<p>Join award-winning sales expert Dale Vermillion for high-impact conversations with the mortgage industry&#39;s heaviest hitters. From sales strategy to business development to personal branding, learn from the very best how to hone your craft and stay at the top of the field for years to come.</p>

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2022/1/26/12/5a47ea89-a359-41e9-a232-a5f5725bc2fa_duced_-_highlight_-_public__-_1_24_22__3.08_pm.mp3

<p>Enjoy a sneak peek of Dale&#39;s soon-to-be released conversation with Rob West, Host of <a href="https://www.moneywise.org/" rel="nofollow">MoneyWise</a> and CEO of <a href="https://kingdomadvisors.com/" rel="nofollow">Kingdom Advisors</a>.</p>

Enjoy a sneak peek of Dale's soon-to-be released conversation with Rob West, Host of MoneyWise and CEO of Kingdom Advisors.

Finding financial contentment without becoming complacent with Rob West

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2022/1/21/16/871ef6d8-4a9f-482e-988e-e136ec6e8b04_s_-_self-produced_-_public_-_1_21_22__10.14_am.mp3

<p>One of the youngest and most-influential leaders in the space, Clayton Collins seized his opportunity to shape the mortgage, real estate, and fintech landscapes as the CEO of HousingWire Media just a few short years ago.</p><p>Since assuming his role in 2016, Clayton expanded a team of just 14 reporters in Houston to a 50+ person company spread across the United States that publishes four media brands (HousingWire, RealTrends, Reverse Mortgage Daily, and FinLedger), hosts some of the industry’s most up-and-coming events and conferences, and produces a suite of podcasts and other media.</p><p>Clayton is a veritable expert on modern communication, inclusive leadership, and the shifting landscapes of mortgage, real estate, and fintech.</p><p><br></p><h1>In this Episode</h1><p><br></p><p>Dale and Clayton discuss…</p><ul><li>The importance, as a leader, of becoming a masterful communicator who is capable of cultivating your organization’s environment and managing upstream and downstream relationships </li><li>The modern-day water cooler and how leaders can find the right medium and message for every audience they serve</li><li>Real estate trends and the impact demographics are having and will continue to have on homebuyer demand</li><li>Disruptive forces entering the industry and new players competing for marketshare within mortgage and related spaces</li><li>Finding balance between the demands of a career and personal desires for growth, happiness, and purposeful living</li></ul><p><br></p><h1>Soundbites</h1><p>“You don&#39;t want to stress people out about the things that they don&#39;t need to worry about, but understand the things that they need to know—the things they need to know to do their job well.” — Clayton Collins</p><p><br></p><p>“It gets difficult to juggle all the different places and styles that we communicate in nowadays, but it&#39;s extremely important to be where the audience is.” — Clayton Collins</p><p><br></p><p>“If we stay siloed, I&#39;m really concerned about our industry&#39;s ability to continue forward with the leaders that are in place today….There are very few markets and very few segments of our economy where the profit potential is as large as housing. That puts a massive bullseye on our industry&#39;s back.” — Clayton Collins</p><p><br></p><p>“We&#39;re at historically low rates! Just because they&#39;re not 2.65, because they&#39;re three, three and a half, whatever the heck they are—I don&#39;t even care. I don&#39;t even watch them every day….Money has never been cheaper to buy homes, to buy businesses, whatever the heck you’re buying. Rates are low right now.” — Clayton Collins</p><p><br></p><h1>Connect with Clayton Collins</h1><p><a href="https://www.linkedin.com/in/claytoncollins/" rel="nofollow">Connect with Clayton LinkedIn</a></p><p><a href="https://twitter.com/ClaytonACollins?s=20" rel="nofollow">Follow Clayton on Twitter</a></p><p><a href="https://www.housingwire.com/membership/" rel="nofollow">Subscribe to HousingWire Plus (HW+)</a></p><p><a href="https://finledger.com/newsletters/" rel="nofollow">Subscribe to Finledger Daily</a></p><p><a href="https://www.realtrends.com/newsletter/" rel="nofollow">Subscribe to RealTrends</a></p><p><a href="https://reversemortgagedaily.com/newsletter/" rel="nofollow">Subscribe to Reverse Mortgage Daily</a></p><p><a href="https://www.housingwire.com/engage/" rel="nofollow">Attend a HousingWire Event (Live &amp; On-Demand)</a></p><p><br></p><h1>Connect with Dale Vermillion</h1><p><a href="https://linktr.ee/dalevermillion" rel="nofollow">https://linktr.ee/dalevermillion</a></p><h3><br></h3><h3>Find this conversation valuable?</h3><p>Consider leaving a 5-star review on Apple Podcasts. Every review helps us reach more professionals like you.</p>

One of the youngest and most-influential leaders in the space, Clayton Collins seized his opportunity to shape the mortgage, real estate, and fintech landscapes as the CEO of HousingWire Media just a few short years ago.

Since assuming his role in 2016, Clayton expanded a team of just 14 reporters in Houston to a 50+ person company spread across the United States that publishes four media brands (HousingWire, RealTrends, Reverse Mortgage Daily, and FinLedger), hosts some of the industry’s most up-and-coming events and conferences, and produces a suite of podcasts and other media.

Clayton is a veritable expert on modern communication, inclusive leadership, and the shifting landscapes of mortgage, real estate, and fintech.


IN THIS EPISODE

Dale and Clayton discuss…

- The importance, as a leader, of becoming a masterful communicator who is capable of cultivating your organization’s environment and managing upstream and downstream relationships 

- The modern-day water cooler and how leaders can find the right medium and message for every audience they serve

- Real estate trends and the impact demographics are having and will continue to have on homebuyer demand

- Disruptive forces entering the industry and new players competing for marketshare within mortgage and related spaces

- Finding balance between the demands of a career and personal desires for growth, happiness, and purposeful living


SOUNDBITES

“You don't want to stress people out about the things that they don't need to worry about, but understand the things that they need to know—the things they need to know to do their job well.” — Clayton Collins

“It gets difficult to juggle all the different places and styles that we communicate in nowadays, but it's extremely important to be where the audience is.” — Clayton Collins

“If we stay siloed, I'm really concerned about our industry's ability to continue forward with the leaders that are in place today….There are very few markets and very few segments of our economy where the profit potential is as large as housing. That puts a massive bullseye on our industry's back.” — Clayton Collins

“We're at historically low rates! Just because they're not 2.65, because they're three, three and a half, whatever the heck they are—I don't even care. I don't even watch them every day….Money has never been cheaper to buy homes, to buy businesses, whatever the heck you’re buying. Rates are low right now.” — Clayton Collins


CONNECT WITH CLAYTON COLLINS
https://www.linkedin.com/in/claytoncollins/
https://twitter.com/ClaytonACollins?s=20
https://www.housingwire.com/membership/
https://finledger.com/newsletters/
https://www.realtrends.com/newsletter/
https://reversemortgagedaily.com/newsletter/
https://www.housingwire.com/engage/


CONNECT WITH DALE VERMILLION
https://linktr.ee/dalevermillion


Find this conversation valuable?
Consider leaving a 5-star review on Apple Podcasts. Every review helps us reach more professionals like you.

Being where your audience is with Clayton Collins

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2022/1/7/21/a9870499-2ae4-4c0d-850a-95d6027b23a1__-_self-produced_-_highlight_-_1_7_22__3.10_pm.mp3

<p>Enjoy a sneak peek of Dale&#39;s soon-to-be released conversation with Clayton Collins, CEO of HousingWire.</p>

Enjoy a sneak peek of Dale's soon-to-be released conversation with Clayton Collins, CEO of HousingWire.

Achieving consistency in modern communication with Clayton Collins

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2022/1/7/19/3f7fe16b-ca05-4755-9cbb-4a13e7aeebcf_li_-_self-produced_-_public_-_1_7_22__12.05_pm.mp3

<p>Over the past 12 years, Kristin Messerli has become a leading expert on borrower psyche. As the founder of Cultural Outreach, she and her team worked directly with underserved borrowers, brainstorming solutions to bridge the gap between unbanked na underbanked consumers and lenders looking to serve first-time home buyers.</p><p>After Cultural Outreach was acquired by NAMMBA in December of 2020, Kristin was invited to join the Experience.com team as a VP of Sales and Financial Services where she continues to spearhead efforts to understand today&#39;s borrowers and help lenders map the strongest (and weakest) points of their borrower journey.</p><p><br></p><h1>In this Episode</h1><p><br></p><p>Dale and Kristin discuss...</p><ul><li>The lack of understanding most lenders and originators have about the typical borrower&#39;s needs, wants, and desires</li><li>The importance of building touch points into your borrower journey to allow customers to voice their honest opinions</li><li>The critical role originators still play as advisors to their borrowers and partners</li><li>Why creating personalized loan options is essential to gaining borrower trust and confidence</li><li>Presenting yourself as an expert and trusted advisor to borrowers in a post-pandemic world</li><li>Setting yourself apart by finding unique ways to celebrate your customers&#39; throughout the lending process</li></ul><p><br></p><h1>Soundbites</h1><p>&#34;Safety, transparency, collaboration, choice, and empowerment are great things to keep in mind across the whole [lending] process, just to make sure that you provide the best customer experience.&#34; — Kristin Messerli</p><p>&#34;If the customer just feels like they have a voice....it gives the customer a sense of empowerment and that they can participate in building a better customer experience for themselves.&#34; — Kristin Messerli</p><p>&#34;We need to rely on technology a lot for efficiency and effectiveness and you know, all of that. But I think that there still always needs to be someone who is going to be that really trusted advisor to talk through the process.&#34; — Kristin Messerli</p><p><br></p><h1>Connect with Kristin Messerli</h1><p><a href="https://www.linkedin.com/in/kristinmesserli/" rel="nofollow">Connect with Kristin on LinkedIn</a></p><p><a href="https://twitter.com/kristinmesserli" rel="nofollow">Follow Kristin on Twitter</a></p><p><a href="https://www.experience.com/" rel="nofollow">Visit Experience.com</a></p><p><br></p><h1>Connect with Dale Vermillion</h1><p><a href="https://linktr.ee/dalevermillion" rel="nofollow">https://linktr.ee/dalevermillion</a></p><p><br></p><h3>Find this conversation valuable?</h3><p>Consider leaving a 5-star review on Apple Podcasts. Every review helps us reach more professionals like you.</p>

Over the past 12 years, Kristin Messerli has become a leading expert on borrower psyche. As the founder of Cultural Outreach, she and her team worked directly with underserved borrowers, brainstorming solutions to bridge the gap between unbanked na underbanked consumers and lenders looking to serve first-time home buyers.

After Cultural Outreach was acquired by NAMMBA in December of 2020, Kristin was invited to join the Experience.com team as a VP of Sales and Financial Services where she continues to spearhead efforts to understand today's borrowers and help lenders map the strongest (and weakest) points of their borrower journey.


IN THIS EPISODE

Dale and Kristin discuss...

- The lack of understanding most lenders and originators have about the typical borrower's needs, wants, and desires
- The importance of building touch points into your borrower journey to allow customers to voice their honest opinions
- The critical role originators still play as advisors to their borrowers and partners
- Why creating personalized loan options is essential to gaining borrower trust and confidence
- Presenting yourself as an expert and trusted advisor to borrowers in a post-pandemic world
Setting yourself apart by finding unique ways to celebrate your customers' throughout the lending process


SOUNDBITES

"Safety, transparency, collaboration, choice, and empowerment are great things to keep in mind across the whole [lending] process, just to make sure that you provide the best customer experience." — Kristin Messerli

"If the customer just feels like they have a voice....it gives the customer a sense of empowerment and that they can participate in building a better customer experience for themselves." — Kristin Messerli

"We need to rely on technology a lot for efficiency and effectiveness and you know, all of that. But I think that there still always needs to be someone who is going to be that really trusted advisor to talk through the process." — Kristin Messerli


CONNECT WITH KRISTIN MESSERLI
https://linkedin.com/in/kristinmesserli
https://twitter.com/kristinmesserli
https://experience.com


CONNNECT WITH DALE VERMILLION
https://linktr.ee/dalevermillion

Find this conversation valuable?
Consider leaving a 5-star review on Apple Podcasts. Every review helps us reach more professionals like you.

Learning the voice of your customer with Kristin Messerli

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2022/1/7/19/58856cd3-3027-45d2-9add-4ceb121a4bea_self-produced_-_highlight_01_-_1_7_22__1.07_pm.mp3

<p>Enjoy a sneak peek of Dale&#39;s soon-to-be released conversation with Kristin Messerli of Experience.com</p>

Enjoy a sneak peek of Dale's soon-to-be released conversation with Kristin Messerli of Experience.com

Using trauma-informed care to serve your clients with Kristin Messerli

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2022/1/7/15/8d97fde3-b9f1-4602-9ecc-9b56255f933f_yne_-_self-produced_-_public_-_1_7_22__9.43_am.mp3

<p>Leading off Season 1 of Batting 1,000 with Dale Vermillion is none other than long-time friend and industry insider, Scott Payne. Scott is the Founder &amp; CEO of SDP Solutions, a lead management consulting company that helps lenders and loan officers optimize their lead conversion metrics and automated communications.</p><p>Prior to starting his own business Scott served as VP of Originations at NationStar for 10 years before joining the HomeCaptain team as a Vide President. Scott&#39;s background in the industry is extensive, making him one of the leading experts on CRM and an invaluable resource for anyone looking automate their tech stack.</p><p><br></p><h2>In this Episode</h2><p><br></p><p>In this episode, Dale &amp; Scott discuss...</p><ul><li>The importance of prioritizing opportunities on a daily basis for sales and service teams</li><li>Leveraging a CRM to automate prioritization and personalized borrower communications</li><li>Pairing white glove customer service with technology to deliver an unparalleled customer experience</li><li>Key considerations for optimizing conversion rates on internet-based leads and partner referrals</li><li>The importance of having trustworthy mentors to guide you toward greater personal and professional success</li></ul><p><br></p><h3>[00:01 - 02:38] Opening Segment</h3><ul><li>Introducing Batting 1,000</li><li>Introducing Scott Payne, CEO of SDP Solutions</li></ul><p><br></p><h3>[02:38 - 37:38] Main Segment</h3><ul><li>Best-in-class lead management</li><li>Hitting the reset button</li><li>Delivering a great customer experience</li><li>Prioritization, leads, and loans</li><li>Maximize every hour in the day</li><li>Why &#39;speed to lead&#39; still matters</li><li>Calculating a &#39;Borrower Engagement Score&#39;</li><li>Delivering a high-tech, high-touch experience</li><li>Avoiding the mistake most lenders make</li><li>The best time to contact prospects</li><li>Keys to converting internet leads</li><li>Keys to converting partner referrals</li><li>Why you can&#39;t afford to be a &#39;Link Pusher&#39;</li><li>The art of scheduling calls with customers</li><li>Adopting and adapting technology</li><li>Scott&#39;s secret sauce for peak production</li><li>Why outbounding matters</li><li>The number one thing leaders need to keep in mind</li></ul><p><br></p><h3>[42:30 - 50:18] Closing Segment</h3><ul><li>The Key to Scott’s success</li><li>Finding trustworthy mentors</li><li>Scott&#39;s latest and greatest project</li><li>Scott&#39;s parting thoughts</li></ul><p><br></p><h2>Soundbites</h2><p>&#34;You can build good rapport really quickly with a customer, and build that trust so that they can....get through the application.” — Scott Payne</p><p>“Everyone has their own calendar, and they&#39;re really busy throughout the day, we want to make sure we block people&#39;s time.” — Scott Payne</p><p>“You have to have some sort of prioritization, even if you don&#39;t have that lead management system doing it for you. ” — Scott Payne</p><p><br></p><h2>CONNECT WITH SCOTT PAYNE</h2><p><a href="https://linkedin.com/in/sdpsolutions1/" rel="nofollow">Connect with Scott on LinkedIn</a></p><p><a href="https://sdp-solutions.com/" rel="nofollow">Get a FREE Consult from SDP Solutions</a></p><p><br></p><p><br></p><h2>CONNECT WITH DALE VERMILLION</h2><p><a href="https://linktr.ee/dalevermillion" rel="nofollow">https://linktr.ee/dalevermillion</a></p><p><br></p><h3>Find this conversation valuable?</h3><p>Consider leaving a 5-star review on Apple Podcasts. Every review helps us reach more professionals like you.</p>

Leading off Season 1 of Batting 1,000 with Dale Vermillion is none other than long-time friend and industry insider, Scott Payne. Scott is the Founder & CEO of SDP Solutions, a lead management consulting company that helps lenders and loan officers optimize their lead conversion metrics and automated communications.

Prior to starting his own business Scott served as VP of Originations at NationStar for 10 years before joining the HomeCaptain team as a Vide President. Scott's background in the industry is extensive, making him one of the leading experts on CRM and an invaluable resource for anyone looking automate their tech stack.


IN THIS EPISODE

In this episode, Dale & Scott discuss...

- The importance of prioritizing opportunities on a daily basis for sales and service teams  

- Leveraging a CRM to automate prioritization and personalized borrower communications

- Pairing white glove customer service with technology to deliver an unparalleled customer experience

- Key considerations for optimizing conversion rates on internet-based leads and partner referrals

- The importance of having trustworthy mentors to guide you toward greater personal and professional success

[00:01 - 02:31] OPENING SEGMENT
- Scott’s Bio

[02:32 - 37:38] MAIN SEGMENT
- Best-in-class lead management
- Hitting the reset button
- Delivering a great customer experience
- Prioritization, leads, and loans
- Maximize every hour in the day
- Why 'speed to lead' still matters
- Calculating a 'Borrower Engagement Score'
- Delivering a high-tech, high-touch experience
- Avoiding the mistake most lenders make
- The best time to contact prospects
- Keys to converting internet leads
- Keys to converting partner referrals
- Why you can't afford to be a 'Link Pusher'
- The art of scheduling calls with customers
- Adopting and adapting technology
- Scott's secret sauce for peak production
- Why outbounding matters
- The number one thing leaders need to keep in mind

[37:39 - 45:54] CLOSING SEGMENT
- The Key to Scott’s success
- Finding trustworthy mentors
- Scott's latest and greatest project
- Scott's parting thoughts


SOUNDBITES

"You can build good rapport really quickly with a customer, and build that trust so that they can....get through the application.” — Scott Payne

“Everyone has their own calendar, and they're really busy throughout the day, we want to make sure we block people's time.” — Scott Payne

“You have to have some sort of prioritization, even if you don't have that lead management system doing it for you. ” — Scott Payne


CONNECT WITH SCOTT PAYNE
https://linkedin.com/in/sdpsolutions1/
https://sdp-solutions.com/


CONNECT WITH DALE VERMILLION
https://linktr.ee/dalevermillion


Find this conversation valuable?
Consider leaving a 5-star review on Apple Podcasts. Every review helps us reach more professionals like you.

Prioritizing sales opportunities with Scott Payne

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2021/10/13/21/316fffa4-9ecd-4e12-9b65-e4dc445e769c_1_000_with_scott_payne__highlight_01_produced_.mp3

<p>Enjoy a sneak peek of Dale&#39;s soon-to-be released conversation with Scott Payne, President and CEO of SDP Solutions</p>

Hitting the reset button with Scott Payne

https://s3.us-east-2.amazonaws.com/pod-public-media-files/2021/8/19/21/94a8eb06-44eb-4312-9364-6cdbf0a2d01a_batting_1_000_trailer__v1__-_8_19_21__3.49_pm.mp3

<h2>Thanks for checking out Batting 1,000 with <a href="https://dalevermillion.com" rel="nofollow">Dale Vermillion</a>, an award-winning sales, customer service, and leadership strategist.</h2><p>Join Dale each month as he hosts an in-depth conversation with heavy hitters from across the mortgage, real estate, and broader business world—industry insiders like <a href="https://www.linkedin.com/in/claytoncollins" rel="nofollow">Clayton Collins</a>, <a href="https://www.linkedin.com/in/stevedsims/" rel="nofollow">Steve Simms</a>, <a href="https://www.linkedin.com/in/sdpsolutions1/" rel="nofollow">Scott Payne</a>, <a href="https://www.linkedin.com/in/kristinmesserli/" rel="nofollow">Kirstin Messerli</a>, and so many others.</p><p>Despite having cultivated four decades of mortgage, real estate, and business acumen, Dale believes you’re never too experienced to learn from others—especially when they’re the very best at what they do. </p><p>Over the course of these conversations, Dale and his guests will touch on essential topics to personal and professional success, such as:</p><ul><li>Strategies for living a balanced and fulfilled life,</li><li>Hard-hitting sales tactics that convert</li><li>Ingenious marketing hacks to strengthen your personal or company brand;</li><li>and so much more!</li></ul><p>While this podcast is targeted towards mortgage, real estate, and personal finance professionals—our guests’ expertise is truly universal.</p><p>So, before moving on to sample another business podcast, why not listen to an episode or two.  If you like what you hear, subscribe to Batting 1,000 with on Apple Podcasts, Spotify, Stitcher, or wherever you listen to podcasts.</p><p>And then share your thoughts by leaving a review on Apple Podcasts, or by completing <a href="https://dalevermillion.typeform.com/to/o8VkQnPU" rel="nofollow">this survey</a>.</p><p>Have a suggested topic or guest? <a href="https://twitter.com/dalevermillion" rel="nofollow">Contact our team on twitter</a> or tweet us using #Batting1000.</p><h3>About the show</h3><p>Batting 1,000 is a production of Mortgage Champions®, a company that’s been transforming the people who transform companies since 1995.</p><p>Learn more and chart your guaranteed path to sales, customer service, or leadership success at <a href="https://mortgagechampions.com" rel="nofollow">mortgagechampions.com</a>.</p>

Talking with Real Estate's Heaviest Hitters

Thanks for checking out Batting 1,000 with Dale Vermillion, an award-winning sales, customer service, and leadership strategist.

Join Dale each month as he hosts an in-depth conversation with heavy hitters from across the mortgage, real estate, and broader business world—industry insiders like Clayton Collins, Steve Simms, Scott Payne, Kirstin Messerli, and so many others.

Despite having cultivated four decades of mortgage, real estate, and business acumen, Dale believes you’re never too experienced to learn from others—especially when they’re the very best at what they do. 

Over the course of these conversations, Dale and his guests will touch on essential topics to personal and professional success, from strategies for living a balanced and fulfilled life, to hard-hitting sales tactics that convert, to ingenious marketing hacks to strengthen your personal or company brand.

While this podcast is targeted towards mortgage, real estate, and personal finance professionals—our guests’ expertise is truly universal.

So, before moving on to sample another business podcast, why not listen to an episode or two.  If you like what you hear, subscribe to Batting 1,000 with on Apple Podcasts, Spotify, Stitcher, or wherever you listen to podcasts.

And then share your thoughts by leaving a review on Apple Podcasts, or by completing this survey at dalevermillion.com/batting1000. 

Have a suggested topic or guest? Contact our team on twitter or tweet us using #Batting1000.

ABOUT THE SHOW

Batting 1,000 is a production of Mortgage Champions®, a company that’s been transforming the people who transform companies since 1995.

Learn more and chart your guaranteed path to sales, customer service, or leadership success at mortgagechampions.com.

Introducing Batting 1,000 with Dale Vermillion

Conversations with Real Estate's Heaviest Hitters

Join award-winning sales expert Dale Vermillion every month for high-impact conversations with real estate's heaviest hitters.

This podcast is for every originator, processor, and real estate agent looking to gain an upper hand in their business. From sales strategy to business development to personal branding, listeners will learn how to remain at the top of their field by honing their craft with proven best practices developed by the very best.

Batting 1,000 with Dale Vermillion

Episodes