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How to Capture 100% of Your Clients Future Transactions · Mortgage Marketing Radio

0:00
In today's highly competitive mortgage industry, building profitable relationships with
0:04
the real estate agents is essential for success.
0:06
However, finding effective ways to secure agent relationships can be a challenge.
0:11
With so many mortgage loan originators vying for the attention of real estate agents, it
0:15
can be difficult to stand out and establish meaningful connections.
0:20
Our new case study featuring loan officer Chris Cogill is a must-read.
0:25
Chris has closed a remarkable 36 million in funded loans from agent referrals.
0:31
And in this case study, he shares his proven strategies for building strong relationships
0:34
with real estate agents and leveraging those relationships to drive more business.
0:39
To get your hands on this resource, head over to LOKestudy.com and download your free copy
0:45
of the case study today.
0:47
You'll find actionable insights and practical tips that Chris used to close 36 million
0:52
in funded loans from agent referrals and how you can, too.
0:56
Don't miss out.
0:57
Go check it out right now, visit LOKestudy.com and download your free copy today.
1:03
Hey, it's Jeff Zimfer.
1:10
Welcome to this episode of the Mortgage Marketing Radio Podcast.
1:13
Before we get into it, I've got a quick little math situation to work with you here.
1:18
And that is this.
1:21
What's the value of adding an extra 10 agents to your bus this year?
1:26
Between now and the end of this year, right?
1:28
If you added an extra 10 agents to your bus this year, and you were able to convert only
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three loans from each of those agents over the course of 12 months, what is that worth
1:40
to you in your business?
1:41
You know, a lot of people talk about how the average agent only closes four loans or four
1:44
deals a year or whatever the case is and we poo poo on that, we make fun of that.
1:49
However, have you noticed of the people that I've interviewed, most recently, I think
1:52
of Derek Polter, who was my podcast guest a couple of weeks ago, over 500 closed loans.
1:58
And yes, does he have a couple of big teams that he works with?
2:01
Absolutely.
2:02
For real estate agents.
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But if you look at the bulk of his business, right, of his volume, of the percentage
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of the 500 plus units that were referred from real estate agents, right?
2:12
That's a large percentage of his businesses, his number one source of business.
2:15
Secondly, and this is the most important point here, is that the bulk of those loans,
2:20
right, didn't come from big teams, didn't come from him controlling 100% or even 80% of
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a large real estate agents business or a large team.
2:31
They come from the occasional loans that are referred to you throughout the year when
2:38
the agent can control and direct the transaction.
2:40
And so I want to do some quick, simple math.
2:43
Most of you I know you're in a situation because I've asked where you have acknowledged
2:47
you need to add real estate agents to your team.
2:50
And on fall, you did was add 10 agents to your team.
2:53
And throughout the course of a year, each of those 10 agents, you could close three loans
2:57
from each over the course of 12 months, right?
3:01
That's 30 loans.
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And if your average commission on those 30 loans is $3,000, that's $90,000 for you.
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Just by adding 10 agents who are somewhat productive, they're not superstars, right?
3:14
They're not crushing it.
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Maybe they're on their way up.
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But just 10 agents capturing three of their buyers equals you earning an additional $90,000
3:27
in a year.
3:28
What if you actually added 20 agents?
3:29
Well, obviously it's double now, 180,000.
3:32
So do you want to make an extra $90,000 this year?
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I can tell you, simply the way to do it is add more agents to your roster.
3:42
And get in front of them with something meaningful and irrelevant that's going to create loyalty,
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that's going to reciprocate back to you because you've done more than just close a loan
3:52
on time and provide great service.
3:54
Well, that's definitely a key part of it.
3:56
But because you've become a true partner and help them build your business, how do you
4:00
do that?
4:01
You may be asking, you do that through the mortgage marketing pro membership and my agent
4:04
classes.
4:06
We've already established you recognize you need more agents on your bus.
4:10
But you're up against it in that how do you approach agents?
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You're already busy enough.
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There's lots of other loan officers chasing the same agents.
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So how do you show up and rise above the noise?
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How do you get the attention of the right agents?
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You do that by leading with education.
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And a lot of you who've heard my podcast now for some time have thought about and talked
4:30
about agent classes and maybe you've tried those in the past and I don't know what your
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success rate is.
4:34
But we've got incredible success stories that they're have putting all the time here.
4:40
I think of Brian LaFlam team, right?
4:42
And how recently at a seminar he did, he had 20 agents registered for his personal branding
4:46
class.
4:47
He had two appointments scheduled immediately for one on ones and the loan referrals have
4:51
started, right?
4:52
I think of Liz LaFour, who had 39 agents registered for her class, 15 to 10 and she got three new
4:59
leads and two scheduled appointments after the class.
5:02
And those are just two immediate examples.
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Do you want results like that?
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If you're interested to learn more, go to mortgagemarketing.pro or click the link in the show notes
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to watch a brief video that I put up so you can learn more about you adding another 10
5:19
agents to your roster this year and earning an extra $90,000.
5:23
Okay, so in this episode, we are talking to Alex Cutsician, the co-founder, CEO,
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and chief ROI booster at Sales Boomerang and Richard Griser, who is also with Sales Boomerang
5:39
and a longtime Fintech SaaS executive, also podcast host, what you're going to hear about
5:44
more in this episode this session.
5:46
And what we're talking about here is really how to disrupt proof your business, how to never
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miss out on future transactions with your clients.
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And obviously, if you haven't heard of Sales Boomerang yet, you need to hear about it.
5:57
If you have it access to it in your company and you're not maximizing it, like you coder
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should, this is the episode for you.
6:04
Because folks, you know it as well as I know it.
6:06
There are big companies going after the wallet of your customer and it's all about share
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of wallet and Sales Boomerang is a phenomenal tool that will help you capture a larger share
6:15
of wallet.
6:16
But that's not all we talk about here, right?
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We talk about a lot of strategies for how to disrupt proof your business, how to build
6:20
a fence around your relationships and bottom line, how to remain relevant.
6:24
So without further ado, let's get into this week's show.
6:27
Alex and Richard, welcome to the show.
6:30
Thank you.
6:31
Thanks for having us.
6:32
It's going on.
6:33
It's always challenging who gets to go first and say, thank you.
6:36
Let's do this.
6:37
Let's have people.
6:38
I like to be on the starting.
6:39
I was revving my engine.
6:41
I know you were, man.
6:43
Let's do this.
6:44
Let's have for the listeners identify the voice with the name and who you are.
6:47
So Alex, why don't you go first?
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Who are you?
6:49
What do you do?
6:50
All right.
6:51
My name is Alex Cotician, co-founder, CEO here at Sales Boomerang.
6:56
I think I've been saying this for a long time, I even had it in my signature, chief ROI
7:01
booster.
7:02
That's what I do.
7:03
Right?
7:04
We just, our North Star is your North Star and so it's time to boost it.
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Hey, like that.
7:08
Awesome.
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Richard, you're a...
7:10
Richard Greaser, VP of Marketing here at Sales Boomerang.
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And if you've heard of us, well, then maybe we're doing something right.
7:17
Right on.
7:18
That's good.
7:19
Right?
7:20
And nobody's, by the way, did you get your prep notes for this session?
7:25
No, no.
7:26
No, no.
7:27
No notes.
7:28
No notes.
7:29
We like to have fun on the show and keep it real.
7:30
And I think that's why people tune in a lot.
7:33
So I know a lot of my listeners have heard of you and actually utilize you because I've
7:38
talked to them over the years.
7:40
So you've got some clients listening.
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That's a good thing.
7:43
However, let's start with this concept which recently rolled out.
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You can talk about it any way you want, but let's unpack this thing, no borrower left
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behind.
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Like, what does that mean?
7:55
Yes.
7:56
Alex, when I say that.
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Hmm.
7:58
Yeah, sure.
7:59
So it's interesting because when we launched Sales Boomerang in 2017, the concept was
8:08
based around one idea and one idea only.
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What happens to the borrower that you had to turn down for a mortgage?
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And in so many cases we heard, then nothing.
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We send them emails, right?
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And then I would ask, what do you expect to win back from those people?
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And most organizations said, not really anything.
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If they come back great, you know, we'll help one or two throughout the year, but we typically
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don't expect anyone to come back.
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Well, when I ran an analysis on Blender's databases about credit denied customers and
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found out that between 30 and 40 percent went on to take alone within the first 12 months
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of being denied, it blew my mind.
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They were being left behind simply because they weren't ready to go right now.
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And this industry is about right now.
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And so no borrower left behind means look, if I walk into your store, even though you don't
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have doors, you know, into a retail store like a real store does, right?
9:07
When I walk into shop with you to work with you to be a customer of yours, I am a customer
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even if I didn't buy today.
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And so not being left behind means the lender is looking out for the health of the mortgage,
9:20
the health of the borrower and reaching out to them and saying, look, at that time,
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you weren't qualified.
9:25
Now you are, are you still interested in taking a mortgage, buying a house, whatever the
9:30
situation was?
9:31
And so that's what no borrower left behind, it's not just, it's not a slogan at all for
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us.
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It is a mission.
9:37
It is the North Star that leads us because we know that North Star is aligned with our
9:40
customers and the industry as a whole, but it really means a lot to us.
9:44
It's something that we live by regularly.
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I like that.
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And I think you are addressing a problem that we're all aware of in the industry in terms
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of conversion rates on past clients, database, you know, let's face it, salespeople typically
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like hunting versus farming.
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However, you know, I was sort of preparing for a interview tomorrow and they asked me,
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you know, what did the topic that I want to cover and I presented like three different
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options for them.
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But they took the title of How to Disrupt Proof Your Business and let's just face it,
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right?
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There's a lot of disruption we've been dealing with right the past couple of years.
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I like how you prepare your other, your other guests, I didn't get three options.
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I didn't get any of them.
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Richard didn't get any options either.
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I asked you, you put it that way, they're preparing, but anyways.
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Oh, God, it's shooting up.
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We missed our opportunity.
10:38
There's a lot of disruptors you're saying.
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There's a lot of disruptions, a lot of different ways, you know, fintech, right?
10:44
We could talk about that as a separate topic in and of itself and that there's all these
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companies in fintech and all that trying to disrupt, you know, get access to our clients,
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right?
10:53
Both on a real estate transaction side on the mortgage side, you guys know that you're
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well, you're well steeped in it.
10:58
But one of the things I thought was how do you disrupt proof your business and it could
11:03
be easy to talk about technology, right?
11:06
However, and I think that's relevant in the stack of the answer to that.
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But for me, the answer I'm going to present, I'll present this to you guys so I'd love
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your feedback, is one of the ways to disrupt proof your business is to go deep on relationships.
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So how do you guys feel about that knowing what you do?
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Richard.
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I mean, that's the FDDS since that's that is what we do, right?
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We are all of our technology is only to strengthen relationships.
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You know what I heard yesterday?
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We were on with the credit union prospect.
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I actually don't, he's a nice guy, a friend of mine on LinkedIn, and he's, they're interested
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in signing up with us and he word for word says to me, word for word, he says sales boom
11:48
ring is the most valuable technology right now in the mortgage lending industry.
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Everybody needs this.
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If you don't know when a borrower needs a loan, right, you're missing out, you're spamming
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people, right?
11:58
You don't, you know, somebody else's, yeah, I've got to get these huge companies, you
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know, mock it, micken, I'm not going to say their names, but you get it, right?
12:07
They're big names, and they are buying data on the entire United States.
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I'm looking at a second, Alex, I saw that, right?
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I was like, what is he talking, is he talking about like a, a, a, a, a dish from from some
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restaurant, a mock, what's, yes, how do you cook that?
12:26
But you know, without naming any names, you know, they're buying data on the entire United
12:30
States.
12:31
They know the very moment someone needs a loan, right?
12:33
I mean, how many times does a lender who's listening right now do a pre-approval for
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someone?
12:39
And then that borrower says, hey, I got like six different companies who just sent me
12:43
a letter in the mail that everyone is saying that right now because these big companies
12:47
are buying up data on the entire United States, they know when your borrowers are qualified.
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And so you've got to be on the same platform with them, and that's how I answer that question.
12:55
You know what I mean?
12:56
I think our no borrower left behind philosophy applies to our clients as well, right?
13:00
Like don't spam them anymore, like reach out when they need you and you gotta be the first
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and we'll help you get there.
13:06
That's a little salesy.
13:07
I didn't mean to be so salesy, but there you go.
13:10
Well listen, that's, that's the passion coming out in, in Richard and that, and there's
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a lot of that, which is why he's, he's so great at what he does.
13:17
You know, when I think about how do you disrupt proof your business and you said the words
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relationship, which I think that's, you know, that's, that is at the, at the essence of
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all strong bonds is relationship, right?
13:37
That's the blue.
13:41
I think to be disrupt proof, it's, it's not just going, it's, you know, I'm trying to find
13:47
the right words for this and those of you listening like you don't see my face, I'm thinking
13:51
actually.
13:53
I'm scratching my head and my chin, I'm doing all the things you do when you're supposed
13:57
to think, because this is where all the ideas are, right here, I don't know if anyone
14:00
knows this, on your chin is where all the ideas are, and you just gotta disrupt them
14:06
a little bit to get them out, see?
14:07
So it's, to be disrupt proof, it is about relationships, but I think it's going deep
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into your commitment of your, of your offering, like that's what you want to go deep on.
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When you go horizontally, when you're like, I, I'm just, this is it, like we've got it,
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and, and you're not going deep on your own offer, on your own focus, that's when you
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can be disrupted, because the disruption comes from someone taking a different perspective,
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right?
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The disruption comes from, I've gone deeper than you, and I've discovered a little
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something special down there that you haven't even thought of, and then disruption happens.
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And by the way, disruption, just so everyone knows, disruption isn't a hundred percent
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new product, not even 90, 80, 70, 60, 50, 40, 30 percent new product, 10 to 20 percent
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new disruption, it's possible.
15:05
So go deep in, in your focus in what you've, you've committed to, besides the relationships
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into what you're doing, don't be a generalist, like that's not, it's no longer what people
15:16
want to invest in, they want to invest in specialists, somebody that, like, hey, you're
15:20
the best at this, stay in your lane, you're the best at that, stay in your lane, I don't
15:24
need the, the, the Walmart of technology and, and partners, I need the specialists, I
15:29
need the doctors, the surgeons, I need the, the therapists, I need the, the, whatever
15:33
they are, accountants, you name it, I need you to do what you do best, and, and, and
15:38
there's plenty now, and I'll end it with this, they can all connect together, I can get
15:42
the best, the best, the best, the best, the best, and connect it together, I don't need
15:46
one that says they do everything, right, so that's another thing to be, to, to not be disrupted
15:52
is you are the specialist, specialists don't get disrupted.
15:56
A hundred percent, you know, I'm, I'm making so many things to, to shoot off of from there,
16:01
I'm thinking about the loyalty equation and, you know, the capture rate in this industry,
16:06
but also I'm thinking about it from the context of many loan officers listening, right, oftentimes
16:10
complain about agents not being loyal, and, uh, my answer to that is give them something
16:16
to be loyal about, right, and it's, it, I think it parallels over to what we're talking
16:20
about here with a loan officer and their own clients, we talk about being loyal or capture
16:24
conversion rate, et cetera, um, that's another example of give them a reason to stay with
16:30
you to your point about being a specialist, being an expert versus a generalist, quote,
16:35
according rates and fees or whatever, and not really providing customized solutions for
16:38
them that, you know, when I said the whole, how do you disrupt your business, it's relationships,
16:43
and then it's kind of like what stems off of, uh, relationships, like you said, go deep,
16:48
and how do you go deep?
16:49
Well, you get to know somebody better, right, you'd be more valuable to them, you, you invest
16:54
further in them, uh, which I think that's what's going to separate the dabblers from, yeah,
17:01
whatever the doers, I don't know, trying to come up with something creative.
17:04
Richard, go ahead.
17:05
Yeah, I just wanted to give this story, this example I interviewed Ken McKee, he's a branch
17:11
manager for Canopy Mortgage, they're not our client, just so you know, not our client,
17:15
I just love this guy and I love his philosophy.
17:17
He gets almost all of his business from referral partners.
17:21
And so I said to him, and he's, you know, he's, I think he's 100 million plus, uh, branch,
17:24
you know, so he's kicking butt, right?
17:26
And so I asked him, what's your secret to success?
17:29
And he said, let me tell you a story.
17:32
First of all, I'll tell you, my secret to success is I provide awesome service and I do
17:36
it consistently and everyone knows that they're going to get that from me when they work
17:39
with me.
17:40
That's why I always get consistent referrals from my realtor partners.
17:43
But then he gave me this story and he said, this real estate agent referred to me this
17:48
borrower and the borrower wanted to sell his home and buy a new home.
17:52
And Ken said, well, why do you just, just getting to know him, you know, Ken's like the kind
17:55
of guy who gets to know people and he says, why do you want to sell your home?
17:59
And he says, well, well, the drier vent is actually coming back into the house.
18:03
And so, you know, that's a big problem for us and it's unsafe.
18:06
I don't want to be in the house.
18:08
And so Ken can't ask them.
18:10
He's like, have you had someone come and try and repair it?
18:12
He's like, yeah, I have these, these two guys come and they said they couldn't do it.
18:15
And he said, well, do you know what the cost is to do a loan?
18:19
How much is your house?
18:20
He said about $600,000.
18:23
And Ken said, well, the cost to actually do a new loan for you for a new house is going
18:27
to be around like $40,000, right?
18:30
The cost to repair that drier vent is pretty low.
18:32
Do you like your house?
18:34
And it turns out the guy actually likes his house, right?
18:37
He just has this problem with the vent.
18:40
So Ken helps the guy find a repair guy to fix the drier vent for less than like $5,000,
18:44
right?
18:46
Far less than $5,000.
18:48
And it's the right move.
18:49
It's just the right thing to do for the borrower.
18:51
But what does that do for the real estate agent, right?
18:53
Like the real estate agent's counting on that sale.
18:56
So is the real estate, and so I asked that question to him.
18:58
I said, you know, what about the realtor in that relationship?
19:01
They gave you that deal.
19:02
They want that sale for that next time.
19:04
Said, I have a good enough relationship with my realtor's that that doesn't matter.
19:08
They want me to do the right thing for the borrower every time.
19:11
So when you talk about relationships, it's not just about the dollar.
19:14
You know what I mean?
19:15
From my perspective, it's about doing the right thing for the borrower.
19:18
Well, and that also says a lot about that real estate agent, you know, because there's
19:23
good bad real estate agents and so, you know, given a different real estate agent, they
19:27
would have probably reacted differently if they didn't have the same level of integrity.
19:31
But that's why those people work together, right?
19:34
Because like attracts like, right, and all that stuff.
19:37
So that's that's a perfect example.
19:38
It's the full of slogans today.
19:40
It's like, who do you want to serve and what problems do you want to solve?
19:45
You know, and he solved the problem because he showed up with being of service versus sales.
19:50
And too many people have that sales DNA, commission breath, all that stuff, right?
19:54
Versus serving.
19:55
So that's all that does is show up with like, all you're trying to do is sell me the traditional
19:58
scripting, the traditional, you know, all the stuff that that people do versus the consult
20:03
of kind of approach, which, um, did you just say commission breath?
20:08
I did.
20:09
Yes.
20:10
I want to, I mean, you can't yada yada over that.
20:14
You can't feel both in marketing.
20:16
I'm stealing that just so you know, you guys never heard that.
20:19
Commission breath.
20:20
Yeah.
20:21
Commission breath, man.
20:22
Yeah.
20:23
Okay.
20:24
So go ahead.
20:25
Sorry.
20:26
You know, it's going to say commission breath sounds like people who chewed ABC gum always
20:31
be closing.
20:32
Right?
20:33
There you go.
20:34
That comes from that's where you get commission breath from, I think 100% 100% yeah.
20:38
All right.
20:39
I'm just checking.
20:40
It goes.
20:41
And by the way, this is kind of your point you highlighted indirectly, Richard, which
20:44
is you, you know, when you come from the place of service, you have to be willing to accept
20:52
a no.
20:53
You have to be willing to let go or if it's night, not the right opportunity, not the right
20:58
deal for that person, you know?
21:01
Yeah.
21:02
For sure.
21:03
I mean, because if you, if a loan officer says no to a client and says, Hey, this loan's
21:07
not actually in your best interest, you know that you just built some trust with that
21:11
bar right?
21:12
Because they're like, wow, the next time I need something, I'm definitely coming to them.
21:15
They're going to give me like, you know, real advice, not just in there with the commission
21:19
breath.
21:20
Yeah.
21:21
Exactly.
21:22
Catch and release.
21:23
Catch and release.
21:24
Well, and again, back to the original question that started this is how to disrupt
21:27
proof your business.
21:28
We started with relationships going deep, becoming a specialist versus a generalist.
21:33
And then, you know, building a fence around your relationships, which is clearly what
21:38
self-bombering helps people do, I don't think you can talk about disrupt proofing.
21:44
That's hard to say.
21:45
Disrupt proofing your business without talking about technology.
21:49
Because using tech is a way to help stay on top of things, right?
21:54
We can't, we can't, to your point earlier, let's unpack this now.
21:57
We can't monitor like all the moves our clients are making.
22:00
We can do the buy annual calls, the mortgage reviews, all that kind of stuff.
22:03
And that's all well and important, right?
22:06
However, you know, in a perfect world, we have like, we'd be following around all the
22:10
time, just like social media or Google or Apple or Alexa or whoever, right?
22:15
But good news is, you guys help with that because you're going to provide, how would you
22:20
describe it?
22:21
I'm turning to like, like, on the radar screen, you're going to provide blips of activity,
22:25
right?
22:26
So you take us, how you help people build fences around the relationships.
22:30
Okay.
22:31
And Richard, I had anything you'd like to add to this.
22:35
So it's, it's, it's literally taking, and this is a fun, this is a fun thing to talk
22:40
about because we're not asking anyone to, to do or, or, or think about things any different
22:47
than they do already in their mind every day.
22:49
Like if you ask a, a, a loan officer, you ask a, a lender, the president, the CEO, anyone
22:57
in that institution, you say, would you like to know when your borrower is ready for
23:02
another loan?
23:03
They go, yeah, I'd love to know that.
23:04
Well, that's it.
23:05
Like, that's, in, in a nutshell, that sales boomerang, but we've just made it sophisticated
23:10
and frictionless and easy and, and valuable.
23:13
And the way we do it is we take a database and we wrap it with this, with this intelligence.
23:19
And then we turn the database, actually, I like to say customer base because they're
23:22
your customers.
23:23
They're not data.
23:24
Data is cold.
23:25
Customers are warm.
23:26
Customer base, you wrap it with this intelligence and you're turning your customer base into
23:31
your own personalized loan search engine.
23:34
Hey, who am I, who am I doing loans for today?
23:36
Search.
23:37
You can literally type, if you wanted to, you can literally say, how many of the people
23:41
in my customer base are ready for a cashout?
23:43
Am I removal?
23:44
Who could be, who could be best for purchase?
23:46
Who's, who's ready for a reverse or, and not ready, but qualified for a reverse, right?
23:50
All of these things, besides all of the events that track real activity things like listings
23:55
and mortgage inquiries, which are defensive, right?
23:57
Hey, they're shopping for mortgage play defense.
24:00
They already started.
24:01
They list their home for sale, play defense.
24:02
They already started the process.
24:04
Everything else is all offense, every single other piece of information, which we deliver,
24:07
which is about, you know, if those two are defense, then we probably have 10 that are
24:12
offense, right?
24:13
We believe in business, offense is a little bit more stronger than defense, but you can't
24:18
win without defense also.
24:20
And so it's all of those things wrapped around your customers, but then also we believe in
24:27
LEGO tech.
24:28
How do we connect with your existing technologies?
24:29
How do we make sure that your loan officers aren't trying to learn a new tech to take advantage
24:33
of this opportunity?
24:35
But instead, they're logging into the same place they've always logged into, but now they
24:38
have a list, call this person for this, the benefit is this for this one.
24:41
The value is here for her, right?
24:43
And they just, there's a prioritized list instead of everyone being taught, call 20 people
24:48
at random every day, this, which is what is a normal thing that you hear that people should
24:53
be doing.
24:54
You don't have to call it random anymore.
24:55
Stop spamming people.
24:56
If you're calling someone, random, just call and say, hello, just, just be genuinely curious.
25:01
Do not try to sell them anything because you don't know they need anything.
25:04
Don't ask them.
25:05
Have you seen the rates?
25:06
Right.
25:07
Come on.
25:08
Don't do that.
25:09
And so with, with, with sales boomering, how it all works, wrap all of this.
25:11
It's tied.
25:12
It's automated.
25:13
But one of my favorite things and this is the most important thing because people are like,
25:17
oh, you guys sell data, no, we do not sell data.
25:19
We sell ROI, return on investment.
25:22
And so what comes with ROI is frictionless experiences, including content, like behavioral
25:30
signs back content for your email, your text, your phone, your, your, your, your, any form
25:36
of communication that you're getting into with your customer, we brought on last year
25:40
a behavioral science team that literally has a Nobel Prize winning scientist that sits
25:45
on their board who won the Nobel Prize for how he helped Americans maximize their 401Ks
25:52
literally won a Nobel Prize for this.
25:54
And in the used behavioral science or sometimes they call it economic science or financial
26:00
science is something like that.
26:02
And they use language that helps people make confident decisions.
26:08
That's what they specialize in.
26:10
And so it's, it's how do you communicate to someone for them to hear you and then go,
26:14
oh, I think I should take action.
26:16
Who should I talk to about this action?
26:18
And so I share this because it's very important for people to understand the reason for the
26:22
success, the reason that no borrower left behind is in existence.
26:25
And it's real is because it's not about giving you a piece of data and saying, hey, Jeff,
26:30
do something with this.
26:32
It's giving you a piece of data.
26:33
It's telling you why you got it.
26:34
It's telling you who it's for.
26:35
It's telling you how they will benefit and we're telling you how you should present this
26:38
so it's hurt.
26:39
Right.
26:40
And that's the success.
26:42
I love that.
26:43
I wrote that down.
26:44
Language that helps people make confident decisions.
26:47
That's really the game we're in, right?
26:49
Whether it's to refy cash out, purchase, whatever, you know, well, that's that's why that's
26:54
why mortgage coach and sales boomerang have become one, right?
26:57
That's because mortgage coach makes it easy for the consumer to make a confident decision.
27:03
They can go, it makes sense.
27:05
I didn't have to read through three or four pieces of black and white printed paper or
27:09
PDFs to try to figure out what's line 86 about.
27:13
No, this visual interface that mortgage coach offers makes me the consumer go, thank
27:19
you.
27:20
I did not see.
27:21
I heard what you said on the phone, but I couldn't see it.
27:23
I can actually visualize the options.
27:26
I actually want to pay a little bit less.
27:28
Can I put a little bit more money down?
27:30
How would that look visually right in front of your face like that?
27:33
Great.
27:34
That's the one I want.
27:35
And I just, it goes to exactly to what you were just talking about education and confidence.
27:40
You mentioned the language.
27:41
Richard, did I miss anything?
27:43
I mean, you killed it.
27:44
I would just say that, you know, sales boomerang is the intelligence mortgage coach is the
27:47
conversion or the number one intelligence conversion platform for a reason.
27:52
I mean, everybody knows mortgage coach, I think, as loan officers write, it's got such
27:56
a strong brand.
27:57
The sales boomerang's got a really strong brand and the value that clients are getting together
28:01
is just, you know, fantastic.
28:03
So we're doing some awesome things coming this year between the two companies.
28:08
And I think everybody should be really excited.
28:10
I think the only thing I would say to the listening audience is if you're a loan officer, find
28:15
the number, write it down on a piece of paper right now.
28:17
Just write down the number of people you have that you've done a loan for before and add
28:22
to that the number of leads, the people that you've talked to, right, that you've reached
28:25
out to, giving back not have done a loan for, add up those numbers.
28:29
Five percent of that number is alerting in our database last month.
28:35
And the month before was a little higher and the month before was a little higher, five
28:38
percent are alerting alerting for an intelligence reason saying, these people need a loan.
28:43
So if I'm a loan officer listening to this right now and I'm not getting sales boomerang
28:47
intelligence, I'm going to tell you something, other companies are getting that intelligence.
28:52
And you're in trouble for those borrowers.
28:54
That's right now sales boomerang is a utility.
28:56
It's like turning on water if you don't have it.
28:59
It's going to be hard to operate, especially in this market.
29:02
Yep.
29:04
You mentioned the language and the company, the Nobel Prize and all that stuff.
29:07
Are you providing, I think you said content, are you providing some type of a content
29:12
or email or otherwise that goes out to the database?
29:15
Absolutely.
29:16
We, we provide the content, but you get to use your existing marketing automation and
29:21
CRM.
29:21
You don't have to use something we have.
29:23
You have your own.
29:24
We just, we're just testing content and Jeff we're testing it with 180 lenders, right?
29:30
And so that works, we're tweaking for everyone, right?
29:34
Because the uniqueness of sales boomerang, this is one of my favorite things that just dawned
29:37
on me recently, Jeff, this, I don't know if I even share this with you, Richard.
29:41
Maybe I did dawn on me that like a couple of months back, I'm like, wait, we've created
29:47
something where in a very competitive landscape, our lenders don't compete with each other
29:52
because what we found, Jeff, 98% of a database of a lender is unique to them.
29:57
Out of all the records, we have almost 11 and a half million records in our, in our
30:01
system right now, okay?
30:03
Out of 11 and a half million records, only 2% exist in more than one database, 2%.
30:08
That's it, which is insane since we have national, national lenders.
30:13
And so what that says to me is we can take successes from one lender, prove that it works
30:19
with another few lenders and then give that as a community, right?
30:23
So it's community intelligence.
30:25
It's not, I'm a lender, this is my bar or intelligence, I'm winning.
30:29
It's, I'm a lender inside this community of sales boomerang and mortgage coach, and
30:33
we're winning, right?
30:34
And that's, that's, that's kind of, that's kind of a cool thing that we stumbled into
30:39
that, that wasn't part of the plan, but now is.
30:42
Yeah, there's so much in there when you, when you were talking about, I mean, it all just
30:47
rolls up to the integration with mortgage coach, the partnership there, the thing I wrote
30:52
down, which was language that helps people make confident decisions.
30:56
I'm looking over at my whiteboard here.
30:58
Yes.
30:59
And I wrote this down.
31:00
So when, when am I going to use this and here it is, I'm using it now, there's 3 kinds
31:04
of value.
31:05
I don't know where I got it.
31:06
So I can't credit the person.
31:07
But just like behind your shelf, swipe, steal like an artist, all that stuff, right?
31:11
Yes.
31:12
Yep.
31:13
Yep.
31:14
3 kinds of value are emotional value, tangible value, and insight value.
31:20
And you guys, particularly now with the partnership with the mortgage coach, right, and the visualization
31:25
of this data, I think you're hitting the nail on all 3 of those emotional, because let's face
31:30
it, it's emotional, buying a home selling, a home getting access to my money, repositioning
31:33
your cat and all that stuff.
31:35
It's tangible in that what that, it's money, once again, and I can, I know what the tangible
31:39
benefits are of buying selling, you know, paying off debt, et cetera.
31:43
And the insights that come not only for your loan officer clients, your lender clients,
31:47
because they get the insights into the data and everything everybody's doing, but for
31:51
the client as well, when you marry that with mortgage coach, insights are like, wow,
31:56
okay, over 5 years, 10 years, 20 years, now that makes sense, you know?
32:01
Brilliant.
32:02
Yes.
32:03
Yes.
32:04
Yeah.
32:05
It's brilliant.
32:06
Well, there you go.
32:07
Just.
32:08
And cut.
32:09
Cut.
32:10
That's a wrap.
32:11
That's it.
32:12
I think that used that, you know, I mean, that's good.
32:16
Yes.
32:17
All right.
32:18
Richard.
32:19
So how does somebody learn more about sales boomerang?
32:22
Go ahead.
32:23
They just call Richard and his number only have, I'll give my phone over, you know?
32:29
No, reach out.
32:30
Like, don't do that.
32:31
Just hop on the website, you know, reach, you want to have a chat and, you know, we'll
32:36
have one of our team members hop on and chat with you guys.
32:38
Tell you more.
32:39
Yeah.
32:40
Yeah.
32:41
Okay.
32:43
Don't you guys have like a podcast or something?
32:46
We do.
32:47
Like, like, reach.
32:48
Sorry.
32:49
Go ahead, Alex.
32:50
No, no, no.
32:51
You guys are, you guys are hitting it.
32:52
I was saying LinkedIn, finding us on LinkedIn, but, but Jeff is also mentioning the podcast
32:57
that you're working on, Richard and the team.
32:59
So.
33:00
Mortgage masterminds.
33:01
Yep.
33:02
Mortgage masterminds.
33:03
You can see it posted.
33:04
We post them all the time on LinkedIn.
33:05
We post them all our social.
33:07
And is that on your usual podcast networks as well?
33:10
It is.
33:11
So on, on our website, under resources, whatever fine podcasts are curated.
33:15
Yeah.
33:16
That's awesome.
33:17
So yes.
33:18
Yeah.
33:19
And, and, and by the way, go ahead, I was just going to say something funny.
33:25
See, we also have what I think, Richard and I got to give you mad props in the team.
33:31
That is one of the coolest logos I've ever seen for, for, for that.
33:35
It is.
33:36
They showed me it's, you're going to have to post it somewhere when you post this, Jeff,
33:40
that logo is so cool, the masterminds logo, the way you guys did that, I'm a huge fan
33:45
of it.
33:46
But go ahead.
33:47
Sorry, Jeff.
33:48
You're going to get to a real point.
33:49
No, I'm looking it up right now.
33:50
That is cool.
33:51
Little neon with a microphone in the brain.
33:53
That's awesome, man.
33:54
Very cool.
33:55
Yeah.
33:56
Well, Jeff is digesting that and I'm absorbing the awesomeness of that logo.
33:59
I'm going to just go do a quick plug that I think you guys should talk to right now.
34:03
We have a new series called webinar for charities.
34:08
Look, a lot of loan officers, a lot of our industry, the executives, a lot of us in general
34:12
have just done really well over the last year.
34:14
And we have this webinar that we series that we're going to be putting on beginning in May.
34:20
And one of those, we're bringing on a few different experts that are really passionate
34:24
about this.
34:25
And so basically, the webinar for charity supports the charity of the month.
34:29
And the one that I'm plugging right now is in May.
34:32
And Jeff is going to come on, Alex is going to come on.
34:35
We're going to bring on Tony Thompson from Namba.
34:37
He's committed Montsell Watson from movement mortgages committed, Rob Crain from down payment
34:42
resources, real all store celebrity crew.
34:45
They're all going to give Jeff is our moderator.
34:48
And we're all going to give, they're all going to give all of these experts are going
34:52
to give expert sessions and panels.
34:54
It's going to cost 10 bucks to attend.
34:56
And all that money goes to the charity.
34:58
And the charity for that month is minority, minority home ownership.
35:03
And literally at the end of that webinar, Scales Boomerang is going to match the amount
35:06
that's raised and so will a few other companies.
35:10
And we're going to try and help a homeowner get into a home who doesn't have sufficient
35:14
down payment.
35:15
So I just wanted to plug that and you guys can keep a lookout for when we when we start
35:18
officially promoting that live.
35:19
Awesome.
35:20
I'm going to make sure we put that back.
35:23
And then when it does go live, obviously, circle back and we'll make sure we put that
35:26
out in the community.
35:27
It's a great cause.
35:28
And so that's going to be an ongoing thing you guys continue to do.
35:31
Yep.
35:33
And Richard, are we calling it webinar for charity or webinar for good?
35:38
Webinar for good.
35:39
I'm sorry.
35:40
This is me.
35:41
This is me.
35:42
Webinar for good is exactly what it is.
35:44
And we have all the branding just fresh off the press.
35:47
Nice.
35:48
I love it.
35:49
I love it.
35:50
It'll be interesting to see as well.
35:51
I don't know if you guys have thought of this, but allow people to suggest charities,
35:56
perhaps.
35:57
I love that idea.
35:58
Great idea.
35:59
Yeah.
36:00
It's a good.
36:02
No, I was going to say the first two we've got picked are this one that's for underrepresented
36:06
communities, right?
36:08
There's another one with Dale Vermillion.
36:09
I don't know if anybody listening knows what Dale has done, but he goes out into the community
36:15
and he literally started just going to Walmart parking lots and looking for single women
36:21
who have kids in the backseat sleeping in these Walmart parking lots.
36:24
Apparently there's just tons of this across the country.
36:27
What he does is he's charity puts them into an apartment, gives them a roof over their
36:31
head.
36:32
And I can't, I mean, in this industry, what could be possibly a better charity than one
36:36
that gives someone housing, essentially, who's living in like a Walmart parking lot?
36:39
I mean, it's really powerful stuff.
36:41
So that one is going to be pretty awesome as well.
36:44
Yeah.
36:45
That's awesome.
36:46
Good for you guys.
36:47
Way to bring goodness to the industry.
36:49
For sure.
36:50
Yeah.
36:51
And we thought about this, Jeff.
36:52
It's like, you know, we're going to do this the way that the way that Richard just described
36:56
it.
36:57
We're doing it with real educational webinars when we're just putting together something
37:02
to talk about a specific topic, maybe with the lender or whoever it is.
37:06
And saying, look, if you're going to attend, right, because how many people Jeff sign up
37:10
for a webinar and just want the recording, but never even watched the recordings.
37:14
So you have 100, 300, 400 people registered and 180 show up.
37:21
And we're saying, don't do that to yourself.
37:24
You're just doing that because you're like, oh, you know, I should.
37:26
I should be, no, anytime you say should question yourself, be like, why should, who's saying
37:30
that?
37:31
Who just said I should?
37:32
If somebody is some voice inside your head saying you should, but is that really what
37:35
you want and that really what you need?
37:37
So we're saying, look, webinar for good.
37:39
Anytime we have the webinar for good logo on something, it's going to be a paid digital
37:43
event or physical event, or I guess you can't call it a webinar there.
37:47
But anytime we have that for good, attached to what we're doing, every dollar from that
37:52
is going to go to a charity.
37:54
And so for everyone listening and for you, Jeff, and anytime you're talking out there,
37:58
even when we're saying, hey, here are the three things you should be doing to get agents
38:03
to give you all of their referrals, guarantee, come to a webinar.
38:07
It might be a paid, I like this might be a paid event.
38:13
But we know that if you're signing up, well, if you're showing up and you paid that $20
38:19
even though you know it's going to charity, we're getting people that are actually going
38:22
to show up and want to learn what's there.
38:25
That was the other driver.
38:26
We're like, let's get really interested with people and let's do good with that.
38:30
Let's not just get them, let's get them to learn and give it the same time.
38:35
Right?
38:36
Instead of lunch and learn, a given learn, like you're learning something, but you also gave
38:40
while you were here.
38:41
I like that, man.
38:42
I like that a lot.
38:43
Yeah.
38:44
You know, it's like you'll do well by doing good, you know.
38:48
The old Tom Shoes example, things like that, you know, and of course you guys know this
38:53
well in the millennial market, love, cause marketing.
38:57
And when you can assert your brand or business to a cause, right, you're going to do that
39:00
much better for yourself for personal brand and all that.
39:02
So smart.
39:03
Yeah.
39:04
And you know, Jeff, thank you so much, but and it's smart and it's and it's in its genuine.
39:09
It's not we didn't do it for those reasons.
39:11
We did it because we're like, it really makes sense to like, like we can do good, like
39:16
we can do good and learn at the same time.
39:18
Well, you know, it's funny.
39:19
We'll kind of wrap up on this, but it's funny when I said it's not a gimmick in doing good.
39:26
There's nothing better that feels, few things feel better than pouring into somebody else
39:31
serving.
39:32
You know what I mean?
39:33
And so last night, I have a 17 year old son and they're actually going through the, let's
39:37
save the 15 year fixed judgment aside for a moment on Dave Ramsey.
39:41
But one of the good things that my school does, one of the good things my school does for
39:46
the, for the teenagers is they put him through Dave Ramsey's part of the financial peace
39:50
university.
39:51
And so they teach him some financial principles, right, about investing and saving and, you
39:55
know, all that kind of stuff that they're not talking about a 15 year mortgage for 17
39:59
year olds.
40:00
And I know the mortgage space gets very, like I'm into about that.
40:03
So that's that aside, he had to interview me, had to be somebody over 30, which I clearly
40:08
pass.
40:09
And he asked me seven or 10 questions about money.
40:14
One of the questions was like, what do you want me to learn about money or, or, or
40:19
emotions about money?
40:20
And there was a bunch of them.
40:21
But anyway, what you reminded me of was that, you know, when it comes to the lesson,
40:25
I would try to share with him was like, with money, start investing early, right?
40:29
Know how money works, things like that.
40:31
But also, and I think one of the questions was like, emotion around money.
40:34
And I'm like, money doesn't have any emotion, right?
40:36
It's what we attach to it.
40:37
However, one of the important lessons I wanted to share with him was like, also remember
40:43
to, you know, tithe and to take a percentage of your money and give that to some cause
40:49
that you care about.
40:50
And it's like, that's it.
40:52
Like, if they would teach more of that, you know, in high school, along with the financial
40:56
management principles, imagine where we could be.
40:59
Well, rock, rock a feller, okay, if you look up rock a feller, he's been trying to teach
41:04
this for a long time.
41:05
The rock a feller method of saving, which is what he taught every one of his kids and
41:10
their kids and anyone he can get his hands on in his family, he said it's a rule of 10, 10,
41:14
80, 10% savings, 10% donation, 80% you live on, 10% savings, 10% donation, 80% you live
41:23
on.
41:24
That's it.
41:25
For every dollar you get, 80 cents you live on, the rest you got to give back or save.
41:28
Right.
41:29
Right.
41:30
And started.
41:31
That was rock a feller.
41:32
Yep.
41:33
And he knew a little bit of something about finances.
41:35
Just a little.
41:37
Exactly.
41:38
All right.
41:39
So look at it.
41:40
This has been a fantastic conversation with sales boomerang, Alex Richard.
41:43
This deserves one of those and the crowd goes wild.
41:50
You didn't tell them we're in front of a live audience?
41:52
Right.
41:53
Where are you guys back there?
41:55
We're going to put links in the show notes to the podcast, to your website, and when
41:59
you guys go live with the webinar for good, let me know about that because we're going
42:04
to make sure we promote that for you guys and drive some awareness attendance attendance
42:07
for those as well.
42:09
Thank you so much, guys.
42:10
Appreciate it.
42:11
All right.
42:12
Back at you.
42:13
Yep.
42:14
Hey, thanks for tuning in to this episode of the Mortgage Marketing Radio podcast.
42:15
I hope you enjoyed it.
42:16
And remember if you like this episode, please leave us a review that helps us reach more
42:21
people and bring more good value and content to you, our listeners.
42:25
And then don't forget, if you are a loan officer who wants more agent referrals in less
42:31
time, be sure to check out the Mortgage
42:34
Marketing Pro membership at mortgagemarketing.pro and learn more about our turnkey system of
42:40
agent classes that puts you front and center of your local real estate agents, attracting
42:45
agents instead of chasing them and getting agent referrals like clockwork every single month,
42:52
just like Kerry Cobb, who her first year in the business with closing over 75 loans achieved
42:59
40% of those 75 loans exclusively from agent classes.
43:03
And if you want to learn how she did it and how you can do it to once again, go to Mortgage
43:06
Marketing.pro and I'll see you over there.
43:10
Thanks for listening.
43:11
Bye for now.
43:12
Hey guys, what's up real quick?
43:20
You've heard about the Mortgage Marketing Pro membership before and I just want to quickly
43:23
remind you if that you're in a place in your business where you simply need more purchased
43:27
loans.
43:28
You need to fill your pipeline with purchase business.
43:30
Let's just face it, agents are still a solid pillar of business and sources of purchase
43:35
business for you.
43:36
Well, good news.
43:37
Our Mortgage Marketing Pro membership helps loan officers like you close more loans without
43:41
the hassle of chasing agents or cold calling done for you agent classes, expert training
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videos, a marketing automation platform that automates the entire process for you, everything
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you need to build your personal brand in your local market, attracting convert agents
43:56
into referral partners plus done for you proven marketing materials and plug and play content
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to make promoting your class, getting agents, butts and seeds, partnering with affiliates,
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real easy.
44:08
But that's not all.
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You'll also get access to our weekly mastermind calls with top elbows, authors, speakers
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and coaches to learn the best strategies to grow your business right now in today's
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market.
44:21
And as an extra bonus for limited time for all new members, you'll get access to a database
44:27
of 200 agents in your local market that have closed anywhere to from eight to 50 transactions
44:33
in the last 12 months and we'll provide that list uploaded into our platform for you.
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So you can get off to a fast start in reaching actually productive agents.
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So what are you waiting for?
44:44
You can check out more at mortgagedmarketing.pro, see more of the success stories there.
44:48
And if you feel compelled to do so, book a call, we'll have a chat.
44:52
We'll see if it's a fit.
44:53
Don't miss out on this opportunity to take your mortgage business to the next level right
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now.
44:57
Head over to mortgagemarketing.pro.