Episode #125 – In this episode of the Loan Officer Leadership Podcast:
Have you let your business consume you? On this episode of Loan Officer Leadership, the most value packed podcast for Loan Officers today, your host Steve Kyles, is joined by mortgage industry influencer Frank Garay as they share stories of loan officers that have struggled in a consuming business leading to a breakdown of their home life.
Listen in to hear the coaching tips they provide on how to target the areas of your business that need the focus most to lay out a clear and concise plan to structure properly.
Learn how to remove the mindset that more success is had by working more hours and refocus on doing the correct things to make your business scalable and the processes replicable.
In the words of Steve, “more success does not equate to more hours.”
Connect with us 1:1 today and we will show you how to create a replicable plan for your work/life balance. Complimentary Strategy Call.
Episode #124 – In this episode of the Loan Officer Leadership Podcast:
A must-listen podcast for loan officers nationwide, your host Steve Kyles is joined by a good friend and colleague, Frank Garay, who is heading up an exciting new zoom meeting open to all Loan Officers throughout the country.
Frank explains how valuable the insight is for loan originators to listen and interact with others on what is working in today’s mortgage industry. This is a distance race in the mortgage industry and linking arms with successful leaders will take you further in your own business. Join Loan Officer Breakfast Club today <free>
Tune in to hear Steve and Frank share how excellent structure allows the ability to easily replicate and reproduce exceptional results regardless of the personality, skill, talent, and charisma.
Episode #123 – In this episode of the Loan Officer Leadership Podcast:
Your host Steve Kyles is joined by guest, Cody Heard, a Freedom Club member who has mastered the art of running a business that lines up with his life mission and purpose.
Cody shares with us how he built the business he has now by finally letting go of control and allowing his team to shine in areas where they excel. This leads to more productive transactions, in turn freeing up his time to nurture and focus on the relationships with agents.
When we invest time in understanding our client’s and agents’ interests, we can build upon that relationship, leading to consistent referrals. From homemade piggy banks to banana earring that represented a story to a client, you’ll hear ways you too can connect with clients and agents on a level that leaves a lasting impression.
Episode #122 – In this episode of the Loan Officer Leadership Podcast:
On this interactive episode of Loan Officer Leadership, the most resourceful podcast in the country for loan officers, Steve Kyles is joined by several loan officers for an informative class.
Steve runs through the actions to gain a solid process in your mortgage business from step one of marketing, through the sales fulfillment and operations stages, all the way into finance.
This episode is filled with easy-to-follow methods of how to clearly put a workable process in place so that the consistency leads to the same successful results, no matter who is sitting at the desk that day.
Episode #4 – Scripts: How to Increase Established Client Referrals. One of the biggest missed opportunities for increased business for loan officers is from clients that they already have. In this episode Steve Kyles talks about the importance of setting expectations up front, promising the client three things and asking for two things in return.
One of the most important promises you need to make, as a loan officer, is to close on time. When you deliver on what you say, then you can ask for something from your client in return.
You must, however, keep regular, consistent weekly updates and communication through the process to make sure that client expectations are being met and if any issues arise, you can catch and address them quickly and avoid any major fallout later in the mortgage process.
#5 – Planning: Lender Theme Days – Who You Should Call Each Day of the Week. Prospecting is not a feeling, it’s a science and a tactical action. The most successful mortgage loan officers are those who love the weekly grind of doing the hard consistent building and cultivating that’s necessary to grow their business.
Financial planners, by enlarge, look for $100 million in managed funds, which creates a solid annuity. In the mortgage business, the average family will cycle about once every seven years. So in order to build a sustainable business, loan officers need to be continually prospecting and seeking new business.
In this episode Steve Kyles shares his theme days for success, including the Monday 40 realtor calls, Tuesday’s status calls with buyers, buyers agents and sellers, and more. These theme days will help you continue to grow your business in some areas while others may be entering a slow season.
Episode #2 – Prospecting: How to Double Your Results. Many people think that growing a business is magic, but the truth is that growing a successful business is all about a formula of discipline and hard work. A coach friend of mine says that success doesn’t look sexy.
Success is about doing consistent things that you know work and make you successful. In this episode we will talk about, as a loan officer, it is your job to prospect, lead your team and count the money. Your number one priority is to prospect.
You have to constantly be generating new leads, and be intentional with your day and with your week to fill it with prospecting time. Additionally we will discuss how to be intentional about following through with your promise and then asking for a referral.
Episode #3 – Scripts: Anchor Words For Setting Proper Buyer Expectations. Words paint such a powerful picture and can set the course of a lender client relationship. The guy who mentored me in the business told me that every time he got of off the phone with a client he wanted them to feel like he was sitting on the 50th floor of the Williams Tower.
This episode addresses many challenges lenders face with buyers and agents who don’t understand what words may mean, and really how to coach people through proper anchor words to navigate through the loan process.
Examples include the difference between pre-qualified and pre-approved, putting buyers at a competitive advantage in the eyes of a seller, and a lender’s failure to perform can cost a buyer thousands of dollars.
Episode #7 – Scripts: How to Effectively Move Through a Closing – with Josh Sigman. Josh Sigman and Steve Kyles spend this episode covering an effective plan to move closing dates when necessary. People, both agents and buyers, don’t often process through the desired closing date they are asking for.
Adhering to a desired closing date is better served when you, as the loan officer, seek to understand the purpose of the requested date. Sometimes buyers and agents really don’t care so much about the date, yet sometimes the desired closing date may be hinged on factors that must be adhered to.
Clearly communicating expectations to a client, prioritizing the need to close, and knowing these factors early on is paramount to avoid a poor customer experience.
Episode #8 – Scripts: How to Maintain Proper Buyer Expectations – with Josh Sigman. In this episode, Josh Sigman and Steve Kyles discuss the best practices for setting and maintaining a buyer’s expectations through the entire mortgage transaction.
Topics covered include under promising and over-delivering, selling the terms, walking the client through income, assets and credits, and making a buyer feel confident about you navigating them through the mortgage process. Also, it’s best to remember that you need to remind clients, throughout the process, of the things discussed at the beginning.