Build a Signing Service | Tips for Notary Signing Agents

I want to say congratulations. Yes, to you for taking time out of your day to be a better notary signing agent. Every single Monday, jump on and try to help notaries build their business. And you're watching this on replay. See, a lot of people want to do more. They say they want to do more, but they don't actually do more. And you are. So it's congratulations for those chiming in live. What's up? What's up? I am here now to help you try to build a notary loan signing agent business. What's up, D?

Oh, lots and lots and lots of just great, wonderful news. I have my new signing service. Of course, I'm not even quite two months into it.

You just started your own signing service. Can I get a congratulations in the comments? Molo, Dean is in a attorney state. You know, I've said this a few times that Dean jumps on. But you know, I want to say this again. Dean, you know, Dean, man, how long since Bobby long have you been alone? Signing system family member now.

October. No, October.

Okay. So you know, when Dean first started, nothing was quick enough. Dean, when Dean first started, it was message of discouragement. How come this, how come that? And I was like, you just got to stay the course. And so I wanted to share that because a lot of people have the same sentiments. We all have these expectations. Business should be grown yesterday. And so you're not alone if that's your sentiment. But what I want to show Dean, though, is Dean didn't fall victim to the discouragement. Dean didn't fall victim to. Like, it's not fast enough. Now here's the crazy part. I think less than a year in you starting your own signing service is fast. But sometimes we have unrealistic expectations. We go to the gym and we expect to lose weight in a week, right? We start a new diet and we are expecting to see the results in three days. But when we are patient and have effort, this happens. So, dude, I want to say I am proud of you for numerous reasons, not just the success, but because of the mindset, your ability to push through, which not a lot of people have. And that is what I want to stop and focus on, is you not letting yourself fall victim to some of the very natural feelings we all have. So talk through that real quick for everybody. I will tell you not to fall victim to kind of that mentality, even though you had it, right? You had it. But what did it make you get so discouraged? You quick. Because I remember those early messages. I'm like, bro, yeah, relax, let the process go down. So help somebody else who has that, that, that, that early unrealistic expectation.

Well, there, there's three things and I put this in the post in the six figure group. One, you actually did you. It was during one of the lives or maybe just one of the trainings, I'm not sure. But something just kind of stuck inside the brain here when you said it. And that is that slow is a speed, slow as a speed. And it took me, it took me a bit to actually kind of understand really what that meant. And then also the other mantra that you've given us, which is we are farmers, not hunters. So that stuck with me. And then there's also another favorite quote, and I've shared this on here before, I believe, which is slowly is the fastest way to get to where you want to be. And even though I've only been doing this since October of 2023, and I got my very first loan signing from our attorney, State Ambassador Deborah, I got it from her the end of February, my very first loan signing. And I was scared to death to go do that. And I will tell anybody who was watching those first time jitters, they will, just after you actually go through that very first one, not to say that you're not going to be still scared that you're going to mess something up on a different type of loan, a refi or reverse mortgage, whatever. But my very first one was a purchase. It was, gosh, I guess it was 170 pages or so. Very, very daunting. But slow is a process. And so one of the greatest things that I can share is even though I've only been doing this, my first signing was in February. I've done many, many, many, many more on various platforms, both through signing order and through notary cafe and direct. I even, I've got several direct clients, even attorneys, because I'm doing both loan signings and estate signings as well. So I'm doing that hybrid kind of in between there. And so for a couple of months, I got really, really, really, really close to my very first goal. Well, outside of, you know, the smaller ones, because you got to have smaller ones and bigger ones. And so I struggled to get to that 1000 mark. And well, for months I was really, really, really, really close. And this month, not only did I break that, I broke the next mark, which for me was 1250. Not only did I break that, I broke the next mark, which was 15 I'm currently right now. And July is not over. Okay, it's not over. I actually just got a signing request right now. So it's not over. But I'm at 1,750. Just me this month. This month. And I can't tell you how just it's fulfilling. I feel like it. I don't know. I started my own signing service. I now have five direct clients that signed up accidentally basically because I got a mail away and it was a very complex out of state. And so the client, the signer had it. They said, oh well, here's a document in here that's got a number for someone to call. Okay, I'm calling. So I call Title. Title is in Missouri. That is now a direct client of mine and they are spreading me around to their other 23 locations in the Midwest.

Let me just stop you real quick, you know, and I want to help you if there's a place of help that you need. I'm so proud of you. And you know, I think the help that the community needs is this idea. Nothing's quick enough, right. And you know, in patience, I tell everyone who listen, if I can just get you through the first year, the first year is going to be up, down to things. Get you through the first year. Most people don't stick out the first year. Your year two is going to be unbelievable. It's getting through year one that same sucks in any business. So my question to you because I want every student to get through year one. I didn't say month one, I said year one. If I can get you to go through year one, you're going to take any this business to the moon. So was it really just running mantras through your head of like slow is the speed, you know, help another student who has this idea that it has to be built today. What helped to get you through that so you were able to stick with the business? Was it simply mantras? Which might be cool, but I want a little bit of tangible, tangible advice on what?

It was allowing myself to actually fail. It was allowing myself to fail because I am actually, I am a natural born overachiever, okay? And I don't say that to pat myself on the back. It sometimes is a torture, okay? Because I always, you know, straight A's and you know, honor roll and you know, but this, in the very beginning it was like, why can't I, Why can't I master this? Why can't I get this through my head? Why can't I? You know, it was this. And I tell you, I was actually just interviewed on a podcast and I gave the reasons why I do this and you actually helped in one of our sessions to actually help me develop what my why was. And that's Jody. And he has been extremely supportive and right there all along the way with me. And he's believing in me. He's given me room to be able to grow this and build it. And it's just been, it's been amazing. It really.

So I mean the tangible takeaway for everyone is, you know, you really refocused what your North Star was.

Yes.

Right. And so you determine, look, this is a business I want to be in. You know, it's not going as fast as I want, but I know if I can realign my North Star, you'll give myself grace to fail, which I love what you just said. I don't think enough people give themselves grace because all, all learning is, is being up in the grace to like be new at something. Right. Being brave enough to suck, not beat yourself up that you can't be perfect the first time. And so I love that you, you said that like I had to give myself the permission to fail because we don't usually. And I love re re energizing and reading positioning that North Star. So I hope every, everybody got a little bit of value out of that right there because I don't think, I think that's the hardest part of this business. It's getting through the slow times. It's getting through year one and year two for you. Dean's going to be to the freaking moon. But you need to go through year one to get to year two. Not people aren't willing to do like just get you to get through year one. Just get through it. No matter what. Don't quit. Year two is where the, where the growth starts. People expect that year one. No, I would argue your real growth is going to be year three. Right. You know, and, but it's just giving yourself permission to get to that point and not setting these unrealistic expectations. So.

And letting it sink in that slow is indeed a speed. Slow is a speed. You don't have to go fast. You don't have to run. That's right, run, run. Just take your time, take your lumps and get through it.

Well, is this just an experienced share? Is there anything else that I can help you with?

Dean, I just wanted to bring you up to date.

Hey, love you, man. I just want to say I just thankful for your inspiration to the community. Don't stop. Hire those loan signing system students and I'll see you next Time.

Absolutely. Okay.

Take care, man. You know what? You know, like this I get. So it's not the money that I get excited about. It's a personal growth. Because in order to make the money you want, you got to change who you are today. Let me say that one more time. The habits that got you here, wherever here is, is why you make the money you make. So if you want to make more money, you need new habits. Let me say that one more time. If you want to make more money, you got to create new habits. But so many new notary public loan signing agents are prohibitive of this idea that, like, I got to grow, I got to change. And so one of the new habits Dean had was I got to give myself more grace. I got to allow myself to fail. So remember, it's not about the money you're chasing. It's about the growth you have to make as a human. Because whatever you are right now is because what you've done before today. So if you're not happy with the results that you have right now, then you got to change the habits going forward. For things to change, you have to change. And that's what this business is about. What I think business in general is about is realizing and understanding that business is just a personal growth journey. It's challenging you to be somebody new. It's challenging you to think like somebody who is challenging you to be somebody new. Because hear me right now, and this might hit a little bit difficult, is you are where you are in your life because of the habits you're credited to this point. So if you don't like where you are in life right now, you have to create new habits. You cannot expect different results and stay the same person. Let me say that one more time. You cannot expect different results, but stay the same person. You got to start doing things scared. You got to allow yourself to fail. You got to allow yourself to grow. You got to push yourself through the suck. Give yourself grace on this journey. Because I know you're capable of going where you want to be. You just got to embrace. I got to be somebody new. You got to embrace. I gotta think differently. I gotta act differently. I gotta be differently. Because everything you got done to this point is because of who you used to be. So if you want to make more money, you got to be a new person. I hope that landed, man. I really, really do. How are you doing?

Good.

Tell everybody where you're from.

I am from Fresno, California, the Central Valley.

What? What? All right, girl. Talk to me.

I've been doing good this past. I'm reaching a hundred signings for this year.

Can we get over. Hold on, hold on. Get your flowers, give her a fire image. 100 closings coming up. How. Hold on. Before you say that, how's that feel?

Feels so like shocking. Like I, I guess I've just been busy doing, taking in the signings. Anyone that I can. And then when I looked at my notary gadget, like how I've been doing it was just kind of like shocking and really rewarding.

Like boom, let's go. Like you did that. Okay, so how do we get you to a thousand closings? Where can I help you with the talk to me.

So I've been doing the networking, going to like any like brokerage opening that you know that my work around my city and stuff. So that's been helping meeting lenders and whatnot and it was kind of funny.

So love the effort. Okay, so my question to you is, let's talk through the next part here is because I what I tell every student is the initial meeting is not as important as the follow up. So do we have a very distinct and I don't mean like, oh well Mark, I kind of do this, I kind of do that. Do we have something written down somewhere that is a template on your follow up sequence? See, a lot of notaries fail because they don't take the follow up as serious as they do the initial meeting. Does that make sense? No, we're going to talk through it. But I want to give you an analogy. Are you single or you've got a boyfriend? Married partner. Okay, so did your spouse ask you to marry you after the first time you went on your first day?

No, but yet.

But yet we expect someone we met for the first time to hire us. Do we see the disconnect? So yours, what did your spouse do to woo you to keep going on dates? Like let's talk through because a personal relationship and a business relationship are really the same thing. But we don't think about it the same. So think about your dating. When you first met your spouse, what was you guys went on a first date, then what happened next?

Follow up, there's messages between and another.

It's a very intentional yes follow. Right. He's like, oh. He's like, I'm into you girl. And so because of that he's like, I'm going to do A, B, C and D. Right. But why don't we do that with contacts?

Right.

Does that make sense?

No. Yeah.

And my guess is, you know you know, before you, he's kind of like, I know that this is what I got to do to move this relationship forward. So he was very intentional. Like, I got it. Text will be like, oh my gosh, it was such a great day. And then I got to send her flowers. So my question to you is everybody listening? Is why don't we have that same intentional follow up? Because what you're trying to do is you're trying to marry five new people. Does that make sense? Yeah, but we don't treat it as such. So we got to start using some type of CRM. Okay. Which LSS has one finally. Okay, so if you want that CRM, DM me. Okay. But what you need is some type of like, this is what I do on the first time I need them. This is what I do three days after. This is what I do five days after. This is what I Do. Seven days after. This is what I D.A.O. 14 days, 30 days, 60 days. So what you need to do is just take this afternoon and literally write down a game plan. When I meet somebody, this is the first thing I do. I send them a follow up email. Love meeting you. Three days later, I follow up with another email. But this is what this email says. A week later, I'm walking in, if I can, to say hello. So you should have a very distinct game plan. Okay, now let me remind you and everybody else on here, it takes on average seven times for someone to see something before they buy it. Okay?

Yes.

So my point to you is, don't get discouraged if they don't buy you after date number three or your third follow up. Like, that's not business. You know what I mean? So I love your front end work. You're just not doing the back end.

No. Yeah, that's kind of. It's like when I'm meeting them and that conversation's good, but I'm noticing. Yeah. Myself, it's like, okay, I can go a couple weeks without talking to them. And then that's kind of where you lose that disconnect, like million percent.

Like, frankly, the first seven days is the most important seven days of the business contact. Because especially if you met at a networking event, they met you and four other people.

Right.

So they, you, you gotta be like, hey, that was me yesterday. Huge smile. How can I help you? So what I. So now we finally have a CRM. Get the CRM.

Okay.

Even if you still do old school, let me teach you. Old school is you should have a templated email that goes out the moment you meet somebody, right?

Okay.

You get back in your car and it's already in your Google Docs and it's just like cut and paste send. Does that make sense?

No.

Now, in a perfect world, you have a CRM that does this for you. But if you don't, you know, CRM is a client relation management tool in case you know what that meant. Like I said, LSS finally came out with one. So make sure you get it.

Okay?

But you got to make sure that they're touched immediately after you meet. Like immediately. Here's my contact info.

Okay.

Okay.

Right.

Now let me coach you and everybody else on this real quick. A follow up email or follow up sequence is simply meant to get to get you from a random person to a conversation. See, a lot of people think the follow up is meant to get them assigning. It's not true. The follow up is meant to be like, oh, I'm Sandra. Now we have a little bit of a relationship we're trying to build. So all your email does, like, oh my gosh, so nice to meet you, love to hang out again, however I can serve you. Okay, Number three. Oh my gosh, I'd love to walk in and say hi. You're trying to bridge that personal relationship. Okay, so what you need to do is have a three sequence touch point right after you meet them. Okay. If you had a good CRM, it would just drop them into an automatic email chain. Automatic. Put your name in and it gets sent out. You've pre written these emails so you're not doing it again and then you're hoping they go, oh my God, Sandra, my wife's a realtor. I'll totally hook you up. Boom, you hook, line and sinker. Okay, Right now a serum doesn't help. This next point, a good serum will remind you when to go back in face to face. You should also have a face to face sequence, right?

Yeah.

So when do you. So do you have something that reminds you in eight to ten days. Oh, you need to go walk in back to that escrow officer, back into that lender. No, that's what a good CRM will do. You can do this on your own calendar. You don't need to pay for it per se. I would look into the LSS software, but honestly the only thing is missing from your business is a more concrete follow up system.

Yeah, yeah, definitely. I need something to, to like you said, a CRM. I don't have that. So it's kind of like I'm building all these business cards and Then it's like, okay, let me send an email. So then it's kind of like you forget. And then people just. Yeah, yeah.

I mean, girl, a good CRM, like lss, you just take a picture of the soft picture of the card. It goes into like their contact. You hit one button and they get three emails. Like that's how good software is for your business. You know what I mean?

Yes.

And then when you're done putting them in your, in your, in your CRM, then you send notifications to remind you, oh, I need to go back into person.

Okay.

So they've not contacted me. I need to go back into person and go hang out with them.

Okay.

But all is missing from your sequence is your follow up process. And I can't. I tell people like you students specifically like you're dating again. That's all this is, is you are dating. What did you do when you were dating your spouse? What did he or she do? That's what you do with these because you're dating. Remember, they're already married to another notary.

Yep.

Your job is to get in date. But here's the good news is they have an open marriage. So all escrow officers need multiple notaries. But if you're not top of mind, dude, they're gonna, you're gonna fall to the way.

Right? Okay. Yep.

Look, I'm proud of you though. I'm like, I mean what I'm proud of you about is not your hundred closings, not only your hundred closing, but this effort to go direct.

Yes. Yeah, the going direct has changed a lot. Yeah.

Okay, listen to me.

It's just I need that CRM to help follow up and stuff. And yeah, I definitely will look into that.

Yeah. So remember, Fortune is in the follow up. It's not in the contact, it's in the follow up.

Okay.

Okay. Remember seven to eight times before someone needs to see something else. Some people are going to buy you on time. Number three. Some people are going to buy you on time. Number 10. Your job is to stay consistently in front of people. The only difference between you and all of other students are making ten grand a month is the follow up. That's it. Okay, okay, let me end with this. Have you heard the name Melina Foin Mayer in our community?

No.

So Molina is the most successful female student that we have. She does $1.5 million a year with her signing service. Okay. She's an immigrant from Venezuela, speaks English as a second language. She got here like seven years ago. Girl is crazy good.

Wow.

Yeah. So. But my point is this. So the LSS conference is coming up. Hopefully you come since you're in fries. No girl out of San Diego. But anyway, not my point. Every year I have the million dollar producers on stage. I want this next thing that really land with you and everybody listening. Okay. So last year we had Molina up, okay, Million dollar producer. And I said, molina, how many clients feed you enough business to do 1.5 million. She goes, well, Mark, I roughly have four to 500 clients. I go, okay, cool. And I said, how? This is the wild part. Okay, this is the wild part is what I'm going to end with. And I said, well, how many, you know, how many clients did you have to reach out to to get 400 to use you? She said, mark, I've rough. I've marketed roughly 6,000 people.

Wow.

So what I told her when I told the audience on stage, when I'm going to tell you is the only reason notary public loan signing agent makes more money than you is because they've told more people than you that they're a notary public loan signing agent. Did that land?

Yep.

That's it. Yep. Mo. Mark, what's the magic pill? Sandra, you are the magic pill. Did you hear that?

Yep.

The secret sauce is in you getting out and doing what you're doing on steroids. Get a follow up process. Molina uses the LSS software and she follows up with 10 with, with 500 people. With one email, like one button, boom. 500 people get it.

You know, I'm making my life harder here.

Exactly. So sprinkle in technology. But look, I'm going to end with this email marketing work. Yes. But nothing is better than face to face.

Right.

So don't forget the face to face follow up.

Okay.

Are you good at what you do?

Yes.

Let me say one more time, are you a good signing agent?

I am. Yep. Just not a follow up.

Er. Okay. You're a good signing a. I want you to say that because listen to me. I want everyone to hear me. Signing services don't deserve you. Did that land? Yep. Which I think it did. You go out and tell everybody because they're taking advantage of you. They're paying your services at a discount.

Yeah.

They're getting you for 90 bucks. Like stop.

Yeah, yeah, yeah. It feels good when those direct checks, you know, come in and you get the whole amount. And that's my point. A couple days after.

That's my point. But. But what I'm. What I'm trying to motivate you and inspire you with is when you, you feel disrespected that you only got 90 bucks, everything changes.

Right?

There was a moment in your journey where 90 bucks was amazing. You're just grown past that. It's my job to point that out to you. So this is not a conversation of stop taking the signing service. No, keep taking it. What this is a conversation is about is turn your marketing into fire. Like, let's go. Because no one deserves you at 90 bucks.

Right. Okay. I have one question. So if I didn't assign you maybe about a little bit over a month ago and, and I'm not sure if you know what happens if that, that deal didn't go through.

Yeah.

Now sometimes in escrow, things fall out.

Yeah.

You did that with the seller and all of that. So. And I don't know, do I follow up with the escrow officer?

Okay, so great question, great question. Okay. So especially on direct business.

Yeah.

Okay. So this is a great, great conversation. Remember the number one rule I teach you. Empathize. Okay. So let's role play, play together. Okay. If you're truly an empathetic business owner, Right. Before I quiz you on what to say, let's think about it like this. If the file didn't close, does the escrow officer get paid? Is there some empathy there?

Right, Right.

Okay, so think about this. So if. Did the escrow officer arguably do more work than you did?

Yes.

They get paid if it didn't close?

No.

Okay, so if we know this because we're educated, how would a good conversation start? If you're looking to see if it closed?

I don't know. That's what.

Yeah. Okay.

I'm trying to teach you that.

So empathize. So this role play. So you know that they may have wasted more time than you. That you know that. So you're about to write an email or make a phone call. Either or is good. Go in person. Doesn't matter. What matters is how you handle the conversation. That's what I'm coaching you on. Yeah, girl, I'm not going to give you a fish. I'm going to teach you to fish. So what's the way you can enter the conversation? I would actually tell you to go in person because you have another touch point. Now you have an excuse to walk in. They haven't used you for a month. So now you're like, oh, sweet, I'm going to take advantage of this to go get some face to face. So you walk in, you say, what's up, Sandra? This, this Role play. What can you say?

I don't know. Just following up with. With that. Well, the thing is. I don't know exactly.

Come on, come on, come on. Keep you focused. We're following up. What would you say?

Just following up to see if. If that's. If the property sold? I. Yeah. I don't know. Kind of.

Okay, keep going. I'm gonna force this out of you. Okay. So being empathetic to her.

Okay, okay.

So she may or we don't know if she's got paid on the file yet.

Right.

Okay. So how can you enter that conversation?

Yeah, just saying. Just asking if it closed, if there's. You know.

I don't.

I don't really.

Perfect. No, Perfect. So instead of asking for your money, you asked if it closed.

Right.

We see the difference there. Okay, so, a. I'm just following up on 1-238-North- Broadway. Not sure if it closed or not. I just. So, I mean, I know there's nothing. No one gets paid if the file doesn't close, but I was just following up, see if it has. See, so what you're saying there is like, I want to get paid, but you're empathizing, you know that nobody gets paid. Does that make sense? So it's kind of having that conversation like, hey, I know nobody gets paid if the file didn't close, but just checking if that file. Because my record show happens. And now what that does is two things. It makes you a little empathetic, and it reminds them that you just work for free. What do you think they may do on their next file?

Hand it to me.

That makes sense.

Yeah.

So I don't think an email is good. Okay, Go in person. Oh, my God. How you doing? Yeah, I'm just checking up a 1, 2, 4. Didn't know if it closed. I know that if it didn't close, nobody got paid. So I just want to make sure my record shows not paid. I don't want to get paid if it didn't close.

Right. Okay. Yeah. Know how to approach that without sounding like, like, where's my money?

But see what I did there? I made you empathetic. Like, no one gets paid. I get it, and I'm cool. Not getting paid if no one got paid. But now you're, like, you're saying without saying it, think about your girl. And that's closing. You know what I mean?

Right? No, yeah, that's true. Okay.

That's why in person's better.

Yeah.

I'm just here to follow. I'm just Here to follow up on 1, 2, 3 Broadway. Not sure if it closed. I know nobody gets paid if it doesn't close. I'm just trying to make sure my. I can mark it off on my accounting if it never closed.

Okay, that makes sense. Yeah.

You're not.

Yeah.

Asking for your money directly. It's an indirect way. But you're saying it as an educated notary public loan signing agent. I know nobody gets paid. So usually what happens next is like, you know what? Oh, my gosh. You know what? I'm so sorry. I should have reached out. You never close. But you know what? I'll get you on the next one.

Okay.

Or it's like, oh, no, it closed. I'm sorry. It slipped through the cracks. You're like, oh, cool. Yeah. I just assumed it didn't close. Not a big deal. My accounting. Does that make sense?

No. Yeah, that makes sense. Yeah. That helps a lot. Thank you.

Yeah, you're so welcome. So follow up. CRM. Get the software. A software. Okay. DM me if you want ours. We have hundreds of students using it. But honestly, like, let's. Let's get you insulted with not getting the full fee.

Okay, you got it.

When someone doesn't offer me 150 bucks, I'd be like, oh, you're crazy. Because I knew my worth.

Right.

But yeah, you can't be. When you realize your worth, that should turn into effort. Not being arrogant. Does that make sense?

That makes for. Yeah.

I want your confidence to be like, I am now. Ready to go direct full time. This I'm not. Hear me carefully. I don't want you turning down the signing service jobs, okay? Keep taking them. I just want you to get a little more. More forthright on your direct.

Right?

Out of the direct. I mean, out of the signing service. Excuse me. That makes sense. All right.

Yep.

Dude, I'm proud of you, man.

Thank you so much for your help.

All right. Here. If you need anything. Bye. Oh, my gosh. We are my girl sand crushing it over there. Look, I want. There's what I want. I want all of you. Okay? I want all of you. Yes. You getting to the point where you're like, I don't work for less than $125. But what I want, though, is that feeling to inspire more marketing, not staying home and doing nothing. Okay? So get out there, build that business, and let's go, baby. What up, E?

Hey, what's up? How's it going?

How you been, brother?

Oh, I'm. I'm trying. I'm. I'm trying out here. I about to have seven done.

Hold on, hold on. Eric is at seven closings. Can we give him a fire emoji? That's huge, brother. That's huge. Let me, let me, let me. I want to just change the demeanor. Okay? Were you ever a notary public loan signing agent before you did those seven?

Okay. No.

Okay, so how come we're not juiced? We've done seven.

I. I am, I am.

All right, good. So see, that smile I see right there is what I wanted when we first talked. Mark, I'm at seven. See, look, I want to teach you something about just business. It's like momentum creates momentum, but we have to create the momentum. So if you can't get excited, then you can't keep excitement to do the things that suck, like marketing. You know what I mean? But it's your job to, like, talk to me and be like, oh, my God, dude, I'm at seven, Mark. Because you're creating this energy that then get expelled in the rest of your efforts. Does that make sense? Look, by the way, do you see all these fire images people are dropping for you, man? I mean, like, that's the smile. So we're 7D. Okay. Where are we at right now? 7D.

Well, okay, so the thing is that I need to know, like, like, what. What should I focus on? Because, like, I know. I know it's a slow process. I know that, that, that you, you know, you need to give it time and everything, but unfortunately, I don't have time. I'm half a million in debt. Like, I'm about to lose my house. About that. Lose a car. Yeah, that. I mean, I mean, let me.

Let me tell you, Let me tell you. First off, man, my students, where there is no plan B, usually are the ones who scale the quickest. I just got to get you to. Let me hear me. People can feel desperation. You don't want that. Okay, so I'm trying to coach you here. Like, I get your backs against the wall. My coaching, though, is you don't want your clients to feel that. Does that make sense?

Okay, well, I understand.

Gotcha. Now. I'm trying to give you some coaching holistically here. I'm going to drill down to what you need, but I'm also your coach, and so I want to make sure I'm coaching you right. So part of what we got to. You guys got to focus. That's the beginning of this process. You get. Part of the process is being present to kind of get to those next Motivational and execution points. So, okay, I heard everything you just told me. So now what the answer is is you got to double down on your effort. It's not. It's actually not about patience. I actually don't preach patience. I preach effort first, patience second. Okay, so let's talk about the effort. The very first thing we all should DO as an LSS student is take that list of 200 signing services and call everyone, everyone. And be like, I'm. What part? Where do you live?

I'm in Big Bear City.

Okay? Big Bear City. So you're in Big Bear. Where is that? In California? Is that by Big Bear?

Yeah, yeah, yeah. I live up in Big Bear.

Oh, God. I go to Lake Arrowhead like every three weeks. Okay, so. So your job right now is to drive all over the mountain, okay? So first let me. Let me back up. Your first thing to do is call every signing service and tell people you got all San Bernardino Mountain covered, okay? It's your number one thing, like a. I'm Eric. If you ever have a signing in the San Bernardino Mountains, Big Bear, Lake Arrowhead, Lake Gregory Running Springs, I will go anywhere. You got to let people know of your service area. It's the first phone call, okay? Every signing service, okay? Now that's where you put your effort. As soon as we hang up, you're going to call every signing service on that list and say, hey, I'm Eric. I'm out in San Bernardino. Here's my zip code. If you have anybody problem finding under the mountains, I'm your guy. Okay? Everybody, that's number one. Okay? Number two is you got to drive all over that mountain and tell everybody on the mountain, I'm Eric. I'm here to service you. I will go down to the Valley if you need me to. I will go down to Redlands. I'll go down to Riverside. So what you're doing here is letting them know that you won't charge them more to go down to Riverside Corona if they need you to. The reason you do this is just to build the relationships. Most notaries don't come off that mountain, okay? So you got to be like, look, I'll go down to Riverside for the same fee as anything at 150, whatever you normally charge, okay? This is how you're getting in over their current notaries. I guarantee those current notaries are not going from river from. From Big Bear down to Riverside on a Friday at 5 o'. Clock. I've been in that traffic, okay? So be like, I'll do That for you? Okay, so this is your value add immediately to the mountain. So I'm speaking to everyone who lives in rural areas like Eric. So you got to do what most rural notaries won't do. And that's like, I'll go to the next biggest cities. Because remember, if you're a loan officer in Big Bear, you can slang loans in San Diego right now, number two is one of our best students, lives in Redlands. Okay?

All right.

His name is Brian Schooley and his no, number one message is, I will drive to Big Bear. Okay? So listen, what I want you to do is I want you to go down the valley. Everybody hear me this. A lot of rural notaries don't do this. Your job is to go to the next major town and tell them, I know you struggle to find notaries in the rural area. So I want to say hello to you face to face. And you can just email me docs. I can already be in Big Bear and I'll drive it back down immediately afterwards. See? So Brian convinces people in Redlands, I'll go up the hill. You're already in Big Bear. So go to the same companies down the hill and say, I'm already where you want people to drive from from bottom of the hill. Don't do that. Anyway, you don't need to send anybody up the mountain. I'm already at the mountain. Does that make sense to all my rural notaries or my rural notaries aren't going to the next biggest town because what they're doing is they're sending people to drive to your rural area. Just be like, I'm already here and I will drive Dog Box back down to after the appointment.

Right?

So what you do is you tell everybody in the mountains in the rural area, I will do any signings in the major city outside of here. Okay? That's the first thing you do. That's how you sneak in the back door. Then you go down the hill and you tell people in San Bernardino and Redlands and Palm Springs if you're crazy enough to drive that far and be like, I know you have people in Big Bear you're doing closings for. I'm there. So you don't need to send anybody from here up the hill. I'm already up the hill. And here's what I'll do for you. Immediately after the signing, I'll drive docs back down. They'll be like, well, yes, you don't need to find someone to drive up because my coaching to you and everyone else who Lives in a rural town is they struggle to find notaries who will take those farther rural areas. So you're solving that problem for me. Does that make sense, Eric?

Yes.

So you're saying, look, are you struggling to find a notary in Running Springs like Arrowhead or Big Bear? I'm your guy. And as soon as the signing is over, I will drive down the dock so you'll get them back very same day. Now you're solving the problem of them not being able to find a notary in a rural area. Does that make sense? So let me end with this, okay? One of our best students lives in Yosemite, a town of 400, and she drives to Fresno once a month, two and a half hours one way. Because what do people. What do loan officers in Fresno struggle with, Eric?

To find the person for. For that.

Yeah. So guess what she does once a month, like clockwork, two and a half hours away in Fred, which is the closest massive city. So guess what she does once a year. I mean, once a month, she goes down in Fresno. What do you think her sales pitch is?

Sorry, I blinked it.

All right, well, we're gonna help you. If our girl in front in Yosemite drives to Fresno, what do you think your sales pitch is?

That. That I'm. I'm your notary. For. For you. For any closings in. In Yosemite.

Okay, different. Let's word it differently.

Okay.

Do you struggle finding notaries in Yosemite? What do you think?

I. I see what you're saying. Yeah. Okay. Yeah.

What do you think they say?

Yes.

Yeah. And they're like. Then. Then she goes, no need to struggle. I live in Yosemite, so I wanted to give you a face of a notary who lives in Yosemite. I cover the entire mountain range. She travels like two hours, but she's flooded with business. Because they struggle finding notaries in Yosemite. It's a rural area. So if there's a escrow office in San Bernardino, they're struggling to find notaries where.

They're struggling to find notaries in Big Bear.

Okay, so what do you. How. How do you enter the sentence with the escrow company down the hill?

Do you. Do you struggle with finding notaries too? For. For the rural areas?

Be specific. Where.

Like the San Bernardino Mountains.

That makes sense.

Yes.

And they're gonna say yes because the benefit of being in a rural cities, you don't have that many. You don't have that much competition. Okay, so utilize that. Now, do you think the rural. Notaries in Big Bear drive down the mountain? No. So what do you. So what do you say when you walk into a escrow office in Big Bear?

That I'm willing to drive.

Do it and do it in a question. Do you.

Oh, okay. So, so do, do you have closings that are, that are off the, off the mountain?

And do you.

And, and, and do you.

Do you struggle.

Oh, oh. Do you struggle with. With, with finding those notaries that can travel to. To down that. Down the mountain?

That makes sense. So you walk into a Big Bear office today because how many realtors in Big Bear are probably closing loans to second homeowners down the hill?

Probably a lot.

That's my point. Okay, so if you walk up to a realtor in Big Bear. What, what, what should this sentence be? Do you, what?

Oh, do you. Do you have closings, downs?

And then what's the next sentence?

And then, and then.

Do you struggle?

Oh, do you. Do you struggle?

Write this down. I want you to write this down right now. Write this down. Do you. So if you're marketing in your rural area, which is Big Bear, it's. Do you struggle find notaries who will travel down the hill for no extra cost? Write that down.

No. Okay. Yes. Okay.

Right, right. I want you to write it. Do you struggle to find notaries who will go down the hill for no extra cost? Read that to me.

Do you struggle finding notaries going down the hill for no extra cost?

And what do you say?

And, and I'm. I'm your notary.

That's right. Does that make sense?

Yes.

And then when you're down the hill and you stop off at an escrow office, what do you ask them? Do you struggle? What?

If you like basically just flip it, you know? Do you. Do you struggle finding notaries to go, like to go up the hill.

Especially window when it what? Snows?

Oh, well, yes, yes, yes.

But you're talking through it. So right now it's summer, right? They're like, yeah, well, we know our noting will go up the hill. Cool. How about during the winter?

Right? Yeah.

My point is make sure you have a conversation with them. Does that make sense?

Right.

What do you think the follow up email should say? Don't overthink it. Remember, I'm Eric. Who'll do what?

Travel to, you know, depending on the situation, travel up the. Up the mountain or, or down the mountain.

We getting it. All right, man. Hey, I'm rooting for you, okay? So remember, you have a really big advantage being rule a lot of my rural Notaries don't see it like that, but they. Everybody struggles finding notaries in rural areas. Everybody does. Now, if you're trying to get only business in Big Bear from Big Bear, it's going to be a little more difficult because you have notaries doing that. So do a different angle.

Right, right. Oh, yeah, no, I'm definitely. That was one of my. My things was I went and did a buyer's. A buyer's package down in Orange county, and then. And then I dropped off the docs to. To the escrow company that was in Anaheim.

So. Okay, I'm gonna end with this. Say that. Okay, look, I want everyone to hear this next story, okay? Oh, look at all the love you're getting. By the way, bro, everyone's rooting for you here, dog. We're all family, okay? So I want everyone to hear this. You ready, Eric? Facts tell story. We sell. Write this down. Write this down. Facts tell, story, sell. Everybody watching this. Write that down. Facts tell, stories sell. So they give you an example. You just gave me a. What about Anaheim? Would you give me. You gave me. What did you just give me about Anaheim or what?

Oh, a fact, a story. Oh, a story.

Like you're like, hey, I did this for my other client. Yeah, share that more. Share the stories, less the facts. Does that make sense, everybody? So what a lot of notaries do is this, Eric, Everyone to hear me. What a lot of notaries like, oh, well, I'll mark. I don't miss signatures. I don't miss initials, and I. I always show up on time. Those are facts versus is. Oh, my gosh. There's this one client that I did signing for that was two hours away. I dropped off docs, went back to the actual company and came back. And that's the kind of service you get from me. See the story.

Right? And he even. Even actually did live up here. He just was down in Orange at the. At the point.

Yeah.

So I had to go.

Facts tell, stories sell. Always sell the story. If you have great stories of customer service, you share the stories of customer service. Does that make sense, Eric? And everybody watching always sell the stories of what have you actually done? That's above and beyond. You share that. Does that make sense? So what I want you to do as soon as you get over done with this is called the signing services. Up use what I just told you. Are you struggling finding a notary up the hill? Okay, when you're done calling the signing services, you go back to all the escrow offices and Big Bear Lake. Arrowhead and Running Springs and say, do you have a struggle finding notary? So go down the hill. In fact, I'll go to Anaheim if you need me to. And I'm not going to charge you more. That's the key to that sentence.

Not going to charge you more. Yes, yes.

Whatever the flat fee is, I'll take it.

I even said that to, to that signing service, and he was actually the one that gave me the extra.

That's my point. Literally my point. Okay? And then when you're down the hill, same thing. Okay? Hey, I'm rooting for you, brother. I'm a DM away if you need anything. Dude. Only thing I can't teach is effort.

That's it. Yes.

Go out and you tell people what I just told you to do. You will get people who will take you up on it.

Hey, I mean, even if you're signing services, I'll go down to San Diego. I mean, I used to live in San Diego.

Call my signing service up. It's on the list. I don't do any of my own scheduling. But, hey, all you do is you now know your pitch, right?

Okay, Yes, I, I, yes, I, I now I now know exactly what, what my what, what my advantage is over than just the fact that, you know, I don't miss signatures and blah, blah, blah and stuff like that.

What you do above, they'll be in a bind. You're gonna snap up that bind and then make a client out of that. Okay, now listen to me. I don't want you to be a student who always goes down the hill, but this is how you get your foot in the door right here.

The coaching, yeah, I get, I understand, like, you know, like, make it, you know, eventually make it worth your while.

But that's right, you know that's right. Hey, you. You can do this. Look at me, dog. You can do this, okay? The only thing I can't teach is effort. If you tell every person up the hill, you'll go down the hill. Someone will use you. If you tell every person down the hill, you'll go up. You, you, you. They don't need to find someone to go up the hill. And you'll drop off docs.

Yeah, I will. I will send docs down to, like, you know, I will hand deliver docs, you know, down. I mean, obviously within, within reason, by six hours, you know.

All right. Hey, stay in touch. We're not, we're not going to lose anything. Okay? Let's change the mindset, okay? I know the stress. You're feeling all right. And so I get it. Your job is to kind of stay present in the moment and just really just focus on what you can focus on. Okay? What happens with what stress is? Stress is focusing on things we can't control. That's literally the definition of stress to me. The only reason we stress out is because we're stressed about things we can't control. So in order to turn the stress into action, you start focusing on the things you can control. And usually when the things that you can control work, then you figure out everything else. But what I don't want you to do is you're focusing on things you can't control. I felt the stress in the beginning. I get it. And by the way, I'm not trying to downplay it. Stressful. I get it. But focusing on things you can't control is not going to help you out of the hole. You feel me on that dog?

Right?

Okay. So focus on things you can control. All right? Which is your effort, which is telling people what's up. Go back to this chat. Go back to this little log here. You'll see everybody rooting for you, man. We were a family. I got you. And I'm out. Let's go. All right, brother. Oh, man. I'm going to end with that. What a great conversation. I'm going to end with what I ended with him is stress. The definition of stress is worrying about something that's not in your control. When you learn to refocus or reframe and focus on things you can control, everything changes. And so I run my business and my life with I just focus on things that I can control, because focus things on the things I can't control get me in a spiral. And so I'm willing to bet the same thing happens to you when you start worrying about things you can't control and do those things, the things that you can't control, all of a sudden, you can start controlling. So don't worry about things you can't control. You can't control what you can't control, dude. But what we can control is our temperament, our actions, and our attitude. So, that being said, have an unbelievable week. I'm rooting for you. My name is Mark Rules. You have any questions about being a notary public loan signing agent, click the link in my bio. DM me. I'm out. Build the business. Let's go.