Use My Updated Direct Marketing Strategy to Get More Notary Jobs | 1-on-1 Coaching Mark Wills

My name is Mark Wills. An honor to bless me, a notary mentor to so many different notary public loan signing agents from across this country. Every single Monday, I jump on, try to help notaries build their business. What's up, Mark, bro?

Okay, man. Making a lot of progress.

Good. Before. Good. First off, everybody, where you're from? What part?

Carson. Which is in Los Angeles, California, man.

All right. Absolutely. Where are we on our business, bro? Talking.

I just called my first signing service right before this live.

How'd that feel? Your very first one?

Yeah, I was nervous, man. My heart's still pumping.

Hey, first off, proud of you, dude. So before we jump into that call, I want to slow down and you should congratulate yourself. Most people don't do it scared. You know that feeling in your chest that stops most people. You are not most people. Okay, so that is the good news. I promise you it's gonna get easier with each one. So how'd that call go? Talk to me. Let's walk through that together.

If I found it pretty easy because I had already been on a zoom webinar.

Yeah.

With. Right. So in that call and that Zoom, I was able to ask her a question.

Yeah.

So I think I already had that little bit of a weight. Not to mention, we're all lss. So that made it a lot easier for able to introduce myself. And that's kind of my plan of attack. I'm gonna. I'm gonna back the loan signing system, student owned signing services, and.

Let me. Let me stop you real quick. So where are we? And you're mentally here about going direct.

You know what? I'm pretty good. My only excuse, and it's kind of lame, is, is I don't have like, business cards yet or whatever.

Right. Okay. Let's talk through that real quick. Yeah. What I love real quick about you, man, is your process. And you knew your coach was going to come after those excuses now. Yeah. Let me say first thing, Bill. Okay. You don't need business cards.

Okay. Yeah.

Pause in the beginning. We are in the business card collecting phase. Here's the truth, bro. You're gonna walk in, jump off a business card that are probably not gonna call you back. You need to go up for the follow up. Does that make sense? So here's my two cents. Is. And I love how you. You called yourself out on it, so I didn't have to. But we gotta remember in the beginning, I. What I don't love about business cards is sometimes notary public, loan signing agents, we hide behind them you walk in, drop on your business card, then you're like, I'm out. When you don't have a business card, you're fucking forced to have a conversation. Does that make sense versus, like, when things get uncomfortable? What happens when you have a business card? The moment it gets uncomfortable, you drop your card and you leave.

Yeah.

If you have no business card, then you have to work through that discomfort. Does that make sense? So let's get out there and let's have this. Get this party started. Because remember, they're not going to use you the day after you walk in. You're going to have to follow up with them. So your job now is to do what you just did. Just work through the nerves. Now let me give you a piece of advice. You ready? So you're in Carson. What is a town that is 45 or 50 minutes away? Give me a town.

Orange County.

So it's called Irvine. So here's what I want you to do. Okay? So I actually want you to start marketing direct in Irvine.

Okay.

Why? Because I want you to get all your nerves out of the way from people farthest from you. See what happens? A lot of times, new signing agents like you, you're nervous and. And then you go to the tunnel closest to your house, and then you're like, why would you fumble through a conversation with someone who's close to you? You want to start wide and then start having those conversations as you get close. So I don't want you working in Irvine. Now, I'm not going to get mad if someone in Irvine uses you, but what I really want to do is get you to kind of get those nerves farther away from town. Does that make sense? And then as you get more comfortable, then you hit up the offices in Carson. But a lot of times we do the opposite. We Google the ones that are closest to us, and then we bumble them. And then we get. You know, you almost kind of lose that magic moment. And you don't want to. You want to create that magic moment as you get better. So my recommendation to you is just pick like four or five escrow offices 40 or five minutes away from you. Start there. You're going to be nervous, right? You're going to bumble through the script. But do that closer a farther away, excuse me, from your home base than close. Does that make sense? So utilize that advice. Go out this week. I want you to make a commitment to me. Okay? You're in front of a hundred people, live 2,000 people. Watch this before the end. All Right. So can we commit to going to one title company this week?

Absolutely.

Okay. Beg Mark. I commit to that.

Let me hear it.

Yeah, I commit.

Let's go. I mean, at the end of the day, you. The earlier you get through those nerves, the better off you're going to be. And let me tell you, I'm going to end with this. The number one regret from a successful signing agent is I wish I went direct sooner. That is the number one.

Yeah.

And so all that tells me is they wish they would have worked through their nerves sooner. That's it. And so I'm proud of you, man, for making that phone call. Let's get out. What are you gonna say?

Yeah, I mean, I think that that's part of the reasoning why I wanted to do the signing services first. The only other problem with that is I don't have a printer. So not having a printer, I'm like, I could just go to, you know, go direct.

There you go. Remember, direct print your own docs. We've had a lot of students in your position where they're almost forced to go direct because they couldn't afford the printer. So that is like one of those things that push in the direction. I love it, man, but look, I just, Just keep doing what you're doing today. Push past those nerves.

Yeah.

Start a little bit farther from your house. Maybe 45 minutes in LA is not, you know, Irvine, maybe it's a little bit closer, but you know what I'm saying? I just don't want you bumbling through the ones closer to you. I anticipate it and I'm going to end with this. Okay? What I want you to do is have realistic expectations on what's going about to go down. You're going to be nervous. You might drop the ball. You might. I get that you won't, but I need. What happens sometimes is new students have this crazy expectation to be good at something they've never done. So as long as you have your, your, your, your expectations aligned, you're going to start banging through these dudes. Remember, we learn by doing. Let's go out and get a baby. Let's go.

Go.

Thank you. I'm not proud of you. Oh, my God. Did you guys hear that? Right now? My man Adam called this first signing service. Remember, just because you get a text message doesn't mean you can't call them up and say, I would like that closing. I'm going direct. Means you go directly to the real estate agents, the lenders and the escrow offices and you don't re. You don't lean on the signing service to do your marketing for you. You do your marketing direct. So let's go to Rosanna, Linda, and my man Michael. So, man, what a good day. We're getting people on. Let's go. Rosanna. What's up?

Hello.

How are you?

Hey. Great. Oh, my gosh, I'm so excited.

You know everybody where you're from, so everybody knows your location.

Lancaster, California. Yeah.

All right. Talk to me, girl.

So last year, I took a leap of faith. I saw. I. It was like I was thinking of doing this, and you were all over my for you page and everything. So I was like, click, let's just do this. And I started doing. And I've been, you know, done the whole LSS thing, but I get stumped on the test and looking that go back and continuously do it in our research. And I've learned quite a bit. I still get stuck. But everything that I've redone and go back to and look at and always answer something I might have done wrong. So that's first and foremost. Second thing is that, like the gentleman previous, I am a little bit intimidated, scared of going direct, and I did get a really good lead, and I'm actually going to be going there right now after this.

Well, let me stop you real quick, if that's okay. Can you explain to me what you're intimidated about so I can help you through that? So, look, being intimidated and scared is totally normal. I. I'm your coach, so I want to kind of help you through those blocks. So try to be specific with me so I can try to help you through that. What do you need to study more? What don't you need to study more? So what are you intimidated about? Answer me that.

I think I overthink things.

Okay.

For example, and this is a question that I was actually going to ask you. One of the test questions on the LSS thing, it's got the closing disclosures, other cost and loan cost for some reason in that. And if you could explain that to me, maybe that's one of the things. For some reason, I see them as the same thing. Am I overthinking it?

Yeah. No, you're not overthinking. It's a great question. So loan costs are costs specifically charged to get that loan. For instance, an appraisal. Okay. That is, you have to get an appraisal to get a mortgage, right? So that is a loan cost, an escrow charge. You have to pay that escrow charge to get the loan. It's a loan cost. Does that make sense? So loan costs are cost specific to the loan. Okay, now if somebody takes out a mortgage and they have interest on the mortgage, is that a loan cost or is that a cost to have the mortgage?

Cost to have the mortgage.

Perfect. That's other costs. So loan costs are the only costs that you have to have this fee in order to get the loan. Those loan costs. But let's say someone has insurance. Is that a cost to get the loan or is that a cost just to own a home?

Cost to have the home.

That's right. So that's not a loan cost. So all the other costs are costs that aren't specific to getting the mortgage. Does that make sense?

Yes.

So let's say someone has to pay property taxes. Is that an other cost or is that a cost to get the loan? Property taxes.

Property taxes is other costs.

That's right. Now. So now you get it. So loan costs are cost to get the actual loan, like a processing fee. That is a loan cost. Does that make sense?

Yes.

A title.

Yes.

Charge. Is that a loan cost?

Yes.

Yes. Why?

Okay, why? Because you have to record it.

That's right. So that is a cost to get this loan. It is not an other cost. Does that make sense? So a loan cost is just cost specific to get the loan. But here's where it gets confusing is some borrowers go, well, how come all my fees are $5,000? The lender goes, well, those aren't all loan costs. That's why they, that's why they divided it up. So the lenders are like, no, look, dude, it's only $2,200 to get the loan. The other $3,000 is property taxes, interest. So they divided up so the borrower doesn't feel like they're getting charged five grand. Does that make sense? Yes, because the borrower's not getting charged five grand. They're getting charged $2,200 or whatever those are. And then the other fees are just home associated costs. Okay, did I explain?

The reason I even brought that up was because it happened to me a week ago. Everything was great. And then that question, I was like.

Yeah, that's why you have a coach.

Girl said, call the person that gives you the position, gives you the job, and ask. And I said, you know, and I said to them, I said, you know what, I'm sorry, I can't go into big into detail so much of what every. Everything is, but why don't we give them a call? We were Within. So everything sorted out and they were happy. But in the moment I was like, in my head I'm like, if I want to go directly, I can't answer this question for a signing service that I'm doing this. I don't want to. And I think it's just personal trying to be as perfect as possible, which is impossible. But I, I want to do my best for that.

All right, so I want to go back to something real quick.

Yes.

So why are we intimidated?

I think because I feel I may not represent them very well.

Okay, stop. You stop. You there. Okay, those are limiting beliefs. Let's talk about it. So how do you overcome limiting beliefs? And I'm going to show you how. Okay, so how many clothes these have you done error free?

Many?

100?

I wouldn't say. I would say maybe about 80%, 85% of them.

Okay. Okay. But how many? Give me a number. 80 closings error free? 50.

I would say 50.

Okay, so why are you. So you've done 50 clone closings with zero errors. Why aren't you remembering that before you walk in?

Oh, you're good.

That makes sense. See what's happening? What's happening is before you go in, you're choosing to remember what you're not good at versus choosing to remember what you are. And so this is where, this is how you overcome limiting beliefs. And so your job at that moment is like, why am I intimidated? Well, I don't feel good enough. Okay, cool. So how do you overcome this feeling? I don't feel good enough is you remind yourself that you are good enough by facts. What is a fact? You've done 50 closings error free. Like, why aren't you like giving yourself kudos for that? Does that make sense? So my coaching, my coaching.

Yeah.

Is when you go, before you go into these moments, it is a decision whether we're going to think about what's good or what's bad. You're just allowing yourself to think about what's bad versus what's good. And by the way, this is a behavior change you have to make. Okay. That's why you have a coach. Okay. So next time you feel. That's why I asked specifically what were you intimidated about? And you said, I don't feel like I'm good enough. Well then I'm like 50 closings, girl. Like, what about 50 closings isn't good enough?

I think, I think because I try to like the training that you give the LSS and everything. And I refer back to it a lot I think because I look at that and I, and I. And I see how you tell us do try to do everything. And, and I always hear in my mind's, you know, the voice in my head saying, do this and that. But I. The one thing that I have done is if I make a mistake.

Oh, I can't, I can't hear you. I can't hear. Okay.

On the times that I did mess up, I said, you know what? I. I acknowledged my error. Let me fix this.

Okay?

I never say no, it wasn't.

I'm gonna end girl. I want you to. We gotta focus on what's going to move you to the next right.

Okay, so I'm not gonna do that anymore.

Okay, so our. So do you know you're a good notary public loan signing agent?

Yes.

Let me say that one more time. Do you know you're a good notary public loan signing agent? Yes. Said one more time. I went loud. Do you know you are a good signing agent?

Yes, I am.

Oh, I go. So that's what you remember before you walk in. You know you're good. Say it a few times like you know, you've done 50 closings error free. So, okay, we got to do is get. I'm going to end with this and I'll get to the next student. Okay, but listen, our body. I'm gonna get a little deep with you, okay? Is that okay? So our bodies are designed to prevent us from doing things that are scary. Okay. So the voices in our head are actually a good thing because if you're driving too fast, there's a voice that says, slow down. You know what I mean? Like, it's a good voice.

Yes.

But you have to remember when you hear the voice, when you're going marketing, you have to distinguish whether that's a good time or a bad time. When you go going 100 miles down the freeway, that's a good time to hear the voice. Does that make sense?

Yes.

When you're at a closing office, you gotta say, I am good at what I do because that is how you overcome. Make sure that voice. The reason I had you say it loud. Did you guys say it louder than the silent voice in your head? Okay.

Yeah, I'm going to do that from now on.

Okay. I'm gonna end with this and I get a commitment from you like I did Adam, that you are going to go to one title company and introduce yourself this week.

I'm doing that right now, actually.

All right, let's go. Let me know how it Goes and remember what you do well. Stop remembering what you do best.

Okay.

All right, Go.

I will get him.

Let's go. Thank you. You're welcome. Bye. Oh, my God. What a good conversation. I want to talk to you. Who out there has these limiting beliefs? I'm not good enough. I'm not worthy. I can't do this. Why are you thinking about what you can't do versus what you can do? Say that one more time. If you can think negatively, you can think positively. Look, that is a learned behavior. That is called being intentional with our thoughts. It's not that I don't have negative thoughts, but I choose when I have negative thoughts to have positive thoughts. That is your job. So remember, if you can think negatively, you can think positively. Let me say this. I don't know if you need to hear this right now, but your actions and your mindset and your behaviors got you where you are today. And if you don't like where you are today, then you need new thoughts, new behaviors, and new mindset. You say that one more time. The actions and thoughts and your behaviors today got you results of your experience. If you want different results and you can have new behaviors, you have to have new thought processes. You got to think and act differently. So if you are listening to your voices, you got to stop because you are enough. You are amazing. You are worthy. Let's go, baby. All right, who we got? Let's go with Linda. Rod. What is going on? Everybody, let's go. You are good enough. You are worthy. Let's go, man. John. How you been, baby?

Hey, what's going on?

How you doing? Okay. You're not driving, I hope in the background. We're good.

No, I'm in the parking lot.

All right. Where you're from, everybody. Where you're from, man.

I'm from St. Louis, Missouri. In the house. Yeah. Yeah.

All right. We're gonna help you with today.

Well, so I am working on, like, my direct marketing right now, and I was just wondering, like, your approach on how to, like, do follow ups whenever you go. Like, like, you go. You go there one time and then, like, what's your approach to, like, your secondary?

So how long I'm going to flip this back to you because I'm going to teach you to fish, not show you fish. So you bought my course? How many weeks did it take for you to buy my course from the first time you saw me? How many weeks? More or less?

Probably like four weeks.

Cool. So I'm going to ask you this because what I'M trying to teach you is the way you buy things is the way other people buy things. For some reason, we think, like, we're all different, and we're not. That's why advertising works. Right? So, okay, so it took you four weeks. Okay. So the first thing I wanted to let you know is you did not buy me the first time you saw me. The reason I want to share that is because too many times, new notary public loan signing agents get discouraged. They call me up. I went to a title company that a great, great first meeting. How can them give me a signing yet? And then I'll ask them, when I just asked you, I'll be like, oh, well, how many weeks it takes for you bought my course? Six months. I'm like, it took you six months to buy my course, but yet you're frustrated. Somebody hasn't bought you the first time. So the reason I share that is to get your expectations in alignment. Now let me ask you. I'm going to continue to coach you here. So the first coaching is just going to have realistic expectations. They might need to see you two or three times. So then you asked me, what do I need to say? So let me flip that back to you. What did you need to hear? And four weeks for you to buy my course. So you. You, you, you. You saw me. You're like, all right, I'm kind of into Mark is cool. Ish.

Sure.

What did you need to hear before you said yes to me? Just think about it out loud.

You know, I. It was probably more like the reassurance that, like. Yeah, like, we're. We're gonna, like, figure this out together and you'll have the tools to succeed.

Okay, I'm stopping, so I'm gonna stop you. So what should you probably tell them?

That I can give them the tools to succeed?

You. You used the best word. What was the first word you used? Reassurance.

Reassured. Yeah.

What should you probably do to your prospective clients? Reassuring.

Yeah.

Does that make sense? Yes. So when. So when you reassure somebody, do you actually need to say anything new? No. What are you doing? Just.

Just repeat, rinse and repeat because.

What are you doing? You're reassuring. All I did with you over four weeks, just reassure you. I didn't say anything new, did I? No, no. I just reassured you that everything you heard the first time was the same the second, third, fourth, and fifth time. And so the reason I coach that man is because the way you buy things is the way they buy things.

Yeah.

So I think a lot of Times as new notaries, we overthink it, and it's like, no, man, just say what you said the first time. All they want is reassurance. Yeah, okay, let me. Let me end with. This is a lot of times following up is not about what you say. Following up shows them so much more than what you say. It shows consistency, people who are consistent or trustworthy. Right. Okay. It shows them, wow, this person is showing up every week, has none of my business. Imagine the persistence he has as my son. So a lot of times people get confused that. What do I say? It's not what you say. It's your actions that show more than what you say. Does that make sense?

Yeah. Yeah.

And so my point is, I don't overthink it. Now, let me just make sure you're saying a few things in your script. Well, I'm gonna coach you on the last way out. But was the first part of this coaching. Did that land?

Yeah, okay.

Definitely.

Now I'm gonna end with this. Okay. I hope everyone hears me on this. I hope this isn't crush your dreams. But, like, they obviously have a notary before you walked in. Fair respect that the. A lot of notaries don't. So they walk in, they're like, what up? I want to be your notary. Versus, like, yeah, versus, like, I'm sure your notary's freaking awesome.

Yeah.

No.

Oh, that's. That's like. That's what I lead with. I'm like, hey, like, I understand you have notaries that you know and love and you know, but if you find yourself in a bind, like, give me a call, I'd be more than happy.

And that's all you got to say. John, you say that on repeat. Does that make sense? Because they're saying it on repeat. What reassures them? Does that make sense?

Yeah.

And so you have a great energy. You got a great smile. Your job is to redo that. So I'll end with this. Okay. Is by reassuring them what you're really doing is they need to be able to visualize, can this person represent me at the closing table? Does that make sense?

Yeah.

So by following up, you're like. You're like, you know what? I could see John represent me at the closing table. So that might take two, three, or four times. So in conclusion, don't change the pitch. Just reassure them. Okay. Number two, once a week in person is the max. I would show up. So what I think if you're really persistent, once a week, email once a week in person, you're golden. Okay.

Would you like flip those? Like one week it's an email, next week it's in person.

Here's my, here's my last coaching test. It there is really no right answer. Does that make sense?

Yeah.

So, so my point is what I, you know, what I want you to understand is you're now a marketer. And so my point is sometimes you just gotta test. So I'm like all the above, right? It's maybe other, other, other weeks, see what happens. Maybe this other person you marketed to, you go every week to. So maybe you, let's say you, you follow four different people, try four different strategies, see which one lands, see which one lands with your personality. Maybe you're not a once a week guy, you know what I mean? So my bigger point is what I want to coach you on, on the way out is just do it. Yeah, whatever that looks like. I would go no farther than a month face to face. Okay. At the max. Okay. Yeah but like I said, remember how you buy things.

Yeah.

So other people buy things too. Don't overthink the process. Your pitch is correct. Reassure them of the pitch. Now your job is to go to many of these people as possible and go. So remember when you're trying to break into title companies, what you're really looking for is the notary. Their go to notary getting sick, they're go to notary going on vacation, their go to notary being double booked, right. So you're looking for one of those scenarios that you could slip in the back door. So my coaching is if you're only going to three title companies and you're only putting your eggs in that one of these three go to notice you get sick, go on vacation, but go to 10. And all you're doing is letting them know hey, if your go to notary gets sick, goes on vacation, is double booked, I'm your guy. And your job is just rotate that. And you will get someone to get sick, you will get someone to dig be double booked. You will get someone who goes on vacation, you will find a notary who has to go to their son's baseball game. But my point is if you're only doing that with three people, that's why you're not as busy as you want to be. So at the end of this, I want that to click. Your job is just to be the backup to 10 people, see where you land. So don't be doing this with just three. So you should be working on your follow ups and then also working on the numbers game, how many people in St. Louis know that I want to be their backup? Do that to 10, 15, 20 different people. Dude, I promise you in 30, 60 days you're going to get you'll have more direct business and you'll know what to do. It's a numbers game and consistency. Cool.

Yeah.

Awesome.

Thank you so much.

Seriously, Go get it. Let's go. Bye. Wow. If you didn't hear that coaching with John, rewatch that bad boy. Okay? And if you're an LSS student, you take the strip. Go do what you got to do, baby. Let's build a business. Kendra, what up? Hey.

How you doing? Can you hear me?

I can hear you. How are you doing?

I am doing wonderful as of now.

Where you're from and let's have a conversation.

I'm from Austin, Texas.

We got Texas in the house. Okay. What can I help you with today?

Well, I have to give props. Google business page that I put together has brought me some business. My first signing and I was reached out by a law firm in Canada to help an individual here in Austin to perform rifi, which will be my first sign. Absolutely. I'm so excited. But as well nervous, of course. Everyone's first signing, we're nervous as can be. So I'm glad that this call us here so you can just get me amped up for this Friday.

I will. First and foremost, your expectations for you is higher than the expectations of them. So I just want you to just take a breath and realize that slow is a speed. Okay? So when I say your expectations are higher than them, don't think you got to get through this in 20 minutes. Don't think you got to get this done in 60 minutes. Only thing your goal is for signing number one is no errors. So if you got to triple check, if you got to move slow as molasses, they're going to be thankful that you did it. Error free versus oh, it only took 15 minutes. Oh, it took 30 minutes. Does that make sense? So you're going to be amazing. So remember, your expectations are going to be higher than theirs. Their only expectation is done error free, not how quick. If you got to call them three times. Call them three times. Because sometimes we have this bigger moment where they're just like, look, it could take two hours, man. It's all good. We just want an error free signing. Okay. So there's a normal. I'm proud of you for getting on here and sharing it. But my biggest coaching is just give yourself some grace. Okay. If it takes 90 minutes. It takes 90 minutes. You know, a lot of times new students have this expectation that they got to be great at something they've never done. This is your first swing. Like, let. Let. Let's let go of that expectation. The expectation today or your first closing is experience. You know what I mean? It's learning how to navigate paperwork upside down. It's learning how to make them say their oath. It's learning how to get their. You know, they get their. Their signatures in your book. So it's just all about just giving yourself grace, being excited about this learning moment. And now this is one of a million. You know what I'm saying?

Absolutely.

Don't expect, you know, don't compare yourself to a notary that's been doing it for 10 years. This is your journey, okay? So be so freaking good. I have no doubt in my mind slow is a speed. So if you got to, like, take 30 seconds to look at a document before you flip it over to them, then so be it. So just remember that this is your first time. Be patient with yourself. Give yourself grace. You have an unbelievably beautiful smile. Give them the charm and just give them a smile. And I mean, this is one down in a million to go. Let's go.

I am so excited. Excited. Thank you so much.

So DM me, let me know how it goes. But just remember, on the way out, just, this is your first time. Give yourself grace. Don't beat yourself, okay? Double check your work. If not, triple check before you leave. And by the way, make a little joke at the end is like, I'm like a dentist. You don't want to see me again. So I'm going to check this one more time, you know what I mean? And do it three times before you get in the car and leave. Check it one more time so there's no such thing as too thorough on your first closing. Anticipate the nerves. You know what I mean? Anticipate. Maybe paperwork got stuck or you missed something, so you're about to be in business as a notary. I mean, come on.

I'm excited. I'm absolutely excited. I know it's just the nerves on being the first one. And after I swing and hit the hit on the first one, I'll be ready to go to the second and third one. So I'm excited.

I'm proud of you. I'm.