memorize it, but I'm very, I have to write it.
00:25:19.440 --> 00:25:22.160
Um and so I try to keep track of lists.
00:25:22.240 --> 00:25:23.039
I'm old school.
00:25:23.119 --> 00:25:27.839
I keep a notebook in my car, I write it down as I'm driving or pulled over.
00:25:28.000 --> 00:25:29.759
Um, that's what I do.
00:25:29.920 --> 00:25:33.759
Um, and then really working through prioritizing things.
00:25:33.839 --> 00:25:37.119
So as they come in, okay, is this a fire that needs addressed right now?
00:25:37.279 --> 00:25:39.599
Is this a brand new lead that needs touch right now?
00:25:39.759 --> 00:25:41.279
I'm gonna work on all of those.
00:25:41.519 --> 00:25:47.200
And then for me, it's really been putting together systems with my team of, okay, you can handle this.
00:25:47.359 --> 00:25:50.160
Or if you have a question about this, let's go here.
00:25:50.240 --> 00:25:58.559
Um, on the management side of things, it's really been delegating to my team of did you try to solve this problem first before you came to me?
00:25:58.799 --> 00:26:00.319
I tend to be a fixer.
00:26:00.480 --> 00:26:04.799
And so I want to bring, I want to take on all of the problems and fix them.
00:26:04.960 --> 00:26:13.359
Um lately I've been trying to go back to my team and say, I need you to go back and try and fix it and come tell me what your solution is rather than just coming to me.
00:26:13.519 --> 00:26:15.599
Um, I also am a door shutter.
00:26:15.680 --> 00:26:19.519
So if my door is shut, they will knock and I will tell them when I'm ready.
00:26:19.680 --> 00:26:27.839
And that's helped me tremendously because when my door is open and they just walk in and start talking, I get, I forget what I'm supposed to be doing.
00:26:27.920 --> 00:26:33.279
So it's a one minute and I'll come find you in just a minute when I finish this thought process.
00:26:33.519 --> 00:26:33.920
Yeah.
00:26:34.160 --> 00:26:34.799
Very good.
00:26:34.960 --> 00:26:35.279
Mr.
00:26:35.440 --> 00:26:36.640
Parker, how about you?
00:26:36.960 --> 00:26:40.640
Well, I think it's important, um, especially as you get older, is to know yourself.
00:26:40.799 --> 00:26:42.640
Know your strengths, know your weaknesses.
00:26:42.720 --> 00:26:45.920
And whenever you come into the office, because I'm way more productive if I come here.
00:26:46.000 --> 00:26:48.240
I tell myself I can work from home, but I'm way more productive.
00:26:48.400 --> 00:26:52.640
I've got my three screens, I've got my phone, it's quiet, you know, and all those right things.
00:26:52.880 --> 00:26:57.839
But put your list together and don't overcompic, overcomplicate your list where you can never get through it.
00:26:58.000 --> 00:27:05.839
But then be self-aware of uh or take a self-assessment of what where your strengths are and some things that you know you're not as strong at.
00:27:06.000 --> 00:27:07.440
Stop trying to tackle those things out.
00:27:07.519 --> 00:27:09.359
What what what really makes you successful?
00:27:09.519 --> 00:27:23.119
If there's 10 things you can put on the list, but I'm really good at four of them, and and these four pay me more money or allow me to get more business in the door, then maybe get rid of the other ones and put more strength and put more effort into the ones that you're really good at and be consistent about it.
00:27:23.279 --> 00:27:25.200
But have your day planned out.
00:27:25.279 --> 00:27:29.839
So yeah, you're not squirreling it all day long, but I mean, have your day and then get through that day.
00:27:29.920 --> 00:27:32.880
And if you got through the day early, well, then then good for you.
00:27:33.039 --> 00:27:36.640
But make sure you don't leave a bunch of stuff, you know, make sure you don't leave a stuff on the table.
00:27:36.799 --> 00:27:40.400
And the old philosophy is, you know, if you can do this in less than two minutes, do it right now.
00:27:40.559 --> 00:27:56.160
And just knock some of those little things out, and then but but but focus on what you're good at and what pays you the most, and maybe get rid of some of those other things that's distracting, or it's not very productive, or there's not really much of a return on that, and just good at what you're good at and focus on that.
00:27:56.480 --> 00:27:57.519
Yeah, for sure.
00:27:57.680 --> 00:28:05.920
I think sometimes we do the we our highest and best use for most loan officers is marketing, finding new business, finding new opportunity.
00:28:06.079 --> 00:28:12.640
And I think that's where a lot of loan officers maybe um do not become top producers because they forget to hunt.
00:28:12.880 --> 00:28:14.400
Hunting is a big part of this deal.
00:28:14.559 --> 00:28:20.640
You are a loan hunter, and you you can be very good loan cleaner, upper, cooker, whatever out the back door.
00:28:20.799 --> 00:28:25.279
But if you can't hunt, I'm telling you one thing, you will starve in this business.
00:28:25.440 --> 00:28:37.599
And um, I think, you know, all three of these um LOs that are on Origination Blues Podcast, well, one, they're my friends and I respect them highly because they've been in the business and they've grinded and they're all hunters.
00:28:37.680 --> 00:28:44.319
And their number one priority is hunting, followed by being a really good loan officer that understands the paperwork part.
00:28:44.480 --> 00:28:51.759
We've talked about adding value to customers today, but um do you guys have anything to add about being a loan hunter?
00:28:51.920 --> 00:28:57.839
Because to me, that if you can't hunt, it's a really bleak business um in this in any market.
00:28:58.240 --> 00:29:00.160
Rob, you want to add to that?
00:29:00.880 --> 00:29:06.559
I I think that's I haven't heard it you described that way before, but I I don't think you could describe it any better.
00:29:06.799 --> 00:29:11.920
Like I'm constantly hunting where wherever I go, and I'll figure out the rest after.
00:29:12.160 --> 00:29:14.160
But that that is such a great way to describe it.
00:29:14.240 --> 00:29:15.200
You're constantly hunting.
00:29:15.279 --> 00:29:26.319
If you're not hunting, someone else is taking it, or you had a deal go right over your head or right past you because you weren't you weren't focused on I don't want to use the word kill, but we're using hunting on the on the deal.
00:29:26.559 --> 00:29:28.400
You know, yeah, that's that's brilliant.
00:29:28.720 --> 00:29:29.119
For sure.
00:29:29.440 --> 00:29:30.799
JC, what do you think?
00:29:31.200 --> 00:29:33.279
Yeah, I uh 100% agree.
00:29:33.359 --> 00:29:36.720
And that one was a really hard one for me to get on board with, right?
00:29:36.799 --> 00:29:42.000
When I became an independent loan officer, was well, why should someone work with me over someone else?
00:29:42.160 --> 00:29:48.720
And I I actually believe it was you or Corey who pretty much told me you have to know what value you bring the client.
00:29:48.799 --> 00:30:01.119
And if you choose to not go after that client and get that deal and be the one that work they work with, they're losing out on a value and you owe it to them to tell them what that value is that you can give.
00:30:01.359 --> 00:30:04.079
And that was the mind shift that I needed.
00:30:04.240 --> 00:30:15.680
Um, because to me, I I do love to go out and get the business, but I love helping people and to have that shift of like, I could be doing them a disservice.
00:30:15.759 --> 00:30:24.559
They could end up with Joe Blow down the road who that doesn't know how to do their job and they're gonna lose their dream home and they're gonna be charged more and they're not gonna be taken care of and understand the process.
00:30:24.720 --> 00:30:32.480
So it's my job to go out and tell them how I can serve them the best so that they have the best service in getting into their home.
00:30:32.559 --> 00:30:35.039
And that was that was a huge mind shift for me.
00:30:35.119 --> 00:30:40.640
And I have a few people like that on my team that once we've talked like that, they've really understood.
00:30:40.720 --> 00:30:44.000
Like I owe it to the client to tell them why I'm and that agent.
00:30:44.160 --> 00:30:51.119
You owe it to that agent to help their paycheck depends on the money that needs to be done in the transaction.
00:30:51.279 --> 00:30:55.519
Without the three of you, there is no money for that customer, right?
00:30:55.680 --> 00:31:00.240
And uh our job is to get to the finish line and provide the money they need in order to close.
00:31:00.400 --> 00:31:00.880
Okay, Mr.
00:31:00.960 --> 00:31:02.319
Parker, you are a hunter.
00:31:02.480 --> 00:31:04.160
Um, I did not hunt anything.
00:31:04.240 --> 00:31:11.680
I just want to say I I am a fly fisher girl and I catch and release, but uh, but I do think that's how I feel about this business.
00:31:11.759 --> 00:31:18.480
And especially in the last few years, you've had to really be um, you know, in it to win it and and hunting every day.
00:31:18.559 --> 00:31:20.160
So I'll let you wrap this up.
00:31:20.480 --> 00:31:28.799
Well, I mean, we've talked about hunting, and I and I am a hunter and I love the fish and all the good stinks, but you don't start thinking about fishing when you step in the stream or when you step in the boat.
00:31:28.880 --> 00:31:30.480
You start thinking about that the night before.
00:31:30.559 --> 00:31:31.359
What do I need to take?
00:31:31.440 --> 00:31:32.480
What time do I need to get up?
00:31:32.559 --> 00:31:33.440
What time am I going to be there?
00:31:33.519 --> 00:31:34.480
What are my expectations?
00:31:34.559 --> 00:31:35.279
Where are we going?
00:31:35.359 --> 00:31:39.359
There's a whole thought process into making that hunting trip successful.
00:31:39.519 --> 00:31:43.599
And if you'll do that, so then otherwise, you're not just hunting or fishing when you're in the boat.
00:31:43.839 --> 00:31:45.759
That process started the night before.
00:31:45.920 --> 00:31:48.880
I mean, so I'm hunting, I'm fishing before I'm fishing, right?
00:31:48.960 --> 00:31:49.920
Or I'm hunting before I'm hunting.
00:31:50.400 --> 00:31:51.039
Yeah, you need all the tools.
00:31:52.240 --> 00:31:55.839
If you're gonna plan in advance, I don't climb down out of that deer stand and I'm done hunting.
00:31:55.920 --> 00:31:57.680
I'm hunting myself all the way back to the truck.
00:31:57.759 --> 00:31:59.119
And then I'm thinking about on the way home.
00:31:59.200 --> 00:32:00.240
Well, that wasn't very successful.
00:32:00.720 --> 00:32:01.759
Do I need a different spot?
00:32:01.920 --> 00:32:12.079
You know, and just if you enjoy that kind of thing, or if you want to be successful, always be assessing of was that the best tactic I had today, or should I have done something different, or should I adjust that?
00:32:12.400 --> 00:32:15.759
And and just if if if you have a passion for it, just keep doing it.
00:32:15.839 --> 00:32:16.799
It will pay off.
00:32:16.880 --> 00:32:18.400
If you're consistent, it will pay off.
00:32:18.480 --> 00:32:21.279
I don't have all the right answers, but I've got some answers.
00:32:21.440 --> 00:32:24.720
And those answers will work, and I've got some techniques that will work.
00:32:24.960 --> 00:32:28.720
But if you don't go that day, you don't stand much of a chance of catching anything.
00:32:30.480 --> 00:32:31.759
Well, thank you, my friends.
00:32:31.839 --> 00:32:40.079
Thanks for being on Origination Boost Podcast, your wisdom, your insight, many different markets, many different ways to, you know, uh slice the pie here.
00:32:40.160 --> 00:32:43.599
Um, many three different ways of looking at the business.
00:32:43.759 --> 00:32:45.759
But I'll tell you, I'll tell you the secret.
00:32:45.920 --> 00:32:51.440
They're consistent, they have systems, they have processes, and man, on the hard days, they show up.
00:32:51.519 --> 00:32:58.319
And that makes all the difference if you're an originator in any market, is uh half the battle is just showing up, friends.
00:32:58.400 --> 00:32:59.440
So thanks, guys.
00:32:59.519 --> 00:33:00.559
Thanks for being here today.
00:33:00.640 --> 00:33:01.759
I appreciate you so much.
00:33:02.000 --> 00:33:02.640
Thanks, guys.
00:33:02.799 --> 00:33:03.599
Good luck this week.
00:33:03.680 --> 00:33:04.480
Thank you.
