FREE 1-on-1 Notary Coaching: LIVE Session With Mark Wills and Notary Signing Agents

How's everybody doing right now? Well, my name is Mark Wills. I'm the educator of the loan signing system. I am so honored, blessed, and humbled to be the notary coach to so many amazing notaries across this country. Every single Monday, I go live with hundreds, if not thousands of notaries that have tried to help them build their signing agent businesses. So this is really simple. If you have any questions going on about your business, about objections, about limiting beliefs, about anything at all, I want to be here to support you. This is absolutely free. Do not need to be alone. Signing system student. How are you, my friend?

I'm awesome. How are you?

Good, good, good. Let's talk about your notary business. What's going on? How can I help you?

I was interested in notary business. I went online, I checked out a couple different things. I was like, okay, let's see what all is involved in this.

Well, we have any specific questions? So I am a notary coach for signing agents. Every single home in America needs a notary to close notary public loan signing agents make 100, 150 bucks per appointment. We're about to get a finance boom. So, I mean, what can I help you with specifically, man?

Is it. Is this something that I might be able to do without being in a certain place?

You mean you travel from state to state or something of that name?

Right?

Yeah, no. Well, to be fully transparent, this is something that's really good for one specific state because you cannot really be a be. You can be multi commission or what they call dual commission. But this really is a better business. And I'm not trying to sell anybody anything. I'm just trying to be very honest for. For someone who's just kind of in Florida majority of the year, because you got to create relationships, you got to understand how to get real estate, realtor business, et cetera. So it's really much more grounded for people who are kind of stationed wherever they live versus someone who's in and out every single state.

Okay, now the next question is, is this something that I can do with members of my family and maybe they could be stationary while I could be doing whatever I'm doing?

Yeah, I mean, you could start a notary business where you actually hand out other signings to other people. 100%. But you'd have to have your. Your family would need to be in Florida doing closings around Florida, and you can actually help build that business. For sure.

That would be.

Yeah.

Awesome. Yes.

That's all right. For more information, click the link in My bio. I'm not sure if you stumble upon me and your research, but I know I'm pretty, pretty well known in the industry, so. Anything else? Don't, don't be afraid to DM me.

Okay? Gotcha.

All right, brother, have a good rest of your day. Let's go. Thanks, man. What a great conversation. Someone's curious. I love it. Ask me anything. You can be an LSS student, a notary, brand new, looking to get in the business. Whatever it is, I'm here to answer your questions. We got the one and only Carlos coming on right now. How we doing, brother?

I'm wonderful. Let me ask you something. Even though I'm still getting orders from signing services which come from the telephone, I got this weird answer that I was curious to share. It's about Snapdocs. So I get a notification. I immediately. It doesn't take 10 seconds before I answer yes. I don't really care what it is and where it is. I just answer yes just to make sure. And then I get an answer immediately that the order was already fulfilled. So no, sorry, I got it wrong. I just answer yes and they will contact me as soon as something happens. But then because I was not doing anything, I called that signing service and asked and they told me, oh, that order was already assigned. And I get curious. We're talking about less than a minute after I got the sms, the text message that I confirmed. So lady explains. What does your last name start with? I say S. Well, you know that Snapdoc sends first to people with last name A, B, C, D. And by the time they get to yours, probably the order has already been fulfilled.

Can you. That's not true at all. But I don't know what schedule maybe was a very rookie scheduler. But here's what I will say, okay, is sometimes they will say it's been filled and it really hasn't because they don't like something in your profile. So it could also be a easy excuse to get you off the phone because so by saying it's filled. But look, we as a signing service see everyone who accepts. And then we can decline based on variety of factors, right? Maybe they're looking somebody who speaks Spanish. Maybe they're looking for someone who speaks Russian. Maybe they're looking for somebody who is closer to the signing appointment. Maybe look, somebody with us 300 closings. So there's many different reasons why someone filters. So just because you get a notification doesn't mean that they're not looking for someone with a specific skill set. So then they'll hit decline, and they'll tell you it's three, because that's what the automated system says. But really, you haven't fit the specific criteria they want. So let's say I'm looking for someone who speaks Cambodian. I don't know who speaks Cambodian. So I'll send 20 notifications out in the zip code, right? But as soon as I see people who don't say they speak Cambodian, I'm like, phil, Phil, Phil, Phil, Fil. Because I'm filtering for my specific needs. So remember, when a signing goes out, they haven't necessarily filtered for what they want. They're just using the mass text message system to kind of throw the largest fishing net out. So again, when someone says, oh, it's filled. That's an automated system. They're just hitting decline on yours. And so remember, like, there are numerous things that they need in one signing that they could be filtering for that Snapdocs doesn't allow them to do. So, you know, it's. So just remember that little decline button, because within one second they're like, oh, this person doesn't feel my needs decline. Which is it's been filled. Does that make sense?

Yeah, yeah, so makes sense.

But look, the whole Alphabet is like the worst excuse I've ever heard. Like, there's no way they would send a notification based on someone's last name. Like, zero. Like. Like it is experience, second language, maybe signings completed, but not just because you're of an S versus a B. You know what I mean? So. But yeah, I know it's a lot of people saying, great question in the comments. I'm glad that helps you and everybody El else is remember, they're just throwing a massive fishing line out there, but they still might need a lot more criteria that they can't filter for. And so when they hit decline, that is like, oh, it's order's been filled, but they know within three seconds that you're not the person they want filling that order.

Got it?

Yeah.

Oh, thanks.

Clarify.

I was just really curious. Electronic stuff is like that.

But no, yeah, no, no, no, no. There's a scheduler who's trying to find something specific, and the moment you don't feel it, they're like, oh, boom, that person. And then sometimes what you see is them to reshoot the notifications back out. You're like, I just hit. I just hit yes, but I never got it. And then 20 minutes later, you see the same company with the same one. It's because they didn't reach their criteria.

Right, right. That makes.

So now they're doing it again and they're just trying to figure out, oh, I need that one special notary that I hope hits accept. And because they fill all the criteria, that makes sense. Cool.

Absolutely.

All right, man. You always bring the fire, Carlos. Remember, just because they send out a notification doesn't mean they're not searching for very specific criteria. So just keep that top of mind. Let's go with Sheila. Sheila, what's up?

Hey, Mark. How are you?

So good. First off, be safe. I see the car. Okay. All right. What's up? Tell everybody where you're from.

Let's have a conversation in the Philadelphia area, Howardown, Pennsylvania.

All right. All right. I feel like the Phillies didn't have the best season either, so I feel less bad about my Niners. All right, what can I help you with today?

My question to you is I was having all sorts of issues with my printer, my scanner. Everything is fixed now. But at that point in time, I was getting requests, I was denying them, saying, you know, I just available. Did I shoot myself in the foot?

No, no, quite the opposite. Okay, so a couple things is remember, it's just an algorithm. It's a software system sending you notifications. The worst thing you can do is not respond to them. Remember, if you don't respond, they think you're a dormant profile. They think you're not active. So responding to it actually lets the software go, oh, there's a real human hitting decline. So there must be a real notary on the end of this text message. So it is quite the opposite. By the way, the signing service never sees who declines it. They only see who accepts it. Could you imagine all the emails they give? Like this notary decline, this notary decline. They have like 20 million emails, you know what I mean? So, yes, it does not matter. In fact, it's actually good. And be safe, girl. All right. Anything else? All right, hope that helped. All right, be safe out there, Sheila. All right, who else next? Yes. So remember, if you decline assigning on the notification, it is not bad. Yeah. So what is your name? Where are you from?

My name is Sandy Quinones and I am from the great state of Ohio. From the great land.

Love it. Love it. Okay, cool. So how's gonna help you with call?

I got two. So I. I speak fluent Spanish.

Beautiful.

And I've been getting a couple clients that have spoken Spanish only. And I know in my trainings I am not supposed to talk about the.

Docs and well, we summarize.

Summarize.

Are you. Are you a loan signing system student?

Yes.

Okay, good. Yeah. So I teach you to summarize, but we can't explain.

Yeah, well, I. I try to summarize as best as I can.

Yeah.

But my. My clients are lost in the sauce. Like, they don't know their interest rates. They don't know anything. And I explain as. As best as I can. One was actually at the bank, and the loan officer was there. She, you know, so I explained to her that she doesn't really understand the docs, and it was 112 pages.

Well, my question is you. My question you real quick is what is there really to understand? Okay, so look, I'm going to talk. That was rhetorical.

Okay?

The only thing you got to understand is their closing costs. So you go line by line. Like this line says, this is your appraisal fee. That says, oh, there's nothing to understand. It's like, either they're good with it or they're not. Okay, that's first thing. Number two, it's. Then you go to the note and go, this is your loan amount. This is your interest rate. This is your monthly payment. My point is, you're not there to make them understand anything. It's like, okay, is this the correct loan amount? That's literally what you asked. They go, yeah. If they go, no, you go. If you go. And they. They go, no, you go, cool, well, let's get your loan officer on the phone.

Okay?

Then you go, this is your interest rate. You're trained to show them the interest rate. Then. Then you go, that's your interest rate. Is that correct? And they go, yes or no? So my point is, I don't want you over complicating the business. You have one job. That's to point out the information. So then you go, that's your loan about co. No.

Okay, right.

Is that your interest rate? Cno. That's the monthly payment. Were you expecting that? The moment they say no, you don't explain anything. It's English or Spanish, not relative. Okay?

Okay.

So they go, that's not my mortgage payment. You go, cool, let's call your loan officer. So I don't want you overthinking the business, because the only things they need to see is. Is the fees are being charged. So you do that on the closing statement or the closing disclosure, and you just go line by line. You're not reinventing the wheel. It says processing fee. Here. Let's go straight across $300 underwriting fee. $200 notary fee, $150. And all you say is so, okay.

So the loan officer, the person in escrow only speaks English. And I tell her you that you have to, you know, talk to them. She can't because she only speaks Spanish.

Remember? Remember? Of course, escrow doesn't get those questions. Okay, who gets those questions? The loan officer. My guess is the loan officer speaks Spanish or they wouldn't be getting the loan.

Yeah, okay. Okay.

Makes sense.

So, yeah, it makes sense. You know, we got through it and so forth. It was, you know, it took me.

At the end of the day, okay, the borrower only got to make sure that the costs they can swallow. It's not even understanding. It's like processing fee, 350, 450.

Okay, right.

All our job is to let them know that's what it is. That's it. So there's really nothing to understand, is my point. Because then when you get to the disclosures, they are what they are.

Okay?

Your job, you're getting paid to summarize it. So if you see the occupancy affidavit, then all you say is, this is the occupancy affidavit that says you live in the home for as a primary residence. Right. This is the correction agreement. This says if there's any errors, you'll get them resigned. So don't overthink what we do. And I think a lot of newers under my coach. I'm trying to help you here. There's really nothing for them to understand. It's like, I'm summarizing this form. You can't change this form even if you wanted to. So you either like it or you don't. If you don't, that's fine. But there's really. Your job is to summarize, not explain. So the only things that need really slowing down is those fees. And if they're like, mark, I didn't know the underwriting fees. $350. You go, cool, just call your loan officer. We don't sign. Because all my job is to make sure you know that the underwriting fee is 350.

Okay.

You know, does that make sense? So, yeah, over Spanish or English, same thing. Well, let's look at your mortgage payment. So the note says, this is what you're borrowing. Are you cool with it? And they say, no, you just.

Yeah, okay, I am overthinking it because I was just. It was not one, but two. I mean, back to back. And it was just like, oh, okay, so That's.

That's why you gotta coach four girls while you jumped on. Okay, so, no. Did everything land that I just coached you on? Like, don't overthink it. If they're like, that's not my. I was not expecting to take out that much money. Okay, like, let's get your loan office, your phone.

Okay?

So it's like, this is your. This is your note. This is what you're taking out. You should be doing this. English or Spanish, by the way? It doesn't matter. Russian. You know math. This is what you're borrowing. Is that what you were expecting? Cool. I'm just a notary. I'm just reading what's on here. You know what I mean? So then it's like. So then it's like, that's your interest rate. Like, you go with that number because we don't care. Like, all we got to say is, like, you're cool with that, right? You know what I mean? Like, because we're just a notary, all we're doing is pointing out information that's on the paperwork. That's it. You see what I'm saying? And then it's. That's the monthly payment. Like, that's cool. And then you're at Spanish or English. You're like, does $347 a month look good?

Cool.

Then sign the back page. Oh, this is the page where they put in taxes and insurance. So that's your. That's your mortgage, that's your insurance. That's your taxes. So it looks like, because I'm just reading it off this form, that this is your total monthly payment. Is that cool? Sign there.

Okay.

Everything else is what it is. You can't change the correction agreement to, even if you didn't like it. So I'm just going to let you know what a correction agreement is. I'm just going to let you know what a 4506 is. I'm just going to let you know what a W9 is. So there's really nothing for them to, like, really grasp. You're summarizing the basics, but then you're going over the numbers to make sure they're cool with them.

Okay, cool.

Easy peasy.

Okay. So my other question, on the opposite spectrum, I am getting a little discouraged. Discouraged because January I put full force on. On the business, and I made about 500 bucks. I don't know if that's good or bad.

Well, first off, I'm gonna tell you $500 owning your own business, regardless what industry is Good. Okay, so give yourself a little bit of credit there, young lady.

All right, so I based on your training, which is phenomenal, I get the signings via text and I take every sign possible, blah, blah, and I call the signing services and you know, I get that. I get two excuses. I don't have 200 signings. Or it's an algorithm and Snapdragon.

Okay, let's talk about not having enough business. Okay, ready? So I always teach students, put yourself in this signing service shoe.

Yeah.

Okay, so let's just say you're the signing service owner and A notary with 10 signings takes your order. What is your concern? You only does flip the shoe here. Role playing. Flip the shoe. You own the signing service. You have a client who you're representing and a signing agent who has 10 signings, calls you up, says, I want to. What's. What's your concern?

Well, a newbie. Okay.

No, be more specific. What's your concern with the newbie? What's your concern? Why are you concerned that they're a newbie? What, like, keep thinking through this.

Signings, how many loans.

No, no, girl, you're going the wrong direction. Okay? You own the signing service.

Okay.

Why are you hesitant to hire a notary public loan signing agent with less signings?

No experience.

Okay, but what is no experience? Equal. Keep thinking.

I don't know.

Errors, mistakes. So what? So what would your concern be? If you're going to hire somebody new, what's your concern?

How many mistakes?

Because what does mistakes mean in our business?

No. No. New business.

No. Okay, cool. For them.

Perfect.

Okay. So that's how you over comments. Okay, so, okay. Oh my gosh. I understand why you wouldn't hire me. That has no. That has less than 10 signings under your belt. I know you're concerned about losing a client or not getting more business because of my errors, but I know.

Oh.

That if I do the best signing, not only will I help you get more business, but hopefully we can have a working relationship. So I understand your concern. So you're not just sounding uneducated. Does that make sense? I know if the loan doesn't close, you don't get. So ease their concern. You're not doing okay. You're just like, okay, cool. I wouldn't hire you either, but your loan signing system trained. You know why they're not hiring you? So ease their concerns. Does that make sense?

Yes.

So all you gotta do is like, you know what? I get it. I got less than 10 signings. I get it. Your concern Is that if I miss a signature, you don't get business again. You're concerned if I miss a signature, you don't get to close the escrow and you don't make any money. I get. If I don't do my job well, then the loan's not going to fund. That's going to make you good look bad. I get it. Like, imagine if you're the schedule on the other side. Okay, so you're not as new as I thought you were. No, I've taken multiple training courses. I understand they're just trying to fish out the people who really don't know what they're doing. But you do. You're just not communicating it.

Okay.

That's why I said, put yourself on the shoe of the signing service owner. Well, what would you be concerned about? That you miss something that's going to make me lose money, so why don't you just address it? Does that make sense? So, like, my course, you're probably like, well, what if I don't make any more? What if I don't like your course? The way I solve that objection is like, give your money back. So I'm not. I am not shying away from what your objection should be. I'm making a solution for it. So when the signing agent says, the signing service says that completely. Get it. You don't want a notary who doesn't know what they're doing because they're going to cause funding conditions. I get it. I'm so aware that if I make a mistake, you don't get more business. I am so. But now they're like, so just know you're not really dealing with a notary who's inexperienced. You're actually dealing with. The notary is taking so much training that I know I can do the good job for you. Because, again, I know there's so many notaries who are untrained out there. Okay, so my lack of experience is made up by the training. I just communicated to you how much I know. Does that make sense? What you don't want to say is this. Everybody listening. You don't want to be like, oh, I've taken multiple training courses. You still haven't shown off. You know what you're talking about is that coaching makes sense.

Yeah.

So the coaching is like, look, I know you're concerned that if I miss a signature, it causes a funding condition. They're like, say what? You know what I mean. I know that you're concerned that you're not going to get any Future business from your escrow officer if I make a mistake. So now you're communicating how good the training is that you have. All they're trying to do is filter out the notaries who have no idea what. That's all they're trying to do. But you're not that notary. You actually know what you're doing. So your job is to explain them because that's an easy way to filter out notaries who are just terrible. You don't have enough closings. Okay, click. They've done their job by filtering you out. But you can't let them win because you now know what they're trying to do. They're trying to filter out the notary who literally doesn't know what they're doing. But do you know what you're doing?

Yes.

So your job is to communicate that thoroughly. Does that coaching make sense?

Yes.

Okay, cool.

Absolutely.

So, okay, I hope everybody sounds like a lot of people got value out of that. So I. So thank you for asking that.

Okay.

But again, remember what they're trying to do, they're trying to just get rid of the notary who has literally no idea what they're doing. But you, your job is to reiterate that you know what they're concerned about. And I'm not going to do that. Now it's changed the conversation makes sense.

Yep.

Cool.

Cool.

Hit him with her that next time. So what was the second one? Oh, no.

Those are my questions.

Well, girl. Well, I'm glad we had that conversation. So many people enjoyed that conversation. Hey, keep going. I'm going to end with this. I'm going to end with this. You ready?

Okay.

I want you to hear me. Let's get a little closer. Ready? Let's get a little closer together. It's time to go direct.

Yes.

You heard that, girl. So stop messing with these signing services. I'm messing with these schedulers. Go direct because you are ready. You've got closings under your belt, so get rid of the imposter syndrome. Can you do a signing error free?

Yes, Absolutely.

Hold on. Let me. Let me hear that one more time. Can you do a signing error free?

Yes. Okay.

And so what are we waiting for? So my coach to you is, remember, let me. Let me. And they leave you with this thought for your day. When we're new at something, all we say is, well, Mark, I'm looking for the confidence to go into an escrow office. I need more signings. I need more confidence. Now, you can't be confident in something you've never done. But what you can and be is courageous. So let's build up the courage, girl, and change your trajectory of your business. Stop relying on these third party signing services who are already paying you $90. Like you deserve the 150 you do. Yeah, deserve. Say I deserve the 150.

I deserve the 200.

So the way you get it is by remembering that you got to tap into your current. Yes, you're already courageous. You're a freaking business owner. Like, we all are courageous. By definition, we take risk. Okay? So keep leaning into that. I know you're great. Lean into the fear. Do it. Scared. You know what we do here at LSS Nation, okay. Because let the other notaries get frustrated with schedulers, not you. Okay, let's go direct. I'm rooting for you. Let's go. Amy. What's up, girl?

Hey. Hey.

How are you? Good. Always good to see you. Tell everybody where you're from and let's have a conversation.

Colorado, Colorado, I love.

We have Florida, Colorado today. We're going coast to coast. Ask me a question.

No question. I really just wanted to kind of affirm what you just said about being courageous. And I just wanted to say that I. I put on my big girl panties and I said, I said yes to an assignment that was with a company that I've already done work with. And then I called them and I connected with the escrow officer's assistant. That's who she is. Sweet, sweet girl. Anyway, long story short, I basically asked her for the business and, and I asked her to be a preferred because they have a lot of stuff coming in from the same client and it's all in Spanish. And she said yes. And so I did it.

I mean, first thing I wanted to say is I'm just blown away by your courageousness. Like, I mean, that's what business is. I want to say I'm so proud of you because a closed mouth doesn't get fed. You open it up, you ask for the business, and you got it. It's crazy how that works.

I know.

Thank you so much for inspiring everybody watching right now. And a thousand more. They're going to watch it this afternoon. So I appreciate you. And really, success is on other side of fear until my face turns blue. So keep doing it because like you said, it's not confident. You're looking forward being courageous and you did it, so.

But you know what? By being courageous, the confidence comes, right?

Because the minute, yeah, somebody says, yes.

I want to work with you, all of a sudden Your ego and your confidence just goes through the roots.

That's right. That's why I say confidence comes in the doing. Yes, the doings where confidence comes, courageousness starts it, and the rest is a snowball effect. So get off here and keep talking to more people. Let's go. Bye. Bye. I hope everyone is inspired by Amy. Look, I get it. Look, let me say a couple seconds here. I got 30 more minutes. Ton of time. So hold on. If you're in the. In the queue is that, you know, the hardest thing to do in life is getting out of our comfort zone. I get scary. Feels like sometimes it. The literal feeling of death. But let me give you a little bit into the psyche. Just really quick, a small little psyche conversation here is. Remember, our entire existence was dedicated off of flight or fight. Flight. Should I run or should I stay and put my dukes up? Flight or fight. So when we feel nervousness, we survived as a human species. Often when we feel nervous, we immediately go into, should I run or should I fight? It's a natural biological feeling. So when it feels like you're scared to death, you literally are. It has activated something in us that is literally from evolution. So remember, when we get nervous, our body goes into a very normal reactionary. I almost feel like I'm dying. What should I do next? Right. Do I run or do I fight? It's called flight or fight. So when you understand, when you feel nervous, it's literally just your body doing what's designed to do. But our mental mind has to take over at that stage standpoint. When you get so nervous to walk into a title office and you're literally petrified, you have to tell yourself, that reaction that I'm feeling is actually not what I should be feeling right now. There's not a bear trying to attack me. It's not a dinosaur trying to eat me. I'm just trying to go in to this title office. So what happens is when we get nervous or scared, it triggers this evolutionary feeling of flight or fight. That that's why we get petrified. That's why we don't move. That's why we're like, I don't know what to do next. Because our body's putting us in a state that protected us for literally thousands and thousands of years, but we are now aware of that. So the next time you go into flight or flight, which means you feel so nervous you don't want to go do something, we got to snap out of this mental. This physical body into this mental reaction of like, oh, I'm actually not that scared of this word. No, it's just what my body's trying to tell me to do. Because when we get nervous, it triggers our nervous system into this feeling, and it's not a real feeling. No one's going to eat you. It used to keep us alive from a bear chasing us or from a dinosaur eating us. So if you really understand the psychology behind our nervous system, why we get in this weird, petrified I'm scared where it literally feels like we're about to die, it's just because that's what their nervous system is designed to do. So you're not going to die by going into an open house. But it feels like it. I get it. But I'm trying to coach you into the reason why we feel this. And your job is like, oh, I'm getting that feeling again. My nervous system is doing what it's supposed to be doing, but I'm actually not going to die if I walk into this open house or into this title office. So I hope that landed for some of you, because the feelings you feel of being nervous and scared are normal and real. It's your job to snap yourself out and be like, oh, I'm totally going to survive if I walk in here. And so if you can understand what I just coached, you should be able to push through the fear. Because remember, we got to push through it. We can't go around it, and it's not going away, baby. So let's give it up for yourself. Let's go. All right. So glad. I'm so happy that landed for some people. I see you guys. So let me just kind of wrap up with this. A lot of times, if you're a new notary public loan signing agent, you're asking yourself, can my ROI return on investment is only judged upon can I make more money? I'm only going to start this business if I make more money. That is your roi. If I don't make money, I just wasted my time. Because the truth is, a lot of you, even early LSS students are the ones who are trying to get on the industry is like, look, am I going to waste my time? So I'm going to challenge you to something real quick. What if money wasn't the determining factor? If you got return on investment? Let me say that one more time. What if becoming a notary public loan signing agent, starting this business, what if money wasn't the decision on whether you wasted your time becoming a notary public loan signing agent? What personal growth Was what if becoming somebody you are different is what you judge yourself off of? Think about that for a moment. How more amazing would yesterday's decision on whether you wasted your time becoming a notary public loan signing agent what personal growth was? What if becoming somebody you are different is what you judge yourself off of? Think about that for a moment. How more amazing would yesterday's super bowl party been if you could have talked to anybody in there, if you could have struck up a conversation with anybody. You weren't a wallflower, but you were the life of the party because you were able to talk to anybody. What if that was your determine? Because if you become a notary public loan signing agent, it's not about the money you make, it's about who you become on the way to the money you make. Let me say that one more time. If not the money you make that matters in this business, in my opinion, it's about who you become on the way to making the money that you deserve. Too many times we associate, oh, I'm only successful if I make money. What if growth was what you determine your success on? Because becoming a notary public loan signing agent will challenge you to become courageous. It will challenge you to talk to people you've never talked to. It will challenge you to become the life of the party. It will open up your life, not just business. Imagine if you can sit inside a Starbucks in the line and have a conversation with someone in front of you for no other reason. Just saying, hey, how's your day going? How? What? That is what you determine success on in this business. Not how much money you make, but about who you become. Because who you become on this journey is who you're always meant to be. You're not meant to be someone in the background, you're meant to be someone in the foreground. You'll be meant to be someone who's meant to be seen and someone who's meant to be heard. What if that was what mattered in this journey? Not the money. We're so focused on the money, we almost forget that we got to become someone new to make the money we want to become. Let me say that one more time. I think a lot of times new notary public loan signing agents forget that you cannot stay the same person you are and expect different results. On the other side. You gotta challenge yourself to grow. You gotta challenge yourself to be somebody new. Because money is on other side of your evolution. Let me say that one more time. Money is on the other side of your evolution. So many of Us want to make more money, but not want to change who we are. So many about. Let me say that one more time. You want to make more money, but you're not wanting to change who you are. That's what makes this business greatest. Because you got to grow. You got to become somebody new. You got to step into who you're supposed to become. I'm gonna say it again. You're not supposed to be someone in the back of the party. You know, you're not supposed to be that person in the back of the party. You're supposed to be the party person who comes in the party, gives everybody a hug and gives everybody a high five because you step into your greatness. That's. That's what this business is about. This business is. Isn't about money. It's about who you become on the way to making the money. So I want you to remember that the growth is the enjoyable part of this business. I want you to remember that who you become is the enjoyable part about business. And the side effect is you're making more money. And the side effect is you're changing your family's financial tree. But the real growth is you changing to someone who you're always meant to be. That's who. That's what. That is what it is. It's about growing into someone who you know you're supposed to be. And I challenge you to keep on that journey. Because if you keep on that journey, the money's gonna come when you remember that. When you're nervous walking into a title office, that's just a natural evolutionary thing. It doesn't mean you're less than. It means you're doing something you're supposed to be doing. It means you're growing too. Many times we feel the feeling and nervousness, and we associate that we're doing something wrong. What if you associate the feelings of being nervous with, oh, I'm doing something right. Let me say that again. You feel nerves, and that triggers like, oh, I'm doing something wrong. See, when I get nervous, I'm like, oh, I'm doing something right. I'm growing, baby. And so I want you to reframe what nerves means to you. Because when you can reframe what nerves means to you, you're going to step into who you're supposed to be. And the side effect is just the money that comes with the new you. I'll say that one more time. The side effect just comes of making money, just comes with the new you. This business is going to challenge you to be someone you've never been. And I want you to embrace that challenge. Embrace the fact that you're scared and you freaking do it. Embrace that. Because most people won't do that. So the next time you're scared, be like, that's right. I'm doing this because most people live their life in a comfort zone, and in 20 years, they wake up and go, what happened to my life? And the bottom of your life is you never did it. Scared. That's what happened to your life. Don't be most people. So what I want you to do is understand, is that when we feel scared, it's just our body doing what it's supposed to do. It thinks that we're supposed to stay alive by having this feeling. Your job is to mentally reframe the feeling and realize, like, oh, I'm not gonna die. A bear's not chasing me. A dinosaur is not going to eat me. Like, I'm not being dramatic. That is literally where evolution has taught our nervous system to react. So when you can become more mentally aware of why we're doing certain things, you become less petrified by it. So I'll end with this. I love you so much. Don't stop doing what you're doing. Don't stop doing what you're doing. Don't stop growing. Don't stop looking fear in the face and saying, I can do this. Because this business is not about the money you make. It's about who you become on the journey. And I'm so excited because I know you're on this journey right now. I'm telling you to lean in on it, dude. Lean in on it and do what other won't people do, what other people won't do. And that's do something scared. Embrace growth. Embrace the challenge. So I couldn't add anybody on, so hopefully that landed for some people that just kind of came off the top of the dome. I felt like. Felt like I just needed to say that off of some people's conversations today is lean into it. Lean into it. So I'm gonna end with this. I had every single live. It's the same thing. And I'm gonna say it to my face turns freaking blue is I believe in you. Why do I believe in you? Because I know how hard it is to become an entrepreneur. I know how hard it is to block out the naysayers, how hard it is to block out the negativity. I know how hard is that? Sometimes we get in our own way. But you've chosen not to do that. You chosen to do the road less traveled. You've chosen that. So when I say I believe in you, it's because I know what cloth you're cut from, man. You're doing what 90% of America won't do. Google this. 90 of America works for 10%. Literally. Google it. Which means only 10% of us are wounded to take a chance on us. Because this business isn't always this business real. Does this business work? Yeah, it does. That's not a question. The questions are you taking a chance on you? And you have. That's what I'm saying. Keep leaning into who you are. I know who you are. Keep leaning into it. So when I say I believe you, it's because I really do. But I cannot believe in you more than you believe in yourself. Let's go.

Bye.

Have a great week. I love you.