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A few conversations this week brings today’s post. In a few completely different conversations with originators from different parts of the country, a parallel appeared and it was important enough for me to share. In two of these conversations, prospective new applicants came to the table with “Pre-approvals” from lenders they had talked with. They were asked questions and quickly given letters. In both cases the agent they were working with didn’t trust the letters and asked them to speak to my clients. In both cases, these people were not qualified for anywhere near the loan size they were “approved” for, and one of those didn’t meet the program guidelines for the program at all. 

In a different case than above, a new client came into the process of being pre-approved thinking her good credit automatically qualified her for any size mortgage she wanted. While it was true that both her and her husband had very good to excellent credit, more than a third of their gross income was tied to the two new cars they recently purchased. Their credit allowed them to buy very nice cars, but now those payments restricted their ability to buy a home. The client was absolutely beside herself when told she couldn’t get anywhere near the loan she wanted because of her car payments. She just thought her credit was “good enough” to get a mortgage. Her credit was good enough; it was her income and the two car loans that were the challenge!

Many people lack the facts needed to navigate the entire mortgage process. In my opinion; many of today’s home buying public have a real challenge with financial literacy. They don’t fully understand how all of the structural components come together to buy a home. Great credit to buy a car is NOT the same as the credit to buy a house. That also holds true for credit cards and credit lines. In fact, many of those things are pretty easy to obtain and certainly are not as restrictive as getting a mortgage!

As professionals we need to set expectations and do a complete job upfront with any new prospect. We also need to educate our referral partners and share information through social media so it can be found! Being a trusted advisor and a local professional really matter. Maybe now more than ever before! 

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Posted On Monday, 28 September 2020 05:00 Written by
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Posted On Sunday, 27 September 2020 05:00 Written by

Are you one of those who can't do enough?  Want to do more than enough? Over the top? You know, the type of person who will scan the universe to get the best present for a friend, settle only for the flowers that are the absolute favorites for your best friend, make the perfect meal for your love interest, excel at work, over the top on party details? Are you one of “those”? We love you anyway…

When we love someone whether it’s a BFF, a love interest, our pets, our family – whatever is the object of our focus, our attention (or obsession) – you have to wonder if we are a bit over the top and if so, is that  good or bad?  Maybe…

As an example, some of us are relentless at being organized and (you know who you are) the masters of organization, planning, down to every detail and scenario and in the perfect timeline….and we love you for that.

There are others of us who get it done our way, but not necessarily in the same comprehensive manner, and while effective, not quite as methodical as our other friends, which is great…and we love you anyway.

Here’s a thought: A friend invites you to a get together with “friends”  Some of us would be simply thrilled at the sweet gesture of being invited, and  delighted to bring a dish to share in this casual backyard gathering.

But what if there was a totally different experience when you arrived?  Imagine walking into the same backyard transformed into an over the top  “not like my backyard” kind of event?   The energy is palpable as being to hear gospel singing rocking the welcome.  As you step into the changed back yard you observe the spectacularly adorned tables, with masses of  flowers, thoughtful small gifts placed at each setting for each invitee and a magnificent menu all  in this story book setting resplendent in flowing linens and lots of sweet tea and wines to enjoy….Fun? Yes!  Memorable? For sure!  The experience impacts on many different levels- all good, but even compared to a simple “backyard let’s get together” both can be richly and deeply enjoyed, treasured, memorable and loved.

What does this have to do with friends?

Let’s take the backyard scenario  a bit further.  Let’s pretend you meet new friends there – and it was such fun as you got to know them, and be enchanted by how much you had in common, that you were drawn to their energy, personality, wit, charm and humor and immediately started finding a day to meet again…awesomeness!  No matter the event, formal or informal the real gifts were the magic of connecting with others that made you enjoy, share, discover, learn, and appreciate. 

Both events can have the same or better impact strictly “because of the people you meet and the friends you make”. Although the energies differ, in the end, meeting new people whether in a simple or decadent way, the gift is the convergence of new experiences  with new people. 

So here we are -… and you are about to enter a party!  The gifts are the same whether it Is as laid back as a backyard get together- last minute-join us for a glass of something,  to a flat out over the top like you’ve never experienced soiree.  

We won’t know “you” unless you will consider sharing a quick little post about who you are and what you do so we can start the conversation. Let us  find out we have a lot in common or that you have a special expertise, a vision we have never experienced before or knew about before our “connection.” What if this connection has put us divinely together in this space and time to discover, learn, enjoy, share your “special gifts”?  

Posted On Friday, 25 September 2020 05:00 Written by



MichaelKrisaMichael Krisa - Vice President of YLE Consulting Group is a real estate broker and has been a practicing since 1989.

In that time he has won numerous awards for outstanding sales achievement and has managed a number of top producing offices.

Commonly known as "That Interview Guy", he is famous for getting up close and personal with the movers and shakers in the Real Estate Industry. His audio and video interviews let you go behind the scenes and learn from the greatest minds in the business.

In addition to his interviews with the leading names in real estate, Michael is also a consultant, coach, and VP of YLE Consulting Group

Posted On Friday, 25 September 2020 05:00 Written by
Posted On Thursday, 24 September 2020 05:00 Written by

It’s not the latest new “thing” for Doug Devitre, author of “Screen To Screen Selling.” Doug shares the 5 quick tips you need to harness the power of virtual presenting PLUS he offers some great freebies to help you be the Rock Star of your next virtual presentation!


Doug DevitreOrganizations bring in Doug Devitre from St. Louis, Missouri USA when they want to dramatically increase operational performance, create breakthrough value propositions, and serve customers beyond geographical constraints on a minimal budget. For more than a decade he has been setting trends with how organizations engage customers with social media, video, and now voice-assistants. Doug is one of a select few who have earned the Certified Speaking Professional Designation from the National Speakers Association, have practical real estate experience, and have served as a volunteer to move the industry forward. His book Screen to Screen Selling (McGraw Hill 2015) was the first book on how to sell, work remote, and have productive meetings through videoconferencing solutions.

Posted On Thursday, 24 September 2020 05:00 Written by
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What the heck is happening to your energy level? You know you are getting the required sleep, doing okay with diet and exercise, and yet you feel so bogged down!

Posted On Wednesday, 23 September 2020 05:00 Written by
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In less than a week since last week’s blog post, Karl Weiss in Arizona has put together 8 refinances, 1 purchase loan, two listing appointment referrals for his realtor referral partners, one of those appointments turned into a listing that is now under contract in less than three days, and a purchase loan application as soon as the sellers find their “Forever Home!” I asked you to spend just a few hours a week working the “Forever Home Strategy®” to secure 20 refinances, a few listing appointments for your realtor referral partners, and a couple of purchase deals. Karl took up the challenge and is well on his way to smashing all expectations! Great Job Karl!

The commitment to following the plan and providing the best possible client information and experience, while becoming a trusted professional in your market is a special one, and one that absolutely is worth the effort. But how will anyone know that YOU are that special provider? The mortgage professional with the knowledge, expertise, ability, and proven track record they are looking for? Well, I hope to make that easier for you than ever before. Next Tuesday, September 22nd, 2020 during my regularly scheduled monthly coaching call, I will lay out for you the new “VRMS” designation for mortgage professionals. “Verified Residential Mortgage Specialist” is designed to set a standard of excellence, execution and delivery of the very best customer experience an originator can provide in your specific market.

This designation will include more than 25 hours of personal instruction. It will require proficiency in specific systems, procedures, technology, and delivery of mortgage loan in your specific market, more than 100 verified closed loans in the past 365 days as verified by your company and/or NMLS. We will also require specific customer feedback in the form of social media or written survey responses from the very clients served stating their satisfaction with their loan originator and the performance during the contact through closing experience.

Many of you reading this blog or watching this vlog post that are past or current clients of IMT Coaching LLC, may already qualify for this designation once your current information is verified! To find out more, please be sure to attend the monthly coaching call on Tuesday September 22, 2020 at 1pm eastern time. If you are unable to attend the call, you may contact me directly for more information.

Questions or comments: This email address is being protected from spambots. You need JavaScript enabled to view it.

Posted On Monday, 21 September 2020 05:00 Written by
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A bit about Jo: 

pic jo garner 3 21 17 rems logo by lsi“Whatever YOUR personal priorities are, my job is to help you get the mortgage terms that will give you bragging rights when you talk about it and help you score on hitting your goals.”

As a mortgage loan officer, my job is to help you get to the benefits you want from your financing terms. What is most important to you? I can help you find the financing terms that will help you get to what you want.  What is your comfort level on a house payment? How much are you comfortable paying down,? What type of financing do you need to get the house you want to buy or refinance?

Different clients have different priorities in life—some are buying their first home with very little down payment funds. Some are recovering from medical challenges, divorces or preparing to send children to college and some are embarking on a long term goal of buying properties to build rental income.”

Jo Garner is a mortgage officer with extensive knowledge in tailoring mortgages to her customers who are refinancing or purchasing homes all over the country. She offers conventional, FHA, VA or other loan programs for refinancing and purchases.

Jo can help you look at rent vs buy, when it makes sense to refinance, how to get the best deal on your home purchase financing.  

Jo Garner has been in the real estate/financing business for over 25 years.  She got her start in Portland, Maine where she first began her real estate career. She received her real estate education from the University of Southern Maine and was personally mentored in San Diego, California by Robert G. Allen, author of Nothing Down, Creating Wealth and The Challenge

On moving back to West Tennessee in 1987, she went into business buying and selling discounted owner-financed notes secured on real estate.  In 1990 Jo went to work for a residential mortgage company and has been a mortgage loan officer for over 25 years.  Her goal is to offer excellent, affordable service to her customers, tailoring the loan programs to the specific needs of her clients.  

In addition to her work in the mortgage field, Jo Garner is the primary sponsor and founder of Talk Shoppe in Memphis. www.TalkShoppe.com Jo Garner also host the radio show Real Estate Mortgage Shoppe airing on News Radio AM 600 WREC and iHeart Radio with podcasts and show notes published on www.JoGarner.com  

Posted On Friday, 18 September 2020 05:00 Written by
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A bit about Verl: 

Verl WorkmanVerl makes it his personal mission to develop amazing coaches. It takes thorough vetting and intense training. But it all starts with being a master coach himself, who leads by example.

Verl brings deep real-estate, leadership and coaching experience to every business relationship. His coaching clients represent the elite agents, teams and brokers in the world. But they didn’t necessarily start out that way. By identifying the “why” behind each goal, he is able to help his clients achieve greatness.

Verl is also an accomplished speaker and presenter—one of just a handful of presenters to earn the Certified Speaking Professional (CSP) designation from the National Speakers Association. His experience and expertise in all aspects of sales, marketing, promotion, management and technology have enlightened and empowered helped thousands of professionals to expand their knowledge and achieve their goals.

Verl’s contagious style and sales and management mastery make him not just an ideal coach, but the consummate coach’s coach.

Verl's credentials and accomplishments include:

• Founder & CEO of Workman Success Systems
• Certified Speaking Professional (CSP) designation from NSA
• President of RIS Media's Top 5 in Real Estate Network
• Co-founder of Pinnacle Quest Consulting and Verl Workman Seminars
• Co-founder of Automation Quest (acquired by Homes.com in 1999)
• DISC Training Certified
• Successful, active real estate agent & business owner

 
Posted On Thursday, 17 September 2020 05:00 Written by
Posted On Wednesday, 16 September 2020 05:00 Written by


 

A bit about Natasha:

Natasha HazlettNatasha Nassar Hazlett is an inspirational speaker, coach, attorney and author of the #1 Amazon Best Selling Book: Unstoppable Influence: Be You. Be Fearless. Transform Lives.  

One decision helped this formerly uninspired, unmotivated entrepreneur on the verge of abandoning her business to finally ditch her limiting, self-sabotaging beliefs and uncover her radiant Truth. Now she and her husband, Rich, are helping thousands of others do the same through their popular Unstoppable Influence® 21-Day Challenges and coaching programs.  

Natasha and Rich are the co-founders of Fast Forward Marketing, LLC.  Together they empower entrepreneurs around the world with the clarity, confidence, and strategies they need to boost their income and influence while working less. Natasha is also Of Counsel to the Boise law firm of Angstman Johnson, where her practice is focused on estate planning and estate and trust administration.  She graduated from Southern Methodist University with a B.A. in Political Science and a B.A. in Advertising.  She earned her J.D. from Dedman School of Law at Southern Methodist University.

The Idaho Business Review honored Natasha with their 2013 Idaho Women of the Year award, and she has been honored multiple times with the Rising Star Award by Super Lawyers magazine. She has been featured on ABC, NBC and CBS as well as on Forbes.com. 

Of all the titles Natasha holds, her favorite is “mommy” to an adorable little girl and twin boys who are the light of her life! She resides in Franklin, Tennessee.

Posted On Wednesday, 16 September 2020 05:00 Written by

When you need help, have you ever heard yourself saying…

• I don’t want to appear needy or weak
• I’ll just do it myself because it won’t be done right, and I don’t want to bother anyone
• If I ask for help, they will think I’m incapable

Why is it that women don’t want to ASK, or better yet, allow receiving help? 

It is a loaded question with a ton of varied responses. When I conducted an informal survey through my Women’s Wisdom Network, women stepped up and admitted in general that they sucked at both.

In almost all cases, the accepting help beat out the ASKING for help by almost fifty percent.  We aren’t good at asking and that made me think…why?

In my own life, I’ve been taught to buckle up, figure it out, do it myself, and move on.  It stems from women needing to appear independent, strong, capable, and oh, yes, my favorite, avoiding the judgement from others.  

In a terrific article from ElephantJournal.com, author Galina Singer states that “Being perceived as weak is one of our greatest fears… We live in a society that is based on perfectionism and shaming” and to me that says a lot!  This line of thinking is paramount to why we defer asking for help, but other studies show we might be missing the boat.

If you study leadership in today’s world, collaboration is key.  Geoff Colvin in his book, “Humans Are Underrated” consistently points out that it is the HUMAN connection, the collaboration of energy, perspective, insights, experience, and that precious life force that we have (that computers don’t at this writing) that helps us evolve, thrive and survive, be more creative, solution driven, and are measured by more wins than losses. 

In a world that is loaded with billions of bits of information, data and content, it is clear that one of us cannot be as smart, talented, etc. as all of us.  We each bring this brilliantly distinctive piece to the puzzle forged by our own unique DNA, path and experiences. Why then, do we still resist asking for help?

If we shift our context of ASKING from weakness to opportunity, how would that profoundly change our mindset about asking?  Think about it, we don’t mind asking a doctor, mechanic or a plumber for their help. Why is it that when it comes to something, we don’t have the expertise or experience to do, that we avoid asking for help?

Forbes posted an article on this subject with facts that prove the contrary quoting a study by the O.C. Tanner Institute.  Authors Sturt and Nordstrom posted: “The Great Work Study, conducted by the O.C. Tanner Institute, showed that 72% of people who receive awards for their work ask for advice, help, insights, and opinions from people outside of their inner circle. In doing so, those workers generate fresh ideas and perspectives on how to solve problems that they otherwise wouldn’t have imagined. In essence, asking for help and advice creates better, stronger, more successful results than not asking for help.”

Although not directed specifically to women only, it makes a great point about collaboration, and when conducted in a “safe” place, the results are the focus, not the judgement. 

Now accepting help (or anything for that matter) is another whole issue!  In some cultures, when you “accept”, you now “owe” (Remember the scene in the movie, “The Godfather”?)   In his best-selling book, “Influence, The Psychology of Persuasion” by Robert Cialdini, one of the six principles of persuasion in “reciprocity”.  If I give to you, you may feel more compelled to give to me.  For some of us, accepting help is as hard or harder than asking for help, especially if there are cultural differences that impact the ability to accept. We might be concerned about how to reciprocate, what to do to return the favor or worse, anticipate we are not adequate enough to be of a return value. We think, “What do I owe you if you ’help’ me?”   

The reasons we find it difficult to accept is varied.  If you have had to survive working hard, your independence mindset doesn’t make room for allowing support because it is in conflict with your projection of strength. It might be pride, or the early conditioning of “it’s better to GIVE than to RECEIVE”.  If you are generally more comfortable being the “giver”, the fact that you are the one in control feels better to you than being the receiver.  It may be more emotionally comfortable, and doesn’t trigger feelings of unworthiness, self-value, etc.  In any case, when we don’t allow the ebb and flow of energy, there are consequences.  

As you can tell, this subject is deep and highly personal.  We all have our reasons about asking and receiving. 

Here’s a solution to think about:

If we stop and think for just a moment how the other person will feel by our reaching out, it could be a mindset changer.  Asking another for help says, “I value your opinion, your help, your insights, and your experience.” This creates a positive interchange. It helps them to feel valued and, in most cases, we generally enjoy helping each other.  When we refuse help, take a moment to think about how that rejection may feel to the person giving to you.  Although possibly altruistic on your part, that rejection can trigger feelings of inadequacy, rejection, or an imperfection of their offering. 

We may not be trained psychology experts, but we know how WE feel inside. Next time you need help, take a moment to think, who would be delighted to help you?  And when someone offers you something… before you say NO, help yourself make the transition from NO to maybe not yes yet… 

Allowing yourself and others to exchange help is our key to better results.  Can you do it? 

Posted On Wednesday, 16 September 2020 05:00 Written by
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