Loan Officer extraordinaire and professional Rugby player, Louis Tulio, joins Kevin in today’s episode of Front Page Success!
After closing over $50 Million in production in 2021, we just HAD to know what his secrets to success were! Tune in to find out.
Thanks for tuning into Loan Officer Impact with Kevin Broughton. Week after week, Kevin interviews some of the Mortgage Industry’s top Loan Officers, Influencers, and Masterminds. Remember to like and subscribe to the podcast. You can find Loan Officer Impact on Apple Podcasts, Spotify, Google Podcasts, Stitcher, and Audible.
If you’d like to schedule a 15 min intro/strategy call with Kevin, go to http://www.GrowingwithKevin.com to book some time. If you’d like to check out our growing Loan Officer Impact Podcasts library, visit http://loanofficerimpact.com.
Episode #16 of Loan Officer Impact drops with a brand new guest, Adam Klugh. He was born and raised in Detroit, Michigan, before heading off to Spring Arbor University – a small, private Christian college. There, Adam studied biology, genetics, biological chemistry, and other nerdy subjects. Though his major was biology, his interest in Economics in Adam’s final year truly altered his path in life. Today, Adam resides in Bradenton, Florida, where he shows up daily to help educate his clients and help them to realize a plan for the future.
Getting started in the mortgage industry
Adam reflects on getting started in the mortgage industry and how he focused on many lower-credit applicants and first-time homebuyers. Adam found that not only did he have a knack for helping people understand and ultimately navigate the mortgage process, but he also had a passion for it. Without having any referral partners, Adam created this business to cater to folks within the 550 credit score range until COVID hit. Everything changed. Adam’s business was nearly wiped out completely.
The power of coaching
Like many loan officers, Adam faced tough decisions. COVID had altered the lending landscape for Adam. His previous customer base was no longer a viable solution, so with that Adam turned to mentorship and coaching. Over the weeks and months that followed, Adam began rebuilding his business. Working with referral partners and studying the success of his peers around him, Adam put together the formula that has brought him the success he enjoys today – never underestimate the power of coaching.
Branding the Mortgage Nerd
Since before becoming a loan officer, Adam had a genuine interest in mortgages. He saw the value in how the right mortgage could help shape his future. Combined with his passion for teaching people how to tailor a mortgage to fit their financial situation best, branding his business as the Mortgage Neard made perfect sense. So in 2020, Adam doubled down, built a website, and leaned heavily on the technology his company offered to get in front of more referral partners and communicate more effectively with his clients. This resurgence of energy in his business not only gave Adam direction but also an identity.
More on Adam Klugh from his bio on his website, adamthemortgagenerd.com
I was born and raised in Detroit, Michigan, before heading off to college at Spring Arbor University – a small, private Christian college. There, I studied biology, genetics, biological chemistry, and other nerdy subjects. My major was biology, but in my final year, I took an interest in economics. Little did I know how much this elective interest would alter my path.
After graduating, I followed in my father’s footsteps and started my career as a firefighter at the Toledo Fire and Rescue Department. There, I gained the rank of lieutenant (one of my proudest achievements), and I had the honor of commanding some of the finest-trained men and women in the industry.
While serving as a firefighter, I continued my economic studies, mainly concentrating on residential real estate investing. This was during the Great Recession, so the impact of housing on the average American and their understanding of the value of owning a home was redefined. I saw the opportunity and value of owning residential real estate, so I set out to obtain my real estate portfolio.
I needed more money, a moderate and steady government-issued salary, and a large assortment of student loans to get started. After getting a “no” from every lender I spoke to, I read through the mortgage guidelines myself to figure out how to buy a home. Eventually, I could purchase my first home and many rentals after that.
I returned to school to obtain my master’s degree, this time in finance. I became licensed as a mortgage loan officer and set out to help others achieve their dream of home ownership. Real estate is America’s most historically proven asset class. For most Americans, it has been the most reliable tool for wealth creation. I want to help those who desire to achieve the goal of home ownership by taking the proper steps to make a sound investment decision.
Thanks for tuning into Loan Officer Impact with Kevin Broughton. Week after week, Kevin interviews some of the Mortgage Industry’s top Loan Officers, Influencers, and Masterminds. Remember to like and subscribe to the podcast. You can find Loan Officer Impact on Apple Podcasts, Spotify, Google Podcasts, Stitcher, and Audible.
If you’d like to schedule a 15 min intro/strategy call with Kevin, go to http://www.GrowingwithKevin.com to book some time. If you’d like to check out our growing Loan Officer Impact Podcasts library, visit http://loanofficerimpact.com.
Frank Garay joins Kevin Broughton and Ryan Surratt on Loan Officer Impact. If you need to get more familiar with Frank Garay or any of his podcasts, we HIGHLY recommend checking out Loan Officer Breakfast Club. Frank is part of the Mortgage Marketing Animals. Every week, Frank speaks with Loan Officers around the nation to talk about all things Sales in the mortgage industry and many other topics. Frank also hosts a segment for Gizmos and Gadgets that create efficiencies for loan officers – another strong recommendation if you still need to check that out.
What’s happening in the mortgage industry?
So many people with a voice express their opinions on where we are in the current state of the industry. There is still a lot of pessimism on whether or not we’re starting to see some improvement or if it’s getting worse. Today, Frank digs deep into the topic. With north of 20 years in the industry and the distinct privilege of talking to so many intelligent people in the mortgage space, Frank breaks down some of the narratives around rates, inventory, and opportunity.
Realtors and Consumer Direct
So many clients – 80% or more, start with the Realtor before connecting with a loan officer. Unless you’re in a Consumer Direct scenario, you know your referral partners funnel your borrowers into your pipeline. Frank and Ryan discuss providing “something of value” to your referral partners and clients and how critical it is not to become too comfortable or fall into the “friend zone” with them. It is happening too often; loan officers are getting a bit too comfortable and no longer providing the same service they did when trying to get that referral partner’s referrals!
The typical Originator/Realtor dynamic demystified
In the most straightforward words, Frank describes what is happening with so many, if not most, relationships that loan officers have with their Realtors and referral partners – take notes! You need to hear this interview piece as it’s LOADED with truth and, more importantly, solutions!
Thanks for tuning into Loan Officer Impact with Kevin Broughton. Week after week, Kevin interviews some of the Mortgage Industry’s top Loan Officers, Influencers, and Masterminds. Remember to like and subscribe to the podcast. You can find Loan Officer Impact on Apple Podcasts, Spotify, Google Podcasts, Stitcher, and Audible.
If you’d like to schedule a 15 min intro/strategy call with Kevin, go to http://www.GrowingwithKevin.com to book some time. If you’d like to check out our growing Loan Officer Impact Podcasts library, visit http://loanofficerimpact.com.
Loan Officer Impact is GROWING! This week, Kevin introduces his new co-host and Director of Success Unlimited, Ryan Surratt. Ryan is a recruiting branch manager, hailing from the great state of Texas. Moving forward, Ryan will be joining Kevin from time to time and will even host his own episodes.
Joining Forces
Today we wanted to get to know Ryan a bit more, talk about where Ryan came from, what he’s done in the industry, and how he takes several million dollars in loan applications per MONTH by fostering relationships with his Referral Partners.
The Partnership Mindset
After years of trial and error, learning from others and past mistakes, Ryan executes at the highest level when creating meaningful, profitable relationships with referral partners and sources. Understanding how you can help one another is critical. Ryan does everything from networking events, offering up tips, tricks, and proven strategy to his team’s time, when it means the most.
We are incredibly excited to have Ryan join Loan Officer Impact. We think he will be able to complement the original idea of why we started this journey with all of you; to positively impact the lives of Loan Officers, regardless of what company you work for.
Thanks for tuning into Loan Officer Impact with Kevin Broughton. Week after week, Kevin interviews some of the Mortgage Industry’s top Loan Officers, Influencers, and Masterminds. Don’t forget to like and subscribe to the podcast. You can find Loan Officer Impact on Apple Podcasts, Spotify, Google Podcasts, Stitcher, and Audible.
Today we’re spending a few minutes with Alex Kutsishin of Sales Boomerang and Mortgage Coach. We’ve had an ongoing relationship with Alex over the last couple of years. Alex and his team work daily to build next-level tools to help Loan Officers develop their businesses.
Adversity is the Seed of Equal or Greater Opportunity
Recently, Sales Boomerang joined forces with Mortgage Coach – some of the fastest-growing technology companies in the mortgage space. 2022 presented many challenges in our industry. Not only were Loan Officers deeply affected, but so were the companies, vendors, and partners that helped us provide value to our clients, borrowers, and referral partners. Alex talks about what he and his team have done to take some of that growth momentum and work on growing from within – creating efficiencies, looking at the business objectively, and reinforcing their foundation, to continue their growth trend. They took the opportunity to get better.
What is Sales Boomerang?
In its simplest form, consider Sales Boomerang as the “Hunter of your database .”It will send you an alert whenever someone in your database lists their home or has some ‘life event’ that would qualify them for a loan, such as a credit score change. Sales Boomerang can even send an alert if a past client or lead has their credit pulled by another financial institution. And that’s just the tip of the iceberg.
The Road Ahead
With a strong vision and new leadership, Sales Boomerang is setting its sights on becoming one of the most relevant data companies in this space and beyond. This data-driven business model is a term that describes the constant utilization of data to inform processes and decision-making in a company. This model systematically uses data insights in every company department and is driven “from the top down.”
We are thrilled to have a great relationship with Alex and everyone over at Sales Boomerang. If you’re a follower of the Podcast, you know that we like to be strategic in everything we do – including our partnerships. Sales Boomerang allows Loan Officers to be insanely strategic and position themselves to focus on the relationships, and their clients, instead of lead generation.
Thanks for tuning into Loan Officer Impact with Kevin Broughton. Week after week, Kevin interviews some of the Mortgage Industry’s top Loan Officers, Influencers, and Masterminds. Remember to like and subscribe to the Podcast. You can find Loan Officer Impact on Apple Podcasts, Spotify, Google Podcasts, Stitcher, and Audible.
Today we revisit our time with Meri Kligman from our Women of Success Series. Meri joined us in the summer of 2019 as a member of our Corporate Counsel. In January 2021, Meri took on a role change and took the Director role for our Human Resources Team.
Born in Russia and immigrated to New York, Meri is well-traveled, and we’re so happy to have her on our team. From Corporate Counsel to Human Resources, Meri feels she’s found her niche within the organization.
The Director of Human Resources?
Why did we decide to showcase the Director of Human Resources on our Loan Officer Impact Podcast? Meri has an excellent perspective and a work ethic second to none. Meri works with both Operations staff and the Sales Teams daily. Understanding employment laws in each state, regulations within the industry, and knowing what’s needed to ensure smooth transitions is critical to delivering the kind of service and attention to detail that allows the entire organization to grow responsibly. We believe it’s important to remember that while the Sales Team helps keep the lights on and the doors open, the Operational Teams ensure that the Sales Team can function at a high level. An incredibly and sometimes overlooked detail in some organizations.
Mentorship
Kevin and Meri discuss mentorship within the organization and why it’s essential to work with and around people who offer continuous growth. Again, these concepts transcend Operations. Having goals, lifting other people, and becoming leaders in our respective fields has been a cornerstone in everything Meri does and why she’s excelled so much. Taking on new challenges and having the right mindset truly sets her apart from the rest.
Something different
We wanted to put this out there for you because we thought that this would be a fun episode for Loan Officer Impact, something different. To be able to hear from someone behind the scenes, support a growing organization, and make such a massive contribution to the lives of every person she works with. We hope you took something away from this interview.
Thanks for tuning into Loan Officer Impact with Kevin Broughton. Week after week, Kevin interviews some of the Mortgage Industry’s top Loan Officers, Influencers, and Masterminds. Remember to like and subscribe to the podcast. You can find Loan Officer Impact on Apple Podcasts, Spotify, Google Podcasts, Stitcher, and Audible.
If you’d like to schedule a 15 min intro/strategy call with Kevin, go to https://www.GrowingwithKevin.com to book some time. If you’d like to check out our growing library of Loan Officer Impact podcasts, visit https://loanofficerimpact.com.
Loan Officer Coach Doug Cadaret joins Kevin on today’s episode of Loan Officer Impact. Kevin and Doug have had the pleasure of working together for the past 15 years. Doug has coached hundreds of loan officers Nationwide, from coast to coast, and helped them to grow better businesses. Doug has developed the CARE Model – how he defines a successful transaction.
What is the CARE Model?
Creating Abundant Referrable Experiences – a fancy way of saying that we generate thank you’s and ask for the business – intentionally and consistently. We do this with Clarity. When we get a referral and create an Experience, we should be able to go back and ask for more referrals.
No one is playing Checkers anymore; they’re playing Chess.
2022 was a hard dose of reality. If you’re going to gain market share in this business in 2023, you’ve got to be able to play Chess – you’ve got to be MORE for your Referral Partners. Realtors are learning how to play Chess today. They were playing Checkers 2 – 3 years ago, but today, they’re learning how to play Chess, and they want Loan Officers that are also learning to play, or better yet – already know how to play Chess, to be a partner in their business.
Why do some Loan Officers achieve incredible results, and some do not?
It’s simple. Those that have a plan tend to succeed. People that show up to work on Monday with a plan and leave the office Monday night with a plan for the next day and the next day. Exercising a plan and being consistent is not magic; it just works.
$360,000 Annual Business for doing one thing once a day
Please tune in to listen to Doug and Kevin break down all the minutia on what it takes to become repeatably successful in your business, no matter where you are or which company you work with. You will not be disappointed.
Joining us today on Loan Officer Impact from Cold Springs, Kentucky, Danielle and Ken Prost. This powerhouse of a team closed over 250 loans in 2022 and over 300 in 2021. Everything about these two is exceptional; they’ve truly built a machine.
Danielle and Ken have been married since 2003 and reside in Melbourne, Kentucky, with their two fantastic and active boys. Danielle and Ken are committed to serving people seeking the American dream of owning their own homes.
Taking a Career and Building a Business
Ken talks about how they looked at the industry around the end of 2021 and realized there would be a shift. They decided that the best way to stay ahead of the curve was to Market, Market, Market. In addition, they fortified their relationships with their current Realtor Partners and went out to meet with new ones. These decisions, combined with focus, consistency, and being intentional, started to show their results around early March of 2021. By putting together a detailed marketing plan, the referrals just began to roll in. Not only from their previous base of Realtor/Referral partners but from their new relationships.
It’s not “Magic.”
Danielle talks about discussing with other industry professionals and fielding the question, “how are you guys so successful?”. There isn’t a Magical-Plan in action; it boils down to having a good reputation and building on that. Combined with having a dialed-down plan, they could control their interactions with their borrowers and agents, along with building out custom “journeys” inside of the CRM they use. Utilizing their Tech Stack and their Business Plan allowed them to build an incredible process that has completely changed their career into a successful business.
Patience and Consistency. Deliberate and Accountable
The formula for building a successful business is simple. Staying true to that formula can take time and effort. Ken and Danielle drill into this and share some tips and habits they’ve adopted to enable this husband-wife team to become incredibly successful. Sticking to the plan can be duplicatable – this level of success is duplicatable.
Please spend some time with us today to learn what this super-star team is doing to survive in this market and THRIVE. You don’t want to miss this episode of Loan Officer Impact.
Thanks for tuning into Loan Officer Impact with Kevin Broughton. Week after week, Kevin interviews some of the Mortgage Industry’s top Loan Officers, Influencers, and Masterminds. Remember to like and subscribe to the podcast. You can find Loan Officer Impact on Apple Podcasts, Spotify, Google Podcasts, Stitcher, and Audible.
We’re gearing up for the new year and creating more value-packed content to help you succeed in 2023. In the meantime, we wanted to share some of our most-watched episodes. Here is a previously recorded interview with Nathan Soliday, Front Page Success.
Front Page Success
SUCCESS is calling …and Salem, Indiana, resident Nathan Soliday is here to answer the phone. Purchasing a home is one of the most significant investments anyone will make in their lifetime, and when it comes to mortgages, loan officer Nathan ensures that he finds the PERFECT mortgage plan for every client. His authenticity and determination to make the experiences he shares with his clients and referral partners positive are what make him an excellent addition to our #FrontPageSuccess series!
Getting Started in the Mortgage Industry
Nathan has been in the industry just north of a decade. Starting out being mentored by a close friend in the Mortgage Industry, Nathan ended his first year with just 11 loans under his belt while supporting his family. Fast-forward to 2016, Nathan joined Success Mortgage Partners, a Plymouth, Michigan-based lender. With the help of several teams to handle things like Underwriting, Processing, and so on, Nathan has brought his business to new levels of success. Growing his team and himself, Nathan has taken his service to new heights and built a reputation and a name for himself in his community.
Producing Results in ANY Market
Nathan has grown his business and group of business partners organically by intentionally seeking out folks that are not overly pushy, carry a strong ethic, and have a great book of business. Nathan has also taken on other like-minded individuals to pursue MLO and build a business for themselves. Doing this has created a strong sense of community and leadership in his professional circle.
Loan Officer Impact Podcast
Thanks for tuning into Loan Officer Impact with Kevin Broughton. Week after week, Kevin interviews some of the Mortgage Industry’s top Loan Officers, Influencers, and Masterminds. Remember to like and subscribe to the podcast. You can find Loan Officer Impact on Apple Podcasts, Spotify, Google Podcasts, Stitcher, and Audible.
If you’d like to schedule a 15 min intro/strategy call with Kevin, go to www.GrowingwithKevin.com to book some time. If you’d like to check out our growing library of Loan Officer Impact Podcasts, visit https://loanofficerimpact.com
We’re gearing up for the new year and creating even more value-packed content to help you achieve Success in 2023. In the meantime, we wanted to share some of our most-watched episodes. Here is a previously recorded interview with Kyla Whitmore from our video series, Women of Success.
Kyla Whitmore is a stunning example of what it means to be a strong, powerful woman in her career and personal life! Mother to her 10-year-old son, Hank the Tank, and wife to Todd Whitmore, Kyla really honed her physical and mental strength when she became a competitive bodybuilder! At the same time, she’s led a team of four incredible women at The Whitmore Mortgage Group, which closed 161 units in 2021! You might be thinking, “How does she do it all?!”
