LIVE 1-on-1 Coaching: How to Get More Business as a Notary Public Loan Signing Agent!

Another one on one notary coach with me, Mark Wills. I teach the loan signing system. So happy you're here. Every single Monday, I do my very best to jump on with notaries from around the country and help them work through any things or issues are having with their business every single Monday. These are amazing. I get to meet and talk to so many of you. If you're watching this for the very first time, you're like, man, Mark, where are all these recordings live? They live either in my Instagram feed or on my YouTube channel. I, I am doing this live at 1pm on my Instagram newsfeed loan signing system. Search that. But all the ones from the previous weeks for about a year's worth are on my Instagram newsfeed and or my YouTube channel. What is going on? Everybody? Let's go. What's up? What's up? So if you're brand new this, you're like, how does this work? It's very simple. There's a little add camera button right here where my finger is hit to add Karen bugger. And I'll get you on. So add yourself right here and then I'll jump on. First come, first serve. So how's everybody doing? So Bianca, what's up, girl? Everybody, let's go. All right, so let's get someone out right out the gate here.

Hi. Hi. I'm Asia. I'm from New Jersey.

Awesome. What's up? What's up? Asia, how can I give you some coaching today, man?

Okay, so I'm just starting out. I have done a few notaries. I've done more so of wills and poas, but I'm finding it very hard to get get started with my loan signing. I have, I'm almost done with your class, but I'm still finding it hard to just get over that hump of doing that one first signing. I don't know, but I'm still finding it hard. I keep practicing and I keep studying, but I'm just finding it hard to get over that little hump.

Yeah, look, first and foremost, I think give yourself, be easy on yourself. I think is my first. I think when you're a new notary, public loan signing agent, a new notary, we put a lot of pressure on ourselves to be as good as a veteran signing agent. Asia, girl, it's going to be okay. You're going to get there. So I think too many times you're comparing yourself to a notary public loan signing agent who's done a hundred of them. Or you can make yourself To a signing agent who's done 50, like, it's okay. Your first signing might take you 90 minutes. It might take you two hours. No one's judging you but you. So that's why I say, be kind to yourself. I would go into this just saying what the best experience you're going to have. If then my best teacher is experienced. Excuse me. And when you realize, look, you may make a mistake and it's not going to be the end of the world, okay? I want you. I want you to. You may make mistake. It will not be the end of the world. Remember, you're dealing with people who know you're human. Okay? Your job is if you make a mistake, which, by the way, I bet you don't, but if you do, you just fix it. So my point is, I think you're expecting yourself to be perfect and no one else is do expecting that. You see what I'm saying? So I think if you're a little easy on yourself to get you over the. Might be a little bit easier. Remember, you can't compare your chapter one to someone else's chapter eight. You know what I'm saying? And usually it's just a mental hurdle. Okay, I'm going to be new at this and that's okay. Does that make sense? Like, you're going to be new and that's okay.

That feeling of, do I make a mistake? I want them to call me back, so let me not do it in case I make the mistake.

Yes. We're living more in the fear of an error instead of living more in excitement of doing something new. And so I need you to live in excitement of doing something new. Live in the excitement of, wow, I am going to be a great notary public loan signing agent. Instead of having the narrative, what if I make a mistake? Because, girl, what if you don't? Right? So for some reason, we're all, not just you, by the way. We all have this negative narrative. It's time to change that positive to, like, what happens if I don't make a mistake? You know what happens. You get more business. So why are you assuming you're going to make a mistake when I want you to assume you're not going to make a mistake? And here's the truth. I'm going to end with this. I'm going to say it again till my face turns blue. If you make a mistake, it's not the end of the world, okay? You're going to take accountability. You're going to go fix it. You're Going to say, I'm sorry. And here's the truth. I own a signing service. Right. I would rather work with a notary who I know will take accountability than almost anything else. I deal with so many notices to go, well, that wasn't my fault. That document wasn't in there. What do you mean? To miss a signature instead of mark, I got you, man. What do you need me to do? So my point is, even if you make that mistake, as long as you put yourself in a position to helping the signing service, escrow officer, title officer, they're actually going to love you more because so many notaries don't hold themselves accountable. So many notaries fight them like, well, what do you mean? Are you sure? Can you double check the scan? I'm like, look, dude, I'm only here because my client who's a loan officer is telling me to go get. Can you please be on the same team? So sometimes making a mistake actually makes you more valuable to the escrow officer. Does that make sense?

Yes. Yes.

So I think so many times signing agents are like, oh my gosh, I'm gonna make a mistake. When sometimes I'm actually more excited about meeting notary public loan signing agent who will do it because I know people are gonna make mistakes. To me, I know that's gonna happen time to time. And so you who puts this unnecessary pressure being perfect. I don't put an unnecessary pressure thinking every notary is never going to make a mistake. Would I like them not to? Yeah. But I'm expecting it to a certain degree. And as long as they take care. But I'm happy, you're happy. Does that make sense?

Yes. Yes.

Cool. And when you go back, read some of the comments because everyone's rooting for you, but we have a notary public loan signing agent who's a big hitter out in Southern California. She goes, drop everything else to make that correction asap. That's all people want. And so change the narrative. Live in the excitement, don't live in the fear. This is amazing. You're amazing. Say it with me. I'm amazing.

I'm amazing.

Let's go. Let's go. Thank you so much. All right, I'm here if you need anything. Okay. Go get it. Thank you. You're welcome. I think that conversation with Asia is very good for every step of the process. See, a lot of notary public loan signing agents prevent themselves to go marketing because they think they're going to stink at the script. Right. They think they're going to do bad Instead being, what happens if I don't stink at the pitch? What happens if I do well? So instead of having this negative narrative like, what happens? I make a mistake. Start thinking about what happens if you don't make a mistake. And again, I empathize with it, because it's so easiest for us to be our own biggest critics. But if you start learning that successful people have control over their mindset, that's the biggest difference between scaling signing agents and beginning entrepreneurs and people who are successful. I choose to believe I'm going to do everything right instead of choosing to believe I'm doing everything wrong. And so that is a decision you can make, by the way. And it really, really differentiates successful people from unsuccessful people. Is literally mindset. And it starts with controlling your narrative. It starts with realizing I'm going to succeed instead of I may fail. NASA, you're going to be good, girl. I know it. Let's go. All right, who's up next? All right, let's go to Liz, and then we'll go to Jaspreet. How's everybody doing today? Let's go. Oh, hello. I believe this is Lizette. Girl, what's up? Hi. How are you?

I'm good. I'm good. How are you?

I'm amazing. Okay, cool. Tell everybody where you're from. And let's rock.

I am from Las Vegas, Nevada, and as I've told you previously, I don't know if you remember, but I am a TC For a real estate agent. We have some understandings, but I do have quite a.

Quite a.

A bit of escrow officers that I do know personally. On a professional level.

Yes.

And I haven't done an actual signing yet. Okay, I have already started.

I'm gonna stop you. Yeah, we're gonna continue this. But I heard something. Okay. TC is a transaction coordinator. They work with real estate agents to help get the transaction from beginning a purchase contract, or close of escrow. So you said something that I want you to change the narrative because it doesn't matter if you become a notary public loan signing agent or tc. Is this idea that I have a professional relationship? We need to. We need to lose the word professional and just have this idea that I have a relationship. Because your job, Liz, is to turn every relationship into a personal relationship. Because business is personal. The people who realize this are the ones who make the most money. So even if you're a tc, Your goal is to make sure you have real personal relationships with everybody in the transaction, like these escrow officers. You should Be asking out to go, like to, I don't know, circus to LA or something. Right. Whatever you do in Vegas, we have to stop having this mindset that it should be business or she personal. I have friends and have business relationships. When you understand that they blur lines is when you make the most money. Because people want to do business with friends. People want to have business with people they could be vested in emotionally. Does that make sense? Yes. You got to start. The first thing I want to. I heard that I got to change that narrative real quick, is we have to stop saying professional and you start saying a relationship. Your job is to take any business relationship and make it personal. Because news flash, business is personal. It's the people who don't cross that line who end up not having scalable businesses. Okay, so that advice is whether you become a notary public loan signing agent or not. Because, for instance, this is why it's so important. Imagine if you had a personal relationship with all those escrow officers. How easy would it be to transition into being a notary public loan signing agent? But the fact is you don't. So that's why you're a little hesitant. You should be creating personal relationships because you never know when you need that relationship really to maturate. Does that make sense? So you should always be working on creating every relationship personal, because there could be a day like this that you're a notary public loan signing agent. You now, like, want to take advantage of your relationship. Maybe be like, hey, I'm starting something new. And they're like, girl, I got you because you are friends. Does that make sense? So, yes. Whether you become a tc, I mean, signing agent or not, please heed that advice because you want to turn every relationship into a personal one for moments like this. Does that make sense?

Yes, totally.

Okay, cool. Sorry, that was a tangent. I'm the coaching moment, so I heard it. So continue your thought. You have relationships with escrow officers. Go from there.

Yes. So I have not done a complete signing yet. I already. I actually got offered one five minutes ago and missed it. So I'm gonna go recall them. Yeah, but I don't want to go straight to the escrow officers like you said. I kind of want to start to build a relationship first and then hit them with the whole shebang.

Okay.

And I want to get. So I'm thinking now that you said that, my question probably just left and now I know exactly what I need to do.

Yeah, I'm going to end with this. I'm so happy that Moment resonated with you, because when you realize that business isn't professional, if a business is personal, and then what happens is, like, let's say you created these personal relationships with all these EOs over the past six months. Whatever. Yeah. Now you have a very genuine conversation. You're like, hey, man. So I'm going to start trying being a signing agent. The first words out of their mouth would be, girl, I got you. What do you need? But now you're having that tough conversation because you've never made the business relationships personal. So I think you understand what the assignment is. The assignments are becoming real human to everybody. And be like, hey, how was your weekend? Ask them how their children were not talking about your life. Create a real relationship. And then the organic conversation. I became a notary public loan signing agent becomes very easy. Does that make sense? So, yes. Your homework this week is to figure out who you have the best rapport with currently and then figure out how you can take that rapport to the next level. Like, it's easy as, like, hey, I'm. I'm gonna grab lunch in your area. You want to grab some lunch? And they'll be like, yeah, I'll be down. You know what I mean? You start taking it more personal, and then I think you'll see business.

Okay, thank you so much for the advice. I'm gonna rock with it now.

I love it. Keep me posted. You know what I mean? Let's go.

Yes, we'll do. Thank you, Mark.

Welcome. Bye. I think the biggest takeaway, the biggest takeaway from that conversation is realizing that relationships are personal, man. Like, there's the people who put that line between business and personal who really don't scale businesses. People want to be vested in you. Does that make sense? Like, people want to know that you're helping someone that they're vested in. And the only way that happens if you make a real relationship. So that's why you got to be authentic, find commonalities, and base your conversation off those commonalities that you have with these people that you already work with. But what's that clicks, man. I'm telling you, business is so easy to scale because it's no longer about business. It's about two people trying to connect and be having an organic, authentic relationship. Too many notary public loan signing agents walk into an office, act like a robot, and then be like, mark, I'm confused why I don't get business. The answer is because you're acting like a robot. The answer is you're so Scared because you're not being a real authentic person. And remember, you cannot connect with everybody. I think there's this misnomer as a notary public loan signing agent or just as an entrepreneur that every person you talk with, you're just getting to connect with. That's not true. Look, some of you guys on here have been following me for months, and you still haven't bought my course. Which is okay, because I cannot connect with everyone. I can just be me and know that I'm going to connect with who I'm supposed to connect with. That's what you have to be doing as well. So remember, business is personal. If you don't make it, that you're going to have a tough time scaling any business, not just being a notary public loan signing agent, period. Okay, cool. Let's go to the one and only Paulette. Paulette, was that.

I actually don't have a question. I just have brags.

Okay, Share some wins. And there's somewhere that I can help coach something. So share your wins. Someone could clap with you.

You know, I am probably like one of the most hesitant of doing direct marketing.

Yes.

But I used the Southern California. Actually, the California advocacy. For the last couple of weeks, I went out marketing, using that letter as my excuse. I did go into some new offices. I went into an old office that all of a sudden, for the last two months, I hadn't heard anything. I've done 75, 74 signings with them. And then all of a sudden, two months, nothing. So I took that letter in, and they've kept me busy again. And I don't know why they stopped, but they did. But here I am back with them. But Friday, I went into an escrow office, not your signing service. But I did get this from a signing service, and it was local escrow office. By the end of.

Let me just. Let me just stop you. Stop you real quick. And so I think that you talked to a point that I'd like to coach you through and coach everybody through. You said you had a great relationship. You had 75 signings for an escrow office. Boom, they stopped using you. Two months. There's a natural reaction that I did something wrong. There's a natural reaction that it's slow. There's a natural reaction that I failed somewhere. There's a natural reaction. Instead of saying, man, maybe one of the escrow officers, boyfriends, husbands, you know, daughters, came out of college for a couple months, they fed them signings. There's so many different things. Because I can Tell you, I've lost clients for six months. And I used to realize that the only I used to get. I used to like, oh, my God, what I do wrong? I panicked. And then I realized that, oh, someone's daughter came in town for six months. They're in between jobs. And sometimes, no matter how good a relationship I have, it won't supplant. Maybe a family relationship has nothing to do with it. But what I learned is if I just stayed persistent, that whoever came in eventually would go out and I'd move back in. So my coaching is understanding that businesses have ebbs and flows. Relationships come in and out. You never know whose daughter may came back from college, by the way, that's a true scenario for me. Specifically, if someone's daughter came back from college and they gave her all the signings, I'm freaking out. And I come back that my daughter was here for two months. Mark. My daughter had to make as much money as she could before she went back to college. The whole time, I'm blaming it on myself. And so my point is, sometimes there's not a rhyme or reason to why someone quits calling you. Your job is not to panic. Stay continuous. We're trying to keep that relationship because moments like this will come back to where two months later, they're using you again. But what you don't want to do in those two months is panic and feel like you failed not continue that relationship because this will happen again. By the way, Paulette, where it's going great. And then all of a sudden, someone just gives ghosts you, and it literally has nothing to do with you at all. Does that make sense? And so it's just keeping the mindset of, I can't compete with someone's daughter. I just can't. You know what I mean? I can't compete with someone's boyfriend, or I can't compete with the manager coming in and saying, you know what? We're using this person, and then letting that person crash and burn before I can come back in. You know what I mean? So that was a moment I wanted everybody to hear from. Is that sometimes relationships come and go that are bigger than the relationship we created. Does that make sense? And just. But sticking with the authentic relationship that you are trying to build, because you never know when those ebbs and flows are going to come back. Does that make sense?

In all fairness, it was my fault. Yeah, I. My mom had a stroke and I canceled all of my appointments from signing services and I forgot about theirs to cancel. So I Missed an appointment, but as soon as it, like, dashed over and handled it that night. And then they also. She also asked, are you done traveling? Because you were out of town all the time, and I really wasn't. But that was their perception, so.

Yeah, exactly. Exactly. Right. Everything's perception, to my point, was still made. Right, Right. You don't ever know what that's going on in the background. But a lot of times people assum, I did something wrong. It's me. The world's falling, and so I'm trying to coach you and everyone else is like, mindset's everything in business. So it's just realizing at those moments we have to stop making it about us because it's actually an arrogant and ego move to think you made the mistake. It's something you did. When business is more about letting open, like, look to the possibilities that there could be other surrounding forces like perception that would make that happen. So anyhow, Paula, I'm not saying you're doing anything wrong. We're trying to coach you through a moment and really realizing that, like, when you make business bigger than you, I think sometimes business is easier to go through those ebbs and flows that are with. With without fail going to happen. So anyhow. Well, I'm glad you shared that, girl. That was a good conversation. Hopefully I see you in August.

Okay. Yes.

I think my biggest takeaway from that is, and I think a lot of times notary public loan signing agents feel, I haven't heard from a client in two months. Oh, my gosh, I did something wrong. Instead of, okay, somebody's daughter could have came in for two months. The escrow officer trying to give the daughter as much business as can before they go back to college. Or maybe a new manager comes in and says, look, I had a relationship with this notary. This escrow officer comes in, pushes their weight around because they're the manager. Nothing was wrong with you. But your job is to keep that relationship going until your opportunity presents itself again. What happens a lot of time is we assume something's going on. And usually we point fingers at ourself instead of being like, okay, look, a lot of things could have happened that weren't my fault. My job was always to create an authentic relationship. Just someone's giving you business doesn't mean that also they shouldn't be your friend. That wasn't an authentic relationship to begin with. I am still friends with people in the industry who no longer use my signing service because it was never about me only being their friend because they were giving me business. I really built an authentic, real relationship with somebody. And in the moment came that they can no longer use my signing service doesn't mean we're not friends or I don't want to still hang out with you. And that's the key, is understanding when you're building through these relationships, they need to be authentic. And they should be able to weather what moments of you not getting signings, because if you were only friends with them because you got signings, well, I'm telling you, that's an inauthentic relationship. You need to check yourself a little bit more. Right. So you got to be like, am I really in this authentic relationship? And if you are, your business will always scale. So make sure you realize if you don't hear from somebody, it's not the end of the world. But your job is not to ghost them because they ghosted you. Does that make sense? Your job is not to stop talking to them because they stopped talking to you. You need to show them that this relationship has always been real, has always been authentic. Does that make sense, everybody? I think too many times people like, oh, they haven't called me in three months and all of a sudden you're embarrassed to go back in. Then that tells me you never had a real authentic relationship to begin with. So make sure your heart's in the right spot. And then nine out of 10 times, people will circle back to you when that time's appropriate. Okay, cool. I thought that was a great conversation. Let's go with Aaron. How are you? Everyone's doing? Happy Monday, everybody. May is my month. Say that with me. What's up, girl? Hi, Mark. I'm so good. Tell everybody your name and where you're from.

My name is Erin and I'm in Baltimore, Maryland, and I'm new to loan signing. I took your workshop. It was excellent. And here in Maryland, it's a journey to be a notary public loan signing. You know, you have to pass the tippet.

Yeah.

So I just need some coaching on.

How to get started.

Started. And I signed up with Snapdocs and another one. So I just. It's just. It's a lot.

Yeah, no, it is a lot. That's why I have a course. So my coach, my two things is this is breathe. Remember, slow as a speed, girl. It's going to unfold the way it's supposed to. Your job is to get consistent effort and that the results take its take care of itself. Okay? So with that being said, my first thing is, you know, I Heard you signed up with snapdocs and someone else like, well girl, there's like eight platforms and 300 signing services.

So you're upload my ID on snapdoc. It was frustrating but I got it done today.

Good. That's one out of eight platforms. My point is this is like your job is to be methodical. That's your job, right? Snapdocs is not the end all. Okay. Signing order isn't the end all. Notary Cafe isn't the end all. Your job is just quit seeing snapdocs as the only thing. You don't know what signing service is. Because for instance, I don't use snapdocs. I would never find you because you're not on I'm not on snapdocs. Not every signing service uses snapdocs or Signing Order because they take a part of the signing fee. Some people still go through Notary Cafe or Notary Rotary. So my point is, is your job is to be slow and patient but thorough. Go through every single platform, start signing up directly with the signing services, then call and introduce yourself. Then once you're done calling in and I'm Talking about all 300 signing services, your job then is to start marketing a title. Companies, we have the old Maryland dmv, Ambassador Charter Inc. Signings right on this, on the. You can see she just made a post. She is now in, in Florida, but she built her whole business out of Maryland. And so my point is, your job is to realize this is a marathon and not a sprint.

Okay?

You know when I hear a little bit of panic out of you is oh my gosh, it's like just slow down investment. Yes, slow down. This is a real business. Right. You wouldn't get mad at your physical trainer that you haven't lost weight in a month. Right? You're like, I understand that it's going to be a six month process to get my body where it's going to go. As your notary trainer, I got to tell you the same thing. It's a journey, it's an investment. Be patient. Your job is to just do everything that's in the course. Not just snapdocs. Not just signing order, Notary Dash. Right. Notary Cafe or all your profiles optimized. Are you saying in your profile what all the trainings are telling you to say in your profile? So don't just focus on snapdocs, don't just focus on signing order. Like if you go to the gym, you don't just focus on the treadmill, do you? You go, you Lift weights, you do legs, you do back, you do buys, you do core. Building a business is the same way. But sometimes a lot of students get focused just on the treadmill, which would be like snapdocs. They focus just on signing order, which is like, a lot of guys only do chess. They're trying to look all great, but you're like, dude, what about your back, bro? And so same thing with business is you can't just get myopic. Okay? So my, my, my coaching to you is slow down, go back into the course, watch all the marketing stuff over and over. You'll see the list of platforms, you'll see the signing order list, you'll see the training from signing service owners who give you specific tips on what to do in your profiles. Like, you're, like you said, there's a lot of information. So just be patient. Okay? Remember, mortgages aren't going away anytime soon. Look, I get you spent money, I get that you spent time. But you can't build a business out of being reactive. You got to be proactive. You can't build a business out of desperation. You need to build a business out of excitement, because that makes sense. And a lot of times I see new notary public loan signing agents build it out of desperation. Therefore, they skip things, they skip modules, they're not thorough. Instead of building out excitement, does that make sense?

So I just need to be more patient because I got into this and not really researching because my friend in Virginia, they don't have to explain the documents like we do. They just say sign in point. So it's.

Well, no, let me, let me stop you there. That actually is every state. I teach you differently so you can get through signing more efficiently. But technically our job is just a point sign. But not summarizing the loan docs actually makes a loan signing take longer. So your person in Virginia, technically, my point is, you could be doing the same thing. I don't recommend it because I want you to go through your signings quicker. Right. But yes, I, what I'm sensing as a new notary public loan signing agents, a little bit of like panic. And I'm telling you, just be patient. The business is there. I promise you you're going to build, but you got to be patient and thorough and, and consistent. Right? The best analogy is always weight loss. Like we all want to lose weight. A lot of us won't do what it takes to lose the weight. Everybody wants to build a business, but most people won't do what it takes to build a Business. But you have a coach. You got me. You have the signing service owners. In fact, Danielle Mills, who's out of Maryland, gave a training to every loan signing system student. Go find her. She talks about Maryland, but see, you're operating so quick that you're missing some of those trainings. You're so concerned about xyz, you're like, shoot. You're so concerned about losing weight, you're not eating. Instead of, maybe I should still eat, but also go to the gym. So there's a healthy way of building your business. And so I just want you to just take a deep breath, know that mortgages aren't going away anytime soon. Girl, go back, watch. McDoniel Mills literally gave an epic training out of Maryland. So just go find it. It's in the business coaching and mentorship course. Player Danielle Mills is her name. And so you'll find her training. It's very Maryland specific. That's why I do training some signing agents all over the country, Florida, Maryland. In fact, we have another notary public loan signing agent, the current ambassador, Brad Martin, who's also out of Maryland, who gave a epic training. So your job is. My bet is you haven't watched either one of those. That's my point. And now. And you. And you're still like, oh my gosh, where do I do this? And it's just because you're not slowing down and just taking in all the training that you've paid for, quite frankly.

Right. I'll google Danielle.

Well, yeah, but. But you can't Google what's in the course. You got to go on the course. She gave an hour training in the course, and so did Brad Martin. Like, you only get that information if you paid for it.

You did Calvin, I think his name was.

Yeah, he's from Florida. His was epic, by the way. But my point is I have Maryland specific trainings. You're you, because you're operating out of being desperate, aren't taking the time to find those. So you just slow down, go through all the trainings that you paid for, and you can start cherry picking things that are relative to you. But you're just so. Oh my gosh. Oh, my gosh. That you're missing everything that that's there for you. Does that make sense? Yeah. So be patient. Tag me in the group if you can't find the information. Remember, you have a Maryland ambassador, Brad, who owns a signing service in Maryland. Your job is to connect with other lssers in the dmv. Again, you're moving so Quick. That you're not taking the time to, like, connect and figure out who should I be networking with, who should I be talking about getting business? You're just operating out of, like, reactiveness. So my coaching is just. And you go back in the course and find all the information that's very relative to you. Okay. And if you can't find it, tag me. I got you, girl. All right.

Thank you so much, Mark. This is very helpful. Thank you.

You're so welcome. I hope everyone got value from that, too. Tag me. DM me. And I got you. Okay. If you need anything.

Thank you.

All right. Bye.

Bye.

So I think my biggest takeaway from that as any new notary public loan signing agent. And the cool part is I'm starting to see a little bit of comments. River mama said I rushed myself and found I missed a lot of great inf. And I think a lot of notary public loan signing agents do that. A lot of notary public loan signing agents build the business out of desperation instead of building a business out of excitement. When you build a business out of excitement, you understand the value of slowing down, reading information, finding the trainings, and realizing that business is at the end of your learning curve. Business isn't going away all of a sudden in two weeks. I think a lot of notary public loan signing agents who are new build the business out of desperation and they end up not building it because they're so scared that they're not going to be able to build it that they miss so much information. And then they market out of desperation and they act out of desperation. But when you operate out of excitement, you operate out of trying to try to really build the business. You find that things slow down and all this information that you were searching for right in front of your face. So great conversation. Hope some people got a lot of information out of that as well. All right, who do we got next? Let me go to D. The one and only dd. I hope everyone's having a great. My opinion. The three conversations I've already had have been fire. So make sure you watch all of this. If you just join dd. What's up? Hi. There we go. Yeah. Hopefully you're part. Yes, I can. I am.

I was.

I was just playing.

Okay, good girl. Talk to me one on one. Coaching. I was. I was up, bro. Give everybody a little bit of an update here. So you started your signing service is going well?

Yes, it is. I actually had a goal for the month of April and I surpassed it a little over what I had Set my goal for. So that was really exciting. I was like, super, super happy. So, yeah, thank you. I. I have nothing but gratitude to or for you, Mark, and the loan signing system. It's a process, but you have to follow the process. So thank you so much. I just want to say that at.

Least on the podcast, welcome. And if you don't mind me, because we just talked to a new student out of Maryland and you said the words a process, and I agree. And I try to tell everyone it's a process. Your job is to embrace the process. And I think a lot of people try to run from it or they try to get through the process so quick that they end up realizing it was never about not having business. It was just about not trusting and actually enduring the process. And I think, you know, you've been a signing agent less than a year and you already own a signing service. So I hope everyone is inspired by that. Yes, yes, yes. Okay, cool. This is about coaching. What can I help you with today? Didi, you're breaking up. Oh, Dee, you're gone. Okay, so did he jump back on? But try to jump on with some wi Fi so we can break that down. Let me go with Jaspreet. Jaspreet, where you at?

Hi, Mark, how are you doing today?

Good, good, good. Talk to me, girl. Always good to see you. Your beautiful smile. So what can I help, coach? Oh, tell everybody where you're from, by the way.

Yes, I'm from California, from San Francisco City. San Lorenzo.

Okay, cool.

And a quick recap. I started my marketing direct officially on 11th of April. So my target is one city and different title company. So far I have targeted 10 title companies. Out of 10 prospect title company. Two are my current clients, so it is still prospect out of them.

Okay, hold on, let me make sure I heard this right. So you prospected 10 title companies and two of giving you a signing out of 10?

Yes.

Okay, so I. What I want to teach you and everybody right now is market marketing is about data. First off, I want to tell you, a 20% closing ratio is incredible. Okay? So the difference is a lot of people be like, oh, Mark, only two out of ten. I see it the opposite. I'm like, wait, look, a good baseball player can hit a baseball three out of 10 times.

Yes.

So my point is a lot of people will go, oh my gosh, Mark, two out of ten. Two out of ten is a good. Any sales professional will tell you if you can get 2 out of 10 people to buy your product, that's a win, right? Some people 15 out of 100 to buy my product. So a 20% closing ratio is incredible. I think if you can get to 30 or 40, it's out of this world. So my first off, I want to congratulate on the 2 out of 10 because that is phenomenal. So give yourself a round of applause on that. Right?

It is not possible by you. And yes, Brad Martin, I will really thankful to him because the moment I was in his mentorship training that day, I just made myself very clear that I need to follow the same thing which he said. And you can't believe me, I followed 100% of that process which, which he trained us and I saw the result. So it's not like, okay, you will not do and you will not get it.

That's what you have to do right there. I want to speak to some loan signing system students. She watched Brad Martin's training, which I just told a Maryland student to do. She implemented what Brad taught and she got business. Successful people are just implementers. They don't recreate the wheel. Successful people are the best students.

Yes.

You chose to watch Brad's training. Not everybody does. I bring as many signing service owners to you guys and it's up to you to watch it and then implement it. So Jaspreet, I want you, I want the people be inspired by you because while you give me credit, I actually take this much of it because you took the time to watch it, then you took the time to implement it. I hope everyone's inspired by you. And the people, you know, think it's magic that people get direct business. No, you learn and then you implement and then you don't get discouraged that not everybody uses you. Two out of ten people, to me, that's incredible. So now in order to get two out of 10, you got to market to 10 people. So now you go to 10 more. You get two. That's how you get to four. You got to go to two more. Like it's not slow. Most people just aren't putting in the work. And if they put in the work, they're not patient enough to understand that two out is a good ratio. So I'm proud of you.

I do get the response that right now the system is little slow. We don't have that much inventory. So I tell them like, it's okay, I'm not here for the signing. I want to first build a relationship. You have to see me as a signing agent or how I can add the value to your business. So Mark, I can tell you one more thing. I started on April 11 and when I went to next week I was like, I was thinking what to say now because first was like, it was very too much. Second was like, okay, second week. But I have to say them. So I went there and was some little goodies and some little something and then I said, okay, I'm here. I went, I and they remember me from next last week they said that yeah, we remember you. But it was like as soon as you go next week and then they remember you well. But I have two couple of questions for this now. I went last week on Monday. I didn't went today because I thought let's do the email to give you give them the week schedule of mine because now they know me personally. And so I have a question like how do if I have eight prospects, right. Do I give them the same schedule I'm giving to first five or how do, how I can do that?

Yes, the answer is yes. Here's something else I want you to do. Marketing is about testing. Okay, so what do I mean by that? You have eight people that you need to follow up with. Right. Who have not given you business.

Yep.

So what you should do, what a smart marketer would do, which I'm going to tell you what I would do is you don't know what works for you in your area until you try it. So my point is this, you have eight different people you need to follow up with. Maybe one of the eight you go in every Monday. So see how that works. Maybe one of the eight you do email follow ups every Monday. One of the eight you go email in person. Email in person. Okay, test what works. Right. The same thing is going to work for everyone is not being a real thing. What works for me and works for Brad might not work in your market. So the same, there's no wrong or right way, but the right way is to test. Does that make sense? Then what you should also test? Jaspreet, what I love about you is you're an implementer. So I know you're gonna do this is that you should test what you say in the follow up. So maybe this client you, you use this pitch, this client use this pitch and then see what kind of feedback you get. Because I actually don't know what's gonna work in your area. I don't know what, what works well for Jaspreet's personality. But your job is to test, right? So maybe you test goodies with four of them. No goodies with Four of them. My point is, be a little bit more scientific with your marketing.

Yeah.

And figure out what works out for you because I could give you all the advice in the world, but the truth is I don't know your market. But the truth is you should be testing what works in your market. So maybe one client you do go every Monday, and then you know what? Well, that didn't work. I'm not going to do that again. But you don't know what doesn't work until you try. But you don't want to try the same thing with every person because you're figuring out what works with my personality, what works Right. With my market. You know what I mean? So maybe you choose one of the eight and you only do email follow ups.

Okay.

And you're like, well, shoot, that actually works. So now you try that with another person you mark, you follow up with and wow. So I've sent eight emails and I got zero responses. So that is your sign that maybe that's not appropriate for your area. Does that make sense?

Yes.

Or maybe, you know, the once every other Monday you're following up in person. Every other Monday you're doing an email and then you're like, wow, that seems to be. I'm getting the best results. So then you take that and you try with everybody else. You know what I mean? Jaspreet, I think what you're doing is inspiring. I hope everybody heard that.

But I have one more question.

Yeah, go. I got time for one more to go.

I will ask quickly. So the other one is I do get the follow up email back as a response and it's positive, 100% positive. So I want you to ask that. How will I take those responses when the escrow officers say that your, your card is in my desk. Whenever I get any signing in your area, I will call you. So is it a positive response? I should change it to the current client or not yet.

That's perfect. So basically what they're saying is you're on my radar. Okay. This is a great, this is a great feedback for everybody listening. So Jaspreet's getting the feedback. Like, we know you're here, we got your goodies, we got your pitch. We love you. So that's what they're saying. Okay. But here's what you also need to hear is while they're on they, you are on their radar. It's your job to stay on their. Yeah. Does that make sense?

Yeah.

So cool. You're so what I would do with someone who Was I'm on the radar is maybe a once every few week drop in maybe a once a week email. A. I just wanted to know I'm here if you need me. But your job is to stay on the radar. Too many times signing agents are like, oh my God, I got a great email. They haven't called me one. Because you're not staying on the radar. You know what I mean? So your job just to stay on the radar. Very soft emails like a. It's just free to say if you need anything. That's it. More of just a top of the mind email. Does that make sense? Yeah. And then don't forget they need to see a face to the name.

Yes.

So maybe every few weeks. Few weeks. Hey, it's me again. Again. What I love and I hope everybody rewinds this when I post it is Jaspreet had the best loan signing system line. I'm not here for a sign. Just here to build a relationship. So my point is when you go on the follow up, same thing. Hey, I'm not here for a signing. Just hearing meant to let you know that I'm here if you need me. That's it.

That's a straight line. I told one of my clients who became prospect of the old republic title. He was so happy. And that's what I got to signing.

So I hope everybody heard that. So I think from here on out, Jasper, your job is sometimes once you know that they know who you are, they know the service and value you provide.

Yeah.

Is to make sure you're staying on the radar. Very non, very non aggressive. Hey, I'm here. I don't know if you're married, but like when you're just starting to date somebody, sometimes you just want to know that they're there. You don't want them to be too aggressive, but if they forget to remind you that they're around, you're like, I forgot about you. You know what I mean? So dating is the perfect analogy because that's really what we're doing. We're trying to get that first date, which is a first signing.

Cool.

Great. A great conversation, great question, great feedback. I'm so proud of you. Keep doing your. Let's go.

Thank you so much. Let's go. Yep.

Let's go. Oh my gosh, I'm so proud of Jaspreet. But let me just kind of give you a recap on that conversation. You know, everybody always asks me, man, like the mark, you have students that make 10 grand a month and you have students who make $500 a month. Like, what's the difference? And the difference is Jaspreet. Jaspreet goes to those trainings of six figure notary public loan signing agents. Most notary public loan signing agents don't. And they go, why can't I get business? Jaspreet said something which I'm, I am okay with repeating. It's what another student trainer taught her that resonated. I taught her so many things, but she straight up said, mark, what Brad told me, what I learned from Brad, I did. I got business. That's what I do. I do my best to bring as many people in to teach you how to build a notary public loan signing agent training program. Because I do not believe I'm the only person who knows how to build a notary public loan signing agent training business or notary public loan signing agent business. Excuse me. So I bring in different perspectives, but Jaspreet actually attends those trainings. What's the last training you've. You've attended? Jaspreet gets business, but she chooses to go in to watch different people's perspectives, and then boom, something resonated with her and bada bing, she's making money with it. So make sure you're like Jaspreet and you become an. You become a implementer and someone who takes their training and their schooling as serious as anything else. Vanessa, how are you doing? I got time for two more. Hopefully we'll get Vanessa on. She's been on here for a minute. Vanessa, how's everybody doing? Vanessa, what's up, girl?

What's up, Mark? How you been?

Talk to me. Where are you from? And then let's have a conversation.

All right. My name's Vanessa and I'm a notary in Williamsport, Indiana. I wanted to get on to share a win because I made my first first thousand dollars this month, everybody.

She had her FL. First $1,000 plus signing of the income month in the state of Indiana. Girl.

Yes.

Let's go get your flowers, everybody. Dropper, little Vanessa. What's up? Okay, I'm here for some coaching. Can you use some coaching with.

Okay, so I've been talking to a lot of my friends who have become realtors. So like basically going to their offices and everything like that and finding, basically finding out which title companies that they work with and finding out if they're actually in the area. I just haven't made it into the title companies as of yet.

Okay, so here's what I want you to do. You ready? So I want you to pick whoever your closest relationship is with the real. You got a realtor buddy? That's like a super buddy, like, better than an acquaintance, but like a friend. You have one of those. You have a realtor, a really good friend of yours?

Oh, yeah, we, like, grew up together and everything.

Cool. Who is this person's name?

Her name is Theresa Lloyd.

Therese. Okay. So you can go to Teresa. When we get off of this phone call today, this call right now, you're gonna. You're gonna text your girl and be like, yo, T, come over my house for some drinks tonight. Come over my house for dinner. Let's break some bread. This is what I want you to tell her. Okay. Because that's where the real value is from realtors that are our besties. The best thing a realtor bestie can do for you and me is to walk into a title company with them.

Okay.

That's powerful. My opinion is like a blind day. Right? There's like, one of your girls. Hey, girl, I got this. But I got this guy wanted to set you up, and you're like, I'm only going if you come with me. We've been there. Yeah.

Basically.

Without you to come in to soften that blow. But my point is, right, business is the same way. It's like a blind date. It's so much easier. And if the person who's trying to connect you is there, does that make sense? So you said, yo, I need you to pick one or two of your favorite title officers and just walk me in there. Because here's what happens is a, there's a little bit of pressure to impress Theresa because Teresa's their client or, you know, make sense at the time.

Right.

Wants to woo Theresa, and there's nothing more pressure packed and like, Teresa standing right there and you having a conversation with them in real time when with Teresa watching the conversation, does that make sense? Right. So now, oh, my God, this is my girl. I've known her since elementary. She's the best signing agent ever. And the toes like, oh, my God. Yeah. And she's saying yes, basically, to impress Theresa. Does that make sense? Yeah. So make sure that you are going in there with her to at least one or two. And then once that initial conversation has been taking place, then you're following up in person now or via email. But you're really memorable because Theresa walks you in there. Does that make sense? Oh, yeah.

I never even thought of that.

That's why you've got a coach. Girl.

I got A coach.

It makes so much sense. So just make sure. And then Teresa's your super homie. Be like, teresa, look, I love you that you did that. That one TO but we got to do that with three other tos asap. So get her to introduce you to as many TO Contacts as possible, and it's nothing more than, like, her walking into the title office. Big A is Shannon here? And then I'm one of her clients. And then Shannon comes out, and boom, the magic's done. You don't need to overthink what you're asking of her. You know what I mean? So having her walk in and be like, hey, I'm Teresa. Is Shannon here? Just want to say hi. I'm one of her realtor clients. Shannon will get her get up out of the desk. And then, right? All Teresa does, like, oh, this is my friend. She's like, notary public loan signing agent. I've never since I met that. Boom, now it's all you need. Now you're in telling about how great you are. You want to be a service to her other realtors. You want to help her grow her business. And then now you're having a really authentic. Remember what Jaspreet said. I'm not here to get assigned. I'm here to build a relationship. Right? That's your first conversation, like, hey, actually, I love Teresa, but I'm actually not here for a signing. I'm here to build a relationship. I know other realtors, like, what can I do to help your business? I know if you help your business, you're gonna help my business. So I just wanted Teresa to introduce me to some of her favorite tos. And I'm actually here to just to figure out how I can help you. And, girl, that's all they want, you know? I mean, people want people that want to help them, not just there to get business. You know what I mean? So get Theresa to walk you in. Figure out when you can take that place. Try to get Teresa to take you as many title officers as she knows, and be like, see, I don't know what I got to do to get you to do that. But, like, you want dinner? Come over. I'll get you a dinner, like, whatever, right?

I'm like, we can go to the bar.

Whatever you need. But, yeah, my advice to you and everybody, and get them to introduce person, not via email. You get someone to introduce email who's not a realtor, like. Like a family friend. You know what I mean? But a realtor, that's like, A really good friend. Friend. I write all of them down and try to hit them all up. My guess is they all have different skills that they're really that help.

Heck yeah, that does.

Congratulations on your first 1k. Remember, I'm a 1k club girl. You need get your. So email me. I'll tell you what I need to get you your 1k club. But I'm. I'm gonna end with this. The 1k club is my favorite club. You know why? Because it's the moment you know this business is real. Oh yeah, you're in. So go build, girl. All right. Conversation is when we have a real estate agent who is also a bestie of hours. Your job is to have them actually walk you into the escrow title office and do an in person introduction. And you don't need to overthink what the conversation is. Your best friend Susan's a realtor. You're like, susan, Yo. Can you walk me into your favorite escrow officer's office tomorrow and just try to get them to introduce you in that capacity? Does that make sense? All right, we got time for one more. I started a little bit late. Let's go with Gerardo. We got a gentleman trying to get on right now. If Gerardo. Talk to me. My man. What's up, brother?

What's up? What's up? How you doing, Mark?

Dude, I always like when we get a gentleman on these. Monday. Tell everybody your name. Gerardo. Where are you from, man? And let's get some coaching.

Yes, my name is Gerardo. I'm from Southern California, Louisiana. So far, I'm 10 signings in.

Okay, 10 in. We're gonna help you right now.

I've been a notary since last year, but I actually started like doing loan signings like around November of 2021. I've been going marketing to title offices. I finally got one loan officer that uses me. I was looking back on my emails. I follow up with her almost for 11 months. So now she's giving me two, two to three signings a week. I've been going to other offices. Obviously. I'm trying to do some networking and stuff. I haven't done much. I've only done like two signing service signings. But I'm trying to like, I guess go to relationship with the loan officer. I mean the escrow officers that are helping me. So I just want to know what do you suggest or what goal should I do?

Yeah. Are you, are you loan signing system student? Yep. Okay, so I'll make sure you watch a couple of those marketing videos by, like, Brad. Especially since you're going all direct immediately. I want to make sure you get a lot of direct training. Okay? So make sure you watch those because Jaspreet did exactly what Brad said, got direct business like that week. So make sure you're watching all the trainings they're in the business. Coaching, mentorship. Okay. Brad's was fire, by the way. And so was El Rico's, frankly. So anyways, okay, so here's actually my two cents. Here's my. My coaching for you. The best way to get business is through a referral period. So you've got an ELO who's already feeding you. I guarantee the lo has other los in her bank, in her mortgage core, wherever she works. So, you know, what you need to do is show some gratitude to the loan off. What's your loan officer connection? What's her. His or her name?

Oh, sorry, sorry. My bad. So it's actually an escrow officer. Okay, yeah, yeah, that's probably.

What's your name?

Kelly.

Kelly. Okay, so cool. Show some gratitude to Kelly right now. Gator. Like buyers from John, Beau, Starbucks. Hey, man, thank you for the couple signings. And then at that moment, big A. Is there anybody else in the office or anybody else you can refer me to? Remember what I teach you guys, man, A closed mouth doesn't get fed. Too many notary public loan signing agents are afraid to ask for referrals. And I'm like, why? You've proven to call that you can do an error free signing, right? You've proven to Kelly that you're appreciative of her business, right? So you shouldn't be afraid to ask Kelly for referrals. Not only in the office, but you'll find that most escrow officers hang out with other escrow officers. So you could be like, hey, Kelly, is there anybody else that you could refer me to? So don't be afraid to ask for the referral as my coaching. Does that make sense? I think a lot of times signing agents, especially new ones like you, are losing the signings that are directly in front of you. You're so concerned about going to new title companies that you're like, yo, Kelly might be able to introduce you to her bestie who's also an escrow officer. Does that make sense? So don't be afraid to ask for referrals as my coaching to you and everybody else watching this right now. I think a lot of notary public loan signing agents are afraid to be like, hey, Kelly, is there Anybody else that might be able to use my services. Kelly obviously trusts you, right? Who doesn't like to refer someone that they are trustworthy? So my coaching is don't be afraid to ask for referrals from people you've proven to do business with. Referrals usually come easier after you show some type of gratitude. Right? Because, honestly, if gratitude is not part of your business plan, I have failed you. So if you're not showing Kelly gratitude for the three signings, I failed you. So start doing that. And the moment you drop off gratitude, that's the usually appropriate moment to ask for referrals. Does that make sense?

Yeah, that makes sense.

Okay, cool. So my coaching for this moment is stop looking wider, start looking deeper. You follow me on that?

Yeah.

Okay, so tell me how that goes and DM me and tell me any feedback, and if she sends you any objections, let me know. But I think the biggest thing right now, you just haven't asked. You know what I mean? Like, hell, yo, girl, open me up with someone else. You'll be surprised. She'll be like, you know what? Shoot. My girl Susan can always use another note. You're like, sweet. What's up?

What's your name?

Introduce me. And there's nothing more powerful than a referral from another escrow officer because they've done the vetting for you, right?

Yeah, I just. I actually just came back from. I went to a. So, long story short, I used to work at a local bank around here. I used to help this lady. She was deposits. Turns out she owns a broker. And then I went to her office, which is two blocks down, and she remembered me, and she, like, introduced me to three of her realtors. At that time? Yes. I was like, yeah, so you know that.

That works. So why are you not applying it to Cal? And again, that's why the coach in me is, like, telling you to. I think a lot of times signing agents don't always try to connect the dots, right? So if it worked over here, it will probably work over here. The difference is, you just haven't asked yet. You cannot be afraid to ask. Remember, a closed mouth doesn't get fed. Too many of us already have contacts, and we're so worried about getting other contacts from a closed source that your open source could be a great source of referrals. You just haven't asked for it yet. But you know it works because you just told me you had a, you know, a loan officer friend. But the referral system works. Sometimes you just can't be afraid to ask for the referrals. My point makes sense, right? Congratulations on the 10. Let's keep building. Let's go.

Thank you.

All right, that is it for today. But look, my biggest closing remarks with that conversation with Gerardo is we cannot be afraid to ask for referrals. You have to stop being afraid. You have to. Part of being afraid to ask for referral means you're insecure about the job you're performing. I know you're great at what you do. It's time that you realize that you're great at what you do. Don't be afraid to ask for it. Okay? And realize that closed mouth doesn't get fed. You're amazing at what you do. So start asking people for referrals, and you might be surprised who they refer you to. Remember, every single week, I jump on here live to help you build a signing agent business. Every single day, I'll remind you how amazing you are. 97% of America works for 3%. Roughly 3% of America are business owners, risk takers, courageous people just like you. So stop selling yourself short. You're amazing. You're courageous. You're brave. You are the best notary public loan signing agent where you live. I believe in you. I don't just say that. Say that, man. I know how hard it is to be an entrepreneur. And you're doing it every single day. So keep building for you, for your family. You deserve it. Say it with me. I deserve success. I believe in you. But I just can't believe in you more than you believe in yourself. Have an amazing week. Have an amazing day. I'm out of here. Bye, everybody. Let's go.