Use My Framework to Grow Your Notary Signing Agent Business | 1-on-1 Coaching Mark Wills

Welcome to today's live. It's going to be amazing. Make sure you watch this entire thing because it'll be action packed with things that you can do to help build your business. Hope you had an amazing Easter with your family yesterday. So glad that I'm on here if this is your very first time to this live. Every single Monday I try my best to come on and help notaries from around this country build their notary loan signing agent business. You do not need to be a loan signing system student. All you got to do is be a notary who needs a question answered. Jump on and I will answer anything. You do not have to be part of loan signing system. I do this every Monday as a free value add to the entire notary community because I support every single one of you. A rising tide lifts all ships. How are you? I'm doing good. Yeah, everybody where you're from and let's have a conversation.

Well, I'm from Forney, Texas. We just got my notification today that my LLC is live.

Love it.

So I'm doing things and I'm anxious. I'm, I'm actually nursing a broken foot right now so I can't get out and do anything. But I'll be ready whenever it's all healed.

Love it.

I do have a question today. I was looking at the training yesterday for the that you were saying about. It might have been a prerecorded one about joining the NNA and whether you want to do an LLC or an S corp or whatever. So when I first started with your program a few weeks ago, I went ahead and I joined with the AAN and I got my insurance and everything there. So is it necessary for me to also do the NNA or is the AAN also the very recognized and also I opted for the hundred thousand dollar insurance.

Good.

Which they provided. So I guess I can assume that it's the right kind of insurance. Those are the questions that I have.

So let me kind of start. Let me unpack everything you asked. The first thing you said that I want to coach on is mark, I got a broken foot. I'm laid up. Just for the record, I tore my Achilles about two years ago. So girl, I know what it's like to hobble. I feel you. I feel the pain. But you're going to get through this. So what I want to make sure that I teach you right now and everybody, it's, it's business is all about being efficient with your time. So what can you do when you're down that you can't do face to face marketing. Well, you can start researching networking opportunities in Texas where you're at. You can start making lists of all the escrow offices, title offices near you, create a Google Doc photo, phone numbers, location, people who work there. So there's so many things you can do to make sure that when you are ready with your foot. Because here's what happens too often to new students. They're like, Mark, I'm ready to hit the road, hit the pavement. And now they're doing all the things that they could have done when they were laid up, then preventing them in the ground running. So girl, you should be making spreadsheets. You should be making spreadsheet networking events, realtors, lenders, escrow offices, title offices. Now it's about user. So when your foot is healed, you're now literally hitting the run, the ground running. Does that make sense? Okay, so you could be signing up a signing services, you could be calling signing services. So want to make sure you get out of your head, I can't do anything. We got to become victors, not victims. And so the victor mentality is what can I do while my foot is hurt that can build my business. And there is so much marketing you could do. So don't let your foot be an excuse to why you're not building your business. It should be a reason why you're building your business. I'm laid up so I can spend more time on LinkedIn. All you got to do is go on LinkedIn, type in realtors, whatever your city is, and you can start adding all those realtors, you can start messaging all those realtors. And because you're laid up, you're actually having the time to send thoughtful messages, relationship building messages. When I have students who are all just ready gung ho, they get a little lazy because they're really focused on other things. So use this time to build your business. Do not say, oh, I'm hobbled up and I can't do anything right. That's what non lss students say. We are like, wow, I can't go out and do to do on the ground marketing. But there are so many more things I can do. So this injury is freeing you up to do some of the more tedious at home stuff that no one likes to do that you want to marry when we're you're ready to go out and get the field, does that make sense? Okay, so make sure we turn the mindset around and go out and start building the things you need to build. So when your foot's ready, you already have a list. Maybe you take a, you know, you have a map and you're like, these are all the title companies within 5 miles. These are all title companies with the 10 miles, all the title companies within 30 miles and start figuring out all the game and strategy behind marketing to these, these clients. And by the way, email marketing isn't the most effective efficient, but it does work. So maybe because you're, you're, you are injured, you're taking time to build out an email marketing campaign. So remember, take advantage of the time. Don't see it as, oh my gosh, I'm hurt versus I got all this time. So what can I do now to help build my business? Does that make sense? Okay, good. So the AAN versus nna. The only thing you have to have from the NNA is their signing certification. Have to have it. The A does not have a signing certification. You should spending any money on now who you get your notary commission with, who you join a notary association with. I'm impartial. The NNA is a friend of LSS. But I'm actually impartial whether it's a N or NNA. But you should have the NNA signing agent certification 100% and the in through.

The a N that was a notary.

So that, let me say it again. The signing agent certification should come from the nna.

Okay?

Period. There's no, there's no if, ands or buts. Who you got your notary commission with doesn't matter. But NNA signing age, certification. I recommend all my students getting. Now, it's not going to teach you how to market your business, how to go through, but it is something that I do recommend. Okay. The A and you should not be paying any money to the A N for notary public loan, signing agent training or certification. And frankly, do not pay for the NNA signing agent training. You already have the best training. Just the $80 for notary public loan signing agent certification makes sense. Okay.

And that's the one that includes the background check.

That's correct. Click the link through my course to get that.

Now that the 50% offer is.

Oh no, that's the NNA membership which I'm impartial to. But any certification is $80 includes the background check, the secondary background check. Okay, now $100,000, you know, insurance, you are perfect with that. No need to buy anything else. Okay. Did I help? Good. Yes. I'm going to end with this. There's a little hack. Okay, everybody's listening. So when you're building out your spreadsheet of all the title Companies within 60 miles, when your foot is better, start with the title companies that are 60 miles away. Because what happens if you stumble? You get a little nervous. So what happens a lot of times is new notary public loan signing agents will start with the title companies two miles from the house. But they ball. You want to ball with the ones farther away, and then as you get better with your pitch, you utilize the ones closer to you. Does that coaching make sense? Yeah. Okay, so I want you to build out your escrow title office list. And then the ones that are farthest away, those are who you talk to first. Knowing that you're going to be nervous, knowing that you may mess up on the script. But again, that is just practice. And as you get better with the script, you start moving closer to your home base.

Perfect.

Coaching makes sense. All right, well, let's go get a bus. Go. Bye.

Bye.

Oh, my gosh, what a great conversation. Hope everyone got some value out of that.

That.

Let's keep it moving. Michael.

Yo, what's up, Mark?

How you been, bro? First off, pull over. Be safe.

Yeah, I'm in a parking lot. I'm about to pull into this spot right now, actually.

Oh. Oh, man. It's been a while since I've heard from you, man. Fill me in, ask me, answer. Ask me anything I can help you with, man.

I know it's been a long time. Actually. I had took a break from the. From the loan signs for a while. I got a full time job. I work in sales now. Yeah. So, yeah, with the commute and everything, it's been kind of hard just to, like, take signings.

Yeah.

But, you know, I've been really, like, wanting to get back into it lately. I took. I took like almost a year off, and lately it's been pressed on me like I want to get back into it. You know, I'm comfortable going, talking in the offices, you know, that's not a problem. But I guess I'm just. I don't know, it's like something that, like, holds me back from going into that first office. I know I've had experience and I've been doing this for like, years now, but getting back into it, it's been kind of, like, difficult for me. So. Yeah, I just wanted to see what kind of advice you got to share.

First off, man, so good to hear from you, dude. Michael's been to conferences. Like, he's my guy, so I'm glad you're back in. And here's the best part about the business, dude, any business. That's why being a business owner is great. You can get in, get out of the industry, come back. I mean, you're running a business, so I love it. You know what I would say is this is you have a little bit of imposter syndrome. And so the way I would coach you out of that is what we tend to do when we go market or business or we tend to jump back into something. What runs through our mind is all the things that could go wrong. What if they don't like me? What if I can't get a closing? What if I forget what I'm doing? And so my coaching to you is if you can remember, if you can think about all the things that could go wrong, then you could easily think about all the things that could go right. And that's just what you call is a reframe. That's the technical word. It's called a reframe. And so what you want to do is just reframe your thoughts. And so when you, when you have these imposter symptoms, dude, you've done so many closings, you know, you know what you're doing. Those are the thoughts that need to go through your mind. Versus like, well, I've been out of the business for a year. Maybe there's some new docs that I don't know, maybe things have changed. You're processing all the things that are going to that are really trying to keep you from getting out of your comfort zone. So you need to reframe. So here's my coaching, man, is remember our bodies are literally designed to keep us in a comfort zone. Now I don't want to get too like woo woo on you, but as human beings, like we literally have always been designed safety first, right? So like we used to have to run away from dinosaurs and then we had to have to run away from people trying to hunt us. And so what we've learned and designed as humans is like, anytime there's something we don't want to do, we get, we go back in the comfort zone because that means protection. So all you're doing is what your body's supposed to be doing. That's my coaching. So you don't need to feel weird. How come I'm thinking like this? How come I'm like creating all these negative thoughts and answers? That's what we're designed to do. So don't beat yourself up is my first coaching. Like, what's Going through your mind is like human evolution. Does that make sense? So don't feel like, why am I thinking like this? Why do I feel like this? And the answer is, it's. We're always designed to, like, keep us in a comfort zone, because comfort to us means safety, right? So now that you know that, it's your job to reframe those negative thoughts. Those negative thoughts aren't bad. It's just what keeps us alive. Right? So now that you know that you're like, yo, my mind is doing what it's supposed to be doing, but forget that, I'm going to start thinking these other thoughts. That's called a reframe. So the reframe here is, dude, I've done 10. I've done 400 closings. I was in the business for three straight years. I have all this experience. People are going to love me. In fact, I now have a year of sales experience. So I'm going to be a better salesman now than I was a year ago when I didn't have the sales training behind me. So the reframe is just thinking about all the things that could go right versus all the things that could go wrong, because that's what's going through your mind right now. It's all this imposter syndrome. I've been out of the business for a year. What if docs are different? What if they don't like me? What if, you know, again, that's normal behavior? So don't beat yourself up about that. That's what our bodies are supposed to be doing. But your job is understanding the psychology of humans and be like, yo, I got a reframe, dude. And the reframe is forget what my body is trying to do naturally, which is keep me comforted, keep me not going out of my comfort zone. And I got to reframe those thoughts. So the reframe, Mike, is to lean back on all the things you've done for years in the industry. That's the reframe. Because if you can allow that to be your fuel to go into it, that's what you need to, like, get yourself out of the funk. And it's just you're staying in some of the negative thoughts, which is normal. You just got to reframe those. Doc. Does that make sense at all?

Yeah, no, that's. That makes total sense. And I think that's kind of what. What's been holding me back, too, is just kind of like, you know, since I haven't been doing it for a while, just Kind of like those. Those doubtful thoughts. But I, you know, I have confidence that they'll like me, and, you know, I should be good. It was just like. Just like a little hesitant to go to that first office.

Yeah, yeah, yeah. It's totally normal, by the way, your body. I hope everyone hears what I said. Like, we are designed as humans to stay comforted. Like, we are designed. And the reason why is because comfort used to mean not being eaten by dinosaurs and being dead serious. Like, this is the evolution, right? And so at any moment when our body senses we're getting out of our comfort zone, it's doing what it's supposed to do. It's supposed to keep Mike safe. Like, it's like, yo, I'm sensing nerves in your body, so let me reel you back in so we don't feel nervous, because nervous used to mean we're about to get eaten by a bear. Dead serious. And so as humans, once we feel nervous, they're like, we're supposed to shrink. But that's where the reframe comes in. Does that coaching make sense? You gotta be like, yo, this nervousness and why I'm not going in is because my body's just trying to play a trick on me by keeping me safe. And the reframe is like, we're not getting eaten by dinosaurs anymore. Like, you're not going to die to go inside that building, but your nervous system doesn't know the difference. And so your job of understanding what I just taught you is how you reframe out of those thoughts because you're nervous. I get it. I get nervous. I mean, every time I get on stage. You've been to conference. I'm nervous. And so the moment before I get on stage, I'm literally telling myself, my body really thinks I'm going to die on stage, but it's not. And so the reframe is like, I'm going to go out there. My body's just doing what it's supposed to do. You know what I mean? And so I still get nervous, man. I just don't. I just reframe that moment in time.

Got you.

But, dude, I'm glad you're back, bro. I'm here if you need anything. The course is still there. Maybe what to help with your reframe a little bit is to go back in the course and just get a refresher. Yeah, like, oh, my God, this is so. I think I remember everything. Just get your body a little bit more into that. That comfort zone of like, oh, my gosh this is such cakewalk. Is this like little like riding a bike? It's like you're going to get back in and they're like, yo, this is like, I didn't miss a beat. But dude, I'm going to tell you right now, my most notaries don't have the sales training you have that you have the past year. So use that as part of your reframe. Be like, yo, I'm actually more prepared now than I was a year ago because I have a year of sales training under my belt. Of a year of no's, of a year of refining my process, of a year of realizing that a nose just a two letter word. So like you're again remembering you're coming back in the business. You're not going up against sales professionals. You're going up against notaries who are trying to become sales professionals. But like dog, you are a bonafide sales professional. So like get back out in the field and realize you have a leg up on all these notaries trying to become a sales professional. You've been getting paid to be in sales. So like, if anything, if I can help you with is like the leg up you have because of your year of experience.

That's good. I agree. Yeah, that's, that's exactly what I was thinking too.

Let's go get him, man. I'm here if you need me. Do the reframe. You got this, dog. Let's go.

Appreciate it, Mark.

All right, man. Good talking to you, man. I hope everybody heard. Got something from that conversation. Remember? Let me just go into a little random coaching here. I shouldn't be random. This is actually really in depth. The reason we feel nerves as a human species is because when we feel we have something called fight or flight, the moment our nervous system gets riled up, we are designed to either fight the bear or run from the bear. It's fight or flight. So if you understand that when our nerves becomes our nervous system has that feeling. The nervous system doesn't know if there's a bear or if there is a person you're trying to get business from. The only thing our body knows is we're nervous. And so at that moment, evolutionary process has taught our bodies to go into a comfort zone, protect ourselves. It's because our bodies don't know if we're literally running from a bear or if we're trying to get business. All it knows is we're nervous. So your job is once you feel those nerves and you feel like you want to go into A shell. Your job is to reframe. Your job is to literally tell yourself, hey, I'm not going to die if I walk into that escrow office. I'm not going to die if I may go into the realtor's office. Our nervous system doesn't know that. But because you have coaching and you listen to this training right now, you. You have to realize your body is doing what it's supposed to do. It's preventing you from going out of your comfort zone. Going out of our comfort zone as a human literally means life or death to the nervous system. It's your job to reframe your nerves. It's your job to be like a body. I'm not going to die, so I'm going to work through this feeling and talk to that real estate agent because you are bigger than your nerves. So you read from this, you reframe this from this idea that you got to curl up and. And you got to open up and be like, I got this. Our bodies are designed to keep us safe. This is evolution. Our bodies don't know if it's fight or flight or we're trying to market our business. So it's not fight or flight. When you get nervous all the time. There are moments where our body is triggered in fight or flight appropriately. If you're about to get into a car accident, if you're about to cross the street and you see a car, like, our body's naturally trying to get us into a hyper state to make the right decision. But when you have those nerves to go market, the hyper state that you need to calm yourself down with is, I'm going to be okay. I know my body is reacting in the way it's supposed to be reacting. And then your job is like, oh, got it. I'm not going to die. My body's doing what it's supposed to be doing. And I'm going to go in and market my business. If that just landed, put, landed in the comments right now, make sure. I want to make sure you understand that nerves is what our body is supposed to be doing. Put, landed. If everything I just coached you on made sense, it's time for you to take back your nerves, take back your senses and be like, I can build this business. Nerves is just something my body is supposed to be doing naturally. So if that landed, put, landed in the comments right now and let me know that you're going to go market your business. Let's go. How's everybody doing today? Man, what a good day. What's up, girl? Hey.

Hey, what's going on? Happy Monday. Happy April Fool's Day. I got through.

Like, I'm retiring. I was because I am here for the community. Z, you are giving inspiration. I don't want inspiration today.

I know, coaching.

What can I do?

All right. No, inspiration. Got you.

What before?

Well, I do. I got a question.

See, April Fools.

Yeah, but listen, before I do, I gotta tell you my updates. I got 7 consent title company since last week. So remember, I was on it for three, I got seven, so I gotta.

Tell you that, right?

Yep. And I got two. And I just got two emails while we were on this call. I kid you not, I just said, hey, I'm on a meeting. I'll call you right back. But I want to call. Yeah, listen, so what I want to do is I want to go and market to the realtors. I notice when they go in their perceptions, you know, it's different than marketing within what title. I had a thought to go in and kind of do a little different thing where I go, hey, can I sponsor your meetings? I know, they always have to meet. I've gone into three realtors that have 40 plus people and all in my head, I'm like, I can just volume talk to one, talk to many, right? I don't really know. They give you like five to 10 minutes, right? To present. I'm stuck. I don't know what to present. I know what I can do. Right.

Gotcha. So this is what you say when you market. First off, I love the sponsor. I love the five minutes. And what you say when you're in front of them is you may not know the power of having a preferred notary. A notary that you choose, not a notary that the title company assigns. So here are the benefits of having a preferred notary. What they don't know is the benefits. They've always done it the old school way. Well, see, I'm confused about the title company. So instead of saying this, what a lot of notaries do wrong is they say, did you know you have the power to choose your notary? But it's useless to tell them that they have that power if they don't know why they should have that power. Does that make sense? So what you do is, I want to talk today about the benefits of you having a preferred notary, you choosing the notary you work with. And instead of letting the title company pick a notary you've never met, here are the benefits. That's how you start the conversation. They don't even know that. Okay, so what are some of the benefits? Hey, I know that you guys have been working with your buyer for six months, sometimes three months. I want to continue that relationship. I want you to understand that I am another member of your team. So if you need me to pick up swag, you need me pick up congratulation presents. You need to pick up a key that has your name on it. I will do whatever because I want you to be an extension of you at the closing table. Number three is like, look, you get business by referral. So I get testimonials for you at the closing table. However that looks for you. By the way, do you want me to get a video testimony? Do I get a written testimonial? Do you want me to send you a picture so you can post it on your social media? Remember, I am a benefit to your team. If you just let the title come and pick a notary never met with, you don't get any of those benefits.

Gotcha.

Yeah, I'm gonna post when I do this.

Go in the course re watch that realtor video, the retail realtor training. Because your clothes isn't to get a signing from them. That's not your clothes. Okay, but I'm gonna coach you on that. But let me end with this. Once you've gone through the benefits two to three minutes, then you go into. You may not know this, but you can instruct the title company to pick a notary. So that's whether that's me or not. Get them off the defense. This isn't a sales pitch, right? So whether it's me or not, you all should be working with the notary that's part of your team because you have the power to do this. The title company works for you. So if you told the title, now you're spelling it out for them. This is. This is the second. Well, the problem is a lot of notaries flip the rotation. They go, did you know you had the power? And they're like, you've lost me on why I shouldn't care. So you end with coaching them through that they had the power to do so. And so real. Remember, guys, you could literally write in the purchase contract addendum, this notary is going to be the notary on the clothes. So there are so many options. But because I've worked with so many realtors who didn't know this, I want to spend five minutes a day to let you guys know the benefits of not just using a random notary. And then I also wanted to make sure that you guys understood how the power hierarchy works. So I would love the opportunity to work with any of you guys because I want to be an extended member of your team. But again if I can't, no worries. Just guys, don't be letting the title company choose anybody. Omsie Nichols. I'm out. Deuces. Right now we go back into the course on the realtor section because I have a script on the emails that you should be sending. Remember the goal is not to get their next closing. Okay Remember the goal is to get their referrals to their title companies. And that should be an email. I give you a script on how to cut and paste that email. So because remember the golden goose isn't realtors, it's their title or attorney contacts. So how do you go from an introduction to a title or attorney recommendation that's inside the course? So if you can't find that script, email me. I don't want to give away all the goods on a public live. But make sure you remember that the real golden goose isn't them. It's their recommendation to their go to title company. That's the golden goose. And that email should be written a certain way that gets you back in there so you can walk right into the escrow or title company thing. So in conclusion, start with the benefits. They have the power and then the closes. Whether it's me or somebody else, you should be working with a preferred notary make feel like there's. Because the truth is like this. If I'm, if I'm trying to. If someone on here right now watching is not a student to me. It's like I just want you to work with a notary coach. But there's so many of us. While I would love to be it because people don't like to be sold and the truth is I actually am impartial if they use me or somebody else. I just think everyone should get a coach and that takes people off the defense if you're authentic about it. So my point is end with some authenticity of like look, whether it's me or somebody else. But guys don't let the title company pick a notary you've never met. Like what are you doing? Closes them authenticity of like I'm not here to hard sell you but if you have any questions about how the notary in the title closing process. Hey, I'll be right back by my booth. Holler at your girl. Makes sense. Yeah.

And I did 40 signing. I just checked since that Friday I was so Happy? I didn't know. I didn't know. I was just busy. So I'm going to. Thank you guys. All right, later. Bye.

If you are LSS Nation, you know who Z. Nichols is. She's inspiring. I mean, look, everybody has the same course. Not everybody does the same thing with it. And so what are you doing with it? Is my question. Because Z. Nichols is crushing the business. 40 closings. What are you doing? That's my question. I. All right, cool. So let me go on with somebody else. I got this weird filter going on. There we go. All right, so let me do this. Let's go with a gentleman. Daryl Lucas. How is everybody doing today? Let's go. I am so excited to get on. That smile is everything. It is beautiful. Talk to me. Thank you, everybody. Your name. I know it obviously then where you're from and then let's have a conversation.

So my name is Charlotte James. I am in Texas.

So we got New Texas Day. I love it. All right, girl, I have all yours. What can I help you with?

Wow, this is amazing. So thank you so much for all you do. I am now. So let me just do the rundown. My background is in legal. I've been a paralegal for more than 20 years. Been a notary for more than 20 years. Never even thought to cross over into this area. So anyway, finish the LSS cert. NNA cert. I'm working on my Ron completing everything. That's really where I want to focus at. Got my background, did all of that.

We do have a long certification loan signing system does. It's included in your purchase. We have a bunch of RON trainings with notarized docusign signing. I mean, so many of them. So make sure you jump in that parts all part of your course.

Oh, yeah, I've already started that. I'm almost finished that. But I wanted to, as I was going along, just do the requirements.

Yeah.

So I love what you were telling the gentleman about getting out of his head. The parasympathetic sympathetic. Oh, yeah. Do health coaching as well.

Yeah. So I know that words, but I'm like, how do I make it more streamlined? But yes, you understand it. You understand it. Yeah.

So I get it. And it's important because people don't realize that that is important. And if you're in that fight or flight, forget it. It's like your tiger's chasing you constantly.

Right.

So anyway, my question is, first of all, thank you again. I appreciate that you not only do this for us, but you make it so that all of us are individual to you. And that's so it blesses me. It really does. But my question is. So I want to focus on Ron. I feel like I'm doing some busy work.

Yeah, I appreciate you understanding.

I do.

Girl. You were like, keep going. Where have you been? I love this.

Yeah, I feel like I'm doing busy work. You know, with Alderaan, I have other things going on and I work a full time 9 to 5. My goal is to transition out of that because I am getting ready to hit retirement and I want to transition to that so I can control my own business time, all of that. So if I'm doing busy work in terms of the whole Ron, my thing is in my mind. Let me get everything in place before I actually reach out to the loan signing services online. However, I have actually in the building, when I'm in the office working, there was a title company right across the way. So I've already gone to them twice and took a little goodie bag, you know, introduce myself and say, you know, anytime. They're like, oh yeah, I remember you from last time. You know, we appreciated that. I said, I said, well, you know, whenever you're ready, just let me know. And so I like that interaction. But at the same time, I really want the flexibility to be alone at home to do it on Ron. So my question is, am I wrong in trying to get everything set first before I actually reach out and sign up? Because I have, I have the loan sign.

I'm going to ask that question by having you answer your own question. What do you think? Yes. All right. I know you do me answer. Okay, so here's my, here's my coaching. This is the coach I want to lay on you because I think you're. What I love about entrepreneurs is that we have huge goals, massive vision, and we want to accomplish all of them now. That's why I love you. But as your coach, I got to curtail that energy and put in the right direction. The biggest benefit or the biggest strength we have as entrepreneur is also our biggest weakness. And so our biggest strength is we want to do 14 things. Right now. We have these goals and ambitions that are crazy, but what ends up happening is we have a bunch of half dug holes. You need to dig one hole deep before you start digging half dug holes. So what I hear is a classic entrepreneur, everything. It is beautiful. Talk to yourself. Thank you. Don't go to your name. I know it obviously then where you're from. And then let's Have a conversation.

So my name is Charlotte James. I am in Texas.

So we got New Texas Day. I love it. All right, girl, I am all yours. What can I help you with?

Wow, this is amazing. So thank you so much for all you do. I am now. So let me just do the rundown. My background is in legal. I've been a paralegal for more than 20 years. Been a notary for more than 20 years. Never even thought to cross over into this area. So anyway, finish the LSS cert. NNA cert. I'm working on my run, completing everything. That's really where I want to focus at. Got my background, did all of that.

We do have a wrong certification. Loan signing system does. It's included in your purchase. We have a bunch of RON trainings with notarized docusign signing. I mean, so many of them. So make sure you jump in that parts all part of your course. Oh, yeah, I've already started that.

I've already started that. I'm almost finished that. But I wanted to, as I was going along, just do the requirements.

Yeah.

So I love what you were telling the gentleman about getting out of his head. The parasympathetic sympathetic. And I do health coaching as well.

Yeah. So I know that. But I'm like, how do I make it more streamlined? But yes, you understand it. You understand it. Yeah. So I get it.

And it's important because people don't realize that that is important. If you're in that fight or flight, forget it. It's like your tiger's chasing you constantly.

Right.

So anyway, my question is, first of all, thank you again. I appreciate that you not only do this for us, but you make it so that all of us are individual to you. And that's so it blesses me. It really does. But my question is, so I want to focus on Ron. I feel like I'm doing some busy work.

Yeah. I appreciate you understanding.

I do.

Girl, you were like, keep going. Where have you been? I love this.

Yeah, I feel like I'm doing busy work, you know, with all the ron, I have other things going on and I work a full time 9 to 5. My goal is to transition out of that because I am getting ready to hit retirement and I want to transition to that so I can control my own business time, all of that. So if I'm doing busy work in terms of the whole ron, my thing is in my mind. Let me get everything in place before I actually reach out to the loan signing services online. However, I have actually in the building, when I'm in the office working, there was a title company right across the way. So I've already gone to them twice and took a little goodie bag, you know, introduce myself and say, you know, anytime. They're like, oh, yeah, I remember you from last time. You know, we appreciated that. I said, well, you know, whenever you're ready, just let me know. And so I like that interaction, but at the same time, I really want the flexibility to be at home to do it on Ron. So my question is, am I, am I wrong in trying to get everything set first before I actually reach out and sign up? Because I have, I have the loan sign up.

Hold on, hold on. I'm going to ask that question by having you answer your own question. What do you think? Yes. All right. I knew you knew the answer. Okay, so here's my, here's my coaching. This is the coach I want to lay on you because I think you're. What I love about entrepreneurs is that we have huge goals, massive vision, and we want to accomplish all of them now. That's why I love you. But as your coach, I got to curtail that energy and put in the right direction. The biggest benefit or the biggest strength we have as entrepreneur is also our biggest weakness. And so our biggest strength is we want to do 14 things. Right now we have these goals and ambitions that are crazy. But what ends up happening is we have a bunch of half dug holes. You need to dig one hole deep before you start digging half dug holes. So what I hear is a classic entrepreneur who has a bunch of half dug holes. I want to do Ron. I want to do loan signings. I want to do this. My, my coaching you is pick one. I'm personally impartial, whether that's Ron, loan signings, apostille, whatever it is. But what you can't do is have a bunch of half dug holes and then you're going to be like, well, how come not making money? And my answer to you is, because you have a bunch of half dug holes. Like, people don't want to work with someone who's only half thin. People want to work with someone who's an expert. Expert who's all in. And so I would challenge you to pick the, the hole. To keep with the analogy, pick the hole that you want to dig the deepest before you dig the next one.

Okay.

Okay. So if you want to do Ron, like I would almost forget about everything else and do Ron. If you want to do loan signings, forget Ron. Just do loan signs. You want to do all post deal field inspections, estate planning. But the problem is I get students, you know, who are hungry like you. And again, this is why you have a coach. My job is to kind of see the blind spots. The blind spot right now is you're doing not only you doing busy work, you're almost doing too many holes. You're digging. Pick one hole, dig as deep as you can. I'm cool with busy work as long as it's in one hole because at least it's leading somewhere. As much as I want you to be productive versus busy, if you're being busy doing loan signings, at least I know you're still digging the same hole. What you're doing is you're doing busy work across a handful of different ideas. So pick one now while I am in impartial because everybody has their own journey, everybody has their own, like you said, you're about to go in retirement. Everybody has their own goals. So while I'm impartial, what I will tell you is the most lucrative way to make money as a traditional loan signing agent. So I always think that should be the biggest hole people dig. Knowing loan signings at the back your hand will make you better. Ron REAL estate closing expert if that's the next hole you want to dig. But I would just say continue with the loan signing hole. Go all in, go with the signing services. By the way, when you start reaching out to one notary blue notary notarized, it's the same pitch as calling a signing service. It's just as remote online real estate closing expert and so you get your work or reps through the traditional signing process that will make you better as Iran. And so I think a lot of times students come in like, oh Mark, I want to do Ron. I'm like, you're missing the boat. Because if you want to do wrong real estate closings, you still need all the knowledge of attrition alone signing because you're just taking it from paper base to cloud based. But you still need to know how to go over the note, the interest rate, the terms. You still got to learn how to pitch your business because notarized still has 5,000 other Rons in Texas. So how do you differentiate yourself is the same way you would differentiate yourself calling a signing service up in Texas. So if that is kind of your end goal, then get your reps through the more traditional side and then transition to your RON side. But so many students are like Mark, I want to do Ron. And they don't Spend a lot of time in the LSS course, the heart and soul of it. And they call up these, they call up notarized and they don't have a conversation. I'm like, well, that's in the traditional side. So my coaching to you is I would dig the hole deep on the traditional loan signings.

Okay.

Knowing that the next hole is going to be wrong. Okay, I'm cool with that. But I think loan signing builds on everything else. Like even if you go to all post deal, like you want to get your point and sign technique down for all past deals, but that should be perfected with the loan signing and especially if you go to estate planning, same concept. Your point in signing an estate planning. But you can get your, your skill set honed where there's more opportunity. Okay, there's more opportunity with the tr. With the loan signings and trust Ron au postile. But you can hone your skill set here and then start digging the next holes. Did that help or did I just ramble?

No, no, you're fine. No, you did, you did great.

Yeah.

And you know, I kind of knew you were going to say that too. And I was like, I know what he's going to tell me. He's going to say focus on just the loan signing first. Get your feet wet. Which you did. But I needed that because I think for me just like, and I love what you tell other people, you know, entrepreneurs. This is not the first business that I tried to start. I mean, I have a ministry. I have, you know, another business and you know, I do health coaching. So it's not the first one. But I want something that's going to be able to take me away from. First of all, this nine, five. That is crazy. But at the same time, you know, be something that I like to do and enjoy and I enjoy people, I enjoy, you know, interaction. But yeah, so that I knew you were going to say that though.

And I'm like, I know if I want to do super smart, I sensed it. So I knew. Yes. Here's what I'll say is that like, you know whether I'm going to teach you to build this business, but once you get the fundamentals, you'll be able to add that to your health business and your ministry. Because business is business is business. The biggest thing you're going to learn from me when you go through the marketing stuff is I really teach a problem solution marketing. And so you can do that with health, you can do that with your ministry. Like, what's your problem? I'M going to make my business the solution. And so I'm going to teach you a lot of fundamentals because look, the truth is business is business is business. I've just done the homework for you. Like I've tried all the strategies, all the marketing. I found problems. I didn't invent problem solution, but I found that problem solution is the best for our industry. And most people will find that problem solution selling is good for healthcare big time. Right. It's, it's finding their problems, figuring out what their problems are and then spinning your service as that solution. So as you go through this, Charlotte, my point is you're going to figure out, oh, I can apply that here, I could apply that there. One of our students was a six figure notary public loan signing agent, went into the life insurance business and just took all the principles that I taught him and he literally said, mark, everything you taught in lss, I just applied here. And that's because, because the transfer business is business is business. Yeah. And you know, I'm not, I didn't make up these principles. I've just done the hard work on what principles work in our niche. And so just copy that. And then, girl, you're gonna take this to the moon.

Yeah.

And it's interesting you talk about a niche because when I started doing health coaching years ago as a, I mean I've gone through cancer diagnosis and so that, those are the people that my niche is for. So they help them kind of like. So everything that I've researched and learned is to help them now live their lives to thrive and not be so. And it's holistic, so it's not conventional, which a lot of people don't know about. I'm not doing a pitch here right now, but I'm just saying that, you know, we need to know the whole picture. Give me all the information, let me make my own decision. So what you're saying is great because I can definitely transfer those same skills.

Yeah. Because I teach you guys to be business owners, notary public loan signing agents. You know, you're a business owner who happens to be a notary public loan signing agent. Right. You're a business owner who happens to be in health, you're a business owner who happens to be in ministry. But if you can realize that above all fundamentals or fundamentals or fundamentals in business, you can apply to everything and scale your business. And the truth is, the business fundamentals I learned as a notary, I played, applied to this coaching gig that I do.

Sure.

So I just applied true fundamentals and businesses business. But I am so glad you're here. Let me know if there's anything else I can do for you, and that's build to the moon.

You know, I'm so. I'm so excited to be on this journey with you, and I thank God that you are. You have not only the energy, but I think you have the compassion to really see people do well for themselves and for other people. And that's what it's all about.

Girl, you're making me feel.

Thank you. But it's true. And I think, you know, I'm just telling you what you tell us all the time, because I hear you and I'm like, where was he last Monday? I needed him. But I see, I said, you know what? He's with his family. That's important. He needs to be with his family. As long as I didn't miss it. Glad I got on now.

But yeah, yeah, I mean, I try to walk the walk, I mean, when I make mistakes, but I've been where everyone's been. I mean, my personal childhood journeys out there. And so I've been where you're at. I've been a struggling notary. I've been a struggling human. I'm still, you know, trying to turn my trauma and triumphs. I think mental health is super overlooked. And so, you know, someone like you who's been through the cancer process, like, you know, it's like to. To think positive, you got to keep marching forward. And so I love that your purpose is with the health. And I just hope my purpose is trying to help people, you know, like yourself and see the other side and we can be there. Because I've been on the dark side and I'm still working through the life. If I can be one for other people, then I'm happy, you know, and.

My motto is keep moving. Just keep it moving, keep it moving. Thank you so much.

Just like that. And I'll see you next time. Bye. Oh, my gosh, what a great conversation. Look, I mean, the truth is this. And my biggest takeaway from that conversation with her is business. Is business. Is business. When you get that you are a business owner first and a notary public loan signing agent second, everything falls into place. It's learning the fundamentals, applying the fundamentals, and being a business owner. Notary public loan signing agent. Oh, my gosh, what an unbelievable day so far. Hi. Hi. Did you want to get on and talk?

Yeah, this is Arlette.

Tell me where you're from and let's have a conversation.

I'm in Oregon and I'm actually outside now because it's. It's illegal to be inside when the sun's shining in Oregon.

I love it. Talk to me.

I also want to say one thing about being excited, I mean about reframing, is I recently heard that just to take that nerve you feel and say, I'm excited. And so I don't know. I haven't tried that yet. And so let me give you another reframe.

Let me give you another reframe. Okay. To me, nerves means I'm doing something right. Because if we weren't nervous, then we're not growing, we're not challenging. So I feel nerves. I actually tell myself I'm doing what I'm supposed to be doing because we never feel nervous. What that literally means is we're never growing.

That's right.

We're not doing something new. So I love the reframe. Great conversations today. But what's up with you? How can I help you?

Yeah, well, so I feel like I need to connect with Charlotte because I'm in. I'm in. Mark, I. I have a full time job. I'm in like a similar situation. My job is in marketing. And what you said about reef, about the. We call it pain points, finding the person.

Yeah.

Problem solution, that is spot on. So I'm afraid my question might be really elementary because I haven't done a signing yet.

I'm going on such thing, girl. All right, you're good. Lay it on me.

It took me a while to get everything in place. My printer, my vehicle, everything. And still trying to have time aside from my other work, which really keeps me busy. So I think my main fear about going out to do a signing is after watching all the videos, I still have a hard time knowing. I'm afraid I'll notarize something that shouldn't be notarized or not notice.

Like there's so many signatures.

And I still can't understand even watching mock signings, which ones are notarized and which ones aren't. Is that going to be obvious?

I'm going to answer that, but let me give you that because you talked about reframe this. Keep reframing. Okay, so the first thing I would share with you is it's okay to make mistakes. Okay. Sometimes new notary public loan signing agents get so wrapped in like, I gotta be perfect that your perfectionism is preventing you from going. And perfection really is insecurity wrapped into a word that legitimizes Us not doing something.

Yeah.

So let me legitimize. Mistakes are. Okay. Okay.

Okay.

Taking accountability immediately and fixing them is what needs to happen. I don't want you to make a mistake, but I don't want you to feel like it's the end of the world. Okay. So let me just make sure I'm coaching you on that. Okay. Number two is on the same tangent. Here is experience is our best teacher. I think too many times, new notary public loan signing agents have this expectation that you got to be great at something you've never done. I'm like, how is that even possible when you can accept that, look, I might make a mistake. My first signing might take two hours. I might make eight phone calls because I'm new at something. And that is. Okay. Is when you become a little bit more easier on yourself. Does that make sense?

Yeah.

Reframe the process. See, unsuccessful people expect to be good at something they've never done. Successful people understand that experience is our best teacher.

Yeah.

We see the difference in those two state of minds there.

Yeah.

So remember, you just got to understand that, man. Like, if I make a mistake, that sucks. But it's all part of the journey. It's all part of the process. But remember, your expectation of being great at something you've never done is what's going to keep having you have these constant conversations. So be like, look, I'm brand new at something. If I make a mistake, that sucks, but I'll fix it. And I understand that experience is our best teacher. Did that land for you? Yeah, it did. All right, now let me ask your question specifically because I didn't forget it.

Okay.

The forms that need to be notarized will always be pre printed with notorial verbiage. So you don't need to overthink it. Does that make sense? Yeah. Your job is to know what notorial verbiage looks like from Oregon. When you see it, you notarize it. If it doesn't look familiar, you put an attachment, just like I teach in the course. But what I will end with is this. Don't let the little things get you from getting out there getting your experience.

Okay?

Okay. Because remember, experience is our best teacher. Every expert was a beginner at some point.

Yeah.

I've done 10,000 closings by career, literally, personally. But I started number one 20 years ago, so give yours. My last thing coaching to you is. And everybody is. Just give yourself grace. Okay? Mistakes are part of the journey. A two hour closing is part of the journey. Calling up the the real estate agent four times in your first closing is part of the journey. And so if you can just give yourself grace on this journey, you're gonna be amazing. You've got LSS Nation commenting right now, Ashley Nicole saying you got this. Like you do got this. Okay, Arlette, Okay. The community is. And let's get go.

Thanks, Mark.

Bye. My best feedback for anybody because I feel like her comment really resonated. Her conversation really resonated. And remember, unsuccessful people have an expectation to be good at something they've never done. And so because you have this expectation, I should miss zero signatures, zero notarizations, zero the first time I've ever done this. And because you have that expectation is why you don't do it. You need to understand that successful people realize experience is our best teacher. If you make a mistake, that's part of the journey. So get out there, take your reps, girl.

Hey, everybody.

How are you?

Can you hear me? Can you hear me? Can you hear me?

Can you hear me? Yes, I can. Yes, I can. How you been?

I've been doing good. Yes, Mark, I've been fm, you know, not here all the time.

But you're back. I guess your name, where you're from. Let's have a conversation.

My name is Rosalind. I am from Yuma, Arizona and I have been in the LS for about a year and a half member. But I just want to. It's no question, it's just more of experience that I've had this past two weeks because I've been really busy. So I just want to let everybody know mistakes happen. Believe me. I had a signing, it was a last minute signing. I accepted it. Sell a package. I've done the many of those and I'm confident in those. But there was an error with my computer. It just was. It wasn't emailing, it wasn't sending because she wanted scans backs. Okay. And I just kept telling her it's just not going through and sending pictures, hey, let me, let me do it another way. Time ran out. And when time ran out as far as sending the docs because they wanted it by 2 o', clock, it wasn't funded. Now, yes, the whole adrenaline of I failed, it was my fault. I accepted it. But then my thought process was, you know what? I should have got up the second time I emailed it. It didn't go through. Go to FedEx and emailed it that way. Scan it, you know, scan it, emailed it back.

So what I love that. Real quick is you reframed a failure into a learning mode.

Right, Right.

That's what successful people do. You didn't fail, you learned.

Right, Right.

And that, by the way, lessens the gravity of what just went down.

Correct.

So I appreciate you walking through that. Yes. And that's a beautiful refrain. I feel like today, whole hours been about reframing. Right. It was really giving yourself grace, saying, look, I'm not gonna do that for my next client, and I'm gonna be better because of this moment. You are better.

Because now, again, I did apologize to this woman I worked with. I've worked with her before. Like I told, I've never had this problem, never had this issue, but for some reason, it just wasn't happening. So I told myself, myself, not her. But hey, if this happens to me again and I'm in the situation, get up, eat the $7, $6, scan them back, email them, and docs are sent, and you don't miss that deadline. So I accepted it. It's, you know, something I've learned and I want to share with other people. Even if you feel like you're in a certain circumstance and you feel that you have doubt, don't doubt yourself. You know what to do. There's resources out there. Facebook is out there, the LS communities out there, believe me, I've had questions and they've all answered them. So just by doing that and accepting it, I think, you know, I put myself out there more. I'm getting more signings. I'm getting more people that I, you know, that trust me and look for me, I'm getting emails by certain, you know, certain, you know, vendors. Hey, Roslyn, we have a signing.

Would you.

Are you available? And I, you know, of course, you know. So it's just putting the trust out there. Be professional about it. Yes. Like you said, people make mistakes. We're gonna learn from them. It's gonna make us better for the next person. And, you know, if you are familiar with your lender or you do make a mistake, hey, I sincerely apologize. This is never gonna happen again. Don't know what happened. But I'm here. I'm here to make it better, plain and simple. So I've learned that, believe me, it's a process.

Humans, yes, normalizing mistakes happen. Like, look, I don't want anyone to make a mistake.

Yes.

But if they happen, take accountability figure quick. Learn from it so it doesn't happen again. That's all. And that's why experience is our bus. I could not have coached you on.

That no, you do.

You coach every Monday.

Well, my point is, sometimes experiences happen in real time.

It does.

Everyone's gonna have a unique journey, and so I cannot tell you every single thing that's going to happen in the real world. I can give you fundamentals, and then you're just going to realize that experience are going to fill in the cracks. And don't get discouraged by it. Keep doing what you're doing. I'm proud of you, girl.

I did get another. I got another notification today to do a solid package for prison. Now, does it give me nervous? Yes, because you hear the word prison, but I'm prepared to do it because I've done seller packages before. Am I confident to do it? Yes. $200. Am I gonna pass up? No, because you gave me the tools. I know, I know, I know. I know they're easy. But when someone looks at, like you said, the perception of it, they say, oh, my God, prison. What am I doing? Am I, you know, am I, am I have to do. It's the same thing. You're just going to a prison. So again, I'm getting these things. I'm. I'm getting these offers, and I just have to push myself to be a little bit more confident, know that I'm gonna make a mistake, but I'm gonna recuperate from it. And I hope everybody else does the.

Reframe like you don't. You got to go into saying, hey, if a mistake happens, I'm gonna take care of it. Correct. That is it. It's the.

Yeah.

And it's not that I'm gonna make one. It's if it happens.

Right.

I'm a professional. Like, my name is on my front of my business. There's nothing more powerful than me being behind my name. So I know you're going to take care of it. Yeah. So it's if it happens, I'm on it. I don't anticipate it, but I'm not going to beat myself up if it occurs.

Right.

That's where I think the growth of you, Kurt. Thank you for that experience. Share with everybody on your day. And, girl, keep doing what you're doing.

Thank you. I hope everybody hears everything.

Bye.

Afternoon. It's one o'. Clock. I'm out of here. I do have a mentorship training this Thursday for all your loan signing system students. It's all included with your training. So make sure you sign up for this Thursday, one o' clock with me. Pacific Time Zoom link will be inside the Facebook group. I'm out of here. But I'm going to end with this. Because I end every single live with the exact same thing. And is that I believe in you. And you're like Mark, you don't even know me, man. Well, no, I do know you. Because I know we're cut from the same cloth. Only 10% of America are entrepreneurs. 90% of this country works for 10%. Only 10% of us are brave enough to start own business. Only 10% of us believe in ourselves enough to take a risk on ourselves. So when I say I believe in you because I want to make sure you remember you're already courageous. You're already brave. You're already a risk taker. You gamble. You are so amazing. So when you first feel those nerves, you got to remember I am amazing. I am a risk taker. I can do something 90 of America will not do. And that's believe in themselves. So when I say I believe in you, it's because it's the truth. But like I say every single time, I believe in you so much. But I cannot believe in you more than you believe in yourself. Let's go. Have a good week everybody. I'll see you on the mentorship training. Sam.