Direct Marketing Email Script For Notary Signing Agents | 1-on-1 Coaching With Mark Wills

Welcome to another one on one notary coach with me, Mark Wills. And if you're watching this right now and you're hearing this voice is because you are watching this on replay. And I just want to say thank you so much for taking time out of your day so you can be a better notary public loan signing agent. Every single Monday. I try my best to jump on and help notaries from around this country build their businesses. So I want to make sure that I say hello to everybody out there watching this live. And again, if you're watching this on replay, we watch every single one. So I want to make sure that I can help you as much as I can. Remember, you do not need to be a loan signing system student to get my coaching. It is absolutely free. And I want to help you build a business as much as I can. So it's very simple. Go right there, hit this little button right there, hit the ad camera icon, and I'll help you the best I can in the five minutes that we have so I can help you. What's up? Aside. Hey. Hello. How are you?

Fabulous. How are you?

Good, good. So tell everybody your name, where you're from, and let's have a conversation.

Oh, my name is Jesse Anderson Bolder and I'm from Suffolk, Virginia.

Oh, I love it. So how can I help you today, Virginia in the house.

Yeah, finally. So I am trying to figure out the best way since I do this part, time to fit everything into my schedule.

Yeah, I like it.

So, yeah, it's a little interesting. So help.

Let me break it down for you. So my favorite analogy is this. You ready? So whenever people say, mark, how do I make time for this? Mark, I got too many things I'm doing. I want to build my business, but I just don't seem to have the time. I get that all the time. So the way I coach my other students is I'm going to coach you the exact same way. So do you have any children, Trip? Okay, cool. Even better analogy. So when your kids was in school, right, and they were, and you are slam busy, did you ever forget to pick up any of your kids from school?

No.

No matter how busy you were? Correct.

Correct.

You could have the worst day you could have. Your boss is getting mad at you, you could be slammed. But what did you never forget?

Babies.

Babies. Why?

Because of my baby?

Because they're the most important to you. So my coaching is the same. You have to make a decision. How important is this business to you? Because just like your babies, if it's that important. You will find time. You will prioritize this versus other things. People always ask me, what's the magic bullet? The bullet is you prioritizing this business. One of the answers could be, this business isn't that important to me. That is fine. But we all have time. What we have to get straight is our priorities. You never. I got a kid, right? I would never forget. I don't care if I had 14 meetings, if I had four, my. My house was on fire. I would never not pick up my son because so. So it's really not relative to how much time that we have. What's relative is how important is this business? So the answer to the question is you can fit this in when you feel like it's important to fit in. So for something to fit in, something has to go. So just like I said, just like with your dog, with your babies, you never didn't pick them up. Something had to go in order for you to make time to pick them up. So you made a decision in your mind. Well, my babies are more important than this. So my question to you is, what's more important than building your business? That's a you question. So we all have time. The question is, how big of a priority is something? Does that make. Makes sense. So the way you build this business, Tress, is by prioritizing it. It's by moving something out of your schedule because this is more important to fit into your schedule. Did that make sense? Yeah, because there's really no other magic sauce. Because like I said, when something's important to you, you make time for it. And what's not that important to you, then you make excuses why you shouldn't do it. And so when I tell my students to always say, mark, I don't have time, It's. That's. That's not the right statement. What you haven't done is prioritize your business, which is an okay thing to say. Just say that out loud like, my business right now is not a priority. Which is okay to say. But what's not okay to say is I don't have enough time. Because we all have time. What we don't have is a list of priorities that makes sense. So look, what I would say. What I would say, though, to this, and everybody listening who says they don't have time. But what you don't need to do is this. So here's my favorite coaching. Did that analogy land a little bit. Okay, cool. So now here's the coaching. I think a lot of Times people get overwhelmed because they feel like they need to remove eight things from their schedule so they fit time for the business. I challenge you. You don't. I challenge. All you got to do is find maybe 15 minutes a day in your schedule to start your business activities. Because what happens. Momentum creates momentum. So what happens, like, for the first week, if you're like, you know what, Mark, I can squeeze in 15 minutes a day to start signing up with signing services. Mark, I can figure out 15 minutes a day to start making lists of escrow real estate attorneys near me. So if we just fit in a little bit more time, not a ton of new time, just a little bit more of new time, then what happens is 15 minutes turns into 30, 30 turns into 45, 45 turns into an hour. Does that make sense?

Yeah.

So my coaching to you is a. Just ask yourself, how big of a priority is this business? And then once you're like, you know, Mark, I get what you said. That was a. That was a slap of reality. You're right, Mark. I need to start prioritizing my business. Then I would challenge you. Don't try to fit in an hour of your day. Just try to fit in 15 minutes. If you squeeze in 15 minutes a day for a week, then next week Maybe turns to 20 minutes. Does that make sense? Maybe it turns into 30. So start small. You don't need to clear your whole schedule and be like, I'm going to work an hour a day every single day. So maybe what you do is just try to find 15 minutes a day, and then that 15 minutes creates momentum. Now you got 30, then you got 45, then you got an hour. Does that coaching make sense?

Yes.

So any questions or comments to what I just coached you on?

No.

Okay.

I do put 15 minutes a day into the business. It's just in my brain. It's like, I feel like I'm not doing enough. So.

Yeah, yeah, yeah. Well, what. I would challenge you that if you already do 15, make it 30. The goal in life is to grow. So if you're already doing 15, then I would say, well, start scheduling. Scheduling 30 then. Does that make sense? So push yourself, push the boundaries. Because the business is only as important as you prioritize it. And the business is not going to grow if you don't prioritize it. That's just truth. A lot of people want a bigger business, but they're not giving the business the time that it deserves. And then they complain they don't have time. It has nothing to do about Time has all to do about priorities. So I believe in you. Keep pushing. You know me. If you need anything at all. Okay, Got it. Thank you. All right. Oh, my. Wow. That was such a good conversation with Tracy. So let me just repeat the lesson that we want to take away from Tressie. As everybody always says, Mark, I don't have enough time. And that's not true. You just aren't prioritizing your business. You will always find time for things that are important to you. Have you ever not picked up your child from school? No matter how busy you are, you find an hour to pick up your child from school because it's that important. You push other things out of your schedule because not forgetting your child becomes the most important thing thing. When this business becomes the most important thing, you will push other things out of your schedule. So don't tell me you don't have time. What you don't have as a priority. You don't prioritize this business. Oh, I don't have time to market direct. Yeah, you do. You were just choosing not to create time to market your business. Correct. You're choosing not to make it a priority to Martin. Market your business. Correct. If what I just said landed, everything will change because everybody has time. What we don't, what we have, what differs is our priority levels to whatever we're working on. I could have a million excuses not to show up at 12 o' clock right now to help you, but it is a priority of mine to jump on right now to help you. So when you prioritize it, then everything changes. So we always have time. The question is, what are we moving out of our time to move into our priorities. Hope that landed for everybody. How is everybody doing? Let's go. What's up, girl? How you doing?

Hi.

Hi. Tell everybody your name and where you're from.

My name is Sante and I am from Columbia Station, Ohio.

Oh, I love it. Oh, hi. How do you say your name one more time?

Sante.

Sanse. Hello. Hello, Sanse. Let's get this party started. What can I coach you through?

So I just have a question. So I received notifications from Snapdocs and you know, I hit accept and then I call, but then they're closed because it's 6 o' clock in the morning there. So then what do you suggest? Email? So then I email, yeah. And you know, they don't respond. You know, then I get a notification that I understand it's not going to work out every time, but then I get a notification that it's been filled by another notary. So is that what you suggest? That they're closed on that on coast to coast is closed at 6:00 in the morning. Just send an email and keep it moving.

So it sounds like you're an LSS student, am I correct?

Yes.

Girl doing all the actions. I'm like this sounds like an educated notary. So yes, that is obviously going to be the problem. Like for, for your version of coast to coast is the west coast version of Signature Closers. Right. So Signature Closer is a massive signing service on the east coast but again there are different times in west coast so there's going to be a little bit of time differences on, on both sides. So here's my only last piece of coaching because you're doing everything perfect. Email, yes. Calling, yes. But here's what I don't want you to forget is maybe you call at noon east or west coast time and just introduce yourselves like oh man, I miss your signing from earlier this morning at 6 but I want to introduce yourself and ask you to mark me preferred for future. So don't forget to use that notification as a moment to start a conversation so then you can get preferred because now it's not out of the blue you're like hey, I saw a notification come over on my, on my, on my phone at 9 o'.

Clock.

Our time got assigned. Great. I love it. But here's why. Maybe next time you don't use the cattle call system, call me directly. And so lot of notary public loan signing agents or students I should say don't remember you can do a follow up phone call even though it's gone. That's not the point. The point is now you want them to mark you preferred the next time you get a notification you're the first one to get that notification versus everybody else in your gradient in your radius. Does that make sense? So the only missing action is utilizing that moment. So you can maybe make a phone call three or four hours later when they're in office and then try to be like hey, I missed your notification this morning but here's why I think you should mark me prefer the next time you have some signing in my area. So that is still them giving you the opportunity to call them to make sure that you get that. Does that make sense?

Makes a lot of sense and I will do that. Thank you.

First off, I am so proud of you because most students don't put in the effort you do. So thank you for calling. Thank you for emailing. Thank you for all that crazy stuff. So keep building and I promise you, your effort will not be in vain. Okay?

Okay.

Hey.

Thank you.

Are you welcome? Oh, my God. It sounds like, by the way, that we got a lot of value from that call. Hello? Who do we got? What's up? What's up? Hi. Hi. I don't know your name, where you're from.

My name is Elaine. I am from New York City, newly commissioned notary and recently certified loan signing agent through the nna.

First, congratulations. Thank you.

Thank you, thank you. I'm also a recently newly accounted student for the nation.

Let go.

Thank you. Thank you.

Thank you.

So basically my question is kind of a broad one. I basically am dedicating all the time that I have to this like that the way you said earlier, not talking out on anyone who doesn't have the time. I get it. You know, life happens. But personally, I've decided to dedicate all of my time to this. So I kind of just want to hit the ground running. I recently filed for my LLC and I got everything going for my run because in the state of New York, you have to go through an extra step for the RON notary commission. And basically my question is, I recently found out the difference between attorneys states and escrow states.

Yep.

I'm not too sure where to start because since everything is like through the attorneys, I have everything. As far as marketing goes. I have postcards ready, gift bags. Whatever I have to do to get someone's attention. I just don't know where to go.

Yeah, I love it. Okay, so first off, I so proud of you. Effort equals momentum. Effort equals signings. You're doing it. Only thing I can't teach is effort, and that is you giving it 110%. So I know you're going to build this big. Okay, so a couple of things. First off is make sure you go on the loan signing system, YouTube channels. We have a few New Yorkers on there. We did a full day in the life of marketing in Manhattan. I was with a notary public loan signing agent.

I actually did watch that video.

So that is the answer then. It's real estate attorney's offices is what you're looking for. Okay, so what I would say is this. This is for everybody listening right now. The only difference between an escrow officer and a real estate attorney is that the real estate attorneys will have in house notaries, they are the same thing. So instead of in an escrow state, you need to be a barred attorney. Right. Approve with your state bar, you're an escrow officer. And so there's no difference. So a real estate attorney is the middle person between the bank and the borrower. An escrow officer is the middle person between the bank and the borrower. They're the exact same thing. There's no difference. Does that make makes sense as far as the role in the transaction? So the only reason attorney states get a bad rap is because attorneys offices will have paralegals who are also the notaries. So the only reason they're like, oh, it's our. But here's the crazy part. It doesn't matter if you're in an attorney state or you're in an escrow state. 75% of signings are evenings and weekends. Most borrowers can't take Tuesday off the work at 11am to go sign loan docs.

Right.

So they call the real estate attorney and. And they're like, hey, me and my husband can't make it down. Can you send a notary to my house at 6? So even though it's a bad rap, I'm confused why it's very uneducated people on the Internet saying it. Now here's the truth. Your daytime business opportunities in an attorney state is less than it is in escrow state. But your evening and weekends are essentially exactly the same. The same opportunity exists. That's why, you know, Stephen, with that interview that I did, makes $100,000 a year in Manhattan, is there's still business there. So the difference is you're going to approach real estate attorneys, New York, wherever you live, just Google that. Real estate attorneys, Manhattan real estate attorneys, Bronx. We had another student in the we had another student in the Bronx making money too. So make sure you go watch her video. But we have a handful of students crushing it in New York City, so don't let that deter you. But the answer is simple. If you're in an attorney state, you're looking up real estate attorneys. That's what you're looking up. Now you could look up title offices, but title offices will just refer you back to the real estate attorney.

Gotcha.

So it's still one of the same. Now you can network with real estate agents who will all have a real estate attorney that they work with, just like I teach in an escrow state. Go work with a real estate agent because they'll refer you to an escrow officer. Same thing in attorney's day. But instead of referring you to an escrow officer, they're going to refer you to a real estate attorney. Does that make sense? Yeah. So you're good now. Last thing on the way out is, are you part of the Attorney State Facebook group that I have for you students? I believe so. Okay, so Deborah Smith Owens is our resident ambassador.

Oh, I recently actually requested to join.

Okay, cool. So when you get in there, Deborah Smith Owens is amazing. She's your ambassador. And attorney state. Is an attorney state. Is an attorney state. Just like it doesn't matter if you're in California or Texas, and escrow state's an escrow state. So when you get in that group, there's a bunch of resources. You ever get confused on who to talk to, what to say? My course helps. But you also get that Attorney State coaching from her for free, by the way. It's not more money. So utilize her as a resource then. All you Attorney State students are in the same group, so don't be afraid. Like, hey, what are people saying to real estate attorneys in your state? Because marketing in New York, same as marketing. North Carolina, same as marketing in South Carolina. Right. All the same things. Delaware, Boston. I mean, Massachusetts. It is the real estate attorneys or real estate attorneys are real estate attorneys. So make sure you utilize that resource. Okay. You have an ambassador should get. I'm not. I've never marketed to a real estate attorney. That's why I have an ambassador who does it. She does $300,000 a year. She gets business only from real estate attorneys. She knows how to market to them. So use that resource because that's what you paid for when you joined my community. Okay. Did I answer that for you?

Sure did.

All right, well, go get them here if you need anything. Let's go.

Thank you.

Bye. Oh, my gosh. I love when I hear students who are just like, I'm all in. I'm gonna dedicate as much time as I can for this. So proud of you. Oh, what's. Oh, hello. Oh, what's up, girl?

Hey.

Hi. How you been?

Good, Good, thank you.

Tell me your name, where you're from, and let's have a conversation.

Yes, I'm Amy, and actually I'm Xiao Shi Gui, and I'm from Las Vegas, Nevada, and I've been your asset student ever since. Well, I passed the exam in February, and I've been several of your coaches, and I'm really grateful for everything you do. So I have some questions regarding the direct marketing to realtors. This is the recent problems I've been with. First is that I got a bunch of realtors business card by walking to some coffee shops. Not coffee shops, mail stores. And Their business cards everywhere. And I got it and I have, I also collected a few of the loan officers and it just. Because the first time I meet them is through a business card, I don't know how to start a conversation because it's more about the mentality of how to, what can I do for them.

But. Yes.

Yeah, it's kind of weird.

Yes. Got you. I got you, girl. Now, what I want to say first off, I'm so proud of you. You know, when you, when, when you look for opportunity, you see opportunity. So you saw these realtors cards and, and a coffee shop, you grabbed them. So I want to say you're amazing. I'm going to help you with the next steps. But I want to make sure everybody heard what Amy just said. Like she's looking for opportunities. She's finding it because her eyes are wide open. So whenever you find a card that you weren't handed, okay, like you just said, not like in a networking event, because that funnel is different. Okay. But you're getting somebody cold. So the best way to get engaged with somebody cold is through LinkedIn. Okay. So what you do is you take that card and you try to find them on LinkedIn. Okay. Does that make sense? So they're, don't email them, don't call them. It's going to come off a little forthright. But on, on LinkedIn, it's like, oh my gosh. So you write a message introducing yourself. Hi, I'm Amy, local notary public loan signing agent here in Las Vegas. I saw your card on the coffee shop. So a, I want to let you know that your marketing is working. It is visible. But I would love to have the opportunity to tell you how I can help grow your business. You may think that is crazy to hear that from a notary, but I'd love to meet you for coffee maybe at that same coffee shop and just let you know how you know working with someone that you know is actually beneficial to your business. So if you need to hear that again, just watch the replay. But that's how you do the warm introduction. Does that make sense? So you're coming off cold. So you got to understand this is, I would argue you'll get a 20 to 25% respond rate. Do not expect a hundred because this is cold. But, but, but an email is a little bit too off putting a phone calls. Off putting, they don't know you. But going through LinkedIn is a back channel where they're expecting to a certain extent cold conversation. That's why we're all on LinkedIn. I hope everybody heard that. So on LinkedIn they're exp. All of us, right? All of us on LinkedIn expect some type of cold conversation. So it's a very appropriate place to have cold conversations on LinkedIn. Now what I would tell you, Amy, to increase your efforts is while you're doing this, you should also be doing real estate Agents Las Vegas in LinkedIn and send everybody the same cold message. Does that make sense? What you should do is have some templated cold message and then replace their first names. You know what I mean? Yeah. And if you're real ninja level, you. You include like their brokerage in the email so it doesn't look like a template, an email. So like, hi John, I see that you work at Compass, Henderson, whatever. I'm making that up. Right? So you know Henderson. Okay, I got you, girl. So you want to make sure that the emails don't come so cold. You want to be as warm on a cold email as you can. Use their first name, use the place that they work at. Right now, I'm going to end with this aim. If you want next level ninja stuff, stalk them a little bit, girl. So like go on their LinkedIn, see where they visited. Right. Maybe they talk about this new restaurant in Las Vegas or they're talking about they just took their kids to Disneyland. They anything you can include in the cold email that makes it sound like it's not cold. You win. Your chances of being responded to increase when it's less robotic and more humanized. So don't be afraid to do a little bit of research. Right. Maybe go get them on Instagram real quick. They just took a trip down to San Diego. Oh my gosh, I love San Diego. I go there yearly for the loan signing system conference. Right. So put something in there. But LinkedIn, my. I'll end with this. For everybody listening. LinkedIn is an expected cold communication platform. Everybody expects to be communicated with through LinkedIn with somebody they don't know. It's why it exists. It's a networking platform, so cold messages aren't off putting and it's not weird. Your job is to make sure you don't sound robotic in those cold messages. That coaching.

Okay.

The more personal you can make those cold messages, the more likely you're going to get a response. If you just cut and paste, my guess is you get a 10% response rate. See what I'm saying? Yeah. Was that helpful at all, Amy?

Great, Wonderful, wonderful. Before you go, I actually have another question regarding networking to realtor. And I was talking to my realtor yesterday and actually had a meal with her yesterday and I was doing your script and then saying whether you can assign your own title officer, your insurance agency. Yeah. And then, and then I got stuck when she responded saying, but when I was doing the realtors documents, I cannot assign notary there. It's out of my control.

Got it.

So I stuck there. So the conversation just stops.

Yeah, no, I got you, girl. That's why we do one on one coaching. So if you go back to that video, what I, if you go back to the module in the course where it's like in two hours or something, the most important thing you forgot is, is the education, right? Meaning that like, do you re realize the escrow officer works for you? So you got to remind them. Some, some, some real estate agents don't understand kind of the hierarchy, right? It goes, it goes real estate agent, loan officer, escrow officer, notary. So they don't realize how much power they have. So it's an education process because so few notaries market to realtors, they're so in the blue. So you've got to be like, hey, I'm not sure if you know this, but the escrow officer actually works for you. So if you tell the escrow officer I like to use this notary, most times they'll do it just because they're trying to win your business or future business. Does that makes sense now? Yes. Let me end with this man, with this though, because here's where I don't want you getting stuck is. Your job, Amy, is to remember they don't know the benefit of having a preferred notary yet. Okay, so let me explain, okay? I don't want you getting so robotic in these scripts that you're losing the bigger point of what I'm trying to teach you. So let me say that again to you right now, that's why we're on a coaching call, is a real estate agent has been doing it this way for so long, they've been letting the title company pick the notary. Right? They don't know the benefit of having Amy on their team. Does that make sense? So, because if they understood the benefit, they'd be like, I don't care what the rules are, I'm going to force them to use you. But you haven't done a good job of being like, look, let me tell you why it's beneficial to have a preferred notary. And here's what you can say to take any realtor off the Defense, whether it's me or somebody else. So I want to let you know of the reason why it benefits you to have a preferred notary, whether it's on the notary or you pick another notary, but here's why you're. You know, and then go into, I don't want to give all the goodies away on this free live, but let me go through some of the goodies. Okay, so, like, why would you. You've never met the notary the title companies picked, so why would you trust a notary you've never met when I could do everything you want me to do? Is the notary from the title company getting your reviews at the closing table? Oh, they're not. Is it the notary that they're hiring from the title company, going to your office and picking up your realtor swag to drop off for you? Oh, they're not. So you gotta, like. She goes, oh, Amy, so let me get this straight. You would, like, get a referral for me? Yeah, I would do that because I know that helps grow your business. Or like, Amy, you would drive across town to pick up swag from me so I can leave them with a big sign that says, you know, Compass Real Estate? Yeah. So what they. What you're not showing her yet is why having you on the team benefits them. Like, this is what I would do for you if I was your preferred notary. Again, maybe I'm not, but if I was, here's a list of things I would do better than the notary you've never met at the title company. That makes sense, because the moment they go, oh, my gosh, Amy, I had no idea, like, a notary would even run into my office and get us, you know, get a. Get a coffee mug with our company name on it to drop it off. Yeah, I would do that for you. Does that make sense? So what happens a lot of times is you the student. What I love about you, Amy, is your implementer. So I love that about you. And so let me just communicate that sometimes we run. We. We are. It's still a learning curve. So you're just learning. Don't get discouraged. All part of the things why you came on the coaching call. So I don't want you to forget what you did. I want you to add to it. Does that make sense? You've done a great job up to this point. Now all you're adding to your conversation is the benefits. Because if they knew the benefits, then they would go to war for you. Does that make Sense, like they knew, like, oh, my God. Like, Amy, you're going to get me a referral at the closing. Yeah. You want. You'll get me a testimonial? I mean, yeah. What? They'd be like, so the title company's notary doesn't get you testimonials. They're like, oh, my. Well, what do I got to do to get you on my team? Does that make sense?

Yes.

Don't forget the benefits. I'm proud of you. I hope today. Help, girl keep building. Let's go. All right, bye. There was so much to unpack about that amazing conversation. What I'll end what I'll wrap up with again. If you are a notary public loan signing agent, you want to help building this business, get on here right now. I want to help you. LinkedIn People expect cold messaging from LinkedIn. Take advantage of that. Okay, let me say one more time, if you're a loan signing system student, I have scripts on that. But you should be doing cold marketing on LinkedIn because they're expecting cold marketing. So utilize LinkedIn in your hometown. Imagine the realtors you've never met before, because we all expect some type of cold messaging from other people. That's what literally LinkedIn is there for. So make sure that you guys do all of that. How's everybody doing? Let's go, man. My name is Mark Wills. If you don't know who I am, I happen to be a coach to so many amazing signing agents. Oh, someone is gone. Queen Song Bird, are you. How are you? Hi. I'm okay. How are you?

I didn't know that you would speak to me.

Yo, girl, I speak absolutely. What is ah. Tell everybody name where you're from. Okay, my name is.

My name is Nia.

I'm from Virginia.

Oh, we got two people from the va. Isn't it like this? The va. Two up, two down.

Two, two up, two down.

That's right. Va. Okay, so talk to me, girl. What can I help you?

Well, I just had a quick question. It's nothing serious because my mom just finished and she got your class and she did her thing. Yes. And so I really want to be a part of it, of course, as well, because I'm really excited. I'm a nurse and day of the daytime, and so I'm just curious because on my downtime, I study, and so I want to be able to do it while I'm on the downtime. But I obviously don't have my computer with me, so I'm wondering if I Can do it mobile.

Yeah.

So if I can do it not. I'm sorry, not just mobile, but can I do it with her account as well and then do like she says and just pay for my.

So yes, yes and yes. I want to say I'm so proud of you. Only because you're a doer. Like I mean doers do. Everyone has excuses, but you're making reasons. So I want to say I'm sure I commend you on that amazingness. So the answer is yes. I don't ever charge a whole nother course for family. All you gotta do is pay for the certification. So I 47 bucks. So yes, 100% user login when you're ready. Only one certification comes per course, obviously. But I would only charge you 47 for that secondary. So email me and I'll give you a link to it when you're ready. But yes, I mean we use Thinkific, that's the learning software that you can access that mobile at home, wherever you log into your mom, send me that.

Link in my DM so I can do it.

Well, actually just use the same login as your mom. Okay.

Okay.

Yeah. And then when you're ready, only one certification comes with that. So just email me when you're ready and I'll give you the certification for $47 super cheap. But I would never charge you a whole nother course. And rising tide lifts all ships. So I am so glad you are here.

Yeah, my mom got it and I can't wait to do it. And we're just riding along and I'm just excited because we're. Yeah.

And I just want to be doing it during my downtown DMV group. So make sure and your mom join it. So I said one of the other students. We have a attorney state group. We also have a dc, Maryland, Virginia group led by our amazing ambassador Brad. He does over a million dollars a year from Virginia, D.C. and Maryland. So you guys are in great hands as far as having a leader in that part of the country. And anything you need, he is an extension of me. But you can always DM me. You know, I got you. But congratulations on the effort because I tell everybody I can teach everything but the effort. Everything else is I got the effort all the way. That's what I'm saying. Girls, I'm so glad you are here and let's go. Okay. Yes. Every Monday I get on and I get juiced by you. Like, I mean like honestly, it's the doers that get me excited and I'M just one person of this amazing community. So I so honored to be it and I just love, I get energy from you guys building more, doing more. And that's why I refuse not to be every Monday that I can to help you grow your business, even if you're not a loan signing system student. Cassandra. What's up, girl? Hey. How you been?

Good, good. I have been busy, so that's good.

Well, it's busy because you are putting in the work. Let's go. Yes.

So recently I went into this full, full time, got got, you know, out of my, my 9 to 5 job and really seen the difference that I can market and you know, network. So that's been nice.

Also. You just made the transition from part time to full time.

Yeah, I was pretty girl about how.

To take some guts. And that is why you're going to be successful. Yeah. Because you know what, here's why I'm not going to. I want to just say this. Most people don't bet on themselves.

Yeah, it's hard.

I know. That's my point. And I want to make sure that you get your flowers. Most people have imposter syndrome. Well, what if a B and C negative happens? Well, you thought what if a B and C positive happened?

Right.

And it's so hard to click that little button because you know everything could go wrong. But you know what? Everything could go. And so that's what you've chosen. And so I want to make sure that you get your flowers, you inspire other people because not everybody bets on themselves. Everyone talks themselves out of doing something versus talking themselves in to doing something right. And you girl, talk yourself into it because you have self belief right here, here. And so I want to make sure that I commend you on that. And everyone gets inspired by you seen.

A difference because before it was like, oh, I could only do evening signings or whatnot. And now it's like they love the fact that I can do any time and yeah, so it's been really helpful. And a couple weeks ago I heard you giving pointers on how to market for realtors. So I use that same script that you gave and I went to a meeting and they loved it and they're like, oh my gosh, we this is. And it was their team meeting and they were like, we want preferred notary. Like this is, you know, we want the signings done here in our office.

Okay, hold on, hold on, hold on, hold on. So I want everyone to hear this. Okay, so you took the scripts from the course you walked into a real estate office. You said the script. Yes. And you're getting business from it.

Right.

Okay.

And they actually want me to.

Hold on. I want everyone to hear this. Because successful people just implement. And again, I want to give you credit for that, because effort equals signings. You're not reinventing the wheel. You're like, hey, Mark, you told me this trip works real estate agents. I'm going to say it. And so a lot of people go, well, Mark, I'm slow. And I'm like, no, you're not slow. You're just not doing what the course says. And so I want you to inspire everybody that you're just doing the lane, the foundation of what I told you. You build in your business upon it.

Right.

So that is what makes you amazing. So I didn't want to steal all the thunder, but I felt like sometimes people go, well, Mark, you know what's slow? And I'm like, well, how many open houses have you been to? How many realtors office? They're like, none. And I'm like, that's why you're slow. But you are the opposite. You were like, mark, tell me what to do and I'll do it. And that is the running theme of all of our successful students, that they're just implementers. And so I'm proud of you. I hope that inspires other people to do what you just said you did. I took the scripts, talked to real estate agents, and now we're at the next step. So, girl, you're an inspiration to so many. Let's go.

It was amazing. Yeah, I'm kind of like, where. Where do I do when I feel like an escrow officer? Like, I had it one that was a couple, like, next city over and I did an escrow with her. I feel like everything went good, you know, but I haven't, like, heard back from her. I've tried following up and I'm hoping, like, she was satisfied with, you know, everything. But how do I continue to, like, still follow up with her?

And it's a great conversation. The first thing I need to remind you of is you're amazing. And I think a little bit of self doubt's creeping in because they're not calling you back. But remember this, Kenny, this is very important for everyone to remember. When you're a new notary marketing to an escrow officer, you obviously know they have a relationship with a current notary. So the fact that you got into the back door is the win. Okay? So remember, it's not that they don't love you yet. It's that they're just feeding their main notary.

Right.

So. So that is the answer to what I'm trying to teach you is you need to respect the relationship between the current notary. So when you do the follow up, it is. You mention that you're like, oh, my gosh, it's me again. I just want to say, you know, whenever your current go to notary who's amazing, isn't available, I'd love to be your girl.

Yeah.

That puts them off the defense. Does that make sense?

Right, right.

You think it's something wrong with you versus them having a relationship with somebody else right now? I don't know if you're in a relationship. Okay, cool, Mary. So a guy talks to you and at a bar, and you. You turn him down is because that person's a bad person or it's because you have a husband. Husband makes sense. But you're taking it as if you're a bad notary versus what?

They just are kind of loyal to this.

So your job is you. What you got to understand, it has to be a slow. But escalation to where you want it to be instead of getting down on yourself. Does that make sense? So all you should say is like, oh, well, they have a relationship. Of course they do. You know that. So now your job is my guess, actually. And what makes this business beautiful is you were probably the third notary on the list. Their go to notary wasn't available. Their backup was unavailable. Like, oh, we're gonna try that new girl who's been marketing to us. Like, girl, that's a win. Like, you're in the front door.

Yeah.

So now all you gotta do is like, kind of wiggle your way in by just staying consistent, still showing gratitude.

Right.

And by not ignoring their relationship. Let's go back to the marriage analogy. You're at a bar, right? Some guy walks up to you, sees your rings, like, oh, my gosh, you're married. Guys want to say, hi, I'm from here. I'm not from here. Because they acknowledge your relationship. Are you more apt to have a conversation with me? That makes sense.

Right?

So they're like, hey, what's up? You're like, oh, it's gross. Like, don't you see? I'm married. But the moment they acknowledge your marriage, what comes down?

Yeah, right, right, right.

So my point is, they're like literally dating or very marriage. No different than the notary business. They're married to their current notary. So Your job is to keep showing them why you're better than their current notary. And that's going to be slow but surely. So my coaching to you is don't get down. This is amazing. The fact that you're able to break in is what I coach. So now your job is just to be consistent, acknowledge their current relationship, and then do this with eight other Realtors, eight other escrow officers in town, and of the eight, you'll slide in with three or four of them. Okay, so now it's just a numbers game. Does that make sense? Stay consistent, acknowledge the relationship, and then keep doing all the gratitude. And by the way, you can show them gratitude in six weeks for the signing they gave you last week. Like, that doesn't lessen. Like, oh, my gosh, I'm just gonna hear about Popeye because I want to say thank you again for using me three weeks ago.

Right.

There's no, like, expiration date on gravity. Okay, Makes sense.

Yeah.

Just show them that you're appreciative, you're full of gratitude, you're thankful. And if they're go to notary, goes on vacation, get sick, you're still there. But what happens a lot of times is notaries don't get on these coaching calls, and they. They do a great signing with somebody and they think they don't get a phone call back because they did something wrong versus they've just been in a relationship with someone else longer than you.

Yeah.

Which is okay. But you just got to be consistent because that notary will get sick again. That notary will be running late to an appointment. The notary won't be able to go to a 4 o' clock because they go to 3. But now that you're full time, the catch is this. You've got to become the backup to, like, eight different notary escrow officers and see which ones stick. You should not have an expectation that you're gonna be able to replace the number one notary on everybody. But you're kind of having that expectation today. But that's why you got a coach. Girl. Don't. Okay, so just reassess.

Yeah, yeah. And I love the videos where you said, you know, we are our biggest competition. There's room for.

For.

For a lot of notaries to be successful. Because I think, like, coming from a small town, when there's like, other notary public loan signing agents, it's kind of like people put you in a, like, oh, like, I use this notary, or, you know what I mean? Like, and I'M And I'm like, oh, no, I'm happy for that notary too. My coach told me, like, hey, we're all rooting for each other. There's business. It's not like scared. That's right where I think people automatically think, like realtors and realtors are going against each other's like notaries and notaries.

But that's right.

I think that, yeah, it's just, there's business for all. And I think I appreciate you always reminding us that.

You're welcome. So I'm. Look, I'm going to end with this. I am so proud of you. You bet on yourself, you gambled on yourself. You believed in yourself. The scariest thing to do in life is believe we can do something. And so I'm so proud of you for that. I'm proud of you for the effort using the scripts. Your job now is to multiply your effort. Yeah. So I'm end with this. Okay. I'm gonna end with this. You ready? Here's the biggest pitfall for my students who go from part time to full time. Okay, you ready? When we're part time signing agents, we only have X amount a day, hours a day to market. So because time is scarce, guess what we do? We market. But when we go full time, time is no longer scarce. We have all day. So what do we tend to do? Subconsciously take our foot off the gas. So you have to still market like you're part time. Does that make sense? Yeah. You are part time. You're like, man, I gotta go to this networking event tonight because that's the only time I have to market. So guess what you do, you never make an excuse to not go to the networking event. But what I want, so what that's called is you created a sense of urgency when you're part time.

Right.

You got to create. You got to stick with that sense of urgency while you are part time, full time. Excuse me. Because what happens is we go to part time to full time and the sense of urgency leaves us. And then we're like, well, why am I not scaling as fast as I thought? And it's only because you're not marketing as hard as you were when you were part time.

Right. Okay.

Yeah.

Still treat it like a business and clocking in and you know what I mean?

Yes. And we tend to not to when we're full time and we're like, oh, well, I'm just gonna do that tomorrow. I'm just gonna do that at 10:00am when it's 8 and then 10:00am hits and you're like, almost do that at 1. And then, you know, 1:00 clock hits you like, you know, I'm just gonna push it off till tomorrow. But when you're part time, you can't do that, right?

So what help right you get here.

Was your sense of urgency. So my coaching is don't lose it. Because that's what happens though to a lot of my students who go from part time to full time and then three months later they're like, mark, I'm confused why my business is in 10x and like, because your effort wasn't 10x, you didn't stay with the same level of urgency.

Okay, okay. No, that's good. Thank you.

You're so welcome. You know, I'm your biggest fan.

Yeah.

And I'm a call away. All right, bye. Oh my gosh, what an incredible day, man. I hope we got so much out of today. Let me unpack. My last conversation with her is if you learn to always operate with a sense of urgency, your business always scales. And look, I am all I'm guilty at sometimes forgetting this. So I don't want to come off like I'm on a soapbox. You know, loan signing system could grow even faster. But sometimes I lay off. But I got to constantly remind myself because remember, business is about discipline. I'm not more disciplined than anybody else, but I will hold myself more accountable than most. When something doesn't scale, it is my fault. When I don't make, when I don't hit my goals, it's my fault, no one else's fault, it's mine. I hold myself accountable. So remember, business is about creating urgency successes. I don't care if you're an employee for a company, if you're not working with a sense of urgency, then how are you going to show your boss you deserve a raise? How are you going to show anyone you deserve a promotion? Sometimes we like because remember this, complacency is the enemy of success. So that one more time complacency is the enemy of success. So whether you're an employee for your employer and or you're building your own business, you want a full time to part time to full time. If you're not always operating with sense of urgency, that's why your business isn't where it is. This is why your life's not the way it is. Because you've got to be operating this, I got to do it now, not yesterday. That's what successful people do. By the way, that doesn't mean you burn out and work 24 hours a day. You still take time for mental health, but I just still 10d vacations. But when you're on the clock, when you clock in, it's a sense of urgency. It's how fast can I get this done? I need to figure out what I got to do, what triggers I got to pull, what levers I got to pull to get where I want to go. So remember, operate with a sense of urgency in everything you do. When you clock in, it's 100 miles per hour. Sometimes we clock in and it's 10 miles per hour. Then we're like, why didn't we get a raise? Why isn't our business big enough? If you could always operate from a sense of urgency while you're clocked in, it's over. Because most people don't. Most people get complacent. Complacency is the enemy of success. So go all in. What an incredible Monday. My name is Mark. I'm so honored to be on here for a little bit of time with you. I end every single one of my lives with the exact same statement, and that is, I believe in you so much. Well, Mark, you don't even know me, man. Why would you say that all the time? Because I know what cloth you're cut from. That's why. Only 10% of this country are entrepreneurs. 90% of the country works for 10%.