How To Set Your Goals, Mindset & Expectations For Your Notary Public Signing Agent Business!

Happy New Year. So glad you're here. I am Mark. I teach notary public loan signing needs out make money as loan signing agents. If you're watching us on replay, thank you so much. And keep in mind that every Single Monday at 12 Pacific, I go live with notary public loan signing agents to help them grow their signing agent business. How is everybody doing today? Oh man, what a week difference it makes. I am so glad I'm here. I am back ready to help you build your signing agent business. First and foremost, I am coming live from my couch because I'm still technically bedridden. I just want to say thank you so much for all the well wishes. If some of you guys know I was in the hospital last week with emergency surgery because my Achilles surgery has a minor staph infection. But I am back better and ready to help you grow your business. I do not forget who I serve and that is you. So let me say Happy New Year's from my family to yours. Let me start off with this before I get in some notary coaching and I mentioned this to my students in our community and I want to mention it to everybody right now. It's one of the biggest lessons that I learned last week is that health is our wealth. I was reminded the hard way that family and loved ones and health is the most important thing. So I want to remind you in 2022 to put your business in perspective. When you wake up healthy, when your family wakes up healthy, you have already won the day. You've already won in life, your business and everything else is the cherry on top of the cake. So remember in 2022, put your business in perspective. Remember why you're working so hard, why you've chosen to be a notary public loan signing agent, why you've chosen to be an entrepreneur. Not to provide for your family, but providing for a family that's not healthy is not realizing what we're really doing this for. And that is for each other. So remember when you wake up every day and your your spouse and your girlfriend or your husband or your boyfriend or your son or your daughter gives you a hug and they are healthy. You, you have already won the day. Whatever else happens, the day is really not in relative to just the wealth and health that we have. So remember that health is our wealth and every single thing else that we do on top of that is just a cherry on top of the cake. So hold your loved ones a little bit closer. Tell your family you love them. Tell everybody that you care about how much they mean to you. Because that's the biggest thing that I learned when I was in the hospital. It's like, man, you know, my family's the most important thing to me. My health is the most important thing to me. My son being healthy, my wife being healthy, my in laws being healthy, my mom, my dad, my sisters, my uncles, everybody being healthy. And I remember it was like a really rude awakening for me that I'm sitting there on Christmas by myself and I'm like, what's the most important thing to me? And it's my family, it's my loved ones that they're healthy. So remember when you wake up every day and your family's healthy, you have won the day. Don't forget that everything else we're trying to do is a cherry on top of our love and our health that we have for our family and friends. So I wish you a phenomenal healthy 2022 and I hope your business does great. But the most important thing I hope you have in 22 is blessings of health. Because that is our true wealth. Because remember, when you wake up healthy and your family wakes up healthy, you've won. You have one so put that I get. Building a business can be discouraged. I know we want to provide. I know that we want to make money. I know all the other ancillary things. But I think we lose sight of what perspective is and it's our health. And so I learned that the hard way. I think the universe was telling me to slow down. Remember that your family you serve and everyone else you serve. But nothing comes before your health and your family self. So remember that our health is our truest sign of wealth. Not the money we make, not how big our business is. Take time, time to spend with your family this year. Make sure you spend some of you time your family time that's part of your business plan. Make sure that you're just sending time with your family and with your loved ones is part of your business plan. It's not all about building, building, building. I think we get all in this New Year's resolution of like I got to go stronger, I got to go faster, I got to go bigger. And I do want you to do those things, but not in spite of what we're really all doing this for. And that is for our families. So spend time with your families. Just new put them in your business plan. Let's go. O so if you are brand new to this, every single Monday I jump on and I help notaries build their business. So let's get this party started. Oh, D money, what's up? How are you? Happy New Year, first and foremost. All right, you got the floor, girl. Tell everybody where you're from and what questions I can ask help you out today.

All right? I'm from Florida and I'm a new notary. I just finished a program. I just got everything, so I'm all set to go. Signed up with as many signing services as I could. I'm not done yet, though. But my question is, or what I would like coaching on is what else can I do? Because I have. It's been a week and I have yet to gotten to. To get a signing or anything.

Okay? So the first thing is get your expectations in line. You just said, mark, it's been a week, girl. The week happened to be the week of Christmas and New Year's. Like, come on. But I think the bigger coaching call right now, Dee, is discouragement comes from unrealistic expectations. Okay? Literally, that's where discouragement comes from. Right? Whether we're expecting too much from a spouse or expecting too much from our children, we have to ask ourselves, what is the realistic expectations? What I'm trying to accomplish and have your mindset in that. Does that make sense? So it's really the first part because discouragement D kills more businesses than anything else. Too many people have unrealistic expectations. The business doesn't live up to it, then you quit. And then quitting is what kills the business, not the pace in which it's meant to be. Does that make sense? So the first thing is literally last week was Christmas and New Year's, and you literally told me what's wrong? What's wrong is your mindset. That's the coaching. Does that make sense? Okay, so number two, though, thing is going into this new year, girl, you are brand freaking new at this. Like, to try to real think that your businesses can go from 0 to 100 in a month is, again, not realistic. So my goal for you and all my new students is the only thing you should be worried about a new the year is effort. Don't worry about the results. The results will build themselves. But your job is to sign up with every signing service. Your job is start marketing direct. Your job to start making lists of title companies where you live. Your jobs to make a list of every mortgage professional within your own personal network. Who do I know as a realtor? Who do I know as a lender? So your concern is effort. Too often people see the picture instead of worrying about what are they doing today to build their business. So you need to give yourself 30 to 60 days of mass action and then come back to me and tell me how your business is. But I don't want a week of mass action. I don't want two weeks of mass action because that's like, I don't know, maybe you've set some health goals this year. Like I have myself. Too many people set these unrealistic expectations of how much weight they're going to lose. So why are you not setting yourself up as the business on the same thing? Right. If you start a weight loss thing for New Year's, you know it's going to take 30, 60, 90 days to get to your financial, I mean, your weight loss goals. Right? But your business is the same way. Does that make sense? So my biggest coaching to you is get your mind right. Because when your mind's right, you're going to surpass all the other notaries whose mind's not right. There's a lot of new notaries who just joined the industry and they're like, oh my gosh, I'm going to kick butt and take names. They're going to quit after a month because they didn't make 10 grand the first month. The reason they make 10 grand the first month is because they set themselves up for failure the moment they started their business. Does that make sense? My goal for you and everybody watching is the only thing we can control is our effort. If you give yourself mass effort, I promise you in 30 days you're going to look up and you're have a business. And that is being built right? Don't expect your business to be where you want in six months, in 30 days. Okay? So again, every day should be about effort. Every day should be about, am I going over the 300 list signing services that Mark gave me? Now, number two, remember, just signing up on them is one thing. You should be using the script and calling them like a. This is D. This is why you should give me a signing next time you have a signing my area. So remember, efforts, not just, oh, I'm signing up with them efforts. Also, I need to create relationships. I need to make sure that everyone knows my name. I've got to make sure I'm communicating, why they should give me a chance. Does that make sense? And that's called the script. So, Mark, what do I say? Well, girl, I got you covered. Just use the script. You know what I mean? And even if you sound like a robot the first three or four times, it will eventually be coming to your Work. What I want is just getting out there, putting mass effort in and building business in 2022. Sound good?

Definitely.

Girl, so proud of you. I'm so proud of you. Mass action. That is the theme of January. Okay.

All right, let's go.

All right. I think what I really want, the takeaway I have from that conversation, in my opinion, is make sure that your mindset's right in 2022. A lot of us have these massive goals for 2022, but most of us wants to reach those goals by the end of January. It's like, what? Again, my best analogy is always going to go back to weight loss. None of us start a weight loss program January 1st and expect us to lose all the weight by January 31st. So why are you putting your building on that same pedestal? Make sure you have realistic expectations. Make sure you control what you can control, which is your effort. If you give yourself mass effort every day, I promise you're going to wake up in 30 days and be like, wow, I do have momentum. Wow, I do have five signings under my belt. Wow. I do have a realtor who's starting to do. I started to create a relationship with. So the biggest thing for me out of that conversation is get your mind right, make sure you don't have yourself unrealistic expectations. Set that right. And then it's going to create momentum. Is going to create momentum. All right. What a great way to start off 2022. So amazing. Let's go one more time. When I hit accept, please be prepared because you are live with over 200 signing agents right now on Joe My go. Great time to be a notary public loan signing agent. Oh, what up, girl? Hi.

Good, good.

And you? Okay, so I don't know your name outside of yfs. So tell me your name. Tell me where you're from and I'm here to coach you.

Oh, perfect. My name is Julie. So, Francisco, why Fest Multi services is because I'm doing notary services, loan signings services, as well as tax preparation and immigration help as well.

I love it. Okay, so what can I do on today?

All right, so I start last year. You know, I have already five months in the industry, doing pretty well, you know, here and there. So I'm ready to go directly. What do you recommend me? Okay, so I can. Yes, I'm in New York.

Okay, good. Here's what I reckon. What I recommend is less than X's and O strategy because you know the X's and O's from the loan signing system. But what I hear is somebody who has multiple businesses going and so do I. I have a signing service and I have the loan signing system training. So this is really relevant to you because I can teach you how to do it. I think the first thing you have to understand in 2022, how to really time block. I've said this before, but I'll say it again because a lot of people on here are also have full time jobs. So my point to you specifically is you have to make time for each segment of your businesses, whether it's tax prep, loan signing or general notary work. So you have to wake up on Monday already knowing what part of your business is you're going to attack on Monday. So maybe you know what, Monday's dedicated to tax prep. Tuesday's dedicated a notary public, loan signing services, loan signing agent. Wednesdays dedicated to my general notary work. Or Maybe it is 8 to 10 tax prep, 10 to 12 loan signings, 12 to 2 general notary work. But my biggest piece of advice to you is, you know, we have massive goals for our new years and I'm sure you want all three phases of your businesses to do well. But if we run around disorganized, nothing gets accomplished but discouragement because at the end of the first month you're like, well oh my gosh, I got nothing done. And it really comes back to us almost having so much excitement that we forget to get organized. So my coaching to you is really try to time block January and then let January's time blocking feed into February, March, et cetera. So in trying to cause sometimes we, like I said, we get too much excitement and we accomplish nothing because we run around disorganized. So my coaching to you is get really intentional with your time. 8 to 12, is this 12 to 2? Is that because look, you know the X's and O's, right? You know you got to start reaching out to realtors. You know, you got to start reaching out to title companies. You know, you got, I mean, you know, the X's and O's. But the question is, are you going to fit that time into your schedule where it's dedicated? Because here's what happens with multi business owners like yourself and me is we're working at one o', clock, all of a sudden a call comes in for your tax prep and you're like, oh my gosh, I got to put my signings agent business on the side. But you've lost. You've lost at that moment from 12 to 2, the tax prep part of your business. The phone needs to be off and you're gonna. You'll get back to the messages from at 2 to 4 from your tax prep. What you can't do is be focused on your notary public loan signing agent business and still pick up the phone for your tax prep. So I don't know how that works in your business. You know that. But my coaching is you have to really be singular focus is what they call it. Really focus on one avenue of your businesses and let each business grow within that singularity focus that you're trying to create in 2022. So my coaching you is really get focused on each business and give it a time slot time, block it and then, girl, go press 2022. Let's go.

Thank you.

You know, and I'll give you this, I got to mention the D before you, but remember, you know, we have a vast network. You have be out in the Bronx making 10 grand a month. You have Calvin out, and I think he's in Long island making ten grand a month. So my point is make sure that you're networking with your fellow lss. Okay? So you have a bunch of people in New York making a ton of money. Network with them, right? Figure out what are you doing, who are you talking to? How are you changing Mark's script to fit New York? So you only could do that if you're reaching out. So I think Another goal for 2022 is make sure you're reaching out to your fellow community and asking what's working? Cause I'll teach you from a macro standpoint. But it's the students in New York that will tell you how they're kind of changing things a little bit for their markets. But that's why I have a community. So don't be afraid to reach out to be or Calvin. Those are the two people off the top of my head. But make a post. I'm in New York. Get to know your fellow New Yorkers. Okay. All right, Perfect.

Thank you.

Bye. You know, I think it's takeaway from that conversation is, look, we have so many goals in 2022, right? We have weight lock goal, we have relationship goals, we have fitness goals, we have business goals. But again, the problems having so many goals is we're pulled 14 different ways. If you're pulled 14 different ways, you accomplish nothing. So make sure that you get singular focus, hyper focused. Each part of your journey on each part of your goals. Accomplish something. Move on to the next. Okay, cool. So who's up next? All my girls. Special in the hizzle. Special, are you there again? Welcome. If you're watching from the very first. Oh, special. What's up, girl? Hi. There is the beautiful smile I like to see. Happy New Year first and foremost. Girl. Let's talk about some goals and some coaching I can help you with for this new year.

Okay? So I just got my printer in. I'm super excited. Like literally it just got delivered on our doorstep. So I'm super excited about that. And I know I talked to you about like 2021 ending the year. And so one of my biggest jumps is that I'm no longer working my full time job. And that was. I know you always say that's a family decision. That's something. And so now even more, I can't not do it. You know what I mean? I'm not. Hey, everybody. I'm not encouraging you guys to just, you know, again, like Mark says, it's a family decision.

Girl. First off, you only say that, you know, when our backs are up against the wall. It's amazing what we can accomplish. And so, you know, while I don't give direct advice on whether someone should quit or not, I do what I will say. I'm a proud of your bravery. I'm proud of your courage. I'm proud of you going all in because sometimes people put one foot in the pool and they wonder why they can't swim is because you're not jumping in. So I am proud of that decision. So here's my. What I want to coach you on is like, look, 2022. And it's kind of what I really. The past two other notary public loan signing agents. There's a theme coming on for 2022 and it's really getting organized, right? You've got to organize your effort. You got to organize your chaos. You got to organize your, your, your marketing tactics, right? So I think the, the next couple days of this new year first week is have a really good plan of attack, right? I'm hitting this part. I'm hitting Meridian up. I'm hitting Golden. Where's my parents live again? They live in Eagle. Thank you. They live in Eagle. Then I'm gonna head to downtown Boise. So my point is, like, be very specific with what you're doing. Does that make sense? Don't just be like, oh, I'm gonna go Google 14 title company. I'm hit Meridian. I'm hit Eagle. I'm gonna hit downtown Boise. I'm going to hit all the other parts of town. So I think that my Coaching is get organized, okay? And really trying to and then also on the other side of organized and I coach this. But again, you know, make sure you have an organized system on follow up protocols. Also have an organized system on information that you are trying to gather through the first meetings, right? You walk out of the meeting, what was their name, you know, did you already go on LinkedIn? Did you already research their favorite animal? Like go go with a lot armed information that I teach. So you're not walking in there with nothing to know. Remember the Internet's your friend. Someone like you who has now who has time, you should be going on LinkedIn and researching who they are before you even walk in, right? There should be a lot of effort that you're putting in before you go out because you have so much time. Does that make sense? So you know, like I teach in the social media trainings is, you know, make sure that you understand because maybe you know, when you go on someone's LinkedIn page they your next door neighbor that you know what I mean, that you find out they also there you can find points of commonality before you even walk into the office. Does that make sense? And again not everybody has the time that you have but you should be taking notes before you even walk in so you can find points of conversation to make the meetups that much more or less awkward. Remember girl, since you because you have time you got to be researching networking events. I mean look, you're not the only person with goals. Real estate agents goals are massive. So my point is they're going to be out networking like machines. So you should be finding all the networking opportunities in Boise. I guarantee downtown Boise has a million networking things for realtors because you're not the only person trying to build the business right now. So my point is leverage that, right? And then mortgage officers, you should be trying to figure out where mortgage officers networking, you know, now that you have time. Also I'd recommend getting on as many local boards as you can get on, right? Like maybe a local chamber of commerce, maybe there's like a local farmer's market, something. You know what I mean? Like now that you're full time and you're all in, you should be all in. My coaching, right? It should be more than just oh Mark, I'm going to go Google 14 title companies. Like if this is something you're going to give yourself a puncher's chance at, then girl, go all in, right? Start trying to join active parts of the, you know, whether that's a little League thing. I'm totally just talking off the cuff here, but you know what I mean? Like, try to join things, right? Maybe you and your husband try to join like a sports league or something. Like, really try to become an active member of the community. Because I know you just move there. And so now that you're all in, like, you can join, like, you know, like a softball league or something of that nature. Maybe there's a realtor on the softball league. My point is, you know what I mean? Go all in is my point.

Right?

I mean, if you're really all in, my coaching is go all in. And going all in is just not making list of title companies. Going all this is becoming a member of your community, right? Joining rec leagues and joining whatever. I'm sure you can Google things to do, you know, recreationally in Boise, and you got to become part of the community. So, girl, I'm excited for you. I hope that helped. But get organized. Go all in. Become a member of your community. Networking events like crazy add value and do the lss way.

Amen. Will do. Thank you so much, Mark, for your help and your coaching and guidance. I mean, literally, it was a big, big choice, a hard one. But as of January 1st, I'm stepping into it. And yes, not just call it Googling. I'm going to get organized and be specific and planned out for all of this.

All right, let's go. Keep me the loop, girl.

Thank you.

Happy New Year. Bye. You know what my biggest takeaway from that conversation is? You know, there's this idea of going all in on your business, and it becomes very robotic. Mark, I'm going to Google title companies. Mark, I'm going to Google open houses. Going all in means becoming a part of your community. So make sure you understand that. You know, build relationships however you can. And you got to go all in in 2022. Okay, so who is next? Hello. Hi, Mary. A, I can't see you. B, pull over. Girl.

I didn't think I was gonna get on, and I was trying to be proactive and, like, listen while driving.

All right? So I want you. You don't need to look down at me. And you stay on the road. Hopefully you can pull over. Okay, so tell everybody your name, where you're from, and let's rock.

Hi, you guys. I'm from Las Vegas, Nevada, and I think my biggest issue right now is having, like, you know, I'm marketing to title agencies, real estate agencies, like loan officers. And it seems that, like, Nevada is, like, capped out or something because Everyone keeps giving me the same answer. They keep saying, you know, oh, we have our own notary in office. Or we already have our notaries, our preferred notaries. There's already our notaries. So it's like. It's like I keep hitting a dead end or have.

Well, let's talk about that girl. I got you.

Yeah.

You know, first off, you know, I think I told one of our other students is make sure you're reaching out to our local student. I mean, students. I mean, we have some big names in Vegas. Lizeth Galvin just did 120 grand. Falcon Horowitz is 170 grand. Ashley Bolden just finished with almost $200,000 in this past year. So my point is, make sure you're networking. That's not on me. I can give you the community you have to reach out. So the point I'm trying to make is this is also a great conversation to have with a fellow, someone in your own market. Right. So I don't want you to stop just with this coaching. You know what I mean? So make sure you're reaching out in your Facebook group and figure out how you can add value, which is a perfect segue into my coaching. See, a lot of times, look, a lot of times you have to understand it's easy to blow off a notary public loan signing agent by being like, we already have one. We know that's true. They're not lying, right? Because obviously before you walked in, they obviously been working with another notary. So that objection should already be anticipated. So you should walk in with. To an office, and the first words should be, look, you are probably already having an amazing notary. Like, get that out of the way. Right? Like, so my. Then. Then you need to build on that. But the thing is, a lot of signing agents don't like to talk about the elephant in the room. It's like, dude, I know you have a notary, and frankly, you probably got three of them. I get it. Let's move past that. Does that make sense? So, okay, talk about that in the beginning so they can't give that to you as an objection. Does that make sense? If you already talk about beginning, then they can't come back with that now. They need to give you a real reason why they don't use you. So if you're getting the same objection, then you need to say that objection up front. And now they can no longer use it. Does that sales coaching makes sense?

Yes.

Okay, I'm a. Now I'm gonna teach you how to Keep digging deeper. But I hope everybody heard what I just coached on is if you're getting the same objection, then you should lead with that objection so they can no longer get it to you. So now you can find the real objection. Okay? So lead with it next time, right? Like, hey, you know, you probably have an amazing notary. Probably got five of them. Let's move on. That's, by the way, literally, how I enter all my conversations. When I walk in trying to pitch my signing service, I go, look, you're probably working with a great signing service. Like, let's get that out of the way. You know what I mean? Duh. Right? So make sure you enter with that. But here's my second point I got. And you're a loan signing system student, right? Yeah. Okay. So you know that I want you to go back in the videos, in the. In the mentorship videos and watch what. I don't want to give away all the nuggets for free because you're paying for. But what I want to make sure I'm coaching you on is your job when you walk in is not to pitch your service. Your job when you walk in is to pitch value. So when you. Because what happens is you're saying, oh, I'm a signing agent. I'm great on the signatures, but they're. They're not. It's not clicking how you differ from the people they already use. So you have to walk in saying, look, I know you have a great notary public loan signing agent, but here's the value that I could bring you the next time you're in a bind, the next time they don't want to wake up at 6am, the next time that they're stuck in traffic because, you know, it snowed in Vegas and the world's falling apart. So that's a very high level value add. I don't want to give her the rest of the way in, but just go back in the course and watch. Because remember, when you walk into a title office, your job is to show them the value that their business gets by using you, not the service.

So I lead with that too. But.

Okay, I'm gonna stop you because. Love it. Love it.

Yeah.

Your job then is to think, how can I bring you more value and communicate. So let me give you an example. Okay. Do you have a realtor friend?

Yeah.

Of course you do. That was a rhetorical question. So there's a title office in town, right?

Mm.

Okay.

How does the title office make money?

The realtor gives them business.

So what should you maybe do if you know a realtor?

Become friends with them to get business through them?

No. You want to connect them.

Oh, connect them.

Let me say it one more time. How does a title officer make money?

The realtor sends them the business.

Okay, so who do you know?

I know title companies and realtors.

So you picking up what I'm putting down? See, you walk into. You walk into a business thinking, how can you help me? Instead of the LSS way of how can I help you? So if you walk into a title office and you're like, hey, oh, my gosh, man, I'm a local notary public loan signing agent. Look, you know, first and foremost, I know you probably will have an amazing notary. But secondly, like, look, I know that, you know, I'm here to help your business as much as you're here to help mine. So, you know, I know a lot of local realtors. There's any value in me maybe connecting you guys.

Oh, yeah.

Did it click?

Yeah.

But the bigger coaching is stop making this business about you in 2022. Okay, that's just one example, right? That's one example. There should be a. There's a million more examples in the course. But when you walk in thinking that literally your mindset should be farthest away from getting business, it should be, how can I help your business? And go back in the course, I give you a million examples of ways you can add business. You can, you know, your friends that are realtors, you can add business to their. Their business to where they feel almost indebted to you to lead, walk you into a title company, but you have not given that value yet. You should always be like, dude, how can I help you? And then they will want to help you all the way across the board. Make sure that you watch in the. In the course how to network, because I really go deep into. I really go deep into value adding and how to do it. Because when you network, you should all be about adding value. So I did an hour training on what to say to add value to people's business. So go in there tonight, watch that. But my same coaching I gave a couple students before you is like, Girl, it's 2022. Everyone's trying to get. Trying to make their business big. So Vegas is like the networking capital of the world. You should be going to at least one networking event every week minimum, okay? Like Google real estate networking events, Las Vegas. And I promise you there'll be like three pages of like, we're meeting at Luxor. We're meeting at Mandalay Bay. We're. I mean, come on. Like, I guarantee it. And that's another way of getting business. So the point of me saying that and wrapping up with this is don't get too myopic on just a title. Like, if you're getting the same objection from a title company, then you know what? Maybe I should backdoor and go. Really? Too many times. Signing agents like you get myopic. It's. And you're banging your head against the wall, right? Remember, just because it works for another student doesn't mean it's gonna work for you. So maybe you're like, you know what, Mark? Maybe the real, like, you. Kim said it. I don't know if you know the name. Ken said she's one of the biggest earners in our. In our group, okay? She hates marketing title companies, and she hates marketing realtors. So what she does is she marks the lenders. So my point is, she didn't bang her head against only title companies. She think it out another way. So she markets the loan officers because no notary public loan signing agents do. And the loan officers got her in the title companies. So my point is, is don't get too myopic just on title companies. Okay? Remember the training I gave you? I give you scripts for mortgage officer. Scripts for mortgage. I mean, real estate agents. So make sure in 2022, you're. You're hitting every avenue of getting business, not just I'm walking to title offices. That makes sense.

Okay, Right?

Are you excited about 2022?

Yeah. Yeah. Signing right now.

So boom, boom, boom. All right, girl, go get them and keep me updated. Okay?

I will.

All right, bye. Happy New Year. Okay, so many good things I think came out of that conversation. The first thing that came out of conversation, in my opinion, is don't get too myopic on one marketing strategy. Look, we run a business, okay? So like every business in America, there's more than one way to create revenue. Like, let me give you an example. If you opened up a restaurant, you wouldn't only market on Yelp. You wouldn't only run Facebook ads. You wouldn't only run advertisements and newspapers. So why do signing agents get so myopic on one way of marketing your business? You should be trying every single thing that I teach you. I have scripts directly for realtors. I have scripts directly for mortgage officers. I have scripts on how to network and trainings on how to network and networking events. But so many of us are like, I'm only going to title Companies only going to title companies, which is great, but that is one out of a million different ways you can create business. Does that make sense? So please, in 2022, your goal should be like, okay, I'm going to try all these different marketing strategies and figure out which one works best for my personality. Look, there's some of you guys out there who just aren't very extroverted. So you know what? Going into a title company might be the scariest thing in the world. So know what you should do? Go to a networking event, right? Know what you should do is maybe go to open houses where it's one on one. It's not one versus 15 people, the office staring at you awkwardly. Your job is to make sure that you're trying every single avenue of getting business and doing that this New Year's. Okay, who's next? I don't know about you, but I think this so far has been fire. What a great way to solve 2022. You guys are so amazing. If you're following me or jumping on the very first day. My name is Mark Wills. I teach people how to be loan signing agents with the loan signing system. A lot of these people on here are my students and there's some who are not. So if any questions will ever have some faith to DM me. Let's get back to coaching right now. Oh, what up, girl?

Hello.

How are you doing today?

Fine. First I start the business one month ago. I didn't know anything about you even I don't know how you can in my life. I just was looking in YouTube and I watch one of your video and I trust you without know anything. I immediately went and buy the. The. The program so. And start doing it. So I did. Today is my first month. So I did. So far $2,000 my first month.

Hold on, hold on, hold on. You did $2,000 in your first month of ever being a notary public loan signing agent? No, no. Okay.

Just, just no. I never was. I started one month ago.

Got it? Yeah. That's incredible. Okay, so talk to me here, girl. What can I coach you on? I mean, I'm so glad you're a student. Thank you for trusting me. So let's talk.

Yeah. Two things. Once I got depressed so easy because I feel they cannot good enough because if I did $2,000 was because I got whatever $40, $50, $60. And I feel like everything that comes close to my house, I never get it. They. They give me what is far away. Two hours. Yep, one hour. So $40 and that's okay. I focus and experience more than money. So. And also about all your course, not just that one, I buy another one because my goal is to open my own business to have another notaries to.

Work for me too.

That's my goal.

Great. Well you know, I said I, I also have a course on that. We have over 100 signings every started and they buy. Let me backtrack a little bit, help you right now. Okay. And first off, I want to commend you for your mindset. I want to commend you that you understand that it's experience over profits in the beginning of your journey. I commend you for taking everything whether it's two hours away or 30 minutes. But let me just educate you a little bit as far as everybody else.

Right.

So the reason you're getting these signings that are two hours away is because the algorithms that need to see you complete more signings to get confidence that you're not in a mistake prone notary. So just be patient. My point, the more data you give the algorithms, the more closely those signings are going to come to your area. Remember, you're just working against a software program. The software program is taking in the signings that you're doing. If there's no negative feedback, you move up higher in the algorithm rankings. So I don't want you getting discouraged and I hope everybody heard that is the reason you get the signings an hour away is because they're trying to figure out can we trust you with the last minute signings. Once we get enough data points to know that you're not making mistakes, you show up on time, you're error free, then the, then the signs start getting closer to your location and the prices start going up. So you're doing what you're supposed to doing like I teach you and that is take everything. The reason you're supposed to take everything is because you need to feed the software with more information so they can tell the signing service, this notary has 40 signings under her belt. She is trustworthy. Let's give her the signing closer to her location. So you're doing exactly what you're supposed to do. You're feeding the algorithms with information. Trust me, within the next 30 days those signings are going to get closer and closer to your house. Now I want to end with this. You will never be paid what you're worth working with signing services. Okay, so you're good at what you do. You have major ambitions which I love. So my coaching to you is go direct. Like, start working on your direct marketing. You're great at what you do. You're making 2,000 bucks in your first month. You're not making mistakes. So stop selling yourself short in 2022 and be like, mark, I know you want to get signings closer to you, but even if it was a hundred bucks, let's say it's $125, girl, you're worth $175.

When I got one. I mail last. Last week because we canceled the. The web, the. In the video. So you send me an email. They want to send me, I don't.

Know, a short one of these, girl.

Yeah, so. And I made one commercial. They got my mistake, and I did it. They pay me 250 now.

Good. So hold on. And then I. I want you to get a taste of that like you need it. So, like, my point is, is keep putting in the hustle on the signing service side. Keep doing it. But I want you to start putting in the hustle on the direct side, because 250 should be regular for you, not on accident. Look, it's not. Your direct business is not going to happen overnight, but the sooner you start marketing, the sooner that's going to start happening for you. So in 2022, girl, you have ambitions bigger than anything, and I love it. So my point, too, is, let's get working on it.

I am accountant for 15 years. I like business. So this is my fourth business I'm running right now.

So let's get going on the direct business. That's my coaching. You know what, you got what it takes. You understand how to run a business. Go back in, memorize my scripts, and let's go get what you're worth. Let's go.

Thank you so much.

All right, girl. Have a good 2022. Let me know. All right. Bye.

Bye.

About that conversation with her is. Is, you know, I love signing services. I own one, Okay. I love the opportunity to help notaries like you put food on their plate. But look, I'm trying to run a business and make money for my family. I'm never going to pay you what you're worth. You need to go out and get your business in 2022, man. You need to go out and tell people how amazing you are in 2022. We watch people sign their names hundred times. Guys, what we do is not rocket science. Is it? Very important and integral to the real estate industry. A hundred freaking percent it is. That's why we get paid so much money. But it's time for you in 2022 to be like, yo, I'm going to make what I'm worth. I'm going to start telling people I'm a notary public loan signing agent. Because remember, the notary public loan signing agent that makes more money than you is not better than you. They have just told more people they're notary public loan signing agent, you. They've committed to the marketing part of their business. And hear what I just said. The marketing part of their business. When you understand that you're running a business, marketing becomes easy because every business, America, has to do what you have to do. That is tell people that they're open for business. All right, let's go. What an amazing Happy New Year. Happy New Year. I'm so excited. Call me crazy, but this one is gangbusters. This live is so good. So glad and again, if you sent me a DM while I was in the hospital, thank you so much. I read every single one. I felt every single prayer. I felt every single good vibe. I received it also. Thank you so much. This community is amazing. I am so honored to be a small part of amazing connection of human beings who we all root for each other. We want all of us to be healthy. We want all of us to be successful. We want all of us to win because there is room for every single one of us to be successful. Don't let anyone tell you different. We can all make our dreams come true in this industry or any industry because sex is deserving of every single one of us. So thank you again. I'm so, so happy to be a part of this amazing community. All right, let's go to Dee Dee. Oh, Dede, what up?

Hi. I didn't know I was up next.

It looks like you were just walking from a title company. Is that true?

I did. I did. I just finished off the signing and it was like one of the last, like, last minute that came up and they're like, hey, are you available? Like, sure, yeah.

Yes, I am. Okay, girl. Well, look, happy 2022. Talk about a coaching topic I can help you with.

Sure.

So I don't know if you saw my post recently that I posted, but my baby's gonna be a year next Monday, so I'm going to do this. I mean, in a way, I was doing it full time, but I didn't do a lot of evening signings. So now I'm going to be taking that up, working towards scaling, definitely. And then also starting my own signing service. So I'm setting up the infrastructure part of it. I've been in the process classes, I'm doing that. So yeah, tell me what you got for me. I guess from there.

Look, what I'll tell you is don't bite off more than you can chew in 2022. Okay. Slow as a speed. So you have two options while building out your signing service. Okay, you have one option is, you know you're the running theme between all new signing service owners is they wish they hired a scheduler earlier. So you have to find out, figure out with yourself. Does it make sense financially for me, my family to spend three grand a month on a schedule? It depends on how bad you want to, how quick. Excuse me, you want to scale it because you can 100% organize signings while you're full time signing agent. Literally we have 50 students doing that as we speak. That's just going to slow the business down on both sides, right? Take a little bit less signings coming in and you're going to be able to only or only able to organize X amount of signings because you have your bandwidth. So my coaching to you now is ask yourself what you want out of the next six months, right? Is it, do I want to scale this signing service to the moon quick as possible? Which means, look, I might have to take a $3,000 hit in my income to operate in the, in the red a little bit for the next three months so I can move to the black, which by the way happens every day. People raise money for companies every, literally every day. So the idea of operating in the red isn't unique to businesses. So. But that's a question you have to ask yourself, am I willing to operate in the red to give up speed? I want speed is what I should say. So you're giving up a little bit of money and the forefront because you want to scale this thing in the next 90 days or you know, I want to try to figure this out on my own. I want to figure out what I'm going to teach somebody and there's no wrong or right way. So my point is you have to ask yourself those questions. That's my coaching. My coaching is you have to really have a conversation with yourself of understanding mentally what you're going into if you choose to be a full time signing agent and a signing service owner. I think a lot of new signing service owners don't mentally prepare for that journey because you will be in a signing and you'll have a notary in Alaska being like, I can't Download docs and you're gonna be stressed out and you're gonna be like, oh my gosh, you're in a signing and all of a sudden you're being torn. But if you can mentally prepare yourself for that moment, then you're fine. So that's my coaching. Just mentally prepare yourself for this moment of like, I could be an appointment and I could have a notary freaking out. You've been, you've been a notary for signing services. You know, like, not everything goes perfect.

Yeah.

But as the owner of the signing service, your job is to make sure it goes perfect. So my coaching you is really think through your goals for the signing service. That's my coaching. And my coaching for everybody is really think through what the next three or four steps on, on any part of your business. I think a lot of times we just run out of the gate and not slow down and stretch and like, what am I getting into? So you should start a signing service. No doubt in my mind. Zero doubt. The question is, which way are you going to get go and are you going to go like hiring a signing schedule out of the gate or are you going to start with, I'm going to be a full time scheduler and full time signing agent. Either one's good. Just mentally prepare yourself for either one of those. On the, if you're going to hire a scheduler, you mentally prepare yourself for losing 3,000 bucks a month in salary.

Right.

Or you're going to be a signing service owner and full time signing agent. Mentally prepare yourself for a little bit of stress. Like I'm in a signing they can't get. So either one, you got to mentally prepare yourself for and ask yourself, what do I want? What fits my family best? And then go from there. So that's my advice is really think through the next steps and what you want out of your business first and then think through, okay, which one of these two paths do I really want to put myself down? See if that lines up with your goals for your family as well. Because there's not a wrong or right way of which, which, which alley. You know what I told a couple other students is you should reach out to some of your fellow lss. Reach out to Kim Sennett, Calvin Darvill, Danielle Mills and be like, yo, can I talk about which path you went down and what would you do differently? Does that make sense? So utilize the network as my. Also my other coaching.

Yeah, perfect. That makes perfect sense. And I have. It's a little bit of a technical question, so of course I'm going to continue to do the signings as a loan signing agent myself. Would you and, you know, whatever was the best way to do it? Of course, at the end of the day, I'll make the decision. But did you keep it separate as far as like, you know, the income you were bringing as a notary public loan signing agent versus, you know.

Yes.

Income coming in from your signing service?

Yes, 100%. I did. So yes, I build everything. Either you built everything through your signing service, which is probably the route I would tell you to go. I built everything through your signing service. I'm assuming you have a tax person. Tax accounting reasons, way easier. But yes, I would bill everything under either one or very strict two policy.

Got it. Okay.

Makes sense. I hope everyone's inspired by Last year, Dede was not a notary public loan signing agent. This year she is now starting her own signing service. Incredible. Proud of you, girl. Talk to you soon. Okay.

Okay, bye.

Okay. I think, I think that the meat and potatoes of the meat potatoes of that conversation and to me, it doesn't matter where you are in your journey, right. Whether you are just starting out be a signing agent, whether you're trying to scale to a signing service. I think a lot of times signing agents don't think and think about the next three or four steps. So whatever you're going to do, embark upon, right. Whether it's marketing and networking events, really plan out the next two, three months and figure out what works with your family. All right, cool. I got one. Time for one more person. By the way, I'm Mark Wills. I teach notaries how to make money as loan signing agents. If you stumbled upon our live, I'm with the best community notary public loan signing agents in America. Call me a little biased, but I'm so happy to be a small part of everyone's success as a loan signing agent within the community. And even if you're not part of the loan signing system, I'm so thankful that you have followed me and allowed me to be a small part of your day. Conference will happen this year 100 freaking percent. Stay tuned for all the details on conference. Let that be a little bit of a tease. Okay. Doesn't look like she. Let's go with Victoria. I'm gonna try. I'm try. Oh, there we go. Okay, I tried three people. What is your name? Where are you from? And let's rock.

My name is Carrie and I'm from Houston, Texas. And so.

Happy New Year's first and foremost, thank you any questions or any coaching, I can help you right now.

So I'm just not getting started. Well, I'm trying to get started into the loan signing business and I signed up to do the, the nna, I guess it was, but I'm trying to. I, for some reason you came up on my feed and I wanted to know about your program a little bit.

More about your program. There's no, for some reason, girl, there's no such thing.

A little bit more about your program and which one would be best to start off with. Yeah.

Yeah. I don't want to make this a big sales pitch. This is usually kind of a coaching call for current signing agents. But what I will say is thank you for asking me. Thank you for thinking about me. Look, I mean, every house in Texas, every home in America needs a notary to close. I think you may or may not know that. And so what I do is I help people learn the mortgage process, learn the mortgage documents. But most importantly, I don't know how you long have you bid on this live as I teach people how to make money. So just because the N and A teaches you how to do something doesn't mean that they're going to teach you how to make money with that something. So I fit that. I filled that void in the marketplace by look, built a big business. Let me help other people build big businesses. And so thank you all for the kind words and the comments. But yeah, so what I do is I just help people. I'm humbled and full of gratitude every day. But yeah, so that's what I do. I help people just like you. I'm gonna be very honest with you. This is a real business. You know, I'm not here to sell anybody a bag of goods. It takes effort. But what I can tell you though is if you're willing to put an effort, I can teach you. There's zero doubt in my mind. I tell every new student the only thing I can't teach is effort. I can teach you. I can teach you what to say to a realtor. I can teach you what to say to a title company. I can teach you how to go through a signing in under an hour. But it's up to you to put in practice. It's up into you to go out and talk to realtors. So if you're looking for a coach or mentor who has been fairly successful teaching other people, I'd love the opportunity. But again, I don't want to make this big sales pitch. Okay. I appreciate six figure course that's the course you want.

Okay.

And let's get this party started.

Okay, great.

All right, cool. Be blessed. I love talking to new students or prospective students, but I don't want to take away from the coaching moment that this is supposed to be. So let me get one more person on here for a coaching moment. Oh, I think I got a gentleman. Yes. Frank, my man. Oh, Frank. What's up, bro? Mark, how are you, buddy? Dude, first off, thank you. I mean, I gotta represent for the boys today. Absolutely. Happy, happy New Year. You too, man. You too, man. So tell everybody where you're from and let's get a conversation going. Sure. So I'm from Cleveland, Ohio. Been doing this for about a year now. Okay. I went full time last year, so I had a huge, huge year last year. Over 80k. Hold on one second. How much money did you make last year? 80k in my first year. $80,000 its first year in Cleveland, Ohio. So talk to me, bro. How are we going to get you to 100k and even to a signing service? Sure. So I'm trying to do more work through title companies and I have a couple I work with now, but I'm just curious. So I feel like I'm not being paid what I'm worth. Yeah, the title companies give me a lot of business, so I'm wondering if I should approach a rate increase or just because they give me business. Just kind of keep going with the flow and see what happens. Yes. Okay. Two things. How much of. How much of the 80k in a percentage is still signing service? I'd probably say it's a. It's probably a 60, 40 mix. So 60 signing service, 60%. Title company got 4%. So, yeah. The first thing I would tell you is Your goal for 2022 is not trying to get more from that title company, is trying to get rid of signing services. Your best raise is going to be stop working for 90 to $110. Right. So to me, that's the easiest of all the plus. So what I want from you this year is because you know the X's and O's, Right. So when I meet a student, like you're a student, correct? Yes, sir. Okay, cool. So when I meet a student like you who still 60, 40, what that usually tells me, Frank, it's a mindset change I need to help you with. I need you to do two things is a start feeling insulted by anything less than full signing fee. And I mean that seriously, because when you feel like you're not insulted that doesn't motivate you to get up and go, right? Sure. Number two. So literally I want. Because I do. I don't know if it's you or someone in your past, but, like, you're worth, you deserve more. And you need to keep telling yourself that, dude. Like, honestly, this is not a raw, raw, raw speech because the moment you accept a $90 thing, you're literally telling yourself, I don't deserve more. So I think the first half of 2022 is getting your mind right. You're like, dude, I am good at what I freaking do. I deserve the entire signing fee and let that drive the motivation to market little bit harder because you already know how to market or you wouldn't have a title company. The only thing lacking is the effort. And usually the effort is lacking because something's holding you back. And it's either a. This idea that you're cool with making less, which usually derives from like, you need to start telling yourself you deserve more. But the second thing is, man, is. And I'm willing to bet you're a combo of both. And the second thing is, I want you to stop having a scarcity mindset. So what do I mean by that? A lot of notary public loan signing agents who are trying to transition from signing service to direct almost feel like they have to take every signing service signing because they're so scared that more money is not going to come down the pipeline. And so it's a scary. And I think you're nodding your head, so it sounds that might be hitting something on the head here. So my point is, I need you to believe in the relationships you created. And I'm not talking about the title companies. I'm talking about with the signing service owners like you. You. You can say no to somebody and say, still get them to call you back in three days. Sure. So trust that relationship you've built with signing services and stop operating out of scarcity. Why is that important? Because I need you to start time blocking this coming week and be like, yo, Monday, Wednesday, Friday, I'm making this up. Make whatever time works with your schedule. But Monday, Wednesday, Friday of next week, 12 to 2pm I'm only going marketing. Even if a signing service calls you with a $500 signing, you still don't take it because you've dedicated 12 to 2 to marketing. The scarcity mentality is, I need to take that 500 bucks because I don't think I'll make 500 bucks later. Does that make sense? And that mentality is going to get you out of working for signing services. So what I would prefer to coach you on not trying to get more from that title company is to get you to stop working for signing services. Because a, when you start working for other titles, this is what's going to happen indirectly to your income. Is by the way, to answer your other question is I don't think you should go back and ask for more money. I think you need to start finding title companies that pay more. But my point is, by me doing what I'm coaching you on, you're going to find those companies that pay you more and you'll be able to phase that one out. Sure. But what I don't want you to do is to burn a bridge by asking for more money because you need that money to bridge you into full time direct. Does that make sense? Okay, makes sense. So it's not worth the 20% chance you're going to burn a bridge to ask for more money. Just use them as part of that steady income stream while you're segueing out of signing services that make sense? Yes, sir. But dude, in 2022, bro, you got to tell yourself you deserve more. These signing services are making money off your back. That's a joke. Like, literally, like, I make money off a notary public loan signing agents who don't believe themselves enough to go market direct. Okay, admittingly, so I believe it, but I'm trying to help you be like, dude, I deserve the fee. And then when you start getting insulted by anything less, that drives motivation to go market. So I really want your mind to kind of go to that like, chip on your shoulder, you know what I mean? Of like, dude, this 80 bucks is a joke. I should be making 125, 150, because that chip on your shoulder will be like, you know what, Mark's right. I got to start marketing more, being dedicated more to my time. Because obviously Frank, you know how to market or you wouldn't have direct business. Now it's, it's a matter of going all in on that. Okay. And losing the scarcity mindset and that you don't deserve more. Fair enough? Yes, sir. Thank you so much. Thank you. Thank you. Get well soon. Keep in touch, you know, if you need anything. I'm a DM away. You got to get well soon. Look forward to seeing you at conference. Appreciate you, man. Bye. Take care. Okay. What an amazing conversation with a scaling signing agent. You know, you know, if you're in Frank's position where you're like 5050 direct. 5050 signing services. And for some of you who don't know the terminology, direct means you're getting business directly from real estate agents, mortgage officers, title officers, and you're not letting the signing service take a piece of the pie. So for you notary public loan signing agents who are like 50, 50 direct and not direct, it really comes down to not having a scarcity mentality and believing in you. Man, you're amazing. Don't ever forget it. You deserve the entire signing age fee. The signing service is making money off your back. Stop 2022. They'll be building you and your goals and your family's bank account, adding value and changing lives every single day. So I'm going to wrap up with a couple things. Remember what I opened up with. You know, I'm literally on my couch because I'm bedridden because my surgery got infected. I realized that the biggest wealth I have is my health. I realize that the most important thing I and I realize this the hard way. And I'm hoping you get learned and get inspired from me and put your business in perspective in 2022. Do I want you making a trillion dollars? Yes. But not at the cost of forgetting about who you really serve. And that's your family. So when you wake up every single day and you're healthy, when you wake up every single day and your family is healthy, you have already won. You've already run the day. When I was in the hospital on Christmas and you were with your family, you won. You need a member. Count your blessings of health. Count the blessings of health with your family. Because when it is all taken away, man, you realize that nothing is more important than your family. I realized when I was in the hospital on Christmas day that my family was everything and my son was everything. And so I want you to put your family in perspective this year. And remember, yes, it is important to make money. But what is even more important is telling your family you love them, understanding that if everybody is healthy, you have already won. And any money that you make your business going above that is just a cherry on top. So happy New Year. Go out, get the business, bad value. Tell your family you love you. And again, thank you for all the well wishes I received, everyone. I love every single one of you guys. Thank you for allowing me to be a part of this community. It is special. Every prayer, every positive vibe I received. So thank you from the bottom of my heart. Now go get it and get after 2022. Let's go. Bye.