Done For You Video Marketing

People Don’t Remember What You Do, They Remember How You Do It with Ryan Speltz

Podcast: Play in new window | Download

Subscribe: Apple Podcasts | Spotify | Amazon Music | RSS

🔥 Episode Summary

In this episode of Your Marketing Dude Podcast, we sit down with mortgage expert and relationship-driven marketer Ryan Speltz, also known as the “Kick Butt Mortgage Guy.”

Ryan shares how he’s thriving in a crowded and contracting market—not by competing on rates or services, but by focusing on experience, relationships, and systems.

If you’re in a service-based business (real estate, mortgage, legal, or beyond), this conversation will challenge you to rethink how you engage clients—from first contact to long after the transaction closes.

Because at the end of the day:
👉 People don’t remember what you do—they remember how you do it.

💡 Key Takeaways

1. Your Personal Brand Exists—Whether You Control It or Not

  • If you’re invisible, you’re forgotten.
  • Standing out in a crowded market is no longer optional—it’s survival.

2. Transactional = Forgettable

  • Most professionals focus only on closing the deal.
  • This creates a poor client experience and kills referrals.
  • Clients don’t want to feel like a “transaction”—they want to feel understood.

3. Slow Down to Speed Up

  • Spend 30–45 minutes upfront deeply understanding the client.
  • Ask better questions, take better notes, and build a real relationship.
  • This prevents issues later and increases trust dramatically.

4. Systems Create Consistency (and Growth)

  • Clear processes for:
    • Lead intake
    • Internal handoffs
    • Client communication
  • Eliminating confusion = better client experience + higher conversions.

5. Speed + Structure Wins the Lead Game

  • Immediate follow-up (within minutes)
  • Multi-touch approach (call, email, text)
  • Result: up to 85–90% contact-to-appointment conversion rate

6. Think “Seed to Forest” 🌱🌳

  • Every lead is a seed.
  • Your job is to nurture it into a long-term relationship.
  • Then maintain the “forest” (your database) for continuous referrals.

7. The Real Money Is After the Closing

  • Most professionals disappear after the deal—big mistake.
  • Stay in touch:
    • Calls every 3–6 months
    • Client events
    • Social content
  • Your past clients are your best lead source.

8. Referrals = Introductions, Not Just Mentions

  • Don’t just ask for referrals—ask for introductions.
  • This creates stronger, warmer connections.

9. Authenticity Beats Volume on Social Media

  • You don’t need to post constantly.
  • Focus on:
    • Storytelling
    • Real experiences
    • Depth over frequency
  • One meaningful post > 10 generic ones.

10. If You Don’t Stay in Touch, Someone Else Will

  • Out of sight = out of mind
  • Your competition is always one conversation away from taking your place

⏱️ Key Timestamps

  • 0:00 – Why being invisible kills your business
  • 0:45 – The reality of crowded markets
  • 2:06 – “People remember how you do it” concept introduced
  • 3:10 – Ryan Speltz’s background and journey
  • 4:30 – Breaking down a broken process
  • 5:35 – Shifting from transactional to relational
  • 8:11 – What “transactional” really means
  • 9:07 – Building better systems and communication
  • 12:46 – Fixing lead conversion and follow-up gaps
  • 15:13 – Increasing conversions from 20% → 40%+
  • 16:39 – Multi-touch follow-up strategy
  • 18:23 – “Seed to forest” analogy explained
  • 19:14 – Why most agents struggle with leads
  • 22:39 – Staying top of mind after closing
  • 24:31 – CRM and database importance
  • 25:13 – Client events and giving back
  • 28:14 – Social media strategy shift (depth over volume)

👤 About Ryan Speltz

Ryan Speltz is a mortgage broker and co-owner of Creative First Mortgage, known for his relationship-first approach to business.

With years of experience across multiple states, Ryan has built a reputation for delivering not just loans—but exceptional client experiences that drive referrals and long-term growth.

🌐 Connect with Ryan Speltz

🚀 Final Thought

If you want more referrals, more loyalty, and more consistent business:
👉 Stop focusing only on the transaction.
👉 Start focusing on the experience.

Because in the end…
People won’t remember what you did—they’ll remember how you made them feel.

Share the Post:

Related Posts