Get ready for a special episode of The Collective Podcast! This is part 2 of The Sales Process from Season 2, Episode 10, and it's packed with valuable insights. Jen Moretti, an experienced broker, joins the conversation to show you how to streamline your loan process and make it work flawlessly. From mastering clear communication to using automation for better client engagement, this episode is all about making your workflow smoother.

We’ll also talk about building solid relationships with real estate partners and how feedback can help you improve results. If you're looking to simplify your process and keep clients happy, this is one you won't want to miss!

00:57 Meet Jen Moretti: A Broker's Journey
02:49 Building a Bulletproof Loan Process
06:09 The Importance of Enjoyment and Profit in Business
08:58 Navigating the Pre-Approval to Under Contract Process
11:48 Automating Communication for Client Engagement
14:59 Preparing for a Successful Offer
17:50 The Role of Listing Agents in the Process
21:10 Creating Value Through Evergreen Content
23:55 Maintaining Communication During the Contract
27:14 Building Relationships with Transaction Coordinators
30:04 Feedback and Continuous Improvement
32:58 Doubling Revenue Through Strategic Communication
35:50 Final Thoughts on the Loan Process

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Shane and Kyle are joined by Shawn and Candido to take on what it really means to be a standout in a tough market. From building real partnerships to holding each other accountable through thick and thin, the conversation dives deep into how to stay steady and focused when the market gets bumpy. Get ready for real talk on lessons learned, big wins, and the small habits that keep you grounded.

00:00 - Navigating Challenges in a Changing Market

05:16 - Reflecting on Success During Market Boom

11:10 - Reinventing Business Strategies for Sustainability

14:41 - Shifting Focus: Building Relationships Through Education

25:29 - Mindset and Accountability: The Path to Growth

Takeaways:

Define Success Beyond Numbers – True success isn’t just about the high numbers during a market boom. It's about building a foundation that holds up when things get challenging. If you’re measuring success only by short-term wins, it might be time to reassess.

Choose Your Partners Wisely – Who you work with can make or break your momentum. Shawn and Candido talk about the importance of working with people who align with your values and have staying power. Find partners you trust and who bring you long-term value, not just quick deals.

Accountability Drives Growth – You don’t need a yes-man; you need people who’ll tell you the truth, even when it stings. Real accountability means surrounding yourself with those who push you past your comfort zone and keep you on track.

Adaptability Matters – The market changes, and so should you. Shawn highlights the need to pivot strategies when what worked in the past stops being effective. Staying adaptable in a fluctuating market means re-evaluating and shifting to new approaches.

Routine Builds Resilience – Small, consistent habits can fuel your momentum even in tough times. Candido shares the power of setting a daily routine, like getting in steps and listening to a podcast each morning, as a way to start the day with focus and discipline.

Quotes:

"It’s not about just surviving the market; it’s about redefining what success looks like in each season."

"If you go into any interaction with the desire to out-give the person across from you, you’ll leave a mark that sticks."

"The best platform is the one where your people actually are – go where they’re already spending their time."

"If you're not making each other uncomfortable, it's not an accountability group – it’s just a hangout."

"Anyone can have success in a good market, but real character is built by how you navigate the challenges."

Show Links:
Community Platform: https://products.thecollectivecoaching.com/

Social Media:

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What does it really mean to show up with integrity in both business and life? Shane and Kyle break down how your approach to relationships, leadership, and personal commitment can make or break your long-term success. Hear how staying true to your word, embracing tough conversations, and focusing on consistency, authenticity, and honesty are the real keys to thriving—whether you’re building partnerships, motivating a team, or handling client challenges.

01:54 - The Importance of First Impressions

05:03 - Choosing the Right Social Media Platform

07:05 - Motivating Coworkers and Building Relationships

09:02 - Handling Client Disagreements with Empathy

10:01 - Role-Playing Scenarios for Real Estate Professionals

19:45 - Proving Leadership and Building Trust

22:58 - Strategies for Long-Term Entrepreneurial Success

Takeaways:

First Impressions Are Built on Generosity: When meeting someone, focus on understanding their needs and desires rather than pushing your agenda. Approaching every interaction with a mindset to give more than you take will create a lasting and positive impression.

Go Where Your Audience Is on Social Media: Don’t try to be everywhere. Instead, focus your energy on the platform where your ideal clients or partners are most active. Whether it’s Facebook, Instagram, or LinkedIn, knowing where your audience spends their time will help you connect more effectively.

Motivation Comes from Connection: You can’t force people to be motivated. Instead, love and support your team or colleagues, and that emotional investment will help drive their best performance. It’s about proximity and showing you care.

Deal with Disagreements by Leaning Into Empathy: When conflicts arise, acknowledge the other person’s feelings without trying to fix or diminish them. People need to feel heard and understood, and empathy goes a long way in maintaining strong client relationships.

Consistency and Authenticity Lead to Success: Long-term success as an entrepreneur requires showing up consistently and doing the right thing with integrity. Confidence builds through repeated efforts, and having the right people around you for guidance is crucial to staying on track.

Quotes:

" If we go in with the desire to out give who I'm sitting across from, I'll always leave with a good impression in that person's head."

" I don't work with agents. I have preferred partners, and my preferred partners get treated like preferred partners."

" You can't manufacture confidence out of thin air. It comes through doing the right thing, the right way, with the right frequency."

Show Links:
Community Platform: https://products.thecollectivecoaching.com/

Social Media:

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Shane and Kyle have a real, unfiltered conversation about what integrity really means—beyond just being honest with others. They talk about how being true to yourself, even when no one’s watching, is just as crucial. With personal stories and real talk, you’ll be challenged to think about where you might be cutting corners and how to show up more authentically in every part of your life. Whether it’s in business, with your family, or in your personal commitments, this episode is a call to lead with real integrity.

00:00 - Introduction: The Conversation Around Integrity

03:13 - Defining Integrity: Who Are You When No One's Watching?

06:09 - The Importance of Integrity with Oneself

11:28 - Practical Tips for Operating with Integrity in Business

14:49 - Saying No and Being Transparent: Key Aspects of Integrity

18:10 - Embracing Imperfection and Self-Criticism for Personal Growth

Takeaways:

Integrity Starts with You: It's not just about being honest with others; it's about keeping the promises you make to yourself. If you can’t trust yourself to follow through, how can you expect others to trust you?

Be True in Every Aspect: Integrity isn't just about what you do when others are watching. It's about who you are when no one’s around. Reflect on whether you're showing up consistently, both in your personal and professional life.

Small Dishonesties Add Up: A little dishonesty here and there might seem harmless, but it can lead to bigger issues down the line. By staying true to your word, even in the small things, you set a solid foundation for bigger successes.

It's Okay to Say No: Sometimes, integrity means turning down opportunities that don't align with your values or where you can't provide the best service. Being honest about your limits can lead to stronger, more genuine relationships.

Embrace Imperfection: Recognize that you’re not perfect, and that’s okay. Being open about your flaws and working on them is where true growth happens. It’s about progress, not perfection.

Quotes:

"Integrity isn't just about what you do when others are watching. It's about who you are when no one’s around."

"If you can’t be a man or woman of your word to yourself, how are you going to do it for others?"

"If my goal is to serve people, there's always going to be somebody that I'm not best suited to serve."

"Being comfortable knowing that you're not perfect is where you build your integrity, branding, and good habits."

"Perfection, which is impossible, starts with telling the truth and refining yourself."

Show Links:
Community Platform: https://products.thecollectivecoaching.com/

Social Media:

Facebook - https://www.facebook.com/itsthecollectivecoaching/
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Shane and Kyle talk about the difference between true innovation and simply following trends. They explore how to stay focused on what really drives results, rather than getting lost in the noise of new ideas. If you've been holding onto a big idea or struggling to make it happen, this episode gives you the motivation to get started and make those ideas count.

00:00 - The Role of Innovation in the Mortgage Industry

07:22 - Defining Innovation and Avoiding Mere Adoption

09:41 - The Importance of Effective Adoption and Execution

14:52 - The Benefits of Having a Team and Seeking Input

19:02 - Taking Action on Ideas and Joining the AI Sprint

Takeaways:

Innovation vs. Adoption: It’s easy to get caught up in chasing the latest trends, but it’s more effective to focus on adopting and refining what already works for your business. Not everything new is better; sometimes, it’s about making the existing strategies your own.

Execution Over Ideas: You might have a lot of great ideas, but if you’re not executing them, they’re not helping you. Set aside time for innovation, but make sure the bulk of your day is dedicated to putting proven strategies into action.

Use AI to Your Advantage: If you’re feeling stretched thin, consider leveraging AI tools. They can help you handle tasks more efficiently, even if you don’t have a big team behind you. AI isn’t just for tech giants; it’s something you can use to stay ahead.

Build a Support Network: Don’t try to do everything on your own. Having a group of peers or accountability partners can help you refine your strategies and keep you focused on what really matters.

Take Action Now: If there’s an idea or strategy you’ve been thinking about for a while, stop waiting and start doing. Whether it’s small steps or a bigger leap, the key is to begin.

Quotes:

"Innovation is a drug that has a diminishing return. Every time you use it, you have to do more to feel like you're getting the same return."

"If I'm using AI because I see my competitors using AI, I'm not really an innovator, I'm an adopter."

"Block out innovation time on your calendar, but also have adoption time for executing proven ideas."

"You can't always have conversations with yourself. You need others to help you refine your adoptions and innovations."


Show Links:
Community Platform: https://products.thecollectivecoaching.com/

Social Media:

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Shane and Kyle tackle the challenge of balancing business and life, especially during those off-season times when things can get a little disjointed. They share real-world examples of how to maintain your rhythm, keep your brand visible, and stay productive, even when you're on vacation or dealing with life's unexpected turns. If you're looking to keep your momentum going, this episode is packed with valuable strategies.

03:20 - Navigating Seasonality in Life and Business

08:33 - Maintaining Balance and Generating Revenue During Off-Season

10:08 - Simplifying and Prioritizing Tasks in Different Seasons

13:59 - Consistent Communication with Referral Partners

15:29 - Active Presence on Social Media

17:16 - Effective Email and Inbox Management

Takeaways:

Understanding Seasonality in Your Business: It's crucial to recognize and navigate the different seasons in your business and life. Whether you're winding down from a busy period or gearing up for one, you need to stay consistent to avoid losing momentum.

Balancing Work and Vacation: Even when you're on vacation, it's important not to completely disconnect from your work. You can still enjoy your time off without letting your business suffer by staying engaged with a few key tasks.

Maintaining Non-Negotiable Habits: There are certain business activities you should never let slide, like staying in touch with your referral partners, keeping up your social media presence, and staying connected with your team. These habits keep your business running smoothly, even during off-seasons.

Using Technology and Delegation: Leveraging technology and delegating tasks like email management can make a huge difference. By setting up systems and using virtual assistants, you can ensure that nothing critical falls through the cracks, even when you're not fully plugged in.

Quotes:

"How you navigate the wind down of one season and stepping into another is the same regardless."

"You never take off in an industry where you only make when your brand, your actions, your efforts are consistently taking."

"When you're on the track and you've opted into that race, you can't stop running until you cross the finish line."

"Having more eyeballs on your inbox than just your own is such a powerful way to truly be able to step out and feel good."

"Every Friday, that was going out to 900 to a thousand referral partners or potential referral partners. I wanted them to be seeing my brand, my face every Friday."

Show Links:
Community Platform: https://products.thecollectivecoaching.com/

Social Media:

Facebook - https://www.facebook.com/itsthecollectivecoaching/
YouTube - https://www.youtube.com/@TheCollectiveCoaching
LinkedIn – https://www.linkedin.com/company/collectivecoaching/
Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

In this episode, we're tearing apart the sales process that separates top producers from the rest. We're breaking down the exact steps from lead contact to pre-approval, focusing on speed, education, and transparency - giving you the blueprint to dominate your market and scale your business.

03:11 - Personal Journey and Realization

06:37 - Taking Action and Booking Classes

08:29 - Six Ways to Educate

17:23 - Choosing Topics to Educate On

22:09 - The Power of Lead Generation Through Education

Takeaways:

Leverage Education for Lead Generation: Discover how leading with education can drive lead generation. By teaching what you know, you create opportunities to connect with potential clients.

Act on Your Ideas: Don't wait for the perfect moment to start. Schedule your classes or webinars now, even if you're not fully prepared. This forces you to take action and refine your process on the go.

Utilize Multiple Platforms: Use various platforms like Zoom, YouTube, and social media to educate your audience. Each platform offers unique opportunities to reach and engage with different segments of your market.

Collaborate and Network: Collaborate with others through webinars, podcasts, and guest speaking opportunities. This expands your reach and leverages the influence of others to grow your audience.

Quotes:

"Everybody is always looking for a new way to do lead generation. Everybody's always trying to figure out how do we get the wheels to turn? How do we get more opportunities in the door? How do we stay top of mind? How do we get in front of more people?"

"If you believe you're really good at what you do, you just need more people to know about you, then you need to go get on other people's things, other people's podcasts, other people's shows."

"Relational equity, are you building relational equity with people? And education is such an easy way to do that."

"You want them to see you as an educator and not just a bragger or a hardcore salesperson."

"If you want to get uncomfortable and start doing things that you've been unwilling to do, you better just start taking action instead of making a huge checklist of what you've got to do before you can do anything."

Show Links:
Community Platform: https://products.thecollectivecoaching.com/

Social Media:

Facebook - https://www.facebook.com/itsthecollectivecoaching/
YouTube - https://www.youtube.com/@TheCollectiveCoaching
LinkedIn – https://www.linkedin.com/company/collectivecoaching/
Instagram - https://www.instagram.com/thecollectivecoachingcommunity/

In this episode, we're tearing apart the sales process that separates top producers from the rest. We're breaking down the exact steps from lead contact to pre-approval, focusing on speed, education, and transparency - giving you the blueprint to dominate your market and scale your business.

00:30 - The Sales Process: Lead Generation and Initial Contact
09:44 - Using Calendly to Streamline Scheduling
11:09 - The Intake Call and Pre-Qualification Process
13:01 - Sending Pre-Approval Letters and Providing Transparency
16:23 - Pre-Contract: Nurturing Leads and Maintaining Relationships
20:18 - Transitioning to the In-Contract Stage
21:13 - The Importance of Speed, Education, and Transparency

Takeaways:

Structure Your Sales Process: Train your referral partners, utilize scheduling tools like Calendly, and automate your communications to keep prospects engaged and informed.

Educate and Be Transparent: Continuously provide education through market updates and personalized content, ensuring you are transparent about your process and pricing.

Delegate Effectively: Use virtual assistants and technology to handle administrative tasks, allowing you to focus on high-value activities.

Stay Engaged: Regularly contact your prospects, categorizing them for tailored follow-up to stay top of mind and build trust.

Quotes:

"If you're the fastest, the most educational, and the most transparent, you're going to win."

"There's a difference between people that react and those that control."

"Apple didn't change their phone for an Android user. They just encouraged them to try it out."

"You have to run your race and people can run your race with you, but you're not running their race."

"80% of buyers say they would use their lender again. And less than 20%, 19% of them actually do."

"It's all about speed, education and transparency. And it's much more effective when you plan those three things out."

Show Links:
Community Platform: https://products.thecollectivecoaching.com/

Social Media:

Facebook - https://www.facebook.com/itsthecollectivecoaching/
YouTube - https://www.youtube.com/@TheCollectiveCoaching
LinkedIn – https://www.linkedin.com/company/collectivecoaching/
Instagram - https://www.instagram.com/thecollectivecoachingcommunity/