Conquer the Chaos

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Go check it out right now, visit LOKestudy.com and download your free copy today. Welcome to Mortgage Marketing Radio. Brought to you by the Mortgage Marketing Institute, your number one source for truth in Mortgage Marketing. Hey, it's Jeff Zinfra. Welcome to Mortgage Marketing Live. And today we're talking about how to conquer the chaos and we get started right now. Then I wanted to host this really as a free and open mastermind discussion because look at obviously we're not in normal times right now, right? Normal has been canceled. In case you haven't noticed, but there's some good news on the horizon. We'll talk about that, but here's what I want to do, right? Is I want to just talk about what's the current state? Here's the current state, right? What's happening? I mean, it's crazy out there right now, right? We're losing some freedoms and control. I mean, I don't know where you're at, but where I'm at, there's like, listen, Vegas gambling is closed. There's no gambling in Vegas right now. Shut down. Gone. Hotels, casinos, closed. Can't get in. Crazy. Why does that ever happen before? I don't know, right? As I said, normal has been canceled and there's different feelings and emotions that are going through the country right now. There's a lot of fear. There's some uncertainty. That's not everybody, thankfully, right? There's a fair amount of optimism and confidence as well. Here's what I want to do first and foremost. I want to check in and just see how you're doing. Truth and honesty here, full transparency that when I woke up this morning, I wasn't feeling it. It's not feeling it. I was down. I was arguably slightly depressed, angry, bitter, pissed off. I was feeling down and the magic of what happens when we all collaborate and stick together and support each other is I was lifted up by this person who I normally coach right every two weeks and it was a complete turnaround in that I got on the phone. I really didn't want to get on the phone. I thought about canceling the call and I was coached. I was coached simply by the mindset that this person had, the positive outlook, the energy that he brought to the conversation and what I realized is like, you know, we talked through a lot of different issues and what he said to me was something that I already known. We all know this, but it's the reminder, right, which is it's the reminder of it's all about mindset, right? It's mastering our mindset. So I just wanted to check in number one to see how are you feeling right now? And then number two, ask you a question for you to consider what are your clients feeling? Have you stopped to think and consider what are your clients feeling? And the reason why I ask is because we have this incredible opportunity right now with this situation. You know, I wanted one of the things I wanted to address is how do you show up in a time like this? Ask yourself, what do you think your clients are feeling? And maybe call and ask, right, maybe just, you know, instead of like updates on rates and the markets and all that kind of stuff, just do the whole, hey, I was thinking about you, right? And I just wanted to, I just wanted to ask how you doing through all this? How's everything? Is there anything I can do to support you? Let me, if you don't mind, let me go through our content here today and provide maybe some direction or suggestions for you. Because as you well know, right? Here's the next one. Life is 10% what happens and 90% how you respond. And here's the deal, you're going to have people that respond at various levels. That person who coached me this morning, he had somebody back out of the transaction based on fear, right? And here's the thing, if people are feeling fear, I know, right, there's like this tendency to just, you know, hey, suck up, bucket up and just, you know what I mean. But feeling fear is okay, right? It's okay. You're not imprisoned by that and, you know, paralyzed by it. And I don't, I want to make sure that we don't make people wrong if they're fearful. And this is where it's our opportunity to have compassion right now, have a compassionate heart and understanding and patience and, you know, give people a little bit of grace. I guess is what I'm saying. I know there's a lot of crazies out there, right? Buying up pallets of toilet paper. Give people grace, right? I want to take you through some guidance if I can. And, you know, it's the other things funny guys, I've got to be totally honest with you. When something like this happens and, and I'm blessed to have an audience, right? A podcast audience who's been listening for whatever time a few years now. I mean, we just so you know that the, in terms of how many people download the podcast every month right now, it's, it's, it's ranges between 15 and 20,000 loan officers every month who download the podcast and I'm grateful for that, right? And it's weird because sometimes what you feel is like a certain responsibility comes with that. I don't know if that makes sense, but it's like I see all these other people posting about, you know, coronavirus and, you know, here's what we should do and, you know, stepping up and being, you know, a leader or whatever. And, you know, I've got to tell you, it's, it's like, I paused and I was just like, what do I have to say, right? That could, could make any difference. So it took some time to think and evaluate and look at what some of the other people are doing. And I was just like, okay, I've got something I think I can say. And so I spent last night preparing it. Here we go. Let's get into it. Shall we? In times of chaos, what do people seek? What are people looking for in times of chaos? They're looking for number one context. What does context do? It helps it make sense. It helps me understand. Help me understand makes sense of all that's happening in the swirl of information with the coronavirus to the markets to, you know, everything. Number two, they look for confidence. They're looking for a place of confidence, right? Why? Because we have this range of emotions that we've just talked about fear and certainty and things like that. And I'm looking for where I can latch onto that's going to make me feel confident about the future. What's next? Now, this becomes a loop, right? And so if you can find ways, which I'll share with you in a couple of minutes, find ways to help them make sense of everything that's going on through context and be an example of confidence in the storm of some chaos. What happens is this, this is what people look for, right, when they have chaos, they start to listen, right, and watch what are the sources of information that they're following out. So number one is listen. Number two, they use that information, hopefully if it's useful and accurate information to make sense of everything like I talked about in the context of the environment so that they can then feel confident and respond. So it starts with, right, context, how does this make sense for me individually, right? Context, help me understand, makes sense, confidence, right, learn so I can respond, so I can know what to do next, does that make sense? So this is what I am calling right now our opportunity, our opportunity to show up and be different. People are always asking, hey, what do I post online? How do I show up and be different? How do I get noticed amongst the noise? Well, like Albert Einstein said, only a life lived in the service to others is worth living. The very first place that we start today is how do we be of service to others? Let me give you a couple of examples that maybe you can borrow from, okay? In doing some research, what I found is there's some companies and people that are doing great jobs of being of service to others out there. So here's an example, right? I shared this on one of my social media feeds, whatever, I think it was on my personal page. Got a lot of engagement, right? Stuck at home, these 12 famous museums offered virtual tours you can take on your couch, right? So these are 12 different museums around the world that are allowing you to take a virtual tour of your museum considering the current state of the world. This is from a wedding planner that I know, tips on getting through coronavirus COVID-19 during your wedding planning and how we can help. Think about it. How many people have a wedding plan for April or May, what are they going to do? I don't know. Here's another example, right? How about you post a video where you go live? I just talked to, as a matter of fact, that loan officer I mentioned to you who was coaching me this morning. One of that call, we ended on such a positive note that he decided he was going to take this idea and do his version of it. But how about you go live or post a video that says, hey, what's up, guys? I know we're in a crazy time in the world right now and I just want to share with you that now is our opportunity to really support local business like like never before. And I don't know where you are, but right now it's like you're not allowed to go eat. There's no bar. You can't go hang out all that kind of stuff. So here's what you can do. Grab your phone and post a video. I just want to help, right? Here's how you can support local business. Number one, they're still open for takeout. And so maybe you want to feature one of your local favorite businesses for takeout, right? And do a video right in front of that place. My loan officer that I coach, it's literally a five minute walk with his dog where he's going to grab his phone and go live or post a video and just say, hey, you know, here's Billy Bob's barbecue. Man, their favorite local business been here for 23 years. They got awesome barbecue. Guess what? They're still doing takeout. So this is a way we can support local business. Number two, you want to support a local business by gift cards. Why? Because those gift cards will be used in the future, right? Number three, if it's in your area, you've got a farmer's market or whatever that's still happening by local produce, all right? And then number four, hey, consider giving a donation, right? To the restaurant, to the local, I don't know, school, daycare center, whatever it is, your local charity of choice, whatever, something where people are impacted because of lack of income, layoffs, you know, things like that. Perhaps give a donation. The point is this is, remember I said, it's about being of service. You're just posting this content in this video, being of service and offering people an idea to how they can help and be a part of the local community that we're all a part of here in this world. Here's another idea, right? This is from a loan officer that I know up in the Bay area, what he posted on his Facebook page. If you know someone or your kid depends on the school lunch meal, no judgment, feel free to PM me and we can make sure they get food past the blessings on. Good deeds never go unnoticed, okay? Here's another idea. I saw a realtor post this, share this with your realtor. Here's another idea, guys, how about you put a post out there, anyone interested in jumping out a Zoom call to get answers about mortgage rates and the Fed cut, right? Be of service, right? Here's a bottom line, what I'm getting to, with this all, with this all is summed up as folks. Like I said earlier, help people make sense of it all. Help people navigate from chaos to context to confidence. And let me give you some examples of what not to do from the mortgage space, market commentary. And I love this, right? Could you imagine somebody actually taking the time to read this, rising this morning will remain erratic with Racheese often disconnected from what's going on in the bond market? Who's already completely bored and turned off? Do you think that's doing any great service to your community of providing context? I can't make any sense of that. I'm in the mortgage business in half of this. I don't even know what it understands. How about this for an example? Let's make it clear. Let's take the chaos, give me context so I can make sense of it all and be have confidence about making the right decision, right? Here's an example, right, shout out to my peeps of fairway, apples and oranges. You guys maybe saw this bouncing around on social media as well. This happens to be one of the better versions of this that I had seen, right? Clearly visually in a moment, you understand two different things, right? But then it goes on to explain what you need to know. Here's my take. The best way to provide context is video. Case in point, right? Jennifer Beaston, she does an amazing job with providing educational videos that give context so people can be informed and have confidence about making decisions based on the information she provides. If you don't follow her on YouTube, you need to. That video was posted. March 15th. What is the date today? March 18th. She has 14,739 views of that video in three days. Guys, look, if there's any time to get on video, now's the time. Okay, let me just go on for a second time here. Here's kind of a script that you can deal with if you're dealing with rate choppers or whatever. This is what you can say on your video whenever you're posting that contextual educational video, right? Just tell people, look, hey, folks, I know it's a crazy market right now. Here's the thing you need to know. It's changed every minute of every hour and every day. My job is a market professional. Monitor the markets. Help you make sense of it all. So if you get any questions about the market, you're unsure what to do right now. Should I buy? Should I sell? Right? You're in process. You need some more information, right? Let's grab a quick Zoom call and I'm happy to walk through your scenario and help you make sense of all the information, right? How many of you could do that very easily? So here's the thing. What happens on all the other social media platforms when you post content? It goes away. It's lost in the feed, right? Stories go away. Feeds go away. Facebook feed gone Instagram feed, right? For me, why YouTube makes so much sense because some of the people I've been talking to and interviewing is number one, it's a search engine and people search for content, right? A search for content on YouTube, right? People watch billions of hours of YouTube videos. People are watching more YouTube on their regular TVs now, right? But for me, most importantly, most impactfully, when I want to get RLI out of my time on social because we all know this is not easy, it's a pain, right? It lives on. I have videos on my YouTube channel from five years ago that are still getting views. The content lives on. It doesn't get lost in the feed. People can come back to it and find it, new people who are searching. If I posted a video a year ago, right, it can still come up and search. People can watch it on the video. People engage with you over a period of time and some of you know Karen Carr. She's YouTube for real estate agents. She's in the book. I interviewed her on one of the podcasts, go back and find it. It's because people build this relationship in connection with you. They consume your content and it really does a lot to build trust. It does on the other platforms as well, but getting off on a tangent there. But the point being this is because it's a search engine because your content lives done forever. Lastly, YouTube recommends your content. YouTube recommends your content. If somebody was watching a video and there's a relevant video of that that they're watching, YouTube will serve up your content if you've already done a good job on getting views and getting traction on your channel. So they'll help create awareness for you without paying for it. Okay, let's wrap this up for here today. I'm saying we need to become an excellent communicator. We need to provide context that creates confidence in you and we need to become an excellent communicator on the platforms that people are using today, modern contemporary platforms. So folks, where are you going to show up? How are you going to show up? Are you going to be of service like we talked about here today? Which of the ideas are you going to use both for yourself and to share with your referral partners and other people? That's really what I want to want to leave you with here today. The incredible opportunity we have to show up and be of service and not make it about you and sales and now's a great time to sell or refile or whatever. All that stuff is peripheral, right? And if it was ever more true, the saying that's become more of a cliche, which is people don't care how much you know until they know how much you care. Lastly, if for anybody who doesn't know, the book is available on pre-order right now if you haven't yet pre-ordered the book, you can go to getdisruptordie.com, pre-order the book, getdisruptordie.com. And this will be released over the coming, over the next seven to ten days actually. And what I've decided to do is include a free companion course that goes along with this book where I've got additional interviews and content and downloads and things like that that go with this book, kind of chapter by chapter. So it helps you take a deeper dive along your journey. Look for that to be released, but if you want to get on the advanced list, go to getdisruptordie.com. And lastly, additional resources in case anybody doesn't know these exist, podcasts, if you haven't checked it out. And of course, speaking of YouTube, go check out my YouTube channel Mortish Marketing Live, same as this live show and more content coming from there. Thanks for listening to Mortgage Marketing Radio. One more truth in Mortgage Marketing, get more free training and resources at Mortgage MarketingInstitute.com. Hey guys, what's up real quick? You've heard about the Mortgage Marketing Pro membership before and I just want to quickly remind you of that. 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