When to Increase Your Notary Fees as a Signing Agent and Why it Matters

Hi there. I'm Mark Wills, educator of the loan signing system. I teach thousands of notary public loan signing agents across the country how to build a successful notary business. And every Monday, I go live on Instagram to coach notaries one on one. So if you're looking for coaching on how to market your notary business strategies that are working in today's market and find solutions to problems you're currently facing, then these live sessions are for you. In fact, here's the latest episode. Make sure you take notes so you can implement these strategies. So today. Eric, what's going on, bro?

Hey, what's up? How's it going?

You tell me. We've done a lot of coaching over the weeks. So let me start off with, how are you? How is business?

It is good. So the other. The other day I got a refi request and I had absolutely no time to prepare. Went in completely blind. And. And then later on that night, sent in the scam backs. And that morning they said that to send it, to send it. So I did it. Completely. Completely fine. No preparation.

First off, I just want to say that as your coach, I noticed the way you entered this conversation. There was excitement, there was appreciation, there was wins. So, Eric, I just want to say I see it, I want you to see it. So I see the smart smile, I see some energy around your business, which means you're coachable, man. So I just want to say congratulations on that. Okay, so the second thing is, you didn't go into the signing blind. You went into the signing with training, and you ended up executing the signing. So I want to give you all new notary public loan signing agents out there. Remember, you're not going into anything blind. It might be your first one, it might be your second one, but you have all the hours and hours of training behind you. So. So how did that happen? I mean, talk to me. You feel good? You executed good. Talk to me.

Yes, yes. I mean, it was. It was great, like, being able to just figure out what. What was some of the stuff that I. I had a question myself about. Like, the person was. Was asking, well, like, what does this mean? And stuff like that. And I was like, you know, this is. This is like, this is what it is. And, and we just, you know, we basically like, I. Because I saw a lot of stuff that I hadn't seen on refi, like before.

Yeah.

So it was like, I just kind of, like, I kind of winged it with the knowledge.

I love it. I mean, look, I'll be honest with You, I cannot give you every single document that you'll ever see in your, in your career. My job is to do what you just did. I'm going to give you the foundation. I'm going to tell you to talk through it. But we don't need this feeling that we've seen every piece of paper because here's true there, at some point you're going to do an Arizona closing because someone's moving to Arizona. At some point you're going to do a Colorado closing because someone in Big Bear has a second home in Colorado. So our job is to do exactly what you did. Understand the base level education, build your business on top of it, know that you don't need to see every single form. Just know how to walk someone through the documents and you're going to crush it every time. So, E, I am proud of you, brother. What kind of questions can I get answered for you today to maybe help you build your business?

Okay, well, I just got. It was either this morning or last night I got a email saying that my Google business profile appeal was approved. So, so I just. So like, I take it that means that they just approve the fact that they're, they're, they're, they're going to look at it and stuff like that.

Okay, that's exactly. And so yeah, the next step is they go through because they want to make sure Google business profiles are legitimate profiles. They don't want a robot making, you know, 18 different profiles because that's what some people do. And so they just want to make sure that every business listed is actually a real business. So this is just part of the process. I'm excited about you building your Google business profile. And remember, as a notary public, There is over 1 billion notarizations in America and roughly 1% of those are loan docs. So the rest is money. You can make an office deals, estate planning with trust attorneys, someone just trying to figure out how to get my field trip permission slip from my daughter or son notarized. So look, you're about to open up a whole nother side of your notary business. I can't be so excited for you because remember, there's multiple ways to make money as a notary public. Being a notary public loan signing agent is the most lucrative. But that doesn't mean you shouldn't learn how to get the steel business, the wedding official business, the fingerprinting business, the field inspection business. I mean the list can go on, man. So yes, this the next step in your Google business. Profile is Google legitimizing you. This is a real human. It's not a robot or software who made this up. So yes, you're going to continue to get that GBP updates from Google itself. And remember, we teach. When I say we, I mean I do. Loan signing system OPA steals remote online notarizations field inspection. So that's all included with your loan signing system purchase. So my advice to you, Eric, is as you're building out your Google profile, you want to make sure you have the skill set to execute an apostille or I think they call it apostee. Either one, right? Yeah, I don't know either. But jump into the complete notary mentorship part of your course. It's included. It is not extra money. Okay. And start learning the OPA steel, the field inspection, all the other stuff so you can start getting that income with those other activities.

Right.

Makes sense.

Yeah. There was a, another like, like semi win. It was. I talked to one of my friends who, you know, he is from Mexico. He was saying that a whole bunch of people from there seek asylum. That's right up here because of some type of cartel thing.

Yeah.

And, and, and I guess apparently there is a lot of like there's some documents that need to be notarized for that. So he was going to send me like, you know, about like 2,000, you know, people. But I mean it hasn't happened yet.

But you know, the bigger picture is there's 1 billion notarizations. That's with a B per year in America. And so the asylum refugees. There's so many things to be notarized. And that's why being notarized was one of the best kept secrets in America for income opportunities. Because I didn't even know there was asylum seekers who needed notarized paperwork. But it doesn't surprise me, you know what I mean? Because there's 1 billion notarizations a year in America. So once you figure out how to execute those asylums as it gets you back on, on the community so you can teach other people. But remember, we're all about helping each other build a business. So I just want to say I'm proud of you, man. The biggest thing I'm proud of you, Eric. I'm going to end with this is you enter this conversation with such good positive energy, such good positive momentum. You smiled. It wasn't what's not going wrong, it's what's going positive. And that energy will dip into other parts of your business. So e, I Look forward to seeing you next week. Keep doing what you're doing, man. And always have that smile on your face.

Do you mind if I just have one, One, one question about something? Okay. So the other day I got a, like, well, like I got in a, A, A signing. Like a signing service had hit me up and it was like six days in advance. And then it finally comes to, to the actual, actual day and everything. And I had already had an assignment from, on the same service going down to Hesperia. And then, and then they didn't get the docs, like, to me. And the second one later on in the day was also Hisperia. So, you know, going. Driving all the way back to print it out, to then go back down and, and, and, and they're like, you know, like, we can't give you like a fee to go back and forth. I was like, okay, that's fine. But then when I, when they finally gave the docs it was a E hybrid, and, and then they just switched it to a full, A full wet sign. What I did, though, like, what I did is what I did. But I just want your opinion on it. I did say that I, I had agreed upon a hybrid for $50. I had asked for a raise in the fee and they said, no, they can't. The fee is the same whether it was a hybrid or a full wet sign. And so what I did was, if the fee cannot be. I just, I just asked for 75 and I said, if the fee cannot be raised, please remove me from the order. And they did. Do you think that that was. That I overstepped my question?

Let's talk about this great question.

Because I, I thought that I was done dirty, like by, by having them, them, you know, just change.

Okay. This is such a good conversation. I, I love this conversation. I want everyone to hear me very carefully on this answer. The very first thing I'm going to coach you on is your job as a business owner. And I didn't say a notary public loan signing agent. I said a business owner. Right, because remember, you're a business owner first. Notary public loan signing agent second. The most important thing from a business owner understanding is you have to leave emotions out of your business. The sheer fact you told me I felt like I was done dirty, I heard an emotionally charged business owner.

Okay.

And so what we have to learn how to do, by the way, what I tell every student, the hardest thing for me to teach how to be a signing agent is to get you to stop thinking like an employee, an employee brings in emotions. An employee said, my boss lied. Employees said, I was rushed to do it to get me to deadline. A business owner goes, okay, I have an emotional reaction. How do I step away from that? And how do I make the best rational decision decision after that? And I'm going to tell you what I believe the rational decision should be. But the coaching is you have to learn how to stop getting emotionally charged. Did that land?

Yeah. Yeah.

Because when emotions get in charge of a business owner, you end up making irrational decisions. And irrational decisions never lead to profits. Let me say that once again. Irrational decisions and never lead to profits. So the first thing, like I said, I'm saying one more time, the hardest thing, Eric, to get you to go over is to stop thinking like an employee. Step number one is getting unemotionally charged. Okay? Because what I want you to do is make a rational decision. Now, I don't think your decision was irrational, by the way. But what I don't want you to ever to do is make an irrational decision because you have not learned how to let the emotions get out of your decision making. Does that make sense? So the moment you say, oh, I felt like I was done dirty, catch yourself like, hey, that's my feelings getting hurt. You get to leave your feelings out of your business. Right, that land. Okay, so the first coaching makes sense. The first thing to understand is we got to get emotions out of business. Because rarely is the emotional decision the rational decision. And rational decisions equal profits. Okay? And again, you're not alone in this, dude. That's the hardest thing for me to teach a new student is you got to let, you got to let go of the emotional volatility we have as a human and get into more of a high emotional intelligence person, which is called high eq. Again, all part of the learning curve. Don't beat yourself up over it. Okay? It's all part of the journey. Now here's the rational question. So to reiterate, for everybody watching, Eric got assigning an assigned to him at the last minute they turn the assignment into something else. So at that moment, what is a rational decision? So the question you have to ask yourself is what's more important, the money or the relationship? So, and I don't know what the answer is that's upon you. Meaning does this source of business, are they going to give you more business? And is the more business a relationship that you actually care about? Because, for instance, even more business with someone who's not paying well is not a great decision to make. But the thought process is what I'm trying to teach you here. At that moment when they pulled a switcheroo on the assignment, the question you ask yourself is like, do I accept the assignment? Because I believe there's gonna be more business in the future. Because here's what happened when you unassigned yourself from that assignment. They had to scramble and find another notary to fill it. You put them out again, I'm not here to tell you whether that's the right or wrong decision. I'm here to let you know what happened in the background. So they're like, oh, my gosh, this notary just made me drop what I'm doing. Now I gotta go find another notary. What may happen in that scenario is we're never using this notary again because this notary now put us in a bad situation. By the way, that business put you in a bad situation. So the answer to your question is, what is the rational decision to equal more money? That's always what should make us, as a business owner, always drive is profits, not emotions. So what was the emotionally right answer to that question is, was it more business from that client or was it, I'm probably going to lose money on this situation, so therefore, it's not worth my time. Which, again, could be the rational decision. But you need to outweigh both of those decisions. Like, if I take this signing, I'm going to lose money. Cool. But if you take that signing, will it equal more signings in the future? And if the answer is yes and they pay well, then the rational decision was to take the right turn and be like, dang it, this stinks. But I. I'm going to do this because I really value our relationship. I just love working with you and hope to get more of your business in the future. And so again, I'm not. As your business coach. I'm actually not here to tell you which one is the right decision. You need to make that decision. I don't know your relationship with the source of business.

Okay.

But the biggest coaching moment here is that we got to get emotions out of the moment. You said that I felt like they did me dirty. All I heard was an emotionally charged decision that came next. By the way, they could have done you dirty. I'm not saying that that wasn't what they did. What I'm saying is the moment that comes to your brain, you go, okay, Mark taught me not to be emotionally charged. What is the right business decision now? To get more revenue. So that's My coaching, I actually don't know what the right decision was because I will tell you that you probably lost future business. But that could be okay if they're only giving you 60, 75 bucks, right? Or it could be like, I could deepen my relationship to really ensure I'm always the first call. So, again, my job is to give you the information. It's your job that could take from that what you want. Does that make sense?

That that makes sense? And no, I actually have already gotten other assignments from Beautiful.

Yeah. And I'm going to end with, this is your job is what I just taught you. What is the best decision to equal more money? Then you make that decision. Does that make sense? The moment we get riled up, we gotta calm down and be like, okay, what do I do next that's gonna actually make me more money? Not get my feelings hurt. What's gonna make me more money? And as you start becoming more of a mature business owner, you'll realize, oh, real Mark's right. There's no emo. There's no room for emotions in business. You know, I'll get students, you know, who get me emotionally charged. I'm like, oh, my gosh, that's it. In the course. Why are you blaming me? But I can't say that. I go, oh, my God. Gosh, I know. That stinks. If you refer yourself back to module four, I think you'll find that answer. But I can't get emotionally charged. Like, why are you mad at me? Even though I know it's in the course because I'm a business owner. I go, okay, they're frustrated. I get it. My job is not to take it personally. My job is to figure out what's the best decision for everybody involved. So, hey, I'm going to end with that, dude. I'm proud of you, brother. Keep building. Give me a lesson.

Let's go.

All right, dog. Till next time, man. I am so proud of Eric. Unbelievable. His growth as a business owner is incredible. I hope you understood what I just said there. Your job as a business owner, not a notary public loan signing agent, is to learn the difference of high EQ. Someone who is highly emotionally intelligent, I.e. eQ, understands the best business decision equals more money. Not what does my emotions want me to do right now. Because you can always get pulled three or four different ways. When you get emotionally charged, you need to lose emotional charge and ask yourself, what makes me more money with this decision? And choose that decision. Every time you get emotionally charged, you need to Take five deep breaths. That allows you to make the rational decisions. What's up, girl?

Hey, Mark. How are you?

You been good?

I'm. I've been, you know, doing what I gotta do.

I could. I love what you just said. Do what you gotta do. Every. Just the mantra of every business owner in America. So talk to me. What can I help you with today? Oh, actually tell everybody where you're from and then just jump in from Houston, Texas.

And thanks for the swag. One last month. Thanks for the swag question. So I've been trying to go direct and I've been doing signing service, but there was one particular sign in service. They are only, they only take applications once a quarter. So 1st of September. Did it pass the test? Whatever. They came back and said, oh, you don't fit our criteria, which was a year or 20 signings. What do you do in that?

Guess you're speaking of bank serve. Yeah. So what you'll learn with all our new students is persistency, persistence, speech, resistance. So keep telling them because what they're really trying to do maybe remind you of this and everybody watching. The reason people love this business is because there's a very low barrier to entry. But because there's a low barrier to entry, there's a lot of inadequate notaries. And so bank serves way of getting the uneducated notary out is just be saying, oh, you don't qualify. That gets a lot of people go, okay, cool. But when they get somebody like you who goes, no, I understand why you're doing this, I'm going to keep pushing and getting it. Literally 75% of our students get the same email that are brand new. They do it again the next quarter they get in. So I would just, what I would tell you to do is respond back and be like, look, and by the way, if you get this from like a new title company that you're marketing to, you know, if they ever to happen to be like, oh, we already have our notaries or oh, we want notaries of the year experience, you go, I understand why. And you literally say that like, if I was running the business, I would also make sure that the notaries that come in my office are actually knowing what they're doing. So while I don't have a year of experience, I do have two different certifications, the nna, the lss. I take this business very serious. I have a mentor. I go over loan documents every day. I do mock signings. All they're trying to do is to weed out the notary who doesn't take the business as serious as you. Does that make sense? So if you know that, right? If you're like, oh, I get why banks are doing. I get why the title company said that. And then come back with like, hey, I know why you did that. I too, would be concerned a notary who has no education or trainings during my closing or. But that's not me.

Okay?

Now they're like, oh, snap, that's how it is. Because all they want is a notary knows what they're doing because there's no overarching governing body. It's just so easy for uneducated notaries to infiltrate these title companies and. Or bank serve. And so they're just doing what they should be doing, filtering out the bad notary. And all you got to say is, I get it. I'm not that notary. And let me prove it to you. Multiple certifications. I have all the loan doc training. I know what funding mistakes are. I know if I make a mistake, I got to rush back to you. I know I should call the realtor lender or the title company if the borrower has questions. And what you're doing is you're killing them with your education. And so enter the conversation where they're at if you ever. Because you might get this as you market direct, like, oh, how long you've been doing? You're like a year. And be like, oh, I know why you're asking me that.

Right.

And then to literally say that. And by the way, this, this what I'm teaching has been done by thousands of our students. So it works. Just meet them at their concerns. Did that make sense? Yes. And so this is good coaching for anything. Yeah. So if somebody goes, oh, well, I'm actually looking for a notary who does abc. Meet them at their concern, like, oh, I know why you're asking that. Because you're trying to prevent abc. So I know you're trying to prevent them. That's why you should still use me. So this is how you actually overcome any objection. Meet them at their concern and then overcome the concern with whatever the real answer is. That makes sense. But for this part of the business, they're just trying weed out the bad notaries because there's a low barrier to entry. You are not that notary, Trina. So communicate that. I know why you're asking me this.

Yes.

And I'm not all those things you're trying to weed out. And in fact, I'm better than that. Yes. So do that. Whether you're marketing direct or do that whether you're trying to get bank serve. Because you're going to have these questions, meet them at the concern, overcome the objection with your education and training and let's build this to the moon. Because girl, interest rates are dropping in real time. The Fed is coming out this September 17th or 18th. Who they're going to announce the first rate cuts in three years. So we're comments. My point is this. You're doing what I'm coaching and I want you to double down on this.

Okay?

Because the unsuccessful signing agents market when it's busy. The successful notary public loan signing agents forecast. Right. So you're. So my point is don't stop what you're doing. Don't let these very surface level objections get you. The surface level objections are trying to weed out the uneducated notary. Yes. That is not you. So meet them at the concern, crush them with some education and let's build this to the moon. Right?

Sweet. That's what I'm talking about.

All right. Did I answer your question? You're good. You did. Come back every Monday. I'll keep helping you.

Thank you.

All right, bye. I hope everybody heard that conversation with Trina. Someone gives you an objection. Whatever it may be, I want to. Notary has 100 closings. I want to know where he's been doing this for two years. All they're trying to say is, I am concerned that you don't have the skill set of not making any errors. That's all I'm trying to do. So hear my coaching. Meet them at that concern. I know why you're asking me this. There's such a low barrier to entry to becoming a notary. You are concerned that I don't know where all the signature, dates, initials are. You are concerned that I cannot correctly answer any questions that the borrower has. You have a concern. I don't know where FedEx drop off times are. I get it. And if I were you, then I would also be weeding out the notaries who are unprofessional and uneducated. But you know what? I'm not that notary. And so that is how you overcome any objection. Meet them at their concern and then come back with it. Like, look, I get it. Empathize with their concern and be like, that's not me. What's up, girl? How are you? Hi. I'm so excited. So tell everybody your name, where you're from and let's have a conversation.

My name is Amira Dubose. I'm with Noted signings in Pennsylvania.

Let's go. Okay, so we're gonna help you today.

So I'm just taking signings, I'm growing my business. I am a newer notary. And so my question is, and I've taken your course and you know, I'm following all of your step and I'm actually starting to see the traction and I'm building those connections with the signing services and just things are starting to come into fruition. I see. So what do you say for advice for scaling and starting to grow more? Because I do this part time and I have a full time job and my goal is to go full time. So love it.

I love it. Okay, first off, proud of you. I'm proud of you also. The most thing I'm proud of you about specifically is you're allowing. You're patient enough to see the seeds growing in your garden.

Yes.

Too many times people get in this business are like, well, I'll go online making $2,000 a month part time. I'm like, be patient. So I love that you have that built in patience, but also the consistency of building your business at the same time. Because by the way, not everybody has. So I want to give you kudos on, on your growth process. Okay, so a couple things here. So why. So a couple of things I want to say is 75% of loan signing system community is part time. I know a lot of time. Part timers see all the action by full timers and feel like I was the only one doing this part time. Not true. So the point is to stay there. Say the process is my coaching on that. Don't get deterred by all the full timers who have time to post in the Facebook group and show off all their stats because you're not alone in being part. Yeah, let me say this too to my part timers, including you. Yeah, I love part timers. Here's why. Okay. I'm tell you why specifically is because part timers understand how precious time is. So what do I mean by that? You give me a full timer. I'm like, well do A, B and C. And they're like, oh, I can put that up till tomorrow. Oh, I got all the time next week. I talked to you, Amira. You're like, dude, I got like two hours a week. Tell me what to do with it. Most of my part timers accomplish more part time than my full timers do full time. So yeah, you're in the right spot. So I want to give you some, some Energy around that. Now let's talk about what to do. So first off, what you do is the first thing you do. I want you to market direct. But there's a few things I want to teach you here. No one ever needs to know your part time, ever. That's none of their business. The only thing, only the business they need to know is you are ready and able when they call. Right?

Yep.

Call me crazy. If you have a $200 signing at 11 o' clock in the morning, you're going to figure out how to get there. Okay. So yeah, just going in and saying, oh, I do this part time, it's no one's business. And if you get called for two o' clock that you can't do, then you literally just say I'm busy. Like they would just know you're not lying, you're being very honest. But they don't need to enter that conversation. I think a lot of time part timers are insecure. No one needs to know. Okay, that's my first coach.

Yeah.

Number two. Okay. Is you. What some of our best students who've scaled from part time to full time is they utilize their lunch breaks. So my point is this like you on Sundays, you should be mapping out what your week looks like. So you're like, okay, I got a lunchtime from 11 to 12, there's one title company within 10 minutes of me. I'm going to go to that title company at lunch. Or okay, I see all these networking events happening around my area. I can go to Tuesday and Thursdays. Boom. Or okay, I'm slammed this week, but I'm not slammed on Monday or Saturday. Excuse me. So I'm going to go hit four open houses. And then you go hit those four open houses, they give you referrals. Now on your lunch break next week after the open houses, you're using that to follow up in person. So what you got to do is just got to strategize your availability of time.

Okay.

The best thing part timers can do is market during the lunch, follow up the next timing lunch. Networking bench are always really easy. And the lowest hanging fruits, open houses. And so it's just committing to this, not making excuses, oh, I'm part time, they're not going to hire me. The truth is you might lose a couple signings to your full time job, but you'll gain more in traction from the other work. Does that make sense?

Absolutely. Yeah.

My coaching on the way out is get stingier with your time. That's what's going to take to get you from the traction you have now to quitting your full time job. You got to get stingy. What am I doing on lunch breaks? What am I doing at 6pm? What am I doing on Saturday? Okay, this is where now you're seeing traction. That's what's like, it's my favorite part of the business, of the journey is when a new student goes, oh, my God, this is real. Yeah, I, I can. It's actually happening. I'm making 150 bucks a week. So I need you to ride this momentum is my point. And so now you get stingy with your time. You start telling your friends, you know what, I can't go out on Saturday morning. I can't, you know, I'm not, not doing coffee, whatever, because I, I got to go hit these three open houses.

Yeah, okay. Yeah.

I'm going to end with this. When my recommendation is how I built this business. I built this business through realtors. Remember, realtors aren't your end. All the realtors are going to leverage you to their title officers. Okay? So remember, I want you to meet a realtor over the weekend and be like, oh my gosh, is there any title officers in town you can introduce me to? Go back to the course. I'll go over that again. I'm giving you a macro coaching here. So then you're like, then on that week, you're going into those title offices through that introduction via email.

Yeah.

And so now you're not wasting your time at lunch because you know, you get, you're going to get past the receptionist because Susie the realtor just put you on an email. Now you're going face to face with Janet, the title officer. And that's what I mean by getting stingy. So just be very specific. Going on Saturdays, your energy is great, your smile is beautiful. Like, go in there on a Saturday, meet some realtors in those conversations. Big A. Do you have any, you know, local title offices you can connect me with? They get you on an email, then boom, that Wednesday you're walking in on a warm referral. And now you have some relationships directly. So, girl, this is the time. I'm so excited for you. Like, let's go. So in conclusion, go back to the course. Remember, I got scripts on how to talk to realtors. I give you a literal email you give the realtor to set you up on that referral with the escrow officer and just start building your business through that. And last but not least is, remember the notary public loan signing Agent who makes the most money just tells the most people. So how are you with your warm network? I mean, my guess is, you know, realtor somewhere in your family and friends, if you really dug. My guess is you can find a loans loan office between your family and friends. So now you know this business is real and now you know you can actually do this. All the imposter syndrome's gone. So now is the time to lean into that warm up. You know what I mean? So when I tell every student there's a list inside the course, remember there's kind of a ladder of who you want to talk to. Write down every realtor you know. And by the way, oh, I don't know a realtor. Well, do you know anyone who owns a house? Well, your friend who owns a house knows a realtor. Right? So get very distinct with this. Intentional is what I'm looking for. But with this list and now start telling the world because signing agent makes the most money, girl, it's just the one who tells the most people.

Okay, okay.

Did I help?

Yes, yes, absolutely. Thank you. And I'll see you at the conference.

Oh, you're going to conference. All right, girl. See you soon. Bye. Thank you. Bye. You're welcome. Oh, my God. My girl. I'm there watching it out in the pa. Oh my God. My man D. Money in the house. What's up?

What's up, Mark?

Speaking of part time, you're looking sharp today, brother. Everybody, your name, where you're from. Let's have a conversation.

So my name is Daryl Lucas. I'm out here in St. Lucie County, Florida.

Let's go. Okay, so what can I help you with today, Mark?

Honestly, I'm just bouncing off of your last conversation because me, you know my story. We did our interview of me being a part timer and honestly, I'm waiting for the refi. Boom. I can't wait. But I also wanted to update you to the from the last time I saw you. I did land those two or three more directs I told you about on picking up on more attorneys lately now.

So it's.

This has been great.

Well, talk to me. I want to coach you. You got me one on one. You can't even pay for one on one coaching. So let's take advantage of this. Where are we at? I mean, that's his process. Okay. The real key, what makes Calvin. Calvin's the most successful loan signing system. Soon we have for everybody else. Daryl knows this, but any for, you know, he's crushes it. He's going to do over 2.5 million in revenue this year. What makes Calvin a beast? What do you think that answer is? What's your guess? What makes Calvin a beast? In this business?

He stays hungry, he's never full.

Let's be a little bit more specific. What about. Okay, okay. What makes Calvin a beast? In his sales process to get new.

Clients, he spent every day work. I know how Calvin is. He's always making cold calls. Every day, at least 20 new clients every day.

What makes him a beast? What makes him a beast is his follow up process with those 20 calls. Let's say that one more time. What makes Calvin a beast is not the initial phone call. It's the follow up to the initial phone call. His process system is flawless. Nobody falls out of it. See, there's a lot of students who will call 20 people but won't follow up with 20 people. So my question to you is how perfected is your follow up system? And I hope everyone hears it's not just for Daryl. Because the easy part is making the initial contact. That's easy. I shouldn't say it's easy. You got to get out of the comfort zone. But you know what I mean by that. Anyone can pick a phone call. Hey, this is dear. I want to be your notary. The true closers understand that it takes six to seven touch points to really get someone through a sales process. So my question to you D in front of everybody, what does your follow up process look like? I'm going to challenge you here. Is it as. As tight as it could be? Because if you talk to Calvin, he will call 20 people every day. That's a hundred people a week. But he's following up with 100 people a week. That's the, that's what makes Calvin a beast. Not him picking up the phone. See, that's the big. That's what a lot of people think. Oh, he's a great farmer. No, no, no. He knows how to tend to his farm. So that's my question to you. You meet somebody at a networking that you walk into somebody cold. Like what is your. Is. Is you. Is your follow up process a science? Because Calvin's is.

Yeah. So I, I know my follow up game is not as great as Calvin's. I can admit that wholeheartedly. I do need to talk to him about like the follow up and get coached on that because I know I'll make contact with somebody at a networking event. I connect with you. Marquette. Mark, you're. I found out you're a realtor Boom. All right, I'm gonna hit you up on that follow up email that same day after I met with you. Hit you up again after that. Two weeks. But then it's like once I get slammed with another signing or I get busy again, it's like, damn, it's like I just left market behind me. It's like now I feel like I have to make that reintroduction again. That's right to Mark.

Right. So what I would coach you on in this moment is, you know, you have the gift of getting out of your comfort zone. That is the hardest thing that I could teach. You do that almost naturally because your why is so big. Your family is so big. So now the next maturation of your process isn't, oh, Mark, I'm talking to 18 people a week. It is Mark, I figured out how to follow up with eight people, 18 people week, because remember, 18 people a week this week plus 18 next week, plus 18 the week after that. But now, now you got to follow with 80 people and then the next month you're going to meet another hundred more. So now by month number two, you're actually following with 200 people. So what makes Calvin a beast is not his ability to connect initially. It is his follow up process. It is a science. And for my students who make a ton of money, it's not the initial contact that makes them great. That's why I challenge you with that question. Because we have a lot of students who can walk in any title company, be like, yo, what's up? I want to be your signing agent. What makes the great ones great is their follow up process. It's not losing anybody they met two months ago. Like you just told me, right? It's like I met someone two months ago and I'm still following up. I still have a, you know, on my, on my, on my city, I have a map that every Tuesday I'm just kind of rotating, getting a little bit of FaceTime in there. No one is dropping out of my face sign once a month. I. It's you. They're using a CRM. If you don't have a CRM, dude, get the loan signing system. CRM.

Like I need to look into. Yeah, I've been seeing you come across the knee. I've been wanting to sit down and get it.

Yeah, I mean, so get the loan sign. But I mean, you know, the loan signing systems, automated email follow ups, all the 10 yards. But the bigger point is you need a science. But ultimately, here's the truth. The best signing Agents were merged technology and old school. So what, what happens sometimes with the, the newer modern signing agent, they almost rely too much on email automations and they almost forget the face to face. Not Calvin. Calvin does both. That's what he's a beast. He's not a beast on the, on the initial contact, he's a beast on the follow up process. So not only does he use email automations, he still doesn't forget to touch them face to face. And so everybody he ever markets to, if they're in the Tampa South Florida area area, he walks in, he's like what's up? I'm Calvin. And he, I remember me from a month ago, remember me from the networking event. So he's doing the face to face plus using the loan signing system notary CRM and he's just following up. And so the next maturation in your process is turning your follow up into a science. That's it. Now everybody heard me because most people's follow up game is not great. And then they're like well how come as well mark, I'm meeting 45 people a month. I'm like cool, how are we keeping them as a warm lead for all 45 people. And Calvin has a combination of using technology and still doing old school face to face. It's not one over the other. And that's what makes him a beast. Some students fall into the oh I'm just gonna use email automations and then forget that once a month touchpoint of face to face they forget the gratitude because they got 45, you know, 4,500 people on an email blast once a month and they're getting that. So what makes Calvin great is merged technology and the old school and that's where you should be. So make sure you get the loan signing system, CRM software merge that get a creative scientific follow up approach. And then also let's don't forget the face to face connection part of the business. So hopefully that helped a little bit. But I really want you to focus on the follow up man. That's where your head every night. How can I get better on the follow up? Where's the science? And you know I live here, I can meet, I can see ABC B people in a big circle to say what's up? Because that's all I did before there was all the CRM software. I would just never not see someone face to face ever. You know, I mean so are you going to conference or getting live stream?

I'm not going to conference. I do need to Sit down, try to get the last.

Well, you are right. Right now it's only 249 bucks, dude. And you get last year's conference. Guess what? Who's on there? Calvin. Calvin's is unbelievable. So get the live stream. Let's go all in. And dude, I'm just proud of you, brother.

I appreciate you, Mark.

Yeah. You know I'm gonna keep coaching you hard, right? I'm gonna be your cheerleader, but kick you in the rear end, you know what I'm saying? So let's go.

Exactly. I'm used to it.

Deuces. With that being said, I'm out of here. Love you. Have a great race today. Let's go. I hope you got value from this one on one notary coaching session. Make sure to attend the next coaching session next Monday on my Instagram page. And if you're ready to get started on building your notary business, click the link below to join the loan signing system today. If you like this video, hit like. And don't forget to turn on the notification bell so you you don't miss the next episode. And as always, make sure you subscribe to this channel for more content. Just like this. Let's go.