How to Get MORE Direct Business From Mortgage Professionals as a Notary Public Signing Agent!

Welcome to another episode of Goal setting Mondays with the loan signing System. My name is Mark Wills. If this is your first time here, thank you so much for being here. Every single Monday, I go on live to help notary public loan signing agents build their signing agent businesses. Now this is called goal Setting Monday, but now it's really turned in more to one on one coaching with notary public loan signing agents, helping you scale your business, getting anything answered, that is helping, that's troubling your business. So I am so excited. Hi Lisa. Hi Brian. Hello everybody. I am live on Instagram loan signing system. If you're watching this on replay. So let's get this party started. If this again, if this is your first time here, I go on, I bring on signing agents live and I help them build their business. Whatever problems are having, I will coach them one on one to make sure that they can build their notary public loan signing agent businesses. What other business in America can you watch somebody sign their paperwork and make 75, 100, $150 for an appointment that takes about an hour. What an amazing business. Let's go. Hope everybody had a great weekend. Let's get our very first notary public loan signing agent on right now to help them build their business. What's going on, bro?

What's up man? How you doing?

I'm so good. Okay, cool. So tell everybody where you're from, what's your name and let's talk about your business.

Alright. My name is Austin Gray and I'm from Fresno, California and I'm just now getting started with loan signing. I just got my commission and all that stuff so I'm stepping in and trying to go hard. So I love it.

I love it. So are you a loan signing system student?

No, but I've been strongly, strongly like focusing on tuning in and trying to be a part of it. My wife is actually a notary public loan signing agent. She's been on and off because me and my family got Covid. Yes. Me and my wife and our two kids, me and my six month old got it the worst. Oh man.

Sending love, bro. Sending love. You know, look, this is a coaching call so let's just kind of dive into, you know, my, my first coaching call and I think anybody who's in your situation wants to get in the business. Someone's in the business. You know, my first coach to humanity. You know what I mean? What you want to do is, is, you know, I always make the analogy towards our children. Right. One of your kids is into basketball the first thing we do is we give them basketball coach, right? Your daughter's in the ballet. We get her a ballet coach two times. Adults get into something of like, well, should I get a coach? The answer is yes. So, yeah, no. And I'm not trying to sell you that I should be your coach. I'm just saying you should get a coach. Trying to do this business on your own, man, is like trying to have your. Your kid take swim. Swim lessons by themselves. It's like trying to take, you know, you would never be like, oh, watch some YouTube videos and go figure out how to throw a football, you know? Yeah. My coaching to you, man, is, you know, whether it's me or someone else, there's so many amazing notary public loan signing agent trainers out there is, don't go at the business by yourself or lean on your wife who's in the business. Be like, look, babe, sit down with me for six hours. Tell me how to do a signing. Tell me how to do a he walk. Tell me how to do reverse. Tell me what to say to a title company. But trying to figure out how to do this business on your own, kind of meandering it through, it's just costing your family money. I mean, okay, so pick a coach, whether it's me or somebody else, and be like, look, what do I say when I'm in front of a realtor? What do I say when I'm trying to pick up the phone, getting a signing from a signing service? What do I say with my best friend who's a real estate agent? What do I do when I walk into a title company? But learning how to have accomplished this quicker is going to help you make money faster. You know what I mean, man? Okay, but try to get free information off of YouTube or the Internet. Helpful. But it's just like, again, it's like trying to teach. It's like trying to have your daughter or son learn how to play baseball from.

There's no solid foundation.

That's right. That's right. But, dude, I'm glad you're here. If there's any specific questions, holler at me in the DMs. You can ask them to me right now. But my best coaching to you, man, is don't try to pull us off by yourself, okay? Spend some money. It's a tax deduction. You know what I mean? So don't be afraid. My course comes with a payment plan. If it's easier I get, especially just going through Covid and handling all that stuff, dude, I'd recommend. I mean, Fresno is a great area. Some of our best students are in Fresno. So part of what makes my group awesome is connecting you with those other students. So you don't got to feel like you're doing this by yourself. Katie Casanova, Elena Sanders. Those are two ladies off the top of my head. 15, 20 grand a month in Fresno. So, dude, you're in a great market. Is there any concern?

Me and my wife, we did business, other businesses and we experienced that majority of our clients or other businesses were coming from different cities and Fresno seemed very slow. My wife, she does get a few loan signings in the area, but my concern was just that, you know, Fresno was kind of a different kind of market outside of your more bigger cities. So I want to hit that six figure mark. You know, I really want to go hard, but is it going to be slow? Because, you know, so that was my concern.

Yeah, no, good, good concern. Well, let me address that a little bit because I'm sure you're not the only person on here live is like, man, I come from a smaller market. Oh, man. Is the market oversaturated? Good question. Let's talk about a little bit. And this is a coaching call. So my coaching to you is, you know, business is masked as personal growth. Right. So part of being a business owner is growing personally. So what I'm trying to coach you on is that's kind of a scarcity mentality. Look, bro, at the end of the day, every single home needs. Needs. That's a mortgage, needs a notary.

Yeah.

The business is there. If you're willing to go get it. I'm gonna be the first person to tell you that this is not. This is a real business. You know what I mean? Yeah. Your job is tell everybody that you're a notary public loan signing agent. But this market, this interest, this business is what I should say fluctuates on mortgage rates.

Okay?

Mortgage rates are under 3%. You're in California. The market's crazy. So the issue isn't is their business. The issue is, are you willing to go get the business now? It's going to take effort, man. Period. Your job is to tell every realtor in Fresno that you're a notary public loan signing agent. The person who makes the most money in this business is not the person who's the best notary. It's the person who's willing to tell the most people that they're a notary. Does that make sense?

Right, right.

That's right. That's right. So I want. I need you this week, whether you take my course or not. Get in the right mindset, man. It's like, you know, like I played college ball and so there's. But the tips were separated me and people playing ball wasn't. It was just effort. I wasn't the most athletic. I couldn't dunk a ball. But you know what? No one's gonna. No one is gonna get that loose ball over me, you know? Right. And so that's the same mentality. I have a business. No one's going to get a signing over me. You know what I'm saying? I'm going to hustle. I'm going to dive on that loose ball. So that's my best piece of advice I can give you, man, is get the mindset right, build this business. Hopefully I'm your notary mentor, but if not, man, just pick one. Okay?

All right, Sounds good. Thanks, man.

Blessings to the family. Get better here if you need anything, man. All right.

For sure. Thank you.

All right, all right, all right. So let's get someone else on what I think the biggest takeaway from that conversation is understanding the business is not saturated. There's no such thing as too many notaries. There's no such thing as a small market. It is. Are you willing to do what it takes to get the business, period. Like I just said, I played a little bit of basketball in my teens, in my college, and no one was going to get a loose ball over me. Nobody. If there was a ball on that ground, I was getting bumps, bruises, I would bleed before somebody else would get that ball over me. That's how I dealt with my business, and that's how I want to teach, and that's what I teach my students, is this business takes effort. You got to be able to willing to hustle. And once you will, once you learn how to build the business, once you learn the fundamentals of what to say and what to do and how to approach title companies, after that, it's all about effort. That is it. Period. The person who's willing to tell the most people they're notary public loan signing agent gets the most business. All right, let's bring somebody else on right now. All right, Let me get my man Big Jose up. Where'd you go, Jose? My man Jose offered, invited me to go watch the UFC fight with him. I appreciate you, man. When I was out in Utah. Let's see if I can get Big Jose up on the. My man. How are you?

What's going on, brother? How you doing?

You tell me, bro. Where are we at? What? Tell everybody where you're from in your name, Jose.

Colorado. That's about it.

I love it.

I love it.

I'm in Utah. I'm a man. Jose says, hey, Mark, if you want to travel, you're welcome to go to the usa.

Fight with me whenever you want to come.

Hey, hey, I know that. I appreciate that, man. The love is there. Thank you.

So, quick question, and I'm. It's. It's. It's kind of my goal. Into it real quick. So we. I'm about maybe 10 shy from 100 signings.

Okay, right. Hold on, hold on. 10 signings away from 100. Drop them some clapping images in the comments. Congratulations, man. Okay, next.

So, of course, we started with signing services, and then we went, and we've been doing good with directs and everything like that. And here I just. I'm gonna ask you. I actually asked Danielle over here in Colorado in the Eastern Slope for her advice. And so what is an ideal time frame that you do? Because of the fact that I've been told by title and I've been told by lender that I'm too slow for them, and I do it in about 45 minutes, no longer than an hour.

Now, look, look, here's the answer here. When someone ever says that, okay?

Huh?

The answer. So we have to learn how to reposition. So whether it's an objection or a comment, like, I wish you could do something quicker, you have to reposition that in a light that makes them benefit from it. Does that make sense? So what you say is, look, I would love to go quicker, but my job is to make sure there's no funding conditions so you get more business. Wouldn't you rather me be more thorough and patient, ensure there is zero errors? Because I want to help you get more business. You see what I did there?

Oh, yeah.

I reframed it. As a position of helping them earn more business. So you become off as a notary. Who cares who's authentic? So if you can learn how to just reposition something, which is the truth, Jose, my bet is you are thorough so there's no errors. Right?

Exactly.

Yes.

Okay. Okay. True statement. So my point is, I'm not trying to tell you say something that's not true. You just need to position that to where they benefit.

Yep.

Does that make sense?

Yeah.

So all you're saying is, look, I get it, man. I really want you to make sure that you're still getting business from your clients.

Yeah.

I want to make sure that you're winning and by making sure that I represent you the best. Does that make sense? So make sure you reap this. This is good coaching for anything. This is good coaching for objections. This is good coaching for someone giving you feedback.

Yeah.

Take whatever their feedback is and position it to how they benefit.

Yeah.

So in your position, here it is. I want to help you get more business by being more thorough, being more on time. You know, someone says you're always on time, whatever, position it back so you help them, and they're going to have nothing else but want to work with you. Does that make sense?

It does, it does. Within the last. I want to say the last two weeks, I had a lender who I did a cold call on. Just. I was just on my Internet and cold calling, and he's like, I want to meet you. Can you. Are you available? We went straight into it. He's like, man, you're really professional. You did really good. Yada, yada, the whole shebang. We even went to lunch. We had a beer afterwards. But he's like, the only complaint I have is that you're. You're too slow. I said, hey, man, listen, I said, I get an hour. I get an hour time frame. I said, in that hours for me and the clients. I said, but for them, for the 100%. I want to represent you well. I want to represent myself well. And title.

Well.

I said, I don't want to have no errors either, you know?

Yeah. So I'm going to pause you there. So the only missing coaching piece is why do you want him to. Why do you want to represent the. Well, what's the real purpose you want to represent. Well, the answer is you wanted to help him get more business.

Yeah.

Does that make sense? Because ultimately, a good notary public loan signing agent is thinking about, how can I do my job so well that you earn more business?

Yeah.

So that's the coaching. You did everything great. So my, My last piece of advice before we jump off is position everything that they benefit. All you're saying is, I want to do it well. But why is that important to them? It's important because you want to help them earn more business.

Okay.

Does that make sense? Because the moment you. The moment he knows you care about his paycheck, conversation changes.

Yeah.

Does that make sense? Remember, that's the loan signing system way. We're always trying to figure out how to help them earn more business.

Yeah.

Your job is a position yourself as the answer to helping them get more business.

Okay.

Yep.

See, I've told them, I've told them as well too, that we don't want to be that notary that just says sign and date, sign and date and sign.

But again, but again. But again. Jose, the coaching is. Why is that important?

Okay.

Why you're missing. You're missing how they benefit. Does that make sense?

It does. Let me write that down.

Right, so it's how they benefit. How do they benefit from not being the notary that says sign your date there? It's because you want to help them get more business. You want to help the borrower become a referral source because you've done such a good job.

Okay.

Remember everything positions as them getting more business.

Yeah.

And you're going to make a ton of business, man.

Yeah.

Okay.

All right.

I appreciate it. I appreciate it.

I. Congratulations. I got to jump to another student, but congratulations, man. You're getting direct business. You're almost to 100. I want everyone to be it's hired by our man, Big Jose, because he started from scratch. Building the business. Keep building big.

Thank you.

I appreciate it. Have a good.

All right, all right, all right. I love it. Did you see Jose taking notes in the coaching call? That's what these are for, to help you build your business. Okay, so let's go to somebody else. I hope that last session helped everybody here. Let's go to. Let's go to Bianca. Let's see if Bianca's up there. Bianca, when I hit you, make sure you add yourself quiet space, good Internet connection so everyone can get value from our conversation. Bianca, what's up, girl? Hi, Mark. How are we doing today?

I'm doing good, how are you?

Good, good, good. Okay, so tell everybody your name, tell everybody where you're from and let's get into some coaching.

Hi, guys. My name is Bianca Martinez, San Antonio, Texas.

Okay, let's go. So where are we with our business? Any help I can help you with today? Floor is yours.

So I went to conference. You're so tall. So I started. I bought your course 2020. I was doing it very part time. I'm talking like one signing a month. Because I had a full time job, weekly pay, so I was really comfortable, you know. But then I went to conference and I really wanted more for myself than, you know, $500 a week at Corporate America. So I quit my job and I went full time time. It's been about two weeks and in my first like eight days of signings, I already made like a thousand five hundred client that's using Me already.

I love it. Well, first off, let me say I'm so proud of you. I'm so proud that, you know, that your business was humming along and you're like, look, I need to invest myself and go to conference. I'm so glad you're. Hopefully you loved conference.

Thank you for putting it together. It's just everything, like the panels, the whole everything. It was like, I love it.

Okay, good. Well, this is a coaching call. So how can I help you right now? Get to whatever that next. What are your goals for this week? Let's talk about that. So give me some specific goals for this week that you want to accomplish by Friday.

For this week, I really want to get into more escrow officer title companies, but I'm a little stuck because I also marketed to 10 title companies last week, and I there was like four to six different escrow officers and like some of their companies. So I've been following up, you know, Monday, like today I followed up with most of them, and I've been getting consistent work with one escrow officer. So.

Okay, so. So here's, here's my coaching. And this comes straight from conference, by the way. I mean, remember, the successful notary public loan signing agents on panel had a very detailed. This is how we follow up. This is how we market. So make sure you're creating your spreadsheet or CRM and make. So what I don't want is next time we talk next Monday, when I'm like, well, tell me your goals for this week. You should already be like, mark, I got to talk to 1, 2, 3. Title. I got to talk to truly Title. I got to talk to first American. So you got to make sure that you're staying really organized in the marketing effort. Because what you don't want to do is re running around like a chicken with your head cut off. You should be like, okay, cool. So last week I had 10 people I visited. But Mark, I've already made a list of seven more. I've already. These are things that we should be doing on Saturday, Sunday, spending an hour Sunday evening saying, okay, so I want to hit these three title companies. So you wake up on Monday because remember, a successful notary public loan signing agent is an organized notary public loan signing agent.

Yes.

So I want to make sure that you have your. Remember what, like what Juan was saying, Danielle was saying about. They record what the conversations were about. So when they walk in the next Monday, they're like, oh, this is what we talked about last week. Let's rehash on that topic. So make sure that you're becoming much more organized and deliberate in the marketing in the following weeks. Does that make sense?

Yes.

So today, what I. So my, what I want to help you with today is today, what I want you to do is make sure that you have five title companies already pre thought about who you're going to target this week. The reason, by the way, I only said 5 and not 10 is because throughout this week you should be following up with the other 10. Does that make sense? Okay, but I do want five new ones because it's, it's, it's too naive to think that all 10 will be available. All 10 was gonna accept your follow up. So I want you constantly putting in new title companies as old ones are being followed up with. Does that make sense? Okay, cool. So I, what I really want from this week is a really, you know, maybe take today or this afternoon to really become more organized and thoughtful with your marketing approach.