127: Justin Lopatin - A $1B Producer on the Hidden Superpowers of Top Loan Officers

This week, we're joined by Justin Lopatin. Justin is the Division President at Vybe Mortgage from Delray Beach, Florida, who's funded over $1 billion of volume in his 18 year career in mortgages. Justin is also a Co-Founder and Principal Coach at GO! Coaching (or Growth Only Coaching), which specialize in coaching Mortgage Loan Officers (MLOs) at all levels to double production while increasing their time.

 

Justin is here to discuss: → How he started in mortgages, the mindset he's had to fund $1B in mortgages, and real estate being the "golden goose". → The interconnectedness of marketing and sales, utilizing social media, and the most undervalued skill you should learn to improve your marketing. → Why you have to be tracking everything in your business, increasing your sales activity, and how being positive and enthusiastic can transform your business.

 

GO! (Growth Only) Coaching Website: www.growthonlycoaching.com

Vybe Mortgage Website: www.vybemortgage.com

Justin Lopatin's Instagram: @justinlopatin

Justin Lopatin's LinkedIn: @JustinLopatin

 

Learn more about the Direct to Consumer LO Accelerator here.

 

Loans On Demand Website: www.loansondemand.io

Loans On Demand YouTube: @LoansOnDemand

Loans On Demand Instagram: @loansondemand

 

Luke Shankula's Facebook: @LukeShankula

Luke Shankula's LinkedIn: @LukeShankula

Luke Shankula's Instagram: @lukeshankula

Episode Transcript

(00:00):
to the Loans On Demand podcast,the show where we flip the real
estate status quo on its head andput loan officers into the
driver's seat.
We give you all the tools,
strategies, resources, and mindsetneeded to modernize your mortgage
business and thrive.
My name is Luke Shankula, aka
Longform Luke, and this is theLoans On Demand podcast.
Hey, what's going on?Welcome to the Loans On Demand

(00:24):
Podcast, the show where we helploan officers flip the status quo
on real estate agents and put loanofficers in the driver's seat.
And I'm excited for today'sepisode because today we have the
legend, Justin Lepotin, 18 yearsin the industry, co-founder of
GoCoaching, funded over a billiondollars in volume in his career
and the divisional president ofVibe Mortgage.
And that's just the half of it,man.
He's also a really good lookingguy.

(00:45):
He's just a cool guy, man.
So appreciate you being on the
show.
What's going on, man?
Welcome.
Awesome, man.
Thank you for having me.
I appreciate the intro.
I'm a fan of yours.
I love what you do.
You're helping the community, theindustry, and it's great to be
here, man.
Awesome, man.
Well, let's dive in.
Let's get a little bit of context
about your background.
I mean, obviously, we gave you all
the titles and all those thethings, PR version of who you
here, man.
Awesome, man.
let's Well, dive Let's in.
get a little bit of context about
your background, right?I mean, obviously, we gave you all

(01:05):
the titles and all those right?things, The PR version of who you
are.
But give us a little insight into
who you are.
What has you in this industry for
18 years, right?Like, I mean, it's kind of a crazy
industry to be in.
So give us a little background on
who you are and what has you inhere.
I went to Harvard, got a four-yeardegree as a loan officer.
No, I'm kidding.
Dude, I'm a Chicago kid, man.
I'm a sports athlete guy.
I was always super competitive.
I left college early at 19 to gobe a trader at the Chicago Board
of Trade.

(01:26):
I'm like, what am I doing here?
Everyone's drinking and going outand partying and that was fun for
a semester.
I just kind of was like a little
bit more like, all right, I don'tneed to do this for four years.
So I really wanted to be a trader.
And I did for a couple of years
and I did okay.
And at 21, I bought my first
condo.
I was like in real estate before I
even really knew I was in realestate.
And a couple of years went by, Ikind of hit a glass ceiling.

(01:46):
One night I saw a buddy in the gymplaying basketball, a lifetime
fitness.
He was in a suit.
It was a Wednesday night.
I'll never remember this dude.
And I've never seen this guy notin gym shorts.
So I'm just like, wait, are you ina suit right now?
It's nine o'clock.
And he had just gotten to the gym
to play ball from being a loanofficer.
And he was explaining to me whathe was doing as a loan officer,
which I didn't really understandit.
But I said, how much are youmaking?

(02:06):
And he goes, I'm making about 15to 20 grand a month.
I was like, you know, tying myshoes.
I was like, wait, how much are youmaking?
He's like, probably about 15, 20grand a month.
I was like, give me an interview.
And within that next 30 days, I
met Amir, my partner.
This was in 2006.
And I was 21 turning 22.
He had my head spinning after I
met with him because you know him.
They told me my first day was May
28th Memorial Day on a Monday.

(02:26):
And I thought they were messing
with me and they weren't.
Amir had just launched his own
brokerage.
And I was basically the first like
loan officer that him and hisother buddy hired.
Nice.
I made about 150 calls that day
while people were flippingburgers, grilling hot dogs, and
hanging out with their family.
And they wanted to test me to see
if I had what it took to kind ofbe part of the crew.

(02:46):
Probably pulled like three or foursocials, got a couple of refi apps
and the rest is history.
But that's how I started in the
business.
And we were brokers till 2006,
weathered the storm, weathered thecrash, weathered the housing
crisis.
We were always humble,
hardworking, like lived at homestyle guys, not fancy, drove
Toyota Camrys our whole life untilwe really started making good
money.
So some months we made no money,
you know, but we were okay becausewe didn't let that lifestyle creep

(03:08):
hit us when everybody was making alot of money.
We went correspondent, you know,fast forward.
And dude, I got into coaching as aloan officer, as a student of the
game, when I got stuck at about25, 30 million, like two years in
a row.
And Amir and I went out and sought
out some different coaches, wentto these mastermind events in
Vegas back in the day with likethe teams and like, you know, like

(03:29):
the, and so we saw these guystalking, Barry Habib.
And so we eventually joined acoaching company.
You know, we'd kind of bobbed andweaved into a few, but within two
years, we doubled our business.
We learned structure.
We learned just all the principlesabout sales ops, finance,
marketing, leadership, scaling,and it completely blew our minds,
you know?And we were just like, again,
super driven, super competitive.
And we just continued to grow and
double and grow and double everycouple of years.
We joined Guaranteed Rate in like2018.

(03:50):
We built a billion dollar branchwith like 10 loan officers, you
know, and then we startedGoCoaching, growth only, but we
call it GoCoaching now headinginto 2022 because we wanted to
build something that we wantedthat we didn't see.
We saw traditional guys doing it,old school, like coaching
companies that are still reallygood guys.
We saw modern guys teaching a lotof marketing, social media

(04:10):
content, but there wasn't like aconvergence of the two.
And so we built what we wantedbecause we knew the direction of
where the industry was headed as amodern loan advisor.
So that was a really long answer,but that's the background.
But I've been cranking out loansfor 18 years, man.
I love it.
I moved to Florida in 2021 from
Chicago with my wife and my twokids.
I have a five-year-old daughterand an eight-year-old son.

(04:30):
I've married my high schoolsweetheart.
We've been married 11 years.
And I just turned 40 in May.
So I'm at like this time in mylife where I'm just very grateful,
you know, just very like, okay,what's the next 10 years look
like, right?Like how can we leverage the
skill, the knowledge, you know,how can we monetize what we're
doing to create value?Because the more impact you have
and the more value you bring, themore you earn.
And that's what the business is.

(04:51):
And so we're just all about, you
know, teaching the loan officer weused to be, helping that 10
million guy get to 20, helpingthat 20 million gal get to 40,
rinse, wash, repeat, and thensubsequently, you know, continuing
to build our own businesses wherewe don't have to be the one that
everything goes through everysingle day.
Sure.
I love that.
That's what you guys have donebecause, you know, as a marketing
person myself, I do see a lot ofthese sort of traditional stuff

(05:13):
out there.
And I'm a big fan of grinding.
I'm a big fan of cold calling.
Anytime people come to me that are
new in the business and they'relike, oh, I want to buy leads.
I'm like, that's not a smart idea.
Don't do that for the first, at
least two or three years.
Like learn how to be a real loan
officer first, learn how tostructure files, learn how to talk
to people, learn how to have theseconversations without spending a
bunch of money on leads that youprobably won't convert.

(05:35):
And that's just the way I sort oflook at it because I see it as
like, there's the fundamentals,which is what you guys talk about,
which is foundational, right?Like you have to know how to be a
good loan officer, how to call.
Unfortunately, there's not really
much way around cold calling.
There's some ways to make them
warmer.
And I'm sure we'll talk about that
a little bit here today by usingsocial media and things like that
but you just have to do the repsright at some point you have to do
the reps interestingly enough ithink this is i don't know episode

(05:55):
130 or something like that of thispodcast and pretty consistently
the people that come onto thispodcast a good portion of them
have had some sort of boiler roomsort of background, right?
They started in a call center,they started cold calling, they
did door knocking, they soldtimeshares, right?
They sold something that was hardto do.
And interestingly enough, theytend to do well when it comes to
them referral stuff, becauseeverything becomes easier when
you've done the hard thing first,right?
Versus, you know, we see a lot ofpeople that did super well in 2020

(06:16):
and 21 that are struggling now.
To be fair, it's been a hard
market, but a lot of it comes downto the fact that they've never had
to do the hard things.
And all of a sudden it's hard and
they're like unwilling to changethe way they do business, right?
Like, you know, maybe they're beentraditional and they've always had
some referral partners, but theynever learned how to build value

(06:36):
props and things like that.
And so now what you guys are doing
is awesome.
I really do, you know, see you
guys as some of those pioneers inthe space.
Right.
And I think there's so much
opportunity to join the two, youknow, the traditional, which I
think will never go away.
Like person to person is always
going to be a thing, but thenmarry it with social.
And so many of those sort oftraditional guys are like social
doesn't work.
Social doesn't work.
Social doesn't work, whatever, youknow, all the top producers don't

(06:57):
do social.
And I like well that's not true
right like because you guys inyour program i'm sure have a lot
of people that do social that aretop producers and so i think it's
you know a little bit of thecognitive bias and so anyway like
what is it like you know you bringon guys at all different levels
like what's the like sort of themain thing that takes someone
let's say from you know maybeclosing one or two loans a month
to consistently closing three fourfive loans a month right maybe

(07:19):
going from like 500000 to amillion a month.
Is there like different levelsthat you sort of people through?
Yeah.
Somebody closing one or two loans
a month is no plan.
They might think they do and don't
take offense, but you don't haveno plan.
You're not tracking your salesactivity.
You have no correlation between,you know, the amount of activity
you're doing and how many leadsyou're actually driving in.
So it's just like going to the Youcan't go to the work out once
every now and then, gym, man.
gym, and maybe have a protein You
want you got to go to the you needa plan, shake.

(07:41):
results, gym, you got to trackwhat you're you got to know doing,
how much you're you got to eatlifting, right.
And the business is very similar.
You have to know what activities
you should be doing, you have toknow how much of them you should
be doing.
So the direct answer is they are
not doing enough quantity of salesactivity.
They're not talking to enoughpeople.
They're not seeing enough people.
They're not having enough points
of contact throughout the week andthey're not tracking anything.

(08:03):
And so typically it's like, Hey,let's figure out what the ideal
calendar looks like.
What do you do all day?
A lot of them don't have a startor an end day.
And again, like this is not like aone foot in one foot out business.
Those days are gone.
You're either all in or you're all
out.
And so someone who's really
looking to grow their businessneeds to have a plan of action
that revolves around two to fourhours of sales prospecting every

(08:23):
day.
They need to be on social,
connecting, engaging, and indifferent groups.
They need to be creating some typeof content to just get their
visibility.
They need to cast a wide They net.
need to be creating some type ofcontent to just get their
visibility right they need to casta wide net they need to be hitting
the phones so we got to use ourfingers to sell every morning we
got to hit the phones for a couplehours every day and when you don't
have a lot of business you're justtrying to schedule appointments

(08:43):
and get in front of new people andthen we got to use our feet right
and get face-to-face body-to-bodyyou know so events networking
chambers industry bni charity youknow like when we were really
building our business, Luke, wewere out two, three days a week,
you know, like Chicago was a bigcity.
So small towns, maybe it'sdifferent, but there was like four
to five different businesschambers and organizations, this
neighborhood chamber of commerce,this neighborhood business
association, this dude, I joinedthem all.
And I'm always to be out.

(09:03):
And I wanted to meet like 20 to 30
new people a week, likeface-to-face at events, shake
hands.
And then I'd follow up with three
to five, have a one-on-one and I'dget one or two introductions from
them.
Right.
Because that was like right kindof before social media was really
prevalent.
This was 2014 or 2013 or
something.
Now you have a three-pronged
approach.
You have social, you have the
phone and you have in-person andthere's gotta be a big, like
massive contact approach to justlike getting in front of as many

(09:24):
people as you can and tracking thereferrals.
Right.
So it's a quantity play up front.
man.
It's interesting that you say that
because I've had so many peoplecome to me, even on the marketing
side, like other marketing peoplethat want to grow in a marketing
agency.
And that's what always comes down
to is like, okay, well, like youwant to grow.
How many cold emails did you sendout this week?
Yeah, dude.
How many DMs did you send out this

(09:46):
week?How much content did you post?
How much are you spending on adspend on a monthly basis?
Inputs and outputs.
never.
It never correlates with what theywant, right?
Like it's funny because people arelike, I want to get to 10 loans a
month, but they're unwilling toinvest money.
They're unwilling to invest moneyor time into getting to You can
make a decent living closing fivedeals a month, right?
Decent living.
You can pay your bills and save a

(10:07):
couple bucks.
Like that's an easy six figure
living for most people based onyour loan size.
So if you want to close five loansa month, average loan officer is
probably funding 20% of theirleads.
So lead to funding conversions,probably 20% right now because of
the shopping, the deals, filing upthe inspection issues, what have
you.
you.
So that means you need about 25leads a month, right?
Five times five, 25 leads a month.
So that means you need about six a
week.
That means you need about one a

(10:28):
day.
So you literally got to break down
your business and you got to go,okay, I need five to six leads a
week.
That means I need one a day.
What am I doing every day for atleast four plus hours to get that
lead.
And when you focus and you obsess,
and I say that not in like, youneed to be a weirdo, like in a
basement, but like, if you obsessover what the outcome you desire
is, the energy goes where thefocus goes and start to talk and

(10:48):
be very direct and assertive aboutwhat these next steps are.
Like, I need to make some calls toget in front of people.
I need to get in front of peopleand build rapport.
I need to find out how I can helpthem.
I need to find out who they know.
I need to get a lead.
But a lot of us don't have like aclear intention or an outcome
because we don't know what we'reworking towards.

(11:08):
Really everything we do for themost part is to generate leads.
So the focus needs to be how manyleads do I need to get to close a
number of deals I want?And then you back into that number
every week and every day.
And each day you're like, I'm
going to get a lead today.
And if you don't know what to do,
you pick up the phone and you makesomething happen, right?
You go online, you make somethinghappen.
You create a video, you makesomething happen.

(11:30):
You get out of your desk.
The money's made in the streets,
not in the seats.
If you've got a big old butt print
on your chair every day, you'reprobably not making a lot of money
unless you're like a big producerand the phone's ringing all day.
It changed everything, man.
it was good right like silver
lining like market was good andthe phone was ringing but a lot of
us got complacent myself includedwe got used to like running a
chick-fil-a mortgage businesswhere there was a line out the

(11:50):
drive-thru you're like right rightonce 2.875 right yeah like dude
line is gone like it's closedright and like you got to go out
and find your clients and yourcustomers and there's just less of
them out there.
And so, you know, not to digress,
but it's a numbers game.
Like sales is math.
It It is.
And it's focus.
The average loan officer, I wascoaching a group yesterday.
I'm like, when you think about allthe shit you got up on your
desktop all day, you got youremails, you got your alerts,
right?Like your Slack or your Teams or

(12:11):
your whatever.
You got your Chrome browser or
your whatever.
You got your LOS, you got your
CRM, you got two or three socialmedia things up.
Your homies are texting you, yourwife or your boyfriend's calling
you, your calendar reminders.
I'm like, dude, how can anyone
focus?I'm telling you, focus is like a
hidden superpower that topproducers in this business have.
And like, I love the book, The OneThing.
They know the one thing theyshould be doing right now.
And they do it and they execute itpretty much 80% every day without

(12:34):
distraction.
And then they move on to the next
most important thing.
And then the next most important
thing.
Most people are like that guy who
stands with a tennis racket andthere's a hundred tennis balls
flying at you all day.
And you're just like, you're just
like buried in stuff.
They don't know how to let those
balls pass and just hit the rightone.
Yeah.
It's, you know, talk about the

(12:54):
curse of the two to three loan amonth person, because like they're
busy, right?Like, it's funny.
There's no one busier than the twoto three loan a month person,
because a lot of times whathappens is they're so like focused
on those two or three deals thatare closing that they forget to do
the actions that got them thosedeals.
Right.
And there's the book that I talk
about a lot is fanatical prospect.
And I know you guys really like
that book as well.

(13:15):
And it's like that 30-day rule,
the actions you take over the next30 days are going to have
repercussions for the next 90 to120 days.
I think it's especially true withmortgage because of the sales
cycle that comes along withmortgage, right?
People don't buy homes in 30 days,right?
Yeah, sure.
They might buy a home in 30 days
after they get pre-approved to getinto contract.
But what I mean from thatperspective is the consumer
doesn't make decisions in a 30-dayprocess they've been thinking

(13:37):
about it for six to 24 monthsbefore they pull the trigger and
actually move right and so yeahunderstanding that like you're
dealing with just human psychologywhen you're dealing with mortgage
and especially in this marketwhere it's taking longer for
people to get into contractbecause inventory you know is
short and there's less buyers outthere there's less of everything
right so it just makes it muchharder to do that so and you can
even break it down even furtherand i'm sure you guys do this as
well it's like well how many leadsdo i need well how many people do
i need to talk to to get that leadi might suck at sales so it might

(14:00):
take me 20 people i may have totalk to 20 people a day or maybe
it's 10 maybe it's five maybe it'sthree right but you can break
those numbers down based off oftracking too so you know i think
that's a huge piece we talkedabout this earlier but i
personally if i was a loan officeri wouldn't really probably go out
and meet people in person verymuch, but I would use zoom like
every single day.
Like this is how I built my
business with zoom.
It's about as close as you do, but

(14:21):
that's just my personalpreference.
I hate meeting people in person.
I'm a weirdo.
I don't know.
I just, it's kind of weird.
I don't like meeting people thefirst time in person, but yeah, I
mean, I would do zoom just aboutevery single call because to me,
this is about as good as being inperson, but I know you guys do
some strategies on sort ofleveraging social media first and
then getting into the cold calls.
I mean, I don't know if you can
talk a little bit about some ofthose strategies around social

(14:43):
plus then some of those outboundsort of messaging and calling and
things like that.
Yeah.
So, I mean, listen, you know, whenI moved down to Florida, I didn't
really know a lot of people here.
And so what I did every day is,
well, number one, you have tounderstand the power of content.
Sure.
Content builds visibility and over
time it builds trust and then itbuilds credibility.
And it doesn't mean you have toshoot a video every day.
You know, like you have to putsome written content out almost
every day if you want to berelevant and visible.
And the reason behind that isbecause as you start engaging on
social media and by engaging, Imean, commenting, harding, liking

(15:03):
with the people that youeventually want to do business
with, or that you are doingbusiness with their eyeballs, you
know, if you're going to drivetraffic back to your profile.
And if all you have is a pictureof you, like holding a bass on a
fishing pole, like nobody knowswhat you do and nobody cares.
Like it's not relevant.
I'm sorry.
It's business media.
It's not social media.
I want to make friends, but I'mnot there to make friends.
I'm there to do business.
And I approach it like that,
right?And don't get me wrong.
Like I have chat groups onInstagram and my buddies, and we
send stupid videos to each other.

(15:25):
Like I'm not like a robot, but I
have a purpose, right?Like my purpose with social is to
drive people back to my page.
So they know I'm credible.
They follow me over time.
What happens is check this out.
So every day I go online for 30minutes me over time, what happens
is check this out.
So every day I go online for 30
minutes and my goal is to havelike 10 to 12 hearts and comments,
like meaningful, like publicengagement, 10 to 12 people on

(15:50):
Facebook, LinkedIn, and Instagram.
That's about 30 a day.
That's about 150 a week.
That's about 600 a month.
Do the math over the course of ayear, right?
What happens over time is I'madding friends.
Some follow me, some follow meback.
I'm engaging.
Congratulations.
I'm acknowledging milestones.
Beautiful kid.
Love the puppy.
How was the trip?
Great closing, you know, whatever.
And over time, I start sending
some DMs like, hey, Luke, it'sgreat to connect with you, man.
I see we're both in Delray Beach.

(16:11):
I'd love to maybe get together and
talk shop for 15 minutes, see ifthere's a way I can support you.
Maybe we can collaborate, right?And then they go back to my page.
I'm like, who is this guy?He's liked a bunch of my stuff.
They see my page.
They see a bunch of content,
written stuff, stats, data.
They're like, Oh, this guy's
legit.
They DM me.
Right.
So what I did was I started
following 10 to 20 new realtorsevery single day.
And I did that for like six monthsstraight when I moved down to
Florida, like in my Sure.

(16:32):
And Facebook, both primarily IG,
primarily IG.
Yeah.
On Facebook, I tend to be moreloan officer facing versus like
realtor facing.
Sure.
So I just did it on IG.
If I wasn't like a mortgage
lending, like coach, I would do iton Facebook.
Yeah, sure.
Yeah.
So I follow 10 to 12 people overthe course of six months.
I had a thousand new followersfollowing me back, right?
Cause they'd go back to my pageand be like, oh, this guy's legit.
They'd follow me.
So I warm them up, warm them up,

(16:52):
right?Partying and commenting, DMing,
whatever.
You know, I was able to schedule
dozens and dozens of meetings.
A lot of them I did Zoom because I
knew they'd cancel after theyaccepted the meeting.
Right, I go, hey, why don't wejust keep it efficient?
Let's do a 30 minute Zoom.
Let's chit chat.
Like, let's just make sure we're agood fit and we have some things

(17:13):
in common.
And that like lowered the friction
of them canceling the This is whyI like zoom.
Cause if they cancel, you don'thave to drive.
Yeah.
Plus getting around in Florida,
like it could be too often for youto have a meeting.
Like I'd rather just go 30 Yeah.
Yeah.
point is this, like I was able tokind of stock like my own pond
full of fish and then just startspearing them one by one by one
all through social, right?So here's my point.
They don't have to be cold calls.
So every day I'm engaging with
people, again, thoughtfulcomments, sincere

(17:33):
acknowledgements, what have you.
I'm following new people.
I joined a bunch of differentgroups, right?
Like real estate groups andinvestor groups and whatnot.
So for me, I pop in for 30 to 45minutes.
It's like, I'm networking.
How are you doing?
How are you doing?How are you doing?
How are you doing?I'm shaking hands.
I'm in and I'm out.
I get my post I up.
move So on.

(17:54):
then I have a newsletter.
So then I would take all theserealtors.
And over time, I started addingthem to a newsletter.
And each week I would send themsomething of value.
It would be some type of strategy,some type of script, some type of
like system.
And then over time, I just turn it
into a straight newsletter withdata information, you know, rate,
national, local trendingheadlines.
And to me, I'm like, okay, everysingle week, I can't call every

(18:15):
realtor I know.
I know thousands of realtors,
multiple markets.
But if they don't hear from me,
they see me on social, or I'veengaged with them in some
capacity.
And if they don't see me on
social, hopefully they read mynewsletter once a week.
And even if they don't read thenewsletter, it's in their inbox.
It's like the postcard.
Nobody reads the postcard.
They rip it up and throw it away.
When you're in a cell, you kind of
remember who's the guy that sendsme a postcard every single month.

(18:35):
He's consistent.
I trust him.
He's a business person.
So my point is, is I have my
product on so many differentshelves now, LinkedIn, Facebook,
Instagram, TikTok, YouTube.
I'm hitting the phones.
I'm doing a newsletter, right?I'm connecting with people in
different ways.
And it allows me to run a business
in multiple markets without havingto be in front of people every
single day, like in person.

(18:56):
And I can pick up the phone.
I can pull up my newsletterthrough MailChimp and I can see
the 700 people that opened it.
And I can literally have a month
of a power hour because how muchtime does it take to call 700
people, right?Like it'll take weeks.
So I have prospecting lists.
I have people on social media I
can call.
I have people that open my
newsletter every week, right?I have listing agents I've worked
with over the last year.
They all go on my newsletter.
I follow them all on social.

(19:16):
They follow me back.
So that's really how you usesocial media.
It's not just like, oh, I did avideo and no one watched it.
This doesn't work.
Like, no. Right, right.
Well, and consistency too, right?I mean, I think with anything, I
think honestly, most people don'tunderstand the lag effect of
taking actions, right?And the leading versus lagging
indicators or leading versuslagging actions is something that
I think people mess out on is likethey want the outcome.

(19:38):
They want the result.
They want the, you know, 10 loans
a month.
But what they don't realize is
what takes them to 10 loans amonth is the actions that they're
taking.
And those actions don't pay off
right away.
And so I think sometimes people
like they're sowing the seed andthen they're like, you know, move
into another place to sow anotherseed and then move into another
place to sow another seed andnever come back around to water
their crops.
Right.
Because they forget that it takestime.
So something like social media, Idon't know if you agree with this,

(20:00):
but like if you're just gettingstarted, I think it'll take you
six months of consistency beforeyou start to really get good
results from that.
And you know, you could do DMS and
stuff like that and get a littlebit quicker if you want to have
results, but you're not going tohave as warm of conversations if
you don't have a bunch of contentand engagement and stuff like
that.
So there are ways to fast track
it, I guess, you know, you couldsay, but it does take six ish

(20:23):
months of consistency where peoplestart to like inbound you.
Cause then what's going to happenis if you do that, people start to
inbound.
You don't always have to outbound
text anymore or DM anymore.
They start to inbound you and say,
hey, like I saw your content.
I love what you're doing.
Would love to chat.
And that's what's the power of
social media, I think, is youstart to get inbound DMs and
calls.
And it's like, holy crap, like
this person hasn't even engaged inany of my posts at all.
Yeah, a lot of people are lurking.

(20:44):
So just because they're not
lurking doesn't mean they're notlurking.
Right.
And remember this, like to
everyone listening, like greatmarketing makes sales easier.
Sales and marketing go hand inhand.
Sales is the engine of anybusiness.
No sales, no business, but greatmarketing and consistent marketing
makes sales easier.
You got to persuade people before
you persuade them.
You got to warm them up a little
bit, you know, and it allows youto just not be so cold.
And you also get an idea of whothese people are.

(21:05):
And like, so to me, like, I'm alsolistening on social media.
I'm listening with my eyes to seewhat's going on and what people
are talking about and whatconsumer, right?
Like, so I don't know.
I just, I think we collectively
underestimate how to strategicallyleverage social media as a tool.
It's not just a place to post astupid video.
Like that's not what it is.
Everyone's attention is there.
So you have to figure out how youcan capture some of that
attention.
And remember, like you can make

(21:25):
one good video and it can playover and over and over and over
and over again.
Like people are like, oh man,
like, you know, I only got like 22likes and like, you know, a
hundred views.
I'm like a hundred views.
Like, what if you were in a roomin front of a hundred homebuyers?
Right.
In your presentation about the
two, one buy down.
Would that be pretty beneficial?
Yeah.
Okay.
Like a hundred views is good.
Right.
I mean, and every week you getbetter and, you know, but it's a
reps things too.

(21:46):
Like people are scared to suck,
you know, like people are scaredto suck.
They're scared what their friendsthink.
Especially video.
Yeah.
Video.
Right.
but guess what?Like Like, you scared to They're
scared what suck.
their friends Especially think.
right?video.
Yeah, but guess video, what?Like, Like you have to suck.
Like I sucked for six monthsbecause my phone was leaned up
against a coffee cup and I waslike, hey everyone, it's Justin.
It's Tuesday, three o'clock.
NMLS 134.
And like 32 seconds in, I finallylike told them what I wanted to
tell them.

(22:06):
And I'm just like- the normal loan
officer, bro.
I laugh so hard because every
single time I hear a loan officerlike, hi, I'm your local mortgage
broker.
I'm like, like all right the
person already scrolled theyscrolled but like i got through my
sucking in 2021 so like i suckedfour years ago but then i bought a
stand whatever like a phone standand then i was able to not have my

(22:27):
phone on an angle against mycoffee cup leaning into it like
this you can see my nose then iwas looking eye to eye and then i
eventually realized like whoa youknow hook, story, offer.
Whoa, there's a framework tocontent.
What is a hook?And I went to masterminds and I
followed guys like Neil Holm andother content creators.
And I invested in personaldevelopment, but specifically in
copywriting and in understandinghow to market at a high level.

(22:48):
I love that, man.
As a marketer, I wish loan
officers would take time tounderstand marketing at that
level, right?Copywriting, hooks, offer
structures, creating compelling,irresistible offers.
That's a lot of the stuff that weteach in our program because I
realize most loan officers don'tknow how to create a compelling
offer.
They're great at building
relationships over long periods oftime, but it's a completely
different skillset to selling acold prospect doesn't know you,
right?And if you have a good value prop,
if you know how to structureirresistible offers, risk

(23:09):
reversals, you know, how tostructure copywriting, how to
create compelling copy for socialmedia that gets engagement, that
has the opportunity to go viral.
Like right now, unfortunately,
loan officers, you can't just getaway with what you did 10, 20
years ago, right?Like you almost have to be a
marketer and a salesperson and asocial media guy.
And, you know, like you got tohave all these different things
that you do.
And I think it's super valuable to
go outside of the industry becauseI think a lot of times there's a
little bit of this incestuous sortof like only internal industry

(23:29):
knowledge.
And I find the guys that tend to
do the best are the ones that gooutside of the industry to learn
from marketers and otherindustries or whatever it is, like
wherever they go out, like theylearn new Yeah.
Great copywriting helped me in somany ways because number one, it
opened up my eyes to what it takesto produce higher quality content.
Remember, content is not justvisual video.
It's also written.
Written contextual content is
super powerful.
Like video right now is the number

(23:50):
one way to really connect withpeople because people would rather
watch than read.
But when I say written content,
it's not just a post, it's mynewsletters to my database.
It's my evidence of success whenI'm story selling.
Story offer, you know what my hookis?
My subject line.
My story is the email and my offer
is my CTA, my call to action.
I send out two emails every month
to my database that elicit peopleto raise their hand and respond to

(24:10):
me because I'm able to articulateand connect with them and tell a
story and then subtly say, and ifthis resonates with you or you
have any questions or you want tothink this through, respond to
this email, I'd be happy to be asounding board for you.
So my newsletter sucked when Istarted because it was like

(24:32):
Justin's Mortgage Minute.
Like nobody wants to open it.
When I learned the importance of asubject line with copywriting
behind it, my open rate went from20% to over 60%.
Wow.
My copy in the newsletter got
better because I realized how tosuccinctly convey my thoughts in a
framework without inundatingpeople in block text mortgage
jargon, right?I learned, like you said, some of
the terms you said, I don't evenknow what the hell you said, but
simple stuff that improved, again,not just my content, but my

(24:54):
emails, my newsletters, my marketupdates to my database.
So I would tell you what, ifthere's one skill that as a loan
officer, you understand and valuelike where modern marketing is
right now, and you see the benefitthere, definitely invest in some
copywriting, invest in learningthat skill because it's not what
you think it is.
You're not like writing an essay
or a newspaper in 1992.
Like this is how you communicate
at the next level to reach thepeople you want to reach and to
attract the client you want toYeah, I agree, man.

(25:15):
I think copywriting is one ofthose skills that is a little bit
underrated.
And I think alongside that, I
mean, you know, learning marketingis learning human psychology.
So what I think that so manypeople fail to do, and I don't
know, I think this came a littlebit natural to me is put yourself
in the shoes of the person thatyou're selling to, right?
A lot of times we sort of, we havethis sort of barrier, this block,

(25:39):
because we're like, why don't theywant to send me all the pages of
the bank statements?Like I told them to send all the
pages.
I was like, they don't understand,
right?These are consumers that know
nothing about the mortgageprocess.
Like you're assuming it's calledthe curse of knowledge.
You can't assume that they knowanything.
So you have to put things in theirperspective.

(26:01):
And I think that's one thing thatcopywriting and marketing forces
you to do is like, hey, one, yougot to dumb down the language you
use.
I mean, studies show that fourth
or fifth grade level sort ofcommunication works the best
across the board, right?When you're communicating with
people, having a fourth or fifthgrade level language and not using
these big words and confusingpeople actually helps a lot,
right?Using specific words, right?

(26:22):
Words that are powerful, like thewords you...
Most powerful word in the humanlanguage is your name, right?
That's the first thing, right?So if you say someone's name,
repeat it back to them in a salesconversation, super powerful.
But one of the most next powerfulwords is you.
Words like new, things that elicitthe response that you talked
about.
But yeah, having a good subject

(26:43):
line.
This is my love language here is
talking marketing, because I thinkthere's a lack of what's in it for
me, there's a lack ofunderstanding that that's what
marketing is about.
And like you talked about the
email, a lot of times the wholefirst paragraph of the email is,
well, my name is Justin, and I'mthis and I'm that and the consumer

(27:03):
is like, I don't care who Justinis, why are you sending me this
email?I'm not going to get to the point
where you say who's why you sentme this email, because you decided
you wanted to talk about yourselffor the first paragraph of the
email or the first paragraph ofthe social post or the first five
minutes or 30 seconds of the videothat you posted.
Right.

(27:24):
And again, I'm not saying you do
that, Justin, but I'm just sayingin general, that's what most
people do is start with themselvesuntil I out how not to do it.
You know, most salespeople, likeironically, they're not great
communicators.
They're not great listeners and
they're not great learners rightnow is the time to acquire one or
two more skills.
I'm super big on, and again, I
think it's just a season of life.
Sometimes we don't realize where

(27:44):
we are and what the next levelrequires.
I'm very clear these last coupleof years on what the next level
requires, the next level requiresthe next level of success in any
area of your life physicallymentally at work with your money
with your relationships whateverlike literally i just did a little
quick video on this the other daylike it just was like in my brain
i wanted to just like communicateit to people but i'm just like
dude the next level of successrequires the next level of skills
which means we have to level up insome area and again it starts

(28:05):
internally dude like if we're notwhere we want to be in life, it
starts internally with ourphysical fitness, with our health,
with our diet.
Like if our relationships aren't
great, it starts with us.
Like we have to take ownership of
that stuff, you know?And so if I want to be a better
loan officer, if I want to be abetter whatever, like I got to
figure out what those skills are.
I got to commit to learning them

(28:25):
and investing in them andmastering them.
And then, you know, like staydisciplined and consistent.
Like it's easy, but it's not easy.
It's simple, but it's not simple.
Right.
Like, right.
So to me, I'm just like, man,these next 10 years, I want to be
able to ride this wave andmarketing, communication,
copywriting, social media is amajor, major proponent, right.
AI, things like that.
So like picking one or two new
skills that compliment the salesmachine, it's very important right
now because there will be a boomon the other side of this bust.

(28:47):
Cycles always happen.
This is just a really effed up
long cycle, like still in thebottom here, like, you know,
whatever.
But like, dude, after every boom,
there's a bust.
After every bust, there's a boom.
Like it's going to happen.
And he or she who casts the wide
net, who stays visible andrelevant, who creates good
content, who makes a lot ofcontacts, and it's just a good
human being, they are going tocapture a lot of business on the
other side of this.
Yeah, I agree, man.
I think to go along with that, wesaid sales.

(29:08):
I would wager most sales peoplearen't really salespeople.
Can you really call yourself aprofessional if you're not working
on your craft every single day?And I think that's the thing that
people fail to do is like, when'sthe last time you listened to a
call?Like, do you record your calls and
listen to them?Like you might suck, right?
Like, you know, things like that,right?
Like, to me, it's like, mostpeople are not really salespeople,
because they haven't understoodyou said discovery, right?
Like when I do call reviews withmy team or with loan officers, the

(29:33):
discovery process typically sucks,right?
Salespeople think that what sellspeople is the pitch, the thing
that you have.
What actually sells people is
understanding their pain point andthen providing a solution to their
pain point, right?So if you can't explicitly explain
what their pain point is, you'remost likely not going to sell
them.
You can get away with selling some
people, but if you can'texplicitly say, and they haven't
communicated to you in their ownwords, what their pain point is,

(29:54):
it's so much harder to get someoneto move forward with something.
So it comes down to what's theirpain point.
What have they tried to solve thatpain point?
How long have they been trying tosolve that pain point?
And then how soon do they want tosolve that pain point?
And then you can basically sell,Hey, you know what?
I have the solution to your painpoint, or you pass it on to
someone else that maybe can dothat.
Right?So, you know, I think the big

(30:15):
thing too, is as loan officers,you do have to be marketers.
You do have to be salespeople.
Yes.
I mean, I know a lot of loanofficers like to say that, Oh,
well, I'm not a salesperson.
Like, yes, you are.
You don't get paid three, four,five, 10, 15 grand.
You're confused.
Well, yeah.
I'm like, you don't get paidcommissions because you're not a
salesperson.
Sorry.
Like you do way more transactionson a regular basis than the
average consumer.
So the fact that you are letting

(30:35):
the consumer than the averagedecide, So the fact consumer.
that you are letting the consumerdecide, like, yeah, I'm not saying
that you convince someone to buy ahome when they shouldn't buy a
home.
What I'm saying is you provide the
evidence as to why they should buya home now, if they have the
income, the credit, the downpayment, things like that.
Now, obviously they still have tomake the decision, but I think

(30:58):
loan officers can provide morecompelling evidence for people to
make a purchase today.
And I think a lot of times they're
just kind of being a little bit ofa coward and sitting back and
letting the consumer make adecision that they're not equipped
to make.
They're not the experts.
I don't know.
Maybe that's a hot take, but I
don't know.
always have to be reinventing
yourself and you always have tochallenge and question, you know,
like Amir and I have been on thiskind of like model, like you're

(31:21):
not a loan officer.
You're a people officer.
You got to find and meet morepeople.
And that's how you get more loans.
Connect with great people, go to
events, open houses, networkchambers, right?
Like we talked about it, meetadvisors, accountants, attorneys,
like the more people, you know,the more loans you will find, you
know, not everyone's anextroverted people person, right?
And there's different ways to findbusiness, but for most people in
our business, that's what theyshould be doing.
They should be having a lot ofcontacts every single day, online,
on the phone and in person.

(31:42):
Those three channels of selling
and marketing communication willhelp you grow your business.
But yeah, you're right.
And there are frameworks to
everything, right?There's a framework to making a
call.
There's a framework to writing
content.
There's a framework to having a
sales meeting, building somereports and discovery, close,
follow up.
Like, and that's, what's really
awesome about this business islike, dude, I've been doing this
for 18 years and I'm stilllearning.
There were stages in my businesswhere I thought I was the man,

(32:04):
right?In 2021, I was the man.
You can't tell me nothing, Luke,I'm the man.
Everybody thought they were theman in 2021.
But like everyone got mildlyhumbled.
majorly humbled.
majorly humbled and realized like,
dude, I got to keep a growthmindset.
I got to keep learning.
I got to keep meeting new people.
I got to continue to evolve as itbecomes really noisy.
It's noisy in our market.
And by noisy, I mean, there's so
much going on with the bigcompanies and the marketing and
the realtors and the Zillow andthe Redfins and everybody's
fighting.
Real estate companies are opening
mortgage companies.
Builders have mortgage companies.

(32:25):
Dude, if you're not staying intouch and communicating with the
people that you need to be infront of on a marketing side,
there's a reason 27% of homebuyers use a different realtor
when they sell because realtorstypically suck at following up i
hate to say it like that's a narstat right like what one out of
four of your past clients don'tuse you again that's horrible well
it's actually worse for loanofficers it's like 15 to 19 oh my
gosh didn't even know that yeah soi this is according to monitor
base i interviewed monitor baseand they talked about how based

(32:46):
off their stats about 19 ofconsumers work with the same loan
officer on the next transaction.
So most people are very
transactional on this side too.
Yeah, real low, right?
That's 81%.
And I've heard some people saying
it's closer to 15%, right?So again, I mean, you know, I
think there's different stats,different places.
And I feel like NAR is probably abetter sort of all around because
it's got all the data for all oftheir people.
But yeah, it's a huge thing,right?
So many people, and again, thingsthat we learned in marketing, LTV,
lifetime value, right?Average order value, right?

(33:07):
Like, we're gonna get more ofthese people, like, stop thinking
about where am I gonna get my nextclient and start thinking about
like, yes, that's one thing that'simportant.
But how do we keep that client?Because it's much harder to get a
new client than it is to keep aclient.
So real quick, let's close out.
What is one strategy that you
would recommend a loan officer toimplement today to try to get some
I mean, we rattled off like fiveof them Yeah, we did.

(33:29):
We did.
I know.
I mean, like just to kind ofregroup and recap on that, I would
say you have to reverse engineeryour goals.
Sure.
And just understand the quantity
of sales activity it's going totake to generate the number of
leads you need to close the numberof deals you want to close.
It sounds simple.
Most people don't do it.
And Sure.
even if they close the number of

(33:50):
deals you want to close.
It sounds simple.
Most people don't do it.
And even if they know the number,
they don't track it.
I have a lot of loan officers I'm
coaching right now.
I'm like, dude, do a look back on
your last six months or six monthsalmost through the year.
Look at all the deals that yougot.
Look at all the leads that yougot.

(34:11):
Look at who referred you, who'snot referring you.
Figure out the pillars of yourbusiness.
Your database is a pillar.
Realtors are a pillar.
You should have three to fourpillars or legs on your business.
Your business is like a chair.
So that third and fourth leg could
be advisors.
It could be builders.
It could be, you know, HRcompanies, or you could be a
preferred lender.
It could be municipalities, cops,
firefighters, and teachers.
You can't only work with your

(34:32):
database and realtors.
If not, it becomes stale.
And that's where you find callreluctance.
You know, a fourth pillar is forme is social media.
So I got my database.
I got my realtor partners.
I got my COI list, right?Circle of influence.
And I have social media.
And every week I think about
making deposits into each pillar,moving the needle forward, right?
Whether that's creating content,hitting the phone, taking someone

(34:52):
for lunch, popping by, sendingsomething to an office or an
organization as a gift, whateverit is.
And I want to make sure that I'm,like you said, planting and
watering in each pillar of mybusiness.
But when you track, your businesstells you a story and you can see
what the strengths are, what theweaknesses are, and what the
opportunities are.
And so I think just really
thinking about your business in adiverse way will open up your eyes

(35:13):
and go, okay, here's where I'mdoing a lot.
Here's where I'm doing okay.
Here's where I need to do more.
Let's put a plan in place thesenext 30 days and let's go after
this opportunity.
Yeah.
I it, man.
And so that's going to define the
activities you need to take on adaily basis.
So is it DM 10 people?Do you have to DM 20 people?

(35:33):
Do you have to call 20 people?Do you have to call 30 people?
Again, it's going to depend onyour goals and your process, how
early you are in the process ornot, if you're a new loan officer,
a seasoned loan officer, if youhave a bunch of contacts or not.
So yeah, I mean, it does makesense that there is some variables
there, but we did talk about a lotof strategies early on here.
I mean, we talked about socialmedia plus calling plus all these
things.
So there's a lot of gold here in

(35:55):
this episode.
So real quick, Justin, if someone
wanted to learn more about Go orVibe or any of the other things
you guys are doing or wanted toconnect with you online, what's
the best way to connect with you,learn more about what you're
doing?for sure.
I'm the most active on Instagram.
It's just at Justin Lopatin,
L-O-P-A-T-I-N.
Go coaching.
We have, like I told you, about650 loan officers.
We coach nationwide, teaching themmodern and traditional sales
systems with high accountabilityand a great community.
The last thing I'll say, man, islike, you know, coaching changed

(36:17):
my life, dude.
Like legit changed my life.
Like I retired my wife.
I was able to buy the home of my
dreams.
And like, my dad was a taxi cab
driver and I dropped out ofcollege.
You know what I mean?Like, so I share that because I
was a struggling young adult thatwas ambitious, that was hungry.
And I didn't have a lot ofdirection.
I didn't have a plan.
I just needed the plan to follow
and someone to crack the whip whenI didn't follow it.
That's what most people need.
My point I want to make is your
environment, the people you'rearound are so important right now.

(36:38):
And it's not just my community.
It's any good community.
There are so many goodcommunities, masterminds,
organizations.
Our brains are like antennas.
We pick up signals from people,good or bad.
And we learn.
Group learning is so important.
Being around winners, not whiners,is so important right now.
So if you're feeling in a rut orin a slump or you just need some
motivation or encouragement, finda community, plug into it, change
your circle, and level up thequality of people you're And it

(36:59):
has a around.
massive massive, change your
circle impact., and level up thequality of people you're around.
And it has a massive, massiveimpact.
Like coaching is not just this.
It's also group learning and
environment change.
And it's a huge, huge, I think,
missed opportunity for some peoplethat just hunker down in their
office.
No offense, Luke.
And they never want to leave theirdesk to meet someone.
you know, you can say what youwant to say, man.

(37:22):
I do need the people as well.
I that's mean, why I talk with I
have a I coach.
I have mean, an executive coach I
meet with every single you week,you know, can say what you want to
say, I do need man.
the people as I well.
that's mean, why I talk I havewith, a I coach.
I have mean, an executive coach Imeet with every single week, you
know, and I agree, man, you arethe average of the five people you

(37:44):
spend the most time with.
So spend time with people that are
helping you grow.
If every day the people around you
are complaining about the market,complaining about inventory,
complaining about rates,complaining about all those types
of things, you need to change yourcircle because I guarantee you
they're not closing any loansbecause the people that are
closing loans, yeah, theyacknowledge those things, but they
do not talk about them everysingle day.
They just find ways to get aroundthem.
They find ways to make businesshappen.

(38:04):
And so I think that's somethingthat's super, super vital, right?
Is getting in groups and being amastermind, hiring a coach, work
with someone like Justin and gocoaching, or, you know, again,
finding someone that can help yousupport you.
Because ultimately, I think that'swhat we all need.
I mean, I've invested, I don'tknow, 250 grand or more in the
last five, six years into coachingconsulting programs like oh, in my
space, right?So yeah, and I appreciate your
time today.
I mean, my big takeaways from
today is you can't skip thefundamentals, it comes down to you
still have to do the actions, youstill have to make the calls.

(38:25):
You still have to meet people inperson.
You can use Zoom, things like thatas well as a tool.
But I do think that especially inthe realm of mortgage and real
estate, you have to do that.
We're in a world where
face-to-face is still king.
And I do think that face-to-face
is great.
It's just a less, in my opinion,
efficient model.
But I do think when you are trying

(38:47):
to be the local sort of person, Ithink it's required.
I don't think you can get aroundit in the way that you do it.
So as a loan officer, I do thinkyou should do that.
But then also using the socialmedias, right?
You can use that to scale acrossmultiple states, multiple markets,
across your whole entire state.
You don't have to only be local.
I do think it's important to havelocal presence, but I think your
license in the whole state, learnhow to use social media to make

(39:07):
connections across the world.
I mean, Justin and I, Amir and I,
I mean, we connected throughsocial media, right?
That's the power of connections onsocial media, meeting really cool
people.
And so I think that's super
powerful.
So for me, those are my big
takeaways, implement social media,make the calls, do the actions
that you are doing, and then alsotrack, right?
I mean, I think that's somethingwe all sort of avoid because we

(39:30):
know we need to be doing more.
We wanna hide behind the idea that
we're working hard, but sometimesworking hard isn't working smart.
So you do have to work hard, butif you're not working hard at the
right things, it doesn't reallymatter, man.
So any parting words, Justin?No, I'll just tell you, number
one, thanks for having me.
I hope people found a couple of
takeaways here that inspire them.
What I'll say is, look, like this
is an amazing business, you know,and if you want to celebrate on

(39:50):
the mountaintops, like you got todig yourself out of the trenches
sometimes too.
And we're in an industry where you
can make six figures a month,right?
Like sounds like a stretch, butit's not like, I know a lot of
people right now that are stilldoing seven to 10 million a month
in volume.
So this is a great business.
The home is the golden goose ofthe economy.
Like the market's not going tocrash.
Housing has like 70 differentother industries tied to it from
contractors to landscaping.
I mean, the home is the golden
goose.
So we're in a great business.
We just have to stay consistent,work a plan, be around the right
people.
And the last thing I'll say, I
forgot to say this earlier, butit's important.
right And the last thing I'llpeople.
I forgot to say Dude, this say,but it's important, earlier, dude,

(40:12):
nobody wants to be around a DebbieDowner anymore.
Our enthusiasm and our energy iscontagious and our optimism.
And so every day I got almost peptalk myself and be like, dude,
today we're going to help somepeople.
We're going to change some lives.
And I'm not like a cheesy, you
know, staring in the mirror, doinglike information.
I'm just like, let's go.
I got to be energetic and
enthusiastic because I want tolift people I'm up.

(40:32):
just like, let's I got go.
to be energetic and enthusiastic
because I want to lift people up.
I want people to get off the phone
with me and be like, dude, I lovethat guy.
He always just like gives me alittle bit of energy and
motivation.
And so for those of you that are
maybe like wondering, that to mehas been a secret weapon for me.
And anyone can be positive andenthusiastic.

(40:52):
It just starts with your mindset.
You just kind of tweak your minds
a little bit, but leave peoplefeeling energy and enthusiasm from
you.
And I promise you like it will
create opportunities, you know?Well, and last comment is sales is
leadership.
And I think that a portion of what
you're talking about is showing upas a leader because I mean, you
know, energy sales comes fromenergy.
A lot of times it's something I'velearned is when I'm down, my team

(41:13):
is down, right?And so like, I've learned that
like so much of running a businessor being a salesperson comes with
like, how do you manage yourenergy, having a good morning
routine, we didn't talk about thisearlier, but you talked about, you
know, doing these certain things.
Sometimes it's impossible to take
actions if you're not taking careof yourself.
And you didn't talk briefly abouttaking care of yourself
physically, mentally and stufflike that.
But I think when it comes down toit, like if you're in a bad space,
mindset wise, you're not doing amorning routine, you're not waking

(41:34):
up, you know, having some sort ofpositive intention in your day.
It's very hard to take the actionsthat are required.
So getting your mind right firstand then taking the actions is the
way I mean, whenever I do coachingwith people that are struggling,
it comes down to what is yourmorning routine look like?
Nine times out of 10, they don'thave a morning routine, they're
waking up late, they're consumingcrap news, they're not doing
anything to protect their mindset.
And so I think that's one thing

(41:55):
that we could have talked aboutfor an hour as well.
So man, thank you so much, man.
Thank you so much for your time
today.
It's been a pleasure.
And for anybody who is listeningto this that is looking for some
help on flipping the status quo,going direct to consumer marketing
and being able to leverage thoseto get more referral partners, go
to flipthestatusquo.com.
Thank you so much for listening
and have a great day.
Thank you for tuning into the

(42:16):
Loans On Demand podcast onloansondemandpodcast.com.