Have a podcast in 30 days

Without headaches or hassles

Most salespeople today use technology to generate their leads because they dread old-school methods.

But if you do this old-school thing that works, you'll be outperforming most people's fancy high-tech solutions.

Husband and wife team, Ken and Danielle Prost, used old-school sales techniques to build a nearly $100 million dollar business.

In this episode, discover how to use tried and true sales techniques to get more clients and double your business.

Show highlights include:

  • The “Freedom Club Business Model” that leverages your existing clients to garner new business (even if you hate picking up the phone) (1:22)
  • Why paying for loan partners doubles your number of loans processed (6:25)
  • How edifying your team builds better relationships with your realtors (7:32)
  • Why having good processes in place defines your team members' roles (and lets you trust them more) (13:40)
  • How meeting with small-town community leaders gives you endless referrals for writing new loans (19:13)

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: Hello everybody, this is Scott Hudspeth with Millionaire Loan Officer powered by Mortgage Marketing Animals and The Loan Officer Breakfast Club. Super excited to be here with you guys today. I have some friends of mine who are just absolutely crushing it. And man, I think I'm going to call this one. What does 300 closed loans feel like?How about that? Can’t, do anything about that, buddy?

Ken: I think that sounds great.

Scotty: That's cool.

Ken: That’s great.

Scotty: So, I have a husband-and-wife team, Ken Prost and Danielle Prost. They've been chugging along. I'm going to have you, Hey Ken, why don't you tell us or Danielle, why don't you tell us how long you've been in business?

Ken: You go first Danielle. [01:03.6]

Danielle: Okay. So, I've been working with Ken for 16 years. We've been a husband-and-wife team for 16 years working together. And then Ken, you've been in the industry for.

Ken: Since 98.

Scotty: Wow, okay.

Ken: Yeah 23 years.

Scotty: 23, you got me beat buddy. You guys got me beat so, very awesome. So, 16 years at what point in your career Ken or Danielle like, well, at what point, I’ll just ask Ken, at what point did you go all right, I'm going to take this thing to another level. What was the breaking point that allowed you guys to get to that 25 loans a month where you're like, okay, this is pretty cool because I know everybody has a breakthrough. What was it for you Ken?

Ken: I would say, we started following The Freedom Club business model, really be implementing all those strategies.

Scotty: Yeah.

Ken: Adding loan partners, loan officer assistance, to the team and really working our existing customer database. Like we hadn't been doing before.

Scotty: Hmm.

Ken: It made a big difference, because we would have a steady stream of new loans every month from our previous database.

Scotty: Gotcha.

Ken: That coupled with more marketing efforts based on what The Freedom Club is teaching us. [02:11.7]

Scotty: Gotcha. So, when did you actually join The Freedom club? Like was it a year ago? Two years ago, five years ago?

Ken: Danielle, maybe remember better, but I think it's been at least four or five years ago that we went to several conferences.

Danielle: It was probably, yeah, it was about three and a half years. And we originally had joined The Freedom club, but before that we never had loan partners.

Scotty: Ahhh.

Danielle: Like we never, it was just really Ken and I, and, and like a half of a support staff. It was not a huge, it was just us working a million hours a day to close 14 months. It was about where we're at, at that time. And there's a big firm closing 14 to 25, 20 loans a month. But there's also a huge difference just in the time that we've put in. I worked significantly last. I was working like 70 hours before because I was processing everything, doing some marketing to kind of catch me as they can effort because you're just doing everything. And I think Carl had talked about that first event. I mean, it was very different than what we had met [inaudible]. The first event was that we had went to is like, you know, when you go buy a car, you know, it's not the same person that changing your oil as a salesperson as doing the financing. And you know that whole example and that really resonated with both of us that, oh, we can have somebody help us, we can build a team. And so, we built a team of, we have three loan partners, three processors, and we have a marketing manager starting in a couple of weeks. [03:37.1]

Scotty: Wow.

Danielle: When our team, like they promote our business like it's their business too. I mean, they, they think of us all as a unit together. We've had the same people work with us for quite a while and we're a family. We treat them like family, we just took them. You know, we had everybody in this industry had a great year, right? Like we all did a lot of refinances. So, we took them all to [inaudible] with their spouses.

Scotty: Wow.

Danielle: For a trip. I mean, we really value our staff because without them, I would be going back to working 70 hours a week. So, we can, you know, just do the bare minimum. You know just to do what we could. [04:11.1]

Scotty: Wow. So that's funny, you brings up a vacation. So, you're able to take vacations now. Were you able to take vacations before? Or is that a new thing for you guys?

Danielle: We’re both huge traveler, that's really important to both of us. So, we've always taken vacations. We've taken vacations though. I remember when our kids were really little and we went to Florida and rented a condo and we took our printer with us.

Scotty: Oh.

Danielle: Because we're like, we were not obviously paperless at the time. Like we're still gonna have to work.

Scotty: Yeah.

Danielle: And I think that's really changed to where before yes, we would go out of town, but we would just work from out of town. Now, it's like when we work, we're a way. Last week, we were at a golf outing with Success mortgage corporate office, and we barely worked, just checked and made sure everything's fine. And I think that's a huge weight off of our shoulders.

Scotty: Huge.

Danielle: To be able to step away and.

Scotty: Unbelievable, yeah.

Danielle: Indescribable, especially for our kids and being able to really have the time with them and not be so distracted. [05:06.8]

Ken: It was kind of crazy because to be away like that and have people we can trust that we, we thought our system to them, and we have new loans coming in the door while we're gone for a few days. I think we had six new loans about four purchases, two refis. That's a game changer and it's a big change from what it was when we took that printer, scanner copier on vacation. I think it was [inaudible] actually.

Danielle: It might have been, yeah. We did it several times though. We did it several times.

Ken: That was…yeah that was miserable.

Scotty: So yeah, you're carrying the printer on the plane is a carry on, right. That's you had to pay for the printer for a carrying, yeah.

Ken: Pretty much.

Danielle: Probably. Yeah. And that was like significant kind of a shot of our business for a long time was just, you know, doing well financially. But at some point, I'd rather make less money and have more valuable time.

Scotty: 100%, 100% agree with you. Yeah

Danielle: If you’re not, you know. If there is a point to where it's like, I'd rather have the staff, I'd rather have the support and I'd rather have a functional team, like our loans go very smoothly. Now we've learned that you have to have, you can't just dump something on one person. That it's a recipe for disaster in this industry where things are very complicated and complex, you know, you need to have a very, very good system in place. [06:23.1]

Scotty: Yeah. And it sounds like you guys do for sure. When you going from 14 to 25, would you say for someone listening, was that one loan partner that allowed you to do that? Two loan partners or did it take three to get to that 25 mark?

Ken: No, I think just two.

Scotty: Two, okay.

Ken: Two, two for sure. We've only had two for a while, we recently added the third loan partner. So, two can get you there. If you, especially, if you've been in the industry for quite a while, you have that previous customer database and you're actively marketing, but yeah, we got there with two.

Scotty: So, two loan partners and 11 more loans a month and tons more freedom with your own personal lives.

Ken: Absolutely.

Danielle: Yes.

Scotty: Isn’t that crazy?

Danielle: And a lot, a lot happier referral partners. Our referral partners, totally trust the process and before I would say the referrals that we got were based on the fact that we're likable people. You know, people like to do business with us, we've been around a long time, but there were still more things that were operating at not the highest level they could. And so now I feel like we get a lot more new referrals because process goes so well for them. [07:31.8]

Scotty: So, the big question I got is like, so when you guys were doing everything, you were like 24/7, you and Ken, Danielle, and Ken and then you bring on these loan partners. How did you turn that over to them? Like, did you have a conversation with each one of your realtors and did you lose any by doing that?

Danielle: We didn’t lose anybody. Absolutely not. And I think that we had, maybe it's a very beginning, a few disgruntled realtors who are just so used to dealing with just us, but we just explained it, you know, we're developing a team that we can serve you and your clients better so that we can offer more services and communication. And realtors come from a mindset of having a team, at least in our area, a lot of realtors have teams. So that was like a very easy style. And it's constantly edifying your loan partners like, oh, Leslie is awesome. Like, we talk a lot about edifying, your loan officer, oh, you know, the doctor's calls and all that, but, and that, which is fabulous for the loan partners to do, but you also have to edify your team.

Scotty: Yeah.

Danielle: You have to sell your team too, it's not just selling yourself like, oh Leslie, great. She’s been with me a long time and you know; she can help you. And so, I think I remember a couple of people being disgruntled. And I think at the beginning too, we definitely had some borrowers that were a little disgruntled. Like, I don't know who I'm talking to you, and I just keep kind of getting pushed around. And I definitely think that that's a learning process, but that's also edifying your team. [08:49.7]

Scotty: Right.

Danielle: And making sure we also like our process, isn't that a borrower, John, isn't going to call it a day to work on his preapproval and talk to Leslie. And then tomorrow talk to Lori about his preapproval. He's going to work with Leslie until it's time that he has a contract. And our loan partners stop working on the file once the contract is received and then we have a loan partner that does all the disclosures. Our processors handle it, then some disclosures to close. So, it eliminates, for us we, it's been good for us because it should that one person.

Scotty: Gotcha.

Danielle: That was, we were having a little bit of pushback for that, but.

Ken: And we communicate that to the borrowers, what to expect. And also, regarding the realtors and referral partners that have in the loan partners that have having the processing staff, we've been able to communicate a lot more often more effectively to the realtors, letting them know the status of things. Even if the customer is on a credit game plan, updating them a few months later regarding the credit game plan, because that's one of the things we offer is if they're not ready now, we give them credit advice and we follow up with them every few months, depending on their situation. And we update the realtors, we send them back to the same realtor. So, in the long run, the realtors love it even more because they're getting more communication than they've ever gotten before from us and from my loan partner staff, as well as the processors, once it's in processing, because one of the things I've preached to them is I heard this probably 20 years ago, 18 - 20 years ago, but there was a big lender, who's no longer around now, but they did a study. And the number one complaint that realtors have is lack of communication from their loan officers. In addition to closing on time, we strive to be the best at communicating to the referral partners and the borrower. [10:30.3]

Scotty: Love it. You said processor, I just wanna make sure I understand it straight. So, the processor is the same as the loan partner, one person takes it from start to finish.

Ken: Nope.

Scotty: There's two different people.

Ken: No, the loan partners, think of it like the front-end sales.

Scotty: Okay.

Ken: They work with me, with the customers. And then once they have a house there, if it's a refinance, once their disclosures are done, our loan processors take it from that point, contract to close, basically.

Scotty: Gotcha.

Ken: Through underwriting and we're here if needed, but the processors communicate, the loan processors communicate most of the time from there.

Scotty: All the way. And then who does the updates is the processor doing that and then asking for referrals, or are you guys doing that?

Danielle: The processors do it. They give all the updates and then they also say they have a good rapport with the realtor because they're the ones that are kind of in the trenches with the realtor on a file.

Scotty: Yeah.

Danielle: They try to schedule coffee appointments for me to meet with the realtor, because they already have a natural conversation going with them. So that's worked really well. We give the processes a bonus for every coffee appointment that they schedule. [11:29.9]

Scotty: Wow. Love it. Okay. All right. You mind if I ask them what, what that bonus looks like?

Danielle: A hundred bucks.

Scotty: A hundred bucks. Okay, cool.

Danielle: Yeah. There for a processor, I mean, that's great, right?

Scotty: Hmm.

Danielle: You have a cup of coffee appointments a month that pays your car payment. So that's new.

Scotty: Interesting.

Danielle: We started doing that maybe about six months ago and you know, certain processors. I think she, like, I have one in particular that like every loan, she tries to get a coffee appointment scheduled for every realtor. She's just like, I want a hundred bucks. Like that's great. And then other ones that aren't, as you know, everybody's motivated by different things.

Scotty: Yeah.

Danielle: But it's that's worked really, really well because you have somebody who's already on the phone with a realtor. They already have a good conversation going with them. They're giving them all the updates. Why not just go ahead and try to schedule it? They have my calendar.

Scotty: Yeah. What if it's a realtor you've already worked with, are they still trying to set that coffee appointment with them? Or are you talking new ones that come in the fob?

Danielle: The new ones that come in.

Scotty: Okay.

Danielle: If it's a realtor that they know that we have an active referral partnership with.

Scotty: Got it.

Danielle: Then they don't schedule those.

Scotty: Okay.

Danielle: Because they know that that's somebody, we already have active.

Scotty: All right.

Danielle: You're talking like it, may only be like 18 realtors that are actively on that list that are sending us business every month or every couple of months or whatever. So, they know who they are and that that's worked out well. And then we also have, if somebody refers us, one of our team, especially the loan processors who aren't licensed loan officers, if they send us a referral that closes, we pay them a $100 and then our loan partners are licensed, but there's still states they aren't licensed then they don't work loans in those states that we do, and they get a bonus for that as well. [13:03.9]

Scotty: Love it. So what role, and I'll take both of you guys separate. Ken, what role do you play in this team now, now that you have all these loan partners and processors doing everything, what role do you play now?

Ken: Well, I manage the office. I manage the sales force, the loan partners themselves, and we meet every day, go over the pipeline, what we're trying to get done that day. So, I'm more than an office person. I also meet with the clients or handle the loan structuring over the phone with the client. And that's my role. Danielle does the marketing side, the outside marketing.

Scotty: Nice. Okay. And so, are you both, is Danielle meeting with the agents? Like if you set up a meeting and one of your processes set up a meeting, who's doing that meeting?

Danielle: Me, Danielle.

Scotty: Okay, cool. So, you guys got defined roles and probably stay in your lane and everything runs smooth?

Danielle: Yeah. And that's a phrase I use a lot because we get a lot of people ask us and the industry, or even just outside the industry. Oh my gosh, how do you guys work together? And we had that never been an issue because we stay in our lane.

Scotty: Yeah.

Danielle: We know exactly what each person is doing. I deal with a lot of the branch management, like admin stuff, like the bills and pay means your payroll is done and all that stuff on the backend. Ken doesn't need to know how to do that. I don't need to know the newest loan program. Like I don't need to sit in that tray. I've been in the industry long enough anyway; I probably know it. But I don't need to worry about that side of things. And I think when you've created good processes, you can just go outside and do the marketing and trust that your team is doing it correctly. And the one thing I want to make sure I add we've had much this year, where we end last year, where we've closed 35 loans and there was no difference. It was not chaos, because we have good processes and enough team members. [14:47.6]

Scotty: Unbelievable.

Danielle: So, they can handle 35 loans.

Scotty: Yeah.

Danielle: I think that’s huge.

Scotty: Yeah, that’s huge.

Danielle: I never could have done that. With me, there's no way I could have processed by myself 35 loans and done a very good job of it.

Scotty: You know, it's so amazing that I remember when we first talked and Danielle, you were like pretty much had many different hats all day, every day.

Danielle: Yeah.

Scotty: So, you sound so much more calm, you know. I didn't talk to Ken as much as I did to you, but like, you guys really have totally in a very short period of time, like literally within a year and a half to two years, I mean, it wasn't that long ago that we had the conversation, we like had a strategy call and then he was like, your list of stuff was like a mile long, you know.

Danielle: Correct.

Scotty: So, it's just so awesome. [15:28.7]

Danielle: I just started to dump it.

Scotty: Yeah.

Danielle: Delegate it to other people. We've hired some outside companies to handle like the social media and you know, and really like freedom club talks about like, if you can hire somebody to do it because the revenue we make on loans, it's like our industry does.

Scotty: Yeah.

Danielle: Do a good job with paying that there's money. Again, I'd rather make less money and have less stress. But we're not obviously, you know.

Scotty: Right.

Danielle: We are making more money because the systems and the processes did take us a long time to really implement well. And we're, you know, we're always tweaking those. But I think that, that that's been our saving grace along with like, when something happens, when something goes wrong, it doesn't matter if it's our fault or the borrower's fault or whatever.

Scotty: Yeah.

Danielle: It's what can we learn from that? And what can we tweak in the system so that doesn't happen again.

Scotty: I love it. I love it. Unbelievable. Ken, anything you want to add to that. [16:19.2]

Danielle: Oh well, as far as what else are we doing? And this isn't brand new, we've had this probably longer than any of the other systems we've put in place, but I am in a BNI chapter, a local BNI chapter. And I, you know, there's good ones and bad ones, and sometimes it's better to, you know, try to find the right one, give it more time, but it's been very, very successful for us. We used to be in two chapters for now. we're just down to one. But our biggest referral partner, realtor referral partner team is from that BNI chapter.

Scotty: Hmm.

Ken: And the financial advisor we get business from and then he helped connect us with two credit unions locally, where, you know, a lot of credit unions don't offer mortgages are very limited in what they offer and we're the main mortgage outlet for the credit union members. So, it's probably 25, 30 loans a year, at least.

Scotty: Yeah.

Ken: Sometimes more, but about 30 loans a year from the BNI chapter. So, it's been successful for us. [17:15.6]

Scotty: An amazing resource. Yeah. I mean, it's small check to cash, a big check, right.

Ken: Right.

Scotty: Yeah.

Danielle: And I'd like to say when we had to BNI group is, you know, the thought was, well, yeah, we'll both be in one. And I had been in one a long time, Ken actually touch the seat over that I had been in. The group that Ken was in, maybe he was closing like three loans a year from it, four loans a year. So, you definitely have to find the right group, the right mark, you know, if you're gonna do network marketing in that way, but you have to give it time too, because it definitely takes time.

Scotty: For sure.

Danielle: That's been very lucrative, especially not looking for just what kind of immediate loans that you're going to get for what kind of relationships can you build with CPAs or for financial advisors, divorce attorneys. And we definitely work a lot with bankers looking to help them with their turn down to that's really lucrative for us.

Scotty: No kidding, no kidding.

Danielle: So, we probably meet with a couple of bankers a month and you know, it's not going to be consistent. Banker is not going to give you five to 10 loans a month, but you might get a loan a quarter from a banker. And so that just, I just add Ben, especially those kinds of referrals, aren't dependent upon the market.

Scotty: Yeah.

Danielle: There's somebody who's seeking out their banker for a loan, they can help them.

Scotty: Interesting. That's very cool. Yeah. Very cool. So, you guys got a bunch of channels, so BNI, bankers, any other financial planner, any other avenues you guys pull on from? [18:37.0]

Danielle: The credit unions are really good. They've been very consistent. We've had relationships with them for seven or eight years now and it's the same credit union. So, I would definitely recommend that people look in small towns for these credit unions. You know, it would be hard to get into like the big fortune 500 credit union like, you know, like the companies that have their own that are really big, but these credit unions that we’re part of are small local ones and they're so happy that we send them, you know, they there's referral.

Scotty: That’s awesome.

Danielle: For all agreements that we have with them and that's been great. And that's definitely what we need to utilize more look for more of those relationships too.

Scotty: Gotcha. And so, knowing what you guys know now, you guys have been, come so far, like just in 5 years, let alone 16, but somebody that's at that, you know, we all started at zero. Somebody that, that five loans a month. What advice like maybe would you make it a first hire? Would you focus more on, what would you tell somebody closing five loans a month that wants to get to that 25 mark? [19:34.6]

Danielle: I would say, look for the other referral partner channels, you know, definitely meet with bankruptcy attorneys and divorce attorneys and bankers, financial advisers, CPA like all of those people that your friends and family already know.

Scotty: Hmm.

Danielle: That they give you an introduction to. They're not nearly as called upon. When we used to have a huge group of loan officers that we managed many years ago, we always told the loan officers go to the small towns first. We all have this small communities around us. And those towns tend to be very stored because everybody wants those top agents, those top agent companies, when there's a ton of business in your surrounding community that you can typically try, it's a little bit easier. There's an easier on, you can still stop by with coffee and donuts. You know, you can still stop by and drop off materials and you're not going to be pushed aside. And I think that that's a little bit of a less daunting task, I think for somebody.

Scotty: Yeah. So, do you go on and just ask, like, how do you get ahold of the bright person that these banks, credit unions to talk to the person that could refer you? You just go in and ask who those people are?

Danielle: No. We asked for introductions and those typically are from our BNI group.

Scotty: Ahh…

Danielle: But you can also ask for introduction from any of your referral partner. Who do you bank with? Do you mind if I could stop in and meet with them? The banks are very receptive.

Scotty: Hmm…hmm.

Danielle: Especially your local community banks. They're very receptive to finding somebody to fit some of their borrower needs.

Scotty: Love it.

Danielle: Especially if you have access to any of the non QM program, like the bank statements for.

Scotty: Yeah.

Danielle: Self-employed borrowers and things like that. I mean, banks just don't have that, and they have a lot of self-employed borrowers. So, there's quite a few of the referrals we've received at least lately from the day.

Scotty: Unreal. Yeah. Great advice. Great advice. Ken, you do want to add some to that. [21:29.9]

Ken: Well, it's just that and with bankers, they're not necessarily expecting you to send them referrals. They just want you to keep their retail bank customers happy. So, they don't get mad if they're turned down or potentially turned down and they pull all their other accounts and go down the street to another bank. So that's the selling point to the bankers is just to keep their retail customers happy because if we have to turn them down, then we're the bad guy, not the banker.

Scotty: Yeah.

Ken: And also, Danielle did mention it, but all the different programs, wherever someone works, if they have a lot of flexibility with unique, more unique products, maybe even just down to 580 credit score, FHA. Bankers, that's typically not something they offer and getting in the door with some of these different programs will help with the referrals to start flowing. I always say with realtors, especially these small-town realtors, get in the door with the two or three K renovation loans or, oh, by the way we happen to do single wides on their own land. Believe it or not, we do that now or we can.

Danielle: We do.

Ken: Those aren't the referrals we're typically getting, but it helps get in the door. [22:29.6]

Scotty: So, you guys do single wides on a piece of land.

Ken: Yeah, we do.

Scotty: Okay.

Ken: That's kind of a newer thing that we offer. In Kentucky, there's a good number of double wides, not to stereotype, but we have a good number of double wides and we do a lot of those through a housing program in the state. So, anything like that, that's unique, the single wides, not very often.

Scotty: Yeah.

Ken: That we have those, but anything where you work, if you have something that's more unique to offer the realtors, to offer the bankers, it helps you get in the door. The bank statement program is great for self-employed with bankers.

Scotty: Love it.

Ken: For sure.

Danielle: And even if you are somebody who doesn't have a ton of unique offerings, bankers don't realize that we can go up to 50% or 55 or whatever, DTI for FHA loans. Like they usually have a lot of overlays.

Scotty: Hmm.

Danielle: So, anything that you're talking about that even just standard FHA, conventional guidelines, that still might not be something that they can do, because of their, you know, their overlays. We get a lot of referrals from bankers because somebody had a recent medical collection. Like they don't want to see that they don't wanna see recent stuff. Our industry is a little, you know, are the mortgage industry a little bit different.

Scotty: Got you.

Danielle: So just knowing.

Scotty: Yeah.

Danielle: That even just standard stuff that you can still help their turn down with is, has been really, really huge. [23:40.2]

Ken: The one other thing too, I mentioned with the small-town realtors, small town banks, small towns in general, it's better always no matter who it is, if you can get an introduction and a warm introduction to connect with that, that referral partner, but I've done it many times, Danielle's done it, we've had loan officers in the past. You just drive to that small town, maybe do some research ahead of time. What realtor offices are there, what banks are there and just stop in. And because they're not marketed to nearly as much, and they tend to be a little bit nicer. Now they don't kick you out the door. I've sat down with a small-town bank president in certain Kentucky towns. They spend 5, 10 minutes talking, and we didn't have an appointment. I just walked in and say, I was in the area, wanted to introduce myself. And usually, I ended up talking to a manager or somebody in authority and the realtor offices especially are typically very receptive to that. So don't be afraid to just stop in. The smaller towns, it's a little bit easier to do that. [24:43.9]

Scotty: Man, I can talk to you guys all day. And so, like you brought up something a little bit ago and I just want to ask what this person is going to do. You said you're hiring, and I forget what it was called, the management, something.

Danielle: We have a marketing manager.

Scotty: Marketing manager. Okay

Danielle: That I am so incredibly excited about it because I have many strengths. I also have many things I'm not fabulous at. And one of them is like, I struggle with the follow through of the DFC of following through on all of the steps of doing all the things that you really, really need to be, to be super successful. So, and I also struggle with like anything technical, not what I'm good at. I can sit down and talk to anybody. That's fine. I can do any appointments. I can coldcall, walk in places. But like all the other things I struggle with to definitely find time in my day to do as well. So, she's going to be doing all of that. She'll be doing all of making sure that DFC is followed from point A to point B for every referral partner, making sure that, you know, the referral link gets sent out. All of those missing pieces that are hugely important and she gets a bonus. So, we average 25 loans a month, she gets a bonus for anything that we close over 25 loans. And she has a list of a mile long things that she'll be doing, but making sure the DFC is, is done every day, the right way all the time is her primary job. And she knows our goal is to close 50 loans a month on a regular basis. And then she's like, all right, got it. And she's phenomenal. She was in marketing for a long time. So super excited for that. [26:15.8]

Scotty: Well, just the thought that I thought of like, you guys are having good success with banks and credit unions. Maybe just add that to her list, you know, just like.

Danielle: Yes. And she won't do any of the face-to-face marketing. She actually is going to be our only staff member who works remotely.

Scotty: Okay.

Danielle: But she doesn't need to.

Scotty: Yeah.

Danielle: I’m totally happy to do all of that. So, but she'll make sure that those appointments are set. Or even if it's like, she's going to be a little bit more in control of my schedule. Like, oh, on Thursday, Danielle, you need to go to this town and a list of banks you need to stop at. Like, I need to be directed in that way.

Scotty: Love it, love it, love it.

Danielle: And so, I, I think it's going to be a phenomenal pairing.

Scotty: Sounds amazing.

Danielle: And having somebody in that role is definitely our missing piece or how we can get from 20 to50.

Scotty: Yeah.

Danielle: That’s what we have to.

Scotty: And I was going to ask you what your next step is. And it sounds like 600 loans in 2022. Is that we're no 50, that's 600. Yes. 600 loans.

Danielle: Yeah. I’ll set that up.

Scotty: I think if don't call me on this, that's really close to a hundred million my friends.

Danielle: I think it is. [27:12.2]

Scotty: Wow.

Danielle: I think it is.

Scotty: That's so exciting. So exciting. So, guys, unbelievable. Am I going to see you guys in November?

Ken: Yeah.

Danielle: Yes.

Scotty: Cool.

Danielle: Whole team will be there.

Scotty: Right. I'll be there. Can't wait to see you. So, besides that marketing manager, like in 600 loans, is there anything else you guys are working on? Which those two things are incredible, we could just leave it right there. But is there anything else that you'd like, all right, I want a little more freedom, I want to step out a little bit like, well, is there anything you guys are talking about or thinking about it's coming up for you guys in 2022? Freedom, vacations, like more time with the kids, more time with the family.

Ken: Yes.

Scotty: Anything that you guys are working towards? [27:43.6]

Ken: We have a foreign exchange student from.

Scotty: Oh yeah, yeah okay.

Ken: So, we're, we're probably going to take, well, she's gonna fly back. We're gonna meet her and her family and travel through Europe for a few weeks. Maybe do a cruise or something next summer. That's our big goal.

Scotty: Wow. Love it. Love it. That doesn't suck.

Danielle: No.

Scotty: So yeah. Foreign exchange is awesome. Hey guys you guys are amazing. I absolutely loved your journey and can't wait to see you guys at 600 loans, man. We'll be watching close and anything I can personally do to help, man, I'm all here for you guys. So just know that you got my number.

Danielle: Thanks Scotty.

Ken: Thank you.

Scotty: All right guys.

Ken: Thank you.

Scotty: Thanks for listening to Danielle and Ken Prost on the Millionaire Loan Officer Millionaire Loan Officer powered by Mortgage Marketing Animals and The Loan Officer Breakfast Club. We'll see you guys soon. Stay safe, have a good day, everybody. Bye-Bye. [28:28.7]

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. [28:48.3]

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