The Selling Process

Welcome back to The D&G Loan Officer Realtor Motivational Business Mindset Podcast 🎙️ In this episode, we’re diving into a mindset shift from Dan Sullivan that has transformed how entrepreneurs, REALTORS®, and loan officers approach business: 👉 Ready, Fire, Aim.  🎧 Listen on Spotify: https://open.spotify.com/episode/0UmcIu1EmN11YfXzvH9lzQ 🔥 What Is “Ready, Fire, Aim”? Traditional wisdom says: Ready – Aim – Fire Get prepared Get perfect Then act But Sullivan flips it to: Ready – Fire – Aim Get a direction Take fast action Refine and adjust with real feedback 💥 Why It Works Perfection is procrastination. Waiting for perfect means you may never launch. Momentum dies when you overthink. Real feedback only comes in motion. Clarity doesn’t come from sitting still — it comes from doing, failing, and adjusting. Speed creates confidence. Quick action builds momentum, and momentum fuels smarter choices. Action filters ideas. Not every idea needs deep analysis. Execution reveals what works and what doesn’t. 🧠 Real-World Applications Podcasting: Start with what you have. Don’t wait for the perfect mic or setup. Entrepreneurship: Launch MVPs (Minimum Viable Products) and refine later. Content Creation: Post today; let feedback guide you. Marketing: Send the email, post the reel, make the call — now, not later. 🔁 Supporting Concepts by Dan Sullivan The 80% Approach: Ship it when it’s 80% good; the rest improves with feedback. Who Not How: Don’t do it all yourself — start, then find partners to fill the gaps. Failing Forward: Mistakes are part of progress — embrace them. 🧨 Final Takeaway You don’t need it all figured out before you begin. 👉 The only way to figure it out is to begin. “If you wait until you’re ready, you’ve waited too long.” – Dan Sullivan 📅 Schedule a Meeting To schedule an appointment with Garrick, visit: 👉 https://freshhomeloan.com/schedule-a-meeting/ Garrick Werdmuller Independent Mortgage Broker DRE BRKR 01368202 | NMLS 242952 📞 510.282.5456 | 📠 510.225.0382 ✉️ garrick@freshhomeloan.com 🌐 freshhomeloan.com 🏁 #ReadyFireAim 💥 #TakeAction 🎯 #EntrepreneurMindset #PodcastLife #BusinessGrowth #MindsetMatters #JustStart #ActionOverPerfection #Entrepreneurship #Motivation #SuccessMindset #HustleAndFlow #LaunchNow #LearnAsYouGo #Momentum #StartToday #SmallBusiness #ContentCreators #Podcasters

Welcome back to The D&G Loan Officer Realtor Motivational Business Mindset Podcast 🎙️ If you’re a REALTOR® or mortgage pro looking to scale your referrals, prospect smarter, and cut through the noise , today’s episode is for you. We’re diving into LinkedIn Sales Navigator and data mining with AI tools — two game-changers that help you target the right people at the right time.  🎧 Listen & Learn on Spotify https://open.spotify.com/episode/4H5Vev58EH1v3ERp1AU8LR 💼 Why Use LinkedIn Sales Navigator? This isn’t just another social media platform—it’s your B2B prospecting engine. With Sales Navigator , you can: 🎯 Build custom lists of referral partners like investors, CPAs, divorce attorneys, estate planners, and business owners 🧠 Filter by location, title, industry, and years in business 🔍 See who’s viewed your profile (hello, warm leads) ✍️ Send personalized, trackable messages 📓 Save leads and track engagement across conversations Example Use Case: “Want 10 estate attorneys in your county who work with high-net-worth clients? Sales Navigator can find them in minutes. Connect, follow, message, and follow-up like a pro.” 🤖 LinkyBot.ai = AI Follow-Up on Autopilot Once your list is built, LinkyBot takes over with automated outreach that feels personal, not spammy. What It Does: 📩 Sends intelligent, human-sounding DMs or emails 💬 Keeps conversations alive while you focus on showings, closings, or calls 🔁 Reaches out on your behalf, even when you forget 🔗 Works with LinkedIn, email, or exported contacts from your CRM or Covve Instead of saying: 👉 “I should follow up with that attorney I connected with.” You’ll say: ✅ “LinkyBot already did — and they booked a call.” 🔍 Data Mining = Your New Prospecting Advantage Data mining is the process of extracting predictive insights from massive datasets to identify who is most likely to move, sell, or refinance. Think: finding the needle in the haystack before the needle realizes it’s sharp. 🧠 How Platforms Use It: Public Records 🔑 Ownership history, mortgage type, equity position 💼 Tax data, zoning, property age, square footage Consumer Behavior 📲 Online search habits (Zillow visits, moving boxes ordered) 📦 Life event triggers (marriage, divorce, new baby, inheritance) MLS + Market Trends 🏘 Expired listings, price reductions 📉 Days on market, agent-switchers Third-Party Data 💳 Pre-mover credit pulls 🧭 Out-of-area ownership, investor activity, rent vs own 🎯 Why It Matters for REALTORS ✅ Beat Zillow, Redfin & Rocket to the consumer ✅ Focus on the right people, not just more people ✅ Build hyper-targeted lists for AI follow-up, postcards, ads, and calls 💥 This isn’t cold calling anymore… it’s precision prospecting with data . 📅 Schedule a Meeting To schedule an appointment with Garrick, visit: 👉 https://freshhomeloan.com/schedule-a-meeting/ Garrick Werdmuller President & CEO Fresh Home Loan Inc 📱 510.282.5456 (call/text) NMLS 242952 🌐 www.FreshHomeLoan.com Socials: Facebook Instagram LinkedIn YouTube #LinkedInSalesNavigator #DataMining #AIForRealtors #RealEstateProspecting #RealtorTips #LoanOfficerLife #BusinessMindset #FreshHomeLoan #ReferralPartners #SphereOfInfluence #PrecisionProspecting #RealEstateTechnology

Welcome to The D&G Loan Officer Realtor Motivational Business Mindset Podcast — yeah, probably the longest and least catchy name in all of streaming. 😅 In this episode, you’ll hear an excerpt from a live event we did on social media + prospecting . If you’ve ever struggled to stay consistent with calls, letters, or outreach, this one’s for you. 🎧 Listen & Learn on Spotify https://open.spotify.com/episode/1GRwITq5KiFxyBpuLdh4Ly 🔥 Let’s get into it: 🧠 Beast Mode Prospecting Plan Your database is a goldmine. Treat it that way. 📬 2 Letters a Week (Every Wednesday) ✖️ 52 Weeks = 104 touches 📞 4 Calls Per Year (Per Contact) That’s once per quarter — simple, human, consistent. 💬 What Do You Say When You Call? Keep it simple and real: “Hey, just checking in — how’s it going?” “Thank you again for working with me!” “Did you hear about that ___ down the street?” “Just wanted to say hi. No pitch. Anything you need?” 🔥 Here’s the truth: It’s not what you say… ✅ It’s that you say something . 🎯 The “3 x 2” Referral Script When you make those calls, just ask: 👀 “Do you have any: 👨‍👩‍👧‍👦 Friends 👯 Family 💼 Co-workers looking to 🏡 buy or 🏠 sell?” That’s it. No pressure. Just planting seeds. 🌱 🧩 Part 2 – Sphere of Influence Your SOI (Sphere of Influence) is your untapped goldmine. 👨‍👩‍👧‍👦 Friends & family 🏘️ Neighbors 🏪 Local business owners 🏋️ Gym buddies, church members, school parents, clubs 🙋 Anyone who knows your name and would say: “Oh yeah, I know Garrick.” 💡 Why It Matters: 🌟 According to NAR, 63% of business for top agents comes from their sphere . ✅ More referrals ✅ More repeat deals ✅ Steady stream of business 📱 Pro Tip: Mine Your Cell Phone Use a tool like Covve Export to pull all your contacts into a CSV. Clean it up, delete duplicates, and upload it to your CRM. Your phone = your prospecting powerhouse. 📞💥 📆 Lock It Into Your Weekly Routine 🗓️ Wednesday = Database + SOI prospecting day Keep it light, human, and consistent Your voice is your superpower ⚡ 💬 Final Thought Prospecting doesn’t have to be complicated. It’s about letters + calls + consistency . Show up, stay in rhythm, and the business will follow. Old school ALWAYS wins. 🧢 📅 Schedule a Meeting To schedule an appointment with Garrick, visit: 👉 https://freshhomeloan.com/schedule-a-meeting/ Garrick Werdmuller President & CEO Fresh Home Loan Inc 📱 510.282.5456 (call/text) NMLS 242952 🌐 www.FreshHomeLoan.com Socials: Facebook Instagram LinkedIn YouTube #BeastModeProspecting #RealtorTips #RealEstateProspecting #SphereOfInfluence #DatabaseMarketing #RealtorLife #LoanOfficerLife #AIforRealtors #BusinessMindset #MortgageTips #FreshHomeLoan #JustCall #RelationshipMarketing #ConsistentAction

If you're a new loan officer , a REALTOR® learning the ropes of mortgage pre-approvals , or a homebuyer ready to take that first step toward homeownership , understanding the 1003 Loan Application is absolutely essential. This form isn’t just paperwork—it’s your gateway to pre-approval and ultimately closing on your new home. 🎧 Listen & Learn on Spotify https://open.spotify.com/episode/2CSWRFrcIaOHU9SmItH6lG 💡 What Is a Loan Application? A loan application is a financial snapshot that helps determine whether someone can be pre-approved or fully approved for a home loan. At its core, there are six key elements required to trigger the process: ✅ The 6 Things That Make a Loan Application Complete Borrower’s Name – Legal name(s) as shown on your ID. Income – Salaried, self-employed, or rental income. (Think paystubs, tax returns, or P&L statements.) Social Security Number – Required to pull credit and verify identity (encrypted & secure). Property Address (if known) – Optional for pre-approvals, required for full underwriting. Estimated Property Value – Helps determine Loan-to-Value (LTV) ratio. Loan Amount Requested – Drives monthly payment and approval calculations. 🕒 Timeline: What Happens Next Day 0 – Application Date (“Trigger Day”) Disclosures are legally required to be triggered. Day 3 – Initial Disclosures Due The Loan Estimate (LE) must be delivered or mailed. Borrowers must acknowledge receipt before appraisal or fees can be collected. 📄 The Full 1003 Form (aka URLA) The official name is the Uniform Residential Loan Application (URLA) — also known as Fannie Mae Form 1003 or Freddie Mac Form 65. It’s used for conventional, FHA, VA, and other residential loans and includes: Section 1: Personal Info (name, SSN, marital status, housing history) Section 2: Employment Info (employer, title, self-employment details) Section 3: Income (base pay, commissions, rental income, child support, etc.) Sections 4–5: Assets, Liabilities & Real Estate (bank accounts, retirement funds, debts, properties owned) Section 6: Loan Info (loan purpose, property details, loan amount) Sections 7–9: Declarations, demographic info (optional), and loan originator details 🏡 Why It Matters With a complete 1003, we can: Pull credit Issue disclosures Submit to underwriting Lock your rate Move you closer to homeownership 💬 Final Thought Taking a great loan application isn’t about filling in boxes—it’s about asking the right questions, gathering the right documents, and building trust. If you’re ready to get started—or want to learn what goes into a solid pre-approval—our team is here to help. 📅 Schedule a Meeting To schedule an appointment with Garrick, visit: 👉 https://freshhomeloan.com/schedule-a-meeting/ Garrick Werdmuller President & CEO Fresh Home Loan Inc 📱 510.282.5456 (call/text) NMLS 242952 🌐 www.FreshHomeLoan.com Socials: Facebook Instagram LinkedIn YouTube #LoanApplication #1003Form #MortgageTips #HomeLoan #FirstTimeHomebuyer #RealtorLife #PreApproval #MortgageEducation #BuyAHome #DreamHomeJourney #FreshHomeLoan

Most entrepreneurs, salespeople, and professionals I talk to live in a constant state of reactive chaos — jumping from one fire to the next with no time to plan, build, or breathe. Here’s the truth: it’s not just a time problem — it’s a quadrant problem . In this episode of The D&G Loan Officer Realtor Motivational Business Mindset Podcast , I break down the legendary 4 Quadrants of Time Management , based on Stephen Covey’s model, but tailored for modern professionals like us. Understanding this concept has changed how I structure my day, lead my team, and scale my business — and it can do the same for you. 🎧 Listen on Spotify: 👉 4 Quadrants of Time Management 🔥 The 4 Quadrants Explained Quadrant 1: Urgent & Important Examples: Crises Deadline-driven loan files Emergencies that can’t wait This is the firefighting zone . You don’t want to live here — just visit when necessary. If you ignore the next quadrant, you’ll stay stuck in this one. 💡 Quadrant 2: Not Urgent but Important Examples: Planning & goal-setting Marketing & prospecting Relationship building Systems, training, & development ✅ This is where success lives . Want to grow your business, have more peace in your day, and build something sustainable? Quadrant 2 is your new home. Pro Tip: If you don’t make time for this quadrant now, you’ll be forced into Quadrant 1 later. 📞 Quadrant 3: Urgent but Not Important Examples: Unnecessary meetings Solicitors Constant notifications “Got a minute?” interruptions These tasks feel urgent but don’t contribute to your long-term goals. Delegate or eliminate whenever possible. Learn to say “no” or “later” without guilt. 💤 Quadrant 4: Not Urgent & Not Important Examples: Instagram scrolling during work Binge-watching Random internet rabbit holes Pointless group chats We all need a break — but too much time here is how dreams die slowly. Audit your screen time and be honest about distractions. 🎯 Final Thoughts: Where Are You Spending Your Time? Time is your most valuable resource . Once you understand how to categorize your daily tasks using this quadrant system, you can start making powerful shifts — from reactive to intentional, from busy to productive. 🧠 Pair this framework with your personal motivators (Wealth, Health, Peace, Freedom, etc.), and your whole day begins to align. ⚡ Action Steps 🔹 Comment or DM me “Quadrant 2” and I’ll send you the time-blocking worksheet I use weekly. 🔹 Need help building a system around this? Let’s chat : Schedule a Meeting 🔹 Want to share this with your team? Grab the Slide Deck Here Garrick Werdmuller President & CEO Fresh Home Loan Inc 📱 510.282.5456 call/text NMLS 242952 🌐 www.FreshHomeLoan.com Socials: Facebook Instagram LinkedIn YouTube For more information, give me a call at 📞 510.282.5456 or visit 👉 Schedule a Meeting

Welcome to The D&G Loan Officer Realtor Motivational Business Mindset Podcast ! In this episode, we dig into a powerful truth: every human action is driven by self-interest . That might sound selfish—but it’s not a bad thing. It simply means that everything we do is motivated by something deeply personal. When you understand these motivators, you unlock the ability to influence behavior, build trust, close more sales, and lead with impact. Whether you’re a loan officer, REALTOR®, entrepreneur, or leader, mastering these motivators will help you connect with people on a deeper level.  🎧 Listen on Spotify: 👉 The 8 Human Motivators The 8 Human Motivators Here are the eight reasons people take action—and how you can use them to connect better with clients, partners, and even yourself: 1. 💰 To Be Wealthy Money may not buy happiness, but it provides freedom, options, and security. People want to grow their wealth or save money. In sales, frame your message around outcomes: how your service increases financial security or protects their resources. 2. 😍 To Be Good Looking It’s not always about vanity—this is about confidence and presence. People want to feel admired, sharp, or stylish. Show clients how your solution enhances their image, reputation, or how they present themselves to the world. 3. 💪 To Be Healthy Health covers both physical and mental well-being. Reduce stress, simplify processes, and remove obstacles that cause anxiety. Clients who feel healthier (in mind or body) because of working with you will always come back. 4. 🌟 To Be Popular Recognition and approval are powerful drivers. Everyone wants to be seen, appreciated, and valued. Help your clients feel important, highlight their wins, and show them they’re part of something bigger. 5. 🔒 To Have Security Safety and stability are non-negotiables in major decisions like buying a home or taking on a loan. Offer reassurance, clarity, and predictability. Trust is built when clients feel safe in your hands. 6. 🧘 To Achieve Inner Peace People crave calm, alignment, and peace of mind. When your process feels smooth, stress-free, and values-driven, you become more than a service provider—you become a trusted guide. 7. 🕰️ To Have Free Time Time is the ultimate luxury. Saving time, simplifying steps, or giving clients back hours in their day is one of the most powerful motivators you can tap into. Respect it—and you’ll win loyalty. 8. 🎉 To Have Fun At the end of the day, people want joy and meaning. Create memorable, engaging, and even fun experiences. When clients feel good working with you, they’ll remember you and refer you. How to Apply This in Business and Life Here’s the secret: most people are primarily driven by two or three of these motivators. Your job as a professional is to listen carefully, identify which ones drive your client or team member, and then speak directly to those motivators. If your client values wealth and security , emphasize financial outcomes and predictability. If they want free time and fun , show them how your service is efficient and enjoyable. If they’re motivated by popularity or looking good , highlight recognition, prestige, and confidence. The key is personalization. Once you know someone’s motivators, you can connect with them authentically and build stronger, lasting relationships. Final Takeaway Human beings aren’t complicated—we’re consistent. We all want more wealth, health, security, recognition, joy, and time. But each of us is moved by different priorities at different times. When you master the art of spotting these motivators, you’ll gain influence, build loyalty, and grow your results in business and in life. 📅 To schedule an appointment with Garrick visit: 👉 https://freshhomeloan.com/schedule-a-meeting/ Garrick Werdmuller President & CEO Fresh Home Loan Inc 📱 510.282.5456 call/text NMLS 242952 🌐 www.FreshHomeLoan.com Socials: Facebook Instagram LinkedIn YouTube For more information give me a call at 📞 510.282.5456 or visit 👉 Schedule a Meeting

We’ve all been there—you log into Facebook, LinkedIn, or Instagram planning to “do some marketing,” and 20 minutes later you’re scrolling competitor posts, your cousin’s vacation pics, or your ex’s new relationship. Even worse, you trick yourself into thinking that liking random posts or debating in a Facebook group is prospecting.  🎧 Subscribe on Spotify & leave us ⭐⭐⭐⭐⭐: https://open.spotify.com/show/6WcBRy68pmw3VOoopHqqFT Here’s the truth: social media can be the biggest time-suck in your business— unless you use it with intention. That’s where the 30-10-5-5-3-1 Rule comes in: ✅ 30 minutes of focused social media (timer on, plan ready) ❤️ 10 likes (“harvest” engagement in your network) 🤝 5 new connections (referral partners, clients, vendors, locals) 💬 5 real comments (genuine, personal, memorable) 📩 3 direct messages (relationship-driven conversations) 📢 1 post of your own (tip, story, listing, insight, or win) This system keeps you out of doom scroll mode and in relationship-building mode. Do it daily and you’ll see more engagement, warmer relationships, and real leads. 👉 Want more strategies like this? Tune in to the D&G Loan Officer Realtor Motivational Business Mindset Podcast for practical tips that help you win in today’s market. 🎶 Music powered by Renegades Worldwide, The Five1Hero & Fresh Cut Wax LLC. #RealEstateMarketing #LoanOfficerLife #MortgageBroker #IndependentBroker #FreshHomeLoan #RealtorTips #RealtorLife #CaliforniaRealEstate #SocialMediaStrategy #SocialSelling #BusinessGrowth #ClientRelationships #DigitalProspecting #IntentionalMarketing #GrowYourBrand #ContactsToContracts #BeastModeProspecting #DGPodcast #BusinessMindset #MotivationForSuccess #DailyDiscipline #ConsistencyWins

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