How To Ask For a Referral and Get More Business as a Notary Public Loan Signing Agent!

Welcome to another episode of one on one notary coaching with me. My name is Mark. I teach the loan signing system. I teach notary public loan signing agents how to make money as loan signing agents. Did you know that every single home in America has to have a notary closed? Hope everybody had an amazing holiday. Happy Thanksgiving. Thank you for all the birthday wishes. I appreciate every one of you so, so much. Back to the notary coaching. I'm here every single Monday to help you build a notary public loan signing agent business to do the best I can to you with your signing agent needs right now. The way this thing works is simply edit the hat add button right here, join on, get on here with me live. I'm going to take people first come, first serve. Remember, when I call on you, make sure you're in a quiet place, make sure you're not driving, make sure you have good wi fi connection because we are live with hundreds and hundreds of notary public loan signing agents. So hello everybody, happy holidays and let's get this party started. Michelle. There we go. Hello. We are now one for three. What's up, girl? How are you?

I'm good. How are you?

Good. So tell me when your name, where you are in your process and what city, state you call from.

Okay. So my name is Michelle. I am from Morgan Hill, California. And I'm so sorry, what was the.

Other one and where are you on your journey, girl? Talk to me.

I've actually been a notary since 2008.

Awesome.

And I have been a loan signing since 2012.

Love it.

And I just have to say I still have not gotten that 10k. I think my biggest month was 9600.

Okay.

Thanks to you. But I just, you know, the direct thing I'm having issues with.

Okay, let's talk about that girl. First off, 9600 is amazing. Right. Our job is to make sure that we take in every moment to our goal. Right? So just because you didn't get to 10k doesn't mean 96 not amazing, girl. So everybody, can we give Michelle a little hand clap down below and say congratulations on a $9,600 month. That is amazing. So, I mean, look, I mean, honestly. So my coaching right now is before we get to your other questions is, you know, building a business is all about having a proper mindset through the entire journey. So remember that you're taking care of yourself mentally by saying, Look, 96 is amazing. It's not. Oh, darn it. I didn't make 10k. Right. And because that because we want momentum to build upon itself. And so if you go into the next month saying, oh, dang it, I didn't hit 10K versus like, holy crap, I did 9,600. That springboards you with momentum. Does that make sense? So it's such an important little mindset trick that, you know, successful people have. It's yes, you should be a little disappointed that you didn't reach your goal, but also happy that you did. X. That makes sense.

Yes.

Okay, so we're going to get to the 10k. Girl, don't even worry about it. I want you on stage with all the other 10 cars at conference. Okay, cool. So your loan signing system student. Correct.

Yes.

Okay, cool. So let's talk about the direct, right. I mean, the direct business game. Michelle, is all again, mindset. You know, what makes another student do $20,000 a month versus your 96 is usually just comes down to letting momentum create momentum. Understanding that you're not going to bat a thousand. Right. I don't know if you. Did you watch the on the Road? I do with Autumn Nicole, one of our students out in North Carolina. She did 17 grand a month. Okay, so she did 17 grand a month. Right. So on the on the Road, I'm like, well, how'd you make 17 grand a month? You know what she told me? I went to 52 different title companies. So my point is that's the secret. The secret is not getting discouraged. The secret is understanding nobody can hire you if they don't have your phone number. And so the best part is in the interview, maybe watch it this weekend or something. But you know, she goes, mark, I went to 52 different title companies and only four use me.

Wow.

The mindset that clicking now, what I will tell you is of the four offices, there's like four escrow officers in each office. But my point is. So that doesn't mean she has four escrow officers using. It means for offices using her. But the point I'm trying to make is she had to go to 52 different offices to find four that she got business from. So you can't make this assumption that, oh, Bill's a new and go Laura to Sadri Kim said it. Some of the big California hitters are any better than you. They've just gone to more companies and announced that they're a notary public loan signing agents. That's all it comes down to. At your point, it's more of a mental roadblock of saying, look, I can't bat a thousand. Frankly, four out of 52. I mean, what's the math on that last. Less than 10% of people are using her. So if you just understand that at this point of your journey, it's all a numbers game and not getting discouraged from that numbers game as well. You get to that 10 grand, I think you have a little bit of expectation, well, I should be batting 40% or 60%. And that's just setting you up for a little bit of discouragement because no one bats 60%. Right. So all I want you, and that's kind of a coaching I gave you early on, is being more appreciative of the little moments, because that's how you create momentum. See, momentum comes from, like, getting excited about little wins, and the little wins lead you to, like, okay, I can do this. Let's go. Let's keep going. Let's keep pushing. I mean, you're in Morgan Hill, so you can hit Gilroy, Salinas, San Jose, Watsonville. That's right, girl. Central coast in the house. So I went to school in Salinas, by the way.

Just.

I went to Hartnell. But the point I'm trying to make is, you know, keep the right mindset, Michelle. It's all it is at this point, you know, because I want you to get to the signing service level, and the same thing's gonna happen again. In the signing service level, you mean, Mark, a lot of students who go from where you are to a signing service will email me a man, Mark, like, I still can't get people to, like, transfer over from the current signing service. And they go, well, remember when you built your business how you had the same frustrations. My point is it's going to happen as you scale. But the key is getting mentally strong, mentally prepared for the journey, which is, look, if you're Closing more than 20% of people, Michelle, you're winning. Does that make sense? I think a lot of people think I need to be closing 40 or 50. You're doing. If you're doing more than. If you. If every 10 title companies you get two to use you, you're winning. Does that make sense?

Yeah, it does.

Okay, so all it is is, is a mindset shift, hopefully. So going into 2022 is just realizing a look, if I get two or three title companies out of 10, you're winning. You're actually crushing it. Because Autumn would have loved a 20% closing ratio on her way to 17,000. She now has a signing service out in North Carolina. She's doing like 50 grand a month. But the only Difference between Autumn and any other students is she didn't get discouraged that 4 out of 50 used her. See what I'm saying? And usually as you're building, it's more of a mindset toughness that comes as you're scaling. And so, girl, you're as good as it gets. I just need you to this a little tweak to the mindset and just keep doing it because I honestly, that's the difference between a 5K notary public loan signing agent and a 10K. It's the idea of like, look, I can't bat 80%.

Yeah.

And you want to. I get it. And you know, and it sucks when you walk in and you. You do all this work and you're pitch perfect and you have the best goodie bag and it just falls flat. But that's just part of the journey. You know what I mean? Anything else I can help you with today?

I think that's it.

I know, girl. Look, I have no doubt you're gonna be 10k. I have no doubt you're gonna start a huge signing service. I think the best part about this coaching call is just really trying to tweak the mindset as you go into 2022. Right? It's look, if you're getting. If you're about 20%, you're like winning.

It's hard to, like, not compare to, like.

Yes.

I think it's so hard.

Yes. You know, my favorite saying is, you know, comparisons at the joy. Right. Part of being mentally strong is understanding your thoughts. Right. And the first step of personal growth is being aware of what you're thinking. So I love that you did that. So what I heard is someone who's on the journey of personal growth or you're like, mark, it's so hard to compare. I love it. So the next time you have a comparing thought, it's your time to like, okay, let it pass, let it go. Clap for the person and just realize we're on our own journey. You know what I mean? Because what happens when we compare? I'll wrap up with this because it's a great conversation. Is the problem with comparing isn't actually the comparing. The problem is with when you compare is the moment you take your eyes off of your road. The moment you take your eyes off of your road, you're not moving forward. So the moment we compare. Actually, it's not the comparing that gets me. Gets me. It gets me wanting to teach you guys. It's the fact that once you look right, you're not Looking at your own journey. Because the moment you put effort into something that's not building your business, your business literally isn't growing. Right? And so the key to not comparing is just have. It's like, like a negative thought. You just gotta let it pass through. So cool. And I think I made a post on the Saturday about like or the real about negative thoughts yesterday is like, the key to negative thoughts isn't not having them. Yeah, right. The key is letting it pass through. And that's the same with comparison. Like, we want to compare ourselves, but we have something like, just let it pass through. Because a lot of people think, like, I got start having comparative thoughts. Like, no, that's not real. You're setting yourself up for failure. The key is when you have those thoughts to keep moving. Here, I'm going to end with this with you because I know you're doing like, you have like 14 coals in the fire. You ready? Because I see what you're slaying and girl on the side, see, what I'm gonna tell you is the moment you. The moment you're not focusing on your journeys, the moment you're not building a business. So if you're trying to mentor and teach others, you're not building a business for yourself. So it makes a lot of students get in this trap where they're like, look, I want to start monetizing this way. And it's like, stop monetizing. You're making less money by taking your eyes off of your road than you are on the other side of the road. Does that make sense? And so all of students are like, just. I'm like, cool, you made a hundred dollars, but you could have made $10,000 if you would have spent that hour marketing your business.

Right?

So, you know, I get a lot of students like you who want to like, oh, I've got a notary course. And like, well, what are you doing to make 500 bucks versus making 5,000 bucks? Because if you're spending an hour over here, it's not reward in, effort out. Meaning that if you spend an hour marketing, you're going to get more reward and spending an hour making $100. And that's a scarcity mindset. Does that make sense? You're trying to soak up, you're trying to. You're trying to roll up all the dollars instead of seeing the big picture. And the big picture is in a $20,000 a month signing service, the big picture is working, making money. When you're not working, you're still trying to change. You're still trying to exchange dollar for time, and I don't want you to do that anymore. Okay? That's not how you get rich. It's not how you make money. You make money by leveraging you, which, by the way, is a signing service. Okay. And so understanding that, you know, you got to stop doing everything else distracting you. Focus on your business. Your first focus should be to get to 10K. Your next focus should be starting a signing service. Anything outside of that is. It's hurting your income. Does that make sense?

It does.

Stop, folks. Start focusing on your journey. Girl, I'm so proud of you, girl. I hope, you know, I see what all you students are doing. I like, you know, I'm like everybody I'm seeing. And sometimes, you know, when you, you know, your big students start getting a little unfocused. That's why you have scale, by the way. I'm thinking, you know, angel team signing. She kind of had the same moment, too. She's like, oh, $50. I'll coach you, like for $50 versus getting a new client that can pay you 5,000. Where's your time better spent? Does that make sense? So, you know, it's called opportunity cost, Michelle. So you got to make. You got to be asking yourself, is the effort I'm putting in equaling the mass amount of money coming out? And for right now, that's building and scaling a signing agent business. You're at $9,600 a month. Can we give her a round of applause? At $9,600 a month. That's incredible. Next step is 10K. Next up is signing service. Anything that stops that is costing you future money, which you have to be able to see. Does that make sense? Cool. Was this a valuable coaching call?

Absolutely. Thank you.

I am proud of you. I'll see you at the 10K Club. No doubt in my mind. Keep pushing. All right.

All right.

Bye. I love this conversation because I think it helps people in all different parts of their journey is, you know, sometimes the best thing I think outside of that conversation is, you know, she's becoming a little distracted by comparison and becoming distracted by outside things that aren't moving her business going. So, Michelle, I'm so proud of the growth you made. Look at all of these congratulations. Right below $9,600 is incredible. So I hope everybody got some benefit out of that. That was a little bit longer of a coaching call than I usually have, but there's so much fire in there. But, Michelle, I'm So freaking proud of you. And let's keep going. Okay, so Sophia, you're up next, girl. Let's get this party started. Hi, everybody. My name is Mark Wills, and if you're watching this right now live. Sophia, whatever. Hey, I got my scooter right in front of me, so I really can't. All right, so tell everybody, tell everybody your name, where you're from, and let's get into some coaching.

Okay? So I'm Sophia. I'm from Washington D.C. and last week was really busy for me, like, and I thoroughly enjoyed it, like, running around. Oh, my God, I gotta drop this off. My issue is, or my question is the weekends are really, really quiet. The weekends and Monday are really, really quiet. And I'm going through, you know, the course again on the weekends. I'm. I'm.

Yeah, I'm gonna stop you real quick. I'm gonna stop you real quick. So how long have you been a signing agent? More or less months. One. Okay, so that, that I know I knew the answer to that, girl. So I asked. And so you know, what you're doing again is comparing your journey. Kind of like Michelle and I love. Michelle was very vulnerable. Was saying, like, it's so she's the last student before you was like, I compare my journey everybody else. That's what you're doing, girl. Like, honestly, you can't be like, you've been a month in. And you're like, how come not busy seven days a week? The answer is because you're a month in. So my point is you got to be patient. Patience and effort builds this business. Remember, there's no such thing as slow days. There is marketing days or signing days. As you're growing your business. Nothing frustrates me more than notary public loan signing agents who've been. I'm slow. Like, it's not slow. You're new. You shouldn't be busy every single day because with that mindset. So you're setting yourself up for failure and discouragement. Discouragement kills more businesses than anything else. But the problem is this is self inflicted discouragement. You're expecting to be busy like notary public loan signing agents doing this for a year.

Okay?

Like, why are you doing that to yourself? Like, be proud of yourself that you have. You're only a month in. You're busy as heck during the week. Okay? So you just need to build more relationships for weekend business. Like, next topic, like my coaching to you is stop comparing your journey everybody else. Number one. Okay. Number two is, remember, there's no Such thing as slow days. In the beginning it is I'm either doing a signing or building relationships, which is also marketing. Okay, that's it. Like, that's it. So you will get to the point where your weekends are busy, but that might take six months. But thinking that you should be as busy as a veteran that's been in this a year is setting so for failure. And it's going to push you out of the business versus keeping you in so you actually have something real in a year and a half. You know, this business I make, it might take a year for you to build a consistent 6, 8, 10,000amonth business. Okay. Like, this is a business.

Okay. Right.

I don't want you to get discouraged on the way there. My point is, okay, girl, you are freaking crushing it. That's what you should be excited. Instead of complaining about how you don't work in work, congratulate yourself on how you're a month in.

Right.

You're this busy. You see the difference in mindset. Because when you start appreciating how busy you are during the week, that makes you work harder when you're slower. See, business is about creating momentum. I can't say that enough. My best analogy is losing weight, right? Like, New Year's is coming up. We get a workout, do diet, and then that first week we lose a pound. And then what happens that next week, yo, I lost a pound. And so guess what? You go to the gym a little bit more, you eat a little bit better than that third week, you're like, oh, my God, I lost five pounds. But you see, all the momentum builds itself. Yeah, that's how this business needs to be. So instead of seeing your first month as a failure because you haven't worked on weekends, you should be seeing, like, I've never been a signing agent before and I've already made two grand.

Right.

You see the difference in mindset, the fact you made two grand with never being in the business, that should motivate you to work harder, not discourage you to work less. Right now it's discouraging you to work less versus encouraging you to work more. Does that make sense? So the only way to lose weight is to get in the gym, eat better, keep working. Right? You got to create that momentum. The only way to build a big business is when it's slow. No such thing as those are just marketing days. But, girl, you have no sunnies on the weekend. You should be out in the open houses meeting real estate agents. Okay, it's not slow. You're just not working. Does that make sense? That's a little bit tough love coaching, but you know I got to tell you the truth, right?

Oh, no, I love it.

You know, my point is that it's not slow. You're just not working. Because if you were like, hey, I'm busy every weekend marketing, you'd be like, mark, I'm slam seven days a week. You're just taking the time you're choosing on the days you don't have any signings not to do anything. And that's creating some lack of momentum when you should be like, okay, cool, I got no signings. Well, shoot. I just googled all the open houses in my area. I'm gonna go haul out some real estate agents this weekend. And now you come with me on Monday. And you're like, mark, I've been so busy. You're doing something else that's busy not doing signings.

Okay.

Does that make sense? So, girl, you're. Here's what I want from you. Okay? I'm going to end with this. You are. I want you to put your freaking head down for this next 60 days. That's 90 days of in the business. And I want you to tell me after 90 days how amazing your business is. But the weekends you have off, you got to be hassle. You got to be meeting new people. Create relationship. Take the script. I give you the course. Go to open house and say that script. Okay, I can do everything for you but walk in the open house with you.

Right?

Okay. I can teach everything but effort. You're doing amazing with the business you are getting. I now need you to do amazing with the time that you have off, which is just marketing. Okay?

Okay.

And I'm so proud of you. You hear me on that? I'm so proud of you. You've never been in the business and you made two grand in 30 days. Like, stop.

I know. Insane, right?

Insane. But you got to ride the momentum, believe in yourself and keep building the business. Okay. And I'll talk to me in 90 days and tell me where your business is at. I'm seeing Mark. I got more direct business I know what to do with. I want to start a signing series. Okay. So I go get them. You're amazing. And then don't let the discouragement prevent that momentum. Okay? Got it. All right, girl, let's go. All right, let's go. Oh, my gosh. I love. You know, the running theme with the two ladies so far in my opinion is comparisons of thief for joy. Like comparing your journey to another notary public loan signing agent is literally just setting yourself a discouragement, preventing you from creating momentum. Our job is to root for the other person and know our time's gonna come. Right. You're gonna clap for everybody else and know because of the effort that I'm doing today, my business is going to be better tomorrow. We're all on a different journey. Look, look. Sometimes people come into this business because their spouse is a realtor. Sometimes they come into the business because their sister is the biggest escrow officer in town. So you don't know the behind the scenes of some of the other big hitters or people who look like they scaled super quick. Your job is to focus on efforts every day. That what's inside the course. You need to be doing something that's inside the course every single day to move your business forward and stop comparing your journey to somebody else's. I'm telling you. Let's go, baby. I'm so happy for everybody here. Happy Thanksgiving weekend. Again. If you're watching this live, I only have one sale a year. Cyber. Cyber Monday. 20% off. If you're an LSS student, you have all the conference recordings that come out. What are you doing? The moment you think you know, everything's a moment your competition passes you up. Only one sale a year. If you're sitting a signing agent. Thing about being a signing agent on the fence, get the course, man. There's a money back guarantee. Let's go. All right, who's next? Let's go to. Let's get a gentleman up on here. Kb. All right, remember, if you're watching this for the very first time, my name is Mark. I teach a loan signing system. L. Congratulations, kb. What up, dog?

Yo, what's up, Mark? How are you?

Hey, hey, hey. Congratulations on your first signing. Thank you, everyone. KB got his first signing over the holiday weekend. It's dropping a round of applause. How's that first signing feel?

It was good, but it's just they sent the documents late, so it was kind of rushing through everything and it was cold as hell.

Yeah, yeah. Look, look, look, look, look. When you're a brand new notary public loan signing age, tell us to everybody right now. And I teach this in the course, kb, so make sure you're remembering everything right. Yeah. The reason that there is truly business for everybody is because there will be appointments that the veteran signing agents turn down. So the reason it's last minute is because the veteran signing agents are like, yo, that's too last minute for me. So you should be excited you got a last minute signing. Because if everybody had three hours, there would be no business for new notary public loan signing agents. So the next two or three signings you get may also be last minute. But that's what makes this business beautiful. Does that make sense? Because if every signing had five hours to get ready for, there would be no business for you. Does that make sense?

So again, felt like my heart was out of my.

Yeah, I'm trying to teach you perspective, right? You're going to get another signing, it's going to be last minute. But that's amazing because if it wasn't last minute, you want to get the business and then you make your reputation on the last minute signings and that will start getting you the signings that are two hours, three hours, four hours away. So just be patient on your journey. Understand that this is a blessing that you got a last minute appointment. The next two or three might also be last minute. But you should be thinking, wow, I'm so glad it is because I'm happy the veteran signing agent turned it down. Does that make sense? So you're getting the opportunity. So this is a coaching call. What can I help you right now with your business?

Well, the only thing I think that took the longest for me was the journal entries because there was almost like 12 or more notarizations. It was a refinance, but it was close to almost 200 pages.

Yeah. Cool. So look, let me stop you real quick. I got to be as efficient with these conversations as I can. Again, I heard a new notary public loan signing agent comparing themselves to another notary public loan signing agent. You said the words my notary journals took too long. Dude, this was your first signing. Do you think that's going to get quicker as you do more?

It is.

Course. So. So you got to change the mindset, KB that's my coaching right now. Okay.

I was just asking, do you have it. Had any tips on.

No, no, no. Hold on, hold on. My tip is. My tip is let experience be the best teacher. That's my tip. My tip is the mindset. Nothing's going. Do you play sports? Have you ever played any sports? Yeah. Okay. What do you play? Give me, give me sport. What do you play?

I grew up in India, so.

Cricket. Okay. Cricket. Cool, cool. Cricket. So you know you can't be good at hitting a cricket ball until you've taken 400 swings. Yeah, but yet you're asking me to make you a better cricket player when you've only taken One swing.

Sure.

Understand, does that mindset make sense? So you have to understand that you're learning something new for the first time. Be patient with the learning curve. The reason I'm not going to teach you any tricks is because then I'm teaching you to take shortcuts. If I teach you to take shortcuts, you're going to mess up. Yeah, eventually you're going to learn how to take shortcuts on your own because experience teaches you that. But asking me to teach you shortcuts is asking you to mess up on a signing. And I don't want to do that. I'd rather you focus on creating your own rhythm, creating your own sense of, oh, this is where I can cut corners. So what I love about today's coaching with everybody, today's coaching is all mindset. Your mindset's just in the wrong spot. You're thinking that you should have tips and tricks that 100% signing, age 100 signing, notary public, loan signing agents should have at signing number one. Do you see where that's setting yourself up for failure? So just be excited about what you've done. Be excited to first signing with no errors and understand that, like cricket, you're not going to get good at cricket until you take a thousand swings.

Right now I just wanted to also, like, be thankful to the whole LS group because they answered so many of my questions over in the, later, in the evening, in the morning. I'm just so grateful to be part of the whole group and I just wanted to say thank you to everyone that helped me out through my first signing. I appreciate you all.

Oh, I hope everybody heard. I mean, there's a couple hundred people on right now. Hope everybody heard that, that he's thanking the loan signing system community. The loan signing system community is the best part about the loan signing system.

I was just overwhelmed by the response I got and I was like almost getting emotional. I'm like, everybody's like helping me out. It was just really great. I felt blessed.

Oh, man. I love to hear the community is the best part about the loan signing system. And you know, you know what I told you on messenger is, you know, one day you're going to pay that forward to somebody else. And that's the loan signing system way is, you know, I was helped, so I'm going to reach back and help somebody else. And so I love that you spoke about how high the community is because the community is the best part of the loan signing system. And I love that you're almost going to get overwhelmed with emotion.

Yeah, because everybody was, like, responding to every question I asked without judgment or anything like that. They just answered what I needed to know.