How to Follow Up With Title, Escrow and Realtors as a Notary Loan Signing Agent

How is everybody doing? My name is Mark and I am just so honored and blessed and humbled to be a notary coach with so many amazing notaries from around this country. And I want to say thank you. Yes, thank you for taking time out of your day to make yourself a better notary. Every single Monday. These are jam packed with amazing information. Help you grow this business. Every Monday I do my very best to jump all notaries from across this country. So if you're watching this on replay right now, go and watch every single one. Watch this for the entire hour because I promise you you're going to be smarter after you watch. I always tell people I am just the coaches of players making the plays. So let's just make sure you continue to make those plays and let's build the business. What's going on? How are we doing? Nooney?

What's going on?

Talk to me. Okay? Tell everybody where you're from and let's have a conversation.

I am from Florida and I'm a lone siding student.

Let's go. All right guys. I thought you making me getting more energized. Girl, I want to dance all of a sudden. I don't know why, but I just do it. Okay, so tell me where you're at in your journey. What can I help you with today?

Okay, I got about, I got about maybe 40 something signings in.

Hold on, hold on, hold on. 40 signings in. Can we give a little fire emoji in the comments? Okay, so how long have we been at this? 40 signings is incredible.

Yes. So I thought I got all my certifications back last year, April, but nothing really started popping off of me till September. So September, September till now. 40 signings in. I've been going to networking events yesterday, I have a networking event tomorrow. I done open houses. I've been going to, I went to about 110 title companies. You know what I did today that I had to share with you?

Go.

I had to go to dmv, right? And I said, okay, wait a minute, I'm looking, looking, looking. I'm talking to the security guard. I said, how many people need bin verifications? He goes, do you have anything to do today? I said, no, not really. He goes, you need to stay around. Five clients, $125. Yes.

Man, I hope everyone just got that nugget. Okay, so my turn is to give you nuggets. What can I help you with? Go.

No, I'm good. I wanted to share that with you.

No, no, no, hold on, hold on, hold on, there's something I can help you with. You. Come on. Okay, so tell me a situation. Who hasn't called you back? Tell me things like, girl, take advantage of this. I only do this once a week. That is it.

I know so, but take advantage of it. I have the pleasure of you coaching me every month.

I want, I want to give you value. What, you're stuck somewhere because you could be at 100. Why are we not at 100? So where can I help you?

So I'm thinking maybe I need to start. I need to do more follow ups.

Okay, let's talk about. So what does your follow up process currently look like?

So I haven't followed up in like a month or so.

God. Okay, I see. I knew I could help you out, girl. All right, so you need to do this, okay? Hear me crystal clear. Let me, let me take it one. I'm give you very tangible things to do. But let me just make sure you understand, like, okay, I love you, you bought my course. But let's be honest with me. How many months or weeks did you have to research me before you said, mark, I'm buying you course? Be honest. How long? One week? Two weeks? Three weeks? There had to be. It wasn't one day. What was it? What was the time? Go.

I swear to you, it was one day. I saw the energy of a video that you did. I kid you not.

Okay, hold on, hold on. I want to help you right now. So I'm trying to put. I'm trying to put pieces together.

Okay?

You're sitting in a car right now, right? How many times did you have to see that car before you decided to buy it?

Oh, yeah, you're right. A couple times.

A couple times. Hold on. I'm going to coach you here. Just take the coaching. Why did you need to see it a couple times?

I just had to make sure it was it.

Okay, let's be like, exactly. But like, what did you need? Did you just. You had to double check the mileage, double check the color, double check it across other cars, like, well, does this car get better gas mileage? Which one actually looks better? There's a few things. There wasn't one thing you had to double check. There was a handful of things that you had to reaffirm before you made this big decision. Is that.

Yes, well, yes, yes, yes. It was because I was coming from.

I'm trying to coach you here. Okay, so. Yes, right. So there was a few things you had to reaffirm. It wasn't just one. Right. Does that make sense? I'm trying to coach you here. And so the reason I'm bringing this analogy together for you is your clients need that too. So when you mark it to somebody, it's not one thing they're double checking. It's two or three. Why? Because that's what we all need to do. When you didn't buy your car immediately because you had a cross reference it for 2, 3, 4, whatever it was, it wasn't one thing.

Right.

And so my point is, the way we buy things is the way other people buy things. We're not any different. You didn't buy your car.

Yes.

In one time.

Right.

Why are you having an expectation.

Right, right.

That someone's gonna buy you one time.

Of you one time. I got you.

Yes. The coaching makes sense.

Yeah.

For. And for some reason, signing agents buy things like your car two or three times, but yet you don't give that to somebody else. Like, in this analogy, you're the car.

Right, Right, right.

You aren't giving them the chance to.

Revisit the car because they. Yes. Okay.

Okay. There was nothing wrong with the car that you bought because you obviously bought it. You just needed to reaffirm a few things that before you said, this is my car. Right. By the way, you did this probably with your tv. You did this probably with like. This is natural.

Yes. Yes. This is a natural thing about it.

We all need to get double verification, triple. And it's not a knock against the product. See, a lot of times signing agents take it personally that they need you to follow up with them. But yet you still bought the car. It was nothing against the car. Does that psychology make sense?

Yes.

But some students are. Signing agents are like, well, why did they buy me the first thing they saw me? And I'm like, very rarely do you buy anything the first time you see it. We as humans just need some confirmation, affirmation. And you understand that, like, truly to your core, then following up doesn't become a chore. You understand? It's just part of the process. Okay. Does that make gotcha sense? So your follow up has to be part of the process.

Got it. Yep.

Okay. It's not you taking it personally. They didn't call you the first time you walked in because you still bought the car.

Right.

Nothing was wrong with the car the first time you saw it.

Right.

But yet sometimes we feel like, oh, something must be wrong with us the first time they see us, but they don't give us a signing. No, it's not. Because I'M trying to erase that from our memories right now. This is just normal behavior. So what I'm trying to say is you're letting yourself down as a business owner if you don't have a very consistent follow up process.

Okay.

There's nothing against you that they're not buying.

Yes.

Nothing. It's just part of the buying process. We need to always see things two, three, four times. It doesn't mean the TV you bought something was wrong the first time. You just had to compare it to a few different things. Right. No one's saying there's something wrong with the car that you bought. You just have had to compare. It's normal.

Right.

But so when you, if you truly understand what I just coached you, two things happened. Two things happen. First thing is you don't take it personally that they didn't call you back. You just understand that that's part of a buying process. They need to see me a few times.

Right.

And number two, this reaffirms. You need to have a consistent follow up process. Imagine if the car you bought, you only saw every 30 days before you bought it. You would lose momentum on the car.

Yeah, Right.

You'd be like, oh. Because when you first saw the car, like, oh, my God, that's my car. But if you didn't see that car.

For 30 days, days is like, oh, right.

That makes sense. So you got to remember this. You can't be seeing somebody every 30 days.

Right? Right. Right.

Okay. It's once a week. Let me end with this. Okay? Everybody always asks me, mark, what do I say on the follow up? And I tell them the exact same thing you said the first time. We don't need a new script. Why? Because we just are confirming whatever their biases are. Right. Maybe it's you traveling two hours. Maybe it's because you've done 40 closings. Maybe because you have the best smile in the world, maybe get the most energy in the world. Whatever it is isn't relative. Whatever it is is. You just got to show it to them again.

Show it to them. Yep, again.

And they're just like, oh, my God, she has the best smile, she has the best energy. Just like. Right. Just like the car you bought. Okay, so sometimes all we need as buyers is just seeing the same thing over and over. Like, your car didn't change from the first time you saw, did it?

Right.

Still same color. It's still black leather, still gray on the inside cloth. But what we needed was like, oh, I do like the black.

Right.

Oh, I Do like the gray.

Yes.

You didn't see what I'm saying, so you don't need to rethink what you're saying on the follow up. You already have a script, so all you're doing is resaying the script that's in the course. So don't think that you need to come up with something new and fancy.

Okay.

Just like your car seats, colors didn't change, right?

Yeah.

They still black.

Right.

You realize the second time you saw it, you're like, man, this black does look good. It was just a confirmation.

Yeah.

Does that make, I mean, your smile is beautiful. Your energy is infectious. You. They just need to know that that energy is not a flu.

Right?

Right.

It's real. Just show me. This is.

But if you show that to them two or then it's not fake. That's not a fluke.

Okay.

But that's what you're not giving them. You could walk and be like, oh, what's up? What's up? And like, oh, that's it. They're just doing that because like, you know, they had a lot of coffee.

Right?

But if you like show up every week like that.

Right, right.

You're like, oh, okay, well this girl's the real deal. It's like me, if like I always came on here, I'm like, yeah, you know what I mean? And you'd be like, oh, there's Mark guy. Like something's off. But like I always bring the heat, you know what I mean? I'm always who I am. So my coaching is gotta do the same thing.

Okay, okay.

So stop going once a month.

Okay.

It should be once a week.

Once a week.

Remember? Because you understand the psychology of buying.

Okay, okay.

You're not annoying them, right? Okay. You're giving them the chance to see the product again.

Got it.

You are the product. Does that make sense?

Yes, it does.

Scripts, same topics, just consistency.

Got it.

Because I need you to. I'm end with this. Your energy is incredible, your smile is incredible. You have 40 signings under your belt.

Right.

The only reason you're not at ten grand a month is because you're inconsistent on your follow ups. That's it.

Okay, okay, that's it.

You're expecting people to buy you the first time you start, but you don't do that, you know? So just think in that nature of like, oh, how would I want to buy me? How many times do I want to see me?

Right?

Yes, they are doing and they're. Because they're thinking the same thing on Their side, right?

Yeah.

So this lady is amazing. She's great. But now you. I mean, because my point is this, like, I'm going to end like you should be at eight grand a month.

Gotcha.

With your, with your experience, with your effort, with your energy. I mean, your smile is beautiful. Like, like, now all you got to do is be consistent.

Consistent. Okay, okay, okay.

Consistency builds businesses.

Got it.

All right, I'm gonna end with this. For everyone else listening to me, the follow up is more important than the initial meeting. That's what's lost by a lot of entrepreneurs. They think, oh, the initial meeting is the most important. No, that is actually the least important. The most important is the follow up. Because when you meet somebody for the first time, they only retain 10% of that, that engagement. Like when we get off this call, you can be like, dude, I forgot like 90% of what Mark said. But again, that's normal. Does that make sense? So that's why the follow up is more important than the initial conversation. Does that make sense?

Yes.

So be consistent. Girl, I need you to call me. I need you to jump back on one of these next week. Tell me that's consistency. Okay, now I got some crazy. The loan signing system is coming out with a CRM for notaries by notaries created by me and the team. So that is going to help your follow up process. So stay close to me. We're about that close to launching it to the entire community. But girl, let's get it going.

Let's go.

Oh my God. I hope everybody heard me. So here is my summation of that amazing conversation. The follow up process is more important than your first encounter. I know that sounds backwards, but an unsuccessful notary public loan signing agent doesn't believe that. They believe it's all about the first encounter. No, that first encounter is great, but they don't remember. Remember all the things you told them. You got to be consistent with that. So jump in, let's go. I am home. How we doing? Good, good, good. Say everybody, your name, where you're from and let's have a conversation.

My name's Cassandra and I'm here in California.

Robin. Cassandra. So where are we in our journey? Where can I coach you on today?

A couple weeks ago I told you I went full time with this. I've been. Yeah. And I've done a lot of signings under my belt, probably more than 60 or so.

Okay, hold on, hold on. 60 signings under her belt. Can we give her a fire imaging? Let's go. Okay, so how was the remind me of the specific coaching I gave you on that last call?

Just kind of not getting too comfortable from going from part time to full time.

Okay. And how has that been treating you?

It's been good. I've been trying to be consistent certain days, going to certain offices.

Yeah.

Thinking of new like marketing stuff and so that's been really helpful.

Let's stop you real quick. Okay. First off, I love how you remember that. I remember what I told you is I love part time signing agents because they're really picky with their time and sometimes transition to full time you become less picky. So I love that, that resonated. Are you seeing all these fire images for you by the way? So, so, but here's what I'm saying is what I love is, is that what I want to make sure you have. Okay, here's my next coaching. Okay. Is your days should have a plan. Let me give an example. Okay. 8 to 9 is follow up via email. 9 to 10 is going back and following up with all the people that I follow solve for the first time next week. 12 to 2 is going and meeting new clients. 4 to 6 is going to network events like every day. When you're full time and you're trying to scale, this business needs to be planned. We don't feel that we don't plan to fail. We fail the plan. So you should wake up this morning saying, okay, 8 to 10 is 8 to 9. I'm following up all these email follow ups 9 to 10. I'm connecting with the realtors on LinkedIn from 11 to 12. My point is when you start treating your business like a job you used to have, you're going to get the results you want. But the problem is when you start transitioning into full time, we almost, we operate with almost no boundaries. So creating boundaries like when we had a job usually makes your day more efficient until you no longer need those boundaries and it becomes a habit. Right. Your habit is waking up at 8 to 9 and doing this. Your habit becomes 9 and 10 doing this. Your habit comes 10 to 12 doing that. Does that make sense?

Right.

But as you're transitioning from full from a part time job to full time notary, you need to create structure in your day almost as if you had a full time job. Okay, that makes sense. Yeah. So 8 to 9 needs same thing every day, 8 to 9. What does 8 to 9 me? It's following up in emails 8 to 9. Right. Obviously if you're not returning docs, you're Doing a signing. But you know, if you're not returning Dr. Doing a signing from 10 to 12, you're marketing new title companies. It just, it is what it is. That's part of your day. If you have a signing, then you just skip it and next day you get back to the schedule. So try to create some structure now. I didn't want to throw up on you on our last coaching call. Right. But now it's time for you to create structure around your day. Almost as if you had a job. Does that make sense? And then you become consistent with that. Eventually you don't need that structure and it becomes a habit.

Right.

Like it's my habit to wake up and do XYZ. It's my habit at 12 to do X. I don't need a schedule anymore. But in the beginning, you got to have a schedule that you repeat. That becomes half. Does that make sense? Yeah. Help at all? Yep. Okay, cool. Yeah. A girl. I said I try to get coaching moments. I know I cut you off. So what else can I help you with?

Right now I need that accountability or like, you know, because you no longer have like a boss. What did we get done?

So your accountability should be your schedule when you first transition.

Okay.

Does that make sense? And by the way, yesterday was Sunday. What you should be doing on Sunday is like for two hours just writing a schedule out and then you hold yourself to it. Yeah. Again, going to part time, to full time is actually sometimes a culture shock because you lose boundaries, you lose structure. And that's what I was trying to tell you before I got this specific. Going part time and full time is hard because you no longer have someone down your, you know, your neck. You don't, you know, if you show up late at 8 o', clock, goodness for bed, now you can show up at 8, 10, nobody cares. And so what you got to do now is just create structure around your day and give yourself time. Blocking, that's pre scheduled. If I'm not doing a signing, I am doing this. If I'm not returning docs, I am doing this. Right. Maybe four to five every day is finding networking events for the following week. But if you create. But the problem is if you don't have structure, things fall through the cracks. Right?

Yeah, that's true.

I'm guessing you're experiencing a little bit of that.

Yes, Just I'm trying to stay consistent. But then, yeah, there's those days where I'm like, okay, this is a day off because I haven't got anything.

I know yeah, yeah. I mean, so look, like what I was telling you know, the last student noonie is like Every Tuesday, Thursday, 10 to 12 is my follow up days. You just know on Tuesday and Thursdays at 10 o' clock you were following people from the previous week. Right. So when you start having these schedules, then following following up doesn't become a chore, it just becomes what I do on Tuesdays and Thursdays.

Right.

Does that make right sense? Oh yeah. And then look at reaching out to realtors on LinkedIn doesn't become a chore, just what you do from 8 to 9, you know what I mean? Messaging realtors on LinkedIn from 8 to 9, Monday, Wednesday, Friday. Just what you do until your business is built. Right. So then maybe every Tuesday And Thursday from 8 to 9, you're jumping on LinkedIn and sending out messages like, oh my gosh, I'm a new notary in town. Love to figure out how to give you. Like that's just what you do from on. You just got to create the structure and then stick to the structure because you have the new boss and you're sure from town. Does that make sense?

Yep.

Okay. Yeah.

A problem I was having or I got yet last week when I went and marketed to a title company I've done consistent signings with, she kind of mentioned that she's getting like lenders that are requesting their own like notaries and stuff. So how do I go about like.

You don't worry about that. Yeah, you can't do anything Lenders not what you could do is that, can I get a referral to the lender? Right, okay, makes sense. Now what I hope you're doing though, and this is in the course is so you have. So how many and they ask you this question, how many escrow officers in that office does she work with? How many different ones are in the office?

There's about three. It's a small.

Okay, cool. Three. Okay, cool. Three. So how many of those three use you?

All three.

All three?

They have.

Yeah. Okay, good, good, good, good.

Of those three that like. Oh, I'm sorry. Like, you know, sometimes we've been getting some that like request their own like notary.

Okay, cool. Yeah, perfect. Love it. So now how many of those four are giving you referrals outside the office?

Probably like two, like half.

So why isn't, why isn't it four? So the coaching is like your job is to realize every. Everything's a marketing opportunity. So if you have a good relationship with one of them, they're like, oh, My gosh. You have any friends in other escrow offices that maybe you put me on email with?

Yeah.

Your job is to kind of filter and sift through your contacts to get more contacts. You're a business owner now. That's not going to happen organically. A closed mouth doesn't get fed. So. Okay, you know, don't be afraid to ask for some referrals.

Okay.

Like, hey, does anybody else, you know, anybody else? Because look, a lot of these career escrow officers have bounced from escrow company, escrow company, escrow company. They're like, oh my gosh, my girl Judy's over Chicago title. Why didn't I think of that? You would love her or she would love you. And the answer is because you haven't asked.

Yeah.

Okay.

That coach you made makes sense.

Yeah. And then just also, I mean, probably reaching out with more lenders locally.

Right.

All the above. And this is where your scheduling needs to happen. You know, being like 8 to 9 is LinkedIn. 9 to 10 is new offices, 11 to 12 is follow up. 2 to 3 is now like, you gotta. You schedule these things out. You know what to do. You just said it. It's just not in your calendar. You're operating by like memory. You're going by the seat of your pants. You got the hardest part, transitioning from part time to full time. I told you that last time was scheduled. You're so used to working within boundaries, you now need to create those boundaries for yourself.

Okay.

Difference now is you get you're your own boss, you're building your own dreams. You're not working for somebody else. Yeah. You know what I mean? Like, you should be excited to do this, but again, I did warn you that this lull is the trap. But you have a coach, so I'm trying to get you through this period because if you can stick with the schedule, you're going to crush this business. If you have more freedom now than you've ever had and we're almost like, what do we do with it? You know what I mean? That's right. And so get a schedule, write it down, stick with it, be consistent. Tell me how that goes.

Okay.

Thank you, Mark.

Go get him by. Oh my gosh, I'm so everyone else saying that helpful, Adam, I'm glad you got value from that man. Let's go.

Hi, Mark.

How are you somebody where you're from Chicago maybe, I don't know.

I'm originally from Chicago, but now in Nevada and I'm part of the LSS group here in Nevada Love it. So I've been building slowly. I did have a one on one with escrow officer recently and she said it's pretty slow. But I offered to even go in and volunteer and she was very open to that. And she took. I took a basket. Oh, they love my baskets. I had already. I came off the ground running. I had already set up my run, hadn't even know how to use it. Did some everything and I took things from the course that I learned and what I did, I prepped about 11 baskets in advance full of snacks. Took advantage of that and when I dropped them off and we sat and chat. So I did. Even though she didn't have any upcoming signings, I think she said she only had three. Three coming up the chamber. She's the SVP of the office. She took my card, said she would give it to other escrow officers. She also introduced me to sales and marketing avp. So I met with her. I'm getting excited in the comment below. So my realtor turned me on to. Yeah, I had a friend as a realtor.

Let me unpack this. Okay. Okay. A few things I want to unpack. The first thing is so freaking proud of you. I can't teach effort. You give the system effort, you will get results. So I just want to say I'm proud of you and hopefully you inspire other people. You see all the fire images that you're getting right now? Those are. Let's go. So I want to make sure that your, your effort gets rewarded. Second thing I want to tell you is remember to take the word slow with relativity. Okay, here's what I mean. She. Especially since she's an SVP. It's my guess she makes anywhere from 8 to $10,000 a month. It is not a. She's not working for a non profit meaning she has to do enough revenue to justify her salary or she gets fired. So if you take $8,000 a month in salary and divide that by $500 per escrow fee, which is low, you know she is. That's 16 closings a month. She has to do justice, justified herself. So remember, slow is relative. Okay. Sometimes they say that to test your resilience. Okay. I want to make sure I'm coaching you and everybody else this right now. It's impossible for her to do six closings a month and her have a job. She would be laid off. So I love that you are pushing through and doing exactly what is taught in the course. And I want everyone to hear that because a lot of times People say they hear the word, oh, I'm slow. And they take that for face value. And I'm like, if they were truly doing four closings a month, they wouldn't have a job. Like, no. Does that make sense?

That makes a lot, doesn't it? And I guess, what else? I asked her, I asked if I could come in and do some volunteer work. I said, hey, can I come in and do some volunteer work? Any other. If you need any help, we're in office. If you want me to.

So let me unpack. What I want unpacked. And I love you because you're doing it. Is you decided, Okay, I heard the word slow. That didn't deter me. Okay, the next thing you did was I want to be a value and of service. People appreciate that. And so even if they may not have business right now, they appreciate that. And what she did was she referred you to everybody else. So here is my coaching. Okay, So I gave you all your flowers because you deserve them. Now your job. Now your job is this. The moment you get referrals. You take one of those baskets and you hit those referrals like tomorrow at lunchtime, today at lunch. Because now you got to create the momentum, okay? So now your job is to utilize the referrals from her. And if she hasn't set you up on those referrals, follow up. Like age is looking to see if you connecting those emails with me. But now your job is to continue this momentum and go through that referral list from her and do the rinse and repeat. If they say it's slow, I want to volunteer. Rinse and repeat, rinse and repeat.

And like that sounds good.

Not much more I can coach you on. I'm just very proud that you're following everything in the system.

And I'm still going through the list that we had in my course. So every day I'm writing down all the companies that I'm going through that was in the course, signing up, uploaded my profile. So I got one job and I had to have one stamp signing. And it was a horrible rainy day here, Las Vegas, out of all day, but I made it happen. So I did get that one stamp signing, but I haven't done any loan signs yet. But I used to be a realtor for 20 years. So I've been selling the fact that I might not be and I was a notary for like four years, but I haven't done any loan signing. So that's been a barrier for right now because people want people experience. But I know how to read long documents.

Hold on, let me coach you real quick. Let me cut you your job. Everyone's job is this, especially newbies. And you're doing it to a certain degree. But let's double down on it. We have to remember experience can be replaced by training. So your job is, I mean the reason we, some people go to college, people go to vocational school. Right. People become go to nursing school is because you can learn what experience gives you. You bought my experience. So my point is this. If someone says you lack experience, make. Well, I absolutely beg to differ. I have two training courses, okay. I've done 45 mock signings with my friends and family, so I know exactly. So double down on what you're training and how that equals experience. Does that coach? Okay, so if they say now, what I would tell you is this, Nobody needs to know you're brand new until they ask.

Correct.

Just make sure you.

I, I, I, Okay, I'm sorry, I.

Don'T mean to, I don't make sure you go, you don't need to give that. If sometimes we feel as new notary public loan signing agents, we almost like feel it says new notary public loan signing agent on our forehead and it doesn't. You know what I mean? So.

Right.

Because remember.

Yeah, but when you do those profiles, they always ask you how many signings have you done? So of course, but then if we have a notation or a map, oh, definitely, I'll go in there and say I don't have a problem one on one with people. I'm a talker. I mean, I used to do real estate, so I know how to go in there and sell it.

Right.

But it's just getting that foot in door. And so my real estate agent I had here, she also has another title officer she wants me to meet. I met another girlfriend who has a sister that's a real estate agent. Have a notation or a map. Oh, direct business. Yeah. Oh, definitely. I'll go in and say I don't have a problem going one on one with people. I'm a talker. I mean, I used to do real estate, so I know how to go in there and sell it.

Right.

But I'm going through all the little avenues. Okay, why don't you give me an introduction? Here's my information. So I'm just, I'm pushing through slowly but surely and I have all my equipment.

Speed girl, we.

Good lord to see my car is packed Got my stance with me all my extra acknowledgment jurats my scanner, all of my car ready to go. So when I get a call, I'll be ready.

Let me end with this. I think today the, the theme of today's coaching calls is the follow up process. So you should be following up your svp, follow up all the con, all your other content, doing it. See this still the finish line. And I'm just so proud of you and you know, I'm here if you need any more coaching.

Thank you. Thank you, everyone. Thank you. Especially you, Mark.

No, you're welcome. Let's go build the business. Bye. My. Oh my gosh. I love Lisa so much. You know, my biggest takeaway from that conversation and what Lisa did inherently and what I love about Lisa is because she's a former realtor, she understands that people are just going to say things and your job is to like, hear it, but keep moving through it. So, you know, the escrow officer said it's slow. Well, if, if you were really that slow, you wouldn't have a job like the, the Chicago title. First American. Whoever isn't paying an escrow officer $5,000 a month if they're only bringing in $1,500. Does that make sense? Everybody, they said that one more time. You go in there, some uneducated notary public loan signing agents hear the word slow and you actually believe them. If it was so slow that they were making less revenue than the company was paying them in a salary, news flash, they'd be out of a job. They would not be sitting in that chair. Your job is, remember, people say things sometimes just to test your resilience. People with you sometimes say like, hey, we're just here to, you know, to figure out how confident are you, what's your persistency? So stay the course and build this business. What's going on, everybody? My name is Mark. I'm so honored to coach so many noted from across this country. If you want to more information, click the link in my bio. Comment the word free. If you're not part of LSS Nation. LSS Nation is the name of our community. We have 10,000 notaries from around this country in one massive community. The biggest, the largest, the most positive. So I want to make sure that if you want more information about joining the best, positive, uplifting, money making notary community America, click the link in my bio. How are you? Hi.

I look horrible right now.

Beautiful socks. Tell everybody your name, where you're from.

Randy from Las Vegas.

Oh, back to back. Las Vegas. Let's go.

I'm still waiting for my commission. But estate says maybe this week, next week, so.

But here, let me give you some encouragement. Okay. I love loan signing system. Students who are do not have their notary commission.

Okay.

Here's why. Because students who have notary commissions tend to feel the pressure to go make money and not study. Yeah. So what they do is they race through the course because they want more money, money, money. So students like you who don't have your commission actually don't feel that pressure. They're like, oh, I'm going to study two hours a day. I'm gonna study two hours tomorrow. So I love students. I'm guessing you're a student. Maybe you're not. So I love students who don't have it because you actually are a little more diligent with the studies. I'll have some students with the noted commission, they'll finish the whole course in two days. And I'm like, what are you doing? There is too much information.

I kind of did that and it was like drinking from a fire hose. Because it's a different career change. I come from automotive and German car background. So I'm an expert on that.

This.

I mean to the point where it's like, oh, this commission might get issued and I don't even really understand.

Yes.

What is notorial verbiage.

That's right. Yeah.

I'm logged in, retaking the course that I already took.

Okay. So you got me alive. What can I help you with? Like, talk to me.

Is there anything. I think you're going to tell me what I'm doing, but maybe I'm missing something. I want to take the essentials from NNA over again so I can. I'm taking the secretary of state general notary work again. Looking at like printers and stuff. But like I don't want to not know how to just do like the general stamps.

Yeah. Yeah. I mean, so first thing. So. So I love it. I love it. I. I always tell every student you can't be a good notary public loan signing agent if you're not a good notary. Yeah. Right. And so taking that in essentials, I love. They give us a discount. Which is great. Yeah. What I would tell you though is right after that just go back in the course and do the course. Like one more pass you at the minimum. Every student always. New students always ask me, mark, how much should I study? I actually don't believe you should put any more in. Three hours a day in a studying.

Yeah.

On that third hour, you forgot our number. That's right. So two to three hours max, maybe three one hour windows. And what I would tell you, I mean even when you're not watching the course is flashcards with the definitions work. I just learned some of the new terminology. Since you are new to the business. Yeah, see I get some students who email me, hey Mark, I'm going through the loan docs, I'm confused and I'll be like, okay, cool. Did you go over the definitions? They're like, not really. Then. So what I say to them is, you know, let me understand this. You don't understand the words in the loan docs, but then you're confused about the loan docs. So you know, kind of during your off hours in between studies. What I mean is maybe bring up some of those flashcards. Now I don't want you to overthink the definitions. You do not need to remember all 300 words. But you should have the familiarity with it because for instance, I'm going to say the word margin and you're thinking yourself, oh, is that the edges around a piece of paper? No. Right. I'm talking about the interest rate margins. Margin plus, you know, the index equals your new interest rate. So I would just say, you know, the definitions, time to time is what you should be looking at. Go through the course slow as a speed, two to three hours max a day.

And I didn't know what a girat was the secondary school.

I want to say thank you for taking a chance on me and the new industry you're about to join. And I'm excited for you.

I'm going to echo the first lady, I think, well, the first one I saw saying, you asked her, how long did it take you to decide to buy your course out of nowhere? I had to get something notarized for myself to get a settlement from manufacturer and I'm like, this dude gets paid for his signature. This is ridiculous. I'm like, how much? So I start researching going down and I ran across your stuff and it took me maybe a week. So I was on it pretty quickly and then it turned into this whole thing so.

Well, I'm glad you. Thank you for trusting me. I will be here as long as you need me. You know I'm a dawa. I'm on here every Monday. I'm in the Facebook group. You have Liz, who's your ambassador in Las Vegas. She's actually the Nevada ambassador.

I'm gonna do a meetup.

I miss the free use, the resources that I provide. She has a little signing service out there in Las Vegas. So join the resources. Glad you're here and you know I'm here if you need anything at all. Okay. All right, bye. Let's go. Oh my gosh. I love. My biggest takeaway from Randy is remember if you're a new student we can only retain so much information at the same time. So make sure you're read. Going over things time and time again. What do you name and where are you from?

My name is Nika and I'm from Northern Nevada.

So the Reno smarts area we have like three Nevadians. Back to back to back. What's up?

And I've actually been your student for like over a year and a half because I bought your course a long time ago and I still working a full time job thinking I was going to do it as a side hustle. But you know it life happens and I never got around to it. And then about in the fall something happened family health wise. And really I've been digging in and going at it full time since January.

How's everything since January?

It's been good. I, I feel I'm. I feel like I'm at the spot where I have like my website, everything. I'm just waiting for clients. It's that marketing piece.

Yes. And so let's stop there. What does the marketing look like? Like talk to me from all direct signing service. Let's talk through that together.

So I have let fear kind of get in the way a little bit in terms of signing up for signing service. The other thing is I really want to focus on Ron. It's just what's easy for me and my family and so hold on back up.

So I want to say thank you for your vulnerability. Okay. But I still, I'm not anti Ron at all. I am pro revenue. So. Okay, so let's talk through that if that's okay because I feel like you're leaving some revenue opportunity on the table. So I want to help you. So when you say fear what are we fearful of?

Mom guilt. That honest goodness. It's just that's what it is is taking away from. Because I used to do that with I just put 150% in work and so I want to focus more on the family and then. But then I feel bad taking away to like work on my business and myself. But it's that never ending cycle. You have to work on yourself and your business to be able to have more of that balance. But about.

Well let me empathize with you for a moment because I feel it as a dad. I know moms have a little bit different role and feelings, you know, for theirs. You know, my wife, life is the ultimate nester. And I'm just like, let's move. So I get the dichotomy between us. But I do experience that guilt, too, though. You're not alone in that for sure. And so, you know, I try to do reframes. Okay. So I don't know. I'm going to get. I'm going to get deep with you because you got deep with me. Okay. So I don't know if you know my story, but I'm from Korea, adopted, unadopted foster care. And so a lot of times I allowed work to kind of be my. My. My safe place. If I'm working, then I'm not thinking about all the bad things that happened to me, all my traumas, right? And so I ended up working, like, 20 hours a day. It was crazy. And then I realized I was taking time away from my family. And so then I realized, okay, let me pull back to, like, four hours a day. But I realized that was just as bad because there's a happy medium somewhere. And so my point is, I love how you have. You have. You see that. Like, you know, I took time away from my family too much with my other job. But I don't think going all the way the other side is the right move. Right. I think there's somewhere in the middle that we should all fall. And I think that you are almost. And I found myself overcompensating because I was 20 hours a day missing. Then I also went to four hours. But then other pieces suffered. And so then I realized that I got to go somewhere in the middle. And so just from one parent to another, you know, I would say maybe trying to fall somewhere in the middle, maybe not even middle, but maybe like 25% more. More towards the middle is where you should fall. And the reframe is I'm doing it for the family that I love so much. Like, the reason you're trying to increase revenue is so you can obviously provide, but not only providing, but giving them things you didn't have, right. Vacations, whatever. And so I just think it's a reframe. I don't think it should be all or nothing. I don't think it should be black and white, because as an entrepreneur, we should always be living in the gray, and we tend to live in black and white. And that actually hurts us. That makes us more emotionally charged and makes us less Rational. And right now, I think you're. You're. It's very black and white, which I was there, so you're definitely not alone. I felt like I had to overcompensate because I was so far this way. But then I realized that, like, I'm hurting our family in a different way now. And so I definitely needed to be more present, but I didn't need to go from 100 to 5 miles per hour. And I would say that maybe you do a little reframe. So lose a little bit of that guilt because you're by. By taking time in your business, you are providing in a different way than being present. And so I think maybe it's just a little reframe of, like, oh, I can live in the gray. You know, I can build a business for myself and my family and be present. And then your job is to figure out, what does that look like? So everybody wins the business and your family. But I don't think your business should lose and your family should win. Because really, I don't want to get. Give parenting advice. But you don't want to teach that to our kids, right? We want to teach our kids that we can be malleable and meet somewhere in the middle. And so I just think that you should do a reframe on that and not fear being away from them, but be excited about you're building something for them in a more healthier fashion. And then they actually learned from mom that, like, you can build something and still be present. It doesn't have to be this or that. Did that help at all?

It did help. It's like such a good reminder because I think actually I reached out to you on LinkedIn when I was on a trip, International Family, and you responded. And I've already started kind of the path of moving towards that reframe and hearing it from you again. It's just kind of like, okay, it doesn't have to be one or the other. I think part of this process, too, is kind of reframing my idea of money. Like, it was always immigrant parents. You know, it has to be stable. It has to be this. And it's like, no, the whole point of this business is I can have all of that, plus the freedom. And so I've been. What I've been doing is really just taking the actions before my brain catches up. So I watched your. I'm part of your mentorship. I watched the social media training last week.

How good. How good was the training?

It was so good. And I Was. I was part of what you said. It was kind of like I usually make lunch around that time. And I was like, you know what, Nika, you can pull your laptop out to the kitchen and you can prep while you watch the training, like you can do. And it was so amazing. And now it's. All weekend, it's been trying to get everything ready for the next training that you have coming up this week of how to automate. So if anyone is not a part of it, like, that is worth its weight in gold. And, you know, going out, meeting people in the chamber, putting my name out there. And then I do think there's enough in the community interest in Ron that I can have it take.

Absolutely, yeah. So I'm not going to be. I'll be very transparent, which I think is obviously, that's still going to take barking like, you still got to market Ron to a certain degree. So irrelevantly, you still got to move past this. This feeling you're letting your kids down. Right. I'll tell you what I mean. I only have one child. I have a child when I was older. And so, like, I never understood that parent guilt is real.

I.

There is like nothing worse than parent guilt. But I always try to reframe like. Like, I do need to teach my son that we can build something for us. We can focus on what makes us happy, but also being present. I don't want my son to feel like he's my everything because I don't think that's the healthy way of him seeing the world. He should know he's very, very important. But Dad's wants and needs and loves are also important. And there's a world where he can be important and he can see that I do things that are important to me. And so sometimes I get in that Parent Guild a lot where it's just like, okay, I'm actually doing something for him and that lessens my parent guilt. So I don't know if that helped. That's just one parent to another parent. Right. But I think. I think it's very healthy and also inspirational that Mom's building a business from scratch and that mom is believing in herself and Mom's building something from nothing. And so not putting at the forefront of your children, because I'd like to think you want your children to do that, but the only way they know how to do that is that they watch mom do it. But if you put it to the back burner for them, they'll never see it. And so that's what helps. Me, it's like a modeling hit for him. What I believe is good behaviors. And so I think if you reframe that, you'll feel a little less guilt about building your business as opposed to like, they're seeing mom being a strong woman, they're seeing mom being a business owner, they're seeing mom take risk, like you said, versus your immigrant parents. Right. And so it's a lot of things you want to model for them, but you can't. If they're everything there should be somewhere that's kind of in the middle. And so know what? I love these one on one coaching days. I had no idea that I was gonna have a parenting conversation with someone. So I hope, like you said, versus your immigrant parents. Right. And so it's a lot of things you want to model for them, but you can't. If they're everything there should be somewhere.

All that is at the end of the day, I think I recognize that I'm the biggest block because my husband is so supportive. The kids, I talked to them this weekend because after. It was really after your training last week that I was like, you know, there's so much potential here. And I ended up. I think I just opened myself up to the universe because I ended up getting two clients on Saturday, completed them and they wrote me reviews in the same day. And I was just, just like, okay, you know, it is out there. But I'm the biggest block because when I talk to them, they're so great. And now I told them what I was afraid of. And now it's gotten to the point where my husband has gotten my 3 and 7 year old to be like, hey, mommy, do you need to go in and work for a little bit while we watch the show?

Oh, what a good husband.

They'll prompt me. And so I just. So inspired. I think the only question I did have is I know from like a Ron standpoint that it's. It's more the seller side that are. That are more open to it. I've been having a hard time and I know I might be holding myself back. I would love to see like an example of it because actually was a witness to someone else doing it online and they did everything that you teach us in our training not to where it was just like click here and there was none of. And I was like, okay, well if they can do it, then I can definitely do it because you taught me how to like walk people through this. But I would love to.

Well, let me just. Let me just kind of touch on that point, okay, it is 100% technically not our job to do what I teach you. I do what I teach you so you get referrals and you can over deliver on their low expectations. And so you are literally a witness to a notary who did the very minimal. So if you can just raise the bar. Now you know why business comes, right? And so that notary didn't do anything wrong. They didn't do anything right. Yeah, let me say that one more time. They didn't do anything wrong. They just didn't do anything right. So I teach you to do the things right, which equals referrals, more business, etc. So the reason I over teach in the course is so you get that customer surplus, that value like, wow, she was amazing. I'm gonna refer her, etc. So I'll make sure I say that. But let me talk about this. We do have a RON course in the complete notary mentorship. And so if you saw the training, then you should still have access to cnm. We have a bunch of videos and recordings. We have one GNW RON training a month. So make sure that you pay attention to cnm. That's Complete notary mentorship, which is included in your monthly mentorship membership. So that's not extra money. So my point is, go over there, see if you see any examples that you're already searching for. Like, we have a loan signing system. Wrong certification. So make sure that there's a huge training on that side of the course. And if you don't see anything that you want, Zoe is the community manager. I think you know Zoe, she's on that. Just suggest to Zoe what you want to see and then we can make that happen. So there's like, you're like, hey, I want to see a seller package via RON or whatever it is. Let her know we'll find somebody, you know, and we'll make that happen for you. Cool.

Okay.

Yeah.

Thank you.

What a good conversation. Yeah, Go get them. Live in the gray and show them how amazing mom is.

Yeah, they already know it. I just need to believe in it so they could see it too, you know?

Right. And I'm gonna end with that. Like, that's my reframe. I gotta be what I want them to see.

Right.

And so, you know, if I want soul to have balance, I have to have balance. Going from 20 hours a week to four hours a week wasn't balance. And so I had to go somewhere in the middle. And I'm very proud to say I only work 40, 45 hours a week. Like, to me, that. That's a huge win where I used to work literally 60 to 80. And so. But I have to show him that. And so you said it perfectly. I gotta be what I want them to be. And so good luck. I'm here if you need anything. And go get them. Okay.

Thank you so much.

You're welcome. Bye. Oh, my God, what a great day, man. It was all over the place. But, I mean, that's why.