FREE 1-on-1 Notary Coaching: LIVE Session With Mark Wills and Notary Signing Agents [Dec 11, 2023]

My name is Mark. I happen to be a notary coach to tens of thousands of notaries around this country and spend every Monday an hour with you to help you grow your business. Oh, what up?

What up?

How are you? Tell everybody name where you're from.

Speranza from New Jersey.

What's up, girl? Talk to you.

Hi. All right, so I'm just fresh out starting. I'm starting to try to just do notary work. I haven't actually started the course yet. I'm in the middle of starting the course. I've done a couple of. How do I get general notary work? I'm having a hard time. I've gone and I've reached out to local nursing homes. You know, tried to schedule a date maybe once a month where they can have, you know, I'll come out to them, but just. I think it's just the time of the year, and I'm going to reach out this week. I had done that one course. You did. Or the webinar. You did. I'm going to bring candy canes and kind of say hi, but I feel like I don't know how else to get it started.

Yeah. Let me just tell you this. The first and foremost, I do not claim to be a general notary work expert. So I want to make sure I give my expertise. Now, we do have trainings inside, complete notary mentorship. The best way to get general notary business is from a Google business profile. I also teach you that as well. But let me give you my best piece of advice is first off, welcome to the family. You know, I know you want to make money. I know you need to make money. But the problem is this, is I want you to be an expert signing agent. A lot of students come in and they try to be good at a lot of things. Your job is to be excellent at one thing before you move on to the next.

Right.

So the fact that you're in marketing for general notary work, it takes away from the course you just bought.

Right, Right.

The moment you try to do. See, we as entrepreneurs, which I love, is that we always see shiny objects. And we have what we call the shiny object syndrome. You're chasing the next thing when the best thing is right in front of you. The best way to make money as a notary is as a notary public loan signing agent. If there's anything that's getting in front of that learning curve, I think it's costing you money.

Okay.

Does that make sense? So the fact you're out with nursing homes like that, you should have spent that hour studying the course because no one's going to pay you more money than a title company as a notary. And there's not more business as a notary than the millions of homes in this country or the hundreds of thousands of homes in New Jersey. Yeah, but the fact that you're chasing all the shiny objects is really what's making you not be a notary public loan signing agent. So what I don't want to happen to you is, you know, you give up in three months because you're like, well, nothing's working. Well, nothing's working because you're not an expert in anything.

Right, right.

Because people like to work with people who are experts, not people who are good. And so the fact that you've been doing nursing work tells me a, you need the money. I get it's why you have the course.

Yeah.

But you're actually losing money by doing that, if that makes sense. That's my coaching.

Right.

So I love that you're on the mentorship last week. Get through the course. That's the only issue being on your mind right now because I promise you, January 1st is coming. Rates are dropping, and if you're not getting businesses because you're trying to chase 45 objects, you're trying to make money as an apostille agent, as a wedding official, as a nursing home, as a state planner. No one's going to work with someone who's good at a lot of things. You've got to be an expert in one. So you bought the course? Girl, I would spend all your extra time in the course. And once you become an expert in the course, then move to gnw. But even I would tell you the next step would be like, figure out what you want to do in gnw. So we want to be an all Postel agent. Go all in on all Postel agent. Like, move expertise. Don't try to be good at a lot of things. Does that coaching make sense?

Yeah, yeah, yeah. No, I get it.

Okay, cool. So glad you're here. Happy holidays. Focus on the course. If I can get you through the course through the holidays, you'll crush next month. Yeah, but if you're spending more time trying to get GNW business and then you're like, well, how come I get into notary public loan signing agent business? Well, that's the answer, you know.

No, I get it. It's just income, Right? Single mom trying to get it.

Girl, I get it. It's hard no, it's very hard. And I'm so happy and proud. I should say. I'm so proud of you because a lot of people create, play victim to life. You're like, look, I got the cards. What do I got to do to move forward? So here's my best answer that doesn't take you away from your course is create a Google business profile. Doesn't take that long.

Okay. I already started that. Yeah.

Okay, cool.

Got it going.

But I would just jump in the course, girl, because. Because January, which is, like, two weeks away when everyone's busting their tail. When I say everyone, I mean, like, loan officers and realtors. You want to capitalize on that.

Yeah.

You don't want to trip over the pennies in spite of the dollars. But, girl, I am proud of you. It takes a lot to make these decisions. I'm a parent with a wife. It's so hard. But two of us. I don't know how you do it. Like you're a superhero. So, I mean, you're a superhero, but just stay focused, and I'm going to get you through the learning curve. Then hopefully in two weeks, you're making the bigger money than a nursing home and more consistent. Does that make sense?

Yes, makes sense.

And then, are you part of New Jersey Facebook group?

I am. I am. Barbara. I took a webinar with her, too. She's great. She's the best.

So just get plugged into your local community, and I promise this business is going to go where you want to go. Okay.

All right. Sounds good. Thank you.

I'm rooting for you. Bye.

Oh, my God.

I just want to say to everybody, Esperanza, everybody, like, I know how tough life is, and the fact that you're moving forward and you're building your business in spite of what's going on, like you're a superhero. We are all superheroes. So, just so proud of you, girl. Proud of. Everyone on here is doing more to get more. A lot of people want more, but they aren't willing to do more to get more. There's people on this, watching this right now who've been thinking about being a notary public loan signing agent for the past four months and still have not done anything with it. But the fact that you are doing something makes me so proud of you. So be proud of yourself. Let's go. All right, who do we got here? Let's go with Lexi.

What's up?

Hey.

How are you?

Look at the road. Look at me.

Sorry.

All right, I.

So I just moved I'm so close to taking my loan signing system certification. I'm still studying, but, but there's some title companies around where I like for where I newly moved to and I just want to go in and say hi. Should I do that yet?

Yes.

Okay.

Yes, yes. I mean, look, what I'll tell you is this, this is a relationship business, right?

Okay.

The sooner you start, the sooner you're going to make, you're going to make those relationships. You know what I mean? So I get a law students old mark. I'm not going to go to title companies until I get my notary commission. I'm like, cool, it's going to take you like four weeks to make those relationships, you know what I mean? And so yes, I like where your head's in. You know, I don't know if you watch the mentorship video I did on Thursday, but you got to go all in. Use the holidays as an excuse. Say Happy holidays. What I love about you in this scenario is you're really not asking for anything.

No.

A lot of times students who have notary commissions and they need this to work go in almost with, with ulterior motives. But if your motive is just creating relationship, it's gonna be that much more authentic. You know what I mean? Like I'm not coming in asking for anything. I'm just trying to say hello and create a new race to figure out how I can help your business. What can I do to serve you if those become really authentic? You're going to get real, more relationships, real more quick.

And then I'm also in Florida and there are a lot of nursing homes. Should I just, I don't know, pop in there and do the same?

No, no, no, no. Focus on the loan signing part. Here's what I tell you and everybody else. There is not a more lucrative niche for notaries than signing agents. There's not. Nursing homes don't even come close to it. Anything that takes you away from your learning curve is hurting your own business. Does that make sense?

It makes sense.

But the problem is, the problem with a lot of entrepreneurs. Okay, you ready for this? Is we have a lot of half dug holes. And then we wonder why we won't make any money. 27 half dug holes. Like, look, here's the truth. If you want to be a nursing notary that works for nursing homes, stop doing the loan signing system. But the coaching makes sense.

It makes a lot of sense.

You're gonna have four half dug holes and then tell me the business isn't working. And I'm like, you haven't dug any hole to the bottom.

Gotcha.

I want you to make money with nursing homes. I'm not saying I don't, but I'm telling you that if you don't focus on what you're supposed to, you're going to be good enough and you're going to be okay to a lot of things. Okay, that makes sense.

Oh, I want to be great at loan signing.

That's my point. I want you to make money as a nursing. I do. I want you to make money as a permit runner, field inspector. But if you're. That's going to take away from you being an expert. You want thing you're going to make money and nothing does that make sense? Okay. Stay focused or focus goes energy flows. The reason most people don't finish the loan signing system course, because they lose focus. I'm going to end with this. You ready?

Ready.

Distraction kills more businesses than anything else. You got to lower your distractions. Be aware of it. Is this distracting from my loan signing agent education goals? If it is, stop doing it. Become an expert once you are, girl. The reason I train it because I do want you to make money. So it's not that I'm anti permit running. I'm not anti wedding official. I'm not anti apostille agent. I'm anti not getting your loan signing agent curve done before you jump to those others. Does that make sense? All right. All right, girls. We're going to stay the course. Watch that road. All right?

Okay.

Thank you. Let's go. You're welcome.

Live.

Yes. You know what I love about the last two conversations is the truth is we get distracted easily. And what I love about an entrepreneur is we're always looking for opportunity. But what's our strength can also be our weakness. And our weakness. We're always looking for more. Makes you not an expert in one thing. People don't work with people who are okay at something. You only hire the best mechanic, you only hire the best physical trainer, you only hire the best coach. Hey, all kidding aside, stay focused. Let's go. How's everybody doing? Let's go with Stacy next. Stacey, what's up? Good. How you been?

How are ya?

Good.

Doing fine. I just have two questions for you real quick. Number one, I was in the process of getting my real estate license back here in Florida. I've had it here and in Idaho before, but then I just want to have it basically for personal reasons. But. But I've been seeing a lot of things about loans. Some loan signing companies won't take you if you are a realtor.

Title companies, sometimes title companies feel like it's a conflict of interest to send a realtor to another realtor's closing, which would make sense on a little level. Now, I don't agree with it, but it is what it is. So Fidelity is the biggest component of this. So Fidelity on a direct business doesn't allow like to hire Realtors. You can do signing service business with fidelities, but that's fine. But yes, so it is. If you plan on getting Fidelity business, it's going to be more difficult because you're a Realtor, but you can always. But that's not a loan signing service. That's what your statement was. That's not true. Direct business with Fidelity is the only one. But Fairly is one of like, you know, 400 title companies. So don't worry about it.

Okay. Well, I had read comments about. That was a question on. It is if you had been held a real estate license. Currently hold a real estate license.

That's right.

Fidelity. Okay. My second question is can you sign up for more than one RON platform?

Your state laws. Most states do allow multiple RON platforms and I would tell you to sign up as many as you can. But I think there's like a handful of states that have one. But most of them don't care so far.

Okay. Because we had to choose one before I got my certification through Florida, but I was unclear if I were in the Florida group.

Ask Molina. She's your one of your ambassadors. She's a big ron. So that's why I give you the state groups to get that state specific knowledge. But my understanding is most states don't care how many platforms you're signed up with.

Okay. I think there was only two questions I have. I think. But.

All right, be blessed. Happy holiday.

All right, thank you. Bye.

All right, let's keep this going. How is everybody doing? What's up, girl? How are you?

Good. How are you?

Good. Tell everybody name where you're from and let's have a conversation.

So Marla Gamble from California. Me turn you up. You know, last time I spoke to you like this, I've come a long way.

Real quick. How far you've come?

Yeah, well, last time I spoke to you, I was like, oh my good. And people weren't warm to me. They weren't responsive. They weren't calling me back. And you were like, you need to pivot. Because the escrow companies weren't really being as responsive anyway. I took your advice, I went to title and now I'm direct with four title companies and still trying to build. I have over 150 signings under my belt now since then. But I was listening to you speak to someone, a couple.

Real quickly, real quickly. Go get your flowers. Can everybody give a fire emoji, a flower emoji for Marla? Incredible. A couple things before we jump in because I'm so proud of you is like, thank you. You like, honestly, you pivoted. That's what business owners do. We don't give up. We pivot. Because something for someone else doesn't mean it's necessarily going to work for you. Your job as many different fishing lines in the water, figure out what ones bite, not assume that everyone pass out the exact same way. You could have got discouraged. You could have quit. But you said, mark, you know, I got to figure out what's going on. How else can you pivot it? So.

Thank you. Thank you. Yes.

Of you. Okay, cool. What can I help you today? And are you thinking all the, are you seeing all the images for you, by the way?

I do.

Thank you.

Thank you, thank you. I heard you speaking to a couple persons back. I forgot her name about don't, you know, try to master the loan signing before you go into any other avenues? So I kind of did that. I'm like, okay, did I prematurely do this? I've tried to go into estate planning, which I am actively doing some of those things. And I'm targeting the senior living facilities.

Yeah.

Which I've been having success with that. However, I don't know if I will call myself an expert with loan signing yet though.

Yeah.

Even though I have 150 signings under my belt.

Yeah. I love it. So I love your self awareness and I love that this resonated with you. Here's what I would tell you. There is not going to be more money than real estate for notaries. There's not even a close second. Estate planning is great because you get a little bit more money than maybe a loan signing, but there's just not enough people taking out trusts as buying and selling refinancing and houses. So it's like what the problem with entrepreneurs is. We want everything and that's great. But your job has become disciplined. Like I shared with the other. With the other lady is like we dig a bunch of half dug holes and then get frustrated. None of the holes are that amazing. And it's, well, not digging it deep enough. And so what I would tell you is get back. Look, unlike some other students who still aren't direct, you're seeing success or title companies. That should drive more momentum. Like, you know, it works. And now it's just a numbers game. I talked to 10, one's gonna use me. I talked to 20, two are gonna use me, whatever your closing ratio is, but you should get more. I love how we're talking right now, because what you really need to do is get more focused and ride the momentum. Okay? And look, what I'll tell you right now is you have four directs. You should be asking them for referrals. Like, start digging deeper with the current holes. Now, number two is the easiest way to get money or get to build relationships is through contact. So my point is this. When you're dropping off docs to one of your locals, you do your directs. You're bringing in, you know, bagels for the entire office and then being like, be like. Then I would walk around each desk, be like, oh, hi, I'm Marla. I'm actually the notary for Susie over there. Like, point to Susie's office.

Okay.

I just brought some bagels in for you.

Have happy holidays, okay?

Because Susie or whoever your contact is is your credibility. You need to leverage that as my coaching.

Okay?

The way you leverage that is just bring something in for the entire office and then walk desk by desk. And name drop Susie, does that make sense? Or whoever the officer's name is, like, oh, I'm Marla, just the notary over there for Susie. Anyways, happy holidays. There's bagels in the law in the break room.

Okay?

Now you have created a little bit of face to face time. Next time you go in, like, oh, hi, how are you doing? High five them. You know, now you have some rapport, but use Susie as your leverage point of credibility that you're. You're a trusted notary.

Okay?

A lot of notaries don't do that enough. And you're losing the best point of credibility. That's a colleague in their office using. You leverage that. Okay, that makes sense. And also leverage the brand name. So what? Give me a brand name of one of the directions using. What's the name of their title company?

Old Republic.

Okay, cool. So Old Republic. So I would Google all the old republics, and when you walk in, you say, oh, so I'm a noted for the Old Republic title on Main street, coming in saying, hi. Does that make sense? Now you're leveraging another office for more business. The hardest thing. The hardest thing is a new business owner to create Credibility and trust. You have someone in older public title across town is using you. They're automatically be like oh, you're good enough for them. You're good enough for us.

Okay.

Does that coaching make sense?

Yes.

Okay. I'm kind of excited.

Yes.

Name drop. Name drop. Like my girl Christine just said in the comments for you. But that's how you build the credibility with people. You're already using you. So office. Your first, your first coaching is stop at the other escrow offices in that old Republic office once. Okay. Once you've done that then you go to the other offices in your area. What part? What part of California live in Rancho Cucamonga?

The Inland Empire got.

Oh girl, shoot, there's OTRs everywhere. Old public titles. I mean ORT. So yes. Leverage that. You know I'd go, I'd go Santa Bernardino. I mean I'd go up the hill to like even some of the San Bernardino mountains. I mean shoot, you probably travel as far as, as, as Palm Springs. I mean I would get your name out everywhere you referenced. I'd Susie in the Old Republic title. And mainstream Rancho Cucamonga uses me.

Okay.

My name to you guys in case you guys need someone else to add to your Rolodex.

Got it. Making notes.

Good. Let's go. Now I'm gonna end with this. Dig your hole deeper.

Okay.

You have success. You know what it takes like to get 150 to 200 bucks a signing. Go all in on that girl. Don't worry about the estate planning. Don't worry about the all possible agents. There's not enough opportunity with estate planning agents and OPOSS deal combined than loan signings.

Okay.

And remember what I said. Rates are dropping six times next year. Okay. Fed announced that unsuccessful people market. When it's busy, successful people see what's on the horizon and make actions to capture the market as it's going up. What's going to happen is everyone's going to come back into the business when it's slammed. So you creating relationships now to anticipate that or you're going to start doing what every other notary is going to do. Come back into the signing agent business. Now you're competing for FaceTime with more agents or are you taking advantage of the information that you learned all over the news? The Fed has announced six rate drops. So what are you doing with that information? Are you still marketing to estate attorneys or are you marketing more to title companies? See what I'm saying?

Right.

So you know what to do. Girl, it's What I love about you is you've been making money in the high interest rate environment, like you're going to crush it when rates drop. But only if you put the effort in now to create those relationships. Because every notary is going to get back into the business when it slams. You know that. So why are you taking advantage of it when you're the only notary? Marketing. That's a system student. Cool.

Okay.

Got it. Glad I caught you.

All right, I'm out of here. Go get him and do the work.

Bye. All right, Bye. Bye.

Heard that coaching man. Marla's out there crushing it. Go out. Build your business now. All right, who do I got next? Sapphire, how you doing? I'm good.

How are you?

Good, good, good. Talk to me. What's going on?

Okay, so I've already became a notary after. What is the process? After passing the test, do we still have to do another fingerprinting and another background?

Just keep going through the course. Got you.

So my notary license already covered both of those?

Yes, that's right. Well, you got to get NNA certified, which is in the course, and that comes with the second background check. But you don't need more fingerprintings. Just do it in the course. And yeah, I would definitely not recommend skipping going to the success paths five if you haven't done two. Like, you off, because what's happening is you're going to get overwhelmed. So, like, even being there, you should have got off early because you're getting too much information. You're getting information that's ready later. So don't go to the other success path until you're one. You're one. So some LSS students don't know that we've created a success path training to walk you through the course. But, girl, if you're skipping to five, you're hurting your business. What are you doing?

I was, like, ready to, like, log on for this one, and then that one had popped up and I was.

Like, oh, let's just see how that's only going to hurt you, though. So try to just be one thing at a time, because a lot of things you learned today, like, I don't want you even doing. Okay, that makes sense. You got to kind of go one step, one step, step two. But anyhow, what else can I help you with today?

Okay, so do I wait till after I pass my LSS loan signing test to start building relationships with my.

My best coaching to you is finish the course. Okay. Building relationship is not more important than passing the LSS certification hasn't the built. So just do what's in the course. What I love about you girls, I hear the enthusiasm, I feel it. My job as your coach is to kind of bottle it up a little bit and put in the right direction. So like when we're off, we get off this right here. Like you should jump back in the course.

It's already on my laptop.

Everything's just a country order. I want you to get through that because that will tell you what to do next.

Well, some of the videos aren't until like January and stuff, so I don't know if I'm supposed to.

Well, yeah, you can go through the course without the success path, but you can still finish the course in order, which I encourage.

Okay. And then also my, when I did my, my insurance for my notary license, I got the EO and I got.

The top to cover loan signing.

Is that, that's already taken care of.

Then do I don't need an additional. That's correct. You're good to go.

Okay. And then so in the meantime, before I actually signed up for this class, I, I just graduated with my associates in business back in May, but I went back because I went, I started taking real estate. So I've already taken the required classes to become a salesperson. Is it smart to be a loan signer and a realtor at the same salesperson at the same time?

I don't know if smart's the right word. They do compliment. But what is bad is this is you're trying to do 17 things at the same time.

Yeah.

One thing that's funny is this is a very, it's a resounding theme in today's transmission is that one thing. The problem is this, and I, and I'll say this again is the unsuccessful entrepreneurs have four half dug holes.

Right?

Like you can't be a good realtor unless you're all in. As a realtor, you can't be good notary public loan signing agents. Just pick one thing, become an expert, move to the next. But if you're trying to be a notary public loan signing agent, realtor at the same time, you're not going to be good at either. Well, I just, I just wanted to.

Know more about real estate since I'd be doing loan signing and stuff like.

That that don't, don't. You don't need anything but my course. I got you. I mean look, I've trained a lot of notaries and like to stay focused. I literally got what you need what you need to be successful. Notary public loan signing agent is in the course.

Okay.

Does your real estate taking becoming a realtor help you? Sure. But doesn't mean more business. That's the difference.

Okay.

Makes sense.

Yeah.

Okay, cool. All right. Well, I love your enthusiasm, I love your energy, I love where you want to go. But the best thing I can help you with is to stay focused in the course. Go. Step one, just go through all the modules. If there's a success path that lines up with you, great. If there's not, keep moving. Okay. Because I have the success path that lines up with you, great. If there's not, keep moving. Okay. Because I want you having your learning curve over by the end of the month. But if you're doing 18 different things, then that you're not going to get there.

That's what happened when I finished school. I was like, it's too broad of a spectrum with too many choices for me to figure out what I want to go into. But I had already been a notary, and then I was like, I looked it up and then I found your stuff, and I was like, oh, loan signings, where it's at in the notary.

Business, Like, I mean, you. You got the business at the right time. Now six rate drops. So, like, we're going to go into refi. Boom. Like, we've had students making 100 grand at 8% interest rates. You're going to come into it at 6, 6, 6%, 5 and a half. Like, it's gonna be great. But nobody hires people who are good at anything. They hire experts. Right. I can't say that enough. Like, if I was like, an okay coach, people always go like, mark, well, why don't you start another coaching program on how to be an online coach? Like, no. Like, I'm going to be doing a disservice to you. I'm not half in this business. I'm all in. That's why you don't see me doing 14 other things. I'm like, look, I'm a notary coach through and through, and the second I look away, I'm actually doing you a disservice.

Right.

And I need you to think about that for your clients. By having your eye on 14 things, you're doing them a disservice. Go all in. They hire experts. That's who makes the money. Does that coaching make sense? Yes. All right. Anything else I can do for you?

Is the background check the same as the notary? Like, passing requirements wise?

Yes, more or less. But Nine out of ten times, if you got your notary commission, background check, you'll pass the one at the end. And a.

Okay. And then I. What was my other question? I forgot.

All right. I do this every single month. I'm easy to find. Girl, go build, stay focused and dig your hole deep. Don't go wide.

Okay?

All right. Be blessed. Happy holidays.

Bye. Thank you.

You're as well.

Bye.

This theme today. Stay focused, Stay focused. Talk to me. What's up? What you want? What can I help with today?

So I'm beyond my company's Beyond Loan Services. My name is Tonica Wong, AKA Tony the Tiger. So, yeah, my revenue had was a little over $3,000. $3,100 yet last month. So thank you.

Yes, $3,000. Everyone give her a little fire imaging.

Yes. So I wanted my question to go. My question, between Ron and loan signings, now I've signed up with Service Link, I signed up with First American, a few of the title companies, signature snatch and so forth, and they've been giving me business. I've. I took your advice opening open house and I chatted with the realtors that was there and suggestive sell. And it worked. So, yes, it worked. Thank you. And I guess it's just time management, how to hit that platform. A mentorship program. Oh, no. Is this any better?

So I heard, I heard time management. Is that what I heard?

Yeah. So that's my major question.

So. Girl, you keep breaking up. I'm so sorry, but that's a great question. So she asked about time management. And so you know what I really tell students is you have to believe in time blocking. So time. What is time blocking? Time blocking is from 10 to 2, I'm only doing wrongs. From 2 to 4, I'm marketing my signing service business. From 4 to 6, I'm with my family. From 6 to 8, I'm going to the gym. So you block time. But here's the catch on time blocking is you have to be committed to it. Meaning that even if something else peeks his head into that time slot, you're like, no, I am not doing that. So the key to time blocking is committing to whatever your time blocking. For instance, I've time blocked this hour to be on Instagram. Anybody could walk through that my office door and I would tell them, nope, I'm doing one hour with there's nothing better. There's no shinier object. That's the key to time blocking. So it's saying, I'm going to do. I'm going to look at my schedule, and from 2 to 8, I'm going to do. I'm going to do XYZ. But the catch isn't just scheduling it. The catch is committing to it. That is the catch. And a lot of people get shiny shiny object syndrome. And that's like, oh, well, I'm going to do this instead of that, even though I time blocked it. So the answer is time block. Look at your schedule permit and commit to it. Let's get Sam week on there. What is going on? Yes. Block of time. Block out time for something specific and stick to it. Sammy.

Hey, there he is.

How we doing?

Pretty good. Sitting here in the command center getting ready for a sign.

Are you excited about the Fed announcing six rate drops next year?

I'm ecstatic. It's going to be out of control. I need to duplicate myself because I won't be. I'll have too much business.

Or.

Or you start putting in the idea of a signing service on your radar.

Yeah, that's a good idea. That's a great idea.

Okay.

Yeah.

How many. How many directs you have right now?

I got about 15.

Yeah. Everybody. Everybody just hear that Sam has 15 direct questions.

Oh, yeah. It's going crazy.

You're not gonna. You didn't ask me this, but I'm gonna jump with some advice.

Yeah.

You need to start a sighting service.

Yeah.

Stop making excuses. I just haven't got to the point.

Where I have so much business that I'm handing it away yet.

Okay. But here's what I'm gonna coach you on. I actually don't want you thinking about the business you're giving away.

Yeah.

I want you to think about the out of county business you're losing money on. So here's what you got to understand is your Las Vegas. Your Las Vegas escrow officer.

Yeah.

The majority of her business is not in Las Vegas.

Yeah.

Because I guarantee that there are, like, warehouses of loan officers in Henderson slinging loans all over the western United States. But they use the escrow officer you're doing locals with, so you have to. What I tell my students like you is, oh, Mark. Well, I'm only giving away three closings a week. That's not enough to start a signing service. They go, you're losing 15 closings a month minimum.

Yeah.

From each escrow officer for the out of state business.

Yeah.

Okay. Do 15 times 15.

Yeah.

You know, hundreds of thousands of dollars, my friend.

Well, you told that last lady about doing too many things at once, so I've been really focusing on My business and not thinking about doing anything else. I've been a farmer. I've been farming like crazy.

Yeah.

I've been going around meeting everybody, doing everything and I'm getting to the point where I need to start using a CRM software. And I was going to ask you what you recommended for CRM.

We are little. You know what? Because I love you, Sammy, email me. I'm going to get you on a beta CRM that we're doing with LSS students, so.

Okay.

Got you, dog.

All right. That's awesome.

I need a commitment from you that we're going to start looking into a signing service.

Yeah. Yeah.

Your 20, 24 goals.

Yeah.

Signing services, be on it.

Yeah.

Okay.

Look, I really like. You know what I like the idea about that is that I can scale that way because right now I'm self employed. I'm not a business owner.

That is right, dude.

I created myself. I created myself a really great job and it's great. But I want. I can't scale because I'm only one person.

And the bigger thing is you're leaving money on the table.

Yeah.

Like real revenue. And now look, here's the best part too is all the other coaching you heard is we know the storm is coming. So are you going to build a signing service in the middle of the storm? You have time to do it.

I've been using that as this as a sales pitch as well. I tell them this way, I'm on with you. You'll have an expert notary. So you don't have to try out new people when it's crazy because they tell me, hey, I already have people I work with. I said, well, I'll be your side notary. You're going to need me when they drop the interest rates. I just keep going after it.

Sammy, I need you to hear me. I need you to focus on the signing service. Yeah, you know what? It's hear you wrong.

Yeah. I know that you're gonna make it's back there.

No need to go from here to here. When we hit the refi boom, you're going to kill it.

Yeah.

But right now you are trading time for dollar Stop.

Yeah, exactly. Yep. So I want to be able to go on more vacations. I used to travel internationally more and it's kind of. So I want to travel more.

Here's what I'm gonna tell you too is like Molina Calvin. You know those names?

Yeah.

So like when Calvin was out here, he was marketing California title companies. So my point is when you travel you can now market anywhere.

Yeah.

So let's say. And then, by the way, that your. Your travel now become. Assuming you travel in America, but let's just say you go to SD for coffee. Say you go to, you know, San Francisco for the weekend.

Yeah.

It's now business write off when you go into one title office. So, like, there's so many things. But look, I need you to put it from here to here. I want students to farm when they're trying to get to 5 to 10 directs. Yeah, 15. It's like it's over. Yeah, Okay.

I didn't think about that way. I just kept hammering in the pipeline.

I know you got a coach, so I got a coach. My job is to see your blind spots. A massive blind spot right now is you're leaving a minimum of $200,000 on the table right now.

Yeah, that's a lot of money right.

Now because I'm taking your word that you have 15 directs. All directs. You are doing a minimum. Minimum of 10 out of state closings.

Yeah.

Minimum. Just do the math.

Yeah, you're right.

And what I love told me that.

That they say, oh, I have, you know, I like. They'll say, I don't have a lot of signs for you this month because they're all going to California.

You're leaving money on the table, bro.

Yeah, you're right. You're right. Yeah.

Massive amount of money on the table.

Yeah. Yeah, that's true.

I need you to put this on the 20, 21q1 goal.

You got it. And then I got another question for you.

Yeah.

When are you gonna.

When we.

When's the conference to release?

I'm announce that in January. So we got the team together. Yeah, those dates. But yeah, we're in January.

They're gonna be at the same hotel.

A good question, actually.

I love that hotel.

Well, thank you. Okay, well, that actually helps me because I felt bad because I know some people like to experience different locations. But if I'll be honest with you, it's so cost effective because we don't make a ton of money on the conference because it's a trillion dollars, but it does help me in the budget. So I do like it too, because.

We can all visit. It's all really close. We can all socialize and network, and that's what I'm there for. I'm not there to go hang out in San Diego. I'm there to see and socialize and network with all my colleagues.

I actually appreciate that feedback. Well, because. Not by the water. Per se. You know what I mean?

So.

Okay, that's good.

Hey, if you want to do it at the Four Seasons and you cut us a good rate, I'm good. I'll be there. Okay.

I'm gonna end with this. Signing service. Yeah, Signing service. If your clients are telling you our business is in California.

Yeah. Yeah.

Times that by 15.

Yeah, that's true. Because they're all hunt. They're all farming for business. So they're going out of state looking for stuff.

Well, it's not necessarily about that, because Vegas is. This has like these warehouses of ellos. Yeah. They're doing business in. In California. In Arizona.

Yeah.

In Denver, Colorado, Utah.

Yeah.

All the older states surrounding you. And literally. So my bet is it's probably closer to 15 closings a month that. That you're losing.

Yeah.

You know what I mean? Yeah. I didn't think about it. What's your average signing fee?

Yeah, my average signing fee.

Yeah.

$52.

You know what? No, no. What are they allowing you charge? 150.

No, in house, they're $75. 65 in house. I do. I do a lot of. A lot of business.

Find out.

It's a little compressed here. It's a little compressed here in Vegas.

Yeah, no, find out. They're out of county rates.

Yeah. Okay.

That's my.

Oh, I don't know what. Yeah, out of county, they're probably. They got to be doing 150. They have to be.

My guess is minimum. Because in California, notaries are not leaving their house for less than 100 bucks.

Yeah.

My guess is 150.

Yeah.

And so. Yeah, you're making a $50 spread on those, man.

Yeah. Yeah. And you don't have to leave the house. No gas. Just right here in the command center.

I'm trying to get you to sell yourself. That's what I'm trying to get you to do.

Yeah.

Okay, so find out what they're. They're allowing the out of counties to be. My guess is somewhere between 150, 175. And you pay the notary 90 to 100 bucks.

You keep the spread.

You know the math.

Yeah.

You know what I mean? And I'm going to end with this, Sam. When you launch your signing service, just launch it with one person.

Yeah.

Whoever your favorite go to escrow officer is launch with them, get the cobwebs out with them, and then start straight into your other one. So don't try to launch with all 15.

Yeah, I'm going to have to get your.

Oh, where'd you go? All right, all right. I lost you. Sam.

Hey, I'm going to have. I'm going to have to get your course because there's a lot of questions. I have a lot of questions on that.

All right. Happy holidays and go get them, baby.

Let's get everybody as well. Take care.

Have a good. What? Sam says he has 15 direct contacts. You can do it. Be inspired with our community. If they can do it, you can do it. Let's go. Who do I got here? Let's go with Jasmine. What's up, girl?

Hey, how you doing? I'm doing great. I'm doing great. So I had a couple questions. I actually, I was doing. I started my business in two years ago, so I've been doing my notary business for that long. But it started slowing down and I, in order for me not to lose my livelihood, I did have to go back to work. So my question is, now that I'm back at a W2, my phone is blowing up. So I'm trying to figure out how I can do both my business and work at this, at this moment. So what are your suggestions?

Yeah, my first suggestion is ask if they're flexible. Okay. So don't be afraid to call up me like, oh, hi. I kind of, I'd love to do it, but I got to do it at six. Maybe they're asking for a four o'. Clock. So I think a lot of notary public loan signing agents are a little bit bashful when like, you never know how desperate the signing service is. Maybe they've got nobody to hit return. So now you. They're in a position like, okay, cool, let me call the borrower, see if I can move it. So my answer is don't be afraid to ask. You get. Don't get what you don't ask for. Does that make sense? So that's my first. My number two is, you know, start marketing direct.

And I did, I did start doing that. I've had several individuals for doing trust, different agencies calling and contacting me. But like I said, it's during the business hours now. And like I said, I am at a facility.

Well, what I mean is like, so, so in the, so in the evenings or weekends you can say, start marketing realtors when you go, when you start getting more direct business, they're a little bit more flexible because there's an authentic relationship there. So a lot of my part timers actually go direct quicker than full timers because they realize there's more flexibility in the real relationship. So Remember, open houses are every weekend. Right. You can go to network events in the evening. I think there's a little bit of a misnomer of a full time W2 signing agent that they can't get part time direct business. And that can't be farther from the truth. So my second piece of advice is a, call them up, ask if they can move it. And the b, start working on those realtors on the weekends when you have time. And I think you'd be surprised at how much they will work around your schedule.

All right, thank you so much. Thank you.

Biggest takeaway from that conversation for my part time signing agents out there, Hear me, if this is you, is there's a misnomer that realtors won't work with part timers. Not true. You know, loan officers won't work with part of it part timers. Not true. She's got to get out of your way a little bit. Take the coaching. Start marketing direct. All right, who do I got next? Oh, Haley. What's up?

Hi.

How are you?

I'm doing well. How are you?

Good. Everybody, what part of the country you're from? And let's get into conversation.

I am in Colorado.

Beautiful. Is it nice and cold in Colorado right now?

I actually, there was a signing I had on Friday that I couldn't make because of the snow. The first time I've ever had that happen. So.

Wow.

Definitely a little chilly over here.

All right, what can I help you with today?

So I'm. I've only been doing this since about October. It's, you know, going steady. I'm looking to expand to more local markets. I mean, there's. I'm not in a huge town, so there is a bit of a struggle with that. I have one company I've done direct with, but I guess my question is more about signing services while I am still handling them.

I'm gonna stop you real quick. So what is. How far are you from the closest big city?

About four hours.

Okay.

I'm in Grand Junction, which is about four hours from Denver. And the next big C would be Salt Lake City. So.

Okay, got it, got it, got it. So here's what I would recommend. If you're in a small town and you don't have that many notaries, the bigger city people are struggling finding notaries in your town. So what I tell students who are in remote areas because one of our highest grossing students is in Yosemite. She lives in a town of like 18,000 people, but she's like one of like four notaries. So what she does is drives down the hill to Fresno. I don't know if you know where Fresno is, about three hours because Fresno loan officers are doing business in Yosemite. So my coaching you and a lot of students don't think like this is if you have the time just to go to Denver or wherever the biggest next city is and let people know like, hey, I'm actually here not because I live in Denver, because I'm on Grand Junction. And I promise you, you're having a difficulty finding notaries in Grand Junction. So you can actually get direct business from the markets outside of you because you're struggling. Does that make sense? So don't rely on the signing service because that's what the signing service is doing. They're going to Denver and getting the same business you could be getting and giving half the fee.

Yeah, and I think that's kind of where my disconnect has been is I am getting, you know, a decent amount of signings, one to two a week. I'd love more. That's not enough. But they are sending me, you know, an hour or two away and that cuts into my day. So I can really only handle one, maybe two signings a day. And I did have an instance where I drove three hours. It was a two page signing. It was very easy. I sent them scan backs. Everything looked fine. I went to drop it in FedEx and I did it myself. And they called me and said that they never received the document, just the envelope and they were not willing to pay me. And so I didn't really know how to handle that. And I'm direct to avoid that.

This is the secret sauce. What I just taught you is the secret sauce. It's a little bit pain in the rear end because you got to go to Denver or whatever the next biggest city is. But I'm telling if you spent a day in Denver, hit all the title companies and all you said was I'm in Grand Junction and I will go anywhere around the Grand Junction area, I'm your girl. I promise you're going to crush it because how many Grand Junction notaries you think go to Denver?

Not very many. And I, through my market, there's not that many here. I and I know so many realtors locally that I feel like I can really capitalize on that. I'm just struggling and I think with rates the way they are, it is harder and for my town to, you know, do that. But I guess I'm also struggling. How do I get local business when they could just close with the signer at title.

Yeah. The answer is, you know, if the borrower can't make it down, then I want to be your nice weekends person. So that's the easy way to overcome that. Because here, remember, even though that load, not everybody can take Tuesday off at 12 o' clock to go sign loan dogs. And so they need to get a mobile closer. But they're not sending out the escrow officer or the in house notary because if they get in a car accident in that snowstorm, they get sued. So the way they do that is by hiring you. So you go in there, sound educated, say, look, I know you're using your in house notary, but when they can't come down, I want to be your mobile closer. So that's how you overcome that objection. But I'm going to tell you right now, if you can make the time to go to Denver her and tell everybody that you're a notary in Grand Junction in the surrounding areas, I'm telling you're going to crush it. I'm telling you right now because most notaries in Grand Junction aren't doing that.

Yeah, okay.

And I'm telling you they're struggling in Denver to find a good reliable notary in Grand Junction. So you're solving them a problem. Like, because remember you can be a loan officer in Denver and do a loan refinance in Grand Junction. The problem with trying to get business in Grand Junction is you're relying on a loan officer in Grand Junction to do that closing. But not all the loan officers in Grand Junctions are doing closings. You got to go to Denver or even Salt Lake and be like, hey, I want to solve the problem of you not having a go to notary Grand Junction.

Okay?

Does that make sense? So that is a secret hack on my rural area notaries. You're banging your head trying to get local business and a lot of that business is actually done the major metropolitan in cities outside of your area with.

Close with people closing. In my local area, they're using outsourced title companies.

That's right. That's right. And realtors. But remember, you also missed the beat on this. So let's say there is a United Wholesale Mortgage in Denver, okay? And they have literally 100 loan officers on phones. Those wholesale lenders in Florida are doing business in Grand Junction, but the title companies are getting the escrows in Denver because United Wholesale Mortgage is in that branch is in Denver. So when you walk into the title company in Denver, you go, hey, if you're closing business in. Because it's not the escrow officers closing business in Grand Junction, it's actually the loan officer, but they're the escrow company. Is all this coaching making sense?

Yeah. Yeah.

So when you walk into the title company, like, hey, if you're closing loans in Grand Junction or surrounding areas, give them all the surrounding areas. I want to be your person.

Okay.

Because our girl that's in, Kim Helzberg, it was in Yosemite, would go to Fresno, three hours away, and say she understood that there's Fresno loan office was doing business in Yosemite. That's what I'm trying to teach you.

Okay.

And so like, you know, bank of America loan officers are doing business in Grand Junction and they're just losing the local escrow company versus an escrow company in Grand Junction. Does that make sense?

Yep.

All right. Tell me how this goes. I know it's a little bit of a work. Tell me how this goes. I promise it's going to be a lot more fruitful than you think.

I'm going to do it.

All right. Get me in the loop. Let me know. Okay. DM me. Go get him. Let's go.

Awesome. Thank you.

You're welcome. I hope, I hope all my rural notaries heard that coaching. See, if you're in a rural town. You think only people in your rural town are doing loans in there?

No.

The closest metropolitan city, those loan officers are doing the closings in your town. Does that make sense? All my small town notice. All right, my one hour's up. Hear me very carefully. I'm going to end with this. They expect rate drops. They expect interest rate drops happen six times over the next year. What are you doing with that information? Let me say it one more time. We all have the exact same information. We all don't do the same thing with it. So I ask you, you now know it's all over the news. Google it. Don't believe me? Google it. They're going to lower interest rates six times over the next 12 months. Are you going to build relationships in this time or when there's too slim to even answer the door when you're coming to them? Successful people do actions based on future estimations. You follow my channel. You're a loan signing system student. You know that interest rates are dropping six times over the next year. What are you doing with that information? I hope that means you're going all in. Utilize the holidays. I got to get out of here. Been on here for an hour. Everybody have a happy, happy holiday. I'll see you next week. But remember, use the holidays. I always end every single one with this. I believe in you so much. But I just can't believe in you more than you believe in yourself. Let's go by.