How to Ask For Referrals to Get More Notary Jobs | FREE 1-on-1 Notary Coaching Mark Wills

How is everybody doing? My name is Mark Wills. Every single Monday I come on. I try to every single Monday to come on and try to help you build your notary loan signing agent business. You do not need to be a notary public loan signing system student. All you got to do is come up with a question and I'm gonna do my very best to give you value to help you build your business. I am so thankful for you for taking the time out of your day so you can get a little bit smarter. Because the best thing that you can invest in is someone else's experience, time and knowledge. Sheila Boston, good to see you.

See you. How are you?

I am good. So tell everybody I know your name, where are you from and your name in this rock.

Okay. My name is Sheila McEwen. I am the sole proprietor of Sheila Signing Services in Philadelphia. In the Philadelphia, Pennsylvania area. My question for you today, Mark, is. Did a signing yesterday? Nerves got the best of me. I forgot to ask for a referral. Can I contact them today?

So are you meeting the actual signer or the signing service?

I met the actual signer yesterday.

Look, the good way to always get back in somebody's ecosystem. Just asking if you did anything wrong, is there anything else you can fix or anything that you can help them with. So no, if you. If you position it more like a follow up 100 that is okay. Now the bigger point is this though. She lets want you the signing. The odds of that bar were ever needing another notary is probably 1 in 100. I'm not anti you following up and making sure if they have any GNW needs that they have Sheila's name number. But that's not where the fish are. You always want to fish where the best opportunity for more is. So first thing you should have done this morning is followed up with the signing service.

Already did that.

Hey, I want to make sure that you know that everything's FedEx. I'm going to follow up tomorrow. Those are the most important things. Now remember the ninja trick that I teach everybody who else is on there that you should probably be following up.

With with the mortgage company?

That's right. So you have. Where was the mortgage officer's phone number?

It is on the loan docs.

There we go. So what should you be doing?

Also following up with the.

That's role play. What's the conversation sound like?

Did I completed a signing for you today? I scanned backed everything to the company and I have sent the FedEx package back and would like to know if you Would put me on your preferred vendor list.

Yeah, I think the short answer is 50 there. It should sound something more like this. Oh, hi, my name is Sheila. You may not know, but I was a notary sign of your file this past weekend. I got everything to the lender. Everything. The title that we need. You know your borrowers are absolutely amazing. They couldn't say nice stuff things about you. Um, anyhow, I'm Sheila. You have my phone number. So I happen to miss anything, which I don't think I did. I just want to make sure you have my phone number because I want to make sure your loan funds on time. All you did there was make it about you, Sheila. Awesome. Remember what is the real thing? Why are you calling them?

To help them.

Help them. I heard nothing with them. Like I want to make sure your loan funds on time. Okay, so if there's anything that got missed, any funding cushions by the way, I don't anticipate that. But I just want to give you my name just in case it happens. Because I want to make sure I was the best representation of you at the closing.

Okay.

See, if all you're saying is oh, I didn't miss any signatures. You're not making them feel like you want to be part of their team. All you sound like was another notary. You got to be someone on their team.

Okay?

So I want to make sure I represent you the best I can. I want to make sure that you are getting the best out of me. So this loan closes, you get a referral. Anything else you need here? I. Does that make sense? Now remember this, Sheila, your loan signing system student. You get the loan docs. What's the first thing you should be doing?

When I get the loan docs, I go through them and write down the to the all the contacts are. I confirm the appointment with the signers. Then I had to reconfirm with the signing order.com platform.

Do you think you might have reached out to the mortgage broker before the signing?

I didn't even think.

What could you. I'm roleplay. Why you got a coach? What could you have said to the mortgage officer pre closing?

I received all the paperwork. Just wanted to introduce myself. My name is Sheila McKillman. I'm with Sheila signing services. I'm the mobile notary assigned to your loan modification. Just wanting you to have my number in case you need me for anything this landing.

See, so many notaries try to do the marketing on the back end. When should you do the marketing on.

The front end and on the back.

End all the time. You see you're doing it on the back end and you're like, well, how come they're not calling me? Well, because you only talk to them once. Okay, what if you call them two or three times? Okay, you followed up today. What could you probably do tomorrow?

Send an email.

And do what?

I'll make the phone call today, but then I'll send an email and a thank you tomorrow and ask, you know, how I can be of service to them again.

Marketing is multiple touch points.

Okay?

See, too many students touch one time and they go, well, how can they call me back? Well, it's because you're not marketing your business. Yeah, because marketing is multiple times that you touch them. Does that make sense?

Yes.

But you, you call them one time and you're like, well, how come my phone's not ringing? Well, because you're not trying to build an authentic relationship. Does that coaching makes sense? Yes. If you really cared, like, if you truly were a heart led business, wouldn't you follow up, like in five days and be like, I just want to make sure the loan funded, okay? I want to make sure that there's nothing that I did that prevented the funding of the loan. So business is, is about caring, Sheila. You. You. You still see it as a transaction. And that's what I'm trying to coach you, is take the next step in your business.

Okay?

Because if you made the mortgage officer feel like you actually cared, what do you think would probably happen in the future?

They'll use me again.

Because remember me getting frustrated that nobody's calling you back when you haven't tried to show how much you care. This should be happening on every single appointment. Does that coaching make sense?

Yes, it does.

See, right now, now you're still treating like a transaction. It's not about a transaction. We're in the relationship business. That's what I teach you. Okay, but you don't take advantage of the signings to create a relationship. You should have called beforehand not to get more business. If you're the mortgage officer, do you think that maybe it'd be nice if they had the notary's phone number in case something last year came through? So why are you thinking like that?

I don't know. I just.

Yeah, so the reason you're forgetting, and here's my coaching, is you're not caring enough.

Okay?

If you actually care about the cause. Look, the way I built my business is just by showing everyone that I care. That's it. I'm thinking when I got a loan signing. I'm like, man, I think the real estate agent would probably want a number in case something last minute popped up. Okay, man, the mortgage officer might want my phone number in case something like. I really thought about everyone involved. You take a signing, and it's all about Sheila. I took a signing. I'm trying to coach you here is I took a signing and go, wow. Who's everybody affected in this transaction? Okay? The mortgage officer, the escrow officer, the loan officer, the real estate agent. Okay? So what I want to do is give everybody my contact info in case something goes wrong. Now, okay, boom is done, right? Signings away. I'm like, well, if I was the loan officer, would I want to make sure that my loan docs are in the mail? So all I thought about was them. I'm like, well, if I was the loan officer about to make money on the transaction, what would I want? And so if I can get you and everybody listening to put yourself in the shoe of who we're serving, then you're not forgetting. Because it's actually. You're not forgetting. You're just not caring enough.

Okay?

You know, my job as your coach is to give you the stuff you don't want to hear and get you where you want to go. So remember, the only reason you're not thinking about this shoe is because you're not caring about the mortgage officer yet. Because if you. When you do. Because this is a. Hopefully an epiphany, is when you do, there's nothing to forget because you're now caring.

Okay?

Because if you were the mortgage officer, wouldn't you want to know if the loan docs are in FedEx? If you were the ll. Right. If you were the lo, wouldn't you probably want to make sure that the notary was passing the information back and forth? Makes sense. Yeah. My coaching today, I'm so proud of the business you built. So proud of. You got to remember, the moment we stop growing, the moment we start dying, right? So let's keep growing here. Keep caring. Because when you care, people are going to want to work with you more.

Okay?

Like, I come on here every Monday, right? And I do this why? And I do this why?

So you can answer all my questions.

Well, because I care. Does that make sense? So why do you. Why do I. I like to think part of the reason why you love me is because you know I care. Right? Right. So my point is, I want the mortgage officers to love you for the same reason all people want to do is Work with people who care. Like if I was a, if I was a notary coach who took your money and never talked to you again, what would you probably think?

Never want to talk to you again. Never use you again.

That makes sense. So the way I do business is what I want to inspire you with is all I do to every single person I come across track with is to show them how much I care. Whether that's with my signings service, whether it's my notary coaching. If I can show you how much I care, everything else comes into play. So don't forget that every transaction. So the only reason you're forgetting is still a little Shiva focused. Let's make it customer focused. And then if you're like, okay, if I'm the mortgage officer, what would I want? And then you were just answering to that question. Well, I probably want to make sure I don't notary's phone number. If I was a mortgage officer, I probably want to know the loan docs actually signed today. I don't want to hear from title tomorrow.

Okay. Yes.

So let me get you in that mindset, girl. You're going to make a ton of money. Okay?

I hope so. I know so. I know so.

Oh my gosh, what a good conversation to kick this off with. Now look, I want to while we're waiting for more people to jump on. If you are a notary public loan signing agent, if you want help with your business, you do not need to be a loan signing system student. Hit that plus camera button right there and let's have a conversation. So let me wrap up with what I was coaching Sheila with. When you can make somebody feel how much you actually care about their business or them, they're going to want to use you all the time. That is the coach is that landing for everybody? And so when Sheila says, oh, I forgot. Well, my coaching to Sheila is that that's still me centric. When you put the loan officer first, the real estate agent first, the escrow officer first, then the follow ups natural because you're like, what would I want to hear if I was the loan officer? I would love to hear that the loan closing happened and I would love to make sure that I got input on that today, not in two or three days. Does that make sense? I love this is hitting with notarized Nikki. I love this is landing with Eugene. When you can really make the other person feel like you care, then the business comes naturally. Too many times signing agents make this a transaction based business. It's about Me, I got to order from Snapdocs. I executed the order. How come my phone's not ringing? Well, the phone's not ringing because of that signing you just did. You're not putting in the effort to show someone you care. That's what this business is about. That's what loan signing system is about. I coach you to be a heart LED driven business. When that lands, everything clicks. Let's. Oh, what up, girl? Hi. Always good to see that smile. How you been?

I've been good.

How are you?

I am good. So tell everybody where you from and let's have a conversation.

I'm from Goodsville, Tennessee, which is not far from Nashville, Tennessee and I am an LSS student. I love you, Mark. You are so awesome. Right now, where I'm at in my business, I do have my Ron commission. I do have my, my regular commission. I have my LSS certification. I have my Ron LSS certification. So I have my website and everything like that. Set up my Google business page and everything like that. So right now I'm just waiting to get a signing from an order. I haven't gotten one yet. I've been commissioned since October. I just haven't gotten any that I've been able to do because I do have a 9 to 5 job. So right now I'm just feeling a little bit discouraged. I just haven't gotten that. That start just quite yet. Yeah, I mean, I know it's coming. Yeah, I'm just a little discouraged.

So first off, thank you for the vulnerability. Thank you for being here. Thank you for being LSS Nation. All the above. Good. So like I told Shuba, sometimes I'm gonna say I gotta be a coach and give tough love and also be your cheerleader. So here's a couple things I want to talk about. Okay. Is what I heard is an entrepreneur who is very busy, not an entrepreneur who is productive. Okay? So what I need you to understand is what are the biggest actions that are going to lead to the most opportunity or revenue? So you've done a lot of the legwork, B. Now here's where the difficult part goes. So I don't know this is if this is you, but let me, let me talk. A lot of times we do the busy work because it's protecting us from doing the things that we're most uncomfortable with. You're like, well, if I get this certification, if I do this, then I prevent me from picking up the phone and being like, hey, this is Bri. I serve everywhere an hour outside of Nashville and I want to be your notary. Look, I get that takes a little nerves to get through, but my list.

Right here of my people, I need to call.

Yes.

So I do have that going.

So what I love about you is so there's. There's a saying. I didn't invent it, but let's just talk through it, right? There's 80, 20 rule. 20% of our efforts make us 80% of our money. You're focused a lot in the 80% of not making us money. I need to push you to the 20%. Now, in our industry, the 20% requires you to really get through that learning curve and that comfort zone. And so here's what I would tell you is your job. Now, by the way, I'm proud of all the foundation you built. Now it's time just to bite the bullet and be like, this next two or three weeks is going to suck. Be okay with it. You're a little discouraged because you had that. You have this mantra of, like, if I will build it, they will come. You have to flip that. They come because I've built it. And so you got to pick up that phone. Okay? Remember, you know, the weekend just passed. Like, if you would. And that, that note page I just saw, if you would have wrote down the five open houses within five miles of your house, you could have went to five realtors in less than, my guess is 60 minutes this Saturday. But that's the hard work. You're like, oh, my God, it's so nerve wracking. Yeah. So the biggest coaching I give you right now is accepting the journey you're about to embark upon. And that's the effort, right? And that is the, like, the rejection. And so here's what I'm gonna tell you is like, I'm gonna start and end with this is like, I know you know what you're doing. I need you to know that you have two. You have, like, four certifications. It's time to go out and start telling realtors like, hey, I'm Bri. I have multiple certifications. I want to help you. Okay. And that takes a little vulnerability, right? It takes a little bit of, like, they might say no the first two times. But if you look at the basic fundamentals of loan signing system, the students that make the most money just tell the most people.

You do say that a lot.

And, and let me, let me wrap up with this B. Is like, you are the magic. Like, you. And. And what I mean by that is in some raw, raw, raw speech, you can't be all things to all people. Like, look, some people watch this. Like, oh, Mark is too much for me. Like, he is screaming, he is clapping like, I do not want to be that dude student, but I don't change who I am. So my point is that I'm trying to tell you is you don't need to be someone else. Like, you're going to talk to ten realtors and two or three going to love you. There are seven who are not. There are people right now who are like not buying my course and. But I'm not going to change who I am though. And that's my coaching to you. And so like, you don't need to be anybody else. If you're introverted, you're a little bit quieter, then you'll find people who vibe with that. You know, like, I'll walk into an escrow office and I'll like kick down the door like, what's up? I'm marking. And they're just like, no. But then I'll do the same thing. I'll kick down another door like, what up? I'm Mark. Like, where have you been? So the key to you B is just be you. So sometimes I get students feeling a little bit nervous to go talk to a realtor, escrow officer or whatever because they almost feel like they need to be somebody else. When I say, just fall in love with yourself. Girl, you're amazing. You know what you're doing. Your smile is contagious. Yeah, look. How many hours do you think you've put into being a notary public loan signing agent? Studying hours. Give me a rough number. 40, 50. How many hours?

Well, I finished the entire course, the six figure course, and I'm like 1% way through the course.

How many hours you think you've been in? 20, 30, 40 hours, more or less? I'd say like 30, 30 hourly. Girl, why wouldn't someone want to work with someone who is so dedicated they put in 30 hours of their life at their craft? So my point, I want you to recognize the hard work you're doing. That's what's going to help you get out there. All you say to yourself is, I haven't got a sign in yet. When I tell you you put in 30 hours to be an expert. Like, why are you like not screaming from the freaking rooftops, you know what I mean? So give yourself credit for what you've done instead of thinking about what you haven't done. Because I think you're focused a little bit on what you haven't done versus thinking about what you have done. And I, like, 30 hours is like, who wouldn't want to work with you? But you just haven't told people that yet. Does that make sense? So the next step, the next phase is just remembering how amazing you are and be like, yo, I put in 30 hours. I've worked around this. I have a family. Like, you're amazing. And it's really buying into that is my coaching. Because if you. When you do, you can be like, all right, cool, I'm ready. You just haven't bought into your greatness yet. But this conversation is hopefully helping you realize that there are notaries out there be who put in two hours and go out and tell the world, like, you are so much more qualified for than them. And so it's just accepting that, right? You see what I'm saying? So, like, the next step is you know what to say. And look, let me tell you this too, okay? I'm be there right there on your shoulder when you're going, okay? Like, when you think you bombed at the script, they have no idea you did. That's just you. Does that make sense? So go in there and if you're like, I didn't get everything off my chest or like, everything I got. I memorized all of Mark's things, and I said two sentences. Yeah, they don't know that. Yeah, that's my point. Girl, your job. The biggest thing is going to sell you, baby, is your smile. Like, so go show it off. I mean, this right here, this is what people buy. They buy our energy, they buy our enthusiasm. They buy our understanding. So, like, like, your smile is contagious. It's beautiful. You put in 30 hours. So the next step is to mentally prepare for the next part of this journey, right? Which is like, okay, I've done all the work. I got notes galore, but I gotta go say this bad boy. And look, I'm gonna end with this, okay? Successful people understand that they can't be good at something they've never done. So let me say that one more time. Successful people understand that there's a learning curve. Unsuccessful people have an expectation to be good at something they've never done. So because they have this expectation, guess what they do. Nothing. Does that make sense versus a successful person's like, yo, I might suck, but I can't get good until I get through the suck. We see the difference in mindset. So just be. So what I'm really trying to coach you on right now is just give yourself grace. Like you're not, you know, the first two or three, you might bungle the first two or three, you might be sweating the first, like, part of the journey. Yeah. So when you can kind of embrace that, everything else comes easy. Okay, so I want a commitment. There is a hundred people on right now. Okay. There will probably be 2,000 people who watch this by the end. Okay, so my point is, in front of all these amazing notary entrepreneurs, can I get a commitment that you're going to talk to one person by the end of the week, whether that be call a signing service, whether that go to an open house, whether that go to an escrow office networking event. Can I get a little hand that you can commit to? Everybody on. Everybody on here. Can we give a little clapping to our girl Bri? How many?

10.

10. Let's give her a fire energy. That's Ruprion, because, girl, that you spoke for probably half the people on here. Yeah, everyone's a little nervous, everyone's a little shy, and everyone's doubting themselves just a little bit. So thank you for your vulnerability. Thank you for your honesty. And look, I do understand how you could be discour, but I think if you turn that discouragement into action and. Are you saying all the love you're getting in the comments, girl? All right, check it with me next Monday and let's go. Okay, bye. Love you. Bye. Oh, my God. My girl Brie and I. Okay, so look, I mean, first off, look at the loan signing system nation. Bria, I hope you're looking at all this, girl, before I move on, if you have any other help, jump in the comments right here. But remember, successful people understand that they can't be good at something they've never done. They get it and they get in order to be good at it, they just have to do so. The earlier you can really understand what I just said, the sooner you're going to make money. Now, let me say this crystal clear. The reason there's money for so many notaries, because most notaries don't do what's scared. Oh, let me say that one more time. The reason there's business for you is because the notaries where you live are all also doubting themselves or also question themselves. And they're not doing it scared. So when you go into an open house, you're going to be the only notary ever to go into the open house. Mark my words, if you go into the believe it or not, title companies are not inundated with notaries. They're not. Because A, they don't have scripts. If you're a loan signing system student, you have a script, you have multiple scripts, or B, they're not giving themselves enough grades to be new at something. So go commit this week to use what is inside that course. We have tens of thousands of students making thousands of dollars a month. They're not better than you. They're just more committed at this point. So go in. I believe in you. Let's go. What a good day. What a good couple coaching calls. Let me get Patrice and then Carlos up. Patrice, what's up?

What's up?

How are you? Love it, I love it, I love it, I love it.

I love your energy. Love it, love it, love it.

Okay.

I took your class, what, three years ago now? I know, right? I took the class three years ago. I was already doing loan signings because my background is in the mortgage industry. So I was already familiar with the docs and all that. But what I needed was someone to help me to market, you know, and to get, like, knowing all the loan signing companies and all those different things. And then I still learned a lot from your class outside of knowing the documents that I already know. First of all, before I even get to my question, I just got to say kudos to you because you. My background is in sales and direct sales. When I tell you you are a great motivator, you are a great teacher. Not just spewing words, but giving people the confidence to actually go out and giving them tangible tools to actually use to be successful in the business, in the industry. And you just do a phenomenal job. I just. I don't comment much or come on much or whatever, but I'm always, you know, it's always someone watching. You never know who's watching. You know, someone is always watching. You just do a phenomenal. You're so personable. That's what it is. You're very personable. You're not like this far removed person that people can't connect to. And that's what we all want, you know, we want to be able to connect and someone to understand the struggle, you know? So I just want to give you kudos for that.

Okay. I'm like tearing up. It's like 12 o'. Clock.

That's who you are, right?

That hit home. I appreciate you so much for saying that. And I've been where you are, and. And so I don't want anyone that can help you through where I was quicker than the years it took me then. Then that's all I'm here for. So thank you for those words and I help you right now. So what's up?

Okay, so my question is I get the signings, no problem. I don't have a problem marketing going into offices. And that's not my problem. My problem is just trying to. My reservation is once I step into this office because I have a part time, slash time job as a flight attendant. So I'm gone quite often and I try to move my schedule around where I'm here for like two weeks at a time or I'm here one week off, one week here, one week. And I just feel so bad when they're calling me. They're not even, they're like calling me saying, hey, can you go? And I'm like, oh my gosh, I can't even do it. You know, I feel bad. So I'm just trying to see how to. You know what I mean?

I got you.

Okay.

I know. Because this also happens. So this, what I'm going to coach you on can also happen when you're on vacation. Right?

Okay.

The question is.

Yeah.

How do we lessen the blow that we can't commit to something that we've worked so hard to show that we committed to? So there's a little bit of more on that. So here's the coaching. And let me give you coaching on a couple different levels.

Okay.

Whenever. So whenever I used to market to a company, so let's say that the peak of my being a solo signing agent, I would be everywhere and I try to get all business. And so whenever I. So I'm trying to tell you the genesis of my coaching here is that whenever I'd market to a new business and I was in town and I couldn't take their signing, I felt a total sense of indebtedness and gratitude to the fact they would even call me. Here's what I would do. And then it trickled onto everything else. So whenever someone called me brand new and I almost knew I was over marketing, but because I was over marketing, it didn't make me any less appreciative of the business. So here's what I would do. I would literally go in the next day and I would buy them lunch and they'd be like, why did you buy me lunch? And I said, because I'm just so thankful you even like gave me an opportunity. See, most people go on and show gratitude only when they receive something. So when you can show gratitude just for the opportunity, everything changes. Because notaries don't do that. Does that make sense? Yeah. When you're on. When you're on a flight, like, oh, my gosh, send them a five dollar electronic Starbucks card. Okay? Does that make sense? And all you say is like, hey, I'm just so thankful you called me. I'm really bummed. I couldn't do it. But just because you called me, I want to say thank you.

Okay.

That's gonna create a deeper relationship than saying thank you when they actually gave you money. Did that.

Right?

Because usually they only get something. We as humans, we only get something when we receive something. But imagine somebody being like, why did you send me this? And you're like, well, because I'm just so thankful that you just gave me opportunity. And so I did that from my heart because I was just like, oh, my gosh, dude. Like, I am so sorry. I couldn't take it. But I want to say thank you. So if you want to call me up in the next three weeks again, I'm going to be that. And so I just want to say thank you for the opportunity. And I promise you, girl, you're going to get four more phone calls for that gratitude than if you would have just given them something after they gave you money.

Okay?

So this is a secret I learned when just kind of giving from my heart. Like, I was just like, dude. And so if you can just start having gratitude for every call, like a really sense, deep, deep sense of it, then ideas like this just kind of pop up. So just really be like, really think for my guy, dude. Like, they called me right now, I'm 30,000ft in the freaking air. And like, this person over here, like, trusted me. Like, that should make you feel so good that you want to show gratitude. Remember, gratitude is the physical showing of appreciation. Because I get a lot of students like, well, Mark, I said thank you. Well, anyone can say thank you. That's just showing appreciation. Gratitude. You can Google this. The little definition of gratitude is the physical showing of appreciation. So whatever that means for you, it could be a Starbucks card. It could be, you know, when you come back into town, it's a mug that you make. I don't know. Right? Something to say thank you that you thought about me even though I wasn't in town. Thank you. That is for you. But it's. It's one level past just saying thank you. Okay? Because I get. Well, well, Mark, I said thank you. I'm like, well, everyone says thank you. What are you doing to, like, really show your gratefulness and that gratitude? So I think when people understand the difference between appreciation and gratitude. Showing gratitude means you're going like one step past that. You know what I mean? So, yeah, that's your answer. So next time you to call show gratitude. I'm not biased to what that is. That could be when you get back into town, you're doing a face to face, which by the way, hint, hint, might be a little bit more powerful because now you have an excuse to go back in there to be like, hey, guess what? I'm in town.

Right?

So I actually think that when you come back from one of your. Your shifts that you have now, you know, make some hand painted, you know, whatever is in your budget. Doesn't have to be a Starbucks gift card. It could be something that you make by hand. But go in there now you have an excuse on why you're in their office seeing face to face. Does that make sense?

Yeah. That just made me think what I could do because I don't make stuff by hand. But what I could do, I'm not that person. Like, for example, when I'm in Rome or when I'm wherever I am, I could bring themselves to that.

That is so money. Because why that's money is because it has so much more thought about. I am anything that has thought. Like, I was in Europe and I was thinking about. They're like, right, gosh, right. So, yes, I love that. And by the way, it could be a 99 cent keychain, but this was like, oh, yeah, this was literally bought in Rome for you because.

Yes, exactly.

Yes. Such a good idea. And I love it because it has thought behind it. See, I think authentic relationships. And that's why that's better. The funny part is I'm actually anti Starbucks gift cards. Like, I'm anti. Okay, no thought behind it. There's no way, right? That's right. You're like. So I did that three seconds before I came in right now, you know, versus what you just said. Like, I am on shift with my day job in Italy, I could be doing anything. But I'm thinking of you, right? I freaking love that.

I love it. I love it, I love it. Thank you so much.

You're welcome. Thank you so much for the kind words. I'm giving you a hug.

Yes, yes, yes.

Love, love, love, love, love. Oh, my God. I hope everybody heard that from Patrice. Like, the real key in business is showing authenticity. Like, that's what loan signing system is, man. I don't give you manipulative scripts. I don't give me. I give you scripts. But they're not manipulative. They're just, how do I bring value to you? When we realize, remember what I teach you is business has to be a win win. That means you win. And who you're doing business with wins. When you really get that here, dude, like, everything else just kind of falls into place, you know? Like I was sharing with Patrice. Like, I was so darn thankful. When someone would even think about me, I just like. Like they would call, hey, Mark, can you do a 3 o'? Clock? I can't. And I'm like. Like that person just trusted me with their job, with their. With their loan docs. Excuse me. And that led me to be like, what can I do to show this gratitude? What can I do? And so if you. If I can get you to operate from right here, right here, everything changes. Because then you don't really need to remember anything. You just got to think about what I want to do to show gratitude. And Patrice crushed it with that. Oh, my gosh, what a good day. How's everybody doing? Let's go, man. It is Monday. It is a beautiful day to be a notary public loan signing agent. So glad you are here. Let's go with Carlos. My man. Carlos. Always good to see you, brother. What's up?

Thank you very much. I had a.

Did you hear that, coach? Young gay Patrice. I think you should get into that too, because I know you're trying to build your business. So even when you don't get the signing, show that attitude. That's the next level, you know? Because people like, well, why did you just give this to me? I did nothing for you. That's when you. You get that real relationship building. So I know you're out there hustling feelings. Don't forget about showing gratitude even when you don't get the appointment. But anyways, brother, what can I do for you today? Everybody, where you're from, this is Carlos. From the great state of what?

Florida.

Florida, man. We've got Pennsylvania. Florida. It's awesome. So talk to me today, Carlos.

Well, first, you're right. I mean, I forgot the gratefulness to the people who are direct hiring me and just listening to you and to Patricia talk, I say, hey, I'm missing something. So I really have to put it into my agenda. So thank you for the reminder. Really appreciate it.

You're welcome, man. So what can I help you with today?

Yeah, a curious thing happened to me a couple of days ago. I had two assignments. One at 10 o', clock, one at 12, and I got all my documents printed out for the first one, in fact, for second one too. And suddenly when I'm getting to the signers, this first signer's appointment, they call me from the signing service and say, hey, I noticed you did not download the documents. What do you mean? How did I not download it? Well, I downloaded in the night, not that morning. And then these guys changed it. But I didn't know. Then things got a little bit more complicated because I never got a notification. I was checking text message. I wanted to make sure really what was going on effectively and as per your instructions, the second signing, I just called to cancel because I had the feeling something would be, I wouldn't have enough time to get that done. And then the lady showed me of the signing service, showed me that snapdocs had sent the notification to my phone, which I did not receive. Who knows any technological reason, but it simply didn't happen. So at the end of the story, I was late because I had to get back because it was 200 pages. It was not that you could go to an Office Depot and start printing like crazy. And the whole thing ended up like the signing is finished properly. The signing service was upset with me because I didn't download their documents, the signer, because I was late, you know, everything sort of went wrong even though it was properly closed. Now when I get the note from snapdocs that the documents were ready, I assumed it was ready. I didn't expect that call, that they would change it overnight. So I just want to ask you, what's your feeling about how if that's something that happens frequently, that what do I do? So I don't get it. It was very, very uncomfortable. It was really nasty for everybody.

Yeah. Yeah. Well, a couple things. I mean, the first and foremost is I, you, you should expect bad days. And so the first thing I would say is, you know, like we as business owners should not expect every day to go flawless. So the first point I'm trying to make is that give yourself a little bit of grace on like this is a one off and like, you're gonna have another day like this, Carlos, in four months. It's like they're just. There's days where I used to work at a restaurant, you know, in college, and there'd be days where the kitchen was just really slow and all the customers were yelling at me, like, there's just going to be bad days. So if you don't expect those, and I haven't done a good job of setting you up as a Business owner. So the first thing I would tell you is just give yourself some grace around the scenario because this is just, this is going to happen. It's going to happen again. There's going to be another time when the loan officers are like, I told Carlos this. You're like, no, I didn't. You're going to get yelled at. Like, business is always going to be peaks and valleys and do not expect valleys is just not helping your mindset. Does that make sense? So that's the first coaching I have is like, this was the exception, not the rule, and you just got to be okay with that. You know what I mean? But here's what I'm going to say is the best way to deal with any. Let me say it like this. The best business owners are empathetic. Okay? So when, when, when something goes wrong, the first thing I want to teach you is what is the signing service owner thinking? Like, if the signing service owner was like, God, didn't get a notification, you downloaded docs, you should have some sympathy for them about that. Like, oh my gosh, I can totally see, oh, you're panicking at 12 o' clock at night. I don't. So empathize with it. Now they're off the defense. Does that make sense? So the best way to handle any blow up is not defend, but empathize. And so like, look, if I own the signing service, it was Molina, and Molina's panicking because she hasn't got a notification. Then Molina's thinking, oh my gosh, my client's gonna not use my signing service. So what do I gotta do? Well, I gotta double down and find another notary. So if you can tend to be sympathetic in those moments for who you're working for, you tend to take it less personal. Does that make sense?

Yeah. Yeah.

So my coaching to you is the next time this happens because all the signing service owner wants to know is that you're on their team. So the first words is like, dude, I can totally see how that would make you panic that you didn't get notification. So just know that I did. But I understand how this would make you panic. So what can I do to help alleviate you? Now? They're actually going to use you in advance because they're like, wow, this notary's on my team. But what happens is that we as notaries, we become only sympathetic to us. I'm going to be late. I'm going to miss my next appointment. So therefore we end up dealing with everybody else on the defense and Nothing gets solved. Does that make sense? So the next time this happens, man, just be like, deep breath in. You know what I mean? And be like, okay. Because what you're trying to do at this point, Carlos, is what should be really going through your head is, how do I salvage this for more business? Or if I could be more black and white to you, Carlos, and everybody on here, what you really should be thinking is, how do I prevent them writing bad marks about me in the system? Does that make sense? So what you do is you become sympathetic. Empathize, man. If I were you and I own the business, like, I would be panicking, too. I get it. And now they realize you're on their team. So if I can get you to do that, then you'll actually end up getting more business. And so that's the direct coaching. But the more macro coaching is, this is going to happen again. So expect bad days. I expect days where people want, you know, I have like, 14 emails, Mark. I can't get into my course when it's like, user error. But I got to be sympathetic. I'm like, they just bought a course. They can't log in. I also would be panicking. So what I tend to do is like, okay, I was a student. I get it. So I write back like, oh, my gosh, this must be crazy. Like, okay, if I was a student, I get it. So I write back like, oh, my gosh, this must be crazy. You can't get a course you paid for, so I just drop into their side.

Makes sense. Yeah.

So I can get you to drop into the signing service side. Then you become a little bit relieved. You get more business in the future. And then at the end of the day. Day, you're gonna have bad days, dude. It's gonna happen. They're gonna be less than they are good. But if I can get you in that mindset, hopefully today's coaching helped a little bit.

Yeah. It's like taking the bad stuff and learning from it and getting something even better in the future. That has always been your approach. I mean, when something. I always ask you questions of things that go wrong, my fault or not my fault. And I end up with the same answer. Yeah, it's a bad day, but you can. You can learn from it.

Yeah.

So I really, really appreciate. I enjoy being able to talk to you. I can appreciate the power of these coachings you give to people like myself who are a little bit experienced, for those who are just lost trying to find their way.

So powerful.

So all the blessings for you.

Blessings for you, man. Appreciate you, Carlos. Talk to you soon, man. I love me some Carlos. I mean, what I love about Carlos and I hope everyone's inspired is he comes on once a month and asks me questions, you know, and so make sure you take advantage of this platform because I want to make sure you are supported on this journey. What's up, girl?

Hey, Marque.

How are you? Excellent. Okay, tell everybody where you're from. Tell good where you're from and let's have a conversation.

Okay. My name is Ms. Freddie. I'm from North Carolina in the Charlotte. Charlotte area. And I'm new to the system and the team. I just completed the course and just like everybody else, I'm finding my way. I have a question for you, Mark. How often and how long are the real estates available at the open houses? Are they there the entire time or it's just a limited amount of time that they're there. And one more thing to add to that. I went to like a community open house and I thought you could walk up to the house and they will be in there, but it's not like that at some locations. So with that being said, why is it so different with communities and just like standalone homes?

Well, you mean community, like a new build.

Yes, a new build. Yeah.

Okay, so, okay, let me answer all that, I hope. First of all, I just want to say congratulations to this point, girl. It takes so much effort and courage and bravery. Good work, Good work. Okay, so a couple of things is a little hack on how to find open houses is by going to Zillow or Redfin and just searching open houses near me. So those will pop up. Little hack for you and everybody else watching. Now 9 out of 10 times when it says open 1 to 4 on a Sunday, either the main realtor or the assistant or junior realtor will be there. So they'll be there one to four. Okay, so open houses are the best way to get business because it's just mono. A mono. The realtor can't go anywhere. They're like trapped. You're like, aha. Get you. So and for my introverts out there, yh graders, there's not a bunch of eyeballs staring at you. Seven out of ten times you're going to walk in and there's going to be no one else there and you're going to have the realtors full attention. So it's very introvert friendly because you don't have this weird pressure of having, you know, three people behind a desk be like, who Walked in the office right now. So I love open houses because of that. Now what I'll say is this the reason new builds are different. So let me just give you some coaching on new builds. New builds are the hardest people or entities to market to, but have the biggest waterfall. So here's why they're hard. Because new builds aren't led by realtors, are led by salespeople. So there's a difference. See, the salespeople have to be licensed realtors, but they're not realtors on the side. They're just there to sell the model homes. So new home builds are the hardest to market to because you're really dealing with a super uneducated realtor because technically they're not even realtors, they're salespeople. Does that make sense? So the entire process is different because it's not led by a realtor, it's led by a sales funnel. They want to bring in 45 people, they want 45 emails, they want 45 applications. So it's completely different. There's no relationship building. It is like funnel, funnel, funnel, funnel. People are just numbers. And so that's why they're really hard. Now let me give some coaching on new builds. You ready? Yes. Everybody else takes a pen and paper out. Okay. So new builds are the hardest to market to for what I just taught you. They're like, because they're not realtors. So they are really uneducated, like super uneducated because they're just trying to sell every home, get a commission, then they move to the next community that the builder builds. So they're just like pawns. So they're hard because you're talking to someone who doesn't really get it. But here's the coaching when you're talking to a salesperson, which by the way, the best way to get all the salesperson is not during a community event. It's during like a one on one. So sometimes they'll have open houses for their model homes. You want to get early or leave late and be the first person. Okay, now here's the coaching on the conversation. They don't know what they don't know. So you literally say, hi, I'm a notary. You probably are wondering why I'm even here to begin with. You are probably used to sending the buyer down to the title office to have the notary sign. But did you know you could have the buyer sign right here in the open house location? How cool would it be? How cool would it be if the buyer signed in the actual house they were buying. Would that be cool? But you know that. You may not know this, but as the salesperson and realtor, you can tell the title company, I want them to sign at the. At my sales office because I want them to get the best experience. How cool would it be if they signed on the actual island of their kitchen, like, on their actual unit down the street? Oh, my gosh. I had no idea. Yeah. So they don't know what they. They don't know. But. So my point is, you have to sell them on the grandiose moment you can create. Did that coaching makes sense?

Yes.

Now here's my coaching on the side is it's very hard. You'll get one out of ten realtor, I mean, salespeople to get that on a new build. But if you can get that one person. We have students who will do a new build development, and they'll do 10 closings in one day, all at the sales office. And they're like, oh, my God, I'm going to line up a 10, 11, 12, 1, 2, 3, 4, 5. And they're making 8,000 bucks in a day. But full disclosure doesn't happen that often. So here's my coaching is I don't want you putting a ton of time in a new build, but taking one swing is definitely worth it. But, like, getting overly focused on them is not the best strategy. Does that coaching make sense?

Yes.

But open houses with a standard realtor, all day, every day, girls. How I built my business. Okay, so make sure you go in and build it. Anything else for today?

That was me.

Congratulations. Keep building. I'm here every Monday, so let me know if you go into a new build. You get an objection, come back. And let's keep working through this, because I'm on your team. Got it? All right, let's go. Oh, my God. What? Another incredible Monday with so many passionate entrepreneurs and business owners building their business. So let me end with this. And the same thing every single week as. I believe in you so much. I do. Why do I always say that? Because I know how hard it was to make the decision to be here. Where is here? Being entrepreneur, being scared, but still doing it. That's what I know about you. So when I say I believe in you, I already know you're courageous. I already know you have guts. I already know you have what it takes to build this business. I need you to start recognizing it. Because hear me carefully on this next sentence. You cannot make someone else believe what you don't believe. So every Monday. And every single time, I'm going to remind you how great you are. Because you are amazing. Every single home where you live, a notary has to be assigned to it. Period. There's no reason why it can't be you. So when I say I believe in you, it's because I know what cloth you're cut from. Or cut from the same one. So I believe in you so, so much. Don't ever not believe in your greatness. So I believe in you, But I just can't believe in you more than you believe in yourself. Let's go. Bye, everybody. Don't get it.