How to Get Notary Signing Jobs from Real Estate Agents | Marketing Tips

How is everybody doing? Let's go. Every single Monday, I try my best to jump on with many notaries from around this country for absolutely free to help them build a notary loan signing agent business. Oh, what up, Jay? Good. How are you? Good, good. I'm here to have a conversation. Tell everybody where you're from.

I'm from Fredericksburg, Virginia.

Oh, we got VA, PA, IND. We're all over the east coast, Midwest. All right, so talk to me. Where are you at your business?

Okay, so I have been loving having real estate agents in my closings because I get to witness me doing a smooth closing.

Yes.

Okay. So I've been, you know, trying to. So I've been talking to them about having a preferred notary. And so two questions. One is following up with them because it's kind of awkward because they have a title client that I got through a signing service that I can't, you know, mess with, so.

Well, let me just. Let me stop you there. Let me stop you there. Okay, Real quick. Couple coaching moments. You can mess with the title, so let me show you how to do it. Okay.

Okay.

So if you do a title signing at a closing at a title company, and you got it through a signing service, and you go back and you're like, oh, my gosh, thank you for signing. I'd love to work with you again. Can you just ask the signing service to mark me preferred? Okay. Does that make sense? So you should definitely try to get business through that realm, if that makes sense. So a lot. I think a lot of students get a little bit too much. Like, I'm not supposed to talk to the title company. No, you just didn't try to take the client from the title company, but you can, 100%. I'd love to work with you again. Just ask the signing service to call me on any of your closings. Okay. Did that make sense?

Yeah.

Okay, so let me ask you a question holistically. Okay. So teach you how to follow up with the realtor. So if you're the realtor, let's just say you're the realtor. Let me. Let me say. Let me. Let's do a different analogy. Someone just painted your house. Okay.

Okay.

Would you be mad if the painter called you up on Tuesday and said, hey, Jesse, just wanted to make sure that I didn't miss any corners on the house?

No.

What would you actually think about the painter at that point?

I would appreciate that.

And would you maybe want to work with the painter again?

For sure.

Because why?

Because they care that's my point.

So you can do that with the realtor, Like a. It's been a couple days. I just want to make sure I didn't miss anything because I want to make sure that the funding isn't delayed to anything that I did. Like, that's just an authentic. I want to make sure that my service was great, right?

Yes.

So my point is that's how you follow up. You follow up by authentically following up. Like, just like, hey, I'm just making sure that there was nothing missed by me. Because if there was, I want to run out and get it fixed. The answers is going to be no. Right? So you're like, oh, there's not. That's weird. That's the type of service that I provide. So you're almost getting them to also say how great you are without you saying how great you are. Does that. Does that ninja move make sense? So was there any errors? Oh, there wasn't any errors. Crazy. I would love the opportunity to work with any of you and on any future deals. Does that make sense? So you're almost making them compliment you and then you're letting them know that you're available for any other opportunities and.

Then just leave it in their hands?

Gosh, no. Gosh, no. And so then you should have some automated email. If you're not using the marketing software by lss, I would probably look into that. But I would have some automated email that reminds them that you're ready for business. Right. Then what I would do if I were you is I would check in in a week. You know me like, hey, hey, Jessica. Just want to see if you have anything I can do to help remember your loan signing system sooner. Right. Okay. Yes. Okay, good. So I was going to say go back into the course and rewatch the real estate marketing section, but let me give you a little summarization of it because here's what the follow up should sound like in a week. Okay. Remember, we're in the business of helping another local community member, which is Realtor. So maybe in a week to follow up is like, hey, this is Jessica again. I'm just following up to see if there's anything that I can help your business with. Are you having an open house? I'd love to hand out flyers for you as you have. Do you have a listing that I can post on social media to maybe give another one of your listings some visibility? So maybe the follow up isn't about you getting more business. Maybe the follow up, which is the loan signing system, way is how to create a relationship. So if your email wasn't about assigning, but your follow up email was like a, is there anything I can do to help an open house? Anything that nature let me know. I mean, this is what I like to do with my local realtor is I try to build a relationship based on win win. Like, just be authentic about that and then be like, you know what, Jessica, no. Or you can be even more stockier, is find the realtors, see if they have any listings. You know, see if they have an open house. Go to the open house and see yourself again. Like, oh, it's in the area. Anything I can do to help this open house today? So my coaching is, Jay, if I can just get you to think authentically how to serve, then the follow ups become easy. The reason the follow ups get a little nervous is because we're like, how do I convince them to use me? But that shouldn't be the follow up. The follow up should be how can I serve them? Does that make sense? So it's like, hey, Jessica, I did your closing couple weeks ago. I'm just circling back and seeing if I can bring any value to your business. Do you have an open house this weekend that I can help you organize? I can pass out flyers, I can hand out balloons. I don't know, like, what are the litany of things you can help a realtor do? And here's the truth. The answer is probably going to be no. But your touch point is all that you wanted and then you do that two weeks later, or maybe in two weeks you find out the open house that they're actually throwing and you walk back in. Does that make sense? And so I think the coaching is for you and everybody watching is if we can get out of the mindset, like, how do I get their next signing? But into the mindset of how I can bring them value, the signing comes second.

Okay, well, I do have this one specific situation that happened. So I had a closing on Thursday and the realtor was saying that he's got these deals going on that are, you know, have been hectic or, you know, a problem. And he was saying, I hope I can find a notary who will go like two hours away from me. It's two plus hours, right? So I followed up with him the next day and was like, hey, Josh, I could do that for you. I would love to help you out with that now. And so then he was like, okay, you know, it's probably going to be Friday. And then so he Texted me yesterday and said, actually it's probably going to be Monday afternoon or the evening. And so I talked to him today and he was saying, man, you know, we're just waiting around for the blender and the type of.

Yeah.

And then I said, well, do they, do you know who is the title company? I'm just curious, do you need, do they need my credentials or what? And he said, well, I gave them your name and number so hopefully they will just call you and set it up with you. So I haven't heard anything.

So what should the next move be? It's a great coaching moment. So you know that he has a title company. What should the next moment be?

I don't know, I'm just like waiting.

No, no, no, no coaching girl. I'm going to teach you a fish, not give you a fish. Okay, so you have a. I'm gonna walk, walk around the putt with you. Okay, you have a client who will refer who's already given your name and number to somebody.

Yeah.

What do we think the next step should be with the person who has your name and number?

Well, I need to get, get their contact info so I can follow up with them.

There you go. And what kind of follow up are you talking about?

Okay, just call them up and say, hey, I.

No, what kind of. What are we thinking?

What are you saying?

There we go. This. Okay, let me end with this. Okay. This is what I teach you guys to do. The realtor is not the goal, right? What's the goal? What's the goal? Okay, company. What do you have a hand fail lead to and title company you want to call them?

Well, they're far away.

How far is far?

Well, I mean, yeah, I guess. I think they might be in Richmond, which is like an hour south of me. Okay, so go there.

Are we, are we in the business building mode right now? Because here's the truth is that is just a rep for things that have been closer to your area. Right. And by the way, if I can really be honest with you is I would prefer all of you students to take all your reps outside of your main area. So let's just say you are terrible here. Well, no love lost because they weren't 10 minutes from your house. Does that make sense? So you should be like, oh my gosh, I'm going to do it. I will get together a little goodie bag and say I want to put a face to the name. You can be like, you know, some excited. Is there any credentials by the way? If you Ever send any signings in my town, Use me. I'll drop off Docs. Don't use the signings like this is a dream. Like you've done everything I dream of of a student. Now he's got to put it into a bow. So you should drive down there with a little gooded bag. As I know that John gave my phone number, I felt like you might need a face to the name. By the way, if you have any closings an hour outside of town, I'm actually an hour away. So you don't need to hire a signing service like just call me directly. I'll drive Docs back to you. So there's no FedEx label needed.

Perfect.

Okay. Does that make sense? So remember, I'm going to end with this. Hope everyone's listening. The realtor is not the goal. John's not your goal. The referral to the title company is the goal. Because now it's not a cold walk in. I am the notary that John recommended. Yeah, total different conversation. Like hi, you don't know me, but I want to try to market my business. Does that make sense? So you've done this to the loan signing system textbook. Now it's time just to put a bow on it. Does that make sense?

Except if it was the same title company that. That the, you know, closing where I met him.

What?

You know what?

If it's. Well, that's a good question. If it's the exact. Is great question. If it's. Remember the signing services client is the escrow or specific escrow or title officer. So if it's not the specific title or escrow officer, then nothing to worry about. Does that make sense? So if it's the main. Is this. If it's the exact same title or escrow officer, I would still get a practice rep in okay, does that make sense? Like I would still get a rep in like right now? When you're in the scaling mode, it's like getting your pitches down and getting your nerves out of the way. You know what I'm saying? Because as they start coming closer, you want to be a little bit more seasoned in your approach. So when you meet a realtor that's five in your own hometown now it's a easier conversation to have because you've done it already. Does that make sense?

Yeah.

Okay.

I'm flipped through the cracks. I feel like I don't want to anymore.

By the way, I'm going to end with this. Do you think your guy John works with multiple title companies? What do you think off top of your head.

Sure he does.

Yes. Who else do you think he can refer you to? His other. And have you asked for that yet?

No.

See the coaching. Yeah. We got to stop seeing leads as linear. There's a spider web to all of it. You've done the hard part, which is creating the relationship with the realtor. Now it's your job, which you've done, been a value to them. And so now he's going to exchange the value by. I'll give you an email out to Sarah, Julie, whoever. And now it's no longer a cold introduction. Oh, my gosh. So excited to meet you. I'm Jessica. I'm gonna come by tomorrow to say hi. And then you go from an email, a referral, into an in person.

Yeah.

So warm lead sounds nice.

I've been doing cold.

It's the hardest thing to do in the business. That's why I teach you guys to use realtors.

Yeah.

Realtors are the key to warm leads. And by the way, this is how I built my business. I build it through realtors to give me warm leads, and then I walk again. And now the conversation is completely different. There's a little bit of credibility that John's creating for you as the referral source. Like there's no way John be referring you if John didn't somehow give you that credibility. So now you're not a random notary who has no third party credibility. That's why realtors are the gold mine. Does that make sense? Okay, well, come back, DM me. Let me know how this goes. But hopefully got some value out of today's kunching.

Thank you so much.

All right, let's go. Oh, my God. I love it when. I love it when the community, like, everything starts working. You know what I mean? Like, the realtor gives you the referral, but now it's time to capitalize. Hello.

Just want to give a little background since the last time we chatted. I was nervous to go to an open house, but I went to an open house, talked to the realtor, end up the realtor is a loan officer himself. So that was a network walking thing that I didn't even see coming. And so that sparked so much, you know, got back.

Don't stop there. Hold on. Let everybody else know. The nerves.

The nerves like you were talking about. I. I'm still kind of like, nervous going in, but I said, you know what? Let me get one under my belt. And I said, I did it.

Okay. I did.

I could do a little bit more I'm on the tightrope, but I'm keep going.

I'm gonna keep going. I want to unpack that real quick. Like what you learned is momentum creates momentum. And that's what a lot of people don't get. It's that one small thing of like, I'm doing it. Nervous will all of a sudden, like, unleash the growth. And that's what I want to commend you on because it's so hard to make that first step. But once you do do it, it's all of a sudden like, wow, that wasn't that bad. I could do this again. So I just want to say I'm so proud of you. Thank you for letting everybody know. Let me give you a little bit of coaching, okay? So remember this, okay? When everybody hear this, the realtor and the loan officer isn't our end goal. Our end goal is their connections to title. So I want. Sometimes that's lost when we go marketing. It's like, because remember, the best realtor in town may maybe make 10 closes of a year, but a good notary, I mean a good escrow officer will do that in a day. Does that make sense, everybody? So don't for that. Our goal is to utilize their contacts to get where we want to go. Okay? So my question to you is, how did you. They're literally thinking themselves, can this person represent me at the closing table? Because you're an extension to them. You already know that, right? So. But the question is, you have to make them be like, yes, see me as the person at the table for you. And if there's no face to face, you have a beautiful smile, your energy is amazing. But that's not easy to portray via email. But you're trying to, right? And they go home, they, oh, my gosh, she is very professional. She looks professional. She has a beautiful smile. Her energy is great. Now you're reinforcing that. I can be the person you want me to be to represent you at the closing table. So that's why in person meetups, I mean, follow ups in our industry are so important, okay. Because they're really making this bridge. Can I see see Mark Be my. Can I see Mark representing me at the close table. That's what all they're thinking in their mind. Does that make sense? Now let me be very honest with you, okay? Not everybody could see me as their notary at the closing table. They're like, mark, you're coming in way too hot every time, dog you guys clapping. And so. But then there's some people like, you're the energy I want to see at the closing table. So my point is this. Just stay you. You don't need to be all things to all people. A lot of times people go, well, Mark, what do you say in the follow up? I'm saying, really? Nothing. You're just gonna let them size you up? Does that make sense? And the truth in my business is because I, I am so energetic, I'm not everybody's cup of tea. And so therefore they're like, you know what? You're not actually kind of person. I want to sit in front of my clients, which is fine. I understand that. I understand that I can't be all things to all people. So my coaching to you is sometimes we get nervous to follow up because we feel like, oh, am I who they want me to be? You just gotta be you and figure out who you match that coaching.

Yes.

And then, look, I'm not. Everyone's. There's all those people on here right now are like, there's no way this Mark dude's gonna be my coach. Cool. I'm not trying to make everyone love me. I'm just gonna try to be me and hope that I resonate with the other person. So a lot of times we get a little nervous on following up because we really feel like, oh, I gotta be someone that I'm not. No, just be you. Okay, but you, you gotta give them the opportunity to kind of size you up. What I mean by that is your energy, your professionalism, your smile. Like, oh, I forgot how energetic she was or how much energy she gave or how calmer demeanor was. This really does magic who I am, who I want to put in front of my clients. And that's why in face follow ups are so important. Because on the email doesn't. Doesn't say that. Does that make sense? They can't see your smile over email. They can't see your energy. Right. And so remember, the emails are great, but don't forget the in person. Mark, what do I say? The same thing you said the first time, man. If your notary gets sick, you need some backup. I'd love to represent you. If you need me to travel in 60 minutes, you're just reinforcing everything you said the first time. So you don't need a new pitch reinforced. Sometimes they forgot what value add that you bring. Just reinforce all that. Does that make sense? Cool. So I love the follow up, but now it's time for an in person follow up. All right, Keep implementing Keep doing it, Ride the momentum. And remember, in our any face to face business, doesn't matter if ours or car salesman. Our job is to let as many people know we're open for business and see whose energy we match up with. That's all sales is. Sales is a transfer of energy. Does that make sense? It's all sales is. And so my energy doesn't transfer anybody. Cool, right? If you tend to be calmer and more cool and collect, you'll find people like that. All sales is a transfer energy. Like are we reviving? There's no difference, right? I don't know if you're single or not, but dating's the same way when you're dating someone, all it is exchange of energy. You know, like there are some girls like, ah, you are way too much, Mark. And then I met my wife and she's like, you're not enough. And I'm like, I freaking love you. And so it's just, just a matching of energies. That's all sales is. Does that make sense? So yeah, keep matching energies, keep putting your energy out there and build this to the freaking moon.

All right, I'm coming for that 10k.

So yes.

Let's go. I'll see you next time, girl. Okay, So I hope everyone got some value out of there. Let me, let me say again when I just coached her is sales is a transfer of energy. That's it. Think about it like this. You go to a car lot, some guy comes up to you, oh my God, what car are you looking at today? You're like, oh good, I'm good. But there's another car salesman goes, hey, how's your day today? You doing good? It's just a transfer energy. And so my point is, your job is to grow and try to transfer energy to as many people as you can and figure out who's accepting it. And when I told the earlier student on here is all say all sales is in this industry is is telling as many people as you can that you're open for business. So what do I mean by that? I mean it's a transfer of energy. Look, the loan signing system has scripts to prove that you're educated, notary public, loan signing agent, and you can execute the signing. That's the purpose of the scripts. No matter how good your energy exchange is, if you can't convince them they know what you're doing, then they're not going to hire you. So all the scripts do is proves to somebody you actually know what you're doing that you can Sit down at the closing and do it error free scripts. But the scripts isn't what gets you business. What gets you business is the exchange of energy. Tell me that landed everybody in the comments. Put the word landing because I think this is the most important thing that I can teach you today is sales is just an exchange of energy. That is it. I see you matching with me and the more people you tell, the more you're going to find people who are your speed and not everyone's going to be your speed and that's okay. Does that make sense? All sales is an exchange of energy. Once you could prove to them you know what you're doing, the next thing they're sizing up is do we, do we vibe? Does our energy match? And so that's why you always say the classic adage sales is a is a numbers game. It's only a numbers game because you're trying to figure out how many people can I find that matches my energy. That's it. So if you get meet 10 realtors, lenders and escrow officers, the odds are three or four of them will match your energy. Not all 10, but three or four. So if you meet 20 people, you have eight potential clients. You talk to 30 people, you have 12 potential clients. So I'm glad that landed. All we got to figure out is how to exchange the energy in a conversation and simple in our business. Go to open house, say what's up? That is it. You don't need to be somebody you're not. Say that one more time. You don't need to be somebody you are not. Because whoever you are pretending to be or whoever you are, not everyone's going to match that person anyway. Crystal, how are you?

It's good to see you always.

Thank you. Thank you.

I love seeing that.

Appreciate you, girl. Okay, everybody, where you're from, so we have a conversation.

Okay, I'm from Philly.

Let's go Pennsylvania. All right, talk to me.

Okay, Mark. Okay. The last time we spoke, I didn't have anything.

Yep.

I'm now fully commissioned. I completed my nna. Done with that. I'm going through my ls, my loan signing agent. I'm going through the process. I'm going through because I told you before because you like humbled me.

I just gave you coach and that's all. Girl. You humble.

You humbled me.

Okay, yeah, go.

So because I work for a lender, I've been on the lender side for over 20 years. Right. So you already explained to me that, you know the Lender. The people on the lender side, we come over, we're like, I already know this, right?

Yes.

So I'm taking. I'm going through it like I never.

Like, I never.

Like I never. So I'm. I'm taking this whole process.

Good.

But my question to you is, I. I don't. I'm at the point now I don't know what to do next.

Okay, so where are we exactly? Tell me where you are exactly, and I'll tell you what to do next. And you got your noted commission check. Na. Certification checked. How far are you through the loan signing system? Course?

I'm like, halfway through.

Okay. We taking the certification yet?

Not yet.

Okay, cool. So I just think that's your next step. I mean, remember, you gotta walk. You gotta crawl before you can walk. Walk before you can run. I love that you took the last coaching as something to be impactful and not me talking down, but talking you up. And what I would just say the next step is your certification. The next step is marketing. Right. Remember, what I want to say is to continue on this journey, that business is 90% about mindset, 10% about X's and O's. And so I love that you dropped into that place of look, I'm on a learning journey right now. The next part of your journey is really going to be more of a patience journey. And then the third part of your journey is going to be scaling your business. So learning patience because the marketing, a lot of times people wanted to hit the ground running. You know, we had a student in the loan signing system group yesterday or two days ago. May be like, it took me six months to get the business off the ground. And I'm like, there's very few businesses in America you can get off the ground in six months. And so it's really reframing kind of the next steps. The next steps are if I can just get you to do the work, I promise you, in the next six months, you're gonna have something. It's not gonna be the next 30 days. It's not gonna be the next 60 days. But if you stay the course, girl, I promise you, in six months, you can have your head up like, dude, this is legitimate. So it's just really kind of helping you continue to get in the right frame of mind. I think that's really kind of the next step. And remember, you're about to finish your learning journey. Once you're done through your learning journey, it's like, okay, now I got to go apply what Mark Tells me we had somebody else yesterday. This morning in the six figure group was like, yo, I went to an open house and I got a, I got a new lead. And then I said, I gave her congratulations. And she was like, mark, I watched the chapter on open houses on Friday. I went out on Sunday. My point is this all that point is just implementation. That's all it is.

Okay?

You know what I mean? So it's just learn, implement. All successful people are just implementers. You don't need to reinvent the wheel. So what I love is you're going to take your experience from lenders. And by the way, part of your pitch versus other students who don't have that learning experience is I've been in the industry for 20 years. So like, I am super excited for you. I love how the reframe and our conversation a few weeks ago is still in place. And the reframe from here on out is just patience and implementation. That's it, man.

Patience and implementation.

Okay?

I'm taking notes. I'm a student.

I love it. I love it. You know, look, I'll end with this, okay? The biggest thing we have to give ourselves is grace on this next part of our journey, okay? There's an expectation that we're going to be good at something we've never done. Those expectations is what unsuccessful people expect. Successful people expect a learning curve. They expect the trip net that they expect to get back up. So on this part of the journey, it's just getting the right frame of mind because that's all businesses. Business is all mindset. It's really the truth. You know what I mean? So I can just get you to continue to kind of reframe and you know, like I say in the course, and I'll say it again, the hardest thing for me to teach you to be successful is to stop thinking like an employee. An entrepreneur mindset is different and an employee mindset is just is expectations, expectations. And an entrepreneur mindset is learn, learn, learn. Right? Failure isn't the opposite of success, it's part of success. An employee mindset is failure is the opposite of success. No, failure is learning what not to do the next time.

Gotcha.

You know what I mean? So just keep dropping in on the mindset and let's take this to the moon. And by the way, I just posted an on the road yesterday or on Friday with the student in Pennsylvania, northeast Pennsylvania, by the way, and she told me apparently it's like negative five during the winters and baby girls making ten grand a month.

Oh, you better go. Let's go.

She was literally like, I'm not in Philly. I'm East Pennsylvania. I'm like, I don't know what that means. She's like, well, that just means I'm rural. Yes. And I'm like, people know that you can make money, so you're in a big city. Like, let's go. Big city, big dreams. Let's go.

Let's go. Thank you for everything. Thank you so much.

All right, I'm here for you anytime. I'll see you next week. How about that? Deuces?

I see you next week.

I love it. So my biggest takeaway from the conversation I want everyone to take away from it is business is 90 mindset. 90%. If I can get you to drop into being an entrepreneur and not being an employee, an employee expects immediate results. An entrepreneur understands I'm embracing the process. So let me say that one more time. When you can learn to embrace the process is when you make real strides in this business or any business. Hi. Okay, so, Carla, I know your name, but tell everybody where you're from.

Fort Wayne, Indiana.

Fort Wayne, Indiana. Let's go Fever. Okay. I'm a big Fever fan. Caitlin Clark is my girl.

I'm more into NFL, but I like.

Caitlyn, and I like.

Yeah, I have become a WNBA fan because I'm a big Hoax fan. And Caitlin Clark can straight out ball, so I. She can. So anyways, talk to me. Where are we at in our business? This.

Okay, so I got commissioned. I'm actually getting ready in about 15 minutes to take my loan signing exam. So after I'm done with that, I'm definitely ready to start to take the NNA test. I'm just nervous. I. I'm wonderful.

Okay. I saw a coaching moment. Girl. Okay, so here's one of the biggest things. I love how the conversations for today are all about mindset, because really, business is all about mindset. So you said the word nervous. Yes. Here's the reframe I need you to do. Okay. We feel nervous. We associate that as bad. Nervous is bad. The reframe needs to be. Nerves is good. And here's why. If you weren't nervous, you're not growing. So whenever I get nervous, I'm like, I'm getting out of my comfort zone. And to me, I reframe that as a good thing, because if you're not nervous, you're literally comfortable. And if you're comfortable, you're not growing. And if you're not growing, you're Dying period. My point is nerves. To me, I get nervous. I'm not any different than anybody else. But I reframe that moment. Does that make sense? Instead of like it's bad, I'm like, oh, that's a good thing. It's doing something out of my comfort zone. It's pushing myself to grow. It's pushing myself to evolve. So the coaching I wanted to interrupt with is like, cool, you're nervous. That's awesome. Because everyone who's not nervous is not doing anything special. Does that make sense?

Yes.

They're doing the same thing day in and day out. And I'm sorry, it's no way I want to live. And so when I get nervous, I reframe. That's my coaching is like, cool, you're nervous, great. Because that means you're actually doing something. Let me wrap up this point with this. Okay? Celebrate, new student of mine. All of your habits that you currently have got you to this point. So if you're not happy with the point where you're at, then you need to create new habits.

New habits.

And the new habit forming is going to be nerve wracking. The new habit forming is going to make you uncomfortable, but you can't expect to make more money and stay the same person. Did that land?

That's good.

Did that land? And so again, I'm trying to help you reframe the nerves. All the nerves means is you're becoming a new person. That's all it means. And that's the reframe. And I think that's a beautiful thing. So when I get nervous and I do, I'm like, yo, Mark, I'm growing. This is what I'm supposed to be doing. Most people run away from the nerves. I run to them. I know that's where growth is. I know that's where changes because you a lot of too many times I get new students who want more money, but they will won't want to be a new person. And I'm like, the person you are equals the money you're at. So if you're trying to get here, then you need to grow to that point. And that's all you're doing right now is my coaching. And so I love that you're nervous because yes, you might think not pass the test, but you're going to learn something. And then as you're learning, you're growing. As you're growing, more income comes. So just stay the course. Reframe nerves because you know it's going to be nervous next Time you're about to go into an open house, you're going to be like, oh, my God, I'm nervous. And again, I want you to reframe that moment. A lot of people will walk away. I said, I give her congratulations. And she's like, mark, I watched the chapter on open houses on Friday. I went out on Sunday. My point is this all that point is just implementation. That's all it is. You know what I mean? So it's just learn, implement. All successful people are just from the nerves. The moment I'm nervous, I walk to them because I've reframed nerves. It sucks. Nerve sucks. I get it. But the reframe is only reason I'm nervous is because I'm growing. And that is what I try to strive for every single day. Because implementers, you don't need to reinvent the wheel. So what I love is you're going to take your experience from lenders and by the way, part of your pitch versus other students who don't. If I'm not growing, I'm literally dying. Have that learning experience is I've been in the industry for 20 years. So, like, I am super excited for you. I love how the reframe and our conversation a few weeks ago, I love that you're nervous. Girls, just do a reframe. Because this entire process is going to challenge on what I just coached you on the entire process. Whether it's going to a networking event, going to an open house, hollow still in place, and then reframe. From here on out, it's just like a signing service. So you're gonna have nerves hit you a few times on patience and implementation. That's it, man.

Patience and implementation.

Okay, I'm.

I'm taking notes. I'm a student.

I love it. I love it. You know, look, I'll end with this, okay? The biggest thing we have to give ourselves is growing the way to this new version of you. And you just got to be excited for it and embrace it. Did that coaching land? Yes.

Thank you very much. That helped a lot.

Okay, so the next step is NA certification, hopefully loan signing system certifications on there. Once you know the loan signing system, then it's all marketing. And all marketing is, is a you versus you battle. Okay, marketing. What's the secret of marketing? And they say you beating the old you. Because I will tell you what to say at an open house. That's the easy part. It's getting you to get past your nerves to say it. That is the hard part. And so It's a constant battle of you just reframing what nerves means. We associate nerves as negative. That's what race on this next part of our journey, okay. There's an expectation that we're going to be good at something we've never done. Those expectations is what unsuccessful people expect. Successful people expect a learning curve. They expect the trip, not that they expect to get back up. So on this part of the journey, it's just getting the right frame of mind because that's all businesses. Business is all mindset. It's really the truth, you know what I mean? So if I can just get you to continue to kind of reframe and you know like unsuccessful people do and say that one more time. Unsuccessful I say in the course and I'll say it again, the hardest thing for me to teach you to be successful is to stop thinking like an employee. An entrepreneur mindset is different and an employee mindset is just is expectations. Expectations, that's what people associate nerves as a bad thing and so therefore they run away from it. A successful person sees nerves as a good thing because that means they're growing and they. An entrepreneur mindset is learn, learn, learn, run towards it. And so what I'm going to end with this. Everybody always says, oh, Mark, what's it like making right? Failure isn't the opposite. Opposite of success. It's part of success. An employee mindset is failure is the opposite of success. No, failure is learning what not to do the next time. Gotcha. $10,000 a month. And I said it's not about the money. It's about who you become on the way to making money. That's the beautiful part. You know what I mean? So just keep drop dropping it, right? All businesses is a personal growth journey. That's all it is. If you can get in on the mindset and let's take this to the moon. And by the way, I just posted an on the road yesterday or on Friday with the student in Pennsylvania, Northeast Pennsylvania by the grow as a person, you'll make more money. Most people aren't up for the personal growth. They're not up to work through the nerves. They're not up for this evolution way. And she told me apparently it's like negative five during the winters and baby girls making ten grand a month.

Oh, you better go. Let's go.

She was literally like, I'm not in Philly, I'm in north east of them. Because I actually think business is easy. I mean the people who are willing to grow make the most of it. I'm going to end with this. You ready? And I want everyone to hear me listening right now. Okay.

Okay.

The signing agent who makes the most money. Pennsylvania. I'm like, I don't know what that means. She's like, well, that just means I'm rural. Yes. And I'm like letting people know that you can make money. So you're in a big city. Like, let's go. Big city, big dreams. Let's go.

Let's go. Thank you.

Just tells the most people they're a notary public loan signing agent for everything.

Thank you so much.

All right. I'm here for you anytime. I'll see you next week then. How about that? They stop overthinking it, right? Yes. The hard part is telling 25 people.

I see you next week.

I love it. So, I mean, my biggest. You're a notary public loan signing agent. But at the crux of it is that take away from the conversation I want everyone to take away from it is business is 90% mindset. 90%. If I can get you to drop into being an entrepreneur and not being an employee. And whoever tells the most people makes the most money. And all that is is a personal growth journey. It's a self belief journey. You deserve more. I'm worthy of more. And no one can hire me if they actually don't know that I'm a notary. So reframe those nerves. Your employee expects immediate results. An entrepreneur or understands. I'm embracing the process. So let me say that one more time. When you can learn to embrace the process is when you make real strides in this business or any business. Me, you are deserving. And can I do a little. Let's go.

Yes, yes, yes.

Thank you so much. That helps so much.

You're so welcome. We'll see on the next time. Bye.

Bye.

Everyone got some value out of the conversation with Carla. Because look, at the end of the day, I want you to hear me clearly. Hi. Okay, so Carla, I know your name, but tell everybody where you're from.

Fort Wayne, Indiana.

Fort Wayne, Indiana. Let's go Fever. Okay. I'm a big Fever fan. Caitlin Clark is my girl.

I'm more into NFL or these notary.

Public loan signing agents making a hundred thousand dollars a year. Well, they are just simply telling the most people that they're a signing agent. Does that make sense? Everybody like, that's it. And so look, I. I don't wanna. Oh.

But I like Caitlin.

I like.

Yeah.

I have become a WNBA fan because I'm A big folks fan. And Caitlin Clark can straight out ball, so I. She can. So anyways, talk to me. Where are we at in our business? Business.

Okay, so oversimplify how to make money.

In this business because I understand how hard it is to get through the nerves. I understand how hard it is to tell somebody you've never commissioned.

I'm actually getting ready in about 15.

Never met that you're the best option for the notorial needs. I get it. It's hard, but it's gonna be worth it.

And it's to take my loan signing exam. So after I'm done with that, I'm definitely ready to start to take the NNA test. I'm just nervous.

Let me say one more time, it's hard, but it will be worth it. You have to continuously tell yourself this every single time. It is hard, but it's going to be worth it.

I. I'm wonderful.

Okay. In order for to get where you want to go, you gotta evolve as a new one. A coaching moment girl. Okay. Okay. So here's one of the biggest things. I love how the conversations for today are all about mindset. Because really, business is all about mindset. So you said the word nervous? Yes. How are you? Good. Thank you for. It's Monday. I'm ready to get back to work and help the notary community. Let's go. All right.

I only have one question.

Okay. Here's the reframe I need you to do. Okay. We feel nervous. We associate that as bad. Nervous is bad. The reframe needs to be. Nerves is good. And here's why. If you weren't nervous, you're not.

I've been a notary public loan signing agent for almost a year now. I now have a office. I do virtual mailboxes. So I need to be in the office majority of the time. I was wondering, how could I market my business to have clients come here growing?

So whenever I get nervous, I'm like, I'm getting out of my comfort zone. And to me, I reframe that as a good thing. Because if you're not nervous, you're literally comfortable. And if you're comfortable, you're not growing. And if you're not growing, you're dying.

Here instead of being mobile.

Okay, so I'm good. My point is nerves, to me, I get nervous. I'm just okay. On a loan signing. It's not any different than anybody else, but I reframe that moment. Does that make sense? Instead of like, it's bad, I'm like, oh, that's a good thing. It's doing something out of my comfort zone. It's pushing myself to grow side it's actually pretty difficult. The reason we exist is to be at the convenience of the borrower. That's literally why mobile signing agents are around. It's like look, the borrower can only sign between 5 and 6. Because I got is pushing myself to evolve. So the coaching I wanted to interrupt with is like cool. You're nervous to go to a baseball practice for their daughter or son. That's awesome. Because everyone who's not nervous is not doing anything special. Does that make sense?

Yes.

They're doing the same thing day in and day out and I'm sorry, it's no way I want to live. And they got to find him to slam in that point. Right. So it's very difficult. But on GNW you can actually write discounted rates if you come to my office. So you can entice them in with like a discount. Right. And so I would just say in office when I get nervous I reframe. That's my coaching is like cool, you're nervous great. Because that means you're actually doing surface availability discounted rates. If you come to me something let me wrap up this point with this. Okay. Okay. Every new student of mine, all of your habits that you eat right why would you pay the mobile fee to another notary is going to charge you a fifty dollar travel fee. You can market against the mobile general notary work notaries by saying discount opportunities here you currently have got you to this point. So if you're not happy with the point where you're at then you need to create new habits.

New habits.

And the new habit forming is going to be nerve wracking. The new habit forming is going to make you uncomfortable. So I would just advertise that there's a discounted rate to come which there should be because you're not traveling obviously. Right. So I would on my Google business profile on your website I would say, you know, brick and mortar location discounts heavily discounted full but you can't expect to make more money and stay the same person. Did that land?

That's good.

Did that land. And so again I'm trying to help you reframe the nerves. All the nerves means is you're becoming a new person. That's all it means. And that's the reframe and I think that's pricing. If you come to the office remember you want to use keywords heavy discount to entice the consumer and by the way, heavy and discounts, all relative. What a discount to use may not be the discount to me. So my point is don't be afraid to use that term in all the beautiful things. So when I get nervous and I do, I'm like, yo, Mark, I'm growing. This is what I'm supposed to be doing. Most people run away from the nerves. I run to them them. I know that's where growth is. I know that's where changes because it's all relative. So just kind of use very classic marketing terms. Heavy discount, you know, take off travel costs. Let them know if you're searching on the Internet that I'm not going to charge you fees. You know, century located. Use some of those words, you know what I mean? Because you a lot of too many times I get new students who want more money, but they won't want to be a new person. And I'm like, the person you are equals the money you're at. So if you're trying to get here then you need to grow to that point. And that's, you know, right off the i5. Let them know how easy it is to get there. But on a loan signing side, it really isn't very. You're not going to get much after.

Hours for loan signing.

Yeah. But even after hours we still, you still want. All you're doing right now is my coaching. And so I love that you're nervous because yes, you might not pass the test, but you're gonna learn something. And then as you're learning, you're growing. As you're growing, more income comes. So just stay the course. Make sure you can go to them now. Yeah. What you could do. And you refrain nerves because you know it's going to be nervous next time your copy and or conversation is, you know, I'm more than happy to travel to a location, but I also have a brick and mortar if that makes your buyers feel more comfortable. Like it could be like a value add, but I wouldn't be about to go into an open house. You're going to be like, oh my God, I'm nervous. And again, I want you to reframe that moment. A lot of people will walk away from the nerves. The moment I'm nervous, I walk to them because I've reframed lead with it because that sounds a little uneducated. Nerves, it sucks. Nerves suck. Right? They'd be like, well, you're called mobile for a reason. So. But offering it as more of a neutral location does appease some people who don't want a stranger coming in their house. Right. So just be like, you know, as an option, you know, I do have a brick and mortar location. I get it. But the reframe is only reason I'm nervous is because I'm growing. And that is what I try to strive for every single day. Because if I'm not growing, I'm literally dying. And so I would use it more of a value add than really leaning into it. Heavy. Does that matter? I love that you're nervous, girls. Is doing reframe because it's perfect.

Thank you so much.

I'm glad to help. Keep going, girl. Let's go. Hello. Oh, my gosh. What entire process is going to challenge what I just coached you on the entire process. Love talking to the community like all day, every day. Like, let's go. Whether it's going to a networking event, going to an open house, holding a signing service. So you're gonna have nerves hit you a few times on the way to this new version of you. And you just gotta be excited. What up, girl?

So I didn't pass the test again.

That's okay.

I just don't get. I feel like I know everything.

Okay, give me a question and let's talk through it. What? Question of difficulty right now. Get forward and embrace it. Did that coaching land? Yes.

Thank you very much. That helped a lot.

Okay, so the next step is NA certification. Hopefully loan signing system certifications on there. Once you know the loan signing system, then it's all.

I guess the questions maybe that I'm having a problem with are marketing.

And all marketing is is a you versus you battle.

When the who like I know that it's Jane Doe is the trustee. And you put trustee after the name. Right. If it's them, you don't.

Okay, what's the secret of marketing? And they say you got. So let me give you a quick quiz. You ready?

Yes.

Who beating the old you. Because I will tell you what to say at an open house. That's the easy part. It's getting you to get past your nerves to say that. It's the hard part. A borrower has a question about their interest rate. What do you do?

You just point to the part to that paper where it shows it to them. You don't tell them that. Okay, just point to that.

You point to that and they're like, I don't like it. What do you do?

And then you see.

And so it's a constant battle of you just reframing what nerves Means we associate nerves as negative. That's what unsuccessful people do. Let me say that one more time.

Unsuccessful have to call the their loan agent, the loan officer.

Perfect. That's what people associate nerves as a bad. How do you sign for poa?

You sign your name and that you're the attorney.

Is that the only way to sign for a poa?

Yes.

Bad thing. And so therefore they run away from it. A successful person sees nerves as a good thing because that means they're growing and they run towards it. And so what? I'm going to end with this. Everybody always says, oh, Mark, you know what's it like making? No. Is there multiple ways you can sign poa?

Okay, yes, there is. Then.

So if you know there's multiple ways to sign for a poa, right. Why would you call the loan officer to make sure $10,000 a month. And I said it's not about the money. It's about who you become on the way to making money. That's the beautiful part. Right?

All businesses, that's how they want it to be done.

Boom. This is a personal growth journey. That's all it is. If you can. Okay, hold on, hold on. And so now let's go back to the first way. Okay. What do you do? You make same answer.

Yeah. You may make sure how they want it to be signed.

Grow as a person. You'll make more money. Most people aren't up for the personal growth. They're not up to work through the nerves. They're not up for this evolution of them. Because I actually think business is easy. I mean the people who willing to grow, make the most of it. I'm going to end with this. You ready? And I want everyone.

Okay, maybe those are the questions I'm getting wrong.

I got you girls. Why you? Come on. Does that make sense?

Yes.

So remember, in this business it's. I hope everyone's listening. It's very important to get away from black and white. There is gray. Okay. Want to hear me listening right now? Okay.

Okay.

The signing agent who makes the most money just tells the most people they're a notary public loan signing agent. Can we stop overthinking it? Right. So my job to teach you in the course is where the gray is.

Yes.

The hard part is telling 25 people you're a notary public loan signing agent. But at the crux of it is that whoever tells the most people makes the most money. And all that is is a personal growth journey. It's a self belief journey. You deserve. So one of the gray is to make more. I'm worthy of more. And no one can hire me if they actually don't know that I'm a notary. Sure they do. They tell you specifically how they want you to sign his POA because there's multiple ways and you don't reframe those nerves. You are worthy, you are deserving. And get up to a little. Let's go.

Yes, yes, yes.

Thank you so much.

I don't want to kick back because you guessed right.

Right, right.

You know, so the, you know the conversation is like, hi, I know there's multiple help.

So much.

You're so welcome. We'll see you on the next time. Bye Bye. Everyone got some value out of the conversation with Carla. Because look, at the end of the day, I want you to hear me clearly. How are these notary public loan signing agents making a hundred thousand dollars a year? Well, they are just simply telling the most people ways to sign POA. That makes you sound what?

Intelligent.

That's right. Educated signing agent. Yes, I know that there's multiple ways and they're like, well, thank you for calling. You're. Yeah. So just email me. So I know exactly that they're a notary public loan signing agent. Does that make sense? Everybody like that's it. And so look, I, I don't want to the way you want it done.

Okay. Yes.

Same thing with the trust over simplify how to make money in this business. Because I understand how hard it is to get through the. You're like, oh, I see it's in a trust. I know some banks like trustee behind the signature. I know some banks don't. So can you just communicate with me nerves. I understand how hard it is to tell somebody you've never met that you're the best option for their notorial needs. I get it. It's hard, but it's going to be worth it. Let me say one more time, it's hard, but it will be worth it. How you want that done?

Oh, okay. So those two questions, I'm answering those wrong.

Okay. Now I'm gonna get done with this. All right. So why I think a lot of new students especially feel like calling it. You have to continuously tell yourself this every single time. It is hard, but it's going to be worth it. In order for to get where you want to go, you got to evolve as a new one. Asking for that makes him look dumb and quite the opposite. You. What up, girl? How are you so intelligent? That's why you're calling the Dumb ones, quote unquote, are the ones who think it's black and white. Does that make sense?

Yes.

Okay, cool. Second thing to that point, I'm good. Thank you for. It's Monday. Ready to get back to why would it be awesome to call the loan officer? Help the notary community.

I only have one question.

Why would that be awesome?

I've been a notary public loan signing agent for almost a year now.

I now have so that you get everything right, okay. Get exactly what they say they want.

Perfect. And then at the end of the signing, what should you do? Or what could you do? You have the loan officer's phone number. What could you do at the end of time?

Call them and tell them that you.

The office. I do virtual mailboxes. So I need to be in the office majority of the time. I was wondering how could I market my business to have clients come here instead of be mobile.

Okay, so I.

That you got everything and thank you very much.

And then the next line and I'm.

Scanning it to them.

Next line is I would love to work with you again.

Okay.

But if you don't have the interest of that. Okay. On a loan signing side, it's actually pretty difficult. The reason we exist is to be at the convenience of the borrower. That's literally why mobile signing agents are around. It's like, look, the borrower can only sign between 5 and 6 because they got number. Then can you make that phone call? No, that was my point. So whenever I was doing a closing and I had an excuse to talk to them how to go to a baseball practice for their daughter or son and they got to find someone to slam in that point. Right. So it's very difficult. But on GNW you can.

Hello.

I saw it as a way to create a relationship that didn't present itself at other times because some actually write discounted rates. If you come to my office so you can entice them in in with like a discount. Right. And so I would just say in all of them. It's weird calling it lo if there's nothing wrong or if there's nothing you don't need clarified. So my point is a lot of students are like, oh my gosh. I'm like, no, this is availability discounted rates if you come to me, right? Why would you pay the mobile fee to another notary is going to charge you a $50 travel fee. You can market against the mobile General notary work notaries by saying discount opportunities here. This is a perfect opportunity for to Create a reason to call a loan officer. See, does that make sense?

Yeah.

A lot of, a lot of notaries like I want to call loan. I'm like well why wouldn't you want to call the loan officer?

Yes.

You're direct access to someone who could give you business in the future and not only you know. So I would just advertise that there's a discounted rate to come which there should be because you're not traveling obviously. Right. So I would call them. You're going to call them and look educated.

Yes.

Call them to make sure that they did everything right and they're going to tell you yes. And then you'll be like sweet. Let's work again together on my Google business profile. On your website I would say, you know brick and mortar location discounts heavily discounted. And so it's really trying to look at a holistic view of pricing. If you come to the office, remember you want to use keywords heavy discount to entice the appointment authentically. Try to be the best notary public loan signing agent as you can authoomor and by the way heavy and discounts all relative when a discount to use may not be the discount to me. So my point is don't be afraid to use that terminology. Try to follow up with them to make sure you did nothing wrong and then end with the close of more business. See a lot of like well Mark, I'm not busy and I'm like well how many closings have you done? They're like 50. I'm like well gee, because it's all relative. So just kind of use very. Do you have 50 relationships created with loan officers?

Right.

Classic marketing terms heavy discount. You know, take off travel costs. I'm like that's my fault that you haven't created relationship Let them know if you're searching on the Internet that I'm not going to charge you fees. You know, centrally located use some of those words. You know what I mean? So people who can give you business did that land.

Yeah.

So instead of being concerned about calling alone, you know, write off the i5 let them know how an officer and not getting anywhere be like no, this is my opportunity to make an important relationship which hopefully equals future business.

Yes.

How easy it is to get there. But on a loan signing side it really isn't very.

You're not going to get after hours for loan signing.

Yeah but even after hours we still you still want to remember the signing is holistic. The unsuccessful notary public loan signing agents do A closing, Mail it off, talk to nobody. Make sure you can go to them now what you could do in your.

Okay.

And then they wonder why they're not more busy. They're like, well, mark, I've done 50 closings. No one's complained about me. I'm like, well, that's their copy and or conversation is, you know, I'm more than happy to travel to a location, but I also have a brick and mortar that makes your buyers feel more comfortable. Like, it could be, like a value add, but I would have to battle, like, you're a business owner. Like, create a relationship. Be intentional.

So, yes, Okay.

I can teach it. Lead with it, because that sounds a little uneducated. Be intentional. That's when you blossom. Well, mark, I've had 65. Right. They'd be like, well, you're called mobile for a reason, so. But snapdocs, not one error. How come my phone's not ringing off the hook? And I'm like, because you're an employee. You're not the business. Offering it as more of a neutral location does appease some people who don't want a stranger coming in their house. Right? So just be like, you know, as an officer, does that make sense? So my point is, for you and Shin, you know, I do have a brick and mortar location. Everybody listening. Don't feel afraid to call somebody. That's just your opportunity to show off how educated you are and then your opportunity to create a relationship.

Okay, Plan. Yes.

All right. Come back next week. I know you, and so I would use it more of a value add than really leaning into it. Heavy. Does that make sense?

Thank you so much.

I'm glad to help. Keep building, girl. Let's go. Hello. Oh, my gosh. What, are you gonna pass it? Let's go.

Thanks, bud.

Love talking to the community like, all day, every day. Like, let's go. What up, girl?

So I didn't pass the test again.

That's okay.

That I just don't get. I feel like I know everything.

Okay, give me a question, and I'll talk to you soon.

Bye, everyone.

Got that? Great conversation. Oh, my gosh, what a great Monday. My name is Mark Wills. I teach notary loan signing edges how to make money. Come back, everybody, for a live. I'm out. I love you. Bye. Let's talk through it. What? Question of difficulty right now.

I guess the questions maybe that I'm having a problem with are when the who. Like, I know that it's Jane Doe is the trustee, and you put trustee after the Name. Right. If it's them, you don't got.

So let me give you a quick quiz. You ready?

Yes.

A borrower has a question about their interest rate. What do you do?

You just point to the part to that paper where it shows it to him. You don't tell them that.

Okay.

Just point to that.

You point to that, and they're like, I don't like it. What do you do?

And then you have to call the. Their loan agent, the loan officer.

Perfect. For a poa.

You sign your name and that you're the attorney.

Is that the only way to sign for a poa?

Yes.

No. Is there multiple ways you signed a poa?

Okay, yes, there is then.

So if you know there's multiple ways to sign for a poa, Right. Why would you call the loan officer?

To make sure that's how they want it to be done.

Boom. Okay, hold on, hold on. And so now let's go back to the first way.

Okay.

The assigning. In a trust, what do you do? You make same answer.

Yeah. You make sure how they want it to be signed. Okay, maybe those are the questions I'm getting wrong.

I got you, girls. Why you. Come on. Does that make sense?

Yes.

So remember, in this business, it's. I hope everyone's listening. It's very important to get away from black and white. There is gray. Okay? So my job to teach you in the course is where the gray is. So one of the gray is to make sure they do they tell you specifically how they want you to sign his POA because there's multiple ways. And you don't want to kick back because you guessed right.

Right. Right.

You know, so, you know, the conversation is like, hi, I know there's multiple ways to sign POA that makes you sound, what?

Intelligent?

That's right. Educated notary public loan signing agent. Yes, I know that there's multiple ways. And they're like, well, thank you for calling. You're. Yeah, so just email me. So I know exactly the way you want it done.

Okay. Yes.

Same thing with the trust. You're like, oh, I see. It's in a trust. I know some banks, like, trustee behind the signature. I know some banks don't. So can you just communicate with me how you want that done?

Oh, okay. So those two questions, I'm answering those wrong.

Okay, Now I'm gonna get done with this. All right, so why. And I think a lot of new students, especially, feel like calling and asking for that makes them look dumb. And it's quite the opposite. You look so intelligent. That's why you're calling. The dumb ones, quote, unquote, are the ones who think it's black and white. Does that make sense?

Yes.

Okay, cool. Second thing to that point is, why would it be awesome to call the loan officer? Why would that be awesome?

Just so that you could get everything right.

Okay.

Get exactly what they say they want.

Perfect. And then at the end of the signing, what should you do? Or what could you do? You have the loan officer's phone number. What could you do at the end.

Of signing, call them and tell him that you. That you got everything. And thank you very much.

And then the next line.

And then. And I'm scanning it to them, next.

Line is, I would love to work with you again. Okay, but if you don't have the phone number, then can you make that phone call?

No.

That was my point. So whenever I was doing a closing and I had an excuse to talk to the lo, I saw it as a way to create a relationship.

Okay.

That didn't present itself at other times because sometimes it's weird calling it lo if there's nothing wrong or if there's nothing you don't need clarified. So my point is, a lot of students are like, oh, my gosh. I'm like, no, this is a perfect opportunity for. To create a reason to call the loan officer. See, does that make sense?

Yeah.

A lot of. A lot of notaries, like, I want to call loan. I'm like, well, why wouldn't you want to call the loan officer?

Yes.

You have direct access to someone who could give you business in the future. And not only you're going to call them, you're going to call them and look educated.

Yes.

Then you're gonna call them to make sure that they did everything right. And they're gonna tell you, yes. And then you'll be like, sweet, let's work again together. And so it's really trying to look at a holistic view of the appointment. Authentically try to be the best notary public loan signing agent as you can. Authentically try to follow up with them to make sure you did nothing wrong, and then end with the close of more business. See, a lot of like, well, Mark.