Inside the Mortgage Mind with Bryan Lovell, Episode #2

Inside the Mortgage Mind features Bryan Lovell, National Director of Business Growth at VanDyk Mortgage. Bryan joined VanDyk Mortgage in 2011 as National Sales Manager, bringing over a decade of experience in Sales Leadership positions. He currently serves as the National Director of Business Growth, where he focuses on growing their branches and sourcing new recruits and opportunities.Bryan is  a John Maxwell Team certified independent speaker, coach and trainer and enjoys helping others break through ceilings of achievement. He enjoys playing and coaching soccer, softball, and spending time with his family. 

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck, interview Bryan Lovell, National Director of Business Growth at VanDyk Mortgage. Bryan started as an employee at Publix, entered his current profession shortly before the economic crisis of 2008, and now is the National Director of Business Growth of a mortgage company. David, Kyle, and Bryan discuss what it takes to motivate your team, drive revenue, and give your team what they need to succeed. 

Episode Highlights:

What does Bryan Lovell’s daily routine look like? (10:23)
Regardless of the business you have or the business you are in, you have to be an innovator, and you have to be different. (15:33)
When did Bryan transition into the mortgage world from the grocery industry? (16:41)
Work on revenue-generating activities every day and work on your business and not in your business. (41:15)
What is the best part of Bryan’s job today vs. where he started? (19:33)
What are some ways to keep Bryan’s loan officers motivated? (23:58)
How does Bryan manage “fragile egos” within his organization and not hurt people?
What is the BLT of leadership? (27:20)
If something isn’t going right, sometimes you have to take people back to where they changed the process, because the process works. (34:04)
Bryan shares what he does to drive the revenue. (37:28)
The philosophy is built around adding value to the referral partners and comes from a place of contribution. (38:05)
Leverage is another big thing. People doing big sales shouldn’t be doing work that takes them away from sales. (40:52)
One of the big mistakes salespeople make is isolating themselves. (44:30)
Bryan’s experience in dealing with agents and agencies and what makes them successful. (48:33)
Different people have different needs, and you need to create a service model to meet the needs that they have. (51:07)
What’s on Bryan Lovell’s reading list right now? (57:56)
What would be Bryan’s advice to an insurance agent who is trying to get inside the mortgage mind? (55:52)

3 Key Points:

Include your employee’s life goals into your business planning. If money is the only motivating factor, once the monetary goal is met you lose the motivation.
Care for your employees as people, not just as employees.
Make sure you are meeting people where they are, and make sure you are truly meeting the needs that they have.

Tweetable Quotes:

• “Every single day I was going to do something that was a revenue-generating activity.” -Bryan Lovell
• “We allow ourselves to get caught up so much in our business that we don’t work on our business.” -Bryan Lovell
• “Everyone in a leadership position realizes shortly that you are serving the other people that are underneath you, they are not serving you.” -Bryan Lovell
• “If you’re thinking as a leader, you genuinely care about people as individuals.” -Bryan Lovell
• “It’s never the process; it’s always the person.” -David Carothers

Resources Mentioned:

• David Carothers LinkedIn
• Kyle Houck Linkedin
• VanDyk Mortgage Website
• VanDyk Mortgage – Bryan’s Page
• Bryan Lovell LinkedIn
• Bryan Lovell Facebook
• Reach out to Bryan Lovell: (813) 727-1867
• Books:
  • Leadership Promises for Every Day by John Maxwell
  • Atomic Habits by James Clear