The Collective Podcast

The Collective Coaching

The Collective Coaching presents in-depth conversations with the nation's leading mortgage team leaders, executives, and branch managers, delivered to you every two weeks. We also feature mastermind sessions with influential coaches, consultants, experts, and speakers. All so you can build the right team, systems, and technology to scale your team to a hundred million without losing your YOU. The Collective Coaching Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative.

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Top 10 The Collective Podcast Episodes

Goodpods has curated a list of the 10 best The Collective Podcast episodes, ranked by the number of listens and likes each episode have garnered from our listeners. If you are listening to The Collective Podcast for the first time, there's no better place to start than with one of these standout episodes. If you are a fan of the show, vote for your favorite The Collective Podcast episode by adding your comments to the episode page.

Mortgage Broker Fast Track w/Megan Marsh

The Collective Podcast

10/27/22 • 30 min

In this episode Megan Marsh joins Shane and KT to share her journey of empowering mortgage professionals with expert knowledge and training. Megan also discusses her passion for helping others, creating multiple income streams, and how her Mortgage Broker Fast Track training came to be.
4:00 Megan’s journey

9:55 Helping others in the industry

13:54 Knowledge is power

16:20 Broker fast track

20:15 Replace want with should

23:45 Value of coaching & community

Takeaways:

This business isn’t easy and if you are here today, then you will be in it for the long haul.

If you stop trying, then it never is going to work.

Do some soul searching to find out what you really love about working in the mortgage industry.

This is a great industry to develop multiple income streams.

Going broker, going to retail, changing companies really doesn’t matter if you aren’t doing the research and moving too fast to make the right decision.

It can be quite complicated to open up a brokerage. Mortgage Broker Fast Track is built to speed up the process without sacrificing knowledge.

Quotes:

“This is a business for entrepreneurs.”

“I just couldn’t fit in to a box where I had to completely follow the rules.”

“I had to do some soul searching on why I loved this industry and I discovered that it was because I loved solving peoples problems when I did their mortgages.”

“If you haven’t equipped yourself with knowledge, you’re going to make the wrong call even if it is the right company.

“Mortgage Broker Fast Track is a digital online course that has 6 modules that cover different areas.”

“There are things you want to do and then there are the things you should do.”

Show Links:

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Mortgage Broker Fast Track: https://www.thecolablife.com/

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ

LinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

Success Through Networking w/Kristi Norton

The Collective Podcast

04/06/23 • 28 min

The more people you network with, the more business you will do. It's that simple. On this episode, The Home Loan Mom, Kristi Norton, joins Sean and Shane to discuss how her networking focus has helped her succeed as an originator. Kristi also discusses how her positive mindset and experience, outside of mortgage, have helped her shape her business.

1:45 Intro to Kristi

8:06 Mindset

13:00 Experience outside of mortgage

16:50 Power networking

24:19 Being disciplined

Takeaways:

A negative mindset in a negative market will not be conducive to success.

No matter how bad your days get, you must keep going because there is no other option.

Focus on building relationships with the people you know in your sphere of influence.

Not being afraid to be out there, networking, and creating relationships is one of the greatest superpowers you can have in this business.

If your market has broker caravans, that is a great opportunity for networking.

If they remember your brand, it is ok if they don’t remember your name.

Quotes:

“Every day is a new day, every day is different.”

“Tomorrow is another opportunity to make sure we do things right.”

“The only thing we really can control is the thing between our ears.”

“I have done a lot of different things, and all of those things have really informed of how I run my business."

“I did a lot that was unpaid, but it was all great training for being in mortgage.”

“Next Level helped me tap into what I have done in the past and how to make it work.”

Show Links:

April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638

Community Platform: www.BecomeNL.com

Strategy Call: www.NLStrategyCall.com

Podcast Partner: https://mortgage.leadpops.com/nextlevel/

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ

LinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

The Four Seasons of a Client: Part 3

The Collective Podcast

01/09/24 • 24 min

Catch Sean Zalmanoff and Shane Kidwell on this week's podcast as they share real stories from their first year running mortgage companies. Learn how they tackled challenges, built trust with clients, and dealt with changing mortgage rates. If you're just starting, this episode is full of tips and tricks you don't want to miss!

01:00 – Reflecting on the First Year

01:54 – Lead Generation

02:24 – Pre-Approval

03:17 – Under Contract

05:13 – Prospecting during the Under-Contract Phase

08:02 – Communication and Clarity

09:12 – Non-Negotiables and Setting Expectations

11:02 – Wednesday Update Calls

12:15 – Creating Trust and Proprietary Value Ads

17:03 – Asking for Feedback and Building Reputation

19:08 – Handwritten Notes and Branding

22:15 – Taking Action and Leveling Up

Takeaways:

Leveraging previous experiences and the work put in earlier can significantly help in building momentum in a new venture.
Addressing potential issues early and being proactive in communication helps in smooth transactions and reduces last-minute stress.

Viewing different stages of the mortgage process as opportunities for prospecting, especially with real estate agents, can lead to future business growth.

Regularly seeking feedback from clients and partners is essential for continuous improvement and adapting to changing market conditions.

Quotes:

“We fight, we claw, we scratch to get a deal under contract”

“The things that I have been doing, have been building momentum, like that snowball going down a hill.”

“You need to have automated communication that is going out as frequently as the football is moving down the field.”

“I'm looking up that listing agent. And if I haven't worked with the buyer's agent before, I want to know their stats as well too.”

“My world's not fair and I don't treat everybody the same.”

Show Links:

Community Platform: www.BecomeNL.com

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ

LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

Building Realtor Loyalty and Generating Referrals with Dawn Griffin

The Collective Podcast

07/28/23 • 24 min

In this week’s episode Sean Zalmanoff sits down with guest realtor Dawn Griffin to uncover powerful insights on cultivating and expanding your relationships within the industry. Tune in to discover how to effectively move the needle with your partners and achieve remarkable growth in your real estate journey.

2:18 – How Dawn got into the Business

7:48 – Q&A Begins

20:48 – Wrap-Up

Takeaways:

Staying in constant communication with partners is crucial. Maintaining an active presence helps originators remain top-of-mind when referrals are needed.

Loan Officers shouldn't be disheartened by negative responses or lack of immediate referrals. The focus should be on consistently delivering exceptional experiences to clients.

Earning realtor loyalty is tied directly to the experiences clients have. Positive feedback and repeated good experiences lead to more referrals and long-term loyalty.

Realtors are receiving more calls than ever from originators. So it’s important to stand out and provide value in order to differentiate yourself from the competition.

Quotes:

“A lot or realtors are taught that they need to hand out three business cards which is not true.”

“My business started growing because I created a blog online and then people started emailing me.”

“When you gain trust and do a great job you work your way to the top of the referral list.”

"We got to create value for our partners."

“It’s really important to stay in front of your partners.”

“It’s what the clients say about the experience. If our clients are having repeatedly good experiences, then you will get the referral.”

“When someone else messes up you get the chance to help but getting loyalty is making sure the clients experience is flawless.”

“If the client is happy, we will refer you all day long.”

“Treat your clients like gold and don’t let them forget you.”

Show Links:

Community Platform: www.BecomeNL.com

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ

LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

How to Rebuild Confidence

The Collective Podcast

09/12/23 • 22 min

In this episode, hosts Shane Kidwell and Sean Zalmanoff explore the journey of regaining self-confidence. They dive into the essential components of rebuilding assurance amidst challenging markets—highlighting the significance of dedicated effort and the establishment of a structured routine that paves the way for future success.

4:03 – Make Your Bed

10:44 – What to do to Get Your Mojo Back

18:44 – Wrap Up

Takeaways:

The goal is to develop self-assurance that isn't dependent on financial outcomes.

Despite the current challenges in the mortgage sector, achieving success requires a commitment to putting in the necessary effort.

Engaging in activities like reading, meditating, and working out can provide a sense of accomplishment and build momentum for success.

In challenging markets, aspiring for full-time results with part-time commitment is unlikely to lead to success.

Quotes:

“If your confidence was tied to your revenue did you really even have confidence?”

“The future is bright if you’re wearing the right colored glasses.”

“It’s not that it didn’t work, it’s that you didn’t work.”

“If you have flamingo syndrome and your head is stuck in the sand, you do not win.”

“The reality is that most people right now are not working 40 hours a week.”

“You’re going to have to go out and do some real significant work.”

“I can’t think of anyone that is successful that has an evening routine as opposed to a morning routine.”

“Part time worker wanting full time results in a downturn market, not a great recipe for success.”

“There is not a career that exists that you get as many at bats, you can close as many transactions, help as many people and make as much money as you can in the mortgage business.”

“As early as you can in your day you need to address things that cause you anxiety. That way you are not walking around with that anxiety all day.”

“We are going to have another season of abundance and you will either succeed or you will fail.”

Show Links:

Community Platform: www.BecomeNL.com

Podcast Partner: https://leadpops.com/mortgage/partners/nextlevel/

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ

LinkedIn – https://www.linkedin.com/company/next-level-loan-officers/about/

Meet the Coaches - Sean Zalmanoff

The Collective Podcast

07/13/20 • 50 min

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
42:00 Speed round
44:20 Final thoughts
“One of the reasons I got involved in coaching was to better myself and to take my business to the next level.”
“When you are looking to join a lender, you have to find the right match for your business.”
“I believe that if you are going to be incredibly successful in this business then you need to be coached by someone who is actively originating.”
“I know a lot of people who make a lot of money who are absolutely miserable human beings.”
“I love being the unassuming person in the room.”
“You need to know exactly where your business is and how you execute.”
Key Takeaways:
The company you choose has to match your internal culture and the way you like to do business in order to be truly successful.
Having balance between your work and personal life is key to you long-term happiness.
The advantage of having a team of coaches is that you can find the one whose business matches yours.
You have to get out your head because that will be the main reason why you don’t accomplish what you want.
Don’t worry about pleasing everyone and trying work with everyone. A bad match is a waste of everyone’s time.
If you want to be successful you need to map out your process.
Links:
Mortgage Success Academy - onedollarmsa.com
Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer
Loan Officer Events - loanofficerevents.com
Social Media:
Facebook - https://www.facebook.com/NextLevelLoanOfficers/
YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ
LinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/
Sean’s Facebook - https://www.facebook.com/sean.zalmanoff
Text the word: nextlevel to 36260 to download our app
The Next Level Loan Officers Podcast is a proud founding member of the REAL Disrupt Podcast Collaborative. You can check our more awesome podcasts at REALDisrupt.com

How to Generate Recurring Income from Your Database with One Simple Hack w/Andrew Soss

The Collective Podcast

09/06/18 • 43 min

Many loan professionals make the mistake of constantly chasing the next client while losing the opportunity to deliver an outstanding customer experience to a current one. What do winners in this industry focus on? Why should we put all of our resources into delivering an outstanding customer experience?
On this episode Andrew Soss, one of the highest producing loan originators in the country, shares his tactics on what helps his business grow.

Three Things We Learned From This Episode

Profitability beats units

We often make the mistake of looking at units instead of looking at profitability. The truth is, we can have many clients and still be unprofitable.

How to decide the kind of business you want

When the loan value is higher, the competition is bigger but so is the income. We must decide from the beginning what kind of clients we want to serve. We also have to look at what worked best for us so far and how the location where we live influences our income.

Why quality should come before quantity as we grow in business

In the beginning, it’s best for us to go with more units because of the contacts we need in the future. As we get more experienced, we should shift towards higher margins. Fewer loans with a higher margin gives us more freedom and time to work on our current clients and deliver an outstanding customer experience.

The most inexpensive and efficient source of income is our database. However, no amount of follow-up can erase a bad experience, so we need to walk the extra mile for our clients and make the process as pain-free as possible. This way, we have a better chance of them coming back to us when they need a loan. The most efficient tactic to getting referrals and repeat clients is delivering an outstanding customer experience.

Guest Bio-

Andrew Soss is the branch manager of The Soss Mortgage Team in California and one of the best mortgage professionals in the country. He provides the vision and drive to the team and is responsible for ensuring that the clients have an amazing experience. With 15+ years in the residential finance industry, Andrew has seen it all. He has numerous mortgage related accolades, including being named one of the top 40 Under 40 by Mortgage Professional Magazine being ranked the 48th highest producing loan originator nationally and #3 in Orange County. Go to http://www.andrewsoss.com/team for more information or connect with him on LinkedIn at https://www.linkedin.com/in/andrewsoss/

Dominating the New Construction Market

The Collective Podcast

07/01/24 • 23 min

In this episode of The Collective Podcast, Shane and Kyle are joined by special guest Michael Nasserfar, VP of the Texas Builder Division at Movement Mortgage. With over 22 years in the mortgage industry, Michael shares his journey into new construction lending and how he's thriving while others struggle. Tune in to hear Michael's insights on the importance of genuine passion, understanding builder needs, and the power of simple, consistent efforts in niche markets.

01:00 – Michael Nasserfar’s Introduction

03:52 – The Importance of Finding a Niche and Being Passionate

09:02 – Understanding the Mindset of Builders in New Construction

13:38 – Learning from Successful Individuals in Your Field

21:24 – Michael's Insights and Strategies
Takeaways:
Passion for your work is crucial. If you're genuinely interested in what you do, it shows, and it makes your job easier and more enjoyable. This passion is also what helps you persevere through challenges.
Success often comes from doing simple things repeatedly. You don’t need complicated strategies; just consistently meet the basic needs of your clients.
It's essential to know the unique needs and challenges of builders. This includes understanding the importance of timely funding, project timelines, and the specifics of new construction. This knowledge allows you to provide better service and build stronger relationships.
Finding mentors or successful professionals in your niche is invaluable. Learning from their experiences and mistakes can save you time and help you achieve success faster. Apprenticeships and coaching can provide practical insights and guidance.

Quotes:

"If you try to fake being passionate about something, it never works. It never, ever, ever worked. Maybe short time, but the saying fake it till you make it in this sense just doesn't work."
"A lot of it's very simple, but simple often times isn't what's exciting for people that are wired like we are. We get attracted to complexity and attracted to shiny."
"Becoming excellent at understanding what builders need is when the magic happens."
"It literally is simple repetition, never coming off or down off that wall. And just literally, I hate to use grinding it out, because I don't ever feel like I'm grinding. I just love what I do."

Show Links:
Community Platform: https://products.thecollectivecoaching.com/

Social Media:

Facebook - https://www.facebook.com/itsthecollectivecoaching/
YouTube - https://www.youtube.com/@TheCollectiveCoaching
LinkedIn – https://www.linkedin.com/company/collectivecoaching/
Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

The Ultimate Event Playbook

The Collective Podcast

07/15/24 • 34 min

In this episode of The Collective Podcast, Shane teams up with special guest Jeramy Poole. Jeramy’s journey from mortgage lending to founding Poole Media is nothing short of inspiring. They dive into how he’s mastered the art of high-end real estate events and killer video marketing. If you’re looking to learn how to turn your job into a thriving career and make a real impact, this episode is for you.

03:00 - Falling into Event Hosting

07:45 - Creating Successful Events

09:40 - The Power of Relationship Marketing

12:31 - Profit from Proximity

23:44 - The Importance of Pre-Event and Post-Event Marketing

28:06 - Charging for Events and Building Value

31:27 - Approaching Events with a Sense of Urgency and Willingness to Take Risks

34:41 - Providing a Great Experience and Fostering High-Quality Relationships
Takeaways:
Start by visualizing a successful event and break down the planning process into detailed weekly tasks to ensure every aspect is well-prepared in advance.
Creating a relentless and abundant marketing campaign is crucial. Use every event milestone to generate excitement and engagement.
Bringing on high-profile sponsors adds credibility to your event, attracts more attendees, and expands your reach through the sponsors' networks.
Building authentic relationships and being genuinely interested in attendees' needs and experiences turns them into long-term clients and advocates for your business.

Quotes:

"People always want to have a good time. People always want to work hard and play hard. And if you give them that, if you give them a reason to get dressed up, if you give them a reason to be excited about something... you’re gonna get something for your business."
"I even go to the venue before I even have it secured. I walk the property, I visualize the line outside."
"If you try to fake being passionate about something, it never works. It never, ever, ever works."
"Build momentum. So first and foremost, I'm thinking about hosting a party. Would you be interested? You'd be surprised how many people say yes."

Show Links:
Community Platform: https://products.thecollectivecoaching.com/

Social Media:

No More Excuses: Start Leveraging Video w/Caton Del Rosario

The Collective Podcast

02/17/20 • 25 min

In this episode Kellen and Sean are joined by Caton Del Rosario who is the Director of Marketing, co-founder, and owner at American Mortgage Network, a 100% Employee Owned ESOP. Caton discusses how it is time for MLOs to cut out the excuses and start getting serious about using video.

[00:02:25] - Introduction of the episode

[00:02:42] - Caton’s background

[00:05:18] - What do you do in your role that supports the operation?

[00:08:00] - What do you tell loan officers right now to move the needle to get more loans a month?

[00:17:02] - What are you doing to attract more business?

Quotes from the episode:

“Do what you’re best at. Don’t get on video just because you think it is important.” [00:09:06]

“My crappy video is better than your non-existent video. Just do something. It doesn’t matter what it it. Whatever you are doing is better than not doing anything at all.” [00:10:35]

“Video content especially long form not even short form is gonna become more important, if you’re able to provide information on those platforms at scale and make it fun, entertaining and accessible, that’s really what is going to move the needle.” [00:17:55]

Links:

Mortgage Success Academy - onedollarmsa.com

Next Level Loan Officers - https://www.nllodigital.com/mortgage-success-offer

Loan Officer Events - loanofficerevents.com

Whiteboard CRM - https://whiteboardcrm.com

American Mortgage Network - https://amnetmtg.com

Extreme Ownership - https://www.amazon.com/Extreme-Ownership-U-S-Navy-SEALs/dp/1760558206/ref=tmm_pap_swatch_0?_encoding=UTF8&qid=1581000502&sr=1-1

Social Media:

Facebook - https://www.facebook.com/NextLevelLoanOfficers/

YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ

LinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/

Caton Del Rosario - https://www.instagram.com/catondelrosario/