09-05-2022 SPECIAL BROADCAST With Jessica Peterson

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We are having Jessica Peterson on the podcast this week with a very timely message to originators. She will tell our audience what people are saying to her, and what not to say as an originator.

Want to know more about Jessica Peterson?

Jessica is the Founder of Simply WOW Agency, also a bestselling author, certified Business and Life Coach, published seven books, and TEDx speaker. After a 20-year career in the banking, mortgage, and financial world, Jessica stepped into her dream and created a company to provide a positive impact on people.

Jessica is a licensed Real Estate Agent and is creating a community of WOW Power Players who are all on a mission to WOW people, maximize income, and create a WOW life for themselves. Her training is called Lux Your Lifestyle.

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SPECIAL BROADCAST With Jessica Peterson

Marc Helm and I are dialed in and we have a special guest, Jessica Peterson. We’re so excited about you being here with us. It’s Monday, September 5th, 2022, the Labor Day Holiday. This show is created by Mortgage Professionals. It is for mortgage professionals, and we’re so grateful to have you here with us. Our commitment is to bring you timely information, and this episode is very timely. We’re talking about what you are thinking, originators. We’ve got a top realtor, Jessica Peterson, a dear friend who’s been on the show numerous times. He called me and said, “Dave, I keep getting all these phone calls. What are people thinking when they’re calling me?”

I said, “Jessica, without naming names, would you mind getting on here and telling our audience what people are saying to you and what’s repulsing you so much?” She agreed to do that and we’re here to help. We don’t have come to this with a critical spirit or critical attitude, but we’re providing this episode to help you, the originating audience that we have, how to approach this topic. We’re going to get into that here in a little minute. I want to say a special thank you to our sponsors, Finastra Fusion Mortgagebot Solution, outstanding and robust features that tap into some of the user-defined options.

It’s a great solution. Check that out as well as a FormFree. Their account check supports Fannie Mae’s Positive Rent payment history assessment. You’ve got to check out what they’re doing at FormFree. We had Christy Moss in June 2022 and we’re very excited about that. Also, Lender Toolkit with our friend Brent Emler. Brent has a great solution there. Brent is the Founder of the company, and we’re really excited about their sponsorship. Check out the interview we did on July 11th, 2022 with Brent and Michael Whitbeck of Blueprint. Also, Snapdocs, an eVault solution, that will make it so easy to simply get started with eNote. If you’re not familiar with a Snapdocs program, you’ve got to get familiar with it and hear their vision as well as Total Expert. I love these guys because I’m into CRMs.

I need all the tools I can to follow up on all the things that I have going. If you’re successful out there, what CRM are you using? I challenge you to at least get over and check out Total Experts. They turn customer insights into actual items to increase loyalty and drive growth, or banks and lending credit unions are other financial institutions. I cannot go without saying a special thank you to SimpleNexus. They do such an amazing job in what they are doing with their vision. You’ve got to hear about their vision.

We had Shane Westra on the show on June 27th, 2022. We’re also going to get them back on here soon. Also, the Mortgage Banker’s Association, Lenders One and Mortgage Collaborative are co-ops that do a great job bringing a more intimate setting to these conferences. We recommend you check them out. We are members of both. We recommend you consider doing so as well. SuccessKit does a great job of helping you tell your story. Knowledge Coop is a learning management system. Ken Perry, in Portland, Oregon, does a great job.

They’re in Washington State, but they’re part of the Portland community. Mobility MMI and Modex are two powerful tools that can help you in your recruiting. Mortgage Advisory Tools is also up to consulting. I’m glad to have you here with us, everybody. Adam DeSanctis got in a report to us, so we’re going to head over to the MBA for the MBA Mortgage Minute. Adam, what you got?

FHFA announced that it would begin a comprehensive review of the Federal home loan bank system. Director Sandra Thompson noted the vital role of the FHLB over the last 90 years in supporting affordable, equitable and sustainable access to mortgage credit. She said FHFA is undertaking this review process to ensure the banks remain prepared to meet current and future needs. As part of the review process, FHFA will host two public listening sessions in a series of regional roundtable discussions to consider and evaluate the mission, membership eligibility requirements, and operational efficiencies of the FHLBs.

MBA has long advocated for the responsible expansion of FHLB membership to critical providers of mortgage originations, servicing and investments, such as mortgage REITs and independent mortgage banks, to further support its housing mission and to provide stable liquidity sources for key players in the mortgage Market. MBA will continue to engage with FHFA throughout the review process and will be providing feedback in the key areas highlighted in the announcement. That’s it for this episode. Thank you for reading.

Thank you, MBA, for your sponsorship and partnership. We need to become a member of the MBA. You say, “I can’t afford it right now.” You can’t afford not to. You’re doing that, but at the least, join with Mortgage Action Alliance and what they’re doing because what you can do is have your voice heard on the hill. You can download the Mortgage Action Alliance app at any app store on your smartphone and type in a few things.

Loan Originators: We need to become a member of the MBA. You say, “I can’t afford it right now,” but you can’t afford not to.

You’ll get notifications of the bills that the MBA is supporting. You can then add your voice to that and have an impact on the hill right there from your smartphone, wherever you at. You don’t need to be a member of the MBA, but as I say, each week, you still need to be and should be. Marc, you know the power of the MBA and I want you to add a few words to that if you wouldn’t mind the importance of the membership and what it’s meant to you over your many years in the mortgage industry.

Thank you, David. I will tell you the MBA had an outstanding and lasting effect on my career. I had the opportunity at two times during my career to chair some major committees for MBA. I chaired the Technology Committee for Angelo Mozilo, and later on, I chaired the Loan Administration Committee. In addition to that, I had an opportunity to head up and be a member of the FHA VA and Ginnie and Freddie Advisory Committees, which are made up of MBA members over the years.

All those memberships made a profound effect on me and my growth in the industry. It allowed me to succeed and be knowledgeable about what is needed to be successful in our business and how often we need to interface with third parties to understand what they’re doing and what they offer to us and to our bars. It had a profound effect on me and I’m forever thankful to MBA and the leadership that’s provided me over my career.

That’s so true. Marc, it’s well said. They do provide so much in the way of leadership. I’ve had the privilege of chairing committees there as you have and it’s so important what they do for us. The industry can’t be underestimated and we need to be going. By the way, if you have a major reservation for the conference, all the conference hall tells you that they’ve registered. The blocks are all sold out. I have a little bit of a secret for you. I know where to get some rooms that are right across the street from the convention center. Text me at (512) 632-2900 and I’ll provide that to you. Let’s get over to Les Parker. Les Parker is here with this week’s TMSpotlight and a macro view of the Markets. Les, what you got?

Bond bear is focused on high inflation, weak productivity and rising labor costs. Bond bulls see declining, reliable energy, Europe’s looming recession, China’s collapsing economy, and ESG sucking the oxygen rather than the CO2 out of the developed world. It’s easier for rates to fall 50 basis points than rise 30 basis points. The determination of the most prominent central banks to ring out inflation leaves Europe stuck with fragmentation, and there’s nothing they can do. Get the bullish pie recipe at TMSpotlight.com.

That’s so good. Les Parker and Gary Catrambone team up. I’m always interested in what choice of music he’s going to use. It’s brilliant. Thoughts on what he had said, Marc?

No. He’s right on target with these comments. You were lucky to have a person that’s knowledgeable as Les giving his commentary every week, but also somebody who was a former DJ because he certainly got great sources on music.

It’s a spot on what’s going on with China, the collapsing economy, and the impact on everything. Marc, I don’t know if you were on the show when we had our good friend Alice Alvey who said to say hello to everybody and wished you all a wonderful Labor Day. She was saying how she keeps track and writes down everything that Les predicts. She says, “The guy is right all the time.” All the time is a little too much to say, but it’s so accurate. She says he’s amazing. She writes it down and holds to this gospel. You bless with the gospel unless you are pretty close to the two. Thanks so much, Marc, for adding to that. The rest of the group is off.

We have all our regulars who are gone off to celebrate Labor Day and then Marc called me. He says, “Are we doing the episode? I said, “Yeah, but you don’t have to be here.” He says, “I want to be here.” Marc Helm, it’s so good to have you here with us. If you wouldn’t mind giving us an update, Marc’s segment has to do with loan servicing and he talks about that. Marc, go ahead and expand it out from loan servicing and share with our audience some of your wisdom.

David, between you and I, we’ve nearly got a century and seen it all. I will tell you that things have been interesting in the last couple of years. I’m seeing some massive consolidation of servicing. Some of the players have liquidated or mortgage servicing portfolios by selling them to other people. Normally, the big buyers that buy portfolios are doing that and people are using that cash to get them through the hard times on the origination time. One of the things I want to mention to folks is very important. If you’re in a mixed shop, please be careful what you do on the servicing side. I saw a mixed shop and one has this profound effect in servicing as you do in origination.

If you right-size something, it doesn’t need to be right-sized. I see so many shops make a mistake as to when production dies off, they start laying off servicing people. There’s some truth to that. You can certainly have some reductions in the staff for new loan setup and things like that, but long-term, you still got to take care and oversight of your servicing portfolio if you’re with someone else. It’s very important.

You don’t cut into oversight, quality control, and compliance teams. You also don’t cut in your servicing staff if you’re doing it servicing in-house because it’s your future and portfolio. Not paying attention to it can have detrimental effects on your long-term. Pay attention, be wise, and be smart about the moves and cuts you make and the remediation you do in these hard times. We know it’s hard for everyone, but you’ve got here by being smart and continue to be smart.

That’s a great word, Marc. A lot of people are saying, “We’ve got to cut,” and sometimes they pull out the cutting sword and start slashing across all the various business functions within the company. Not realizing your portfolio hasn’t gone down. Your portfolio needs to be maintained. That’s the one area that should be a bit sacred when it comes to looking at the cuts that you’re making. You’ve brought that home so strong so I appreciate that very much. Thank you. I appreciate you being here. How many years you’ve been in the business, Marc?

In 2022, 45 for me, David.

You were still in the military when I started my career. The other thing that I love about Marc, he’s only two hours short of having a PhD in Psychology. He joined me as the consulting business guy and he does this as a give-back to the industry. It’s not because he needs the money. He was very successful in business. He sold his business for a great deal of money. It’s Jack Donnely who says, “Marc is getting the two hours that he needs for his PhD working with one of our clients that we got a challenge with.”

Marc, I appreciate you so much and I love your desire and your heart to give back. For many other professionals like Marc, give us a call if you’re bored in retirement. Marc and I would love to talk to you about joining the consulting business. Our business model is transformational mortgage solutions. It basically finds people that have many years of success and think they want to retire.

Two years before Jack Nannery retired, he said, “Lykken, I’m going to retire this many years, this many months, this many days, this many hours.” He literally headed up in one of those clocks on his cell phone, and sure enough, he got retired. He says, “Guess what day it is? It’s the first day of retirement. When can I start with you on the show?” I have some interesting news about Jack because he is so good. There are a lot of people saying you can’t retire. He goes, “I want to stay retired.” They go, “No, you can’t.” See what happens with Jack. Marc, you’re not going to go back into the game. Are you other than to consult like you are?

I’m going to consult. I went back to an 8:00 to 5:00 job even though I work more hours to nap. My wife can shoot me, so I can’t do that.

At least you’re in control of the hours with what you’re doing. He coaches Todd screaming. This has been for some time and the impact is so rewarding. You can look at the best of the best. Todd is screaming for you to coach Tiger Woods. You pick your number one athlete. They all need a coach. They all have coaches. Not one, but oftentimes 2 and 3. It’s so important that you have a good coach. I get to coach some of the best of the best. Emily Farley is one of those ones at Atlantic Bay. I get to coach her. She is amazing. I love that lady. I love her heart to serve and grow. That’s the key, Marc. Look at Todd and the massive amount of success he’s had, but he’s still hungry to learn and grow. Marc, that’s a great deal. I appreciate you.

Loan Originators: Top athletes have coaches, not only one but often two or three. It’s so important that you have a good coach.

Thank you.

You bet. Let’s get over to our special guest. We have Jessica Peterson, who is a life coach. She’s a business coach. Jessica, it’s good to have you on the show. She’s coming from Florida.

Thank you. Thank you for having me. I’m really excited. I want to bring value to everyone.

That’s what you do. You do that constantly. There are so many things. We will get into some of the things that you do and how you do it in a minute. Audience, Jessica called me a couple of times and she said, “Dave, what’s wrong with the MLOs out there? Where’s the leadership? What’s going on?” The first time she called me, I go, “There are some whining ones out there.” She called me again and she said, “Dave, you need to get this out to your audience.” I said, “Who better to deal with that but one of the nation’s top real estate agents,” which is Jessica Peterson? Jessica, it’s good to have you here. What is it? What’s going on?

Thank you for asking. A little background, I was in the mortgage banking industry for two decades. I get most of you. I get what you guys are going through and now I’m on the flip side. I’ve been coaching for many years real estate agents and mortgage professionals. I’ve been a real estate agent for several years myself. It’s so ironic in the last half hour, I get a message from another top agent. She says, “I am being constantly harassed by loan originators.” I want to be on to help everyone reading.

That’s what we’re about, helping people. You are an awesome coach, but sometimes a great story has three components. It outlines the problem, what’s the source of the problem and the solution. Let’s start with the problem. Give us some insights. First of all, if you’re calling a realtor, way to go. That’s good. Jessica, talk about the ones who are at least making the phone calls but not being so smart on how they do it. Tell us about one of those calls.

Ironically, I don’t see anyone making calls like, “I’m proud of you. Good job on doing that.” I have patterns of the same messaging, and it’s not even phone calls. It’s social media messages. It’s almost like people are copying and pasting a script. I’ve received several on social media, “Jessica, I can do conventional FHA VA.” I’m sitting here thinking, “Doesn’t everybody else? What’s making you so unique?” What is going on? I don’t know if there’s some script out there, but I’m constantly getting calls, “Congrats, Jessica, for making the top agent.” It’s strange. It’s so scripted. Be natural and talk like yourself. It’s the one I had and then I called you. I said, “That is it.”

This gentleman called me and bragged about how wonderful he was for fifteen minutes. I said, “I’m sorry, I do not understand what makes you so unique and special.” He goes, “I actually pick up my phone. Doesn’t all other loan officers pick up their phone? I care for the customer. Doesn’t all the others care for the customer?” I kept saying, “Is there anything else you have to say?” I was doing it as a test. Fifteen minutes later, all he did was talk about himself, not ask me one thing about me. In the end, he’s like, “I can’t wait to get a referral.” I’m like, “Okay, have a great day.”

I’m going, “That will never happen.” It’s narcissism. Marc, you’re a Psychologist major. Is it narcissism? How would you define that call? What’s going on in their minds?

Self-centered people are really hard to deal with and diagnose their issues. If a person is self-centered, most people realize that early on in the conversation and know how to combat it. It’s dealing with the ego that’s involved with the self-centered person. Those are the people that are searching for themselves, and they think they know everything.

Self-centered people are hard to deal with, and it's hard to diagnose what their issues are. If a person is self-centered, most people realize that early in the conversation. Click To Tweet

Jessica, they start out talking about themselves and they say the same thing over and over.

The other thing is they always ask me for lunch, which is very nice of them. I said, “I am so busy. There’s a reason why I’m number one hustling.” For me to take time and go have lunch doesn’t make sense. I’ve been blunt with them. I say, “I have a waitlist of people who want my coaching. I’m telling you from love. Why am I going to take time out of my day to not be out there producing business and making money? Why am I going to take time not making money?”

How are you successful? It’s because you’re out hustling. You’re not calling people and telling them how awesome you are. You get results. I want to get into that. It’s crossing over into the coaching part because I want to get some of your coachings out and talk about what they should be doing. I really want to build a scenario because there are people that are going out there. What are some of the other subtle things you’re hearing about people doing when you get the calls? You used the word script. It sounds like it’s scripted in a lot of the same things you hear over and over again. Expand on that, please.

I’m noticing a common trend. One of them is, “Congratulations, Jessica, on making the top real estate agent. I wanted to call and congratulate you. I also want to let you know that I’m a loan officer here and I would love to have your business.” It’s so scripted. If you get one of those calls, I’m going to forewarn everyone. I’m going to say, “Really? What are my numbers? What are my stats? Tell me if you have looked into it.”

I went off on a guy. Someone texted me and said, “Dave Lykken, we would like to have a relationship with you. We’re so impressed with your success. You have done so much. You’ve done this and that.” I wrote back, saying, “Can you tell me about the success?” “I followed your line. I see that you’re closing more loans.” I go, “You obviously don’t. I am a consultant.” I literally reported the guy to LinkedIn. I’m going, “I’m so tired of people spamming us with stuff.” You could spam them by LinkedIn and email. They act like they know what they’ve done like they’ve done their homework. It is fraudulent, misrepresenting and annoying, especially if you are working with someone who is really successful as you are, Jessica. They call you and say you’re awesome and wonderful.

If they have three phone calls, you’ll find out the top realtors in any particular community in the market. You are that in Florida. You’re probably one of the tops of the nation, if I’m not mistaken. Here’s the bigger thing. They’re not doing their homework. We have this thing and this is a plug for two of our sponsors, Mobility MMI and Modex. With those two tools, we are able to log online, not only are we able to look at how many loans they’ve closed, but we can also give you names, addresses, and everything. These tools are so powerful when it comes to recruiting or going out on a sales effort. They have all the regulatory information. Who was the one that funded the loan for them?

You can find out. Jessica, how would a call like this go, “I see that you closed twenty transactions?” They give you specifics and tell you, “I also see that you’re doing business with such and such. I respect that relationship. Can you tell me why you’re working with Trevor, Sally, or Jessica?” I’m just picking names out of there. How would that hit you? What is it that they’re doing for you? I’m really interested. Obviously, I’m trying to build my business, but would you mind giving me a few minutes of what they’re doing? How would that sound?

I’ve never had a call like that. That would be so refreshing or to call and to bring value. I’m throwing out ideas. I don’t want everybody to sound scripted. Be natural and be like, “Jessica, did you see that there’s a free continuing education class? Did you know there’s a charitable real estate to help charities in the area and boost your real estate business with Camie Baker?” Always bring this value where I’m saying, “This person really knows there’s stuff.”

They’re bringing me something. It’s not always, “Give me. My name is Jimmy.” It’s so important that we learn the importance of adding value. That’s what you do to be successful. Marc, jump in on here with the power of bringing value. You’re bringing value as a coach and a consultant every week to the real estate market. Talk about the importance of bringing value.

Bringing value is a core step in building relationships with people that we want to deal with on a constant and profitable basis, not to say profitable. I know the cents and dollars and dollars and cents, but things that help build us as people drive in the business that we do. Building value is sometimes taken for granted. Sometimes people think they’re doing it, but they’re not doing it. I would focus on building value in three easy steps. The first step is to make sure that what you think you’re delivering as value is perceived by value by the other side. That’s very important.

We’ve heard some phone calls that happened that weren’t part of it. The second step is assessing what you’ve done as part of the value it brings with a truthful and honest conversation with the person you’re dealing with and seeing if it’s been as helpful as you think it’s been. The third is a postmortem step, where you have an opportunity to stand back and look at it after a period of time. If you’ve built value, you’ve been building a relationship the whole time. You can certainly see that growth and development over the years. It’s a self-assessment type of thing you have to do with the third party you’re dealing with and with yourself.

Jessica, what would it be like if someone said, “Jessica, the purpose of me reaching out was to add value to you.” I like what Marc said at the end, “It’s doing a self-assessment.” What would it do for you if someone said, “Jessica, the intent was for me to call you and build a relationship by adding value? Did I succeed?” That’s a brilliant idea. How would that hit you, Jessica?

That would again be so refreshing. I’ve never had calls like that. As I said, it’s always the same script, “Jessica, I do FHA VA conventional loans, but I’ve told people.” I said, “So do all the other lenders. Why are you calling me?”

It’s the differentiator. What differentiates you? It doesn’t start with a statement. It starts with action, Jessica. You start adding value. Don’t tell them what you’re going to do. Start doing it right from the get-go. It’s like, “Jessica, I want to call you and get to know you a little bit. Did you know if there’s a three CE class coming up here, or are you aware that there’s an open house here or a special event? I would love to see you there. Are you going to be going there? Would you like me to email you information about it?” It’s all the things that you can add value to. Don’t talk about what you’re going to do. Do it right out of the gate.

Loan Originators: Don’t just talk about what you’re going to do. Talk about how you can add value.

I was coaching a mortgage firm and could easily come up with a long list of things to bring value. It’s a relationship. It’s like courting and dating. It takes time for that relationship. It doesn’t mean we’re going to be committed right away. I feel like in a lot of these phone calls and people are expecting me to get married within fifteen minutes.

Jessica, let’s get into some of the things you talk about when you’re coaching someone. Before we start, how can people learn more about your coaching program?

There’s good news and bad news. The bad news is I have a waitlist. The good news is I’m going to be opening up some more in the future. I’m training some other real estate agents to be trainers with me, and I’m really excited about it. If anyone wants to go ahead and connect with me, my favorite channels are LinkedIn, Facebook or Instagram. Instagram, you’ll find me as @LuxYourLifestyle. Facebook, Jessica Peterson, and then also LinkedIn. Those are some of the topmost places right now to go ahead and connect with me or my real estate website, which is LuxOurTeam.com.

Let’s talk about the social media platforms a little bit because we’re B2B. We do everything from a B2B standpoint, but realtors are on Facebook a lot more. Therefore, understandably, loan officers need to be on there. What are some tips and tricks on using Facebook? When do you use Facebook, LinkedIn and any of the others out there?

I always say it depends on your target audience. Where are your people hanging out? It could be TikTok. I have friends succeeding there. It’s not where my hangout is right now. It could be Instagram, LinkedIn, or Facebook. The reason or way I love social media for the top two reasons. One is to go ahead and create relationships and the other way is to educate people.

The relationship part is pretty obvious. Talk about how you would recommend loan officers or how you, as a realtor, add value.

Going back to our conversation earlier, it could be messaging, “Jessica, did you hear about this?” It’s constantly bringing that value. It’s the same with me staying in touch with my community and privately sometimes sending them information like, “I’m thinking of you. I love to get together.” Sometimes, picking up the phone. It’s never just the social media is a fix for all. It’s a combination of phones, seeing people in person and social media. What I love about social media is that it allows you to connect with human beings and say, “I saw you on this trip. It’s fantastic. That’s so wonderful and great.”

You’re taking time to be intentional by reading what’s going on in their lives. Marc, as a psychologist, are there some principles you can lay out for us in establishing those relationships as you’re listening to Jessica talk about what to do on social media?

I would have to say that establishing a relationship and the most important thing that I believe is necessary out there, is honesty between the parties. The second is you need to determine real quick what the needs, wants, and desires of both persons are for where it needs to go. You got to think through the process to get you there and what you need to work on, share with each other, build that trust and support through the relationship. If you do those three things, you’ll be successful. The most important thing upfront is being honest with the person you’re talking about.

If I were a mortgage banker that was calling Jessica, I would say, “I haven’t done a good job the last ten years in dealing with realtors. I need your help. How can I create better relationships with realtors I deal with, get more referral business, etc.? What can I do to help them so that they’ll be willing to help me?” Be honest about it and share that upfront. You’re going to have somebody more apt to spend time with you on the phone to work with you on things like that when you want to learn and grow and not tell somebody how important you are the whole time.

Jessica, what are your thoughts?

I love that. I was sitting there thinking, I literally get phone calls several a day and if I had several of those a day for the next year asking the same questions, that would get a little tedious. I do love the question. Shake it up and start bringing the value as we mentioned earlier. Start asking and bringing that value in regards to that relationship. It’s a win-win for everyone. We want everyone to succeed.

When you start asking and bringing that value regarding that relationship, it's a win-win for everyone. Click To Tweet

It’s all about coming together and helping each other throughout the whole process. If someone came to me right now and said, “Jessica, let’s go ahead and put on a class together. I’ll go out there and invite people. You bring your training. Let’s make a difference in lives.” I would be listening. There are so many different ways. Coming up with your custom way and not scripted by any means because that’s the biggest thing that it seems like scripted.

You hit on something that’s really important. Can you be saying the same thing over and over to different people and it comes up sounding scripted? That seems a rhetorical question, but it can almost sound scripted if you don’t change it to a certain degree every time. Thoughts?

It’s obvious that people are out there doing the script. Here’s something else I’ve seen too. I have so many flashbacks of things I’m saying, and I’m not knocking or anything by any means. I think about this to only hear from someone only on holidays. It’s like, “What about the rest of the days? Do I not really matter?” When someone is like, Merry Christmas and Happy Halloween. What about the other days? It’s like, “Jessica, I was thinking of you and I’m so grateful for this. I want to give value and give back. I want to go ahead and share this with you. This is a golden nugget that you may love for your business.” It’s powerful. It’s that wow moment.

It is one of the things you have going for you with the Simply WOW Agency. I want to talk about that. Marc, let’s realize your psychology background is so important right here. When someone is reaching out like that, we communicate that we’re speaking from a script without necessarily, “Let me read from the script.” How important is changing things up, and what would you recommend to people, even though it’s basically the same reach-out message?

First of all, I feel Jessica’s pain when people only call you on holiday and where they are the rest of the time when they certainly need some help. I don’t like the people that don’t call me first. I like the people that shoot me an email and say, “My name is Jane and I’m working on this. I know you have a lot of experience in this area. I’d like to schedule some time with you and these are the things I really need to talk about. I know I need help on these, and I would appreciate your advice and guidance on these matters, etc.” It’s again about being honest and laying it out on the table. You’re not barging into somebody’s weekend or holiday or somebody’s time when they got 3 minutes to talk to you when you’re going to need 15 minutes, and you can schedule an appropriate time.

The other thing about it is Jessica does my time. Our time is valuable. I don’t charge people for everything I do, but if people want to start taking 30 minutes or an hour of my time, I am. Jessica can tell you this. You can add up a lot of fifteen minutes that eat into your productivity of talking to people when they don’t have any idea what they need or want and how they’re going to do it. That’s the most frustrating thing about trying to help people. You can’t help people that won’t help themselves. That’s the biggest thing I run into every day. Somebody wants an easy fix and they don’t really know how to help themselves.

David, can I share something really quick that Marc reminds me of something?

Yes.

When people always ask me to lunch to chit chat or whatever, I say, “What is it you want to accomplish at the end of our conversation?”

What’s a sense of purpose? That is excellent. What are your goals for this call? It’s having a sense of communicating. It’s like, “I am goal-oriented. I’m going to respect your time. Here’s my goal. I want to make sure I achieve a goal for you. What would be one of the goals that you’d like to have out of this meeting day?” Ask the question. It goes back to transparency, honesty, and integrity. Jessica, you talked about creating a wow.

You have the WOW Agency. Talk about that. What are you doing on the consulting and the programs that you have? How can people become a client of yours? Would you even be willing to have people have you speak? If they’re reading this and going, “I got to have that lady speak to our salespeople,” would you be willing to jump on a phone call? Do you do that to speak to whole groups?

I do, and I love to do that. What do I have in the works? I have been testing a program where I’m going to be certifying people to wow one person a day. Imagine, David and Marc, this world. If there were 1,000 people on a mission to wow one person a day, imagine the difference in this world they would’ve made. A lot of times, people say, “Does that mean you have a boat? Does that mean taking people out in your boat?” No. Sometimes it’s a simple smile. I’ve heard from so many people who have a smile change their life, or I’ve sent a card or gift to someone.

If a thousand people are on a mission to wow one person a day, imagine the difference in this world it would be making. Click To Tweet

My husband is like, “How many grown men have cried on the phone with you?” It’s taking an interest in people out there, and I want to create that mission. I’m so passionate about it. David, I’m really happy that you got to see a sneak peek of what I’m creating where loan officers and real estate agents can go out there and get business. More importantly, in business, they’re going to change lives and it’s all around lifestyle. I’m so excited.

It’s Lux Your Lifestyle. We’ve already talked about it briefly. We had one episode. Talk about the success you’re having with that and you’re already booked up. I’ve got a great restaurant, but you can’t eat at it for the next two months because I have booked a reservation. I know all your great programs. Is that creating that trick or is it really you’re booked?

No, it’s for real.

You’re being honest and worthy. I know you so well. You’re a woman of integrity, so I love that about you. Talk about that. Why is it sold out so quickly?

It’s because of the results. I’ve coached people and they say, “For the first time, we get results.” It’s probably because of my mortgage, banking, and real estate background, having written seven books and being a TEDx speaker. A lot of people say it’s hard to find that combination package that’s out there. I am so passionate about making a difference in lives, and I can’t do it alone. That’s why I’m stepping back and I’m looking for other leaders in the mortgage and real estate industry who want to take my training, not only to bring in more business and work less but also to make the difference. That’s what really excites me.

Ring Jessica’s bell to this episode. I’m sure you’re going to get all these phone calls, and they’re all going to say, “I want to learn more. How can I give back?” It will get you a longer conversation with Jessica if you’re really sincere. What Marc talked about is honestly, if there’s not these ulterior motives there where you’re like, “I’m going to tell you what you want to hear because I heard it on the podcast, but now I’m calling you to crap something off from you,” that’ll come through pretty quickly and that’s fraudulent. Jessica, this is awesome. I love the stuff you’re doing in Lux Your Life. Let’s go through the website and how people connect with you. You mentioned Facebook.

My Facebook is @JessicaPetersonLuxYourLifestyle. Lux means I’ve done lots of luxury deals. You and I have had many conversations that it’s not about the money. I want everybody to define their own version of luxury. I would love to hear from people what their lifestyle plan is, what they want to do, and what difference they want to do in their business and in life. That’s how you’re going to engage with me. LinkedIn is Lux Your Lifestyle and here’s why I did that.

It’s because there is another famous author out there and she’s romance. I love those sources versus a website because it’s more the relationship base. I’m sharing how to connect with me, but it’s not about me. I want everybody to think about who it is that they want to connect with and how they can go ahead and connect with them. What values can they bring?

Loan Originators: Everybody should think about who they want to connect with, how they can connect with them, and what values they can bring.

Jessica, it’s been a delight to have you here. Marc, any questions you have for Jessica before we call it a day?

No, sir. Jessica, thank you for joining us. What you said is very meaningful. I hope people get the message.

Thank you.

Jessica Peterson is a life coach, business coach, icon real estate agent, one of the top in the nation, and she has Lux Your Lifestyle. When I first heard that, I went, “Is it like a gilded gold-plated type thing?” No, it’s luxing your life. It’s the deeper meaning and the soulish connection if you get to have a conversation with Jessica. I’m so privileged to have a deep friendship with this amazing person because she really cares about you having a quality life. Jessica Peterson, say hi to your husband. I hope you get some time to go out on your boat with your beautiful daughter. Your family live in a beautiful part of the country, Sarasota, Florida, area. I love it. Thank you so much, Jessica, for being here with us.

Thank you for having me.

Be sure to come back next episode. We’ll have all our guests on a regular show. I want to say a special thank you to our sponsors again. Finastro Fusion Mortgagebot Solution, FormFree, Lender Toolkits, Snapdocs, Total Experts, SimpleNexus, as well as the Mortgage Banker’s Association of America, the MBA, Lenders One, Mortgage Collaborative, SuccessKit, Knowledge Coop, Mobility MMI, Modex, Mortgage Advisory Tools, and DW Consulting. These are great sponsors. They’re doing some wonderful things for our industry. All of us, our sponsors and me, are most grateful for you, our readers. Enjoy the rest of your Labor Day Holiday. Thank you. See you back here next episode, everyone.

09-05-2022 SPECIAL BROADCAST with Jessica Peterson

SPECIAL BROADCAST With Jessica Peterson

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