On this episode Jason Frazier joins Sean Zalmanoff to discuss how playing small can equal big results. Frazier also talks about value over price and why MLOs should stop selling the mortgage and start selling the dream. 3:30 Playing in the micro 10:00 2 dollar a day strategy 21:00 Complexity is the enemy of execution Quotes: “You are not going to win in the macro, but you can win in the micro.” “If price over value becomes the narrative in our industry, then we will lose.” “If you are a one loan...
Mar 31, 2021•24 min•Season 1Ep. 105
On this episode Shane Kidwell and Sean Zalmanoff talk about the stories originators tell themselves and how it shapes their business. The guys also discuss the journey through a scarcity or abundance mindset and how that decision is entirely up to you. 2:25 Focus on the mindset 9:00The story you tell yourself the most 15:00 Scarcity and abundance Quotes: “Things that you want are things that you do and if you really wanted it, you would do it.” “The story you tell yourself the most is the story ...
Mar 24, 2021•19 min•Season 1Ep. 104
On this episode Francie Martinez joins Kellen and Shane to talk about her transition from Real Estate to Lending. Francie also discusses the best practices and tactics to attract agents and build long-lasting relationships. 4:15 Intro to Francie 8:30 Agent to lender transition 15:35 Best advice to attract new referral relationships 27:00 What would you tell your younger self Quotes: “Good times and bad, there will always be Real Estate sold.” “If you are serious about building a business, then y...
Mar 19, 2021•30 min•Season 1Ep. 103
On this episode Matt DeLuzio joins Kellen Vaughn to discuss the current threats to Loan Officers in 2021. Matt also discusses how he competes against builders, why knowledge is power, the importance of being an advisor, and how he keeps his referral partners happy. 2:19 Intro to Matt 4:15 What are the threats 6:45 Competing against builders 17:50 Staying in front of your referral partners 22:00 Rate and market quick take Quotes: “Inventory is low and probably will be for a long time.” “How do yo...
Mar 10, 2021•29 min•Season 1Ep. 102
On this episode Ashley Courville joins Sean Zalmanoff to discuss how she balances being full-time mom and a high producing branch manager. Ashley also talks about her mission with building a team of women, how they help her give a great client experience, and how she focuses on being present with her children. 3:00 - Intro Ashley 7:30 - 2020 Lookback 12:05 - Mantra with kids 17:30 - Having a team 23:10 - Talking to your younger self Quotes: “It is important to me to be a full-time, present mom.”...
Mar 03, 2021•28 min•Season 1Ep. 101
On this episode Eric Braun joins Sean and Shane to discuss how the mortgage industry changed his life. Eric also talks about being married to the process, hiring the right people, putting on events you control, and having a non-negotiable mentality to execute. 3:40 Intro to Eric 7:30 Keys to Eric’s success 13:05 The process 16:30 Finding the right fit 20:15 Brew-RE Events Quotes: “The mortgage industry has changed my life and I am forever indebted to it.” “People don’t want to give their life sa...
Feb 24, 2021•27 min•Season 1Ep. 100
On this episode Jeff Lagoni joins Kellen and Sean to talk about makeup of Jeff’s team and how it changed the course of his business. Jeff also discusses about how trusting your team allows you to love what you do even more. 4:35 Background on Jeff 8:25 Team makeup 11:50 Jeff’s role in the team 16:46 Empowering your team Quotes: “Back in the day, I felt like I was on house arrest.” “My clients are now my team.” “Clarity is power.” “If they can do 80% as good as you do, it’s ok.” Key takeaways Hav...
Feb 17, 2021•22 min•Season 1Ep. 99
On this episode, John Israel of Mr. Thank You joins Kellen, Shane, and KT to talk about the power of showing appreciation. John talks about how being deliberate with showing appreciation can help you build a strong business. John also discusses how the intent behind being grateful can not only change your mindset but make you relevant long-term to your network. 2:50 Intro to John 5:50 Mr. Thank You Project 11:15 VOW Framework 17:05 Loyalty and retention 25:00 Becoming more human 28:20 Changing y...
Feb 10, 2021•32 min•Season 1Ep. 98
On this episode Kellen, Shane, and Sean talk about Power Conversations. The guys discuss the importance of setting expectations of both your referral partners and your clients. 3:00 What are power conversations? 12:25 Resetting the mindset 14:33 The intake process Quotes “It is really hard to be good, fast, AND cheap!” “If you say yes to everything, you are saying no to something.” “The second you value yourself more than the transaction, your whole world changes.” “I am looking for the blindspo...
Feb 02, 2021•22 min•Season 1Ep. 97
On this tactical episode, Shane, Sean Z, KT, and Kellen talk about their strategies for creating successful referral relationships. Hear how the Next Level Coaches have created a strong UVP in their respective markets. 3:00 Finding referral partners 6:15 Finding your UVP 11:30 Marketing company first 15:00 Top Producer Huddle Quotes “If you care about referral relationships, you have to stay in front of your agents.” “Newsflash: You have to have a unique value proposition.” “Create real reasons ...
Jan 27, 2021•16 min•Season 1Ep. 96
On this episode, Kenneth Travis talks about lessons we learned from 2020 and how to apply them to 2021. KT also talks about what will make a great loan officer in 2021. 2:05 2020 Market volatility 3:30 2021 opportunities - Keep it simple 7:00 The traits 9:15 Be honest 14:50 Be personable 18:45 Be reliable 21:40 Be positive 25:20 Be adaptive 29:00 Be competitive in all things you do Quotes: “For 2021, our biggest opportunity is to do it better.” “Your training should never stop. Keep sharpening y...
Jan 20, 2021•38 min•Season 1Ep. 95
On this episode Michael Cox of the Mortgage Nerds joins Sean Zalmanoff to talk about marketing, relationships, building a strong brand, and having an abundance mindset. Mike also talks about how MLOs should have a marketing first, mortgage seconds philosophy when building their business. 1:45 Intro to Mike 4:00 Making that decision to move 6:30 The mortgage nerd philosophy 7:40 Building a team 10:50 Dealing with challenges 12:50 The strength of a relationships 14:00 The mortgage nerds brand 19:1...
Dec 14, 2020•28 min•Season 1Ep. 94
On this episode 14yr Mortgage Veteran Shah Tehrany, President of Madison Mortgage, joins Sean to talk about how he is scaling his business for growth. Shah goes into his team structure that is currently closing 50 million and 100 units and is building to hit 500 units a month. 1:30 Intro to Shah 4:25 How do you scale? 8:10 What drove Shah’s growth 12:20 Find the right lending partner 16:40 Team structure 20:30 Building for growth from Day 1 Quotes: “You have to ask yourself if you really want to...
Nov 23, 2020•24 min•Season 1Ep. 93
Why Your Passion is Key to Building a Scalable Business w/Jennifer Beeston On this episode of the Next Level Loan Officers Podcast, Top 1% originator Jennifer Beeston, joins Sean to talk about how she has built a scalable business. Jennifer talks about how she has gone from 70miilion to over 200 million in volume, how she uses YouTube to get to the consumer first, how she creates her content, and finding her passion. 1:25 Introduction to Jennifer 3:45 Utilizing YouTube 9:00 You just have to star...
Nov 16, 2020•24 min•Season 1Ep. 92
On this episode KT and Sean talk about knowing your numbers as way to properly scale your business. KT and Sean also discuss how understanding your market is the key to picking the right niche for the long-game. 1:30 Appreciate the gift of 2020 3:00 Living in the Chaos 6:00 Knowing your numbers 10:30 Jack of all trades, master of none 15:00 Collateral damage 19:00 Competing with Fintech Quotes: “Would you pay someone $120 an hour for someone to pull credit?” “You are stunting your growth if you ...
Nov 03, 2020•27 min•Season 1Ep. 91
On this episode Skylar Welch joins Sean and KT to talk about her journey from LOA to owning her own mortgage brokerage. Skylar also discusses how fear can be a great driver, how being consistent with communications and a focus on the follow up will help you build a successful origination business. 2:15 Introduction to Skylar 7:00 Moving from LOA to LO 10:00 Not letting fear hold you back 13:05 Being consistent and following up 17:15 Building and controlling your own brand 21:30 Don’t be afraid t...
Oct 25, 2020•28 min•Season 1Ep. 90
On this episode, Todd Bitter joins KT and Sean to talk about his methodology as a solo Loan Officer who has closed 270 units for 85million year-to-date. Todd explains how having a laser focused origination niche of purchase, above 680, conventional loans allows him to do what he does. 5:30 Intro to Todd 7:00 What does closing 270 look like 11:05 Having a laser focused niche 20:50 Work hard now so I can relax later Quotes: To be a one man operation you have to time block. Find out what you are th...
Oct 19, 2020•29 min•Season 1Ep. 89
On this episode Matt DeLuzio joins Kenneth Travis to talk about understanding how to create a successful business by having a continuous improvement mentality, hiring the right people to make the best use of your time, and setting the right expectations with everyone you deal with. 5:00 Challenges for MLOs right now 9:30 You don’t have to be the jack of all trades 13:00 Hiring for the right reasons 21:35 Advice for MLOs that are trying to grow 28:40 The importance of setting expectations Quotes:...
Oct 05, 2020•32 min•Season 1Ep. 88
On this episode Wes Wyrick joins Kenneth Travis to talk about how he has achieved success by letting go, trusting his team, and creating a routine that allows him to own his day. 1:30 CMA 4:30 Routine is key 8:40 What his team looks like 10:35 Sacrifice of a solo show 14:15 What is the difference today 19:25 Spending time with your family Quotes “I program myself to own the day, each day.” “We look at every transaction as having two customers. Our borrowers and Realtors. “When you run a solo sho...
Sep 29, 2020•27 min•Season 1Ep. 87
On this episode, Scott Schang, partner of BuyWise Mortgage and founder of FindMyWayHome.com joins Sean Zalmanoff to discuss the power of hyperlocal content. Scott will talk about how most of your competition will not put in the time to put out hyperlocal content and that is how you can win local business and referral partners. 1:55 Having a Consumer Direct Focus 4:45 Bring laser focused 8:30 Evolution of content 16:50 Tools that create a great experience 27:15 Tightening your net Quotes “I have ...
Sep 14, 2020•32 min•Season 1Ep. 86
On this episode, Kenneth, Sean, and Alan recap their biggest takeaways from the Top Producers Huddle Mastermind in Nashville. Key takeaways include looking to the future, knowing your why, scaling, turning down business, and understanding what you sacrifice. 1:25 The TPH Mastermind 3:20 Takeaways 4:00 Knowing your why 5:50 Having a system and process 7:10 Scaling 11:15 Turning down business 14:35 Being known 18:45 Looking to the future 20:00 Know what you have to sacrifice Quotes: “We work so ha...
Sep 07, 2020•25 min•Season 1Ep. 85
On this episode Broker Owner of LA Lending, Chasity Graff, joins KT and Sean to talk about how she is building the perfect loan process for her business. Chasity discusses the importance of finding your business family, training your team, developing system/processes, using social media as a business tool, and how coaching can take you where you want to go. 1:30 Introduction to Chasity 3:00 What is working now 6:00 Important changes 8:40 You have to train your people 11:00 Investing in coaching ...
Aug 23, 2020•25 min•Season 1Ep. 84
On this episode Jamie Cavanaugh joins Sean and KT to talk about how Loan Officers cannot let the refi boom make them lose their focus on business building activities. Jamie talks about the importance of having a process so that sales activities are the only thing loan officers are doing every day. 2:25 - Who is Jamie Cavanaugh 8:00 - How should MLOs look at the current market 15:20 - Give value without an ask 18:50 - The importance of having a process 23:00 - Letting your business skyrocket Quot...
Aug 17, 2020•27 min•Season 1Ep. 83
On this episode Jason Frazier interviews Next Level founder and coach, Kenneth Travis. KT is a 17yr mortgage veteran and Marine Corps Veteran who had a drive and passion to succeed going all the way back to high school. KT talks about how he built his business, the importance of focusing on creating a team environment, and how now is the best time to create new Realtor relationships. 02:25 KT introduction 06:15 Building Trademark Mortgage 09:00 What drives you 14:20 The Next Level difference 21:...
Aug 10, 2020•32 min•Season 1Ep. 82
On this episode Jason Frazier interviews Next Level founder and coach, Kellen Vaughan . Kellen discusses how loan officers can have their lives changed by coaching, what he focuses on with growing his business, and how loan officers should be taking advantage of this perfect storm in the industry. Title: On this episode 1:40 Kellen’s background 5:15 Building your business 8:55 How Kellen’s life has changed 11:15 Coaching goals 15:20 What drives Kellen 17:40 How is Next Level different 23:40 What...
Aug 03, 2020•32 min•Season 1Ep. 81
On this episode Jason Frazier interviews Next Level founder and coach, Shane Kidwell. Shane discusses how he built his brand, what drives him as a mortgage pro, his focus as a next level coach, and what MLOs should be focusing on in their business. 1:00 - Show Intro 3:20 - Shane’s Story 5:50 - How coaching played a part 9:00 - Building your own brand 14:00 - What drives Shane 18:15 - Shane’s focus as a coach 22:25 - The Next Level difference 28:15 - What LOs focus should be right now Quotes: “I ...
Jul 26, 2020•39 min•Season 1Ep. 80
On this episode of Sean Zalmanoff talks with Jason Frazier about how the 75 Hard program has made a positive change in his life and what he has learned. Sean and Jason also discuss the importance of the right messaging. Key Takeaways: Mental fitness is just as important as physical fitness. Consistently doing something that is hard creates a commitment to finishing what you started. Take advantage of the time we have to improve yourself. Don't discount that your story can inspire others. Being w...
Jul 20, 2020•29 min•Season 1Ep. 79
On this episode Jason Frazier interviews Next Level Coach Sean Zalmanoff about how he got started and why he became a coach. Sean will discuss his drive to build his business, the difference that Next Level brings to the industry, and what loan officers should be focused on in their business. 1:40 Intro 2:00 The Letter X 4:00 Meet Sean Z 10:30 The drive to change 17:45 Deciding to coach 25:50 The Next Level difference 29:50 Sean’s focus as a coach 36:30 What should Loan Officers be focused on 42...
Jul 13, 2020•51 min•Season 1Ep. 78
On this episode of John The Mortgage Smith joins Kenneth and Sean to talk about how he built his business in a new market from scratch. John talks about how he poured himself into video marketing to build a brand, how he hired help to increase his business, and how facing adversity drove him to be creative. 1:15 Intro 3:15 Pouring into video marketing 5:00 Creating a brand with video 7:15 You have to put in the time 11:20 Growing business from zero 14:30 It is easy to get burnt out 15:30 Hiring ...
Jul 06, 2020•25 min•Season 1Ep. 77
On this episode Travis Scott joins Kenneth and Sean to talk about how he has increased his business by creating a hyper-local presence. Travis will talk about how he created his local brand and a local Facebook group that has allowed him to create deep ties to the community. 2:20 Intro 6:30 The Mortgage Brewer 9:50 Brand that creates relationships 14:45 Events: Bigger is not better 16:00 RIA Results in advance 20:50 Creating a community Facebook group 23:15 Organically getting business “The brew...
Jun 29, 2020•28 min•Season 1Ep. 76
