Latest / Mortgage Marketing Radio / Ep #1: Wade Vander Molen the DC Title Guy

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Ep #1: Wade Vander Molen the DC Title Guy · Mortgage Marketing Radio

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1:05
Hello, everyone.
1:06
And thanks for being here today.
1:07
Today, my special guest and very excited to bring to you.
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It's something that a little bit different that we're normally doing.
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As you know, normally I'm interviewing a top-reaching loan officer and chair of some strategies.
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But today, I'm talking with Wade Van der Molen, also known as the DC Title Guy.
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Now, quick little bio about Wade and then we'll bring him on.
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And I just love the story here.
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And I think you guys, him sharing his strategy, he's been using to capture realtors and
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loan officers is going to relate really specifically to obviously what I've preached is all about
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content marketing.
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So Wade is very experienced in the title business since 2005.
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Currently, he's a director of sales and marketing for Stewart Title in the Northern Virginia
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and Washington, DC area.
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But what's interesting is we'll get Wade to talk about his transition from actually spending
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the bulk of his career in Phoenix, then starting over basically in 2012 in a brand new area
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with no contacts, no relationships whatsoever, and how he leveraged content marketing, if
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you will, and building his online platform to really grow his realtor and lender relationships.
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So let's get into it, Wade, are you there?
2:17
I am here.
2:18
Yes.
2:19
Thank you so much for making time.
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I know you're an extremely busy person.
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We were just talking before I hit record about all the loans and or I should say, you know,
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the closings you got you have on the pipeline, and so I appreciate you making time today.
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I wanted to start if you could, maybe just just about a minute or two, if you wanted to
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add on or build anything to kind of that bio that I talked about, you know, particularly
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how you started in Phoenix and then landed, what brought you out to, you know, DC Virginia
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area in 2012?
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That's kind of an interesting story.
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So real quick, I was, I graduated college in 2000 in Iowa, moved to Phoenix, I had a best
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friend out there, and he just kind of said, hey, come out.
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It's really a great place to live, like, you know, whatever, so I moved, and I have
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a degree in social work.
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So I did social work for four years, and eventually I decided I didn't want to do that anymore.
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And my friend at the time said, hey, come be a loan officer with me because it's easy
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money.
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And in 2004, 2005, I think, you know, everyone or anybody could be a loan officer at that
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point.
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And so I did, I was for about nine months and I actually did pretty well and, you know,
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the mortgage business.
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I mean, as to what they were doing there and how to, you know, re-credit and go through
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all this stuff.
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So when I transitioned out of that, I decided I didn't want to be a loan officer.
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I asked the title company that I was sending my, my, my ReFY business to Refinance Business
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too.
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If they had any marketing positions available, if I kept seeing these really nice, stressed
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people come in their office and given us lunch and I thought that looked like a pretty
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good job.
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So they said there was, and so that's how I got into the title business in 2005.
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And built up a pretty successful business there for seven years in the Phoenix metropolitan
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area for lawyers title, which is part of FNF.
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And let's see here, March of 2010, I went to Las Vegas with a bunch of friends and I
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ran into or met a girl that later became my wife.
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And kind of a funny story, how that happened at the Palms Cathedral.
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And because when you're in Las Vegas, you don't really look to meet somebody that's going
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to turn into, you know, a spouse, but it happened to me.
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And so we did long distance for about almost a year and a half, the DC.
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And that got expensive and we decided to inspire some.
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And as our relationship grew, we decided, you know what, we really wanted to be together
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and take the relationship further and, and as good of a salesman as I am, I was not able
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to convince her to come to the Phoenix area.
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So I resigned at lawyers title and I moved to the Washington, DC northern Virginia area
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in June of 2012.
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That's how I got here.
5:03
Yeah.
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Carved it over.
5:05
Yeah.
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Love rules out overall.
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Yep.
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Got me.
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All right.
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Well, hey, thank you for sharing that.
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That's a very interesting story.
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Yeah.
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Meeting your spouse in Vegas.
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I wonder what the odds are on that, if Vegas is bad, yeah.
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Right.
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Exactly.
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Yeah.
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Yeah.
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All right.
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So you built up this great business in Phoenix area and, you know, all the way up until 2012
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roughly.
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And then you, you know, boom, land in this, you know, brand new area, no virtually nobody.
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You're essentially starting over in the title business, right?
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Right.
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So, so were you doing, you know, what did you just carry forward some of what you were
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doing in Phoenix?
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Or what was kind of that when you, you landed there and you're like, okay, I don't know anybody.
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And just by the way, as you know, you work with agents and law officers, you know, a lot
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of people face this issue.
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Like, I don't really have a lot of context.
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How do I get my name out there?
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That kind of stuff.
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What was it for you?
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Were you already doing this kind of stuff in Arizona, which we'll talk about or just, you
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know, had some.
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I was not doing a lot of the stuff that I'm doing now in Arizona.
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I was maybe getting a little bit because you got to remember, like in 2000, I didn't get
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a Facebook page until I was 2009, I think.
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So, you know, just, and I remember my title company at the time, they tried to block Facebook
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as a website that we could even go to during the day because they thought we were just,
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you know, messing around.
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And we, as salespeople had to go to our upper management to say, no, we're like making
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contacts.
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This is how we're talking to agents and this is how we're building our business and this
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is how we're creating more exposure and this is how we're doing this and doing that.
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So I started to learn that a little bit and as I got, you know, more evolved in learning
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the business and how to help agents.
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Our title company offered a lot of marketing tools, a ridiculous amount of marketing tools.
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I mean, the rules in Arizona are a little different than California.
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I know you guys have that rule up there, but you can't really do much of anything, but
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we could in Arizona.
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And but then once I started to develop my relationship with my wife and decided that I was going
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to move, I realized that not every title company offers all these great marketing tools
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and that if I wanted to remain relevant to my target audience, that I needed to be,
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I needed to develop something that was my own, like my own USP, right?
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My own unique selling proposition that I could create, that I could bring to my target
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audience that would have them say, this is who he is, he's different than his competitors
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and I want to work with them.
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So what I did was I had some knowledge a little bit about WordPress through some people that
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I knew in Phoenix, not a lot, not a lot though, but I wanted to build a website.
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So I said, I'm going to use this as kind of my hub for my business and kind of go from
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there.
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So I had a website built on WordPress and I kind of got the website given back to me.
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I moved to DC and I didn't really know how to use it.
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I didn't know how to set up anything and I didn't have a YouTube channel and all of a sudden
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I just really dove my head into Google and YouTube and just looked up as much information
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and read articles and started following people online and just learning as much as I could
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and then implementing it back.
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And I found out very quickly, even though DC and Northern Virginia are very high price
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points compared to Arizona and there's a lot of money here.
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The agents here weren't quite as savvy and the title companies completely were not up
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to speed as they were in Arizona or even probably in California.
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So I then used that as to my advantage to learn as much as I could, as fast as I could and
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get out ahead of my competition, which I did.
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Wow.
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Okay.
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So you used a word there, which I wanted to touch on for a medical value proposition.
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So how did you settle on your value proposition being to teach basically database marketing,
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social media, all this various things.
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We'll go about all your web properties before we're done with this column terms of your
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website.
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You got a YouTube page, Facebook, all that kind of stuff, you're active.
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But how did you settle on, okay, I'm in a new area, and my value proposition is going
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to be to teach and help your clients with marketing.
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How did you arrive at that point?
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Well, before I moved here, I kept looking up and reading all about this stuff, you know,
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why realtors should make their website the center of their business, why they should be
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driving traffic to their website, why if you create effective content that someone would
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someone would look for when they had a real estate need online, that they could find you.
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And if they found you, and then they found you valuable on your website, there's more
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than likely they're going to reach out to you.
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And if they reach out to you, there's a good chance you can make them as a client.
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And all these agents out here are, you know, dumping their pocketbook to Trulia Zillow,
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you know, you know, Redfin or whatever, you know, all these other places where they're
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just, you know, they're putting their money.
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And I'm like, why if I could teach you a model where you could drive all this organic
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traffic and you could drive all of your database traffic to a central spot where you could,
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you know, where they could go to get all this information about you and you could keep
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them close to you so that when you, when they need to buy or sell down the road or refer
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down the road, you're always top of mind.
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I go, why do agents lose business?
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They're not top of mind.
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They're easily forgettable because they market to the consumer the same way.
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So if I could teach you to market to the consumer a different way and show you this other strategy,
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you're not learning anywhere else, would you then switch your title relationship?
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So once I could sit down and not only talk to them about it, but then physically show
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them how to do it, that was kind of the aha moment for me where once I, once I gained
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the knowledge, I had all the leverage because they didn't have, they didn't have it.
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And the more I learned and the more that I did and the more that I taught it back to them,
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the more they looked at me as a resource for their business that they didn't have to pay
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just then business.
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So it was right.
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That was that's kind of how I got started.
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So the more I, it's kind of falling into the rabbit hole, the more I learned, the more
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I liked it, the more I wanted to know more.
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And the more that I saw that it paid off for me, I wanted to do it more and more and
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more.
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It became addictive.
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Well, yeah.
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So there's a couple of things happening there simultaneously.
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One is I think it sounds like you had the awareness that, you know, you wanted to stand
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out amongst the other people that are clamoring for that role, it's our attention.
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Right.
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And then I get along with that, the question becomes, okay, so you have this big, you know,
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call it a aha moment or whatever that you're going to, you know, provide value by educating
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and teaching realtors how to more intelligently invest their time and money in marketing.
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Then how did you get that attention, you know, and get that awareness in your new market
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in DC?
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So, okay, that's a good question.
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So as I, I made, I made a YouTube channel as well and I invested in a camera and a tripod
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and all this other stuff, not high end stuff that's like, you know, breaking the bank
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or anything.
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But I made a goal of at least creating one blog in one video every week, right?
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So the one post and one video every week.
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At least at least one a week, I got to get, you know, and I try to hold myself to that
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now.
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I don't always do it.
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But for the most part, I get something out every week.
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And I just decided that that had to become a routine in part of my business model, just
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like somebody in the title business or even loan officer business might say, you know,
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I'm going to go drive around to these offices and just see who's in there, you know, that's
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part of my milk.
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Well, I realize that that is not a smart way to use your time.
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So I decided to get rid of that model and implement, I'm going to create content, content,
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content, and I'm going to post it through social media channels, through email drips, through
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other ways to drive people back to this spot.
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And then what I would do is I would follow up phone call a lot of these people who then
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who I'd met through, you know, marketing appointments or through networking groups or,
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you know, they were crosshails on transactions, who I would market back to and say, hey, you
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know what, I got a, I got a website, you know, you can go here to get all this information
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or if I got a referral from someone I, and I was someone who I hadn't met with yet,
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and I still do this today, I'll send them an email and say, hey, you know what, I never
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going to meet on Tuesday, but between now and when we meet, if you want more information
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about how I can help you go here.
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And I always try to get as many people back to that central spot because I know that if
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I can get them there, there's a good chance that they're spending any amount of time there
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that I'm going to convert them into a client and my selling cycle, if you want to call
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it a selling cycle, it will be dramatically shorter.
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And it's super important because if not, you know, in the title side, lenders and realtors
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look at title people as a title person, the title rep, the title rep that comes by.
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So, you know, it's a stigma that needs to be, that if you want to stand out and you want
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to really succeed and be looked at as somebody who's a resource, you can't have them look
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at you that way.
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So that's how I try to differentiate myself.
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Yeah, it's what, you know, I talk about if like, you know, positioning or building your
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local platform, right, so you're building that top of my awareness, like you said, and
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you can't do it via the traditional models.
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It's, you know, clone marketing, everybody's looking and acting and doing the same stuff.
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So you got to, you know, rise above that noise and so you obviously have the awareness to,
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you know, identify strategies that would resonate with that local audience, realtors and
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loan officers.
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And it's funny, the stuff, the challenges you share, like you just gave that example of,
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you know, loan officers and realtors, they see a title rep coming in and I go, I don't
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know, I don't know, I don't know, I don't know, I don't know, I don't know, I don't know,
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I've played it all.
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Oh my god, right.
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And it's loan officers, as you know, they get the same reaction from realtors, you know?
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Right.
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So it's like, I'll pretend you're busy, pick up the phone, you know, whatever it is.
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And see the difference is you're allowed in the office because in a lot of cases, there
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isn't an in-house lender and a lot of these, you know, which is very cool.
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So very, so I, obviously, then, so what's, how did it work so far?
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I mean, obviously you've been doing business out there for, what, roughly two and a half
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three years.
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Three and a half, yeah, three and a half, just over the, yeah, three and a half years,
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three and a half years.
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Okay.
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Yep.
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So what I first got here, you know, like I said, I didn't have any contacts at all.
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So I had my local office, they had like a database list of their clients.
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And then I was able to go online and like find different real estate offices and loan
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officer and mortgage offices in the area that you, and somehow sometimes they have like
15:42
their rosters there and you can like, you know, so I had a girl to front desk, you know,
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I've just started kicking her off a different real estate offices and mortgage offices.
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And I'd be like, listen, can you get me their, just create an Excel spreadsheet for me?
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And then I was pumping everything into like wide agent, which is a really good CRM that
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I use.
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And I was just kept loading up my database of all these people.
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And I kept sending out direct, you know, just email blast of, you know, events we're
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doing, you know, marketing things that I could help them with.
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You know, hey, I could help pull a data list for loan officers for looking for ReFi candidates,
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you know, blah, blah, blah, blah, blah, blah.
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So I started getting like people responding back and being like, well, my God, I've never
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heard of a title company offering this before.
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So you get together and let's meet.
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And then as I started meeting with people, I started befriending them and then they started
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introducing me to other people.
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And then as things started to evolve, I then, and I started to gain my knowledge based on
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YouTube and social media and WordPress and all the SEO stuff that I kind of learned.
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I just developed real estate marketing classes about each topic.
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And then I would approach brokers to see if I could get in there to teach these classes
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to them.
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And most of the time, I was successful because these brokers, no offense to them, but they
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were, they were older somewhat and they didn't have a clue about these things that I was
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talking about.
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So they were happy to have me in there to help the retention of their agent so that, you
17:10
know, if they're, if they're, if they're knowledge on this stuff and they're implementing
17:13
this stuff and it's working for them and they're making money, there's a less chance they're
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going to leave that brokerage.
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So they would gladly have me in there to train.
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And in the northern Virginia area, the average age of a realtor here is 55.
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So, you know, to talk to them about video marketing or how to expand your reach through
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social media or even how to use, you know, any sort of social media effectively is in
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high demand.
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You know, the WordPress SEO stuff is very selective.
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You get, you get a crowd, but it's only certain people, but it's the right people.
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And so yeah, anyway, teaching this stuff has been, has been a great way, you know, having
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a platform to speak in front of people and have them look at you as, you know, oh, I
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can code a way, but he's going to answer my question, you know, all I have to do is send
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them business.
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And then that's kind of how I positioned it that way.
18:01
Yeah.
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So it's interesting you brought up real estate classes, you know, that's definitely something
18:07
that I encourage other law officers to do and teach and self-promotional plug here
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wrote a book about it.
18:14
But what would you say for you and how does that compare, you know, the classes versus
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the other kind of outbound efforts you have in terms of, you know, building your presence
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and converting to climate?
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The classes definitely have been probably the biggest thing, you know, because things
18:31
everybody needs the e, but I'm not trying to work with everyone.
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And I would advocate loan officers definitely should not be trying to work with everyone.
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Just because somebody has a buyer that they could send you, doesn't mean that that's
18:43
a good person for you to be building a long-term relationship with.
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But yeah, so building classes around who your target audience is and getting rid of
18:54
the people who your target audience is not.
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So once you identify the type of person that you want to work with who is a good fit
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for you, you know, who kind of falls into this box of, here's all the cool things that
19:07
I can do to help you with your business.
19:09
And if they buy into that model, they're going to be a great client for you.
19:12
So teaching these classes on a consistent basis has been helpful because I can teach
19:15
them any time I want at my office's steward title for free, which I'll be a head instructor
19:21
so that's good.
19:23
And now that I've taught them for quite a while and I keep trying to add new ones, you
19:28
know, brokers, especially this time of year, you know, they definitely want to, you know,
19:33
I usually get people reaching out to me.
19:34
I taught a class today actually on how to set up a professional YouTube channel.
19:40
Brokers reach out during this time of the year because they want to start setting up classes
19:43
in either late December or, you know, in January and February for their office because,
19:47
you know, everybody's trying to get brokers motivated, you know, to have a good 2016 and
19:53
what's the new thing you're going to implement into your business?
19:55
How are you going to do it?
19:56
Do you have your business playing together blah, blah, blah?
19:59
So yeah, it's been really helpful to infiltrate offices, even offices that have joint venture
20:03
relationships, which is kind of big out here.
20:06
I teach in a lot of offices that have joint venture relationships and they still have
20:10
me in there.
20:11
It's really been helpful.
20:12
It's kind of fun, though, when the other title person is pretty pissed off, but, you
20:18
know what, at the end of the day, the broker's got to do what the broker has to do to increase
20:23
the business that's come, that they're off their, their realtors are doing and to help
20:28
the retention.
20:29
They don't want them to leave.
20:30
Yeah.
20:31
Exactly.
20:32
Well, that's like the Trojan Horse strategy, you know, I mean, you got the joint ventures
20:36
going on and you're just entitled under relationship in there.
20:39
Yeah.
20:40
They're bringing it outside, you know, competitive company, essentially, in to teach them this
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stuff.
20:46
What's your, like when you put on an average seminar, let's just say you've got, I don't
20:50
know, 20, 10 people there, whatever it is, do you have a sense of kind of your metrics
20:54
on that meaning?
20:55
Okay.
20:56
So I'm going to do a class.
20:57
I know out of that, I'm going to convert to three, whatever people and what is kind
21:01
of a process around that for you?
21:03
Well, typically, if I'm holding it at my office in Stuart's title, like I can invite
21:09
you know, offices, I know, you know, who the players are who's coming, who's not.
21:15
So I can kind of manage from that.
21:16
There's actually a girl in my office who has access to the local MRIS, though I can
21:20
run a report on anybody who comes to a class and then I can find out how many transactions
21:25
they've done in the last six months or 12 months, I mean, buy side to list, whatever.
21:29
So I can qualify people pretty quickly to see what they're doing or not doing.
21:34
Typically, based on the type of class that I'm teaching, I mean, I try to set up my classes
21:39
so that they attract certain level of agents.
21:42
The only one that I have that isn't is I have one called, I just got my real estate license
21:46
now what?
21:47
Which of course is for newer agents, which I like those two because they're not, they
21:50
usually don't have any relationships at that point, so you can, you can get them.
21:55
But you know, if I'm in an office, I mean, it can be hit or miss because since I'm in
22:00
the office, it's like anybody who's in the office can literally just walk into the class
22:03
and sit there.
22:06
But yeah, usually I try to run some sort of, I get all their cards, but usually if I'm
22:10
teaching a class, I try to qualify the people up front, even during the class, like I'll
22:15
say something like, you know, a raise your hand if you have a website and then, you know,
22:19
everyone raises their hand.
22:21
And then I'm like, raise your hand if it's a website that you own and control.
22:24
They're like, you know, perfect, then only, that I see, right, yeah, then I see like
22:29
a couple people, right, then I say, all right, keep your hand raised if you have a website
22:33
that you own and control and you've updated it or added something to it in the last two
22:37
weeks.
22:38
You know, if I'm teaching a social media class, who has an Instagram account, who actively
22:42
uses it?
22:43
Who has a YouTube channel?
22:44
When was the last time you posted a video, okay, like, I try, I asked those questions
22:49
to see like, okay, is anybody here actually doing the stuff that I'm going to be talking
22:52
to them about or are they not?
22:55
Because if they're not, then I'm like, oh crap, I got to go really slow and this might
22:59
not be worth my time or, or, you know, you never know, maybe it is worth my time because
23:04
they really want to learn it and if I can help them, they'll send me all their business
23:07
and whatever.
23:08
But I try to find out and see where people are at, you know, with all this stuff, you
23:13
know, as I get started.
23:15
Sure.
23:16
So then, and that's a great question, by the way, but it's interesting, I could see that
23:19
scenario where it's like, yeah, you got two hands up and then it's like, you know, your
23:23
stuff.
23:24
Yeah.
23:25
So, is that kind of like, then the qualifier meaning, I guess I want to better understand,
23:32
like you said, you know, who knows, it could be with your time or not, but I guess what
23:35
I'm trying to get at is, you know, so post presentation, how much of that are you going
23:40
to use as a qualifier for following up and going to those one-on-ones or you're just
23:44
going to, is it going to be based on production, reports or a combination thereof?
23:49
Probably a combination.
23:50
If they're, let's just say I do that, I go through the whole thing and some persons
23:55
like, hey, I don't have my own website, but I'm thinking about it.
23:57
Like, I'm really going to expand my business and they start asking me these questions and
24:00
they're saying these things to me, you know, and I run a report and I see they've been
24:04
in the business two years and then like, you know, this past year that it's seven transactions
24:08
definitely following up with that person because they're probably going to do 12 transactions
24:11
the next year and they probably need a little more help with XYZ and I don't know what
24:15
they're using for a CRM so I can help them with that because maybe they're not even
24:18
using one.
24:19
Right, I could like, get them, I could kind of, you know, help them along the path.
24:24
But you know, you get some people who, regardless of what you tell them, you could go to a certain
24:27
brokerage where, you know, they get handed a CRM, they get handed a website and no matter
24:33
what you tell them, they think that you're full of it and what they know is better than
24:38
you.
24:39
Then that's fine.
24:40
I don't really care.
24:41
They can go ahead and think all they want.
24:42
Also, if they have a transaction, it's going to be great, but I'm probably not going
24:45
to follow up with them as hard because I know they're not going to be, they're not looking
24:49
to buy into what I'm doing and that's fine and that don't need to work with everyone
24:53
that way.
24:54
But yeah, but I definitely do, I definitely follow up with everyone in terms of, I look
24:58
at their production.
24:59
I also, when I have a class especially when I have it at my office in Stuart title, I'll
25:04
say something like at the end, hey, is everybody, you know, or halfway through the class, I'll
25:08
say, hey, is everybody thinking this is good information and, you know, I kind of raised
25:11
my hand and then like people kind of like say, yeah, yeah, or, hey, is anybody else getting
25:15
this from their current title company?
25:16
And they'll be like, oh, no, or I'll say at the end, hey, raise your hand with your business
25:21
card.
25:22
If you think that I've earned your next transaction and I'll follow up with you.
25:25
And if they do, how does that go?
25:27
Yeah, it goes.
25:29
It goes.
25:30
So when I'm following up with them, they have no, I mean, I'm like, the reason I'm following
25:34
up with you is because you told me to and you raise your hand.
25:36
And you gave me your first.
25:38
Yeah, yeah.
25:39
And so I believe, you know, that, and it sounds like you do as well.
25:43
I hate to say I'm kind of cliché or cheesy, but the fortune is in the follow-up.
25:47
And that's really, you know, there's no reason I'm doing a seminar unless you're going
25:51
to do a follow-up, right?
25:52
And so that's where the rubber meets the road.
25:53
Are you fine?
25:54
I mean, go ahead.
25:55
Yeah, go ahead.
25:56
No, I think it's because if somebody doesn't want you to follow up with them, wouldn't
26:00
you want to know it right away so that you could just be like, okay, thanks.
26:03
Thanks.
26:04
All right.
26:05
I'm glad you came to the class.
26:06
But if you don't want me to follow up with you, I won't.
26:07
And you could just, you know, there's nothing wrong with someone telling you know because
26:10
at least then, you know, right, or then you could say, okay, maybe, or you could find
26:16
out maybe as a reason why you said, no, but if not, then you could just move on and focus
26:20
on the people that are saying, yes.
26:23
And especially if they're doing production, then you definitely do all that you can to
26:27
schedule an employment with them.
26:30
You know, it's partly a number, you know, it's partly the numbers game.
26:33
I mean, you've got to deal with a bunch of people.
26:35
You've got to ask for the business.
26:38
You've got to find out if you're offering something that's unique they haven't seen before.
26:42
You know, you've got to find out if their transactions are going well with you.
26:46
Like, you know, you've got to follow up with all this stuff.
26:48
And eventually they get to the point where when they write a contract, like, they just
26:53
send it directly to the processor, they don't even send it to you anymore.
26:56
And you're like, great, that's exactly what I want because now I can go out and get
26:59
another client and I can go out and get another client.
27:02
Like, I don't need to babysit this person anymore.
27:06
Yeah, so what do you do on going then, you know, to stay, how do you stay top of mine?
27:11
You talked earlier about your driver's people to your various online destinations.
27:15
You're asking them to opt in with email to subscribe to your channel, all the above.
27:19
And then they're going to have to be able to do that.
27:21
Yeah, I mean, if they subscribe to my blog and channel, that's obviously huge.
27:26
That's great.
27:27
I have everybody in my CRM, which is of course categorized by like my clients, my prospects,
27:33
my mortgage clients, mortgage prospects, then it even then's broken down by these are
27:37
my ABC people, you know, like the people that use me and refer me versus the people that
27:41
just use me, but haven't referred me, you know, whatever.
27:44
So I have all their stuff.
27:45
So every week I send out something via through my CRM.
27:48
It's usually called something like through a title, marketing news you can use.
27:51
I usually have like a legal, a legal question in there, a real estate marketing question in
27:56
there.
27:57
It's a Q&A, like I answer it.
27:59
I'll have events that we're doing.
28:00
I get everything out in front of them, but a lot of times the marketing stuff that I have,
28:04
I'll link it back to my website in a video that I did so that they can click on it and
28:08
get back to my website and video and get them on there.
28:13
And so I do something like that, usually every single week.
28:16
And then obviously if I have people in there, you know, they sent me a deal, but it's been
28:20
a couple months and I haven't seen anything or even heard from them or they haven't responded.
28:24
Like, you know, I'll go through my call list and I'll start just making calls to all these
28:27
people.
28:28
Hey, how's it going?
28:29
I'm talking a while or anything else I can do to help in your business like, you know,
28:33
whatever.
28:34
I just, I just, but I call them, reach out to them.
28:38
And how many agents do you have just the approximate numbers right now, you know, in your short
28:44
list that send you business on a regular basis?
28:50
I think on my A clients, I have 44.
28:53
By overall, in my actual client client list, I have 121 people right now, but I mean,
28:59
these are people that said they send me business, some of them not every month, but they send
29:03
me business.
29:04
And in my A clients, like my people that are kind of like, they're on it, like for at least
29:09
44, 43.
29:10
Okay.
29:11
So 44, 43, and I'm trying to equate this to like, you know, law officers listening.
29:15
So essentially, if you don't mind, maybe just share some, some rough numbers in terms
29:21
of like monthly, like openings you're doing or whatever closings, you know, that kind
29:25
of stuff.
29:26
So a loan off circuit relates.
29:27
Um, well, in the, in the Virginia DC, the Arizona market, there's more transactions
29:31
that happen in here because the price, I'm just saying this out loud because the price
29:34
points are completely different.
29:35
Like, you could work at Walgreens and buy a house in Arizona, like, you know, teachers
29:40
here can't buy houses.
29:41
Like, I mean, the price point here is about $400,000 is the average house here, which is
29:47
great.
29:48
In California, I know there's pretty high price points to obviously.
29:51
I would say I'm probably anywhere between 40 to 60 transactions opened every month.
29:57
That's purchased a ref purchase and refi.
29:59
I would say of that, my business is 80% purchase and 20% refi, no offense, sorry, loan officers.
30:04
I don't, I don't have, maybe like, I only have maybe like 10 or 12 loan officers I really
30:09
work with.
30:10
And then the rest, I mean, real, you guys know, right, repurchase, purchase businesses
30:14
were at that.
30:15
So I, I, realtors are my, are my mainstay.
30:19
And then, you know, this year, I'm going to finish just probably just over a million dollars
30:24
and close title revenue, a third, third full year, which that's, yeah, go ahead, sorry.
30:32
Which do your title is happy, but I got to give you a contrast, my, my seventh year at
30:36
lawyers title, you know, I did 1.15 million.
30:40
So this year, my third year here, I'll do just over a million.
30:45
Yeah, so, and I know that in terms of the number still allows, right, it's not the same
30:49
thing as saying, you know, it's not the originations or whatnot, because I'm looking at actual
30:52
openings or files opened with you.
30:55
You're talking about fees, obviously, right, title fees.
30:57
Yeah, files, like I said, I mean, we're in 1940 and 60 a month, right, which is, that's,
31:04
I mean, that's a lot.
31:05
I mean, that's quite a bit of, that's quite a bit in terms of you coming in and, yeah,
31:10
and the thing is, it's, here's the good part that I think I really want to convey is that
31:16
it isn't, I don't open 50 or 60 open orders a month because I'm working 70 hours a week
31:22
and making 100 phone calls a day and throwing, you know, teaching 12 classes a month, I don't
31:27
do that.
31:28
Like, I used to do that, I used to do that.
31:31
So the content marketing, all the things that I've done to build the online presence,
31:37
where my clients can go to 24 hours a day to get answers to their questions, you know,
31:42
watch my latest blogger video or whatever, like, has led me to basically, well, I hope
31:48
my clients are listening to this, working probably 30 hours a week, you know, and focusing
31:55
on other things in my business, like, you know, that are coming down the pipe that I'm
32:00
going to be implementing soon, you know, and still bringing in the same amount of business.
32:05
So it kind of has built to the point where I'm always bringing in new people.
32:09
I got somebody actually today who told me they're getting ready to ratify the house
32:12
that's a brand new client, I'm always bringing in new people and expanding it.
32:16
But I've set it up with a system that I don't have to work to 70 hours and make all the
32:21
calls and do all the grant work that I had to do for the first year or so when I first
32:26
got here with no contacts, it got to the point where it's more automated, but the online,
32:31
if I didn't have the website, YouTube, video, and the reach that I have through those
32:35
mediums, I would probably still be doing that.
32:40
So it's interesting when you went in, and that's it, it's congratulations to you all
32:44
your success.
32:45
You put in the hard work, obviously, at the front end, and now you're enjoying, you know,
32:48
the foods of the labor, and I think you've proven that the model works.
32:53
You've done it, obviously, you know, in Phoenix, and then you did it by starting all over
32:57
again.
32:58
Is there anything, by the way, you know, I always like to ask this question, but I think
33:02
your story kind of illustrates that you did start all over again, but you know, when
33:06
you look out there, well, actually, let me ask you this question instead first, and
33:11
we talked about this before, is, you know, do you have any concerns about other people
33:15
copying you?
33:17
No, you know what, it's funny, I don't really know, that really doesn't bother me.
33:24
I've had that question asked of me from other title people around the country, and I said
33:29
to them, if you can copy this model in your market area, do it, go, it works, like I'm
33:37
telling you it works, because there's a reason why you reached out to me, because you found
33:41
me online through some way, you typed something into Google or YouTube, and I came up, you
33:46
then found why content valuable enough to click through it enough times where you reached
33:50
out to me, right?
33:51
So if you're talking to me, that means that what I did worked.
33:57
So why don't, yeah, feel free to copy it, I mean, just like, it doesn't really matter
34:02
what business you're in, like every single thing that's been successful and business has
34:06
been copied, right?
34:07
Apple made the iPhone and Samsung made their phone.
34:09
Like, you know, everybody has something and then they copy it, there's even a girl in
34:14
my market area, she's tried to copy it a little bit, like it's, you know, but the thing
34:18
is in my current area, I'm not too worried about it because I've gotten, I've gotten such
34:23
a huge head start that it wouldn't affect what I'm doing if somebody tried to copy it
34:29
at all.
34:30
I've seen some of my competitors in my local market try to offer similar classes that
34:34
I teach.
34:35
The problem is, is that they don't teach it, they bring in an outside instructor to teach
34:40
it.
34:41
So which is fine, except what happens when that outside instructor goes out of town again
34:45
and they go back to wherever they came from and those realtors have questions.
34:48
Those people can't answer it.
34:50
So it works when it does it.
34:53
So I just keep lowering my head and keep doing what I'm doing and it works.
34:57
But if somebody wanted to copy the model in a different market area, I would say go for
35:01
it.
35:02
If you keep doing it and you're consistently learning, posting content and teaching it
35:07
back to these agents, it will, it will re-benefit for you.
35:11
Yeah, and the other thing too with that is, I know you believe this as well, a couple of
35:15
things.
35:16
One is, in most markets, there's enough to go around and secondly, probably even bigger
35:21
than that is, look, there's a certain amount of people that are going to be gravitate
35:26
towards Wade and who he is and his personality and style.
35:30
And guess what, there's enough other people out there, I mean, you said, I think you said
35:33
you got about 42 on your A-list, there's enough other people of the agent or whatever
35:38
population for, you know, that would be attracted to someone else's style, personality,
35:44
et cetera.
35:45
And the way they're teaching and sharing content, as you pointed out, right, it's like people
35:48
don't get fast food from just one place, right?
35:50
There's like a few different choices of where to get fast food, why?
35:54
Because it appeals to people differently, you know, it's the same thing, providing content
35:58
and education, people are buying into you and your relationship, not just the content
36:02
itself.
36:03
You're exactly right.
36:05
I always tell agents and I tell even lenders that you never have a lack of business problem,
36:09
you have a lack of client problem, you get more clients, you'll have more business.
36:13
So if you have 43 A-client and all of a sudden you didn't bring in as many transactions
36:19
last month as you thought you should be, well, the issue isn't because, you know, the
36:23
issue is you don't have enough people, you got to go out and get, go add three four,
36:27
you had four or five more producing agents, you'd have more business coming in every month.
36:31
So you're a loan officer and you have, and I know loan officers like this, you know,
36:35
hey, man, you know what, I got like four or five really good referring loan up realtors.
36:40
Oh yeah, what if one of them got hit by a bus tomorrow?
36:43
What if one of them, like, what if, all right, God forbid, what if one of them, like, left
36:48
the business?
36:49
What if one of them, like, joined a team and that team already had a loan officer that
36:51
they work with and you're cut out of it now?
36:53
Like, you can rely on that, like, you need, like, I mean, for me, like, on the title side,
36:59
our margins are different.
37:00
The way I get caught up in it is different than loan officers.
37:02
So for me, like, if I want to make $200,000 a year, I got to work with 121 people, you
37:09
know, who's sitting me business, like loan officers can be like, I work with seven people
37:13
and I make $200,000 a year.
37:14
It's like, what?
37:16
How much money would you make if you had 14?
37:18
Right.
37:19
You know, like, go out there and get, you know, just my point is I would go out there and
37:24
just be generate, create these systems and you'll start getting people gravitating
37:29
to you that say, hey, I want to work with you versus you begging them to work with you
37:35
and give you that next shot up at next deal.
37:37
Right?
37:38
Yeah.
37:39
You look the script.
37:40
Exactly.
37:41
Exactly.
37:42
I call it reverse prospecting, right?
37:43
Getting people to try.
37:44
Right.
37:45
Right.
37:46
And you, what you're doing hits the nail on the head of the challenge that I see a lot
37:50
of originators struggle with is you're talking about a system and a process and most people
37:54
don't have that process for attracting, converting, and nurturing those relationships.
38:00
It's simply from the hip, head, or myth, oh shoot, I need, you know, a couple of loans
38:04
next month.
38:05
I better get back out in the field.
38:07
And that's a whole bunch of prayer and that never comes through.
38:09
You need a system and a process and I think what I'm hearing from you is just evidence
38:13
that, you know, having a education, a like I like to read, borrowed it from Seth Goden,
38:20
I think, educate and inform instead of interrupting style.
38:24
You're doing that in your local marketplace.
38:25
It's obviously paid big dividends for you, but doing that in a systematic way where you're
38:30
combining online and offline, which obviously it's interesting.
38:34
A lot of people are focused online and you know, I talk about how there's a lot of noise
38:37
online.
38:38
You got to balance that with where there is less noise, which is offline.
38:41
So you're getting that offline impact as well through your classes and so forth.
38:45
But you're doing it.
38:46
I think the big takeaway is you're doing it in a systematic way that, you know, builds
38:51
your presence, builds your awareness and builds that kind of, that stickiness, that continuity
38:55
of engagement, you know, with those people that are following you, especially.
39:01
Yeah, I mean, first off, no one likes to be sold to.
39:05
So, you know, if you're sitting there in front of a group of agents in a presentation
39:09
and all you say is, hey, I'm Wade with XYZ, Morgan's company and we're the best and
39:13
we get loans closed and our rates are great and you should give us your next client
39:16
or, hey, I'm Wade, it's your title and we're the best and your title is awesome.
39:20
Like, they're going to be like, who cares?
39:22
Like, who cares about you?
39:24
You know, but if you can say, hey, I'm Wade, it's your title and the reason why I'm talking
39:28
to you is because my main role here is to help you.
39:30
Right?
39:31
And I don't really even talk about title insurance.
39:32
I don't talk about, you know, how we're the best in the business.
39:36
Like, you know, I wouldn't be working for them but I don't believe in what they do.
39:40
But I would talk about, you know, because people want to know what's in it for them.
39:44
Hey, I'm great.
39:45
I'm glad you're up here talking about how can you help me?
39:48
Why should I send you a client?
39:49
Well, you should send me a client because I'm going to help your client.
39:52
I'm going to help you.
39:53
I'm going to teach you this.
39:54
I'm going to offer you this.
39:55
Like, and then once they see what's in it for them, then they find you valuable.
39:59
They'll say, oh, okay, like, yeah, okay.
40:02
That guy seems pretty cool.
40:03
I'll give him my next deal.
40:04
I'll set up an appointment with him because he can offer me something that's substantial
40:08
to my business.
40:09
Not about, it's not all about, because as soon as you start talking about yourself
40:13
and your own company and your own business and you, you, you, you, you.
40:16
So they're going to shut you out.
40:17
You're done.
40:18
Yeah.
40:19
Yeah.
40:20
Yeah.
40:21
You know, it's interesting.
40:22
So, so, you know, I think that message has been out there for quite a while and any, we're
40:28
actually getting towards the end of our time, but I'd be curious if you have any input
40:31
on why more people, long-office title, whatever, you know, are not taking to that message and
40:36
maybe they are as, you know, slowly here, but, you know, it's funny, when people have been
40:41
banging that drum for years, so about, you know, add value to, you know, your real professional
40:45
partners' business, that's the way to do it.
40:47
It seems like we got to keep telling people that over and over again.
40:50
Well, I think part of it is, is loan officers and title people don't know how, like they
40:56
don't know how to add that value.
40:57
They hear it, right?
40:58
They're like, okay, I hear it.
40:59
Like, so what does that mean?
41:01
But what does that mean?
41:02
Right?
41:03
That's almost a pretty good blog topic.
41:04
Like what does that mean?
41:05
You know, like they don't, they don't, they don't understand like what that actually, what
41:09
that conversion looks like into an actual application that helps them.
41:14
On the title side, I can totally see it because there's not a lot of training when it comes
41:19
even doing what I do, like on the title sales, it isn't like they run you through like this
41:23
amazing title sales process, they don't do that really.
41:27
And you're kind of like out there to like spend for yourself and, you know, the people
41:30
that run your company are like, I don't know, just go out there and talk to realtors and
41:33
ask them for business.
41:34
I don't know.
41:35
So, you know, and load off, load officers, I mean, you know, they're, they're taught,
41:38
they have to get licensed, obviously, and they, you know, they're out there, they know
41:41
the business.
41:42
It's like realtors, too.
41:43
I know a lot of really good real estate agents who have no business.
41:47
I know a lot of bad real estate agents who have amazing processes who kill it, right?
41:55
So, it's, it's not necessarily like how good of a loan officer you are.
41:59
I mean, I guess it can't be if you screw up a deal, then I'm going to send you business
42:02
anymore.
42:03
But I mean, I tell loan officers and realtors or title people, I'm sorry, you know,
42:08
learn one or two things, learn them really, really well.
42:13
Whatever that is, whatever you think your target audience needs to learn, and then just
42:16
teach it back to them and then call them and offer them to take them to coffee, take
42:21
them to lunch, come meet them in their office, you know, teach a class, even if it's a
42:24
class on FHA financing or VA financing or why they should do this or, you know, think
42:30
of something that gets you in front of people that you have an opportunity to build a relationship,
42:35
build a rapport, scene is valuable and then ask for the business.
42:40
I mean, most of the time, the reason why title people don't succeed is like they're scared
42:44
to death to ask someone for a deal, like they'll come around their office and bug them and
42:49
hey, what are you doing?
42:50
Oh my gosh, hi, here's a couple, here's a mug, you know, whatever, but like they don't
42:54
have the balls to actually say to them, listen, I know you have a relationship with XYZ
42:58
title, but I'd love 30 minutes of your time to talk about how I can help you grow your
43:02
business, expand your reach and get more eyes to your business, right?
43:05
And if I could do that, would you consider sending me your next transaction?
43:10
I'd love to work with you, you know, they don't have the balls to say that.
43:14
Yeah, and that's, you know, I can understand, you know, why, and I think, you know, part
43:20
of that may have that reluctance or fear sometimes because comes from, and I know when, you
43:24
know, when I was out there, it's like, I always felt like unless I had something unique
43:27
or different to offer that person, you know, I don't know, it just felt like it was
43:32
harder to ask that question, but now when you know that you, you know, are there to
43:36
offer value in exchange for that, eventually, right, not saying you show up with your
43:42
hand down and say, hey, I can help your business give me a loan, no, the value exchange has
43:46
to come first, then, you know, that transaction happens.
43:50
Yeah.
43:51
Part of the loan officers is just showing up, like, I know loan officers that they just,
43:57
like, you know, I'm busy, I'm not answering my phone.
44:00
Like, you know, in this day and age, if you're not, if I sent you a text message and you
44:04
didn't respond in five minutes, I'd be like, what the heck, why isn't he responding?
44:08
Right?
44:09
Like, that's like a weird way to think, but like, that's how people think now.
44:12
So if you're, you know, if you're a loan officer and you have, like, the whole thing of,
44:15
like, listen, like, I'm always available, like, if you call me on Saturday, I'll answer.
44:20
You text me on Sunday at noon, I'll answer, I'll be at church, I'll walk up the door
44:23
and say, you know, like, whatever, but like, you know, if you say you're always available,
44:27
I mean, realtor's are like, why, I need that, like, I really need that.
44:30
I had a line, a loan officer once here, he was looking to grow his business and I said,
44:34
listen, I'll give you a quick tip and if you do this, you'll have more loans.
44:36
He's like, okay, what is it, you know, all ears?
44:39
I go get as many realtor's as you can on your Facebook page, okay?
44:43
Friend him.
44:44
I go every Friday post on your Facebook page that you are on call all weekend.
44:50
If they call you, text you, email you and they need a loan approval letter, they have
44:55
a mortgage question, they have a rate question, they have a whatever question that you will
44:59
be available to answer their questions during the weekend.
45:02
And if their regular loan officer doesn't pick up to call you and that you would love
45:06
to handle their next loan, I go just put some word of blur.
45:09
This loan officer did it every day for several months, he's now, like, massive producing
45:14
loan officer.
45:15
I'm not saying that's how he became a massive producer loan officer, but I followed up
45:18
with him and I asked him about it.
45:19
He said he got so many calls up that.
45:22
Yeah, because most are unavailable and they're trying to, you know, work that four hour
45:26
work week that everybody believes is possible.
45:29
Exactly.
45:30
Well, they want an answer, they want it right now.
45:33
And if they're a media, they're loan officer who they usually call or who talk to who doesn't
45:37
pick up and they need something right away and they know that the person is like on call,
45:41
they'll call.
45:42
Right.
45:43
Exactly.
45:44
That's good stuff.
45:45
All right.
45:46
I'm going to talk about the hour, I guess, two more questions.
45:49
One is, is this book that you've read recently, you know, it doesn't even have to be business
45:55
if something else influenced you, but or in the topic of business here, but any, any
45:59
books that you've read recently that in a different field, you know, it's funny, you're
46:04
not a big reader.
46:05
No, I am.
46:07
I don't, I read books, but I also read a lot of stuff online just because like moist
46:11
and just happened to always be online.
46:13
But I read, this is kind of boring, but I read the Yoast SEO book, Yoast SEO is a plug
46:18
in for WordPress.
46:19
Yeah.
46:20
They have a new book.
46:21
I read that just because I wanted to get as much knowledge as I can.
46:23
But I also follow certain people online that I think are valuable.
46:28
This is a little plug for Amy, but I don't know if you know Amy Schmidt hour.
46:30
She is a YouTube channel on a website.
46:33
The website is for Amy Schmidt hour.
46:36
The website is called savvysexysocial.com.
46:39
It's not formulated.
46:40
I swear.
46:42
But I mean, she, when I first met Amy, she was, when I say met her, I met her through
46:47
Twitter and then I got to her website, but she had about I think 1100 YouTube subscribers
46:53
and now she has 37,000 and she posts consisting content, video, blog, all about business,
47:01
marketing, how to's, why you should, like, it's pretty cool.
47:05
Like I follow her a lot and try to read that stuff.
47:08
And I also follow Tom Ferry.
47:12
I like Tom Ferry stuff quite a bit.
47:14
So I watch his videos and interact with that because I think that you can always pick
47:19
up new things regardless of what it is.
47:21
I mean, no matter how much you know, there's always more stuff out there and there's
47:24
somebody out there who knows more than you.
47:26
And you just got to continue to evolve and learn because I talked to realtors and lenders
47:31
and they're like, well, wait, how did you learn this stuff?
47:33
This must have taken you a long time or you must have it a college degree.
47:36
I'm like, no, you know what I did?
47:38
I just took away behaviors that were with time wasting for me and I just started following
47:42
these people online and looking up stuff on the internet.
47:45
I just took the time out of my day to like just learn it from my internet.
47:49
Right.
47:50
Little chunks at the time.
47:51
Yeah.
47:52
Awesome.
47:53
Little chunks at the time.
47:54
That was savvy60social.com.
47:55
Yeah.
47:56
.com.
47:57
Okay.
47:58
Cool.
47:59
I just want to make sure everybody got the URL.
48:00
That's cool thing.
48:01
And then the last thing is any one or two things that you're doing planning to do differently
48:06
in 2016, whether you're testing something out or just, you know, taking some learnings
48:10
from this past year and applying them.
48:13
Um, well, the first thing I'm going to do is I want to dive a little bit deeper into
48:18
the video stuff.
48:19
A lot of my video stuff is like talking head videos like me in front of a camera.
48:23
It's pretty basic.
48:24
Right.
48:25
I still do, I'll still do that because I like, I like it's easy, it's fun.
48:28
But like I'm going to start trying to divide, dive into more of the editing side.
48:33
I got a couple videos lined up I'm going to do on the professional side here in the next
48:37
few weeks.
48:38
I got a video guy set up.
48:39
Um, one of them is going to be kind of a funny one.
48:41
It's going to be, uh, me, it's going to be like direct, the direct TV one where it's like,
48:46
hey, I'm Peyton Manning with direct TV and he's like, hey, this is a high pitch.
48:49
So it's going to be like, hi, I'm Wade, just your title.
48:51
Then I want to cut it and have like, I'm going to put on like a different outfit and come
48:54
in and be like, hi, I'm Dakeles and Donuts Wade, the steward title and I have a nesting.
48:58
That's great.
49:01
Yeah.
49:01
So I'm going to have like a little like minute and a half or a minute long video of that.
49:04
And I'm going to do another green screen, uh, website introduction videos.
49:08
I'm big on website introduction videos because I think that when someone finally lands
49:11
on your website and they don't know who you are, but they got to you, got to use some
49:15
way that have an professional video of them meeting you, seeing you, hearing you, listening
49:21
to you and having you kind of explain how you help.
49:24
Why they're there, right?
49:25
Here's why you're on my website.
49:26
I help agents with marketing, blah, blah, blah and then kind of pushing them through
49:30
your website.
49:31
Hey, if you click on the blog tab, you're going to find this and you click on this button.
49:34
You know, if you're looking to grow your business, that's an appointment fill out the form
49:37
below.
49:38
You know, but I think a website introduction video is pretty powerful.
49:42
And so those are pretty inexpensive to put together.
49:45
So I'm going to put together a new one of those as well, but yeah, I think diving further
49:48
into the video side because I think that's like, you know, not only the present, but the
49:53
future of kind of how marketing can really, really differentiate you in the field.
49:57
Yeah.
49:58
Usually obviously you're building that personal relationship without particularly being
50:01
there.
50:02
Yeah.
50:03
It's funny when you get those phone calls from people that call you and they find you
50:06
off YouTube or something and they act like they know you already.
50:09
So like, hey, wait, it's Mark over at like, hey, who's like, I haven't followed you online
50:16
for a while.
50:17
Like, okay.
50:18
All right.
50:19
Like, are you going to?
50:20
Yeah.
50:21
Yeah.
50:22
You know, because my point is by the time they get to you, they've watched you and heard
50:26
you and about enough that they kind of feel like they know you.
50:30
So it helps a lot.
50:31
It helps.
50:32
Well, it just speaks to the power of video and you know, it's challenging for me to see
50:37
a lot of people, agents and all the likes reluctant to use video because they don't like
50:42
the way they look on camera or whatever or they got their own collection of just excuses
50:47
and they are excuses, by the way, because you have a phone in your hand or right at your
50:51
email, less than six inches away from you right now, you've got a video right there on
50:56
your phone.
50:57
So, you know, if you want to hear, so let's do this.
51:00
Let's give out your web property so people can go take a look at, you know, who you are,
51:04
what you do.
51:05
The website is dctitleguy.com or dctitleguy.com and then what else you want to give out?
51:15
My YouTube channel is just way, it's youtube.com, Backslash, Wade, Vanderbolen, all one word,
51:21
so my last name is V-A-N-D-E-R-M-O-L-E-N.
51:25
Let's all together.
51:26
So I got about 100 videos on there.
51:29
They're all divided up into playlists like technology videos for realtors, real estate
51:33
marketing videos, you know, title news, you know, Trid stuff.
51:36
I got SEO content, WordPress videos stuff on there.
51:40
This all types of stuff that I think is helpful to the people that I market to and want to
51:44
gain business from, but yeah, go check it out.
51:47
You can follow me on Twitter at dctitleguy.
51:49
Yeah, I definitely recommend it.
51:51
If you're looking for ideas on content, right, what to share, you know, Wade's a great,
51:56
great guy to follow for that lots of great, consistent content.
51:59
And as a matter of fact, as you know, all your links are available on your blog as well,
52:02
which is the best practice at dctitleguy.com.
52:06
So, hey, I really appreciate you making time.
52:08
I know you got more stuff to get on too.
52:10
So thanks for carving out some time and we will talk to you soon.
52:14
Cool, man.
52:15
I really, I really appreciate you having me.
52:17
Thanks.
52:18
All right.
52:19
We'll talk to you later, Wade.
52:20
Thanks.
52:21
All right.
52:22
Bye.
52:23
Hey, guys, what's up?
52:24
Real quick.
52:25
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