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Many entrepreneurial-minded people that want a career change use the DISC profile to gauge tendencies and patterns of behavior.

But what if you threw that out the window and challenged the status quo?

The original millionaire loan officer Kristin Jamieson defied the odds of her DISC Profile. She went from a $38,000 task-oriented loan processor desk job to a $380,000 goal-oriented MLO in just 1 year.

In this episode, discover what it takes to be a trendsetter at your office and become a millionaire loan officer.

Show highlights include:

  • How marketing reverse mortgages increases your income ten-fold by handing out two different business cards (2:54)
  • Why making homemade blueberry muffins gives you tons of client referrals (6:24)
  • The “Defy the DISC Profile Odds” method that goes against your core being (and lets you acquire more clients) (7:22)
  • Why working every day for 2 years straight lets you close $5 million in loans per month (and how you can start stuffing flyers today to do that) (9:01)
  • How making new friends gives you purpose to give back the community (11:52)

Want to get your questions answered live? Head to MLOlive.com and discover how you could become a Millionaire Loan Officer!

Read Full Transcript

Welcome to The Millionaire Loan Officer podcast with your host, Scott Hudspeth sharing tools, tips and strategies so that you can go from a mortgage loan officer to a millionaire loan officer. It's your host, Scott Hudspeth.

Scotty: All right. All right. All right. Hey everybody, this is Scott Hudspeth, with Millionaire Loan Officer powered by Mortgage Marketing Animals and the loan officer breakfast club. And I'm here with the one and only Kristin Jamieson. And if you haven't read the book, Millionaire Loan Officer, well, this is her. So excited to say that this is the one and only in the book that Kristin, I don't know if you know this or not, but thousands of people, maybe I don't even know what the number is, but thousands of books have been sold and they just always talk about you. So, do your ears ring all the time? I'm just, I'm just curious. Do your ears ring all the time?

Kristin: My ears ring, nose itches, you know, all the normal things.

Scotty: Excellent. Excellent. Excellent. So, for those people that don't know you, which is very few and far between, tell us a little bit about you and I wish I had two hours to tell the whole story, but tell us a little bit about you, because I think it's an amazing, one of the best stories I know of from start to finish. So go ahead. I'll, I'll kind of turn it over to you. Tell us a bit about you. [1:30.9]

Kristin: Well, at the end of the day, I was born and raised in Overland Park, Kansas. Moved to, well and at that time, like through adult college, years and whatnot, I was a loan processor and for many years. Moved to Florida at the end of 2013 and decided I wanted to be a loan officer. Fot a lot of headwind and a lot of resistance in that because, you know, loan processors just make terrible loan officers, obviously.

Scotty: Somebody was giving you grief? Like who is, I don’t know. What?

Kristin: I mean, almost everybody. So, the guys I worked for at the time and I was a really good processor. I mean, I really was. I'm very systems oriented and checklists and all that fun stuff. So, I'm a good SE on the disc for sure. But I just kinda realized, I didn't understand why, or I did all the work and they made all the money. So, kind of, if you can't beat them, join them. But they didn't like that very much. I mean, they would say things like, you're not going to always have a paycheck. You know, your kids might not eat. I mean, I'd work at Walmart in the cash register before my kids wouldn't eat, but that's neither here nor there. Found an awesome company to hook up with through the Mortgage Marketing Animals one weekend. And really since, I mean, I started in February of 2014 as an originator and this past year I was able to close over 500 loans for $125 million in production. [02:48.6]

Scotty: I mean, that's a mic drop. There's so many mic drops there. But so just to back up a little bit, cause I know this story. I think it's so surreal because this can help so many people, Kristin. You moved from Kansas City to Florida.

Kristin: Hmm…hmm.

Scotty: You knew no one. And you just said, I'm going to do this because I'm a great processor and I can do this.

Kristin: I could, I wanted more than $30,000 a year and I didn't know how to get there other than being a loan officer, so.

Scotty: 38,000 a year as a processor. And I think that your kids were first and foremost, I want to provide a lifestyle for my kids that maybe you never had, you know, and same with me. I think, I think we all come from the same background. Man, like for somebody that's in a position of closing one to two, four to five, 10 loans a month. I mean like you did it so fast. Like it was so fast. Like the first year it was like 32 loans in six months, second year, it was like, I try to remember, but it was a lot. [03:49.1]

Kristin: I mean, it was a lie. I 10 times my income in one year.

Scotty: So, from 38, that just to be clear, 38,000 to 380,000

Kristin: Correct.

Scotty: In one year.

Kristin: Yeah.

Scotty: So, going back, knowing what you know now, like what was the one like, and most, probably many, but what was the one thing that you like if I was to go back and do it again, I would just do that same thing again.

Kristin: Well, so I had, I knew, I had to figure out a way to be different, right? I mean there's loan officers out there, we all can do the same thing. We all have the same loan programs and all that fun stuff. Coming to Florida I knew we had an aging population; everybody wants to be here and I had processed reverse mortgages. So, I kind of went out and was faking it until I made it as a reverse mortgage loan officer. And still to this day, I have to throw the side note out there, I still get to close one reverse mortgage. But I learned through the Marketing Animals that if people know you, like you and trust you, they'll figure out what you do. So, I kind of carried two business cards in my pocket. I had my reverse mortgage loan officer card so, when I was going into offices, I was portraying myself as the reverse mortgage loan officer. I also got lots of loan officers to invite me into, to get presentations to their agents because they didn't do reverse mortgages for purchases. So, I was being invited in to say like a Keller Williams or, you know, the bigger branches that are sometimes harder to get into, unless you have a marketing agreement. And then I would get all the agent's contact information once we were out and they, you know, coffee and talking, you know, they figured out that I did forward mortgages. And that's really how I started was just lots of education on reverse for purchase. And again, so till this day I've never done one, so. [05:21.9]

Scotty: It’s just so you and I loved, I mean, you created this PowerPoint reverse. Did you just knock on the door? I mean, were you knocking doors? Were you calling? I mean what was it like, what'd you say?

Kristin: Yeah, I was calling agents offices to see if I could put it in for their monthly meeting. They're always looking for new education. And again, it's a loan program, which you would think every loan officer in the state of Florida would do them. They don't, it's very few and far between that you see it. So, when I saw that we had that need for that education in our community, it was easy to pick up the phone to call people. Cause processors don't do that, but I knew I had something that they needed and they had something that I needed, which was customers, clients, referral partners going forward. So that's kind of where I started. And again, everything just blossomed from there. And it was, super easy.

Scotty: It's funny to me. And I'm so glad you’re saying this because I tell people this story all the time and I'm, they're like, yeah, whatever, whatever, no way she did not carry two cards. I'm like, that's what she really did. So, you had reverse purchase card in one and a forward purchase card in the other pocket. And so how long did it take like, was it the first meeting second meeting? Like when did people go, Hey Kristin, Hey, thank you so much for the training. Do you do Ford mortgages to?

Kristin: So, I did a lot of follow-ups after the education seminars or whatever you want to call them, the office meetings.

Scotty: Yeah. [06:40.1]

Kristin: And as a side note for those office meetings, cause I had no money, I was super poor. My friends ran a blueberry farm and I would make fresh, homemade, fresh blueberry muffins or whatever to take in, cause it was super cheap and it was stuff like that, that they remembered. That was just a whole side tangent. So, I mean I followed up really well. So, you have, you know, with agent mastermind, you have those follow-up cards, you know, how can I help you in your business? Is it database? Is it, what can I help? So, I followed up with those. I was calling those people weekly and really, as soon as I got them out for coffee and learned a little bit about them, they would ask questions. Do you only do reverse mortgages? Well, actually, no, that's not the case.

Scotty: What are you saying.

Kristin: So, if you ever have anybody, you know, looking to refinance or buy, I can help them to.

Scotty: So, I guess what amazes me and I say this all the time too, you totally defied all odds of the disc profile, which pretty much I take the disc and go me cause I know what you've done. And if you look at a sales, you know, you get high, be high or low as Lucy, right. And you're like a lower D lower I high S I see, like, it was the exact opposite. So how did you, like, what was it in you that you said I'm going to call and I'm going to present because it's so against the grain of your core, you know what I mean? You can't change who you are, like you are, who you are. How did you, how did you overcome that? Because I think so many people, Kristin can't even make the call, let alone go present in front of a group of agents. Like, what was it in you that said, I'm just going to go do this? [08:07.8]

Kristin: Well, I mean, I didn't have a choice. I at least had to make $38,000 that year. But it was really one of those things that at that point it was kind of, so many people told me that I wasn't going to be able to do it or it wouldn't work. So, I had nothing, but to prove everybody else wrong, improve myself right. I knew that I could and then with the PowerPoint, for somebody that's not great in public speaking or it's, you know, against what they, who they are, you have a PowerPoint to follow. It just really makes it easier and you have something to do with your hands when you're clicking through. It appeared to me that that was a lot less stressful and a lot easier for me to do than just kind of walking into offices or going into social situations, whether it be chambers or real estate functions or whatever, I'm just, I still, to this day and much better behind my two-computer doing some sort of education and training than I am just out in the public. [08:59.1]

Scotty: Unbelievable. Unbelievable. So, in saying that, what was the first situ, like, was it, cause I know that you and I had a bunch of conversations about loans. You didn't know. I mean, you knew loans, you would meet these agents, they start giving you referrals like fast. Was there a point where you're like, okay, I got to stop doing what I'm doing or was it I'm gonna just gonna keep going and see what breaks or how did that all work for you? Cause like you went from like 10%, I mean a a hundred and what is it? 38,000 to 380,000 is kind of silly for someone whose best year was out 38. How do you deal with that? [09:35.7]

Kristin: Well, I mean, I didn't, I worked for two years straight. I did not take one day off for two years and it's not something I'm super proud of. I mean, you got to have that work-life balance. So, I don't mean I don't necessarily suggest anybody do that, but I grind. I mean, I just put my head down for two years straight. Oftentimes it was 12 hours a day and I had at the time two little kids, I now have three, but I mean, they were helping me. They were, Candice was helping me put my flyer folders together.

Scotty: Wow.

Kristin: It was truly a family event. The DSP, I think lots of people here probably know what that is. I was doing my DSP every day. I was doing at least three in-person educations a week. I was doing my Thor's hammer calls. I mean, and I didn't have, you know, an, A list and a B list of agents. I just had agents, but ultimately two years straight every day working has now built up to where I think I could probably not even wake up and close $5 million a month without trying. [10:32.0]

Scotty: Pheww…I mean, I just want to recap what you just said, cause you said it so fast. Three presentations a week, the DSP, Thor's hammer every day for two years straight.

Kristin: Handwritten notes to my kids' doctors because I didn't have people to write notes to, but I was, I never faltered, I did it every day for two years straight.

Scotty: What'd you do anything different knowing what you know now let's just go back and say, I know you had no money like you're broke no money. Would you do the same thing? Or like, let's just put in there, I have a little bit of money, would you do the same thing?

Kristin: I mean, it'd probably be fancier. I would have hired help a little bit sooner than I did, but I mean, that's scary when bringing on somebody that was making the same salary, I was less than a year ago. That was a hard pill to swallow. I mean any which way you look at it. So, I mean, hiring help sooner would definitely have helped, would have been something I would change. Maybe doing it a little bit fancier, but I really think people knew when I came in with my basket of homemade blueberry muffins that I made them. So, as you know, the thought and preparation and that went into the presentation and then the follow-up, I mean, I didn't stop. I mean, those agents, how they told me to pound sand, they were getting a phone call from me once or twice a week. It was what it was and it turned into lots of good friendships because not only was I looking for business during this time, I was in a whole new state, I was looking for friends. [11:49.5]

Scotty: Yeah. Well, you segue right into what I want to. So, you're a huge component of the community, like big time. Like I came to one of your events and it was epic. It was a black-tie event. You were up there dancing with, like, it was unreal, the fundraiser, like they had a silent auction. Would you take the community route because I think it's been epic for you? Would you take that route? Because I think you're the only one, literally. I mean, there's people that have ties to the community, but not as much as you, would you do that again?

Kristin: That's what gives me purpose is giving back and doing things within my community. I mean, I tried it at first, but usually community stuff does take more money. So, I really feel that that's something that kind of has to come a little bit later. Realtors are always going to be our bread and butter any which way you look at it. There's been lots of loan officers the last two years that focused on refinances and they're struggling right now because they can't make their way back into the purchase market because of people like me. I didn't mark it to my database for refinances. If they came across my desk, I did them, but I still, for the last two years were pounding my agents and how can I help them? Because that's, what's going to ensure that my family eats for the rest of our lifetime. [13:01.7]

Scotty: And you got that burn in you. I know you to the core, so I know that you, so would you say how much business comes from realtors and how much from community like, or is it 50 50 or did you get from both?

Kristin: Yeah, I do. I would say right now the community's giving me about 30%. My past database has giving me about 20% and then realtors are still giving me about 50 to a little bit over.

Scotty: Huge, huge. Just for the record, I want to throw this out there cause I always tell people, nobody believes me. How many loans you have approved and looking right now?

Kristin: Over 300.

Scotty: Okay. I was telling people over 120, so I was lying. I lied. Sorry you caught me.

Kristin: Oh, I looked at it today. It was funny. I was actually texting one of my friends about their personal refinance. I'm like, I'm not worried about my 300 pre-approved looking clients or the 14 refi’s I have at my desk. I'm worried about you saving money on your mortgage. So, cause we got that refi’s, but anyways, it was just so I had to look at it so I could legit give that answer.

Scotty: You knew I was going to ask too, so I don't know, you know me too well. So do those 300 people get a call every week?

Kristin: They do, every Thursday and the agent gets a text. [14:06.2]

Scotty: 300 calls.

Kristin: Not me.

Scotty: Oh, okay, okay. So, who does it for you? That people are going, whoa. They were like waiting on bated breath there like Kristen makes 300. So, who does those phone calls for you?

Kristin: So, it's my director of first impressions, which is Sarah or our loan partners. So as that's built up, then unfortunately other people are kind of having to jump in and help out. But it really is it's Hey, are you going shopping this weekend? We're trying to make my email not blow up and their emails not blow up over the weekend as much as we don't have to.

Scotty: Yeah.

Kristin: Are there any houses you want to see numbers on? And you know, we're sending texts to the agents. Are you taking, so-and-so shopping this weekend? If there's anything we can do call this number. It's our after hours, hotline or whatever, to get whatever you need.

Scotty: Beautiful .

Kristin: They're getting a call every single week. And you know, for about the last six months, it was kind of getting sad because a lot of people got so frustrated with the market and then they're hearing from us every week. We're like, no, we still haven't found a house like it was hard, but now we're watching people come back that kind of had fallen off. So that's why that number is built up so much over the last 90 days is the people that were getting disturbed are actually coming back into the market which is exciting. [15:13.2]

Scotty: So exciting. So, will you, it, was it everything you could do to keep them positive? Like stay in, stay in, stay in the rinks, stay in the rink. Yeah, was that hard?

Kristin: Yeah, everything happens for a reason and you know, your house isn't out there, but it will be one day.

Scotty: Yeah. Good.

Kristin: Until then you can save, do these things to improve your credit score. So, when the time comes, you get the best rate possible. It’s lots of education throughout that process as well.

Scotty: So, how long has it, so since 2013 you have seven years. What would you tell somebody knowing what you know now seven year, like fast forward, like go backwards and then come forward? And what would you tell yourself walking in the door five years ago? Like do this, do that, if you're wanting to hit your massive unbelievable numbers. [15:53.6]

Kristin: I mean, you have to do your DSP. You have to have organization and you have to time block a lot of people, especially over the last couple of years, we've gotten comfortable behind our computer screens, but we have to get up, we have to get dressed and we have to get out there no matter what. And you feel better if you like get up and actually do something with yourself and then really fake it till you make it. If I could fake it, being somebody who, I mean, my D is at 12 and still to this day my D is at 12. And it hasn't gone up in the last eight years, if I can fake it and make people believe in me that I've been an originator for all these years, and just awesome and whatever. I mean, anybody can, especially, if you have.

Scotty: That’s So cool. That's so cool. I'm so happy for you. What is I'm and I'm sure people are wondering how to close 500 loans, 120 million. How big is your team?

Kristin: So, I have two loan partners.

Scotty: Okay.

Kristin: Two processors, a junior processor, and a director of first impressions.

Scotty: So, six.

Kristin: And then myself.

Scotty: Streamline man. It's just streamlined, unbelievable.

Kristin: It’s all processing. I mean, we don't waiver, we follow it to the T. Anybody can look up anything they need. It's, I mean, it's a round robin from the phones. I'm the last person who ever gets a phone call.

Scotty: Wow.

Kristin: But of those 500, I'm still doing every single one of the pre-approvals and I am disclosing every single loan file. I do believe in a world where you're only as good as your last deal, that's not something I've been able to allow myself to give up, but I don't have loans that don't close, so. [17:17.6]

Scotty: My comment to everybody I talked to is we could take your loans and sell them directly to Fannie Mae is what I say. So, and I know, you know, that's true because Kevin told me that he goes, we could just sell her loans direct. We don't need an underwriter for her stuff, it's so good. So unbelievable what you've built. So, what's next, like what's next for Kristen? How do you tap something that you never imagined could be this?

Kristin: I struggle with that a lot. Cause I don't know what I want to be when I grow up, I'm already way more than I ever imagined I could be in seven or eight short years. So, all my kids, I have three kids under the age of 11. So, you know, trying to be a better mom now than maybe before lots of inspiration. I like to help people, especially, I mean anybody in our industry, but you know, really taking into our ladies in lending group that we've kind of just gotten started.

Scotty: Yeah.

Kristin: And if you're not a part of that, I highly suggest any woman that's listening, jump into that group. It's amazing. But more in the community, I don't really know if you have suggestions for me, I'm open cause. [18:16.3]

Scotty: You know, I will tell you this, Kristin, you can do whatever you want to do or whatever you set your mind to. I hundred percent in fact, you know this, anytime anybody calls me moving from one state to another that knows anybody, I don't say no. I say, could you call a good friend of mine and just talk to her for a second? Cause I'm never, never, never, never doing that again. Hey, why don't you talk more about the ladies in lending? Cause I think that's really important. It's growing like out of control and you're a huge advocate of it and you're one, I think you're on the board. So, tell us about it.

Kristin: Ultimately, it's a group that has been created for women to come together, to talk about things that we struggle within our industry and life. Just it's our challenges are a little bit different oftentimes than the guy’s challenges and just having that network of support from women, not just from my company, but all around the industry is huge. I mean, it's, I get excited every day to get up and read the poster or watch the podcast. And I mean, just to be a part, I think it's great. And again, any woman that's.

Scotty: Yeah.

Kristin: In mortgages, there is no excuse for them not to be a part of that group. It will only help them grow as an individual, as a mother and a wife and a human. [19:26.4]

Scotty: Love it. So how do I find that group? Like, is it just on Facebook? Like how do I become a part of ladies in lending?

Kristin: In your search bar in Facebook, Ladies in lending.

Scotty: Okay.

Kristin: And then we'll go to answer a few questions. I mean, they are going to verify you are a real person. You are in the mortgage industry to let you in because we're not letting guys in. We're not letting people that aren't in our industry. And because again, our problems are, are unique to everybody, you know, everybody else in the world

Scotty: Awesome.

Kristin: And we just want a safe place that we can talk and find support.

Scotty: Beautiful, beautiful. Chris said, I can't tell you enough how happy I am for you and how proud I am of you. And the day we met; it changed my life because shame on me for doubting anybody. I just never, again, I mean, never. You know, and there's always a reason for that, right? For you to, I mean like, look at, you, went in and you know, did a reverse purchase presentation and here you are 500 loans later and you still have yet to close and you can't close a reverse mortgage, just so you know, is that ruins the whole story so. [20:23.6]

Kristin: Correct, and I won’t. I would refer it to our reverse division, its not working . At this point, I haven't given one of those presentations since the worst two years, but I still have it.

Scotty: I know we talked a couple of years ago and you go, Scott, I don't know if we can tell you to say that to tomorrow. I'm like, no, please don't close the reverse mortgage. It's too good of a story. So unbelievable. If you haven't read the book, Millionaire Loan Officer, it's all about this amazing lady right here, who's built something so special that I can't wait to see you in five years, 10 years. Like it's going to be just, I don't know, maybe the next first woman president. I like, what like, what's next? You know what I mean like.

Kristin: I like your style. We need something in there, no I’m just kidding.

Scotty: All right guys. Kristin, any final words, any final words for anybody?

Kristin: At the end of the day, if I can do it, anybody can do it. It's what we put our mind to and how hard we try and we want it for us. Nobody else is going to do it for us.

Scotty: Beautiful. Beautiful. Alright, everybody there you heard it from the amazing, unbelievable Kristin Jamieson and guys, follow her story, follow her, check it out. She's just amazing. So can't wait to see it the next event. Hopefully soon and thank you so much for listening here on Millionaire Loan Officer powered by Mortgage Marketing Animals and the Loan Officer Breakfast Club. Everybody have an amazing day and we'll see you next time right here. Take care everybody. [21:38.7]

I'm a Millionaire Loan Officer.

Thank you for tuning into the Millionaire Loan Officer podcast with your host Scott Hudspeth, don't forget to visit MLOlive.com to have your questions answered. See you next time. [21:58.6]

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