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This week I had on Joel Olson and Angela Calla. 2 of the best brokers in the business talk about MPP insurance and how they communicate it with their clients.


Timestamped Show Notes

(click the timestamp to jump directly to that point in the episode.)

    • [5:15] What are you using to record your videos?
      • BombBomb
      • We are working on automating the video sending process by linking it with Trello and Zapier.
    • [6:45] As a mortgage broker you don’t get paid to make spreadsheets. Make use of services like upwork and fivver.
    • [7:10] What has been your client’s reaction to using video?
      • We always get mixed results. Some people like video some people like other methods of communication but, we would rather over communicate than under communicate.
    • [10:30] You have to make your conversations intentional. I use a checklist for every conversation.
    • [12:00] We ask every client for a referral.
    • [13:50] How do you handle MPP Insurance?
      • I’ve set a goal with my team that 50% of clients will take MPP.
      • We bring it up 3 times.
    • [17:25] Before you made these changes to your MPP strategy, how has it helped your numbers?
      • We had always done around 25-30% and we have increased it by 5% this year.
      • We found if you show the number on the form they are more likely to get it.
    • [20:15] What is your MPP process like?
      • I’m blunt with my clients. I feel that if you can’t afford MPP insurance you probably can’t afford a mortgage.
      • I will also talk with them past experiences they might have had with a sick loved one and how getting MPP will help them in these situations.
    • [21:45] When do you bring up MPP?
      • When you’re dealing with a first-time homeowner it’s part of the initial conversation about budgeting.
      • With existing homeowners, it’s part of the refinancing.
    • [26:50] I’m not a waitress, I’m a mortgage professional. When you come to me for advice I’m going to give it to you.
    • [28:25] How many clients leave your process with MPP?
      • 30-35%
    • [33:35] <Angela> I’m writing a new book called The Mortgage Intelligence Advantage that will be coming out in September.
    • References