Latest / Mortgage Marketing Radio / Ep. 127 - Featured PRO Member of the Month Closes $1M from Teaching Agent Classes

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Ep. 127 - Featured PRO Member of the Month Closes $1M from Teaching Agent Classes · Mortgage Marketing Radio

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In today's highly competitive mortgage industry, building profitable relationships with
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real estate agents is essential for success.
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However, finding effective ways to secure agent relationships can be a challenge.
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With so many mortgage loan originators vying for the attention of real estate agents, it
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Our new case study featuring loan officer Chris Coghill is a must-read.
0:25
This has closed a remarkable 36 million in funded loans from agent referrals.
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And in this case study, he shares his proven strategies for building strong relationships
0:35
with real estate agents and leveraging those relationships to drive more business.
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To get your hands on this resource, head over to LOKestudy.com and download your free copy
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of the case study today.
0:47
You'll find actionable insights and practical tips that Chris used to close 36 million
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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.
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Welcome to Mortgage Marketing Radio brought to you by the Mortgage Marketing Institute.
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More number one source for truth in Mortgage Marketing.
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Hey listeners, Jeff is in for welcome to this special episode of the Mortgage Marketing
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Radio podcast.
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I am so glad you've tuned in.
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We're doing something a little bit different on this episode and I wanted to share it
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with you guys because it's not too often that you get invited inside our private group
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of our Mortgage Marketing Pro members and I've started to do something where I wanted
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to highlight a member who's doing some great things every month.
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So what you're going to hear on this episode is an interview with my member of the month.
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So what I do in our membership over at the Mortgage Marketing.pro membership is we deliver
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a done for you turnkey agent classes that get butts and seats in the loans in your pipeline.
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We give you self-paced tutorials on social media, Facebook marketing, YouTube videos, content
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marketing, you name it, souped nuts, everything in there to help you become both a modern
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originator and to be able to accelerate your success with referrals from real estate agents.
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So I wanted to do something a little bit different in this episode.
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Very short kind of speed session featuring Shani Morris out of Lake City, Florida who is
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only about a year in the business but in the last 90 days because of Shani taking
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charge, taking action in her business and being a go-getter, she has closed about a million
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dollars.
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I think it's just a little bit over a million dollars in funded loans in her area over
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the last 90 days, 100% of that million plus dollars comes solely from her teaching agent
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classes.
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The reason why I wanted to bring this to your attention is because I know I talked to
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a lot of you who are unsure if agent classes will work for you.
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You've done them in the past, you didn't get great results and I'm a big believer that
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the success and anything comes from the system, right?
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That 94% of success is usually a system, about 6% is the person, right?
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Because you're not here in listening and a follower and subscriber to this podcast because
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you don't want to be successful, oftentimes it's just maybe you don't have the right system
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and plan to follow.
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So that's why I wanted to bring this episode of the podcast to you so you can hear directly
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from one of our private members in our coaching group at Mortgage Marketing.pro.
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The results they're getting in a very short period of time.
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You'll see more content coming from me on this topic, which is all about how, look, there's
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I know there's a bunch of different ways for you to build this business, right?
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There's Facebook ads, there's divorce attorneys, there's CPAs, there's like all these different
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things you could be doing, but here's what I'm a believer in and that is this, what works
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and what works now, what works quickly, what works consistently, right?
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Regardless of the market environment and rather than go off on a whole dissertation about
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what's right for you or this or which path is correct, look, here's the bottom line.
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You can't argue with me that if you want to generate purchase money, business quickly,
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right?
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Listen, last year according to the NAR, there was over 5 million homes sold, right?
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Existing homes, not even counting new construction, over 5 million homes sold in the country.
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87% of that according to the NAR was handled by real estate agents.
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That's about 4.3 million homes sold through real estate agents.
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The question is, how many of those are you getting?
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Listen to Shani's story.
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She's only been in the business about a year and the last 90 days closed a million bucks
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exclusively by following a proven system and plan for teaching agent classes.
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If you want to learn more about that, obviously you can go check it out at mortgagemarketing.pro
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and see the brief video we put up there for you.
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So for now, hope you enjoyed this episode with my member of the month for mortgage marketing
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pro membership in this Shani Morris.
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Let's get into this week's show.
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Shani, what's up?
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Welcome to the member of the month's spotlight.
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Well, thank you, Jeff.
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It's great to be here.
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It's great to have you here and it's really an honor to have you here because you're somebody
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who works hard, follows through, doesn't just talk, but takes action.
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That's why I wanted to...
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That's first of all, I think the key reason why you get nominated as the first member of
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the month for our mortgage marketing pro community.
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Yeah, yeah.
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Yeah, yeah.
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Way to step up and earn it.
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That's an honor.
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How cool.
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Well, I just, you know, I really like to acknowledge people when they're actually doing
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the work, you know?
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It's like, it's like you go to the gym and the personal trainer, they make you do the
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setups or whatever.
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It's like, that's what gets the results done.
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And you could be doing a lot of different things and then you're busy, I know in your business
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and stuff like that, and you do do a lot of things.
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But what I want to do is just start with this, okay?
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Where were you at?
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Okay, so you've been a member now of mortgage marketing pro membership for how long?
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Since April, I joined in April and had my first agent class in May.
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So, a couple months now, a couple months, but I've been eyeballing it since you.
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I think you started it.
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What?
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It's the, the beginning of last year.
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Yeah.
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So I've listened to your podcast for years and I started hearing about it and I was like,
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man, oh, when am I going to do this?
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When am I going to do it?
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So, yeah, I finally pulled the trigger in April.
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So, when people look like your mortgage originators, right, they've got a lot of options at them.
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They've got a lot of people trying to quote, sell them stuff, different roads, different
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approaches they could, they could take to their business.
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Why?
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So, just to be clear, right?
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I mean, the crux of what we're doing is providing you a done for you agent class every
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single month, right?
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Right.
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Yeah.
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It's valuable to me to have that as an option where I don't have to really do anything
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except for study up on the material.
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I listened to your, the agent class, whatever it is that you do where you do the video tutorial
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of how you teach the class and listen to that.
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I kind of internalized it a couple of different times before I do a class and then I make it
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my own.
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I start practicing, but really I listened to those tutorials like I do your podcast because
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I'm learning stuff as you're bringing new agent classes to the table.
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I love to teach, I love to teach my clients, teach real estate agents, I like to add value
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to people and that's the goal for everything that I do in my business and so the agent classes
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really were alluring to me because of that reason.
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Why agents as a focus for you versus, you know, something else?
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Well, I don't know, agents, a lot of them have such bubbly personalities, they're easy
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to talk to, they also have such a need for really getting into the new market, the shift
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in the market, I guess.
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I mean, a lot of them in this area, especially, and I'm sure pretty much all over the nation
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have no clue how to kind of control their shift and make sure that they stay on top in their
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industry and their market and this really allows me to be able to help them with that and
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I have, I've actually had multiple agents tell me, you know, this is a really cool thing
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that you're doing to get more business for yourself and I was like, yeah, it has brought
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me more business, but I actually really enjoy it for the actual value added to other people's
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lives purpose.
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I actually sat down over the weekend and was like, okay, I'm going to do a 30-day challenge.
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My challenge is going to be that I'm going to start doing more outreach to brokerages
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and border realtors, offices and try to get into places that I've never been into before
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so that I can teach agent classes to people that I've never met before in markets that
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I want to hit in the state of Florida.
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So that is my new goal and I'm going to do it with these classes.
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And also you are relatively new in the business so I assume you look at this as a way to be
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able to get exposure, make an impact with agents.
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Yeah, yeah, I'm new.
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I really love meeting people and talking to people so that part is not really scary to
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me but it's always kind of been more like how do I make sure that I'm bringing value
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to these people rather than just, hey, I'd love some of your business, let's sit down
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for coffee.
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That's fun.
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I like to sit down for coffee but I like to also be able to say, hey, here's what I bring
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to the table.
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Maybe we can discuss how we can have a mutually beneficial business relationship.
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So you started in April.
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Here we are in July.
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So basically April, May, June, what, 30, 90 days, roughly?
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Yep.
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Let's bend the impact to your business, your impact to real estate agents and so forth,
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so forth, so far.
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Well, with two loans that are closing in the next week and a half, I will be at a million
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dollars so far, total loan volume closed because of the agent classes because I started
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doing this.
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Yeah.
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Wow.
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Congratulations.
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Really?
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I didn't know that specific figure.
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That's awesome.
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Yeah.
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Before the call, I really wanted to know exactly what it was because when I was figuring
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it out last week, I was like, man, this is way more than I actually expected and here
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I am like a million dollars later, it's totally paper itself and the coaching that we did
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also, whenever you offer that, that was a lot of extra value added.
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It helped me kind of push myself in directions that I'd never been before.
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So this really helps me.
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I love, I don't mind the public speaking side of it.
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I wasn't really thrilled with the idea of getting up in front of 45 agents for my first
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class ever creeped me out a lot, but once I got up there, I started off with a Facebook
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live and kind of ate my craft sandwich at the very beginning and then I started it off
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and it went really well.
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So ever since then, I kind of really enjoy teaching classes to big groups of people.
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It's a lot of fun.
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Yeah, it is a lot of fun.
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And so for those that are maybe unfamiliar, give us a little insight into, you know, you
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had like 40-some-odd agents at your first class, what do you do to ensure that these classes
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are successful for you?
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So I am sending out flyers, so I drop flyers off the offices the week of I send out video
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text to all of the big agents that I really want to be there.
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And let's see, for that particular class, it was the Board of Realtors, so they also
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sent out an email to their entire listserv and that got a lot of attention as well.
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They started getting a lot of RSVPs to that email.
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I'm just staying on top of the program.
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I mean, you've got a list in there in the mortgage marketing pro website, and I guess
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maybe it's actually a video tutorial of how to follow up and how to make sure that you
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get attendance and everything like that, and I washed all of that and I just kind of did
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all of the things that you said to do and it worked out.
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Yeah, you've fallen with that.
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It's a lot of people, so.
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Yeah, and you're doing how many classes a month on average?
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The last month, I think, let's see, I think I did four last month.
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Wow.
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And I've got one on Thursday this week that is the second one I've done at this particular
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brokerage.
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They asked to have me back whenever I before I was even finished with the last one, they
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like stopped me in the middle of it.
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And this is smaller group of agents, but they're like, we really want to also, we know
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you do the one on millennial marketing and we want to see that one.
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Awesome.
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Let's take a date so we take the date for that one.
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Have you found it relatively easy then to get FaceTime with agents following the class?
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Absolutely.
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It's super easy.
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Getting back in touch with people after the classes, there's no cold calling at all.
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Yeah, I love you, but you said that there's no cold calling at all and that's like one
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of the biggest challenges.
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It's funny.
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I took a poll of loan officers quite frequently and I asked them what's their biggest
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business challenge or the big focus for the new year and predominantly 80% or more
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say, you know, having more success with real estate agents.
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You know, and that's, I don't know if you've had that same thing, right?
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But that's kind of the passion behind this whole project is like, look, you don't have
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to call call real estate agents, you don't have to, you know, same is lame.
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You don't have to show up and look like everybody else.
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You can get noticed, get attention and you, that's why I want to acknowledge you because
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you are a proven testament to that, right, relatively new in the business.
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You don't have a ton of real estate relationships, didn't know a bunch of people.
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You just had, right, the friggin' worth work ethic, you know, to get after it and do it
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and you execute it and here you go, a million bucks later, right, just from battle.
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Oh, listen, all I can say is thank you, you know, I didn't want to take too much of your
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day because I know you're busy and I just want to acknowledge you, member of the month.
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Congratulations.
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I know you already have a podcast t-shirt, but I've got to find out some of their swag
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to create and send you trophy stuff like that.
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A sticker, just like make a sticker, I'll stick it on my laptop or something.
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I do have stickers, actually, but I think I sent you the shirt before I had the stickers,
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so we'll do something.
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Yeah, I wear the shirt religiously.
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I always, I'm rocking the shirt out at the brewery and stuff on the weekends and stuff.
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I don't have any other shirt that says anything about mortgages and I'm going to change that
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soon, but yeah, that's what I wear.
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Well, listen again, thank you so much and for all the listeners right now, you know,
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you've heard it here from from Shawnee Morris kicking it in Southern Florida, right?
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That's it.
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Thanks for being here.
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Awesome.
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Thanks, Jeff.
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I appreciate it.
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Okay, so there you have it.
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You heard Shawnee's story, how she's succeeding by teaching real estate agent classes.
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She's getting in front of a lot of agents, maximum agents, and minimum time she's able
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to follow a proven system and plan that gets her success and gets her success quickly.
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As you heard, she's closed over a million dollars and loans in just the last 90 days,
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solely from teaching agent classes.
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I encourage you to go learn more at mortgagemarketing.pro where you can watch a brief video overview
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of everything that's included in a mortgage-marketing pro membership.
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See if it's right for you.
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We'd love to have you.
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We're only looking for serious committed people who believe that the crux and focus of your
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business, purchase business should begin with working with productive high quality real
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estate agents, which we hope you do that.
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We hope you find them.
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We help you prospect them in a very efficient way, no cold-colding, no chasing, no begging,
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no pay to play.
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You heard Shawnee's story only a year in the business and a million loans in the last
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90 days.
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If it's for you, go check it out mortgage-marketing.pro.
16:18
Jeff Simp for your host.
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We'll see you on the next one.
16:20
Bye for now.
16:21
Thanks for listening to Mortgage Marketing Radio.
16:24
One more truth in mortgage marketing.
16:27
Get more free training and resources at mortgagemarketinginstitute.com.
16:32
Hey guys, what's up real quick?
16:49
You've heard about the mortgage-marketing pro membership before and I just want to
16:51
quickly remind you if that you're in a place in your business where you simply need
16:55
more purchase loans, you need to fill your pipeline with purchase business.
16:59
Let's just face it, agents are still a solid pillar of business and sources of purchase
17:04
business for you.
17:05
Well good news.
17:06
Our mortgage-marketing pro membership helps loan officers like you close more loans
17:10
without the hassle of chasing agents or cold-colding.
17:14
Done for you agent classes, expert training videos, a marketing automation platform that
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automates the entire process for you, everything you need to build your personal brand in your
17:23
local market, attract and convert agents into referral partners.
17:27
Plus, done for you proven marketing materials and plug-and-play content to make promoting
17:32
your class, getting agents, butts, and seats, partnering with affiliates real easy.
17:38
But that's not all.
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You'll also get access to our weekly mastermind calls with top L.O.'s authors, speakers,
17:45
and coaches to learn the best strategies to grow your business right now in today's
17:49
market.
17:50
And as an extra bonus for limited time, for all new members, you'll get access to a database
17:56
of 200 agents in your local market that have closed anywhere from 8 to 50 transactions
18:02
in the last 12 months and we'll provide that list uploaded into our platform for you so
18:07
you can get off to a fast start in reaching actually productive agents.
18:12
So what are you waiting for?
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You can check out more at mortgagemarketing.pro, see more of the success stories there.
18:17
And if you feel compelled to do so, book a call, we'll have a chat, we'll see if it's
18:21
a fit.
18:22
Don't miss out on this opportunity to take your mortgage business to the next level right
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now.
18:26
Head over to mortgagemarketing.pro.