4 Marketing Strategies to Get More Business as a Notary Public Loan Signing Agent!

Welcome to another one on one notary coaching with me, Mark Wills, the educator of the loan signing system. If you are watching this on replay, understand that every single one of these are recorded and for your viewing pleasure on YouTube or if you're on Instagram watching this, every single one. These are in my newsfeed down below, so check them out, because every single one is our pack full of amazing notary public loan signing agent education for you. For some of you guys who don't know who I am, my name is Mark Wills, and like I said, I teach notary public loan signing agents how to make money in this amazing industry. How's everybody doing? Let's go. Okay, so if you're brand new to this is how it works, every Monday, I jump on, just give notary coaching. You have a problem, you have issues, you have objections that you want to overcome in the field. You want to learn how to make more money. So let's get this beautiful day going. Hello, everybody saying hi. Oh, what up? How are you? I am so good. How are you? Good. Okay, girl, tell everybody your name, where you're from, and then let's get into conversation.

Okay. My name is Shawanna Brown and I'm from Huntsville, Alabama.

Alabama. Okay, Roll Tide. All right, so talk. What can I help you with today?

So, I'm struggling in the notary public loan signing business, so I'm doing a lot of things with the Snapdocs and things like that, but I'm just not really making too much, and so I'm trying to figure out how to get my marketing going.

Okay, let's talk about it. I love it. I appreciate the vulnerability, and that's what I'm here to help you with. First question, are you a loan signing system student? Yay or nay? Yes. Okay, cool. Awesome. So first thing is make sure you reach out to Dylan Messinger. Uh, we have a bunch of students in Alabama, you know, who are doing 10k a month. Make sure that you reach out to your network. Right. The best thing that I've done as a notary public loan signing agent coach is create a community. So my point is, Joanna, you want to make sure you're reaching out to fellow Alabamians, because, look, I can coach you from a macro standpoint. It's the micro standpoint that you got to get that local community vibe that we've created with loan signing systems. So Dylan messenger is first person off top my head who's in Alabama. We have a ton of them, so make sure you reach out to them in The Facebook groups speaking to everybody on here, you know, make sure everybody's reaching out to their fellow loan signing system students. We are colleagues, not competition. So that's the first thing I want to tell you. Okay? So coaching point number one is don't do this by yourself, okay? It's lonely, as you know, but it's only as long as lonely as you make it. So your job is to reach out. Anybody else in Alabama, can we do coffee? Can we jump on a zoom? Can we pick each other's brains? You know what I mean? So make sure you create cultivating that sense of community where you live as well. Does that make sense?

Makes sense.

Okay, cool. So let's talk about the getting the marketing situation. No. So I called it a situation and not a problem. Okay? So the situation is we need more business. So first and foremost, you know, remember, just because you're answering a text message doesn't mean you can't market to a signing service. And I think that's the biggest misnomer, especially amongst newer notary public loan signing agents. Like, look, mark, my phone won't ring. I'm not answering the text message quick enough. Well, you can get the phone to ring by calling up the signing service and saying, hey, I'm Shawana. Here's why you should give me the signing the next time it's in my area. So, you know, especially as, remember there's market cycles, right? There's ups and downs in every cycle. Right now it's more important than ever to make sure you're calling them up and introducing yourself and then also telling them why they should hire you. The next time there's a signing in your area, you literally ask them to mark you preferred. And here is why you have a script. I give you 300 phone numbers and signing services. You can also use Google and be like, signing services, Alabama signing services, where you live. The phone number pops up and then don't be afraid to be a business owner and be like, look, I know it's a little bit slower right now, but next time you have signings in my area, you, here's why you should give it to me. I'll go 30 minutes. I'll go 60 minutes. Use the script that you got. But I think the biggest thing right now more than ever is a notary public loan signing agent that's proactive is going to make more than a notary public loan signing agent waiting for the phone to ring. And so remember, the next time you get a notification, Google the name of the signing service Find a contact phone number and then pitch your services. That's going to be the key to make money in this market. Remember, most notary public loan signing agents won't do that. That's why this industry is wide open for the notary public loan signing agent. Want to be more proactive because remember what I teach you, it's better be proactive than reactive. A lot of notary public loan signing agents wait too long until the phone stops ringing and being, oh, what happened. What happened is, was you never took action or prioritized your effort before the phone stopped ringing. So remember, you have a list of phone numbers in the group. Now what signing services are more active in Alabama? I don't know that, but that's why we have a group of Alabama students. So just text, text may make a post in the Facebook group and the in the attorney state group. Hey, what signing services are anyone in Alabama, who are you using now? You know who to call. Does that make sense? But that doesn't mean don't call up all the signing services on the signing service list. Because just because notary public loan signing service is based out of Florida doesn't mean the Florida signing service isn't doing Alabama closings. Does that make sense? I think a lot of notary public loan signing agents get a little bit like, well, mark the signing services in Pennsylvania. Okay, I'm in central California and my, my signing service will do closings in Colorado. So the Colorado signing agents who don't call me lose out because I don't have any preferred notary public loan signing agents in Denver, because no one in Denver has called my signing service and told me why I should mark them preferred. Does that make sense? So your goal is to make sure that you use all the 300 that I provide. You also use Google. And remember, just because they're not in Alabama doesn't mean they don't have signings in Alabama. That's why the best coaching tip I can give everyone listening right now is like, well, Mark, I'm in Wyoming and there's no signing services in Wyoming. Well, the ones in Washington and Denver will do business in Wyoming. Does that make sense? Yes. Okay, cool. Look, girl, remember, the best coaching I can give you is you got to be proactive in this market. That's the difference. Look, it doesn't take, you don't need a degree in real estate to know that interest rates are going up and inflation is high. Okay, fair enough. So, you know, here's the honest truth. Gone are the days where we can Just wait for our phone and be like, hey, click. Because it's so freaking busy. But the signing agents who are just waiting for the phone to ring are the ones who are going to be out of the business. And the signing agents like you, who are going to be proactive are going to swoop up all the extra business because no notary public loan signing agent likes to be proactive like a loan signing system student does. Okay, all right, all right. You got it. Was that helpful at all?

Very helpful.

You got this. You know that, right?

I got it.

And then if you need help finding any Alabama students answering text. There's always going to be a difference between signing agents who crushing notary public loan signing agents who don't and notary public loan signing agents who do. Understand? Look, I'm going to down with rent. We're in it. We're in a market cycle right now where interest rates are going up. This is normal. So what do you do? You become more proactive. See, even during the boom, what I call the COVID boom, there are signing agents making $20,000 a month and they're notary public loan signing agents making six. What was the difference between the $6,000 a month notary public loan signing agent, the signing agent making 20 grand? The difference was just being proactive. The difference was marketing. So what's going to happen in a market cycle that we're going through is notary public loan signing agents who are making 20 grand are now going to make 10 grand and notary public loan signing agents who are making six grand are now going to make two grand. It doesn't matter where we are in this cycle, matters how much effort you put. Okay, so the signing agents are making $20,000 a month, are still going to be six figure notary public loan signing agents, they understand that markets go up, markets go down, interest rates go up, interest rates go down. That's just called business. But the signing agents are going to make it through this current cycle, are going to make a ton of money if they stay consistent with their marketing. Okay, cool. Let's go with Claudia. Hi, Mark, how are you?

I'm good, I'm good. I finally got on. I'm Claudia from Los Angeles County.

Okay, and what's your name?

Oh, my goodness. Claudia from Los Angeles County.

Claudia, because I can see your name, but not everywhere else. We got Claudia from la Girl talk to me. Floor is yours.

Okay, so I finally got over my fear of going face to face. It's been a long time, but today I went to I visited two escrow offices that I hadn't visited.

You get your flowers. Can everybody give her a clapping emoji? It's so hard to push through your fear. And you did. Girl, that deserves to be recognized. I'm so proud of you. And sometimes that is the win. So don't just go blow through that. I'm so proud because that's the hard part. Okay, so you got to two title companies. Talk to me. Where are we at?

Okay, so I had visited a few before, and that's where I freeze up. Like, I visit them, I introduce myself and I'm like, okay, that was great. And then I'm like, oh my God, what do I do next? So I guess I get anxiety because I don't know, like, how to approach them the following week and the week after that. And I don't know if I'm just getting too ahead of myself.

No, it's a great conversation. You know what I will I tell people is I don't know if you are I taking it back to dating relationships. So I don't know if you are single or if you're married. Which one are you? If you don't mind me asking? Okay, so you go on a first date with somebody, right? What do you want to hear from them the next time you go on a date?

Like, I want to know if they're going to. If we're going to continue going out.

So what do you want to hear? So you just want consistency, right?

Yes, consistency.

You just. My point is that's all the escrow officer wants to see, is consistency. So all you got to do is go in and say the same thing you said the first time. Does that make sense? I want you. I want you to hear this. I want everybody to hear this. Following up shows somebody, a potential client that they have someone they can rely on. So follow up sometimes is more important than the behavior of showing that you could be relied on and the consistency and the persistency. I want to do business with someone who always shows up. Don't you? I mean, yes.

Yes.

Right. Let's say you're interviewing painters, right? To paint your house, do you want to work with a painter who comes over one day, drops off the card? Or. Or would you probably want to work with a painter who follows up every three days? A. Claudia, we sell on Mondays. Want to see there's any more questions you have for me? Is anything about the bid that you want to answer? I just want to let you know that here if you have any questions. Okay, bye. Hey, Claudia. It's Friday. I haven't heard from you, but I gave you my estimate. I just want to make sure you're happy with the estimate. There's any questions on the itemization? Is there any questions about why my fees are this high? Who would you rather want to work with? Somebody who just kind of follows up and says the same thing or. Or somebody just gives you a business classes? I want to paint your house. Oh, yeah.

Now like the person that follows up.

And do you really need show more anything different in the follow up from the painter?

Yeah, they show more reliability.

That's right. Right. If the painter's following up with you every three days, at least. What do you know about the painter?

Oh, that they're reliable and that they really want to work with me and they want to help me out.

There you go. I love to wor. You just said that. I know they want to work with me. So sometimes the follow up is just letting them know I want to work with you. And I'm going to prove it. I'm not just someone who's going to drop cards off and run away. I'm going to come in every single week, let you know where I'm at, let you know where I'm going to go, let you know what I'm going to do. I'm going to let you know the value that I bring. Don't forget to use a loan signing system script. But remember, sometimes showing up is showing you're reliable. Sometimes follow up is just letting them know you can count on me. Sometimes showing them up is just letting you know, hey, I really do want to work with you. It's not lip service. I'm not just here every once a week, once a month. I'm here every single day to help you to remember that I am the choice you need to make. Does that make sense?

Yes.

Yes.

Me. Go on.

Choose me.

And sometimes it's less about saying, choose me just more than I'm here if you need me. Right. It's like. It's like if somebody wants. If someone wants to go on a second date, it's not like, oh, date me, Damien. It's like, hey, you want to go for drinks, let me know. Yeah, okay. Well, not this weekend. Maybe the next weekend. Hey, you want to go out for dinner, let me know. Not this weekend, but maybe the third weekend. They're like, hey, let's go. You know what? I'm free tonight. Why don't we do this? You've asked me out three straight times. We should not feel like trying to get business is any different than trying to get a personal relationship going. Does that make sense?

Oh, yeah. Yeah, absolutely.

I think you should have less anxiety when you realize I'm just building a personal relationship here, nothing else. Do you know why you get anxiety? Because you believe you're trying to ask for something. Just don't ask for anything. Just let them know you're here if they need you. Does that make sense?

Yes. Yes. Yes. I also met an escrow officer. No, I'm sorry. I met a real estate agent this weekend. But that's because we had a group of friends and it was. It was like to do a script that they want to put on a TV show. And I let her know that I'm a notary. And I asked her, you know, how long have you been a real estate agent? And they have an escrow office right next door to them. So she asked me to email. No, not email. I'm sorry. Mail her cards. But, you know, I felt like at least we had like a warmer connection because of our mutual friends. So I was thinking maybe I should go in person instead of mailing the card.

You hit it on the head, girl. I was waiting for you to say that. Yeah. Remember, you got to be proactive, man. If they gave you, they opened up the door. Your job is to kick that bad boy down. That's on you. Does that make sense?

Yes.

Yes.

Yeah.

Okay, cool.

That's like a wide open.

And you've got to hit accept. Yeah. Do you know what I mean? All right, I. I will. DM me. Let me know how the follow ups go. Let me know how this fall over. The realtor goes and go get him. Let's go. Okay, thank you. All right. My biggest takeaway from that conversation is I think a lot of times I think Claudia is very normal and overthinking the follow up. Sometimes a follow up is nothing more than I'm reliable, nothing more than you can count on me, nothing more than I really do want to work with you. It's not just lip service. Instead of overthinking what we're going to say, you just need to start going in and just trying to create a real personal relationship. Remember, business is personal. Too many times people think like, oh, business is a personal. Yes, it is. You're helping your client feed their family by excellent service. Business is totally personable. When we stop seeing someone as a transaction to someone else, as a human being, following up becomes so much easier. It's just like, hey, how you doing? It's me again. I want to see if there's any opportunity where I can serve you and your clients better. And that's it? That's all you got to say? Sometimes. Now, if you're a loan signing system student, use the script and let them know why you're reliable. Let them know how educated you are. Let them know about the problems that you solve. But at the end of the day, it's less about that and more about being reliable, dependable, and really showing that you want to show up for them every single day. What a great conversation. Hope you're doing good. My name is Mark Wills. I teach notary public loan signing agents how to make money in this amazing industry. If you want one on one coaching, all you got to do is click the button right here, click the ad campaign button. I'm going to get you on, and we have a conversation like you're seeing with all these other students that I'm having right now. And you don't have to be a loan signing system student, by the way. I will talk to anybody who has a question. I'm here to help the entire industry. So I do it on Instagram and not just loan signing system, private Facebook groups. Okay, cool. Let's go to Diana. Diana ll, how are you doing? I love it. What a great, beautiful Monday. Well, at least it is in Southern California. The skies are blue and the weather is beautiful. I'm here to help you every single Monday to grow a notary public loan signing agent business. Okay, cool. Diana, are you there? Diana, Try you one more time. This is live. All right. All right. If you have any questions, please jump into the video. I see a lot of big questions answered. Hello? Hello? Let's go. Talk to me, girl. Oh, you're breaking up. I don't hear you.

Wait, no, I hear you.

I don't hear you. Okay, let's go. Talk to me that girl. Let's go.

You know? Okay. Sophia from D.C. y' all know all that, right? Mark. I had that first direct signing this week. Mark this. Mark. Oh, my God. The real estate agent was there. And not gonna lie, she got me out my game. I need some help because she was touching her feet and touching my papers and she just took over. I just don't know how to.

Good conversation. I love it. Okay, cool. So look, it's a great conversation. So the problem is you go to a sighting, the realtor is there, or it's called a mortgage officer, and they take over the signing. So let me start off how I would handle that. The first thing, though, so is when I see a realtor or mortgage officer, I think signing, I have a smile ear to ear because I am focused on marketing to that potential future business opportunity. See a lot of notary public loan signing agents get in. They get a realtor and they. Oh, my God, they almost. I feel like they're encroaching on their territory. I'm like, yo, welcome to the party. Because I'm now in relationship building mode. So that's where my head goes. That's my first teaching. Okay. My first teaching is I go into marketing mode. I go into creating a relationship mode. The moment I walk in, I'm like, oh, how are you doing? Oh, my gosh. Congratulations on this closing. I am so excited to be an extension of you today. I will do whatever you want me to do. So usually what I do is I walk the borrowers for the closing statement CD and walk them through the monthly payment. But if you prefer to do that, no worries. Just let me know. I will run the show the way you want me to do it. So I set the table to let them know that I'm here to be work behind the scenes. Too many notaries try to get in front of it and almost try to show off, and you're actually losing an opportunity to build a relationship. Does that make sense?

Yeah.

So right out of the gate, you should be like, hey, set the table. That's my coaching next time. Oh, my God. Because you want to set the table, let them know, A, you're in charge. I get it. But B, I'm, like, here to, like, service you. I want to be part of your team. A lot of times signing agents want to be the show, realizing that you're trying to become a team member. So play like a team member. They're the point guard and you're the shooting guard. Does that make sense? Yo, how would you want me to do whatever you want me, but let me. But then at the same time, you're showing off your knowledge. Does that make sense? Here's what I usually do. I go over the closing statement. I go over the cd, I go over the payment. I show them the no prepayment penalty. I show them the interest rate. You're showing off your knowledge. So they go, oh, snap. That's how you roll. Yes. Does that make sense? So now you're showing off. You know, you're humbly bragging, but allowing them to take charge if they want. The moment they take charge, you're like, good, I'm going to sit back because now I'm in full marketing mode. Okay. So when they take over, I'm like, oh, my gosh, you are doing such. Most realtors that sit in don't go over. They're not as hands on as you are. Oh, most realtors that come in aren't as, you know, as personal to closing you. I'm just totally building them up. Does that make sense? You're. Remember, we're marketers. We're trying to build relationships. Right?

Right.

Like, if you go to a bar and then someone's like, oh, my gosh, your eyes are so pretty. I'm like, they are. Thank you. Right.

Same thing.

It's like if you're. If you're at the signing, like, man, most realtors don't do this. How do you think that makes them feel? Right.

Right.

So I'm talking them up, making them feel good, making them look good in front of their clients. Do you think they're going to want to work with me if I edify them for their clients? That is marketing. So when you see a realtor, you should be seeing signings in your eyes.

Like, okay, I thought I was.

Was.

I thought I was. And it just. It got crazy. It. I was trying to show her, like, yeah, I know. And explain it. And then she told the people, no, that was wrong. And then the people was like, but that's what she said. And it. It went to hell in a handbag.

Yeah.

And then so. So the coaching is this. First off, experience is your best teacher. Thank you so much for being vulnerable with how it went. Well, what happened was you were trying to be the point guard. The coaching is you can never be the point guard. Your job is let them be the point guard. Your job is to edify them. Your. To compliment them. I've been in signings where the realtor has no idea what she's doing. Or here. But that's not my business because that client's not my client first. It's technically their client first, our client second. And when you understand that is when the signing becomes much easier and also the opportunity for future businesses there. Remember what I teach you. You're trying to build a relationship. Right? Like, I don't know if you're married. I'm married. My job is to never be. Right. My job is to make the marriage go smooth. Right. And that's the same thing. I think sometimes signing agents got to prove how smart they are, and they're more concerned about proving how much they know than trying to make this the convert that the Signing experience. Good for the borrower, but more importantly, the signing experience. Making the real estate agent look better, that's the goal. Does that make sense? And you got caught up in the, oh, I got to show off how smart I am. And that just costs you business. It's like, no, you know what? But the bigger coaching is. Is in the beginning, set the table. Right? Like, hey, here's what I usually do. Show off how educated you are and be like, look, I'm here to do whatever you want me to do. You're the point guard. I'm coming off the bench. Right. Just let them know what to do. And now it makes it less awkward. I love when they take control because once they take control, I'm in full marketing mode. I'm in full business building relationship mode. My notary public loan signing agent hat turns off, and I'm like, oh, my God. I mean, no one ever does this. Like, you're the best realtor I've ever met. Oh, my God, this is crazy. And now I'm in business relationship building mode.

And then.

And then at the end of the signing, I'm like, oh, my gosh, I'd love to work with you. Do you have a card? And they go, oh, my gosh, you were the best notary. And all I did was get out of the way.

Okay, okay.

I didn't do anything. All I did was edify the realtor in front of the borrower. I made the realtor look good. I helped grow their business. Remember, everybody, when you try to help someone else's business, they're going to try to help your business. So when I get there, when I get there with a real estate agent, I'm like, oh, my gosh, I'm going to help your business today, right now. You know what? You. I love your earrings. Oh, those are beautiful. Does that make sense? I'm trying to edify them, make them look good in front of their client. Want to get a review. Like, you know, most realtors don't show up to these signings. Yeah. I mean, I don't know. More realtors don't do that. Which, by the way, is the truth.

Right.

But I'm edifying them the entire process. Does that make sense?

Yeah.

And now they look good in front of their client, and they look at in front of their client, and I asked for the card at the end. You think they're going to want to do business with me again?

Yeah.

Yeah. Because I just made you look good.

For an hour, right? Yeah.

That's the loan Signing system way. All joking aside, I'm always concerned about helping somebody else's business. And if I can make that realtor look good in front of their clients, I'm helping their business. That's the loan signing system way. When you go into any situation, go, what can I do for you? Don't worry about what you do for yourself. What can you do for them? And if I can sit there for an hour, make them look good in front of their clients, they're going to love me. And that's the goal. You know what I mean? So next time, get out of the way, come off the bench, let them be point guard. But girl, that's why I have the one on one coaching, so I can give you knowledge. But that's why I give you these one on one coach and get the knowledge. Hopefully that helps your business.

It definitely did. Thank you, Mark.

All right, go get it. Bye. What a great conversation. I absolutely loved that conversation. Oh, there we go. Where'd we go? Where'd we go? Okay. Boom. Conversation. When you realize the signing is never about you, but the sign is about everybody else in the transaction. When a realtor or a loan officer comes in, you're excited because you know that I want to make sure that you get served the best at this moment. And then I want to follow up with you at the end, get your business information, and then we're going to create a conversation. Does that make sense? I hope everybody enjoyed that because that was some next level notary public loan signing agent coaching, and I hope that helps you. It's why I do it, baby. Let's go. All right, cool. So who is next? And I see some people asking me questions in the comments. Don't get shy. You can't grow business if you're not pushing out of that comfort zone. So hit that little button right there. Get on camera. Let's have a conversation. Hope everyone's having a great Monday. I know that I am. All right, we got next. We have not rising Tampa coming on next. I love it. I love it. Oh, I'm glad. I'm reading all the. All the comments. I'm glad you guys got value out of that. That's why you got to come back every single day. What's notarizing with Tampa? Okay, so what's your name? We know you Tampa. And let's get going.

Melissa.

Hi, Melissa.

My question is I hosted like a notary loan signing agent get together this weekend to network because I'm kind of new in the loan signing stuff. Okay, so Wanted to meet with people in my local area and it was fabulous. Everyone had a great time. A topic that came up during our meeting was one of the notaries said that she was informed that the E and O policy does not cover any errors and omissions when you're using it while conducting business. As a loan signing agent, it only covers you when you're doing general notary work. I pulled my policy when I got home, read it, and it's not really clear what it covers or doesn't cover. For information on what we do with that and if that's good or bad information.

Yes. So I'm always going to say make sure you read your policy in detail. This is screw. This is supposed to be construed as advice, not anything by law. I'm not a lawyer or, you know, insurance agent. So with that being out there. Yeah, look, your ENO insurance as a notary covers all the notorial acts, period. So if you make a mistake notarizing a mortgage or deed of trust, that act is covered. So what she's speaking of. And here's, here's the thing, everyone always asks me, should I get notary, you know, insurance or notary public loan signing agent Insurance. I'm impartial, to be honest with you. Now, if you get a notary public loan signing agent coverage, you got to make sure that your notorial acts are covered. So if you miss stamp a deed of trust, you misspell a name on a mortgage, you don't notarize the, the errors agreement or the correction agreement, you want to make sure that's covered. But your general notary, you know, insurance covers all notorious period. Now signing a. The only things that doesn't cover, in my opinion is notary public loan signing agent. If you forget to, if you lose loan docs, which has never happened in 18 years of me being a notary public loan signing agent, your notary, you know, wouldn't cover that. If you make, you know, you, you rip some pages of your loan documents and they can't fund it doesn't cover that. But your basic, you know, insurance could cover 99% of things that are going to happen during a signing appointment. But yes, there's a few things that are very rare that a notary public loan signing agent, you know, would cover that notary, you know, does it. But no, you are covered in any notorial acts that you do. So if you're doing a notary within a loan DOT package, you're covered. Okay, so there's not One's better than the other. If you like to cover everything under the sun, then maybe get a signing agent. But make there are some signing agent, you know, policies that will only cover the stuff the notary, you know, policy doesn't. So got to make sure you read the fine print if you end up getting a notary public loan signing agent only, you know, policy, because sometimes it's more of a compliment to the E and O insurance for notaries versus a one all stop shop. Does that make sense? So make sure that you really read the fine print very carefully.

Okay? Thank you.

Are you a loan signing system student?

I am.

Let's go. Let's go. I was gonna say we have a bunch of big Tampa hitters, Calvin Darvill, Colton. So make sure you're working to all the guys out there and gals that are crushing it. But I'm so excited you're here, girl. Let's go. You're welcome. I know it's a great conversation that she had. And so remember, you know, if you get a notary public loan signing agent only, you know, insurance, make sure you read the fine print because there's some signing agent, you know, insurance, it just covers what the notary, you know, insurance doesn't cover. So make sure that you're reading everything in the fine print. And if you really want to cover your bases, just get both. I'm going to end with this. I've always just used notary insurance for 18 years. I've never had a problem. So that being said, do what you do. I'm not an attorney, I'm not giving legal advice and I do not sell, you know, insurance. All right, cool. Who is next? What up, Dan? How are you?

Hey, Mark.

Good.

How are you?

Well, I am so good. Tell everybody where you're from and let's have a call conversation.

All right. Hi everyone, I'm Diana. I just got my commission March 1st and I'm in San Bernardino County, California.

Love it, love it. Okay. Right up the street from me, basically.

Oh, really?

Yeah, I'm in San Diego, so not right up the highway from me.

Okay, yeah.

Okay, cool. So I'm here, I'm here to help your businesses one on one coaching. So talk to me.

Okay, so I like, I just took the LSS exam to get certified on the LSS system, but I failed, so. But it's okay. I'm gonna keep trying. And then I just had a question. You mentioned in some of your trainings that you know, once we do get certified through lss, you would help Us to get business. So I've already done. I've already been to the escrow offices in person, introduced myself because I'm a realtor.

Okay, so where do I start? Okay, so first thing I want to start with is we have less than a 40% passing on the first time passing rate. So you're not alone. I make the course a tough or certification tough because I want you to make sure when you're out there, you know, you know what you're doing. Okay, So I purposely also require 90%. I'm confused why some people do a 70% passing grade. That means you don't know 30% of the stuff. So I purposely do a 90% passing. So it's tough on purpose. Okay. Because I want to make sure you are where you need to be when you were. When you get to your first appointment, someone just wrote it took her four times. It's normal. Okay, so the person who took it four times I know personally is crushing it. So she's making a ton of money. So just keep doing what you're doing. Okay, now second that I heard if someone didn't pass the signing certification, but you're out there trying to get business, you can't run before you can walk. Be patient, okay? Because everything in the course is systematic. So you can't unlock something else before you pass that. So I want you to be patient. And it's not just about passing the certification. Remember, part of marketing direct is having an educated conversation on the process. You haven't even passed your certification, so how can you have an educated conversation on the process? So you're coming in with half of your bullets, not even in the gun, if that makes sense. Okay, so you got it. So what I'm going to tell you right now is you don't want to hear this, but here's the truth is impatience kills more businesses than anything else. And I said business is not just being a notary public loan signing agent. So you just got to be patient. Want to hear this? But here's the truth is impatience kills more businesses than anything else. Because what I don't want to happen is you go to a networking banner, an escrow officer, and they ask, and I said business is not just being a notary public loan signing agent. So you just got to be patient. You question about the PCOR and you're like, well then you blew your chance, right? So got to make sure that you are walking before you come. I want you to make money as much as anybody else, but I'm failing You if I tell you to go market before you even have a full education on your plate. Okay. Number two is, you know, you still not got to the mentorship or business coaching part of the course. Player girl. That's where I tell you how to get past the gatekeeper, how to do go over the realtor scripts, how to go. So just be patient, go all in on the studying. So let's say it takes you all of this week. There's still going to be business next week, girl. But what I don't want you to do is you only have one chance to make a good first impression. I didn't make that saying up, but I see so many notary public loan signing agents like, well, Mark, they told me no and they get discouraged. And the only reason they said no is because you still don't know what you're doing. A hundred percent. I want you to be 100% to go out and get the business so you have a. You always are of your front, best foot forward. Does that make sense?

Yeah.

Okay. I mean I can't even.

I have another question though.

Yes?

So like in your training you had mentioned, you know, once we do get certified through you, you would help us to get business. Is there separate like groups for that, like, or a website that we have to sign up?

No, girl, you are so. Girl, I gotta, you gotta slow down. It's in the course. Everything's in the course. Okay, what I will tell you though, what I will tell you is I don't do the work for you. I tell you what to say, what to do, who to approach. I do not have a get rich quick scheme. It's not buy my course. I guarantee you business. I guarantee that you know what to say. I guarantee you know what roc to overturn. I guarantee you know what to say when a signing service calls you or pings you. I guarantee that. So there's no like, oh, Mark, there's a magic part of the course that I just get rich. No, but you're still too fast for your own good at this moment, so I will. I've helped a lot of people. There's people on this chat who are telling you, Mark taught me what to do. So by the end of the course you'll know what to do. You just haven't got there. I guarantee that. So there's no like, oh, Mark, there's a magic part of the course and I just get rich. No, but you're still too fast for your own good at this moment. So I will. I've Helped a lot of people. There's people on this chat who are telling you, Mark.

Yeah, yeah, I guess I do have to slow down. I just kind of, you know, went all in because.

Taught me what to do. So by the end of the course, you'll know what to do. You just haven't got there.

I'm coming from the real estate world, so I have, I have a lot of time on my hands right now, so I, I am giving this 100% of my time right now.

So yeah, no, what you, what you're doing, by the way, you got big time. So my real estate, my, my former realtor.

Yeah, yeah, I guess I do have to slow down. I just kind of, you know, went all in because I'm coming from the real estate world, so I have, I have a lot of time on my hands right now, so I, I am giving this 100% of my time right now.

So yeah, no, what you, what you're doing. And loan officer students are my best students, but they take the long.

I guess I need to slow down.

You got big time. So my real estate, my, my former real tongue is to scale because you think you know so much that you almost go out tripping over your and loan officer students are my best students, but they take the longest to scale because you think you know so much that you almost go out tripping over yourself before saying, okay, Mark, I'm going to go back to your course. I'm going to get it down. I know you've been doing this for 18 years. I'm just going to take the coaching. Does that make sense? So my, my, my coaching to you is, girl, you're going to crush the business, no doubt. But you got to just do what you paid for. Take my coaching, I'll get you in. But I'm going to end with this. I don't give you any business. I teach you every signing service to make phone calls to I self before saying, okay, Mark, I'm going to go back to your course. I'm going to get it down. I know you teach you everywhere in San Bernardino where to hide under rocks to get business, but you got to go do that. So there's not a magic part of the course where, like this is a part of the course where you're going to make a million bucks. There was like 20 modules that cover how to talk to mortgage officers, how to talk to realtors, how to talk to networking events, how to talk to signing services, how to talk to loan processors, how to do every single part of the course is how to have conversations, how to overcome objections. But that's what you paid me money for, is you got to take in all that. You're in San Bernardino, girl. I mean, between San Bernardino and Riverside, there's a million networking events. I teach you what to say at the networking events. I don't have a magic pill on how to get you to a networking event. You got to do that. Right? But I. But I've been to so many networking events in my career that I can walk in any networking event and get business. And I just teach you what I do. So you got to download that information and then go do it. Okay, Yeah, I just give me a week. When you say you're all in, give me all in on the education, please. Because I promise you, after a week, then you can go back out. Someone just wrote, trust the process. That's what you got to do. Okay, yeah, go get it and let's go. All right, peace. Bye. I'm excited for you. I think that's a great conversation with Diana and I really appreciate Diana's vulnerability. There is, I think a lot of times signing agents really want to make money tomorrow. They want to make ten grand this month, they want to get business next weekend instead of just slowing down. As someone said so eloquently, trust the process. It's like going to the. Here's a problem with building a business. It's like going to the gym. Do you, after you go to the gym for an hour, do you look in the mirror and be like, wow, I look so much better? No. Do you go to the gym two straight days and look in the mirror, be like, wow, I look so much better? No. But after a week of going to the gym, what you say, after a month of going to the gym, what you said we can get out of, I need results right now, but I'm going to put in the work. That's when money comes. So be patient because I've been in this business a long time. I've been a signing agent for 18, I've coached signing agents for five. And the notary public loan signing agents who make it. Trust the process. The notary public loan signing agents who come in at a full blown sprint don't understand that this is a marathon. All right, I got time for one other person. Oh, what up, Dee Dee? Hi. Alright, so talk to me, girl. Where you at?

Well, first of all, I just wanted to say thank you again. And I agree with whoever said trust the process because like, I messaged you, I got My first signing, My first order through my signing service. So that was a huge milestone. I can't even tell you what it felt like. So thank you again.

I want everybody to hear that real quick. She's been in the business less than a year, already started a signing service and got her very first signing through her signing service. Can we drop our round of applause in the comments below? That is huge. Okay, cool. So let's do some coaching.

Yeah, so I just want to give you feedback. So I think the last time I talked to you remember it was about the Chicago title. I was referred from a loan officer. Anyway, I dropped by there last week, Friday with a Starbucks gift card for the escrow office. I was like, you know what, I'm so sorry. I should have done this earlier. I just want to come say hi in person. You know, I know Adam referred me, blah, blah, whatever. She was really, really nice. I was actually afraid she was going to be a little bit, you know, kind of like standoffish. She was not like that. But anyway, we went over the process of the two year, you know, that is a minimum requirement. So I said, hey, no worries, I can wait till then. But I did mention what you said, you know the little hack of the signing services that I was approved with through Fidelity. And she actually notated it down and she said, yeah, I do use this one signing service, so if I have something I will. Anyway, we went over the process of the two year, you know, that is a minimum requirement. So I said, hey, no worries, I can wait till then. But I did mention what you said, you the little hack of the signing services that I was approved with through Fidelity. And she actually notated it down and she said, yeah, I do use this one signing service, so if I have something, I will call you through that. So I just wanted to let you know it's real, that the hack is real.

So you're saying that I might know what I'm doing. I love it. So let's just coach people through the hack real quick.

So I just wanted to let you know it's real, that the hack is real.

So you're saying that I might know what I'm doing. So Chicago title, a Fidelity owned company wants two years requirement. I love it. So let's just coach people through the hack real quick. So to become an approved notary public loan signing agent. So if you don't have the two years, just like Dipty said, she's less than a year. The hack isn't all turn around and be discouraged. It's like, hey, this signing service is fidelity approved. Can you ask for me through the signing service and bill it through the signing service? And then everybody wins. The signing service makes a little bit of money. You get the signing through the signing Chicago title, escrow officer, and it's a win. Win. So, d, you know what? No. I love you so much. Is because you're an implementer. Successful people implement. You don't need to recreate the wheel. You get coaching, and then you go do the coaching. And look, I don't always bat a thousand. Not everything's going to work for every single person. But you take every piece of coaching and you go implement it and you figure out how it works. If it doesn't, it doesn't. And I'm just proud of you because that mentality is why you started assigning services in less than a year. You're willing to learn and you're willing to execute. Willing to learn and willing to execute. So I hope everyone's inspired by Dipty. Girl, I cannot wait to meet you this August. But keep doing what you're doing.

Yes, yes, absolutely. And I have one more thing to share. You know how you say, like, that consistency part you said it took? It was a couple of folks ahead of me. You know, just. Just kind of keep reminding them. Keep doing it. You know, Mark, I started almost every week with maybe one or two signings or no sign because I purposely leave my schedule open. But you know what I do? Every Monday morning, I add a text message or email constantly. Sorry. Consistently every Monday, whether it's in the morning or even after lunch, and tell them, like, hey, my schedule is pretty open. Let me know. And, you know, usually the second month. Second week of the month is a little slower. Let me tell you. I made $2,500 last week because I just reached out to everybody. But I've been doing it consistently, you know, so eventually they'll be like, oh, yeah, yeah, I got something. Or I will keep you in mind.

So I can't teach effort. I mean, every student is told the same thing. You don't get what you don't ask for. Effort, consistency. But I said, d, you do it, man. Everything that I teach you do. I'm just so proud of you. I'm giving you a virtual hug. Thank you for just inspiring everybody.

Girl.

Yes, absolutely.

All right, let's go, Mikey. Bye. Honestly, Dipty is like. Like, I can't tell you. You know, we have students. I see some students on here who are congratulating your. I see the comments and the notary public loan signing agents who make the most money are just the best implementer. There's no need to recreate the wheel. Like, you learn something, you implement it, you learn something. Everything's not going to work for everyone. But if you get in that, get in the behavior of like, well, I'm going to listen to someone who's done it before me and I'm going to try what they do because they're an expert at it. That's how you make money. You make money by listening from someone who's been there before you. And so if you're a new loan signing system student, just trust the process, do what's in the course, learn to be comfortable with being uncomfortable, and you're going to crush this business. Let's go. Okay, let's get someone else on. Let's get. Man, Gerardo, I'm trying to get you on, dog. It's not working. All right, let me go with Lisa Wade in the house. Lisa, are you there? Okay, so I got time for maybe two more. I'm gonna say a little bit longer than 2 o' clock because I got on a little bit after one. This was a little bit later than usual. Thank you. At a big conference call. And so I could not miss that. Oh, what's up with. Oh, Lisa there? Who is this?

I'm there. I'm here. Can you hear me?

Lisa, are you there?

I'm here.

Oh, we got matching hats on, girl. Oh, snap. Look at the LSS Swag.

And I'm ready for the new.

I'd like to love that we got the same hat on today. Relentless. You know this. Okay, cool. So, Lisa, tell me where you're from and let's have a conversation.

Nashville, Tennessee.

That's where I'm Right, Tennessee in the house. How can I help you date?

So, of course. I'm a loan signing system student. I'm at my two year mark this month. I've not been able to go direct. I've had to do signing services. So now my life has opened up where I can go direct. So I want to kind of get a. Like a blueprint of like, how many days do I market? I'm ready to jump this thing off.

I love it. I'm so excited for you.

I know.

Okay, me too. Me too. So, yes, it's a great conversation. Okay. So what I want to do is have what I would call organized chaos. Okay. So you don't want to go about it blind. Okay. So my point is this. So make a distinction on what, what's important to you is going to networking of more important than maybe you spend one day just researching networking events. Nashville, My guess is you got some of the biggest networking events in Nashville because we all know Nashville real estate's booming. So my point is, you know, one, so my point is go through it systematically. Okay? So you got network events. You got to figure out where the best real estate events are, where the loan officers are hanging out, right? So then maybe another day focus on going over your warm market, right? You got to know people who are in real estate. You got to know people who are former loan officers. Just, just take a day and just rack your brain. Go through your Facebook page person by person by person and just click on them. Who's a real estate agent? Oh my God. Johnny's a realtor. I haven't talked to him for years. We're cool. Mark him down, right? And then go through your LinkedIn search on LinkedIn real estate agents, you know, LinkedIn or Nashville, Tennessee. And then start making a list of people, you know, warm and then people who are cold. Okay, so start off with a warm list, which is your personal network, and just figure out how can I add value? You know, how we roll in the lss, right? Who can I get with from a personal warm network? And then go to a cold network like LinkedIn. So once you go cold and you're on LinkedIn searching for escrow officers and title officers and real estate agents and mortgage officers, and you just make a list, right? Then go on Google and Google title offices, Nashville. And then kind of just so you're going kind of one through, through five on the big hitters on way to get us business. And then once you kind of have a game plan mapped out now it's like, okay, cool. So on Mondays, I got these three network events going, on Monday, you know, that's Tuesday night, Thursday night, Saturday. And then on Monday I'm in these four realtors up. I'm going to hit this open house up and kind of be systematic about your approach. Does that make sense? So organized chaos is what I like to call it because, girl, I want you to hit the ground running, but just don't go crazy. Don't forget, network events is one of the best ways to get business, especially to backdoor into the title companies, right? Title companies are going to be the most nerve wracking to get into. So maybe go to a networking event and then talk to a realtor, figure how you can add value and then they a refer me to a Title company in town. So don't worry just about trying to walk into title companies cold. Utilize the networking approach then. I know, Lisa, you got friends and family who are in real estate right now as we speak. They should be phone call number one. But here's what I don't want though, is sometimes people don't. Students don't just sit there for like two hours and literally just kind of write everybody they know. Because what comes to your mind is like all your top level first connections is what I should say. But sometimes it's your second and third connections, like, oh, Susie's husband's a realtor. Oh, Joanna from high school's a realtor. And really sitting thinking about those people you're not in contact every day with because those are sometimes the best leads into business. Okay, here's my, here's my last piece of advice. Let's get her head right. Do not expect to bat a thousand, okay? You're a business owner who happens to be a notary public loan signing agent. Business owners understand that. Look, I might holler up my girl from three years ago. She might not get it. That doesn't mean every realtor is not going to get it. That doesn't mean that you're not a great notary public loan signing agent. So getting the mind right, like, look, I'm building my business from a direct stand. I'm going to go in, I'm going to got to get through some nos to get to a yes. This is arguably the most important step is getting the mind right in between the two years and realize, like, look, I'm about to build a business. Not everyone's going to use me. Remember that. You can have the best conversation in the world, but you might need to follow up, okay? There's going to be countless times when you can be like, man, I said the best conversation having. How come they haven't called me yet? And the answer is because they just need to see your face again. Nothing else. Okay? So just understand that the follow up, the fortune is in the follow up. Be prepared for this. Too many times, new notary public loan signing agents get all gung ho. I'm going to go, I'm going to go direct. I'm going to go direct. They go talk to three realtors. No one calls them back. And they get discouraged. And I'm like, yo, why are you getting discouraged? This is part of the process. You know what I mean? It's notary public loan signing agents who follow up, who make the money, the signing agents who don't get a first phone call back. Are like, oh, the market saturated. No, you just didn't follow up. So just make sure we get the mind right, okay? Get prepared for the journey that you're about to go on. You're amazing, you know? You're freaking amazing. I've been watching you from afar, girl. You got this. I cannot wait to see what happens next. Let's go see. I'll see you in Cali, girl, with our swag on. Bye. Oh, my gosh, What a great conversation to end today with. Part. The most important part of going direct or building a business is getting your mind right. It's understanding that not everyone's going to use you. It's understanding that, look, I got to get through some nose to get to yes. It's understanding that. You know what? The first time I say the script, it might not be so hot. But the second or third or fourth time I say the script, I'm going to be better than I was. The first or second time, realizing that you cannot be good at something until you do that something. I'm so excited for every single one of you. Believe in you. I believe in you. You know why I believe in you? Because you chose to be an entrepreneur. You know why I believe in you? Because most people won't be an entrepreneur. You know why I believe in you? Because you know what courage it took to say, I'm going to start my own business. But you know what? I cannot believe in you more than you believe in yourself. So go out, let's get it, and let's have a great week. Let's go. Bye, everybody. It.