Giving it away Generates the Strongest Returns!
What an amazing experience I had the good fortune to be a part of during the Spring of 2014!
The 2014 Dominion Lending Centres Universities for Mortgage Agents & Brokers Cross-Canada tour was an opportunity to present ‘Brokering 202’ to fourteen-hundred-and-two DLC Mortgage Brokers in eight different cities.
From Victoria to Halifax, the presentation morphed through 32 edits from 383 slides to a tight(ish) 168 slides over approx 80 minutes. Admittedly It would seem that I have never met a microphone I didn’t like!
I learned new tech tricks at each stop from Marc Saltzman’s presentation, and picked up new pieces around internal DLC programs and Mortgage Protection. Some seemingly small tidbits have proven very influential over my process’ since.
What I learned though, both from the process of preparing a detailed presentation and then getting on the road for 15 nights in total to interact with hundreds my fellow DLC Mortgage Brokers was this;
Sharing ones data is easily one of the best moves an individual can make to supercharge their own performance.
My tip of the day; Find an outlet to share your data, be it a mastermind group, lunch and learns, presenting to high school students, get out there and share!
I offered to do this simply for the experience, and that form of compensation has been far more valuable that any fee ever could be.
When people heard that I was doing this for ‘free’ and questioned why I was willing to sign up for this very time intensive project, my response was typically ‘my ego said yes to the microphone before my brain thought about the number of days I’d be spending outside the office’.
This was a disingenuous response.
The reality; I pursued this opportunity somewhat aggressively. The idea was born out of varied conversation during a breakfast meeting with Jay Seabrook, our conversation touched on Mortgage Broker education and seminars within the industry. Jay asked if I were attending CAAMP, those of you who know me, know that I’m a huge proponent of attending every industry-related event possible. And so Jay was surprised when I replied that I couldn’t see myself taking the time away from the office to attend an event that while excellent, and not to be missed when easily accessed, I felt did not have enough nuts and bolts assistance for Brokers.
I faithfully attend CAAMP when it’s in Vancouver. It’s not an inexpensive event, and no doubt there is value. The expense and cost of time away from Family and the Office is too great when it involves crossing the country. The exceptional content and quality speakers motivate at a 40,000 foot level, but I wanted a dose of mortgage brokering specifics. How to compete for renewals, how to lock down an application on the opening phone-call, etc.
I want more. And what is the best way to receive more? Give more!
What is needed is a Broker up there saying, “Here’s how to save a deal on the cusp of being lost”, “Here are some best practices that make a difference in my business today”, or “Here’s how I got as busy as I am”.
This is precisely the type of value I strove to deliver to my fellow DLC brokers during my cross-country University road trip, and it’s what I always try to deliver through this Broker to Broker BLOG.
When Jay mentioned they had not settled on who the speakers would be for the upcoming DLC Universities I knew I wanted in!
A few weeks later I pressed Chris and Gary into meeting me for a breakfast and stated my case, I followed up by email and by phone – stopping just short of showing up at head office every few days.
At this point the final leg of the tour which would entail 34 hours of travel time for 16 hours on the ground was not a reality that was top of mind. There’s nothing like back to back red eyes in the name of maximum efficiency!
It was all about the unknown opportunities that lay within this unique opportunity.
All that was on my mind was ‘here is an opportunity to deliver useful content to up to 2200 DLC Agents’. I would set out exactly how I do things, and as these things work well for me – hopefully they would benefit my fellow DLC agents.
I tried not to hold back, to really delve into the detail of the process that I take my clients and referral sources through.
The first presentation draft consisted of 383 slides, it took well over 50 hours (a few Sundays) to produce and was 3.5-hours long on the first attempt. Some editing was clearly required.
Spending such a significant amount of time analyzing my process’ and prepping to focus a large spotlight of peer-judgment on said process’ was both cathartic and beneficial, to say the least.
To a large degree, it became a presentation about the broker I wish to be. No doubt I have raised the quality of my game since the speaking series. I see the results in my numbers each month.
Perhaps it was I who truly derived the greatest benefits from this experience.
It can, however, become exceedingly difficult to actually ‘be awesome’ for all of your clients while spending hundreds of hours preparing a presentation and then traveling around delivering a presentation on the topic of ‘being awesome’.
In the end the feedback has been constructive, helpful, and amazing.
From a Broker in the Ontario audience referring a BC file to me as I stepped of the stage, unique opportunities from lenders, invitations to speak at additional events, and most recently and most amazing of all…from Head Office a new 2015 KTM dirtbike to fuel another passion of mine!
The list will continue to grow, and I will continue to take opportunities to share what I can when I can.
Thank you DLC!