Kickstart Your Week ~ How to Attract Business
Quick recap
The meeting began with Nino and Janet discussing upcoming events and scheduling matters, including a Reverse Summit in Phoenix and the absence of Kathy due to travel. The team then addressed technical matters regarding background music during meetings and confirmed the upcoming Memorial Day holiday. The main portion of the meeting featured Mandie sharing her career journey and business strategies in the mortgage industry, including her approach to client relationships, task management, and social media marketing, while emphasizing the importance of maintaining work-life balance and setting clear boundaries.
Next steps
Mandie to continue focusing on being her authentic self and maintaining boundaries in her business relationships.
Attendees to consider reading "Boundaries" and "Boundaries for Leaders" books recommended by Mandie.
Ignite members to review and utilize the Accounts Pyramid tool for evaluating realtor relationships.
Branch managers to assist loan officers in accessing MMI or Redder for realtor performance data.
Attendees to consider implementing Mandie's strategy of categorizing realtors into A, B, and C lists.
Loan officers to explore using Total Expert's task feature for client follow-ups and management.
Attendees to reflect on their current business practices and consider implementing Mandie's approach of being selective with clients and realtor relationships.
Summary
Background Music for Virtual Meetings
Nino greeted everyone and encouraged the use of cameras, mentioning he would play background music in future meetings. Janet suggested playing music on a phone or computer to avoid silence during calls. They discussed various methods to play music, with Janet offering to play Abba, and Nino planning to set up better music sharing for the next meeting.
Memorial Day Holiday Announcement
The Monday morning Kickstart call began with Nino welcoming participants and Janet playing ABBA music. Nino announced that Memorial Day next week would be a holiday, so there would be no kickstart call. He introduced Megan as the wingman for the day and mentioned that Tim would have exciting updates after the holiday. The call concluded with Nino reminding everyone to stay on camera and expressing gratitude for their participation.
Living Fully in the Present
Nino shared a personal story about setting aside a box of unfulfilled life plans to start living more fully in the present, emphasizing that perfect moments don't exist and encouraging others to take action rather than wait for ideal conditions. Megan then introduced Mandie, who described her 23-year career in the mortgage industry, starting as a receptionist and working her way up to branch manager at Fairway, where she has been for eight years.
Business Strategy and Client Focus
Mandie shared her journey of maintaining business consistency despite personal challenges, including the termination of an MSA with a real estate company after the unexpected passing of her loan partner. She emphasized the importance of being selective with client relationships and focusing on her target market of first-time homebuyers and grant programs. Mandie explained her approach of teaching clients how to shop for houses by emphasizing payment comparisons rather than interest rates, and requiring initial Zoom meetings for potential clients. She highlighted how setting clear boundaries and being intentional about her business strategy has led to improved conversion rates and successful client outcomes.
Total Expert Task Management Strategies
Mandie discussed her approach to using Total Expert and tasks, emphasizing the importance of maintaining positive energy and tracking borrower interactions. She explained how her team sets up "never-ending" tasks for borrowers, including follow-ups, note-taking, and annual reviews, with tasks assigned to both Mandie and her loan partner. Mandie also mentioned using Total Expert to track referral sources and personal notes, while Megan expressed interest in learning more efficient task management techniques from Mandie.
Social Media Marketing Strategy Discussion
Mandie shared her approach to social media marketing, focusing on categorizing potential clients into A, B, and C lists to prioritize her time and energy. She emphasized the importance of being authentic in her business practices and setting boundaries to maintain work-life balance, particularly as a mother of three children. Mandie also discussed her strategy for politely ending relationships with realtors who are not productive or aligned with her goals, using tools like the accounts pyramid to track and evaluate client relationships.