Get More Notary Jobs on Google Business Profile as a Loan Signing Agent

Hi, my name is Mark Wills. Every single Monday I jump on and I teach and I coach signing agents for free, how to be a better loan signing agent, period. I am a mentor to over 70,000 signing agents over the past nine years. So it's an honor to be a part of your journey. Thank you for taking time to get this in. I will help you with whatever you have going on in your business absolutely free. You do not need to be a loan signing system student. You just got to be a notary who has a problem and I will want to solve it. You guys are hearing objections. You want to talk about the market, don't know what the next steps are. Whatever you do, I want to help. What's up girl?

Hey, Mark, how you doing?

How are you? First I'm like, no one wants to talk to me today. Okay, but let's get it.

I'm going to talk to you, tell.

Everybody your name, where you're from and we can rock.

My name is Jasmine. I am from Savannah, Georgia. And so my question is, so I've got my Google business page together. I'm on, you know, snapdocs and all those things. But lately my Google business page, my phone has not been ringing as much. So I'm just looking for, I guess some advice or suggestions as to what I can do to get my phone back ringing like it was a couple things.

I will make sure that I say clearly, I'm not a Google business profile expert. I know enough to be dangerous. I'm a notary public loan signing agent expert. But let me give you some tips on the G me real quick and then I'll help you with the other part. Okay, so Google's profile is all about being in the three pack. You probably understand that. So the question is, how do I get in the three pack? The most overlooked way is, let me say it like this. Hopefully this helps everybody. All the algorithms are trying to do, Jasmine, is figure out who is the best notary to attach to a search result when some side somebody searches. Notary near me, notary Savannah, Georgia. Right. So I want you to think like this. How can I help? The algorithms make the decision that I am the best person that they should be showing anyone who's searching. Right. So how do you help the algorithms? Here's the answer. The first thing the algorithm does more than anything is reviews. So you gotta make sure that every single person that you are doing business with leaves you review. But a lot of people stop there. They then don't actually respond, respond to the review. See, Google business profile is going to reward a business who interacts with their customers because it tells them they give better customer service. So a lot of times notaries are just letting reviews go away without responding to the review. Now here's the ninja trick. Are you ready? Whenever you ask for a review, you ask for them to put the keywords into the review. So you live in Savannah, Georgia. So if you're like, oh, hi, Mr. Client, can you leave me a review saying that Jasmine is the best notary in Savannah, Georgia, did that. Why does that help? Why does that help Google? So the more people are saying you're a notary in Savannah, Georgia, the more the algorithms are going to serve you because they are trying to determine how relevant is Jasmine to this search result.

Okay, that makes sense. Yeah, that makes sense.

There's a loan signing system ninja trick I just gave away for free to everybody. So remember, when you're asking for a review, you have them put the keywords into the review.

Okay.

The way to build out a Google business profile is thinking yourself, if I was Google, how can I help them determine I'm the best fit? Think like that. Then you start making your Google business profile to react like, if you're getting a review, girl, you should be responding to it, right?

Not only, yeah, I respond to it, right.

Customer service, but that, because that tells Google, oh, Jasmine's actually an active business owner. Your job is to give the the algorithms as much information as possible so they can make the right decision to serve you as a search result.

Gotcha.

Does that help?

Okay, yep, that's helpful.

Thank you. Number two, let's talk about notary public loan signing agent again. So the best part about being a notary public loan signing agent, unlike trying to be a professional Google business profile, is we can actually make phone calls. So if you're trying to get business like, girl, I would just search signing services Southeast, see who pops up. Call somebody in Florida, call somebody in Tennessee, call somebody. Even they're outside of Georgia. You got to remember there's signing services that use need people in Savannah, Georgia that live in states outside of you. So a lot of notaries aren't making that connection. Like, well, Mark, why would I call notary, I mean, a signing service in Tallahassee, Florida? Because you don't know if that person in Tallahassee, Florida has business in Savannah.

Right.

So your job is to remember, one of my favorite sayings is this. If you treat this business like a hobby, you're going to make money like a hobby. If you Treat this business like a business, you're gonna make money like a business. And so what do business owners do? They let people know they're open for business. So, girl, if you're not calling up people and saying, hey, my name is Jasmine, I'm a Savannah, Georgia, if you ever need a notary out here, here's why you should hire me, click next phone number that's running a business. If you're running a hobby, you're praying people to find you. If you're running a business, you're making sure they find you. Did that land?

Yes. Yep.

All right, so you got the tools, you got the tricks. Is now you just getting out of your comfort zone and remembering, I'm amazing, but people don't know that unless I tell them. So just start telling people, girl. That's it. Okay.

Okay.

Was that a helpful conversation?

Yeah.

Yes, that was helpful. Thank you.

I appreciate that. All right, don't stop. Let's go. So remember, what a great conversation with my girl Jasmine. Remember Google business profile, put the keywords in the actual review. Amy. What's up, girl?

Hey. I've been trying to come for a long time.

Let's go. How have you been, first off?

Oh, I'm doing good. And I've been a loan signing System student since 2019.

I said, good to see you again. You're an OG.

Yeah, I haven't gotten started because of just different issues, but now I am. I'm in Houston now. I used to be in la, but, yeah, I have two. Two questions. I have one practical and one like marketing. My first one is I did a seller signing recently, and that was my first one, which was great, but it was late at night and it was through a signing service. And the. The signer, he didn't know how to figure out the. He didn't. How to complete the tax documents. He needed somebody to advise him, but we needed to get the package finalized. So just curious, how would you advise? I mean, I called the signing service, but then they were kind of like, put a note on it.

It was just kind of like, well, hold on. Okay, so let's go through a checklist here. It's a seller's package. So what does that tell you? That who else is involved in a seller's package? As far as a professional realtor. Cool. So did you try to get the realtor's phone number from borrower?

I think he didn't feel comfortable or he didn't feel comfortable contacting, so I would just let.

So if this happens again, you'd be like, look, right now you have a question on the notary. My job is to facilitate, not advise. Big difference here. Let them know that my job is to facilitate, not advise. So we have a couple options here. The best person who can advise you is actually your real estate professional. Because I'm going to call the signing service, they're going to say the same thing. We're here to facilitate, not advise. So you just got to take control of that situation and just be like, look, my job is to facilitate those signing service job and facilitate. But if you need actual advice, only people that can give that to you is the professional you hire directly. That's Realtor. If he makes a decision at that point not to contact the Realtor, and then the signing service is correct, you just put a note on the seller package. I advise the borrower to call the realtor because they had questions on this document, like a note or a sticky, and you're in the clear. Yeah, that makes sense.

It was a tax.

Yeah.

I mean, it was tax.

Yeah. 5 93c.

But it was taking so long. So that's where I was kind of like, what advice would you have to kind of wrap that up? Because I. It was just something that was out of my hands, but it still needed to be sent back with the package.

Yeah, yeah. A couple of things on this. You know what I want to really coach you on? Everybody listening. Your job isn't to be like, how can I wrap this up? Your job, I want you to think about, how can I make this person feel comfortable? Remember, a good notary public loan signing agent. I want everyone to hear, this is empathetic. Like, if it was your home that you were selling and you came across a tax form you didn't know how to fill out, how would you feel?

Yeah, I would feel lost. And I tried to be.

My point is, I only want that. That is what LSS is about. We're not there to make money out there to give good customer service. So I just don't want you thinking, how do I wrap it up? It takes as long as it takes. Like, look, I know it stinks. It's at nighttime. I get it. But at that moment, your job is to make them feel comfortable, because the best thing you can do in that moment is over. Empathize. So he gives a review back to the SS or Realtor. Man, Amy was the most patient, kind person I could have ever worked with. You get more business by making sure that experience is the best, not by getting out there because a Lot of times signing agents really focus on like, okay, this is taking way longer. I wanted it to versus, okay, this person's a reader, this person is a engineer. You'll find the engineers are the worst. I say that lovingly because they overread. But my point is when I meet an engineer, I drop an empathy mode. I get it. I know the way your brain works. And so at that moment I think, how do I make this moment less awkward? And how do I have conversation to make them remember me? Like, oh, Mark was the most patient. Mark was the most helpful. So I get out of this, I just understand at that moment I'm signing in for long haul. They're all going to be like this with that.

He was never going to have an answer. That's the problem. He still had to go. So I was like, we were.

And so the way you take control of that is the only way this problem is solved is by you communicating. The only person who can give you advice is your mortgage professional. And by the way, if you're doing a refinance in the middle of the day at 2 o', clock, that's still the same answer.

Yeah.

So your job, Amy, as you're starting to navigate this industry is going like, look, I get you have questions and you deserve to have them answered, but that person can only be X. So we don't get a hold of X. Where are we at now? We have an option, sir. We have an option. Here's the option.

Yeah.

You can keep this form and then when you're ready, your responsibility is going to be able to FedEx it back to escrow. Okay, so what would you, what would you like to do? Okay, so then you tell the signing service or whoever, I borrower kept that form because they wanted more time to fill it out. No, everybody works for the borrower. Let them make a decision. You don't put that decision on them.

Okay, that's good to know that. I could like have tell him he could send it back separately.

Well, your job is to then, but your job is to also walk down the repercussions. What's the repercussion of them sending it back down separately? What's the repercussion?

It would be an incomplete package.

Right. Which would do what?

Transaction couldn't delay.

We don't know. We don't know how much, but you're like. So there is an option that you can keep this and return it, but I just don't know what kind of timeline you're on. Number two is you're probably going to have to pay for the FedEx. The title company said it's a FedEx here. So again, I want to make sure I'm giving you the options and you decide. Does that make sense at that point?

Yeah. Yeah. I'm pretty much what happened is I just. He just did as much as he could and then he. We put a note and then I think they're going to have to convey.

To them, you know what, you're good, but you're. But what I'm trying to coach you and everybody else on is at that moment you become a problem solver. I can't give you that advice, but here are the situations that we can do. We can call you realtor, try to get that advice right now.

Right.

You could also not sign it. Keep it. But there's going to be some repercussions. A. That's not going to be back with these docs. So in some capacity it's going to be delayed. I don't know what happens if there's not return with docs. I'm a notary and my job is to facilitate.

Mm.

My guess is you're probably gonna have to pay for the FedEx. They've already have a FedEx in here. So your job is there to be a problem solvers. That makes sense.

Yeah.

So let them know of their options and then kind of go from there.

Yeah, that's good coaching.

Makes sense.

Have more knowledge of like what I could do.

Well, girl, that's why you jumped on the one on one day. That's what I'm here for. So. No, I'm glad I can help. But. Yeah, no, that's what you do in that situation. Jobs, never to pressure, never to make them feel like everything's absolute. You give them options that then pick the best option.

Okay, thanks so much.

And then next question. Question. As I start marketing, I mean, I'm. I am reaching out to signing services. I've done about 25 signings. That's what I've under.

Yeah. Hey, hold on. Give it up in the comments below. 25 signings adds a newbie. Let's go, everyone. That's incredible. So a couple things I just want to kind of quickly write. Turn on. It's like you're ready to go direct.

Yeah. I was wondering if I should start. My question was should I mark it like further out so that, you know, I knew. I heard Christian. I think he said he didn't signing services. He just like out in case.

Right.

So that he wasn't like botching.

That's right.

Like nearby opportunities. So that's why I was gonna ask you if that's what you would recommend.

Like, there's no wrong or right way. So there's one for law. That's why I tell every student, like building a business in black and white. Right. But let me say this. Look at all the kudos you're getting inside the. Inside the comments, by the way. So there's no wrong or right. So one philosophy is, if I know I'm going to be nervous and I know that I might not be the best at the scripts that are in the course, then maybe I should start with those scripts and presentations farther away from my home base. So I'm not burning the bridges of a title company that's two blocks from me. Or there's a school of thought of like, it is what it is and I'm going to go in right next door. So there's not a right or wrong. So I go from the school of thought to do whatever you feel is more comfortable. Like I, what I. What I don't want to do is you making up excuses why you shouldn't push yourself out of your comfort zone. So a lot of times what we do is we rationalize decisions to prevent us to do it for what we're on call. You're nervous to go marketing. So now what you're doing, subconsciously, you're trying to figure out justifiable reasons why you shouldn't go market.

Yeah.

And so I want you to. The coaching is, I want you to catch yourself doing that. Does that make sense?

Yeah, I mean, I've just, I'm at this point where I've been studying and working on this for the last three months and I have to. It's go time.

Like, baby, you said it. Rest. It is go time. And look, part of the process is failing. A lot of people see too many new students feel like failure is the opposite of success. No, it is part of success. Opposite success is not doing anything. Failing is not the opposite. It is talking yourself out of something that you should be talking yourself into doing. Girl, can you do a signing error free yes or no?

Yeah.

And I'm saying, can you do a signing error free, yes or no?

Yes. And I can. I did them in LA and like I had the craziest situation.

Hold on, hold on. Can you do a signing error free, yes or no?

Yes.

One more time. Can you do an error free signing yes or no?

Yes, I can stop the excuses.

And that's roll all the title company next to you is what they want. What are the. What is all they want? When you go to a title company, they want a notary that does what?

That's error free.

Can you do a signing error for yes or no?

Yeah.

See what I'm trying to teach you here is how to talk yourself into this. Everything else is everything else you're about to tell me I don't want to hear. Yeah, that's not relevant. What is relevant is getting you from where you are right now in your house out to a title company. So can you do a signing error free, yes or no?

Yes.

What does a title officer want out of a notary?

They want a good signing, perfect signing.

They were free signing again. Can you do a signing error free, yes or no?

Yes, I can.

What does a officer.

I want an error for you signing.

So what are we waiting for?

Yeah. This week, coaching.

That makes sense. All the other things around this, like get rid of. You got to be like, Amy, can you execute a signing error free? Yes. Then you are doing a disservice by not marketing your business. Yes, yes, that makes sense.

Yeah.

That's what I need you to drop into. I need you to drop into this. When you realize that you're doing a disservice by not marketing, everything changes everything. You're going to be driving down the road, you're going to see an open house saying because you're like, I am doing that realtor a disservice by not letting them know I'm available to be their notary. And this is where self belief has to come in. Right. And this is where talking yourself into something is so important. That's why I was cutting you off. I don't care about all the excess.

Yeah.

Can you do a signing error free? Yes. That's all you got to be telling yourself, yeah, I am good at what I do. I can do a signing error free. Everything else is just noise. It is. You prevent chatter. Yeah, stop the chatter. Get to the point. The point is you can do an error free signing, girl, I know you can. And so why I kept saying it is because I want you to know you can.

And yeah.

Then when you put together that's all a title officer wants, then you get out of your own way. Yeah, yeah, that makes sense. It's like you're ready. Everybody who's on this is ready. Once you feel like you can do an error free signing, you're ready. Like you're ready. Right. So I want you to go this week. Okay? Here's my. You're in front of 93 people right now. Probably 1500 are going to watch this by the end of today. So in front of 1500 people, can you commit to going to one title company by Friday, wherever that is one, and go introduce yourself as a notary solution to them? Can we get that commitment on front of yeah, 1500?

Yeah, I have.

And remember, if you need a mantra is I can do an error free signing. That's all that no one cares what you look like, what you say. They just care about can you execute an error free signing. And then remember when you walk in there, all you're communicating is you can do an error free sign. I don't overthink it, Mark. What do they want to hear? What they want to hear that you can do an error free signing. Now remember what the scripts are about. I'm going to end with this and wrap up. The scripts in the course are about relaying to them I know how to execute an error free signing. The problem most signing agents have is they just say I can do an error free signing, but they don't talk through what that looks like. Does that make sense? So let me give you a really quick analogy. If you're trying to hire someone to lose weight and all they said was, Amy, I can make you lose weight. You're going to be like, how are you going to make me lose weight? Well, I'm going to get you on this diet. We're going to do this type of calisthenic. So a lot of times the equivalent in our business is saying, I can do an airfree signing. And then they walk out and they're like, well, Mark, how come they didn't hire me? And for the same reason you didn't hire the physical trainer who just said I can make you lose weight. You want to know how the physical trainer going to make you lose weight? Right. You want the plan behind that. Does that make sense? So when you market your business, all you're doing is saying, look, I know your goal is to get a notary can be airfree. Let me give you examples of how I execute that. I triple checked a shot, I triple check the docs, I may, I go through all the notes, I make sure everything's dated, all the notary pages. I triple check those five times like you're walking them through the house. That's all the script is. So go back in the course, go to the script and remember, all the script is is a how. Instead of just saying I can make you lose weight, you're like, this is how I make you lose weight. And the better the how, then the more likely you're going to hire that physical trainer. Right. If they, the physical trainer gives you a detailed plan on how they make you to plan to lose ten pounds, you'd be like, that's epic. Sign me up. So remember, when you walk in, all you do is that this is how I give the error free signing. This is how I give the good customer experience. A lot of notary just say, I'm Amy, I've done 25 signings and I'm error free. You see the disconnect? So just go back in there, relay on the information got in the course, relay on the experience of the 25 signings. Don't get into the riff raft. Just tell them how you're going to execute it then. Mark, they didn't hire me the first time. Great. They need a follow up. What do you say in the follow up? Same thing you said the first time.

Yeah.

Let's say physical trainer is going to follow up with you. Do you think that they may or should reiterate the plan for you to lose weight? And do you think the more times you hear about the plan, the more likely you'll hire them? Yes or no? See, and so I think we overthink it. As notaries, all your job is to go in there, remind them of the plan. This is how I'm an error free signing. Eventually they'll be like, you know what, I want to give you a chance. Amy.

That's like the script, like the forms. These are the forms that I know how to.

Exactly. Right. Because you're telling this is how. I don't miss anything. I'm educated. So the script is really the how.

Okay.

That code, she makes sense now.

Thank you.

You're so welcome. The script is, you know, 18 sentences long. Your job is to figure out what four or five work for you. I get some students who think it's a literal script, like Mark. I'm supposed to say all 18. No, no, no, no, no. You're supposed to pick the three or four that kind of resonate. And then the more you say it, the more like, oh, that did not come out so right. Then it's just reps. Girl, I'm so proud of you. I like, I am so proud of you. Why am I proud of you? You had every reason not to get back on the horse.

Yes. Yes. And I'm, I always think about worst case scenario. I can do what Robin did. It's just at least going in and being like, I'm a local notary, like at least just crossing over the threshold and then, you know, figuring it out. Like at least. So that's kind of my plan.

Now the question is, when are we gonna do it? That's a you question. You committed in front of a 1500 future people won by this week. Jump on next week, Let me know how it goes, okay?

Okay.

All right, bye. Let's go. Oh my gosh, what a good conversation. My girl Amy. How inspirational is she? I mean, at the end of the day, this business life is about remembering to talk yourself into something instead of talking yourself out of something. If you can rationalize why you shouldn't do something, then you can rationalize why you should do something. Sit on that for one second. Carlos, the one and only. I'm expecting a great question right now. What's going on, brother?

You're scaring me.

Why?

Just kidding. So thank you again for, for helping me. It's so comfortable to get on every Monday, you know, to ask my questions. It's the best thing ever. So those who don't take advantage of.

Say Carlos, thank for you utilizing the platform. Everyone has the same tools, not everyone does same thing with them. And you are, you know, really an example of using everything that's at your disposal. So thank you bro.

And it's so comfortable. I mean it's, it's, it's a no brainer Mark. So I wanted to ask you a quick question. I had a case of a signing service who hired me for two o' clock but no documents available on the portal. And there it goes. 2:30.

Yeah.

3. Are you still available? 4 and the thing ended up at 5:30 and well I did the signing, you know, I got home at night and I was one during. From my point of view, am I allowed or do I have the right to request. Hey, you blocked my whole afternoon but I was just sitting there waiting. I couldn't get any other non personal or business even though I do know that it's not the signing services fault. So can you please tell me what to do from the signing service perspective and the notary perspective?

Yes. Okay, good. First off, I want to say thank you for understanding it's not the signing services fault but whose fault it is is fairly irrelevant. Okay, but let me educate you and educate everybody watching. Or maybe you already know this Carlos, because you're on top of it. But sometimes what happens, Carlos, is the loan officer where the signing originates from gets an email from their buyer at 8:00am saying hey, I'm only available today at 2:00 clock because I just got scheduled to go out of town on a work appointment. So I don't care when loan docs were supposed to come in. I'm telling you right now, if you want me and my wife in the same place at the same time, today at 2 o' clock is the only time I'm available. So the loan officer gets that information from the borrower. So then the loan officer calls the escrow company. I just got wind that my client's leaving on last minute on an out of town appointment and now I just got when I have to get docs in by 2 o'. Clock. So now the loan officer is panicking calling the doc prep department within their organization say I don't care what has to happen, we need docs today at 2 o'. Clock. And then the escrow officers like cool think the information I'm going to go call my signing service and make sure they have a notary ready and willing at 2 o'. Clock. And so then they find a notary at 2 o' clock to fill the order. But no one has loan docs yet because the borrower forced the loan officer's hand. And so my point is you have to understand that nobody likes this scenario. So we have to have a little bit of empathy for everybody involved. Okay, so nobody likes organizing an appointment with a because it wastes escrow officer time. Away the signing service owner time, it wastes the notary time. But being an educated loan signing system student, you should understand the empathy that is going to either get you more future business or detaching yourself from the signing after an hour. That's a business decision you got to make. But the way you would detach yourself from the signing while still trying to save face is by saying hi, I'm Carlos attached to 2 o'. Clock. I totally get docs aren't in there yet. I totally get to the borrower may have move the appointment last minute or the loan lender may have not gotten you Dr. I get it but I have a 5 o' clock so I just can no longer be attached to this. The thing is, as long as you communicate to them that you empathize with them and understand they're going to be less frustrated with you. Does that make sense or, or the opposite after the signing gets attached that you know, done at five. Oh my gosh, I bet this was a pain in the rear end to get sign, sign and getting loan dogs and put Stress on everybody. Just giving you a heads up. I cleared my schedule for you, not a problem. This is a level of service you should expect from Carlos. And so I just want to make sure that I can figure out how I can get in your rotation more regularly because this is a level of service that you should expect from me. So you can leverage this into like your own review and testament and then ask for future business. I'm a scheduler, a signing service owner. Like you're the notary I want to work with. But letting them know that you understand the process actually makes them go, oh, I got a marquee preferred or hey, can you pre assign me to the next signing? Can you mark me preferred? So don't be afraid to ask for more business by leveraging this moment. Does that make sense? So one of two ways was either removing yourself with it through empathy. I understand that you don't have docs yet. Probably made a point with that loan docs, I get it, crazy industry that we're in, but I just got to remove myself because I got a five o', clock, totally cool business decision. But if you don't have anything to do that afternoon, I would leverage it into more business by explaining to them like hey, God, what a crazy afternoon. You probably don't have dogs, you got to call the borrow back 15 times. Is there anything I can do to alleviate any pressure or stress off you? Would you prefer to me be in contact with a borrower? You don't have to be, you know. And by the way, this is Carlos. I would just really love to work with you more often. Become a value advocacy. A lot of times notaries don't have any empathy towards the signing service and then they wonder why they don't get more business. So I would have just leveraged the moment into more business is what I would recommend as my student. Or I'm not against you actually canceling because you're right, there's an opportunity cost by staying attached to it. But the way you disattach to it is by showing them you understand the process, apologizing, letting them know why you're just attaching yourself from it and then move on. How is that coaching today? Yeah, but what I'd say this in conclusion is if you have a free afternoon, leverage it for more business Always. And I would actually try to figure out how can I take something off of your plate like hey, would you like me to be in contact with a borrower so you don't have to be. Look, I get you don't have loan docs yet. Not a problem. Literally say that afternoon is free. Don't worry about me. I'll see this until the end. What can I do to help you? And that's the notary they want to work with in the future. Does that make sense versus being the notary who is annoyed and doesn't understand how the industry works as almost if it's the signing services fault when it actually is the loan officer's fault and then sometimes it's not even the loan officer's fault because the buyer is handcuffing the lender. And so really understanding all of these process is what makes a good notary. Good notary to work with. Did that land.

No extra words, no extra comments. That's you got it.

Always great questions. I love you dig you. You always test my knowledge. I'm here for it. But yeah, being a, being a signing service owner, it is actually my worst nightmare. I'll end with this so everyone out here understands it is actually my worst nightmare to push a signing off. Why? Because my biggest fear is you're not going to be available as a notary and I won't find a notary who can fill it in 45 minutes. So it's actually what a lot of notaries don't realize that oh, the signing service is being a jerk. No, they're actually scared to get docs late because Carlos, if you would have bailed on them the last minute they would have panicked to find another notary to fill it. So they don't want last minute docs. And that's what a lot of notaries don't get. Like they're actually panicking in the background. They're not telling you that because they need to stay cool, calm and collect. But what they're doing that you don't see and you're because I own a signing service. I'll tell you what they're doing. They're calling escrow up like hey, if you don't give me docs in 15 minutes I can't guarantee the signing. And so what you what notaries don't see is the signing service owner panicking and then and the escrow company then panics, calls a loan officer is like look, the notary attachments filed doesn't have all afternoon and now the escrow officer is pushing the loan up like the signing service is worse nightmare as a, as loan docs that don't come in on time and a lot of notaries don't understand that they're not doing it all on purpose because they're scared, Carlos. At 5:30 you're so fed up that you bounce. They get loan docs in the moment, you can't cancel and now they can't find another notary to go to the bar for two more hours. That so? But you just got to understand that like they're working for you in the background. Even though a lot of notaries don't feel that and they just aren't educated or they don't have a mentor like you, Carlos, where you're going to ask these questions. But remember, they're panicking as much as you are. And so empathize with that. You know what I mean? Hey, I get you're probably trying to hunt down the loan docs. If I can take this off of your plate, I, I'm available till 6 o', clock, so don't worry. Now they're like, okay, they call their escrow company officer a, the notary's committed that he's available till 6, so don't need a panic, but we need a sense of urgency to get those loan docs out. So be a friend of the SS and they're going to want to work with you more.

Got it.

All right, let's go. What a great conversation. I'll talk to you soon, brother. That was really a next level notary conversation. But if you're a notary public loan signing agent, I hope you really understand what I just coached. Make sure you take that information. Hold it. Next time that happens to you. It's not that big of a deal. Be a friend of the signing service. Make sure you understand what's going on. Hey guys. How you doing? Looking beautiful like you are. Thank you.

What's going on, Mark? Oh my gosh.

Okay.

I've been trying to catch you guys for some time. I do have two questions. I need help. But if I could just comment on what you just coached because I've been there. Actually happened to me today. And I just want to tell Carlos and everybody else listening, hone into what Mark said. And also if you can, whenever you can, you start to get those because, you know, follow your instinct, you know, Carlos, you had the mission after 3:30, didn't hear anything. Go with the flow. Try to open your calendar if you can. Try to call any other appointments you have because the earlier you're calling to say, hey, I have a sign ahead of you, I might be late. Whatever the case is, the more you can get in front of stuff, people are always okay. Or even if you have to reassign because you want to be a notary to the signing service or your title company for that matter. Right. Do it because I've done that. Mark, you coached it a couple weeks ago. Actually last month sometime I ran into that situation. I utilized that tool. Let me tell you, I can't tell you how many kudos, thank yous I got and first calls I'm getting you know going in the future. It happens as I say hey thank you so much because you're helping them in a bind without them let you know that they've got the basically the tail between their butt. Right. And I canceled a few appointments at the end knowing they're trying to close a buyer versus a smaller signing and it's somebody always work with. So of course I knew what it was like I'm. You're late for me. Imagine trying to grab somebody for the fees they're already getting. It would have been tough. So I opened up, you know, I let them know I'm available to this.

Time we can realize that we're a partner to ss.

Exactly.

I think too many times notaries feel like the SS is not a partner but it's not. Couldn't be farther from the truth.

Right.

Like the SS is, is terrified about getting docs late. They're terrified about notary moving last minute. Like there's so many moving parts that like it actually isn't true. But see I want to get to you. What can I help you with? Let's go.

Gotcha. Well, I just wanted to let you know FYI I did all those twos and the signing did get canceled. Right. But it doesn't matter. When they were ready to go, I was the first person that calls. I just wanted you know, to let you know and let somebody know I've been through it and it works. So I wanted to comment on that. My questions are. I feel very confident walking into any title company. Guys. I tell people my name is Znotary. People always laugh. But that's my icebreaker in the office. I changed my last name to Notary. And they'll say what? It catches their eyes and I say no. I tell them my real name. I introduce myself and, and I just let them know I'm not here to sell myself. And if anybody can remember this when you go to any title company there rebuttal is we have somebody. Like Mark said, we know that. And I always say guys, it's working for me. Try it. I said I'm not marketing to you for when you have people I'M marketing to you for when you don't. It gets them thinking like yeah, and then they kind of listen a little more that I can go into my spill. But try to always be ready for those rebuttals they're going to come. And just remember, you're not marketing for when their plan is working.

A.

Okay. You're marketing to when they got the disasters and the chaos and the last minute signings. Call me. And so it's been working. What I wanted to share is I feel comfortable with the title companies. I've started talking to the realtors like you said and then linking up with other title companies there. A lot of realtors don't know they can pick their notary. So I'm finding that out. I'm running into when I'm getting into the MLOs and the brokers, I really don't feel confident because the same speech with the realtor doesn't really flow with the mlos because of where their stances in the whole transaction. And so I still tell them, hey, you can use me as your preferred when you can, but what kind of script can I use to talk with them about that?

Great question. First off, I won't just heard Z just drop fire, but let's talk about this. Okay? So watch this on replay because you just dropped some nuggets. So whether you're talking to realtors or lenders, I want to coach you this very hard. Okay? People only do things period, if they know there's benefit. So the conversation is the benefits of having a preferred notary. So when you're talking to an elo, let's talk about them. And it's role play here, right? So the conversation with a lo should start off like this. I don't know if you know the benefits of having a preferred notary, but let's talk about that because problem is right now they don't even know the. Why should they even care? Yeah, once you tell them why they care, then you backdoor the conversation. I should be the notary. But a lot of times what we're doing and what sounds like you're doing right now is you're missing the benefit. So that's role play.

Okay.

I'm a loan officer. Hey, this role play. You're Z. A. I'm Z. Nichols notary. But before that, you know, I'm not sure if you know the benefits of having a notary. Dive in right there. Go.

So I'm not sure if you know the benefits of having a notary. Before I begin, do you have your own preferred notary because that's the easy yes or no.

In fact, you know what? I don't even know why you're here. Like, title always takes it. The attorney, like, yeah. Anyways, go on.

Got it, got it. Well, I hear that a lot and just talk like I talk to my real estate professionals. Mortgage lenders themselves can also choose their notary. Let me tell you the benefits of it. Do you know in control of your transaction that you can also know who's sitting at the table to make sure your. Your signing and your deal closes flawlessly? Does that matter to you? How important things are for your clients right now?

What is the benefit of them knowing you of knowing the notary? What's the benefit of that? Well, the.

Well, I was going with my personality, so I said a benefit is always who's going to show up to see your client. Like, what you see here for me this year?

You know me, girl. I'm gonna teach you to fish.

Yeah.

So what is the benefit of all that? What's the benefit of them knowing the notary? What's the benefit of them having knowing your person? What's to them, like, why, how do they. Selfishly, how do they benefit?

They benefit because they're going to make sure the deal closes because that's what they need.

So how they benefit, what are they getting when the deal closes?

They're getting their commission or the fee.

Okay, they're gonna get paid.

So that's what you should say. Okay, so like, look, I've never been preferred notary. Really ensures a transaction closes quicker so you get paid quicker.

Gotcha.

I like slips with that. You. You benefit. You haven't talked benefit yet. You're still more talking like, oh, the car has ac. The car has four wheels versus the car.

Right.

You cold when it's hot. That's the benefit. The car has ac, but that we gotta stop selling the features and start selling the benefit.

Yes.

So instead somebody that the car has ac, what you would say is the car will keep you cold on the hottest days of the ac. Okay, so you're just saying you want to know the notary. No, no, no, no. The benefit is having knowing a notary for sure will make sure the loan closes on time so you get your commissions quicker. Now, here's another benefit you may not be aware of. Like, I know your ultimate goal is to get a referral from this client.

Right?

Benefit. So a benefit of having a preferred notary is trying to figure out, how can I help work in concert with you so we can get that referral. You're just throwing in a random notary you've never met. So the benefit of having me knowing me is I can do exactly what you want me to do to execute it so we can work for that referral. You know, another benefit is some of my clients love for me to get like a video review testimonial so they can post it on their page. The video testimonies are powerful because they're the happiest after closing and they can say, you were great. I emailed that to you. You post that on your social. So when you work with me, the benefit is I'm really working to get you more business.

Gotcha.

I like that. It's a different approach.

It's the same approach for both people. And by the way, you're doing this subconsciously with the escrow officer. So what you're saying is I'm not marketing to be your plan A. I'm marketing to be your plan B. So what's the benefit of working with Z? Is it you're out of control? I got you. You're doing this subconsciously over here. I think it's genius and comes intuitively. I'm just trying to help you rephrase that to there. Like the only thing the mortgage officer cares about is what at the end of the day?

Getting deals. Yeah.

They're getting closings.

Getting paid and get paid.

So why are you talking to that now? You're literally talking their language.

Gotcha.

Does that make sense? It's like you and I sell this course. The funny part about being loan signing agent, I actually think the money is not the best part. I think the best part is the freedom. But everybody wants the money. So I talk to the biggest benefit. So talk about the biggest benefit is their pocketbook. Start. You're trying to get referrals for more business. I want to be a medium for you to get more referrals.

Gotcha.

I want to be a medium for you to. I actually think the money is not the best part. I think the best part is the freedom. But everybody wants the money. So I talk to the biggest benefit. So talk about the biggest benefit is their pocketbook. Start there. You're trying to get referrals for more business. I want to be a medium for you to get more referrals.

Gotcha.

I want to be a medium for you to get whatever you need to get more business. I want to be a medium because I actually care that you get paid on time.

Got it.

The title Company is like, you're. They're just hiring to a job. It's not a transaction. This is your baby.

Right.

It is more the baby, but that's the benefit. So I get it. Telling people that they have AC in the car and start telling them that their car is going to keep you cold on the hottest days.

Got it.

Benefit. Did that make sense? It does. And so when you leave. And then, by the way, I'm going to end with this. This conversation should be the same for the realtor. What's the benefit of having a preferred notary? Before you even tell them you could pick your own notary, they got to know there's a benefit to it.

Gotcha.

Makes sense. A lot of students like Mark. Well, I told my best friend that I'm a notary and they can pick me. But you still haven't told them the benefit of picking. You start there and then close with, I am the person you should be using, not. Oh, on Z. Did you know you could pick your own notary? You missed the boat, right? That makes sense. Yeah, I know, I know, I know. What I love about you with the capital L is you're going to go execute. So make sure you tell me how this goes. Oh, yeah. People only care if they know how much you care. So my point is, when you tell a mortgage officer, I want you to earn more business. And here is how I do it. Like, I want you to stay cold on a hot day. Here is how. Right? So, like, look, I know you want to make more money. I get it. I mean, I'm here for it, dude. And here is how I can help that. Got it. So don't just say I'm here to help you earn more. You start with that and then you back it up.

Okay, I'll give you an update.

Boom, boom, boom. You know what I mean? Because people just get like, I get it. I mean, I'm here for it, dude. And here is how I can help that. Got it. Don't just say I'm here to help you earn more. You start with that and then you back it up.

Okay, I'll give you an update.

Boom, boom, boom. You know what I mean? Because people just get like, oh, notary, actually, yeah, I got good to your body. Like, I want you to. To crush. Because I know if you crush and we're gonna have a good business relationship. So I'm actually focused on what you get out of this, not what I do. Because I know if we help each other, then I'm be your preferred Notary.

Got it.

And if we get. That's the conversation with everybody we meet, you're gonna make a million bucks.

I got it.

It's not about me. It's about you. And I want to figure out how, as a notary, how I can be part of your mission of earning more. I want to be part of your mission of serving more. And so I'm trying to figure out how I can. Oh, notary, actually. Yeah. I can give your value. I want you to crush because I know if you crush, then we're gonna have a good business relationship. So I'm actually focused on what you get out of this, not what I do. Because I know we help each other slip in. If you don't have a notary who's actually a piece of this big puzzle, like, I'm your girl.

Right, Right.

But you're just telling that, like, I know the benefit. I want to be plugged in. Let's work together.

Yeah, it does.

Now, is that the same for brokers? Because brokers as well.

Same way.

Then I'm be your preferred notary.

Got it.

And if we get. That's the comp.

I wasn't sure.

So remember, I'm with this. A broker. What do they want to do? Make more. What?

Referrals and more money.

Yeah.

So how do you support that? Like, that's the conversation.

Okay.

I don't know if you're talking to a broker. An LL accident, talking to an escrow officer. Title. What does the title office want to.

Make more of a money.

Why are we backing away from that now? I don't know if I would be that forward. Be like, look, I know you want referrals and you want more business, and I'd probably say it like that versus your money hungry, but.

Right.

But the coaching here is the benefit is that they want to feed their family.

Got it.

So you want more referrals, you want more business. Like, I want to support that. And if you've never worked with a notary who supports that, like, you don't know what you're missing. Gotcha. Here are some ways I can support you getting more referrals, getting paid quicker on time, and then go over your Lydia conversation with everybody we meet. You're going to make a million bucks.

I got.

It's not about me. It's about you. And I want to figure out how, as a notary, how I can be part of your mission of earning more. I want to be part of your mission of serving more. And so I'm trying to Figure out how I can. Examples, right? I give, I get testimonials. I show up on time, I'll Trevor where you want. But all those are in this. And only people want to work with how much they care. Like, why do you like me? Because I actually care. Right?

Yeah.

And so if you want your clients to kill it and they feel it, you'll be the notary for life. And I'd like why I'm your coach for life is because of the same reason, like, I want to see you kill it. And I'm going to support you on that journey. And you're like, dude, Mark, you're my guy, right? My point is, be that for your clients. That's the point. Like, I want you to kill it. I got it. I'm gonna support that. And here's how.

Got it.

Kill it. I kill it. We all kill. We're all living. I girl, thank you for being you. I'm out of here.

Thank you.

Look, I'm a va. Everyone got some value out of that call. Flip in if you don't have a notary who's actually a piece of this big puzzle. Like, I'm your girl.

Right?

Right.

But you're just telling that, like, conversation. Work for them. I work for you. Every day in front of that computer. I'm sitting there, how do I help you make more money? What kind of blogs and I write, what kind of trainings can I do? What kind of information can I get you to make more money? All I focus on is helping you earn more. So my point is, be that for your clients. Be the person who all they think about is, how can I help you execute your business goals? If you can get there, they can feel it. Like, dude, you're gonna make a trillion dollars. Because remember, don't chase the money. Chase the relationships. Chase the service that you provide. My name is Mark Wells, and it's been an honor to be on here with you for a little part of your Monday. Go get it. Let's go. Bye, everybody. I know the benefit. I want to be plugged in. Let's work together.

Yeah, it does.

Now, is that the same for brokers? Because brokers as well.

Same way.

I wasn't sure.

So remember, I'm going to end with this. A broker. What do they want to do?

Make more what, referrals and more money.

Yeah.

So how do you support that? Like, that's the conversation.

Okay.

I don't know if you're talking to a broker. An ella accident, you're talking to an escrow Officer title. What does the title office want to.

Make more of money.

Why are we backing away from that now? I don't know if I would be that forward. Be like, look, I know you want referrals and you want more business, and I try to say it like that versus your money hungry. But. But the coaching here is the benefit is that they want to feed their family.

Got it.

So you want more referrals, you want more business. Like, I want to support that. And if you've never worked with a notary who supports that, like, you don't know what you're missing.

Gotcha.

Here are some ways I can support you getting more referrals, getting paid quicker on time, and then go over your Libya of examples. Right? I give, I get testimonials, I show up on time, whichever you want. But all those are in this. And only people want to work with how much they care. Like, why do you like me? Because I actually care. Right?

Yeah.

And so if you want your clients to kill it and they feel it, you'll be the notary for life. And I'd like why I'm your coach for life is because of the same reason, like, I want to see you kill it. And I'm going to support you on that journey. And you're like, dude, Mark, you're my guide, right? My point is, be that for your clients. That's the point. Like, I want you to kill it. I got it. I'm gonna support that. And here's how.

Got it.

Kill it. I kill it. We all kill. We're all living. I girl, thank you for being you. I'm Adam, everybody.

Thank you.

Look, everyone got some value out of that conversation. Work for them. I work for you every day in front of that computer. I'm sitting there, how do I help you make more money? What kind of blogs and I write? What kind of trainings can I do? What kind of information can I get you to make more money? All I focus on is helping you earn more. So my point is be that for your clients. Be the person who all they think about is, how can I help you execute your business goals? If you can get there, they can feel it. Like, dude, you're gonna make a trillion dollars. Because remember, don't chase the money, Chase the relationships. Chase the service that you provide. My name is Mark Wells, and it's been an honor to be on here with you for a little part of your Monday. Go get it. Let's go. Bye, everybody. Sam.