1-on-1 Notary Coaching: How to Get More Business by Building a Deeper Relationship with Your Clients

welcome to another live one-on-one notary coaching with me mark wills i teach the loan signing system i teach signing agents how to make money in this amazing industry the marketing the how to all of the above i'm so glad you're here if you happen to be watching this on replay remember every single one of these are recorded every single week they either live in my instagram news feed or head over to my youtube channel and you'll see every single one of these recorded for your blowing pressure and everything one of these are amazing so if you have time jump on my youtube channel watch so much information because they are jam packed with actionable items to help you grow your loan signing agent business so how this works if you are watching this live as i want you to go right here i click the add camera button all we do is talk about your notary signing agent issues problems anything you're experiencing i'm going to help you with it is first come first serve how's everybody doing let's go so glad to be with you every single monday i do this we are live baby what's going on man hey mark um i'm happy to be here uh thank you for allowing me to join in and i was not expecting this at all i'm literally printing out loan docs as we speak you are bringing out loan dogs as we speak everybody here right here making money i tell people the sound of your printer printing loan docs is the closest thing we'll ever get to the sound of printing money uh so yeah i am so excited for you okay so uh let's talk man um where are you from and any problems let's let's do some coaching yeah hey i'm right here based in uh the city of montebello which is just 10 minutes away from 15 minutes away from downtown l.a and um i've been on this journey um uh with you with you as well because you know i've actually uh you know listened to you from the very beginning through a colleague of mine his name is daniel pottish in the downey area and um you know i'm just uh trying to make it trying to make this my my full livelihood and i started part-time i used to be a locksmith before by trade i did it for 15 18 years uh re-key locks anything with that and now i'm uh i'm a dedicated full-time mobile notary loan signing agent well man thank god to help you bro so is there anything you want to talk through i mean it's coaching 101 let me talk to me um i'm juice for you i'm excited for you but yeah let me talk about some coaching let me where where are you stuck where would you want some help talk to me um yeah i mean uh to be honest with you i'm trying to definitely make more of my business uh direct i do have a mixture of both i would say about 50 50 right now so if i get about 20 20 um i must say i must say 10 signings a week which is right right now what i'm doing um fifth five of them are direct five of them are um a loan uh signing service there let me stop you real quick let's get some coaching here so let me ask you a couple questions before i get to some coaching is you know why how come your business isn't more direct i mean you're 50 50. i'm proud of the direct business but why isn't it more than 50 what's what's the sticking point so i'm trying to figure out on where i can coach you because look what i hear is someone who's who knows how to get direct business i hear somebody who has success to getting direct business so my question to you is what's holding you back from going from 50 to 100 what's that sticking point so i can help you through that sure you know um i i feel like my current direct uh clients um they do use me but i i have a hunch that that i'm not their uh preferred notary still and i'm still trying to uh deepen that relationship so my question is you know uh any tips you can help me on deepening that relationship aside from the you know superficial hey how are you you know how the day okay i love it great question man and i and i love that there's a couple different ways i want to coach you on this uh first thing is is you know there's a couple questions people are asking is what is your average income doing 10 signings a week um right now i'm averaging between a thousand to 1700. i mean man that's a 60 to 65 thousand dollar your business i'm so excited for you i'm so happy too if all that was direct i mean you'd be in 100 a year would you not be yeah yes absolutely mark yes okay so let's talk about that right and so i mean look what you have to understand i hope everyone's listening to me is the key to business is stop making business relationships business a business relationship should and could will be personal does that make sense so you're asking me mark how do i deepen a relationship and stop making it surface level we know why are you asking out one of your clients out for like drinks on friday night happy hour maybe going on a hike uh you know to with you and your wife on saturday morning like why are you stuck on this fact that i can't make this business relationship personal so the quest the answer to your question is stop asking surface level things stop saying hey how are you you're like hey you know how i mean how was your your soccer practice weekend oh my kids were doing this oh my wife's doing this oh whatever like the moment you stop making the conversations business like is the moment the conversations become real does that make sense yes mark good times so that's the answer to your question you know how do you make your deeper relationship is you're making it surface level does that make sense sure and i think that's a little bit of of when you're a new business owner you almost feel like well it's unprofessional to tell them about my bad day it's unprofessional to tell them about how i got a flat tire it's unprofessional to tell them like how i you know my wife and i are going out to to ruth chris for her anniversary right it's an unprofessional but the moment you realize it's not unprofessional but it's actually creating an authentic relationship you're with me on that answer i do i do make make uh make it more uh definitely more authentic more personal you know ask questions about what the things that maybe that they like you know like you said maybe their kids their family relationships definitely so the coaching is you're making the relationships impersonal because they're not sharing anything with you because you're not sharing anything about yourself and so maybe it isn't like hey how are your kids and that question seems to be out of the blue maybe it's more talking about something personal with you does that make sense the moment you take a relationship from business or personal is a moment it becomes deeper so stop making things so surface level start making things more personable and they're going to want to do more business with you the reason that you're number two or three or the back of the backup is probably because you are still just a notary and you're not a friend the key from going from the third position to the first position is making a real authentic relationship does that make sense they want to get to know you you're just not allowing them to get to know you and so therefore they feel weird to say anything personal because you haven't said anything personal build relationships through authenticity and then your business will grow you'll go from the three slot to the one slot right now it's not because the only reason you're getting repeat business is because you're not making errors so you know that you're a good notary that's not in question so how does a notary go from the third position to the first position is by be creating realist real personal relationship it's not doing the job better because you're already doing the job good enough to get the phone calls you're just not getting the number one slot because you're choosing to keep the relationship all business does that make sense absolutely trying to stop trying to teeter on the side of professional and start making it more personal that's the coaching i want to give you today and that is the key on making a business relationship deeper and not so surface level how was that coaching today that's awesome awesome mark thank you so much yeah i'll i'll definitely implement the beginning of this week now hey i'm proud of you brother man and the key here in next quarter is wrapping up q1 is you know to get through more direct business so start digging deeper not so ghosts or wider and build your business let's go proud of your brother so my biggest takeaway from eric's conversation is to realize that you know we have to stop making business be professional and start making business be personable the professionalism that we show should come in the act of doing a signing the professionalism that you show is showing up on time it's treating your assigners with dignity treating your signs with professionalism but when it comes to building the relationship with your client that should be a personal relationship they should know when you're having a bad day they should know when you're having a good day they should know when you're having a flat tire they should know where you guys have in common the professionalism lies in the execution of what you're hired for you don't need to take the relationship and keep it so business level that they don't even know you have two children and or that you had a flat tire going an appointment today so the key to building real relationships is just be authentic be you and you'll see the dynamic change between you and your client now i'm not saying that that needs to change between you and the signer when you're at a signing appointment you keep that professional make sure you're doing a good job make sure you're not admit you're showing up on time make sure your lines of communications but the relationship with your clients should be real and authentic and the signing agents you own understand that are the signing agents who make a ton of money i see a lot of questions happening in the comments i'm not answering questions in the comments don't be shy break out of your comfort zone hit the little ad camera button let's have a conversation it was so good to talk to eric and i want to talk to you so let's go with sabrina hope everyone's having a phenomenal monday i thought what a great conversation to talk to eric about how to deepen a relationship and really make oh what's up what's up i didn't even mean to get on here oh is that bad that you're on here i'm just shy i haven't gone direct yet like well i haven't done anything yet i'm waiting on my business cards i've got everything like literally everything set up okay but i don't want to go through the signing agencies because i want to go to do direct good that is very nerve-wracking okay cool let's talk about it okay so first off what's your name and where are you from sabrina campbell and i'm in kansas okay sabrina i'm so glad you're here uh are your loan signing system student correct yes okay cool so make sure you join the missouri and kansas facebook group uh because we have an amazing ambassador in kansas so make sure you tap into your network there because i gotta tell all you students accepted like i i pressed the request for that too so um you i want to coach you you ready i want okay okay okay i'm good no go on yes no go on what are you gonna say well i just wanted to like like there's so i got the the only thing that i worry like my biggest worry well besides growing up is like not knowing about like i downloaded that page separator thing learning that and then like how do you know the exact drop-off times for like fedex i mean i they're okay so let me give you a couple of couple things make sure you're asking these in the facebook group okay that's what that's for okay but i'm gonna answer them real quickly i want to give you some really good coaching right now because he's one-on-one coaching okay but some of the technical questions girl that's what the facebook group for tag me okay okay or make sure you ask the questions in your local lives group too so a lot of the x's and o's are very easy to answer i can answer that in three sentences on a facebook post what i want to do some macro coaching okay first thing is remember before i get into my macro coaching is you know you do not need paid separator if you have a dual trade printer you only need cutting separator you only need to you only need page separate if you have a single tray printer so this one make sure i i communicate that the x's and o's on that asset in the facebook group tag me i'll get you the answer but i want to i want to coach you something a more macro right you said you're nervous you said that you want to go direct and all the so i want to coach you on how to get through your nerves and how to understand that we're all on the same journey okay yeah the first thing is you know getting the first thing about understanding your nerves is your nerves will never go away that's literally step number one because when you accept the fact that i'm always going to be nervous you then have to say okay well i'm going to get through the nerves so a lot of time new signing agents wait for the nerves to get less and that never happens and guess what happens they never do anything so step one sabrina is to make sure that you understand they're never going away it's accepting that the fact that i'm just gonna have to do it nervous does that make sense okay so yeah nerves will never go away the reason we get less nervous at something is through experience experience is our best teacher you cannot be good at something you've never done i can teach you how to shoot a free throw but until you shoot a free throw in a gym with 5 000 people you're gonna be nervous repetition is the mother of learning so that's the second thing to understand okay now the first encounter in nurse don't ever go away next thing is really accepting there's a learning curve right what i tell all you students is successful people it's not that they don't get nervous it's not that they're not scared it's that successful people understand they have to be brave enough to suck at something new a lot of people aren't willing to go through the suck to get good i don't like to suck i know i know i'm like so like um okay hold on perfectionist okay so all you think okay so you know what a perfectionist really is a word for insecurity see the reason perfectionists are perfectionist is because they're insecure to get judged they're insecure to do something wrong so what you have to understand is the perfectionist in you is really someone who's afraid of tackling their nerves so your job is understanding that you cannot get good at something until you do that something and like i told you successful people it isn't that successful people are better than you they just do it scared they just do it nervous they understand there's something called a learning curve perfectionists are afraid of the learning curve it's not as much as like getting out there to do direct it's more of like like if they like i know that in the system it teaches us if we're doing direct a lot of times we have to do packaging and of course not doing packaging like of course i'm brand new so that's i think that's what we're like well no what what what worries as far as hold on hold on hold on what what worries you is getting something wrong yeah and you need to understand that it's okay to get something wrong when you're learning for the first time yeah every step of this everything in this conversation is what i hear is excuses but not reasons right and that's normal by the way your job is to have a light bulb to go off right now that hey it's okay if i make a mistake i'll fix it yeah you are trying to be good at something you've never done like you have to learn how to work through that process right you're perfectionist you're not perfectionist you're insecure about other people judging if you get something wrong you get something wrong guess what you're never going to do that thing wrong again and that's the part of embracing a learning curve does that understand it's just clicking a little bit yeah you have to take so p my students and by the way you're not alone a lot of my new students are so scared of saying the script for one time because they might jumble the script okay the the successful signing agent goes look i might stink at the strip the first time but i have to get i have to be terrible at it before i'm good at it that's part of the learning curve like when you started driving your car like you were scared to death you're like oh my god is it my turn on the fly stop i'm gonna kill somebody like but you did it scared and guess what you got good at it the reason you did it scared is because you knew there was no other way to get to point b if i didn't learn how to drive so you force yourself to do it scared because there was no other option that's how you have to treat this business is that i have no other option to get direct business but but doing it scared i have no other option of getting direct business without being maybe not so hot at the script the first time the only reason you decided to drive scared was because you knew there was no other option you convinced yourself look i gotta do it if i'm gonna learn how to drive because i can't get to work i can't go somewhere if i don't learn how to drive my same thing is you cannot build this business unless you do it nervous but here's the best part it's not going to be as scary as you think it's all the thoughts in your head that making it bigger than it is which again is normal not to do like you shouldn't do packaging if you're new okay and so so what i mentioned is you shouldn't do anything that you haven't taken reps with so do reps at your house do reps like package do mock signings you do everything at your house you should never do something you've ever done before but you should practice doing my packaging you should practice doing mock signings like look you should you should do with a spouse brother sister mother a signing a reverse mortgage signing an arm signing a heloc signing a reverse i mean excuse me a refinance that's how you get something but so many of my new students you want to be good at something you've never done and like so start doing it you can do mock signings so yeah i'm going to end with this i didn't think about doing the packaging at home beforehand yeah everything you should be doing like the script you should be doing the script on signing services before you go direct you should be doing the script on your friend before you go in on the signing service your job is to just get reps in repetition is the mother of learning yeah and you got to do it scared you got to do it nervous man because the first thing on doing it scared is remembering it's never going to go away ever ever like girl i i'm out of my first conference i had a hundred people there like i was scared to die like yellow 100 people and now i did in front of 1200 but my point is every time i'm scared what i do is scared in order to get good i've never did facebook lives before loan signing system the first couple times i was on camera like this is weird i'm staring at myself like i just had to get the bugs and work it out before yeah so i believe in you i need you to believe in you okay yeah that's the key the key to doing it scared is understand that you're ready for the moment that's the key now while you're ready for the moment you just can't expect to be perfect at the moment those are two different mind thoughts so that makes sense you gotta be a good i'm not gonna be great at doing the script okay work out you know what i mean i'm not gonna be great at my first signing until i'm that signing you just got to keep doing it and doing it until you do a great believe in yourself i'm going to end with this you ready okay i need you to understand me on this too many times new students are just humans confuse the feeling of being nervous with not being prepared nervous is his own set of feelings and being not prepared as no sense we confuse those we feel like oh i'm nervous that must mean i'm not ready no you're ready you're prepared you're just scared to make a mistake being scared to make a mistake is a good thing it's going to make you quite triple check your work so my point is this is remember when you're nervous it doesn't mean you're not ready okay you're you're ready you just haven't done it before you're gonna get good by doing it so i believe in you and you start believing in yourself and let's go let's go all right let's go i'll talk to you soon and remember any technical questions hit me up in the facebook group asking mark wills i got your back girl okay thank you all right i'll see you on the website babe bye bye all right so um i think the biggest takeaway from that conversation in my opinion is because every step of the way we get nervous right there's some of you right now who have done 500 signings with signing services and you're like well mark i'm scared about going direct so nerves don't go away as you're scaling your business nurse will always be there but my point i'm trying to make is understand that being nervous doesn't mean you're not ready so many of you like i feel nervous and so therefore i'm not going to go market direct i feel nervous so i'm not going to go to a networking event i feel nervous i'm not going to walk into an open house i feel nervous i'm looking at my friend on facebook who's constantly posting her listings about her open houses you're ready you're scared about making mistake you got to understand that you have to work through the nerves to get good at something you've never done when it clicks that nerves just means you don't want to make a mistake but it does not mean you're not ready you will build this business let's go what an amazing monday hello everybody for some of you guys like who's this guy clapping a lot my name is mark wills i teach notary publics how to make money as loan signing agents and what i call the best kept secret in real estate every single home where you live has to have a notary to close period to best kept secret in america in my opinion for businesses because everybody wants to be a realtor everybody wants to be a loan officer it's real live meanwhile these notaries are just crushing it appointment by appointment making 100 90 150 for watching somebody sign their name over and over and over and over if you love this business as much as i do drop me some fire images in the comments below let's get to the next coaching call where are you in your journey well i just finished the um training not too long ago and then i'm just getting my material together so i can start my marketing i love it okay so your loan signing system students said it sounds like excuse me are you a loan signing system student yes i am girl i'm so happy thank you giving you a hug glad you're part of the familia there's the million dollar smile i was waiting for thank you welcome okay so um kind of next steps right i i want to make sure that you understand that it's better better to be productive than busy right i know a lot of you finding agents get a little bit nervous so they start going oh mark i need my business cards oh i need this i need that instead of taking those action steps to move your business forward right so what i would tell you to do is don't forget you should be signing up with all the databases there's once you know the databases remember you've got to sign up for all the signing services there's over 300 of them once you sign up for all the 300 signing services then you want to practice the script by calling the signing services up asking for them to prefer you in your area once you get kind of the script down you're like all right mark i understand it these points resonate with me these points don't resonate with me okay now the script sounds like more of my my voice now you're ready to take that to the direct level right then you start going to uh open houses you start talking to your friends where uh who are in real estate then you start going to the title company so remember just make sure you're following the system incrementally to where you want to go databases uh signing services call the signing services up then you're ready to go direct because you said the script a few hundred times and you're ready to rock and roll how's that sound that sounds good right you got a beautiful smile the whole town where you live needs to feel your energy girl all right remember nobody knows you're a notary if you don't tell them say that with me no one knows i'm a notary unless i tell them that's right girl so your job is to figure out all the title companies realtors lenders escrow companies in your area and start making a list and start doing what you do best and that's believing in you and knowing you can build this business and you're the best option for them for the notary signing agent needs we can do that yes sir all right let's go i'm glad you accidentally hung out with me for a couple minutes bye all right so my biggest takeaway for that for the newer students is just follow us in the course everything's laid out strategically for you you got databases signing services use the script good good suck over the phone go direct and let's build a business baby oh my man hey what up what up dog how are you doing brother good how are you good good good all right tell everybody your name uh where you're from and and that's rock i'm julius i'm from new york um i'm in an attorney state i haven't gotten started with loan signing yet i got my notary i'm gonna take the course next i'm actually a home inspector as well that was my question for you mark yeah i know you can use because i watch all your youtube videos and stuff you can use um real estate agents as mark i was wondering since i'm a home inspector and i have clients too that come to me can i use that as well and say hey you know it was it was good working with you you're doing your home inspection you know i want to be your loan signing i want to be there at the closing table with you and then get it that way as well uh yes and no so the best way is i don't know the home inspector industry so let me ask a couple questions who is hiring you to do the home inspection so are you getting that lead directly from a realtor or a lender how does that work well the client contacts me directly some realtors refer me already okay so the realtors are who you want to go to okay so i think it's a very easy conversation you're like hey i love all the home inspector business you're giving me you know my work ethic's there you know i show up on time right edify all the things you did great as a home inspector you know i gave you the report accurately you know i didn't mess up i didn't make any errors while taking all of those skill sets and i'm also going to be a loan signing agent right and so when you get it when you get my course i'll teach you how to have that conversation but the segwaying is really simple because you've already proven that you're competent right you've already proven that you show up on time you've already proven you can execute so just enter the conversation with how great that experience went and then remind them like how i gave your report on time i didn't make any errors et cetera et cetera you know i went above and beyond the home inspection you know i was crawling up in the attic i was showing you all the dry rot my point is kind of don't forget to hit home on all the things that make your great home inspector because those also bleeding to be a good signing agent right attention to detail showing up on time going above and beyond so talk about how you did that on this side of the business it will equate to this side of the business and then you can kind of morph into that oh i'm also now doing another part of the real estate transaction i'm a loan signing agent and then i'll teach you how to kind of turn that conversation into business but yes you should be making a list of all the realtors lenders because the home buyer itself is kind of a dead end because they may do one closing every five years you know what i mean where the realtor is doing five closings a month and so you want to make sure you're funneling to the right person um did i help you at all with that no that was great thank you i you know you hit it on appreciate i appreciate it uh but i'll tell you too excited about having a student man is you know we have new yorkers crushing it um if you on my youtube channel you've seen the conversation with beatrice allen bronx my point is we have a bunch of signing agents in new york i'm gonna have you connect with those new yorkers um so you're not gonna feel like an island by yourself no i i already uh yeah no i reached out to them and they're very helpful the community so that's great it's a little signing system way man and when you get up and running and someone reaches out to you you're going to pay that forward that's how i've kind of built the community so um i'm excited for you man new york's a great market and remember the only reason an attorney states different than an escrow state is the attorney will have a notary in office usually they only have one notary in office which means that notary can only do one appointment so they still hire out mobile closers okay and so don't get discouraged i'm gonna try and say the only difference is an attorney say it has notaries in-house but you know if if an attorney has two closings at 2 and 3 30 that's one notary can't be in all places at once so i think there's a little axiom about oh it's an attorney state well okay cool yes they do have notaries in office but it's usually one they don't have like seven on staff does that make sense no so sometimes you're gonna walk into an attorney's office and be like they're gonna be like yo i have a uh an in-house note and you're like well cool if you're in if you're one in-house notary is booked or if you don't want to send your in-house notary to a seven o'clock after hours i'm your guy so there's a lot of misnomers about like an attorney state being hard and it isn't really outside of that you know they do have a notary in office but you're just gonna get the overflow from that one note or does that make sense because that one notary can't be everywhere obviously so um don't get discouraged you got a big you got a big network out there man and uh i'm excited to have you on board bro all right thanks mark thanks man now you're welcome um my biggest takeaway from the conversation was leveraging whatever you currently do to the to the signing agent business so even like julius who had contacts realtors contacts i want to take this conversation a little bit of a right turn but hear me on this so even though he literally had title contacts let's say that you you should always be bringing in whatever your current job is and your skill threat your skill set from that job and how that can apply to be a signing agent so follow me on this let's say you're a teacher right you're like oh well i'm a teacher i do this part-time but look i got to have patience as a teacher man trying to get a bunch of third graders to pay attention to me is like herding cats which by the way sometimes getting a borrower to do the same thing like i'm really good at explaining things i'm really good at instructions because that's all part of my teaching background so don't be afraid to bring in whatever experience you have let's say you're an accountant wow so i'm gonna i used to be an accountant i really love numbers i pay attention to detail so your point is to make sure that you bring in whatever work experience you have and tie that into what makes you a great signing agent now like julius if you have experience working with them previously bring in specifically the attributes you had from that current experience you had working together and remind them of what makes them what makes you great and that reminds them experience that they have with you hope that helps because i thought that was a great tidbit my biggest takeaway from that all right who do we got next we got sandra coming up great conversation all the way from new york we got people all over the country new york kansas california bringing the heat today how's everybody doing what's going on i think we have sandra are you there sandra i i see something sandra listen mark i i'm a student i signed up and i was so excited and i did i did um i was going to the course and i took the exam and i got it 86 and after that i was i just stopped doing everything well let me just say this slows the speed okay so i mean your journeys are the way it's supposed to be supposed to unfold you get the course forever okay what i tell every student is that you know mortgages aren't going away anytime soon girl you know to me so jumping back into the course is good and remember that like you know if it takes you a year to get through the course it takes you a year like no one's judging you you know what i mean opportunities there i mean education is power only if it's applied so i would just jump back in the course get back on and you know what i tell every student whether they're like you've been there you stop and want to pick it back up is instead of getting overwhelmed with i got to do all this this weekend it's just time block an hour a day three days a week and then just get through that right because consistency gives you results and no matter what we do and but it doesn't you don't need to be like three hours a day five days a week i mean if you're busy looks like you might have a job that just trying to time block an hour a day two days a week and in a month maybe you're up and running you know what i mean so my advice to is just slow as a speed but consistency builds businesses so be consistent with your learning curve whether it's an hour a week then it's an hour a week does that make sense but jump back in man let's go i need a mentor okay cool well let me well i'm your macro mentor but look here's what i'll tell you what city are you in what state i'm in florida okay cool look one of my biggest pet peeves and i'm not saying you're doing this i'm kind of macro coaching to everybody here who's on the call um is everybody he's a mentor right everybody would like a mentor and frankly gonna be honest with you as everyone should get a mentor locally but the problem is this that i see from fellow students is it from from students is they make a post i need a mentor and then nobody answers them and then they email me mark i need a mentor no one answered me i'm like well i wouldn't answer you either so the point i'm trying to teach you right now in this in this call is business is about exchange of value when you realize businesses in a transaction but it's how can i help you and you help me and let's get together a party that's about asking like asking a mentor too so instead of saying i need a mentor like hey i would love to met i would love to go over definitions with somebody does anybody want to role play does anybody want to practice the script back and forth i don't know what kind of job you have right now but is there something from your job that you could give value to like hey i'm in sales anybody want to do some sales training back and forth figure out where you can add value and then someone be like you know what i would love some sales training like oh my gosh here's my zoom let's zoom next week so yes you should get a mentor yes you should get an accountability partner but don't just be like i need a mentor does that make sense hey i would love to work with someone locally in florida about like going over like what's working for you but let me tell you what i can offer you before you might want to reach out to me okay give value you know like i'm a great banker maybe if you want to bake treats for your your clients i have the best recipes that are simple and cheap my point is is figure out where you can add value to somebody else and then then don't be afraid to ask for something in return but too many students be like i need a mentor well cool i need a million dollars you know what i mean it's like what are you giving in exchange for that but no girl florida's huge as far as our loan signing system facebook group so make sure you jump in there with ambassador we have students all over the state jump in there and ask if anybody would love to meet up with you and but in exchange for that i have this to offer and i think that makes getting business easier too is when you realize that business isn't a transaction but an exchange of value you'll find that business is very easy to get too many people overthink what business is it's not trying to convince something to do something it's i think there's benefit both sides that make sense yeah that's great cool thank you so much are you glad you jumped on today with me yeah i am i really needed to get back into the course and start doing it again because you got gun hoe did it did it did it and then i took the exam and then i was just like oh i didn't get the score i needed so i just kind of put it to the side and life happened and i was like okay i'm really part-time i was making all these excuses but then you came on live today and i said i'm gonna jump in and listen hey there's no such thing as an accident girl so i'm rooting for you you know if you need me any time and remember the course is yours forever so i don't recharge you for that so it's yours get in there and then if you need me you know where to find me okay great thank you bye bye bye bye i think the biggest takeaway from that conversation is you know slow is a speed there's some of you guys who get to scourge because you haven't finished the course in three months okay even finish the course in three months some of you like marketing about the course for a year cool get back in it but remember consistency gives us results and anything we do in life so whether you want to go to the gym whether you want to be a better spouse everything is about consistency but consistency doesn't mean that you need to dedicate one hour a day every single day if you don't have an hour a day then don't do it but what i'm telling you is then what you need to do is put an hour every other day into your studies maybe it's an hour once a week but just stay consistent with an hour once a week does that make sense consistency gives us results and everything in life and so if you found yourself kind of pushing the course away you found yourself watching this video somehow remember mortgages aren't going away man so do what you do you're welcome sandra so glad you jumped on and i'm so glad everybody here how's everybody doing let's go what an amazing day to be a signing agent all right who is next hello hello it's good to see you again okay good because i don't want to lose cell phone signal either um all right so tell everybody your name um and where you're from and that's getting such coaching perfect okay i'm martina thousand scott i am from florida i own first class mobile notary llc and i am so grateful that i find out about you mark and that i followed every single thing that you have said online anywhere like i follow you everywhere like social media linkedin everywhere and everything makes sense that you say like for me just starts unfolding everything all my hard work and every little uh effort that i have put you know and i have uh been you know like how do you say uh frustrated in a lot of a lot of times you know with certain escrow and title offices that i would walk in and i don't feel welcome but i start making the little gifts i start showing up you know like with a big smile and good attitude and people like it you know and i like you would be surprised the calls that you would get from the people that you least expect like you know maybe the people that will chitchat they may not ever give you business or they may give you just one or two time but the people that are like always busy obviously yeah they're busy they don't have time to talk they will call you several times and for me and i'm so so grateful for everything um i'm getting a lot of referrals i'm getting up today i just had somebody you know i asked if they found me on google yell but whatever else advertisement for general notary and well you're breaking up a little bit i'm so proud i can teach the x's and o's i just can't teach effort so um i'm proud of the effort you've put in the business um this is a um coaching moment oh it looks like you're breaking up dang it okay uh your vlog back on um wow well i mean the first thing i want to talk about what she said and i hope this inspires some people out there is you know you never know who you can get phone calls from the people that seem to be rude and blowing her up are the ones who are calling her for business remember some people are rude and blowing you up what it feels like it is just you're not blowing you off they're just busy and busy is good that means they have business to give you and so when she was talking about like look some of the people who chit chat are the slowest ones that's why they can chit chat and they don't give you in business because they don't have any business to give you but sometimes those rude escrow officers aren't being rude they're just busy busy means signing signings means opportunity so your job is just to stay consistent like she is consistent with the follow-ups consistent with showing gratitude and you'd be surprised like she said who will give you the business so make sure you keep following the system and let's go all right who do we got next hi hi hi okay so what's your name where are you from and let's get going chantal i'm from hilo hawaii i was on a few weeks ago oh that's right that's right that's right i connected you with uh miriam right yeah yeah okay cool you have a little bit of background noise by the way i'm not sure what that is my husband is working all right cool so you connected with miriam i hope yes yes okay she's amazing right really yes yeah so okay cool so talk to me so 101 coaching hawaii in the house um so i had a question on how you balance everything how do you balance work how do you balance home with kids how do you balance you know housework how does that go for you well i'm going to be very honest with you you know how that's the only way that i roll yes um the honest truth is this when you're scaling your business it's tough to balance and that's just the truth as you've got when you start getting your clients in let's say six months to 12 months that's when real balance comes and that's for every signing agent and i think the best thing to understand is in the beginning you know you should time block the best you can but the truth is the matter is sometimes you're going to need to be available when your borrower or your client needs you and that is just me being as honest as i can but the good news is this business is really easy to get into a flow once you have the signings on your belt and once you have the relationships because once you have the relationships you can literally tell like oh my gosh it's my daughter's recital tonight they're like girl don't work but you got to kind of create the relationships and so once you get to the relationship maintaining phase then it's really truly easier to have life work balance um i would be very being dishonest with you and not genuine that when you're in the scaling part of your business the work-life balance really isn't there because you always got to be available you got to show you got to market whenever you can because look in order to get business you need clients and if you don't have any clients you should be out networking every single night if you can whatever time permits it but what i would say is to a scaling signing agent is that you know the best thing to do is time block like family time time block moments that you can say no matter my phone rings i'm dedicating this two hours or four hours on a saturday to my family and just stick with those time blocks but in the beginning it's going to be a little chaotic and that's just the honest truth and the signing agents who understand that there is a light at the end of the tunnel tend to work a little bit harder quicker because they want to get to the work-life balance that exists 12 months six months down the road does that make sense so i think in the beginning time blocking family time is going to be a very important thing to do but understanding that when you time block it needs to be dedicated to your family because you know that that i'm running around like crazy during the week because those are prime marketing hours but what i'm going to tell you is this the light at the end of the tunnel is when you create relationships they will not want you to work when you have things pop up i will have clients who would literally be like mark do not take this signing because you told me last week that you have to go on vacation go on vacation with your family so when you get to this when you get to the business building part it's really about a business maintaining part it's they're going to want you to take time off they're going to want you to time block in the beginning it's all about just working and figuring out where you can time block friends and family here's what i will end with though okay is i do not want you working without vacations mental health is as important to building a business so you should never be scared of like taking you know doing a long weekend taking a week off but it's also understanding when you get back i'm still in the scaling part of my business and having very open dialogue with your family having very open dialogue with your friends like i'm building this business man and i just in the beginning i might need a little bit of support that i'm going to be running around like a chicken with my head cut off and so i think the key to work-life balance as a scaling signing agent is having really open honest dialogue with our family and friends and just being like look because i'm going to a networking event doesn't mean i don't love you it doesn't mean i don't want to spend time with you it's just i got to make sure i'm focused in the beginning because i want to get to the point of maintaining sooner than later and so i think it's having open dialogue like for honestly with my wife when we first started dating um i let her know like look i work a lot of evenings uh it's not that i don't want to i spend time with you i don't want to spend but it's just having the open dialogue but you know my goal is to have a signing service and to step back and not work every week week night and so and then as i started building out really deep relationships i would tell her like look you know maybe we start doing wednesday night uh and she by the way is commenting down below she is watching this as we speak so she knows that i'm being very honest with this but i think that you know she was more apt to go on this adventure of dating me because i was very open with dialogue and said look you know i work five days a week at nights um i will take time off for weekends i'll take time off to to do date nights but this is kind of what i'm signing up for right now um and so i think open dialogue is the real key as a scaling signing agent does that make sense and then once you get to the point where where you want to be then it's easy to take off time whenever you want right right got it was that was that kind of helpful yes it's very helpful oh i'm so proud of you girl and i'm going to try to connect you with a few more uh hawaii ends yes um but girl keep doing what you're doing and keep and keep the metal pedal to the metal and know that it will get the light is at the end of the tunnel once you start maintaining those relationships awesome thank you so much all right go get them bye um i think beyond i think i think as as as a scaling signing agent it's understanding that communication is key on what the adventure you're about to embark upon the journey of you going into a new business i might be a little bit less available for evenings with you but it's because i'm trying to go out and go to networking events so i think if you understand that key is the key is is importance uh communication excuse me is important to the business i think you can give you're gonna be fine okay cool i got time for one more hi hello i have to pull over because i'm driving it's the only time that i had to like connect with you well i'm appreciative by the way how you doing today while you're pulling over hello okay cool so tell everybody your name and where you're from and let's get in the conversation all right so my name is jessica i am from rhode island up in new england um you've already answered a lot of the questions that i had with other people but i still wanted to stay on in case you have any other like little tidbits that might help so i am brand new brand brand new my intention when i first started this was to do the signing services for a little bit to kind of get you know some experience boost up my confidence before i go direct and then i just found out after the fact that i am in an attorney's date so now i kind of have to um pivot my whole thought process in order to make sure that i am successful with it because i haven't been getting any offers through the signing services i call them as soon as i call them they say oh it's already been assigned so i'm like you know what i'm gonna pivot i'm gonna find a new approach and i said i should go direct before waiting for all of these you know for the experience so my question for you is my goal this week is to finally start going into attorney's offices and to start marketing myself but what i need help with is what things did i focus on what should i be saying right now that's going to catch their attention since i don't have that experience couple things that i heard first off i'm so proud of you i can't teach effort man and you're doing everything the system i'm asking of you calling the signing age services up what i would tell you though is don't forget to end with a if you have any other signings where i live i'd love to be mark preferred don't be so because sometimes remember um they might have sayings in your area again and then so don't forget to ask them to be more preferred you don't get what you don't ask for so just because it's gone away is not a lost opportunity is my point okay so the next time like hey okay great you let that go uh you signed somebody else i'd still love to to work with you next time assign your area here's why okay go through the script okay number two is what i want to make sure that you're understanding here and i'm going to get to your question in a second but i had a few of the coaching moments i wanted to give you okay is remember the signing service sees you have zero signings under your belt so when you call them they see they pull up your profile they're like okay cool you have zero signing so they may be blowing you off by saying they assigned to somebody else so don't forget to continue with your elevator pitch continue to be like this is why you need to hire me i understand the importance of funny conditions go through the script so they realize that you know training can take the place of experience which kind of leads me to the next point i'm going to make to your question is the same thing when you're talking to an uh uh a realtor a real estate attorney a title office by the way you should be hitting up all of those not just real estate attorneys it's explaining to them through conversation that you understand what you're doing the moment somebody asks you how many signs you have under your belt is the moment you failed to show your training supplants experience does that make sense so ideally no one ever even asked you f-zero signings and direct because you've explained i understand funding conditions i understand the importance of showing up on time i'm trying not to give away the script okay so i keep repeating the same thing over and over and over the point of the script though is to show that you understand how the industry works you understand that it makes you sound like you have experience because you've taken training to make you understand those points so that's what you say and so remember whether you're talking to a signing service who told you i have already assigned it don't forget to ask him the mark you preferred but then still go into your pitch still being like look here's why you need to trust me and remember i'm going to kind of i'm bouncing back and forth when you're calling the signing service don't be afraid to talk about the elephant in the room like look i know you see zero signings so let's just talk about that i have two certifications i'm the nna and the lss certification i understand go through the script and then they may be like okay cool because remember what they're trying to filter out are the signing agents who only paid for the na certification and done nothing else right they they only spent 70 bucks and don't have really any training and they're trying to filter those ones out so you have to understand you have to make them see that no no no no i get what you're trying to do here you're trying to filter the signing agent so you don't take their career seriously so let me explain to you why you need to give me the opportunity so don't stop at like oh i've assigned it keep going down that path same concept with direct business what makes you special is that you understand the industry right and so your job is to explain that to them and then if they get to the point of like hey tell me how sign each of your belt that's a key learning moment of like okay cool i need to get better more fluid at the script that first couple times you say the script girl you're you're going to bumble that's okay but yeah yeah it's all part of the process right even people that i couldn't accept it i had to like decline them i called them too i'm like hey i'm really sorry i wasn't able to take it but i'm just getting you know go into it so i've been doing that i think more specifically my question would be like so when i'm going into these offices right what things right now would be buzzwords for them like what kind of packages are we going to be seeing a lot of right now like what they focus on to really really master it in my mind to understand it well enough that when i go in and i speak to them they're going to be like oh she knows what she's talking about and i have a ton of refinances coming in right now you know what i mean yeah okay so there's two things i'm gonna say right now the first is i want you to get when you market direct it's less about buzzwords and it's more about understanding that you're there to serve them you're there to be a team member okay those are the buzzwords the buzzwords aren't um i have a hundred thousand dollars of eno insurance i don't miss signatures i don't cause funding conditions those are important to relay but those aren't the buzzwords the buzzwords is like you might have a notary in office i get it but you know what if they can't head out at nine o'clock at night i'm your girl you know you might have a notary office but look i just want to be another added resource in case the notary in office is booked is you know has a 12 o'clock and they can't do it 12 30. i'm more here to make sure that i service you in case of need um than anything else and here's why you should think about me in those case of needs and so it's real the buzzwords is understanding that that

2022-04-08 02:35

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