Own It

Steve Rockefeller, SVP Business Development Manager with George Mason Mortgage, joins us with top producer hacks tied to his life mantra: “You can have everything you want in life if you will just help other people get what they want.” — Ziglar Connect with Steve: https://www.linkedin.com/in/rockefeller-steve-aaa6437 #1 ... what’s worked the best in maximizing your impact with your team, clients and community? Steve says, “It’s a privilege to get to do what I do”. A privilege! Always remember that we eat what we kill, and never take our competition for granted. Lou Holtz: do right by everyone, do everything the best of your ability (it’s your responsibility), and show people you care! #2 ... keys to operating at the level it takes to become a top producer? Steve states, “be humble, have some systems in place, evolve those systems with the times and technology, and learn/ adapt to new things!” Know what you’re selling and believe! Don’t miss Steve’s dive into advertising and how he’s adapting using the #TicTac app ... #3 ... who’s had the greatest influence on you and how has it enhanced your own influence? Grandmother’s work ethic and how she talked to her sales people; Father engineering, paying attention, hard work and knowing your product. How does Steve learn — time blocking, getting around people who are smarter than you, and be willing to pay someone to teach you. Be sure to pay close attention to Steve’s “best approach” if you’re a new loan officer approaching a realtor! Be humble with your client base! “Your career will always and only be what YOU make of it!” — Steve Rockefeller Steve’s Peloton Group: MLoans AS PROMISED, here’s the #VirginiaMortgageBankersAssociation link: https://www.virginiamba.org/Join-VMBA Consider joining today and we promise you’ll be glad you did!! We’d love for you to jump into our #OwnIt FB group to collaborate with other loan officers: https://www.facebook.com/groups/625258451532413/?ref=share

Steve Chilton is MGIC’s Account Manager for Southern VA, VMBA Board Member, Education Chair, serves 4 additional chapters, a pro’s pro, solid family man and good friend! Connect with him here: https://www.linkedin.com/in/stephenbchilton He joins Tim on this episode where he breaks down 4 points to maximizing your impact: Persistence — things rarely happen the first time around! Gratitude — don’t take anything for granted! Show up — 97 percent of it! Saying Yes — to the RIGHT opportunities! #1 Key to becoming top producer? Steve says, “You gotta give a damn”! Have you read, “Think & Grow Rich”? If you will it, it will happen! Young Loan Officers, definitely consider adding “The Go-Getter” to your reading list! Steve highly recommends! In closing, Steve credits his parents for instilling a work ethic and the moral compass that “The truth will set you free!” He thanks his wife & kids for inspiring his world-class ambition! “Big John” Sutherland gets props for his sales influence and looking for opportunities. Opportunity is like a nut — crack it open any angle it takes! He showed Steve, “you can have fun in sales”. Exemplifying outstanding leadership to Steve is his mentor and friend, Steve Dempsey, who demonstrates being a persuasive leader over a positional leader! Steve leaves us with the challenge to reach a hand to those coming after us, include them, light the way for them, and create opportunities to give back. AS PROMISED, here’s the #VirginiaMortgageBankersAssociation link: https://www.virginiamba.org/Join-VMBA Consider joining today and we promise you’ll be glad you did!! Register for VMBA’s 2021 in-person convention: https://www.virginiamba.org/Convention We’d love for you to jump into our #OwnIt FB group to collaborate with other loan officers: https://www.facebook.com/groups/625258451532413/?ref=share

From going to school to be an educator, to leading in the mortgage industry, Nate shares how being an educator will create lasting trust with your clients. How does Nate encourage top producers to maximize their impact? Practice consistency! Consistency with your team — show up! Same with your community — be visible. And when it comes to your clients, can they count on you to educate them? Nate continues that scalability and consistency go hand in hand to becoming top producer. But what about the gap between the two? Can you be consistent and scale? Nate states it comes down to confidence — confidence in yourself, knowing what you’re good at, knowing who to go to with your questions and understanding what you can/can’t do! He wraps us up sharing his grandfather’s profound influence on him when Nate lost his dad early in life. A strong work ethic and deep motivation inspire Nate to this day. Truly a man who “worked hard in silence and let success make the noise”! Pro tip: You can work hard and play hard! Put the fun in productivity every day. Show up! Be consistent. You can connect with Nate here: https ://www.linkedin.com/in/nate-smith-b3061a5 ALSO AS PROMISED, here’s the #VirginiaMortgageBankersAssociation link: https://www.vabankers.org/post/virginia-mortgage-bankers-association Consider joining today and we promise you’ll be glad you did!! We’d love for you to jump into our #OwnIt FB group to collaborate with other loan officers: https://www.facebook.com/groups/625258451532413/?ref=share

Kristi highlights the importance of building a team stating, “if you have a team you’ll double your business”. When do you hire? As soon as you can! Now an award-winning top producer, Kristi shares she was able to hire in the first 6 months because she hustled. There is truly no substitute for hard work! An A-Player deserves an A team! Don’t miss Kristi’s social media pro tips she shares. She’s an amazing leader who uses social as a tool of influence to lift others up! She goes on to discuss systems and evolving your system! When everyone has clearly defined roles, there’s no resentment. Take ownership — think like a Seal Team. She finishes by beautifully recounting her step-dad’s example to her as a firefighter and contractor. His kind, gentle attitude and strong work ethic influenced her deeply. He was humble, grateful and NEVER complained!! She gave this inspiring gem of wisdom and very timely for our industry when she said, “I don’t get that stressed out ... don’t sweat the small stuff! Roll with it! Have an attitude of gratitude”! You can connect with Kristi here: KristiHardy.com and on social @Lender2theStars_kristihardy Or email her at: [email protected] ALSO AS PROMISED, here’s the #VirginiaMortgageBankersAssociation link: https://www.vabankers.org/post/virginia-mortgage-bankers-association Consider joining today and we promise you’ll be glad you did!! We’d love for you to jump into our #OwnIt FB group to collaborate with other loan officers: https://www.facebook.com/groups/625258451532413/?ref=share

“Luck” happens for those who put themselves in the position to win! Sean shares this powerful equation: Work hard + good people + right place = good luck! Ever look back and cringe? We see all of the misses don’t we? But success simply means we KEPT TAKING SWINGS!!! Sean recounts that throughout all the drives home feeling defeated, he never stopped dialing! Experiencing early career frustration? He assures us, it WILL turn! “I’m not the most talented, but I just kept doing my daily disciplines!” Sean shares! Self-discipline and accountability are no doubt the combination it takes to become a top producer. No one’s breathing down your neck — you’re on your own. You have to take ownership to learn your craft, show up, make the sales calls, etc. Sean shares his family — mom & dad — have always been there for him, and they instilled self discipline. He’s always idolized the sports stars, like Peyton Manning, who was the first one in, last to leave, studied the game, out thinked, out prepared and out worked everyone else! Pro tip: Out prepare, out think and out work the competition to succeed; and, be honest with yourself. Did you really?! You can connect with Sean here: [email protected] Cell: 703-772-7547 ALSO AS PROMISED, here’s the #VirginiaMortgageBankersAssociation link: https://www.vabankers.org/post/virginia-mortgage-bankers-association Consider joining today and we promise you’ll be glad you did!! We’d love for you to jump into our #OwnIt FB group to collaborate with other loan officers: https://www.facebook.com/groups/625258451532413/?ref=share

Courtney highlights the importance of appreciating our team and especially those people “behind the scenes” or the family members easiest to take for granted. She goes on to discuss how confidence in yourself will help you balance being available with your boundaries. Finally, she shares the greatest influence in her life has been her mom, Nina, and inspires us with some of what’s she’s learned — one lesson being, “You can’t automate relationships”. You can connect with Courtney here: https://www.facebook.com/efirdmortgageteam/ Or email her at: [email protected] ALSO AS PROMISED, here’s the #VirginiaMortgageBankersAssociation link: https://www.vabankers.org/post/virginia-mortgage-bankers-association Consider joining today and we promise you’ll be glad you did!! We’d love for you to jump into our #OwnIt FB group to collaborate with other loan officers: https://www.facebook.com/groups/625258451532413/?ref=share

Nick shares powerful tips on living and leading with authenticity — as it relates to people on your team, to your clients, and even the tone in which you communicate your process. He goes on to discuss the importance of systems stating, “The amount of business you’re doing right now is equal to the systems you have in place.” Finally, he shares the #1 influence in his life has been Jesus Christ and invites anyone listening to reach out if there’s any way he can serve you, or if you’d ever like to discuss faith. You can connect with Nick here: https://movement.com/lo/nick-bohn/ ALSO AS PROMISED, here’s the #VirginiaMortgageBankersAssociation link: https://www.vabankers.org/post/virginia-mortgage-bankers-association Consider joining today and we promise you’ll be glad you did!! We’d love for you to jump into our FB group to collaborate with other loan officers: https://www.facebook.com/groups/625258451532413/?ref=share

“Seize the moment because some opportunities don’t come twice!” Jason and Tim discuss enhancing our opportunity scouting, creating and seizing ability — it takes discipline and discernment. Nothing’s more expensive than missing the RIGHT opportunity; and nothing brings more regret than excuses! How do you develop your Opportunity Creation mindset? AS PROMISED, here’s the #VirginiaMortgageBankersAssociation link: https://www.vabankers.org/post/virginia-mortgage-bankers-association Consider joining today and we promise you’ll be glad you did!! We’d also love for you to jump into our FB group to collaborate with other loan officers: https://www.facebook.com/groups/625258451532413/?ref=share

Interested in the accompanying workshop for your team, contact us! And we’d love for you to join our FB group to collaborate with other loan officers: https://www.facebook.com/groups/625258451532413/?ref=share How will our daily habits change? When they’re visible and it all starts with our vision? Do we SEE — have we ENVISIONED — where we want to go?! Let’s make 2021 the BEST year yet!

Join our FB group to collaborate with other loan officers: https://www.facebook.com/groups/625258451532413/?ref=share Procrastination happens for different reasons, and in this episode we discuss 3 simple steps to overcoming and finally seizing the day!