November 6, 2023 • 57 mins
In this episode of Batting 1,000, Dale Vermillion sits down with Todd Duncan, the CEO and Founder of High Trust Selling. Todd, a two-time New York Times bestselling author and renowned speaker, shares his insights on thriving in the mortgage industry by embracing faith over fear. With over 5 million professionals trained and a wealth of experience from speaking engagements worldwide, Todd offers invaluable strategies for overcoming current market challenges.
Dale and Todd discuss the importance of mindset, relationship-building, and actionable strategies to succeed in today’s high-rate environment. Tune in for a motivating and practical conversation that’s bound to inspire and equip mortgage professionals to elevate their game.
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In This Episode
Embracing faith over fear (starts at 3 mins 53 secs)
Todd discusses the significance of choosing faith over fear and how it can positively influence your mindset and business approach in challenging times.
Succeeding in high-rate markets (starts at 15 mins 46 secs)
Dale and Todd delve into effective strategies for expanding your network, leveraging existing relationships, and increasing your conversion rates without resorting to cold calls.
Building high-trust relationships (starts at 27 mins)
Dale and Todd discuss how to foster meaningful relationships with clients and real estate agents by focusing on their needs and providing genuine value.
Combining positivity with practice (starts at 37 mins 9 secs)
Dale and Todd discuss the importance of maintaining a positive mindset, continuous practice, and role-playing to enhance your skills and confidence in the mortgage business.
Resources
Schedule a call with Todd's team
Schedule a call with Dale’s team
Soundbites
"Thought without action is useless. Action without thought is dangerous." — Todd Duncan
"Faith tells us that it’s the...
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Todd Duncan (00:01):
Thought without action is useless.
Action without thought is dangerous.
Think about a simple strategy.
If you want to widen yournet, which you have to do.
And if you, if you realize thatthe 10 realtors that you love.
Um, aren't able to give you the sameamount of business, then you maybe
(00:23):
need for 20, you maybe need for 30.
People go, well, how do I do that?
I don't have time for that.
Well, you totally have time.
You call each of the 10 and you, and yousay, listen, Dale, um, the market's hard.
Um, I need to expand my reach.
I'd rather not make any cold calls.
So who are five of your best friendsthat sell real estate that I can call
(00:44):
using your name who need a partnershiplike you and I have, you're going
to give me, here's five friends.
Voice Over (00:56):
You're listening to batting 1000 with Dale Vermillion,
where heavy hitters from mortgage,real estate, and business share their
secrets for lasting success with yourhost award winning sales strategist
and industry icon, Dale Vermillion.
Dale Vermillion (01:10):
All right.
Welcome to batting a thousandwhere we talk to the heavy
hitters in the mortgage industry.
And today I got one of the heaviesthitters you can ever imagine.
A man who needs no introduction, but I'mgoing to give him one anyway to honor him
because he is a legend in our industry.
Todd Duncan is with us today.
Todd is a two times New Yorktimes bestselling author.
(01:31):
Uh, he's authored 17 books, includinghigh trust selling, which is really
the core thing that, that he buildshis training around he's trained over 5
million professionals worldwide has spokento groups as large as 70, 000 people.
And he's been featured in the NewYork times, the wall street journal,
the Los Angeles times entrepreneurmagazine, success magazine, Fox, CNN.
(01:54):
This man has done it all.
Um, and more importantly than all of that,uh, he is just an incredibly, uh, kind.
Generous and ethical guy.
Uh, he has led people in such incredibleways, changed more lives than anybody I
probably know in the mortgage industry.
Todd, it is such an honorto be with you today.
(02:15):
Thanks for joining us.
Todd Duncan (02:17):
Um, it's an honor for me too, Dale.
And it's, uh, it's likeyou wake up in the morning.
And you realize that you'reblessed and that you get an
opportunity to impact lives.
And, um, you know, I think there's astory, uh, for everybody that, that
watches this conversation that we'reabout to have on, you know, waking up
with purpose and waking up with intentionand, uh, and making a difference.
(02:39):
And there's no higher calling, Ithink, than that, you know, and, and,
um, I was really, I was a little bitdisappointed, however, this morning
because I was talking with somebodyelse and they had, they had a hat on.
That they said you gave themand, uh, it said others first.
And I'm wondering whydon't I have that help yet?
Dale Vermillion (02:59):
Well, you're going to, we'll, we'll, we'll, we'll,
we'll be sure to send it to you.
Guaranteed.
A
Todd Duncan (03:04):
little levity to start things off.
But I thought, I thought itwas interesting that without
having this time with you.
Somebody else brought you up inthe same high regard that you
introduced me, which I'm grateful for.
And, uh, together brother, it's, uh,it's, it's really, really fun to make a
Dale Vermillion (03:19):
difference.
It really is.
It really is.
And you are certainly another'sfirst kind of guy you, you
put people before yourself.
And that's one of the things thatI've always loved about you and
admired about you over the years.
So here's where I want tostart the conversation.
You and I had a great chancelast week to hang out together
at the aim fuse six conference.
Um, you did an incredible speechthat are like you always do.
(03:40):
You talked about something that Ijust absolutely loved, and that was
faith over fear, how, how, how thatis one of the key things today.
So let's, let's open this up by talkingabout, we're in a crazy market right now.
As you know, um, you know, rateshave hit all time highs in 23 years.
Uh, we're seeing deals fall out onthe backside on people that they
(04:01):
haven't seen that happen before.
And a lot of that, I think.
Success today is dictated onhow we mentally face this market
and have the right mindset.
So could you share with us someof your thoughts about that?
Cause I know you've got a lot ofstrategies and ideas around that.
Todd Duncan (04:21):
Yeah.
So, um, I, I may be thebest place to start.
And I want to say this with, um, a lotof, um, kind of nostalgia, you know, I
got in the loan business when I was 23years old and my timing couldn't have
been worse because I entered a marketthat many mortgage professionals today
(04:41):
have never, and probably You know don'teven correlate that that we've had bad
markets before this one feels deep and itcuts deep because so many loan originators
have only had a 10 year experience of kindof like How the business was easier than
it is right now in this moment, right?
But if you go all the way backto when I started, um We had a
(05:03):
lot of the same stuff going on.
We we had uh interest rateshigher than they had Ever,
ever been prime was 20 percent
Dale Vermillion (05:10):
to
Todd Duncan (05:10):
fund an FHA or VA loan was 17, 17 and a half percent
and maybe four or five points.
Dale Vermillion (05:16):
Yep.
Todd Duncan (05:16):
Consumer confidence was in the tank.
Unemployment was at an all time high.
Dale Vermillion (05:20):
Yep.
Todd Duncan (05:20):
We were in a full blown recession and The vibe on
the street is nobody is going tobuy a house in today's market.
So that's how I started.
And I had a three monthguarantee of 1, 500.
And that was it.
My grandmother gave me a book, uh, whenI was in college called success through
(05:40):
a positive mental attitude and NapoleonHill and W Clements stone wrote that book.
I devoured it.
I absolutely devoured it because I always,I always knew that there was some kind
of difference between the people thatwere attractive in the marketplace.
And by that, I mean, from thevalue proposition from the
light, you can feel it, right?
You can feel it when you'renext to somebody who's got the
(06:02):
right kind of spirit going on.
And I figured that I can't control any.
Of what has caused this
Dale Vermillion (06:10):
that's right.
I
Todd Duncan (06:11):
can't control the government.
I can't control the feds.
I can't control rates Ican't control the bank.
I can't control anything Theonly thing I can control is
what I do in the market i'm in
Dale Vermillion (06:22):
correct
Todd Duncan (06:23):
and so in this book was These amazing tidbits Of how to choose a
positive mindset and a positive mindset.
I'm not talking about, I'm so excited.
I'm talking about, I'm talkingabout what's going on in here.
That is the only offense you have rightnow in the face of being negative.
(06:48):
So what I did is I, I had a buttonmade up that was about the size of a
softball, probably three inches or so.
And that button was green andon it was this phrase, rumor
has it we're in a recession.
I'm not participating.
I love it.
And I wore that in everyborrower interview.
(07:10):
I wore that in everyreal estate agent call.
I wore it every day.
And what it did is itfostered this question.
Why are you so positive?
And then I got a chance to answer it.
I got a chance to say the good newsabout rates where they are right now is
they'll probably never be this high again.
Dale Vermillion (07:29):
That's right.
Todd Duncan (07:29):
And the good news about you and me.
Is that I'm going to help you withyour mortgage for the next 20 years.
So we can either wait a couple of years orwe can decide if this works now for you.
Either way, I'm here to serve.
Either way, either way, I'm here to help.
So in that book, 300 page book,this is the phrase that has
stuck with me my whole life.
(07:50):
There's very little difference betweenthose that succeed and those that fail.
But the little differencemakes the big difference.
The little difference is attitudeand the big difference is whether
it's positive or negative.
And that's it.
(08:10):
And if you don't choose positivity andbalance it with hope, which leads to
faith, you're stuck in today's market.
And here's the deal about mindset.
The longer you're stuck,the worse your mindset gets.
So the key to everythingis to get unstuck.
(08:32):
That's the key.
And you can't get unstuck unlessyou replace fear with faith.
And faith tells us scripturally thatit's the assurance of things hoped for.
I hope the market gets better.
I hope that people start buying homes.
I hope that real estate agentswill refer business to me.
I hope, I hope, I hope.
And the conviction of things not yet seen.
(08:52):
So what does conviction mean?
It might mean it's going to takeanother 90 days to get through this,
but you're either going to, you'reeither going to survive or you're not.
It's going to be that simple.
And I would rather arm peopletoday with faith And strategy
instead of fear and stagnation.
(09:15):
I talked to somebody two weeks ago,right before we went to Vegas and
hooked up at aim two weeks ago.
And she said, you know, I decidedfour months ago that the market
wasn't going to get any better.
And if it did, I would still do whatI'm about to do because I think it would
bless me even when the market got better.
She went from doing weekly lunch andlearns for 30 real estate agents to
(09:36):
And she had blown off, blown out 10cubes in her office and she had the
agents come to her instead of her tryingto go out and you know, all of this.
And that worked until rates went up.
And so she asked me, what should I do?
And I said, you should widen your net.
She goes, I can't, I onlyhave 30 seats in my office.
(09:58):
And I go, is there a hotelwithin a mile of you?
She goes, yes.
And I go invite a hundred.
And go rent a ballroom.
She goes, really?
And I go, yeah, invite a hundredand go rent a ballroom because the
30 that served you last year arenot doing enough business to serve.
That's right.
Dale Vermillion (10:12):
That's right.
Todd Duncan (10:13):
So she does this.
She starts to market it.
It's on social.
She, her goal was a hundredagents in the seats.
She put together a five agent panel.
Two agents she had a relationshipwith, three she didn't, and she
facilitated a two hour conversationabout how to win in today's market.
She had 91 real estate agents show up.
Dale Vermillion (10:33):
Awesome.
Todd Duncan (10:33):
And then the next two weeks, locked over 5 million in loans.
Dale Vermillion (10:37):
Awesome.
Todd Duncan (10:37):
Now, let me ask you a question, Dale.
Do you think she's more excited?
Or less excited about going from30 to a hundred in today's market.
Dale Vermillion (10:46):
Oh, I bet she's a whole lot more excited.
Todd Duncan (10:48):
Yeah.
And what's really interesting.
And I'll just, uh, I'll say this.
And then if we want to gettactical, we can do it.
What's really interesting.
You got a text from her yesterday.
And, uh, you know, I've not done this yet.
So might as well read it to your audience.
Cause this is, this, this is really,it's like you and I could talk all
day long about mindset, but when youtalk to somebody that does it, right.
(11:12):
So here's what she says,30 seconds of stuff.
She goes, I had the most wonderfulday today with a real estate
agent from I did four weeks ago.
She approached me afterwards and shesaid that was an amazing experience.
I followed up with her and asked herif she'd like to go on a hike in the
(11:34):
canyons and just chat about life.
And she said she brought her dog, shebrought her dog and drove, drove to me.
And we spent five hours, five hourstalking about how I can help her win.
Talk about a high trust interview.
You teach us to do it in 30 minutes.
(11:56):
I took five hours going deep.
She goes on to say that at theend of that time, we were friends.
And the day after that, shereferred three buyers to me.
So what worked?
In the past does not work right now.
Dale Vermillion (12:11):
That's correct.
Todd Duncan (12:11):
And you got to go on the offense and you got to change your
thinking and you got to move forward.
If you're stuck, you got to move.
Dale Vermillion (12:20):
There is just a whole lot of wisdom.
I love when you talked aboutfear and strategy versus.
I'm sorry, faith and strategyversus fear and stagnation.
What a, absolutely, that's a drop themic moment right there, of something
that we can really clutch onto.
You know, I had a really good friend ofmine years ago, who said to me one day, he
(12:40):
said, you know, if you're gonna pray forrain, You better have a hoe in your hand.
And I never forgot that quotebecause he's absolutely right.
You know, we need to have faith andhope, but we also need to be willing to
work when the opportunity avails itself.
And a lot of what I see today, I'msure you see the same thing is, is.
(13:00):
We see people are hoping for thingsto get better, but they're not doing
anything different to change theirsurroundings to create some of that.
And that's what has to happenin today's marketplace is
you have to understand that.
Look, we've been here before.
This is nothing new in this market.
You started when rates were super high.
(13:21):
I started when rates were super high in1983, just a year or two after you did.
Rates were 17 and a half that I wasselling for the first seven years.
I was in the business when we gotdown to 15 and a half percent rates.
We thought it was, you know, thegreatest thing that ever happened.
And when I ended my career at 12 anda half, I thought it was free money at
that point, you know, so we see theserates, we don't think anything about it.
And we know that no matter whatrates do, people are going to buy.
(13:44):
People are going to borrow.
That's always going to happen.
You can be assured of that.
James Cameron had a great quote.
He said, hope is not a strategy.
Luck is not a factor andfear is not an option.
And I remind people a lot thatwe absolutely need to have
hope in everything that we do.
If we don't have faith thatbuilds hope, we're in trouble.
(14:06):
But when it comes to our business,we can't just sit around and hope all
day that it's going to rain business.
We got to make it rain business.
And then we've got to work throughthat process that comes with that.
So let's get strategic here because look,you are the master of helping people
understand how to attack their business.
You said something earlierthat I totally agree with.
(14:29):
You know, the speech that I did, youprobably heard me talk about the four X.
Prospecting today, you've got to havefour times the size network today.
You had in 2021 to get the same kindof results because of the drop in
the realtors business and all thethings that are affecting the economy.
It's just not themortgage side that's hurt.
So let's talk for a little bitabout some of the strategies that
(14:51):
you are teaching and employing.
You know, you've got what, 37coaches that work with loan
officers across the country.
By the way, if you're not workingwith the Todd Duncan group, you need
to work with the Todd Duncan group.
You need to get coached by Todd'steam, but talk a little bit
about what you guys are sharingwith people in this marketplace.
Cause you and I are both veterans ofhigh rate marketplaces, just like you.
(15:15):
I never dropped a borrower's rate a dayin my life in the 12 years that I managed,
you know, thousands of loan officers.
And I had people closing 35 loansa month, raising rates every day.
This is a market whereyou have to do that.
How are you doing that today?
Todd Duncan (15:30):
Um, so the first thing, and this may, I don't want this to sound
anything other than complimenting to whatyou said at the start of that question.
And that is, um, being a guy thathas had to choices just like all
of us between fear and faith.
Um, the interesting thingabout faith is there is hope,
Dale Vermillion (15:51):
and
Todd Duncan (15:52):
if you don't have faith, then hope is not a strategy, but if
you have faith, And you don't executeaction, faith does not bear itself out.
So what we do is we take this wordfear and we go It can either be false
experiences appearing real which is we puton to something A future that is negative
(16:15):
that is rarely going to happen, right?
Call reluctance is oneof those great examples.
So the way to change callreluctance today is to move from
false experiences, appearing real.
If I call that realtor, she'sprobably not doing business.
If I call it, you know, call that person.
I'm not sure I have what ittakes to, to get them to say yes,
blah, blah, blah, blah, blah.
Dale Vermillion (16:34):
Right.
So
Todd Duncan (16:35):
then what we have to do is we have to understand that
the world's greatest performers inany discipline, including mortgage
practice more than they play.
So one of the ways to move fromfear to some sense of face is.
Everything and rise.
Same word face.
Everything and rise is to be equipped.
I can rise above the noise.
(16:55):
I can get higher.
A hawk can see a rabbit, butthe rabbit cannot see the hawk.
Dale Vermillion (17:02):
And
Todd Duncan (17:02):
what you have to do is you have to rise above the circumstance.
How do you do that?
You make a choice number one, and youpractice number two, and then you act
number three, and I'll give you Styleand what that looks like in just a sec.
The third thing, though, is if I canface everything and rise and I can
understand the value of practice andbeing equipped to do the things that
(17:27):
I'm going to be faced to do and toknow that if I'm not equipped, I lose.
And to know if I am equipped, theodds go up that I'll win and I'll
be able to help the customer win.
So the final acronym of the sameword is feeling excited and ready.
Dale Vermillion (17:48):
Love it.
Todd Duncan (17:50):
And how do I do that?
Well, I have to move.
And this is this, I gotto say this really slowly.
Um, thought without action
is useless.
(18:10):
Action without thought is dangerous.
And so what I, what I'mtelling people today is think
about this for just a second.
Think about a simple strategy.
If you want to wipe yournet, which you have to do.
And if you, if you realize that, thatthe 10 realtors that you love, Um,
(18:30):
aren't able to give you the same amountof business, then you maybe need to
go to 20, you maybe need to go to 30.
And people go, well, how do I do that?
I don't have time for that.
Well, you totally have time.
You call each of the 10.
And you, and you say, listen,Dale, um, the market's hard.
Um, I need to expand my reach.
I'd rather not make any cold calls.
So who are five of your bestfriends that sell real estate?
Dale Vermillion (18:53):
Yep,
Todd Duncan (18:53):
that I can call using your name who need a partnership like
you and I have Dale and she's gonnagive me You're gonna give me he's
gonna give me here's five friends.
Dale Vermillion (19:05):
Yep
Todd Duncan (19:06):
Then I called dan I go.
Hey dan, it's todd duncan with abcfinancial I was talking with dale
vermillion the other day and hesaid you're one of his best friends.
You're a real estate agent He said you'rehaving some rocky moments with your lender
and that maybe you and I should sit downso that we could see If we could foster a
relationship like I have with him You havesome time in the next two days to meet.
(19:27):
I'll meet you anywhere face to faceto have a conversation about how I
can help you win in real estate today.
If I did that between now Daleand seven days from listening to
this, I would have 50 phone calls.
To 50 referred to realtors, whichincreases my conversion rate of setting
appointments like there's no tomorrow.
(19:49):
If I have a referral instead of acold call, conversion to appointment
from call can be as high as 95%.
That's right.
Especially in a marketlike we're in today.
So then the next thing that thelaw officer fears is great idea.
What do I do with Dan who Dale referredme to when Dan says, let's meet?
Yeah.
Well, you meet and you look at Dan andsay, here's where I'd like to start.
(20:13):
What are your three topchallenges right now?
And how can I help yousolve those challenges?
And they're not going tobe uniquely different.
You know, this deal, I know this.
The needs of people have right now.
So then, um, I need more sellers.
I need more buyers who are, areactively wanting to buy and sell.
(20:35):
I go, great.
What are you doing right now to get them?
And they're probably going to say, youknow, I'm knocking on doors, I'm farming,
I'm making phone calls, I'm doing socialposts, this, that, and everything.
And, and I go, so when wasyour last closing deal or Dan?
And Dan says, um, three weeks ago.
And I go, have you talked to that buyer?
Since closing and asked him this andlet's just call it Dan and Janet.
(21:02):
Hey, Dan and Janet.
So excited.
You're in your new home right now.
I'm building my business by referral only.
Now that you're settled in your house,I'd like to plug into whomever you
know that you think is going to buyor sell, maybe invest in real estate
in the next 12 months that we couldcontact using your guy's experience,
not your name, your guy's experience.
(21:22):
So now it's all of a sudden, Dan, therealtor goes, no, And I go, why not?
Well, um, I don't know.
So we look at this, we look at this ideathat like, if you give me a buyer and I am
your lending partner, cause I do this forDale, my other partner, every single buyer
is told at the application appointment.
(21:44):
And when that is done and ready togo and they are sold and they trust
me and my team, they are told that'sthe only way we build our business.
Now, imagine this, imagineevery loan officer right now,
24 hours after an application.
7 days into a contract, 14 days intoprocessing, 7 days prior to clear
(22:04):
to close, and 7 days after closing,and then 90 days after closing.
And then six months after closing hadeight referral opportunities per borrower.
You had 10 loans in process.
You have eight opportunitiesfor referrals each.
That's 80 referrals.
Dale Vermillion (22:22):
Yep
Todd Duncan (22:23):
Can I just say to everybody listening there's enough people buying
real estate today For you to makemore money than you're making right
now to have more peace of mind thanyou have right now That's right more
security than you have right now.
They're out there You just got toget unstuck and you got to you talk
about getting tactical I just gave youlike three tactical things do this.
Dale Vermillion (22:40):
That was awesome You
Todd Duncan (22:42):
But to do them and to be confident, feeling excited and ready,
you need to just do what you and Idid for about an hour, sit down and
have this kind of appointment settingrole play with another LO and then
he or she gets to do it with you.
But here's the deal.
Stop talking, start asking fewerquestions that are penetrating
(23:03):
questions, and then listen for aslong as you can so that you can figure
out how to solve people's needs.
You talk too much right now becauseit's chaotic and you're scared.
You're not going to get
Dale Vermillion (23:15):
business.
That's exactly right.
So Todd, everything you just saidthere was so incredibly powerful.
That was pure gold.
Loved it.
You and I are so like minded in the waywe approach the business and look, the
number one mistake, and we both seenit because we both trained millions
of loan officers across the country.
The number one problem is.
(23:35):
We talk our way right in and rightout of deals every single day.
The key to success in today'smarketplace is simple.
It's, it's put thatrealtor before yourself.
You're not there to get anything.
You're there to give them something.
It's that give to get mentalitythat I've taught my whole career.
You know, I, I've always said, if you'regoing to win the business with your
(23:58):
partners, the only way you're going towin it is by improving their business and
improving their life, not by trying tosell them your products and your services
that everybody else is also trying tosell the same thing and they're tired of
hearing about, and you made it so simple.
In that example of how today a loanofficer can expand their realtor
(24:19):
and their partner base exponentiallyby not trying to cold call because
they do have call reluctance todayand they are pushing too hard, but
instead by leveraging the relationshipsyou already have to turn them into
more relationships down the road.
And you're right.
Your conversion rates exponentiallyblow up when you do that, because now
that Realtor is going to call thatperson who referred you and say, so
(24:42):
tell me about Todd Duncan, they'regonna say, Oh my gosh, he's amazing.
He's one of our, one of our best lenders.
He he's, he's our go to andit's an automatic done deal.
You don't have to sell yourselfbecause your partner selling for you.
It's the right way to approach it.
You know, when you were talking, uh,a quote from Morris chain came into
mind that, that I've always loved.
(25:04):
He said.
Execution without strategy is useless.
Strategy without execution is pointless.
Great, great quote that I've usedmany, many times, because it's
exactly what you said a moment ago.
You've got to be able to connect thedots so that you're combining both
(25:24):
your strategy and your execution.
And the thing that you said in therethat I thought was so powerful that
nobody does, and I talk about this allthe time too, is practicing and role
playing before you get a live interview.
Partner or prospect on that phone andin that conversation, warm yourself up.
You know, I've used thisanalogy many times and it's
(25:45):
perfect for batting a thousand.
We've all been toprofessional baseball games.
What you'll never see the professionalbaseball game is a baseball player.
Watch straight from thedugout to the batter's box.
It never happens.
They go to the on deck circle first.
Now these guys know how to hit a baseball.
They've hit millions of them.
So why do they go there beforeevery time at the plate?
Because they're getting themselvesready, mentally prepared and physically
(26:09):
prepared for a 99 mile an hour fastball.
And that's what we get a lot of timeswith customers and with partners
is 99 mile an hour fastballs.
You're not going to be ableto handle that unless you've.
Warmed yourself up and practiceyour approach with somebody else.
So that was just absolute puregold in today's marketplace,
because you're absolutely right.
(26:30):
We've got to expand our databases.
We've got to work with more partners.
And the best way to do that is throughrelationships you already have.
That's key.
Todd Duncan (26:40):
I, yeah, I think in that, you know, just to, to put an
exclamation mark on, on practice.
Everybody, myself included, Dale,you included, everybody, When they do
something the first time they don't do itwell, whatever it is, whether it's talking
to a borrower the first time, or talkingto a real estate agent, learning how to
(27:03):
snowboard, I'm a private pilot learninghow to land, you know, none of this is
easy when we do it for the first time.
Dale Vermillion (27:11):
Right.
Todd Duncan (27:11):
And somewhere between Earl Nightingale saying, if you practice
your trade for an hour a day in threeyears, you'll be a world expert.
And the 10, 000 hour rule, whichI still can't find the, the app,
absolute epicenter for where thatrule came from, but I can see it.
If you watch, if you watch the showquarterback and you watch the three
quarterbacks that are featured duringthe 2022 series, um, uh, season,
(27:35):
one of them is Kirk cousins, thequarterback from Minnesota Vikings.
There's a moment in episode threewhere he's working with his quarterback
coach and he says to his quarterbackcoach, I've got to, I've got to record
Every third down play call in my phoneso that all week long I can listen
to the play calls for the third downbecause that's where they decided they
(27:56):
needed to improve conversion, right?
Same thing that we'rekind of going through.
And there's this clip withhim practicing the plays.
Um, the phone says what the play is.
He repeats the play.
The phone says the play,he repeats the play.
It's all in this audible, like, so, sohe says at the end of this, and this
is the point he goes, when it gets toSunday, I don't want to have to think.
(28:20):
I just want to execute.
And a loan officer today thatsays, I do not have faith in
making sales calls on realtors.
If you spent tomorrow for eight hoursrole playing, setting appointments,
Monday, you'd be ready to go.
Dale Vermillion (28:38):
That's right.
Todd Duncan (28:39):
And even if you, even if you feel like it didn't go quite
according to plan, the real estateagent is not going to say, gosh, that
Todd Linder guy, he missed that onesentence in that script and he should
have, they're never going to say that.
And so we've got to, we'vegot to understand that.
So listen, competence is first.
(29:01):
If you're not competent with something,you will not have confidence mindset.
If you're competent and youpractice, then you have confidence.
What happens when you have confidence?
Confidence leads to leadsto just think about this.
Oh my gosh, if I'm not good,I'm not going to take action.
I'm not going to takeaction because I'm not good.
So if I get good, then I'll beconfident, which leads to consistency.
(29:26):
But if I'm not competent,then And I'm not confident.
I surely am not going to be consistent.
That's right.
So here's the interesting thing.
The fourth C is compounding andcompounding works both ways.
You can not be competent, stay inbusiness, and the negative compound
effect is going to take you away fromwhatever success opportunity you have.
(29:47):
That's right.
But if I get confident and then Iget confident and then I do the right
thing every day, every single day.
Yeah.
Then the compound effectgoes the other way.
So I'm talking to a guy today.
I asked him, we taught mindset on Tuesday.
I asked everybody yesterday, what'sone thing you've done that has
(30:08):
changed your mindset in 48 hours?
This guy said, this is as simple as it is.
This guy said, I made a decision thatall technology would be off between
eight 30 and 10 and that I wouldsimply call the people that I printed.
The call list out the night beforebefore 10 o'clock and he said I got three
(30:31):
loans Since tuesday that I would nothave gotten had I not decided between 8
30 and 10 I'm going to turn everythingthat interrupts me off and i'm going
to focus on making my impact by 10 Thewhole rest of the day can get shot.
But at least I know i've donethe right thing So what would
(30:53):
happen this is for your audience?
What would happen if?
Every day for one hour, you call realtorpartners, asked how you can serve them,
ask what they needed to have from you.
Um, agree to meet, agree to helpthe borrowers that they refer to
you, find more borrowers that youcan bring back to them hour a day.
Then what would happen if you talk to,I don't know, two to four borrowers
a day because you're talking to theright real estate agents, right?
(31:16):
And so then it's like,okay, that's 20 a week.
That's 80 conversations a month.
If I could get two referrals a week from.
10 agents or one referral week from 20agents and do that every single day.
Think about how my businesswould be different in 30
Dale Vermillion (31:31):
days.
Todd Duncan (31:32):
And then if I can just make sure that because, because I have
made a decision that relationshipsare more important than transactions.
My desire to follow up is notbecause it's some skill that somebody
taught from stage at a seminar.
My desire to follow up with youis because I care about you.
Dale Vermillion (31:54):
That's right.
Todd Duncan (31:54):
And, and I want a relationship with you.
I'm not following up because someCRM told me to call you today.
I'm following up because Ilove you and I care about you.
And I want to help you win.
You don't have any call reluctance now.
And that deal is to your whole, yourwhole OS, your whole thing is the generous
person will prosper if you help others.
(32:16):
You will, you will get your fair share.
Dale Vermillion (32:20):
That's exactly right.
Todd Duncan (32:21):
That's a hundred percent right.
If you don't help others, you're goingto have call reluctance and you're not
going to be valuable in the market.
Dale Vermillion (32:26):
I love that.
So this morning I was having achat with a, uh, loan officer that
I was coaching who did four and ahalf million dollars last month.
He's on pace for 5 million this month.
And I asked him the one question,why do you think you're doing those
kinds of numbers in this market?
So easily.
And his answer was simply this.
(32:48):
I get up and call 30 realtorsevery morning, religiously.
I've done it for 10 years.
I'll do it for the next 10 years.
I'll do it until I retire.
It is the difference maker.
What you just said is sosimplistic and it's so true.
If we will just commit our mornings,I've said this in a lot of the
keynotes that I've done over the years.
(33:09):
You know, when I was a manager, Ihad a rule and the rule was, if I
caught you In your email before 11o'clock, I fired you on the spot.
And people always say tome, why would you do that?
And here's my answer.
Cause there ain't nothing good in there.
That's why, because I want you sellingbefore you get into the mess that
(33:29):
is in your email box of problems andprocessor emails and cancel deals and
everything that derails us during the day.
So what you said is exactly what everyorigin needs to do today to succeed.
And I want to key in on what youtalked about a moment ago is.
Because you and I had a backstageconversation about this last weekend
(33:52):
when we were together, that what I thinkis the number one problem outside of
the mindset and just the lack of reallyputting a lot of effort forward today.
I think the other real big problemis too many originators are replacing
technology for relationship andthinking that they're going to have
loyalty with customers when all they'redoing is sending them a link, right?
(34:16):
Then having a conversation that goesstraight to pricing and product and
program and never really showing thatlove trust relationship that you and I
value so much as part of our business.
Um, you know, I've always said it'sinteresting to me that the word
conversion and the word conversation,conversion is embedded in conversation.
(34:39):
The only difference is the A and the Tthat are in the middle of conversation.
And the A and the T as far as I'mconcerned, stands for allow time, allow
time to build conversation that leadsto conversion because relationship
is the key to everything we do.
We know in this marketplace,no matter what rates do, people
will buy, people will borrow.
(35:00):
There's plenty of business outthere if you're willing to do
what you need to do to get there.
But the key is, Today relationship.
Can you talk a little bit about that?
Because this is something throughyour high trust selling that I know
is core to everything you believe in.
You teach is the power of, of reallyhaving your customers love and trust you.
Todd Duncan (35:21):
Yeah.
Um, three things I'll say real quick.
First, I don't want to, I don'twant to answer the question
until I talk about email.
The bottom line is, um, eight out ofevery 10 emails will mess with your mind,
take you negative and they're really.
an email that you shouldn'tbe reading anyway.
And so at some point or, or another,you need to, you need to ask the
(35:41):
question, like, um, do I havemy physician's personal email?
And the prop part ofthe answer is you don't.
And, and, and even though it may behis or her app, whatever, There's a
very good strong chance that if I am aphysician, I am not checking my own email.
And if I am, it's, it'salready been processed.
(36:02):
And what I'm checking are thethings that I have to check.
Dale Vermillion (36:04):
That's right.
Todd Duncan (36:05):
Imagine this.
Imagine the fact that you spend one houron email and that one hour could make
you 5, 000 if you didn't spend it onemail and you had skill enough where you
didn't hide behind technology and callthat value because technology itself.
We'll never replace the human connection.
(36:26):
So you got to understand that ifyou're hiding behind technology and
you're hiding behind social media,dollarize how that's working for you.
And then just understand, like if I,if I gave somebody 200 an hour, very
competent person just to deal withmy email and I got all that time back
to build a relationship, then whatwould my business look like right now?
(36:49):
And then just take that andapply it to the whole day.
What are the things you do all daylong that don't produce revenue?
Dale Vermillion (36:55):
And
Todd Duncan (36:56):
the reason why that needs to be asked and answered is because
you're transactionally focused.
Dale Vermillion (37:02):
If you're
Todd Duncan (37:02):
relationally focused, you don't worry about the transactions.
focus on building valuein the relationship.
So where's the best place tobuild that value and then to embed
that thought in the conversation.
So I can say to one of these real estateagents, Dan, that Dale referred me to,
I can say, Hey Dan, I'm different thanevery loan officer you've ever dealt with.
(37:27):
I already have his attention, right?
How are you different?
He's asking in his mind.
Dale Vermillion (37:32):
That's right.
Instead of
Todd Duncan (37:33):
looking for loans, I actually help my real estate agents
find more buyers and sellers.
I want to help them be successful.
And I know if I do that reallywell, the loans will happen.
So before we get into any discussionof how we might do business together,
help me understand why you chose realestate and what's important about being
a professional real estate agent to you.
(37:55):
And I want to have that conversationbecause if Dan tells me, you
know, I wake up every day.
And the reason I chose this is I lovewatching people get a key to the home.
And I go, great.
What's that do for you?
Because it brings me joy and happiness.
That's great.
Have you ever worked with a lenderthat their entire approach is to help
you experience more joy and happiness?
And Dan's going to go, what?
(38:15):
No, seriously.
That's, that's all we want to do.
We want to help you watch morepeople get keys to homes so you
can have more joy and happiness.
Do you want to discusshow we can get that done?
And Dan's going to say, yes.
Okay.
So what if I take a borrower?
What if I do the samething with a borrower?
What have I, what haveI say to a borrower?
You know, before we get started,every lender you could call today
(38:38):
is probably going to quote youa rate in this conversation.
I'm not going to do that.
We're different thanevery lender out there.
We play the long game.
You're going to own real estate as a firsttime home buyer for probably 30 years.
We want to start today.
To create the best mortgage solutionfor you, architect that solution,
help you manage that mortgage so thatevery year the mortgage is working
(39:00):
for you instead of you working for it.
So before we talk about interestrates, I want to ask you one question.
What would it mean to youto own your first home?
I don't ask 10 questions.
I don't ask 20 questions right now.
I don't go through prequal right now.
I want you and I to connect,always be connecting.
(39:22):
And having that conversation.
And if a borrower says, you know what,um, we'd be the first family in the
history of our family to own real estate.
That would mean the world to us.
I'm just going to look him in the eye.
And I'm going to say, you know what,I'm going to help make that happen.
Are you ready to get started?
I'm going to close before I qualify.
I'm going to get you engaged before Ihave some random pricing conversation with
(39:46):
you, which somebody can beat me anyway.
And I'm going to, I'm going to, I'm goingto, in a very positive, high trust way.
throw the industry under the bus.
I don't, I'm not intentional onmaking anybody bad and wrong.
I'm just going to simply say mostlenders would quote you a rate right now,
Dale Vermillion (40:03):
which is true
Todd Duncan (40:04):
reason.
I'm not going to do that.
The reason I'm not going to do thatis because I have no idea what you
want to achieve in real estate.
I have no idea what's importantto you about your finances.
I have no idea how much money you make.
But I have an idea that if you wantto be the first family in the history
of your family to own real estate,we're going to make that happen.
Are you ready to get started?
(40:24):
And what I tell people, Dale is, and Ithink you alluded to this in your speech,
you have to decide,
you have to decide if you'rewise enough, confident enough and
skilled enough to be a mortgageadvisor instead of a law officer.
Dale Vermillion (40:49):
That's right.
Todd Duncan (40:50):
You have to make that decision.
And you have to understand thatyou choose your value proposition.
You can choose the McDonald's valueprop, lots of customers, inexpensive
burgers, not very good, or you canchoose DB Bistro in New York city.
Dale Vermillion (41:06):
That's right.
Todd Duncan (41:07):
Okay.
Not a lot of customers, veryexpensive burger, but always
weeks to get a reservation, a99 cent burger, a 32 burger.
Or you have to, you can't be both.
You can't be both.
You have to choose your path.
And that's the discipline ofmarket leaders is I choose my path.
(41:30):
I'm going to advise you on the largestdebt you will ever have, and I'm going
to show you month after month, year afteryear, the strategic value of managing
that debt and making your real estate workfor you instead of you working for debt.
That's called, in neuroscience,a pattern interrupt.
(41:51):
As borrower hears that, they'regoing to go, wow, I had no idea.
Dale Vermillion (41:55):
That's right.
Todd Duncan (41:57):
And so that's what we have to do.
You guys, the minute you get into theprice business, you are simultaneously
in the concession business.
That's exactly
Dale Vermillion (42:13):
right, man.
I'll tell you what, that I lovedeverything you just said there.
And it's so dovetails with what we'vetaught for 30 years too, is I love
close, close before you qualify.
I hope the audience understandsthe power of what Todd just said,
because this is the number oneproblem in the industry today.
(42:35):
We start the conversation with.
So what's your FICO score?
It's a crazy story.
At the first, in the first quarterof this year, I listened to over 300
recorded phone calls of loan officers.
And I logged in those what the numberone most common question a loan
(42:56):
officer asks is the first question.
You know what it was?
What's your credit score?
Think about that for just a minute.
We're sending a message to ourborrowers that if you're good
enough, going to spend time with you.
If you're not, I'm not goingto spend time with you.
That is not the message we want to send.
It's so interesting in all the seminarsthat I've done over the years, Todd,
(43:17):
I've, I've done this many times whereI'll say to the, to the group of loan
officers, let me ask y'all a question.
How many of you would consideryourselves dishonest and none
of them raise their hand?
I go, of course you're not.
Now, let me ask you a question.
How many of you quote a rate in thefirst five minutes have done that?
With a borrower, all of them raisetheir hand and go, hate to tell you.
You're all dishonest.
Then you're not meaning tobe, it's not your intention.
(43:40):
You're nice, honest people, but you'retelling them something that's not true.
You don't know what that rate is.
You have no idea to your point, whattheir qualifications, what their
situation, what their goals are,what, what, what they're trying to
accomplish, you don't know any of that.
So quoting upfront is goingto kill you every time.
And in a rising rate market.
It's death immediately.
(44:00):
You live by the sword, you dieby the sword when you do that.
So I love the way it is.
And I love the way you justpositioned that, that it's all
about building conversation withthat customer to get them to talk.
And then what if I could, and youtook them right into owning a home.
Beautiful way to say it.
Todd Duncan (44:21):
Just to make sure you and I remain at the top
of professional integrity.
If anybody's having problems with whatI just said, close before you qualify.
You have the wrong strategy anyway.
I want to say that lovingly.
And, and you might say, well,what if they don't qualify?
Well, what if they don't andthey still want to buy a home?
(44:41):
Okay.
Whenever they're ready to buy ahome, you want to use the lender
that helped them get qualified.
So let me tell you what Ilearned as a 23 year old.
I learned never to tell a realtor.
The borrower doesn't qualify.
I learned never to tell a borrower.
You don't qualify.
I learned always to say, TheJohnsons will be able to be
(45:02):
qualified in the next six months.
Dale Vermillion (45:07):
Bingo.
Todd Duncan (45:07):
They do these three things.
Dale Vermillion (45:10):
That's right.
We
Todd Duncan (45:11):
have a funnel in high trust selling our Academy spends three hours
on this funnel and our next Academy is inNovember in Las Vegas, this funnel says.
I am going to follow upwith you until you buy.
You may not qualify today, butin one year you will qualify.
(45:31):
If you're a platinum at the bottomof the funnel, you qualify and
you're going to buy within 90 days.
You're, you're gold.
You're gonna qualify within 91 80 days.
If you're silver, you're gonna qualifywithin hundred 81 days and two 70.
And if you're green, you're gonnaqualify from 271 days to 600, 700 days.
(45:54):
I'm gonna go that far out.
You know why?
'cause as soon as you get qualified,you're gonna tell like all of
your friends who don't qualify.
Now, I'm not saying go afterun qualifiable business.
Dale Vermillion (46:06):
You can't
Todd Duncan (46:06):
do that because that's a headache too, but if I care about
you and I care about the realtor thatreferred you to me, I'm never going
to tell you a soul crushing truth.
You don't qualify.
I'm never going to tell you that.
I'm going to look you in the eyes andsay, there's three things we need to
help you do in the next six months.
(46:27):
And as soon as we do those three things,You're going to be able to qualify.
Now watch this.
Most realtors will haveforgotten about that bar.
Dale Vermillion (46:35):
That's right.
Todd Duncan (46:36):
And then you get to call them in six months and say, you
probably don't remember the Johnsonsthat you referred to me in March, they
weren't able to get approved for aloan then now they are trying to need
to start showing them real estate.
Dale Vermillion (46:48):
That's right.
So qualify, love it.
Todd Duncan (46:51):
Qualify after you connect and convert and close, do that because.
If I do that, my, um, every day I dothat, I'm building my future value
ads and people will never forgetthat they'll just never forget it.
Dale Vermillion (47:11):
So that's a life changing process.
It's as, as I've trained mywhole career, it's never, no,
it's not now that that's the
Todd Duncan (47:20):
message.
Dale Vermillion (47:20):
And you know, the goal is we want every customer, every
customer to be our customer someday.
That may not be today.
It may be next month, it may be next year,but someday we're going to work together.
And that's the way I used to position it.
And this was the interesting thing,all the years that I managed and every
team I managed was number one in anycapacity I had, because I focused on
(47:43):
training them the right way to do things.
And here was the key.
25 percent on average of all the businesswe did was out of our turndown files.
That's because we built relationshipwith those people, the same as we
did with the ones who qualified.
We didn't say, Oh, you don't qualify.
I don't have time for you.
Oh, you know what?
(48:04):
We're going to help you qualifybecause we do have time for you.
And man, did that pay big dividends formy team and it will for people today.
Todd Duncan (48:11):
Yeah.
The business that your future businessis not what you do in the future.
Your future business iswhat you do in the present.
Dale Vermillion (48:18):
That's right.
And
Todd Duncan (48:18):
that's the compound effect.
So if all of a sudden, so when I.
12 years after becoming a loanofficer, we had helped almost 6,
000 borrowers finance real estate.
My database of people that weren'tqualifiable yet at 12 years, which is
when I sold my business, we had over3, 000 people in that funnel I just
(48:40):
described that were getting qualified.
And part of the value of your mortgagepractice Is not what you do to help
the single individual buy a home.
It's what you do to help everybodythat will buy a home, buy a
home, whenever they're ready.
And if you don't, we just, uh,completed a survey in June, Dale.
(49:03):
We had just shy of 20, 000 loanofficers that answered 25 questions.
Do you know that 88 percent of loanofficers say that they're horrible
before the app is real and they'rehorrible after the loan closes?
And that only 4 percent of loanofficers out of almost 20, 000,
which makes this in the industryaccurate to a 96th percentile with a
(49:25):
plus or minus of less than one, Wow.
Listen, 4 percent of the industry followsup after closing and nurtures that
relationship into a lifetime relationship.
4%.
Dale Vermillion (49:39):
Unbelievable.
Todd Duncan (49:39):
96 percent are transactionally focused in one and done.
That, you know what that does?
That makes you work like 20 years longer.
How could you, how could youat the age of 34, Retireable.
I didn't retire as I started thiscompany, but how could you be because
you spent 12 years of focus with theright relationships with the right real,
(50:00):
my number one real estate agent gaveme 70 million in loans in four years
with an average loan amount of 86, 000.
You want to talk about, you want to talkabout value and you want to talk about,
you know, just loyalty and it took 18months to get her to get me my first
loan because she already had a lender.
But here's what I want you to know.
(50:20):
If you follow what Dale and I aretalking about and you really get
deep in this, you could do in thenext 10 years what would otherwise
require 20 to 30 years of your labor.
If you get smart.
You practice, you're gameready and you're consistent.
If not, you will, as the Biblesays, labor under the sun.
Dale Vermillion (50:41):
That's right.
Todd Duncan (50:42):
And that's just sad to me.
It's sad to me to watch people that areburned out at the age of 54 or 58 or 60,
you know, because they've just gotten thecrap kicked out of them for three decades.
Dale Vermillion (50:53):
Yep.
Todd Duncan (50:54):
There's a better way.
And hopefully, hopefullyif you go to toddjungle.
com, you can see the free tools thatwe have to help you do a better way.
One of which is businessplanning for 2020.
Um, You can have anything you want.
You can have anything youwant in this business.
If you have faith, you're gameready and you're consistent, period.
(51:16):
Faith, ready, consistent.
Dale Vermillion (51:18):
I know for you and I, Todd, our faith in Christ has been the
game changer for us, um, in, in havingconfidence in the things that we do.
Um, you said it so well today thathaving faith, having trust, these
are key elements of success foranybody out there listening today.
(51:38):
And I know that, you know, for meand you, that's been a center part
of our lives that has helped guide usthrough everything that we've done.
And you know what, when, when you'reworking with a purpose where you know
that you're, you're okay at the endof the day, you're loved and forgiven,
no matter what happens, it changesyour whole perspective on things.
(51:58):
It really does.
And, uh, and that's something thatwe share that I'm very appreciative.
And the more I listen to you.
Man, the more I love you because justincredible, incredible wisdom and
insight into how to be successful.
You know, when you were just talkingabout that whole referral concept and
that seven $70 million, it remindedme of back in the day when I was, uh,
(52:21):
sales manager, I had an accountantthat I built an incredible relationship
with, did a great loan for him, andasked him the question at the end.
You know, you're a CPA,you own your own business.
Is there any chance I could workwith your clients to do that?
And I'll never forget his answer.
He said, you know what?
I would love that.
And I said, how many clients do you have?
He said, 1100.
(52:42):
And I said, that'll work.
And in within 10 days, I had 137applications from that one CPA.
All relationship based.
And it was just because I asked forthe business again, I think today's
technology, sometimes what originatorsdo is they think, well, the technology
is going to follow up with them.
No, you need to pick up the phone andcall your customers for the rest of
(53:07):
their lives and the rest of your career.
And you will make a big difference.
Well, Todd, I could sit and chat withyou forever, but I want to be respectful
of your time and the audience's time.
So I would love to hear more about,uh, you said you guys have, uh,
some 2024 business plans coming up.
Uh, you've got, uh,some training coming up.
(53:29):
Talk about where people can reach you.
Again, I want to say if you are notworking with the Todd Duncan group, I
really want you to consider it today.
Todd's group has changedmore lives in this industry.
It's incredible stuff.
So talk a little bit about your businessand how people get ahold of you and
what you guys got going on coming up.
Todd Duncan (53:50):
Yeah.
I think if you ask me what I do for aliving, I help loan officers fall in love
with their life and become prosperous.
So if that's appealing to you andyou can hang out with me on social at
Todd Duncan official on Instagram orLinkedIn, uh, you can go to toddduncan.
com and you can download thefree business planning tools.
You can actually fill it out online andit will tell you what you need to do
(54:11):
every day to make your dreams come true.
The most important eventthat I've ever done.
I've done it for over 100,000 loan officers since 1992.
It's called the Hytro Sales Academy.
It's you and me and 200 loanofficers that want to be their
best for four days, 10 hours a day.
And we just lay it out.
I got a, I got a 400 page workbook.
Dale Vermillion (54:32):
Wow.
That I'm
Todd Duncan (54:32):
going through right now to make sure that I update everything
in this playbook that is responsibleto impact you in today's market.
Um, the investment is less thanone half of a loan commission and
will change your life forever.
Um, as part of that, you get to hang outwith me for 90 days after the event is
done and we keep you on the right trackand people go, well, that's too expensive.
(54:55):
Can I just tell you right now thatyou're losing five to 10, 000 a
month by not knowing what to do.
Dale Vermillion (55:00):
That's right.
And so
Todd Duncan (55:01):
you can continue to do that every single month, or you can make a
decision that I'm going to be there.
I'm going to go to Las Vegas.
We're not on the strip.
We're out of town where we canfocus on building and doing stuff.
Great.
But just come and look at thehigh trust sales academy online
and look at the testimonials.
And if it's right foryou, it's right for you.
We have 40 seats left.
It always sells out.
And, um, but beyondthat, here's the drill.
(55:23):
You got this.
And God's got you and you should wake upevery single day knowing that he's got it
all under control and you have to trustthat you have to trust the universe,
but I'd rather trust God and create the
Dale Vermillion (55:40):
universe.
That's right.
Todd Duncan (55:41):
You know, and he's got our, he's got our
best life already figured out.
I tell my sons all the time,Hey, he already knows what
you're going to do next week.
He already knows where you'regoing to be when you're 40.
You're 27.
Don't worry about that.
Let's be who you need to betoday and trust the future, but
(56:01):
don't squander the gift of time.
Don't end up with regrets because youdidn't do the right thing soon enough.
You didn't master the trade soon enough.
You were one of manyinstead of the only one.
You, you, you were ondemand instead of in demand.
Okay.
Don't squander your time.
(56:23):
Add value.
Do it fast.
Do it real, do it with relationship,connect at the heart, don't FICO score
the head, and you're going to be fine.
And then your, your familyand your life are healthy too.
Dale Vermillion (56:39):
So, and that's really what it's all about.
It's about being successfulin all realms of life.
And I love what you talked about amoment ago, because I've closed just
about every session I've ever done with,Hey, we didn't create the universe.
We don't need to run it.
Let, let God do his joband you go do yours.
That that's really what it comes down to.
(56:59):
So Todd, Todd.
This has been just, just golden.
I want to tell you, I want to thankyou again, just, um, publicly on behalf
of the entire mortgage industry forthe decades that you have invested
into people, into this industryto make it a better place to work.
Uh, you are responsible forso many people's success and
(57:23):
keep doing what you're doing.
It's, it's, it's, it's.
Great to see how you are justcontinuing to make such a
massive impact in our industry.
We're really grateful for you.
I'm very grateful for the relationshipand the friendship and the wisdom that
you shared today was unbelievable.
So thank you for your time.
Thank you for being here.
God bless you and your family.
Uh, appreciate you so much.
Todd Duncan (57:45):
There is a mortgage champion in everybody, Dale, and you know that,
and uh, thank you for the time andfor the chance to impact everybody.
When you wake up or the nexttime you look in the mirror.
Let the champion inside of you come out.
Thanks Dale.
Dale Vermillion (58:02):
Amen.
God bless you, my friend.
Great to see you.
Thanks for being here.
Batting a thousand is aproduction of mortgage champions.
A company that's been transformingthe people who transform companies
since 1995 have a suggested topicor guest contact my team on Twitter.
That's at Dale Vermillion or tweetus using the hashtag batting 1000.
(58:24):
That's hashtag batting 1000.
Thought without action is useless.
Action without thought is dangerous.
Think about a simple strategy.
If you want to widen yournet, which you have to do.
And if you, if you realize thatthe 10 realtors that you love.
Um, aren't able to give you the sameamount of business, then you maybe
(00:23):
need for 20, you maybe need for 30.
People go, well, how do I do that?
I don't have time for that.
Well, you totally have time.
You call each of the 10 and you, and yousay, listen, Dale, um, the market's hard.
Um, I need to expand my reach.
I'd rather not make any cold calls.
So who are five of your best friendsthat sell real estate that I can call
(00:44):
using your name who need a partnershiplike you and I have, you're going
to give me, here's five friends.
Voice Over (00:56):
You're listening to batting 1000 with Dale Vermillion,
where heavy hitters from mortgage,real estate, and business share their
secrets for lasting success with yourhost award winning sales strategist
and industry icon, Dale Vermillion.
Dale Vermillion (01:10):
All right.
Welcome to batting a thousandwhere we talk to the heavy
hitters in the mortgage industry.
And today I got one of the heaviesthitters you can ever imagine.
A man who needs no introduction, but I'mgoing to give him one anyway to honor him
because he is a legend in our industry.
Todd Duncan is with us today.
Todd is a two times New Yorktimes bestselling author.
(01:31):
Uh, he's authored 17 books, includinghigh trust selling, which is really
the core thing that, that he buildshis training around he's trained over 5
million professionals worldwide has spokento groups as large as 70, 000 people.
And he's been featured in the NewYork times, the wall street journal,
the Los Angeles times entrepreneurmagazine, success magazine, Fox, CNN.
(01:54):
This man has done it all.
Um, and more importantly than all of that,uh, he is just an incredibly, uh, kind.
Generous and ethical guy.
Uh, he has led people in such incredibleways, changed more lives than anybody I
probably know in the mortgage industry.
Todd, it is such an honorto be with you today.
(02:15):
Thanks for joining us.
Todd Duncan (02:17):
Um, it's an honor for me too, Dale.
And it's, uh, it's likeyou wake up in the morning.
And you realize that you'reblessed and that you get an
opportunity to impact lives.
And, um, you know, I think there's astory, uh, for everybody that, that
watches this conversation that we'reabout to have on, you know, waking up
with purpose and waking up with intentionand, uh, and making a difference.
(02:39):
And there's no higher calling, Ithink, than that, you know, and, and,
um, I was really, I was a little bitdisappointed, however, this morning
because I was talking with somebodyelse and they had, they had a hat on.
That they said you gave themand, uh, it said others first.
And I'm wondering whydon't I have that help yet?
Dale Vermillion (02:59):
Well, you're going to, we'll, we'll, we'll, we'll,
we'll be sure to send it to you.
Guaranteed.
A
Todd Duncan (03:04):
little levity to start things off.
But I thought, I thought itwas interesting that without
having this time with you.
Somebody else brought you up inthe same high regard that you
introduced me, which I'm grateful for.
And, uh, together brother, it's, uh,it's, it's really, really fun to make a
Dale Vermillion (03:19):
difference.
It really is.
It really is.
And you are certainly another'sfirst kind of guy you, you
put people before yourself.
And that's one of the things thatI've always loved about you and
admired about you over the years.
So here's where I want tostart the conversation.
You and I had a great chancelast week to hang out together
at the aim fuse six conference.
Um, you did an incredible speechthat are like you always do.
(03:40):
You talked about something that Ijust absolutely loved, and that was
faith over fear, how, how, how thatis one of the key things today.
So let's, let's open this up by talkingabout, we're in a crazy market right now.
As you know, um, you know, rateshave hit all time highs in 23 years.
Uh, we're seeing deals fall out onthe backside on people that they
(04:01):
haven't seen that happen before.
And a lot of that, I think.
Success today is dictated onhow we mentally face this market
and have the right mindset.
So could you share with us someof your thoughts about that?
Cause I know you've got a lot ofstrategies and ideas around that.
Todd Duncan (04:21):
Yeah.
So, um, I, I may be thebest place to start.
And I want to say this with, um, a lotof, um, kind of nostalgia, you know, I
got in the loan business when I was 23years old and my timing couldn't have
been worse because I entered a marketthat many mortgage professionals today
(04:41):
have never, and probably You know don'teven correlate that that we've had bad
markets before this one feels deep and itcuts deep because so many loan originators
have only had a 10 year experience of kindof like How the business was easier than
it is right now in this moment, right?
But if you go all the way backto when I started, um We had a
(05:03):
lot of the same stuff going on.
We we had uh interest rateshigher than they had Ever,
ever been prime was 20 percent
Dale Vermillion (05:10):
to
Todd Duncan (05:10):
fund an FHA or VA loan was 17, 17 and a half percent
and maybe four or five points.
Dale Vermillion (05:16):
Yep.
Todd Duncan (05:16):
Consumer confidence was in the tank.
Unemployment was at an all time high.
Dale Vermillion (05:20):
Yep.
Todd Duncan (05:20):
We were in a full blown recession and The vibe on
the street is nobody is going tobuy a house in today's market.
So that's how I started.
And I had a three monthguarantee of 1, 500.
And that was it.
My grandmother gave me a book, uh, whenI was in college called success through
(05:40):
a positive mental attitude and NapoleonHill and W Clements stone wrote that book.
I devoured it.
I absolutely devoured it because I always,I always knew that there was some kind
of difference between the people thatwere attractive in the marketplace.
And by that, I mean, from thevalue proposition from the
light, you can feel it, right?
You can feel it when you'renext to somebody who's got the
(06:02):
right kind of spirit going on.
And I figured that I can't control any.
Of what has caused this
Dale Vermillion (06:10):
that's right.
I
Todd Duncan (06:11):
can't control the government.
I can't control the feds.
I can't control rates Ican't control the bank.
I can't control anything Theonly thing I can control is
what I do in the market i'm in
Dale Vermillion (06:22):
correct
Todd Duncan (06:23):
and so in this book was These amazing tidbits Of how to choose a
positive mindset and a positive mindset.
I'm not talking about, I'm so excited.
I'm talking about, I'm talkingabout what's going on in here.
That is the only offense you have rightnow in the face of being negative.
(06:48):
So what I did is I, I had a buttonmade up that was about the size of a
softball, probably three inches or so.
And that button was green andon it was this phrase, rumor
has it we're in a recession.
I'm not participating.
I love it.
And I wore that in everyborrower interview.
(07:10):
I wore that in everyreal estate agent call.
I wore it every day.
And what it did is itfostered this question.
Why are you so positive?
And then I got a chance to answer it.
I got a chance to say the good newsabout rates where they are right now is
they'll probably never be this high again.
Dale Vermillion (07:29):
That's right.
Todd Duncan (07:29):
And the good news about you and me.
Is that I'm going to help you withyour mortgage for the next 20 years.
So we can either wait a couple of years orwe can decide if this works now for you.
Either way, I'm here to serve.
Either way, either way, I'm here to help.
So in that book, 300 page book,this is the phrase that has
stuck with me my whole life.
(07:50):
There's very little difference betweenthose that succeed and those that fail.
But the little differencemakes the big difference.
The little difference is attitudeand the big difference is whether
it's positive or negative.
And that's it.
(08:10):
And if you don't choose positivity andbalance it with hope, which leads to
faith, you're stuck in today's market.
And here's the deal about mindset.
The longer you're stuck,the worse your mindset gets.
So the key to everythingis to get unstuck.
(08:32):
That's the key.
And you can't get unstuck unlessyou replace fear with faith.
And faith tells us scripturally thatit's the assurance of things hoped for.
I hope the market gets better.
I hope that people start buying homes.
I hope that real estate agentswill refer business to me.
I hope, I hope, I hope.
And the conviction of things not yet seen.
(08:52):
So what does conviction mean?
It might mean it's going to takeanother 90 days to get through this,
but you're either going to, you'reeither going to survive or you're not.
It's going to be that simple.
And I would rather arm peopletoday with faith And strategy
instead of fear and stagnation.
(09:15):
I talked to somebody two weeks ago,right before we went to Vegas and
hooked up at aim two weeks ago.
And she said, you know, I decidedfour months ago that the market
wasn't going to get any better.
And if it did, I would still do whatI'm about to do because I think it would
bless me even when the market got better.
She went from doing weekly lunch andlearns for 30 real estate agents to
(09:36):
And she had blown off, blown out 10cubes in her office and she had the
agents come to her instead of her tryingto go out and you know, all of this.
And that worked until rates went up.
And so she asked me, what should I do?
And I said, you should widen your net.
She goes, I can't, I onlyhave 30 seats in my office.
(09:58):
And I go, is there a hotelwithin a mile of you?
She goes, yes.
And I go invite a hundred.
And go rent a ballroom.
She goes, really?
And I go, yeah, invite a hundredand go rent a ballroom because the
30 that served you last year arenot doing enough business to serve.
That's right.
Dale Vermillion (10:12):
That's right.
Todd Duncan (10:13):
So she does this.
She starts to market it.
It's on social.
She, her goal was a hundredagents in the seats.
She put together a five agent panel.
Two agents she had a relationshipwith, three she didn't, and she
facilitated a two hour conversationabout how to win in today's market.
She had 91 real estate agents show up.
Dale Vermillion (10:33):
Awesome.
Todd Duncan (10:33):
And then the next two weeks, locked over 5 million in loans.
Dale Vermillion (10:37):
Awesome.
Todd Duncan (10:37):
Now, let me ask you a question, Dale.
Do you think she's more excited?
Or less excited about going from30 to a hundred in today's market.
Dale Vermillion (10:46):
Oh, I bet she's a whole lot more excited.
Todd Duncan (10:48):
Yeah.
And what's really interesting.
And I'll just, uh, I'll say this.
And then if we want to gettactical, we can do it.
What's really interesting.
You got a text from her yesterday.
And, uh, you know, I've not done this yet.
So might as well read it to your audience.
Cause this is, this, this is really,it's like you and I could talk all
day long about mindset, but when youtalk to somebody that does it, right.
(11:12):
So here's what she says,30 seconds of stuff.
She goes, I had the most wonderfulday today with a real estate
agent from I did four weeks ago.
She approached me afterwards and shesaid that was an amazing experience.
I followed up with her and asked herif she'd like to go on a hike in the
(11:34):
canyons and just chat about life.
And she said she brought her dog, shebrought her dog and drove, drove to me.
And we spent five hours, five hourstalking about how I can help her win.
Talk about a high trust interview.
You teach us to do it in 30 minutes.
(11:56):
I took five hours going deep.
She goes on to say that at theend of that time, we were friends.
And the day after that, shereferred three buyers to me.
So what worked?
In the past does not work right now.
Dale Vermillion (12:11):
That's correct.
Todd Duncan (12:11):
And you got to go on the offense and you got to change your
thinking and you got to move forward.
If you're stuck, you got to move.
Dale Vermillion (12:20):
There is just a whole lot of wisdom.
I love when you talked aboutfear and strategy versus.
I'm sorry, faith and strategyversus fear and stagnation.
What a, absolutely, that's a drop themic moment right there, of something
that we can really clutch onto.
You know, I had a really good friend ofmine years ago, who said to me one day, he
(12:40):
said, you know, if you're gonna pray forrain, You better have a hoe in your hand.
And I never forgot that quotebecause he's absolutely right.
You know, we need to have faith andhope, but we also need to be willing to
work when the opportunity avails itself.
And a lot of what I see today, I'msure you see the same thing is, is.
(13:00):
We see people are hoping for thingsto get better, but they're not doing
anything different to change theirsurroundings to create some of that.
And that's what has to happenin today's marketplace is
you have to understand that.
Look, we've been here before.
This is nothing new in this market.
You started when rates were super high.
(13:21):
I started when rates were super high in1983, just a year or two after you did.
Rates were 17 and a half that I wasselling for the first seven years.
I was in the business when we gotdown to 15 and a half percent rates.
We thought it was, you know, thegreatest thing that ever happened.
And when I ended my career at 12 anda half, I thought it was free money at
that point, you know, so we see theserates, we don't think anything about it.
And we know that no matter whatrates do, people are going to buy.
(13:44):
People are going to borrow.
That's always going to happen.
You can be assured of that.
James Cameron had a great quote.
He said, hope is not a strategy.
Luck is not a factor andfear is not an option.
And I remind people a lot thatwe absolutely need to have
hope in everything that we do.
If we don't have faith thatbuilds hope, we're in trouble.
(14:06):
But when it comes to our business,we can't just sit around and hope all
day that it's going to rain business.
We got to make it rain business.
And then we've got to work throughthat process that comes with that.
So let's get strategic here because look,you are the master of helping people
understand how to attack their business.
You said something earlierthat I totally agree with.
(14:29):
You know, the speech that I did, youprobably heard me talk about the four X.
Prospecting today, you've got to havefour times the size network today.
You had in 2021 to get the same kindof results because of the drop in
the realtors business and all thethings that are affecting the economy.
It's just not themortgage side that's hurt.
So let's talk for a little bitabout some of the strategies that
(14:51):
you are teaching and employing.
You know, you've got what, 37coaches that work with loan
officers across the country.
By the way, if you're not workingwith the Todd Duncan group, you need
to work with the Todd Duncan group.
You need to get coached by Todd'steam, but talk a little bit
about what you guys are sharingwith people in this marketplace.
Cause you and I are both veterans ofhigh rate marketplaces, just like you.
(15:15):
I never dropped a borrower's rate a dayin my life in the 12 years that I managed,
you know, thousands of loan officers.
And I had people closing 35 loansa month, raising rates every day.
This is a market whereyou have to do that.
How are you doing that today?
Todd Duncan (15:30):
Um, so the first thing, and this may, I don't want this to sound
anything other than complimenting to whatyou said at the start of that question.
And that is, um, being a guy thathas had to choices just like all
of us between fear and faith.
Um, the interesting thingabout faith is there is hope,
Dale Vermillion (15:51):
and
Todd Duncan (15:52):
if you don't have faith, then hope is not a strategy, but if
you have faith, And you don't executeaction, faith does not bear itself out.
So what we do is we take this wordfear and we go It can either be false
experiences appearing real which is we puton to something A future that is negative
(16:15):
that is rarely going to happen, right?
Call reluctance is oneof those great examples.
So the way to change callreluctance today is to move from
false experiences, appearing real.
If I call that realtor, she'sprobably not doing business.
If I call it, you know, call that person.
I'm not sure I have what ittakes to, to get them to say yes,
blah, blah, blah, blah, blah.
Dale Vermillion (16:34):
Right.
So
Todd Duncan (16:35):
then what we have to do is we have to understand that
the world's greatest performers inany discipline, including mortgage
practice more than they play.
So one of the ways to move fromfear to some sense of face is.
Everything and rise.
Same word face.
Everything and rise is to be equipped.
I can rise above the noise.
(16:55):
I can get higher.
A hawk can see a rabbit, butthe rabbit cannot see the hawk.
Dale Vermillion (17:02):
And
Todd Duncan (17:02):
what you have to do is you have to rise above the circumstance.
How do you do that?
You make a choice number one, and youpractice number two, and then you act
number three, and I'll give you Styleand what that looks like in just a sec.
The third thing, though, is if I canface everything and rise and I can
understand the value of practice andbeing equipped to do the things that
(17:27):
I'm going to be faced to do and toknow that if I'm not equipped, I lose.
And to know if I am equipped, theodds go up that I'll win and I'll
be able to help the customer win.
So the final acronym of the sameword is feeling excited and ready.
Dale Vermillion (17:48):
Love it.
Todd Duncan (17:50):
And how do I do that?
Well, I have to move.
And this is this, I gotto say this really slowly.
Um, thought without action
is useless.
(18:10):
Action without thought is dangerous.
And so what I, what I'mtelling people today is think
about this for just a second.
Think about a simple strategy.
If you want to wipe yournet, which you have to do.
And if you, if you realize that, thatthe 10 realtors that you love, Um,
(18:30):
aren't able to give you the same amountof business, then you maybe need to
go to 20, you maybe need to go to 30.
And people go, well, how do I do that?
I don't have time for that.
Well, you totally have time.
You call each of the 10.
And you, and you say, listen,Dale, um, the market's hard.
Um, I need to expand my reach.
I'd rather not make any cold calls.
So who are five of your bestfriends that sell real estate?
Dale Vermillion (18:53):
Yep,
Todd Duncan (18:53):
that I can call using your name who need a partnership like
you and I have Dale and she's gonnagive me You're gonna give me he's
gonna give me here's five friends.
Dale Vermillion (19:05):
Yep
Todd Duncan (19:06):
Then I called dan I go.
Hey dan, it's todd duncan with abcfinancial I was talking with dale
vermillion the other day and hesaid you're one of his best friends.
You're a real estate agent He said you'rehaving some rocky moments with your lender
and that maybe you and I should sit downso that we could see If we could foster a
relationship like I have with him You havesome time in the next two days to meet.
(19:27):
I'll meet you anywhere face to faceto have a conversation about how I
can help you win in real estate today.
If I did that between now Daleand seven days from listening to
this, I would have 50 phone calls.
To 50 referred to realtors, whichincreases my conversion rate of setting
appointments like there's no tomorrow.
(19:49):
If I have a referral instead of acold call, conversion to appointment
from call can be as high as 95%.
That's right.
Especially in a marketlike we're in today.
So then the next thing that thelaw officer fears is great idea.
What do I do with Dan who Dale referredme to when Dan says, let's meet?
Yeah.
Well, you meet and you look at Dan andsay, here's where I'd like to start.
(20:13):
What are your three topchallenges right now?
And how can I help yousolve those challenges?
And they're not going tobe uniquely different.
You know, this deal, I know this.
The needs of people have right now.
So then, um, I need more sellers.
I need more buyers who are, areactively wanting to buy and sell.
(20:35):
I go, great.
What are you doing right now to get them?
And they're probably going to say, youknow, I'm knocking on doors, I'm farming,
I'm making phone calls, I'm doing socialposts, this, that, and everything.
And, and I go, so when wasyour last closing deal or Dan?
And Dan says, um, three weeks ago.
And I go, have you talked to that buyer?
Since closing and asked him this andlet's just call it Dan and Janet.
(21:02):
Hey, Dan and Janet.
So excited.
You're in your new home right now.
I'm building my business by referral only.
Now that you're settled in your house,I'd like to plug into whomever you
know that you think is going to buyor sell, maybe invest in real estate
in the next 12 months that we couldcontact using your guy's experience,
not your name, your guy's experience.
(21:22):
So now it's all of a sudden, Dan, therealtor goes, no, And I go, why not?
Well, um, I don't know.
So we look at this, we look at this ideathat like, if you give me a buyer and I am
your lending partner, cause I do this forDale, my other partner, every single buyer
is told at the application appointment.
(21:44):
And when that is done and ready togo and they are sold and they trust
me and my team, they are told that'sthe only way we build our business.
Now, imagine this, imagineevery loan officer right now,
24 hours after an application.
7 days into a contract, 14 days intoprocessing, 7 days prior to clear
(22:04):
to close, and 7 days after closing,and then 90 days after closing.
And then six months after closing hadeight referral opportunities per borrower.
You had 10 loans in process.
You have eight opportunitiesfor referrals each.
That's 80 referrals.
Dale Vermillion (22:22):
Yep
Todd Duncan (22:23):
Can I just say to everybody listening there's enough people buying
real estate today For you to makemore money than you're making right
now to have more peace of mind thanyou have right now That's right more
security than you have right now.
They're out there You just got toget unstuck and you got to you talk
about getting tactical I just gave youlike three tactical things do this.
Dale Vermillion (22:40):
That was awesome You
Todd Duncan (22:42):
But to do them and to be confident, feeling excited and ready,
you need to just do what you and Idid for about an hour, sit down and
have this kind of appointment settingrole play with another LO and then
he or she gets to do it with you.
But here's the deal.
Stop talking, start asking fewerquestions that are penetrating
(23:03):
questions, and then listen for aslong as you can so that you can figure
out how to solve people's needs.
You talk too much right now becauseit's chaotic and you're scared.
You're not going to get
Dale Vermillion (23:15):
business.
That's exactly right.
So Todd, everything you just saidthere was so incredibly powerful.
That was pure gold.
Loved it.
You and I are so like minded in the waywe approach the business and look, the
number one mistake, and we both seenit because we both trained millions
of loan officers across the country.
The number one problem is.
(23:35):
We talk our way right in and rightout of deals every single day.
The key to success in today'smarketplace is simple.
It's, it's put thatrealtor before yourself.
You're not there to get anything.
You're there to give them something.
It's that give to get mentalitythat I've taught my whole career.
You know, I, I've always said, if you'regoing to win the business with your
(23:58):
partners, the only way you're going towin it is by improving their business and
improving their life, not by trying tosell them your products and your services
that everybody else is also trying tosell the same thing and they're tired of
hearing about, and you made it so simple.
In that example of how today a loanofficer can expand their realtor
(24:19):
and their partner base exponentiallyby not trying to cold call because
they do have call reluctance todayand they are pushing too hard, but
instead by leveraging the relationshipsyou already have to turn them into
more relationships down the road.
And you're right.
Your conversion rates exponentiallyblow up when you do that, because now
that Realtor is going to call thatperson who referred you and say, so
(24:42):
tell me about Todd Duncan, they'regonna say, Oh my gosh, he's amazing.
He's one of our, one of our best lenders.
He he's, he's our go to andit's an automatic done deal.
You don't have to sell yourselfbecause your partner selling for you.
It's the right way to approach it.
You know, when you were talking, uh,a quote from Morris chain came into
mind that, that I've always loved.
(25:04):
He said.
Execution without strategy is useless.
Strategy without execution is pointless.
Great, great quote that I've usedmany, many times, because it's
exactly what you said a moment ago.
You've got to be able to connect thedots so that you're combining both
(25:24):
your strategy and your execution.
And the thing that you said in therethat I thought was so powerful that
nobody does, and I talk about this allthe time too, is practicing and role
playing before you get a live interview.
Partner or prospect on that phone andin that conversation, warm yourself up.
You know, I've used thisanalogy many times and it's
(25:45):
perfect for batting a thousand.
We've all been toprofessional baseball games.
What you'll never see the professionalbaseball game is a baseball player.
Watch straight from thedugout to the batter's box.
It never happens.
They go to the on deck circle first.
Now these guys know how to hit a baseball.
They've hit millions of them.
So why do they go there beforeevery time at the plate?
Because they're getting themselvesready, mentally prepared and physically
(26:09):
prepared for a 99 mile an hour fastball.
And that's what we get a lot of timeswith customers and with partners
is 99 mile an hour fastballs.
You're not going to be ableto handle that unless you've.
Warmed yourself up and practiceyour approach with somebody else.
So that was just absolute puregold in today's marketplace,
because you're absolutely right.
(26:30):
We've got to expand our databases.
We've got to work with more partners.
And the best way to do that is throughrelationships you already have.
That's key.
Todd Duncan (26:40):
I, yeah, I think in that, you know, just to, to put an
exclamation mark on, on practice.
Everybody, myself included, Dale,you included, everybody, When they do
something the first time they don't do itwell, whatever it is, whether it's talking
to a borrower the first time, or talkingto a real estate agent, learning how to
(27:03):
snowboard, I'm a private pilot learninghow to land, you know, none of this is
easy when we do it for the first time.
Dale Vermillion (27:11):
Right.
Todd Duncan (27:11):
And somewhere between Earl Nightingale saying, if you practice
your trade for an hour a day in threeyears, you'll be a world expert.
And the 10, 000 hour rule, whichI still can't find the, the app,
absolute epicenter for where thatrule came from, but I can see it.
If you watch, if you watch the showquarterback and you watch the three
quarterbacks that are featured duringthe 2022 series, um, uh, season,
(27:35):
one of them is Kirk cousins, thequarterback from Minnesota Vikings.
There's a moment in episode threewhere he's working with his quarterback
coach and he says to his quarterbackcoach, I've got to, I've got to record
Every third down play call in my phoneso that all week long I can listen
to the play calls for the third downbecause that's where they decided they
(27:56):
needed to improve conversion, right?
Same thing that we'rekind of going through.
And there's this clip withhim practicing the plays.
Um, the phone says what the play is.
He repeats the play.
The phone says the play,he repeats the play.
It's all in this audible, like, so, sohe says at the end of this, and this
is the point he goes, when it gets toSunday, I don't want to have to think.
(28:20):
I just want to execute.
And a loan officer today thatsays, I do not have faith in
making sales calls on realtors.
If you spent tomorrow for eight hoursrole playing, setting appointments,
Monday, you'd be ready to go.
Dale Vermillion (28:38):
That's right.
Todd Duncan (28:39):
And even if you, even if you feel like it didn't go quite
according to plan, the real estateagent is not going to say, gosh, that
Todd Linder guy, he missed that onesentence in that script and he should
have, they're never going to say that.
And so we've got to, we'vegot to understand that.
So listen, competence is first.
(29:01):
If you're not competent with something,you will not have confidence mindset.
If you're competent and youpractice, then you have confidence.
What happens when you have confidence?
Confidence leads to leadsto just think about this.
Oh my gosh, if I'm not good,I'm not going to take action.
I'm not going to takeaction because I'm not good.
So if I get good, then I'll beconfident, which leads to consistency.
(29:26):
But if I'm not competent,then And I'm not confident.
I surely am not going to be consistent.
That's right.
So here's the interesting thing.
The fourth C is compounding andcompounding works both ways.
You can not be competent, stay inbusiness, and the negative compound
effect is going to take you away fromwhatever success opportunity you have.
(29:47):
That's right.
But if I get confident and then Iget confident and then I do the right
thing every day, every single day.
Yeah.
Then the compound effectgoes the other way.
So I'm talking to a guy today.
I asked him, we taught mindset on Tuesday.
I asked everybody yesterday, what'sone thing you've done that has
(30:08):
changed your mindset in 48 hours?
This guy said, this is as simple as it is.
This guy said, I made a decision thatall technology would be off between
eight 30 and 10 and that I wouldsimply call the people that I printed.
The call list out the night beforebefore 10 o'clock and he said I got three
(30:31):
loans Since tuesday that I would nothave gotten had I not decided between 8
30 and 10 I'm going to turn everythingthat interrupts me off and i'm going
to focus on making my impact by 10 Thewhole rest of the day can get shot.
But at least I know i've donethe right thing So what would
(30:53):
happen this is for your audience?
What would happen if?
Every day for one hour, you call realtorpartners, asked how you can serve them,
ask what they needed to have from you.
Um, agree to meet, agree to helpthe borrowers that they refer to
you, find more borrowers that youcan bring back to them hour a day.
Then what would happen if you talk to,I don't know, two to four borrowers
a day because you're talking to theright real estate agents, right?
(31:16):
And so then it's like,okay, that's 20 a week.
That's 80 conversations a month.
If I could get two referrals a week from.
10 agents or one referral week from 20agents and do that every single day.
Think about how my businesswould be different in 30
Dale Vermillion (31:31):
days.
Todd Duncan (31:32):
And then if I can just make sure that because, because I have
made a decision that relationshipsare more important than transactions.
My desire to follow up is notbecause it's some skill that somebody
taught from stage at a seminar.
My desire to follow up with youis because I care about you.
Dale Vermillion (31:54):
That's right.
Todd Duncan (31:54):
And, and I want a relationship with you.
I'm not following up because someCRM told me to call you today.
I'm following up because Ilove you and I care about you.
And I want to help you win.
You don't have any call reluctance now.
And that deal is to your whole, yourwhole OS, your whole thing is the generous
person will prosper if you help others.
(32:16):
You will, you will get your fair share.
Dale Vermillion (32:20):
That's exactly right.
Todd Duncan (32:21):
That's a hundred percent right.
If you don't help others, you're goingto have call reluctance and you're not
going to be valuable in the market.
Dale Vermillion (32:26):
I love that.
So this morning I was having achat with a, uh, loan officer that
I was coaching who did four and ahalf million dollars last month.
He's on pace for 5 million this month.
And I asked him the one question,why do you think you're doing those
kinds of numbers in this market?
So easily.
And his answer was simply this.
(32:48):
I get up and call 30 realtorsevery morning, religiously.
I've done it for 10 years.
I'll do it for the next 10 years.
I'll do it until I retire.
It is the difference maker.
What you just said is sosimplistic and it's so true.
If we will just commit our mornings,I've said this in a lot of the
keynotes that I've done over the years.
(33:09):
You know, when I was a manager, Ihad a rule and the rule was, if I
caught you In your email before 11o'clock, I fired you on the spot.
And people always say tome, why would you do that?
And here's my answer.
Cause there ain't nothing good in there.
That's why, because I want you sellingbefore you get into the mess that
(33:29):
is in your email box of problems andprocessor emails and cancel deals and
everything that derails us during the day.
So what you said is exactly what everyorigin needs to do today to succeed.
And I want to key in on what youtalked about a moment ago is.
Because you and I had a backstageconversation about this last weekend
(33:52):
when we were together, that what I thinkis the number one problem outside of
the mindset and just the lack of reallyputting a lot of effort forward today.
I think the other real big problemis too many originators are replacing
technology for relationship andthinking that they're going to have
loyalty with customers when all they'redoing is sending them a link, right?
(34:16):
Then having a conversation that goesstraight to pricing and product and
program and never really showing thatlove trust relationship that you and I
value so much as part of our business.
Um, you know, I've always said it'sinteresting to me that the word
conversion and the word conversation,conversion is embedded in conversation.
(34:39):
The only difference is the A and the Tthat are in the middle of conversation.
And the A and the T as far as I'mconcerned, stands for allow time, allow
time to build conversation that leadsto conversion because relationship
is the key to everything we do.
We know in this marketplace,no matter what rates do, people
will buy, people will borrow.
(35:00):
There's plenty of business outthere if you're willing to do
what you need to do to get there.
But the key is, Today relationship.
Can you talk a little bit about that?
Because this is something throughyour high trust selling that I know
is core to everything you believe in.
You teach is the power of, of reallyhaving your customers love and trust you.
Todd Duncan (35:21):
Yeah.
Um, three things I'll say real quick.
First, I don't want to, I don'twant to answer the question
until I talk about email.
The bottom line is, um, eight out ofevery 10 emails will mess with your mind,
take you negative and they're really.
an email that you shouldn'tbe reading anyway.
And so at some point or, or another,you need to, you need to ask the
(35:41):
question, like, um, do I havemy physician's personal email?
And the prop part ofthe answer is you don't.
And, and, and even though it may behis or her app, whatever, There's a
very good strong chance that if I am aphysician, I am not checking my own email.
And if I am, it's, it'salready been processed.
(36:02):
And what I'm checking are thethings that I have to check.
Dale Vermillion (36:04):
That's right.
Todd Duncan (36:05):
Imagine this.
Imagine the fact that you spend one houron email and that one hour could make
you 5, 000 if you didn't spend it onemail and you had skill enough where you
didn't hide behind technology and callthat value because technology itself.
We'll never replace the human connection.
(36:26):
So you got to understand that ifyou're hiding behind technology and
you're hiding behind social media,dollarize how that's working for you.
And then just understand, like if I,if I gave somebody 200 an hour, very
competent person just to deal withmy email and I got all that time back
to build a relationship, then whatwould my business look like right now?
(36:49):
And then just take that andapply it to the whole day.
What are the things you do all daylong that don't produce revenue?
Dale Vermillion (36:55):
And
Todd Duncan (36:56):
the reason why that needs to be asked and answered is because
you're transactionally focused.
Dale Vermillion (37:02):
If you're
Todd Duncan (37:02):
relationally focused, you don't worry about the transactions.
focus on building valuein the relationship.
So where's the best place tobuild that value and then to embed
that thought in the conversation.
So I can say to one of these real estateagents, Dan, that Dale referred me to,
I can say, Hey Dan, I'm different thanevery loan officer you've ever dealt with.
(37:27):
I already have his attention, right?
How are you different?
He's asking in his mind.
Dale Vermillion (37:32):
That's right.
Instead of
Todd Duncan (37:33):
looking for loans, I actually help my real estate agents
find more buyers and sellers.
I want to help them be successful.
And I know if I do that reallywell, the loans will happen.
So before we get into any discussionof how we might do business together,
help me understand why you chose realestate and what's important about being
a professional real estate agent to you.
(37:55):
And I want to have that conversationbecause if Dan tells me, you
know, I wake up every day.
And the reason I chose this is I lovewatching people get a key to the home.
And I go, great.
What's that do for you?
Because it brings me joy and happiness.
That's great.
Have you ever worked with a lenderthat their entire approach is to help
you experience more joy and happiness?
And Dan's going to go, what?
(38:15):
No, seriously.
That's, that's all we want to do.
We want to help you watch morepeople get keys to homes so you
can have more joy and happiness.
Do you want to discusshow we can get that done?
And Dan's going to say, yes.
Okay.
So what if I take a borrower?
What if I do the samething with a borrower?
What have I, what haveI say to a borrower?
You know, before we get started,every lender you could call today
(38:38):
is probably going to quote youa rate in this conversation.
I'm not going to do that.
We're different thanevery lender out there.
We play the long game.
You're going to own real estate as a firsttime home buyer for probably 30 years.
We want to start today.
To create the best mortgage solutionfor you, architect that solution,
help you manage that mortgage so thatevery year the mortgage is working
(39:00):
for you instead of you working for it.
So before we talk about interestrates, I want to ask you one question.
What would it mean to youto own your first home?
I don't ask 10 questions.
I don't ask 20 questions right now.
I don't go through prequal right now.
I want you and I to connect,always be connecting.
(39:22):
And having that conversation.
And if a borrower says, you know what,um, we'd be the first family in the
history of our family to own real estate.
That would mean the world to us.
I'm just going to look him in the eye.
And I'm going to say, you know what,I'm going to help make that happen.
Are you ready to get started?
I'm going to close before I qualify.
I'm going to get you engaged before Ihave some random pricing conversation with
(39:46):
you, which somebody can beat me anyway.
And I'm going to, I'm going to, I'm goingto, in a very positive, high trust way.
throw the industry under the bus.
I don't, I'm not intentional onmaking anybody bad and wrong.
I'm just going to simply say mostlenders would quote you a rate right now,
Dale Vermillion (40:03):
which is true
Todd Duncan (40:04):
reason.
I'm not going to do that.
The reason I'm not going to do thatis because I have no idea what you
want to achieve in real estate.
I have no idea what's importantto you about your finances.
I have no idea how much money you make.
But I have an idea that if you wantto be the first family in the history
of your family to own real estate,we're going to make that happen.
Are you ready to get started?
(40:24):
And what I tell people, Dale is, and Ithink you alluded to this in your speech,
you have to decide,
you have to decide if you'rewise enough, confident enough and
skilled enough to be a mortgageadvisor instead of a law officer.
Dale Vermillion (40:49):
That's right.
Todd Duncan (40:50):
You have to make that decision.
And you have to understand thatyou choose your value proposition.
You can choose the McDonald's valueprop, lots of customers, inexpensive
burgers, not very good, or you canchoose DB Bistro in New York city.
Dale Vermillion (41:06):
That's right.
Todd Duncan (41:07):
Okay.
Not a lot of customers, veryexpensive burger, but always
weeks to get a reservation, a99 cent burger, a 32 burger.
Or you have to, you can't be both.
You can't be both.
You have to choose your path.
And that's the discipline ofmarket leaders is I choose my path.
(41:30):
I'm going to advise you on the largestdebt you will ever have, and I'm going
to show you month after month, year afteryear, the strategic value of managing
that debt and making your real estate workfor you instead of you working for debt.
That's called, in neuroscience,a pattern interrupt.
(41:51):
As borrower hears that, they'regoing to go, wow, I had no idea.
Dale Vermillion (41:55):
That's right.
Todd Duncan (41:57):
And so that's what we have to do.
You guys, the minute you get into theprice business, you are simultaneously
in the concession business.
That's exactly
Dale Vermillion (42:13):
right, man.
I'll tell you what, that I lovedeverything you just said there.
And it's so dovetails with what we'vetaught for 30 years too, is I love
close, close before you qualify.
I hope the audience understandsthe power of what Todd just said,
because this is the number oneproblem in the industry today.
(42:35):
We start the conversation with.
So what's your FICO score?
It's a crazy story.
At the first, in the first quarterof this year, I listened to over 300
recorded phone calls of loan officers.
And I logged in those what the numberone most common question a loan
(42:56):
officer asks is the first question.
You know what it was?
What's your credit score?
Think about that for just a minute.
We're sending a message to ourborrowers that if you're good
enough, going to spend time with you.
If you're not, I'm not goingto spend time with you.
That is not the message we want to send.
It's so interesting in all the seminarsthat I've done over the years, Todd,
(43:17):
I've, I've done this many times whereI'll say to the, to the group of loan
officers, let me ask y'all a question.
How many of you would consideryourselves dishonest and none
of them raise their hand?
I go, of course you're not.
Now, let me ask you a question.
How many of you quote a rate in thefirst five minutes have done that?
With a borrower, all of them raisetheir hand and go, hate to tell you.
You're all dishonest.
Then you're not meaning tobe, it's not your intention.
(43:40):
You're nice, honest people, but you'retelling them something that's not true.
You don't know what that rate is.
You have no idea to your point, whattheir qualifications, what their
situation, what their goals are,what, what, what they're trying to
accomplish, you don't know any of that.
So quoting upfront is goingto kill you every time.
And in a rising rate market.
It's death immediately.
(44:00):
You live by the sword, you dieby the sword when you do that.
So I love the way it is.
And I love the way you justpositioned that, that it's all
about building conversation withthat customer to get them to talk.
And then what if I could, and youtook them right into owning a home.
Beautiful way to say it.
Todd Duncan (44:21):
Just to make sure you and I remain at the top
of professional integrity.
If anybody's having problems with whatI just said, close before you qualify.
You have the wrong strategy anyway.
I want to say that lovingly.
And, and you might say, well,what if they don't qualify?
Well, what if they don't andthey still want to buy a home?
(44:41):
Okay.
Whenever they're ready to buy ahome, you want to use the lender
that helped them get qualified.
So let me tell you what Ilearned as a 23 year old.
I learned never to tell a realtor.
The borrower doesn't qualify.
I learned never to tell a borrower.
You don't qualify.
I learned always to say, TheJohnsons will be able to be
(45:02):
qualified in the next six months.
Dale Vermillion (45:07):
Bingo.
Todd Duncan (45:07):
They do these three things.
Dale Vermillion (45:10):
That's right.
We
Todd Duncan (45:11):
have a funnel in high trust selling our Academy spends three hours
on this funnel and our next Academy is inNovember in Las Vegas, this funnel says.
I am going to follow upwith you until you buy.
You may not qualify today, butin one year you will qualify.
(45:31):
If you're a platinum at the bottomof the funnel, you qualify and
you're going to buy within 90 days.
You're, you're gold.
You're gonna qualify within 91 80 days.
If you're silver, you're gonna qualifywithin hundred 81 days and two 70.
And if you're green, you're gonnaqualify from 271 days to 600, 700 days.
(45:54):
I'm gonna go that far out.
You know why?
'cause as soon as you get qualified,you're gonna tell like all of
your friends who don't qualify.
Now, I'm not saying go afterun qualifiable business.
Dale Vermillion (46:06):
You can't
Todd Duncan (46:06):
do that because that's a headache too, but if I care about
you and I care about the realtor thatreferred you to me, I'm never going
to tell you a soul crushing truth.
You don't qualify.
I'm never going to tell you that.
I'm going to look you in the eyes andsay, there's three things we need to
help you do in the next six months.
(46:27):
And as soon as we do those three things,You're going to be able to qualify.
Now watch this.
Most realtors will haveforgotten about that bar.
Dale Vermillion (46:35):
That's right.
Todd Duncan (46:36):
And then you get to call them in six months and say, you
probably don't remember the Johnsonsthat you referred to me in March, they
weren't able to get approved for aloan then now they are trying to need
to start showing them real estate.
Dale Vermillion (46:48):
That's right.
So qualify, love it.
Todd Duncan (46:51):
Qualify after you connect and convert and close, do that because.
If I do that, my, um, every day I dothat, I'm building my future value
ads and people will never forgetthat they'll just never forget it.
Dale Vermillion (47:11):
So that's a life changing process.
It's as, as I've trained mywhole career, it's never, no,
it's not now that that's the
Todd Duncan (47:20):
message.
Dale Vermillion (47:20):
And you know, the goal is we want every customer, every
customer to be our customer someday.
That may not be today.
It may be next month, it may be next year,but someday we're going to work together.
And that's the way I used to position it.
And this was the interesting thing,all the years that I managed and every
team I managed was number one in anycapacity I had, because I focused on
(47:43):
training them the right way to do things.
And here was the key.
25 percent on average of all the businesswe did was out of our turndown files.
That's because we built relationshipwith those people, the same as we
did with the ones who qualified.
We didn't say, Oh, you don't qualify.
I don't have time for you.
Oh, you know what?
(48:04):
We're going to help you qualifybecause we do have time for you.
And man, did that pay big dividends formy team and it will for people today.
Todd Duncan (48:11):
Yeah.
The business that your future businessis not what you do in the future.
Your future business iswhat you do in the present.
Dale Vermillion (48:18):
That's right.
And
Todd Duncan (48:18):
that's the compound effect.
So if all of a sudden, so when I.
12 years after becoming a loanofficer, we had helped almost 6,
000 borrowers finance real estate.
My database of people that weren'tqualifiable yet at 12 years, which is
when I sold my business, we had over3, 000 people in that funnel I just
(48:40):
described that were getting qualified.
And part of the value of your mortgagepractice Is not what you do to help
the single individual buy a home.
It's what you do to help everybodythat will buy a home, buy a
home, whenever they're ready.
And if you don't, we just, uh,completed a survey in June, Dale.
(49:03):
We had just shy of 20, 000 loanofficers that answered 25 questions.
Do you know that 88 percent of loanofficers say that they're horrible
before the app is real and they'rehorrible after the loan closes?
And that only 4 percent of loanofficers out of almost 20, 000,
which makes this in the industryaccurate to a 96th percentile with a
(49:25):
plus or minus of less than one, Wow.
Listen, 4 percent of the industry followsup after closing and nurtures that
relationship into a lifetime relationship.
4%.
Dale Vermillion (49:39):
Unbelievable.
Todd Duncan (49:39):
96 percent are transactionally focused in one and done.
That, you know what that does?
That makes you work like 20 years longer.
How could you, how could youat the age of 34, Retireable.
I didn't retire as I started thiscompany, but how could you be because
you spent 12 years of focus with theright relationships with the right real,
(50:00):
my number one real estate agent gaveme 70 million in loans in four years
with an average loan amount of 86, 000.
You want to talk about, you want to talkabout value and you want to talk about,
you know, just loyalty and it took 18months to get her to get me my first
loan because she already had a lender.
But here's what I want you to know.
(50:20):
If you follow what Dale and I aretalking about and you really get
deep in this, you could do in thenext 10 years what would otherwise
require 20 to 30 years of your labor.
If you get smart.
You practice, you're gameready and you're consistent.
If not, you will, as the Biblesays, labor under the sun.
Dale Vermillion (50:41):
That's right.
Todd Duncan (50:42):
And that's just sad to me.
It's sad to me to watch people that areburned out at the age of 54 or 58 or 60,
you know, because they've just gotten thecrap kicked out of them for three decades.
Dale Vermillion (50:53):
Yep.
Todd Duncan (50:54):
There's a better way.
And hopefully, hopefullyif you go to toddjungle.
com, you can see the free tools thatwe have to help you do a better way.
One of which is businessplanning for 2020.
Um, You can have anything you want.
You can have anything youwant in this business.
If you have faith, you're gameready and you're consistent, period.
(51:16):
Faith, ready, consistent.
Dale Vermillion (51:18):
I know for you and I, Todd, our faith in Christ has been the
game changer for us, um, in, in havingconfidence in the things that we do.
Um, you said it so well today thathaving faith, having trust, these
are key elements of success foranybody out there listening today.
(51:38):
And I know that, you know, for meand you, that's been a center part
of our lives that has helped guide usthrough everything that we've done.
And you know what, when, when you'reworking with a purpose where you know
that you're, you're okay at the endof the day, you're loved and forgiven,
no matter what happens, it changesyour whole perspective on things.
(51:58):
It really does.
And, uh, and that's something thatwe share that I'm very appreciative.
And the more I listen to you.
Man, the more I love you because justincredible, incredible wisdom and
insight into how to be successful.
You know, when you were just talkingabout that whole referral concept and
that seven $70 million, it remindedme of back in the day when I was, uh,
(52:21):
sales manager, I had an accountantthat I built an incredible relationship
with, did a great loan for him, andasked him the question at the end.
You know, you're a CPA,you own your own business.
Is there any chance I could workwith your clients to do that?
And I'll never forget his answer.
He said, you know what?
I would love that.
And I said, how many clients do you have?
He said, 1100.
(52:42):
And I said, that'll work.
And in within 10 days, I had 137applications from that one CPA.
All relationship based.
And it was just because I asked forthe business again, I think today's
technology, sometimes what originatorsdo is they think, well, the technology
is going to follow up with them.
No, you need to pick up the phone andcall your customers for the rest of
(53:07):
their lives and the rest of your career.
And you will make a big difference.
Well, Todd, I could sit and chat withyou forever, but I want to be respectful
of your time and the audience's time.
So I would love to hear more about,uh, you said you guys have, uh,
some 2024 business plans coming up.
Uh, you've got, uh,some training coming up.
(53:29):
Talk about where people can reach you.
Again, I want to say if you are notworking with the Todd Duncan group, I
really want you to consider it today.
Todd's group has changedmore lives in this industry.
It's incredible stuff.
So talk a little bit about your businessand how people get ahold of you and
what you guys got going on coming up.
Todd Duncan (53:50):
Yeah.
I think if you ask me what I do for aliving, I help loan officers fall in love
with their life and become prosperous.
So if that's appealing to you andyou can hang out with me on social at
Todd Duncan official on Instagram orLinkedIn, uh, you can go to toddduncan.
com and you can download thefree business planning tools.
You can actually fill it out online andit will tell you what you need to do
(54:11):
every day to make your dreams come true.
The most important eventthat I've ever done.
I've done it for over 100,000 loan officers since 1992.
It's called the Hytro Sales Academy.
It's you and me and 200 loanofficers that want to be their
best for four days, 10 hours a day.
And we just lay it out.
I got a, I got a 400 page workbook.
Dale Vermillion (54:32):
Wow.
That I'm
Todd Duncan (54:32):
going through right now to make sure that I update everything
in this playbook that is responsibleto impact you in today's market.
Um, the investment is less thanone half of a loan commission and
will change your life forever.
Um, as part of that, you get to hang outwith me for 90 days after the event is
done and we keep you on the right trackand people go, well, that's too expensive.
(54:55):
Can I just tell you right now thatyou're losing five to 10, 000 a
month by not knowing what to do.
Dale Vermillion (55:00):
That's right.
And so
Todd Duncan (55:01):
you can continue to do that every single month, or you can make a
decision that I'm going to be there.
I'm going to go to Las Vegas.
We're not on the strip.
We're out of town where we canfocus on building and doing stuff.
Great.
But just come and look at thehigh trust sales academy online
and look at the testimonials.
And if it's right foryou, it's right for you.
We have 40 seats left.
It always sells out.
And, um, but beyondthat, here's the drill.
(55:23):
You got this.
And God's got you and you should wake upevery single day knowing that he's got it
all under control and you have to trustthat you have to trust the universe,
but I'd rather trust God and create the
Dale Vermillion (55:40):
universe.
That's right.
Todd Duncan (55:41):
You know, and he's got our, he's got our
best life already figured out.
I tell my sons all the time,Hey, he already knows what
you're going to do next week.
He already knows where you'regoing to be when you're 40.
You're 27.
Don't worry about that.
Let's be who you need to betoday and trust the future, but
(56:01):
don't squander the gift of time.
Don't end up with regrets because youdidn't do the right thing soon enough.
You didn't master the trade soon enough.
You were one of manyinstead of the only one.
You, you, you were ondemand instead of in demand.
Okay.
Don't squander your time.
(56:23):
Add value.
Do it fast.
Do it real, do it with relationship,connect at the heart, don't FICO score
the head, and you're going to be fine.
And then your, your familyand your life are healthy too.
Dale Vermillion (56:39):
So, and that's really what it's all about.
It's about being successfulin all realms of life.
And I love what you talked about amoment ago, because I've closed just
about every session I've ever done with,Hey, we didn't create the universe.
We don't need to run it.
Let, let God do his joband you go do yours.
That that's really what it comes down to.
(56:59):
So Todd, Todd.
This has been just, just golden.
I want to tell you, I want to thankyou again, just, um, publicly on behalf
of the entire mortgage industry forthe decades that you have invested
into people, into this industryto make it a better place to work.
Uh, you are responsible forso many people's success and
(57:23):
keep doing what you're doing.
It's, it's, it's, it's.
Great to see how you are justcontinuing to make such a
massive impact in our industry.
We're really grateful for you.
I'm very grateful for the relationshipand the friendship and the wisdom that
you shared today was unbelievable.
So thank you for your time.
Thank you for being here.
God bless you and your family.
Uh, appreciate you so much.
Todd Duncan (57:45):
There is a mortgage champion in everybody, Dale, and you know that,
and uh, thank you for the time andfor the chance to impact everybody.
When you wake up or the nexttime you look in the mirror.
Let the champion inside of you come out.
Thanks Dale.
Dale Vermillion (58:02):
Amen.
God bless you, my friend.
Great to see you.
Thanks for being here.
Batting a thousand is aproduction of mortgage champions.
A company that's been transformingthe people who transform companies
since 1995 have a suggested topicor guest contact my team on Twitter.
That's at Dale Vermillion or tweetus using the hashtag batting 1000.
(58:24):
That's hashtag batting 1000.
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