You don't have to talk about products or rates to get business. You simply have to provide value that the competition can't or won't. On this episode, Quinton Harris of The Market Distillery joins Brett May and KT to talk about how he uses data to separate himself in the Jacksonville market. Quinton discusses how he uses data to generate business and create conversations outside of just being a mortgage loan officer providing a commodity service.
1:15 Intro to Quinton
5:15 Separating yourself
8:30 Using data to generate business
12:10 Leveraging data in a smaller market
15:00 Using data to overcome objections
20:21 Going deeper than the headlines.
Takeaways:
Having a podcast is a powerful tool to reach anyone you want.
In mortgage we are all selling the same thing, so you have to focus on value to the market to truly separate yourself.
Anyone can find data, but to use it strategically that adds value is what matters.
Creating another business channel outside of origination allows you to use that business channel to create origination opportunities.
Sellers are the only ones that come out ahead when there is a rate drop.
Lower rates may mean a great cost because there will be more demand than there is in a high rate environment.
Understanding the real estate data allows you to be more strategic with your conversations.
Quotes:
“Our goal is to have a podcast that everyone can be a part of.”
“We rarely talk about products and we rarely talk about rates.”
“Every time we do a presentation, it leads to multiple contracts before we even walk out the door.”
“It doesn’t matter how big or small your market it is, it’s can you be the local economist in that market.”
“The minute these rates dip, and they will dip, you will be battling 50% more competition than you are right now.”
Show Links:
April 27th Event: https://nl.nextlevello.com/next-level-live-dfw-20221675870300638
Community Platform: www.BecomeNL.com
Strategy Call: www.NLStrategyCall.com
Podcast Partner: https://mortgage.leadpops.com/nextlevel/
Social Media:
Facebook - https://www.facebook.com/NextLevelLoanOfficers/
YouTube - https://www.youtube.com/channel/UCwSyHzkvBri1YWJSH7df1CQ
LinkedIn - https://www.linkedin.com/company/next-level-loan-officers/about/