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"Members-Only" Mortgage Marketing Pro Coaching Call · 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.
1:22
Hey, what's up, listeners?
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Jeff Zimfer, host of the mortgage market radio podcast.
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Hope you're doing fantastic.
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Let's get right into the content this week.
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I'm going to mix it up and do something a little bit different.
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Normally, you hear me before we get into this special guest.
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You hear me share some wins of the week from our mortgage professionals inside our mortgage
1:58
marketing pro membership, where largely what we do is help you with a loan officer become
2:03
the go-to lender in your local market with real estate agents and attracting agents, getting
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conversations and getting referrals every single month like clockwork.
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We do that by helping you the loan officer lead with an educational platform that differentiates
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you, helps you rise above the noise and simply make more money.
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Now, today, what I'm going to do is, first of all, I'm going to share with you a couple
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of recent wins that we've had.
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This is from Carmella.
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Again, she hosted a chat GPT class last Wednesday, so far, at least last time I checked
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with her last week, she had two appointments from that.
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She got in front of a bunch of agents and they're spreading the word to all their offices
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and likely what's going to happen is Carmella is going to be invited into one of those
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real estate brokerages to come teach that class.
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Here's Liz sharing that she just got a purchase contract for $6.75 and $1.710, both from
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realtors that she met hosting classes in the month of March.
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Hey, that's like one point, whatever million, coming to her by way exclusively of doing
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classes.
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The list goes on and on.
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Here's what I thought I would do here is I would share with you a glimpse into the weekly
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mastermind and coaching calls that we have every single month with our mortgage marketing
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program members so you can kind of hear what goes on and recently the call we had just
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last week, there was so much so many nuggets in there of sharing that I thought the best
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way to help you learn more about what we do and if this is a potential fit for you, then
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you know what to do.
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You can go to mortgagemarketing.pro and schedule a call with me.
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There'll be a link somewhere in the show notes to go to mortgagemarketing.pro and schedule
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a call if you want to learn more about this incredible community of mortgage professionals
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around the country and how we're executing every single week in your local market to build
4:03
your brand awareness and get in front of agents and scale your relationships that lead
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to referrals.
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So what you're going to hear is some clips of the Friday call that we do every Friday,
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10 o'clock Pacific, 1 o'clock Eastern, where we come gather from around the country and
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we talk about as a matter of fact, what I do is I open up the call usually two or three
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times a week, we open up with a video that has a message whether that's motivation, whether
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that's discipline, whether that's grit, whether that's mindset, right?
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We try and set the stage for making sure that we're in the right place mentally, right?
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You'll be able to continue to move forward against the resistance we all face in our lives
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and achieve our goals.
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So I think what you're going to hear on this first clip is that video, which is about
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three or four minutes long, but it's really inspirational.
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So do yourself a favor, hang out, listen to that video.
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And what we do oftentimes on the calls, we take the ideas from that video and we unpack
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them.
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We share what's our one big takeaway and we go around the room, right, the virtual room
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because we meet on Zoom.
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And so we go around the room and everybody shares what their kind of key takeaway is and
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what how it's impacting them for that week and how they're going to apply it to their
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business.
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So you're going to hear a bit of that.
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And then what you're going to do is you're going to hear us kind of unpack what our
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members have been doing in their local markets to succeed in building their pipeline every
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single week.
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And this one, we spent a fair amount of time talking about largely what we do is, you
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know, go into our local market and we lead with education, teaching classes, be it in
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person or virtually.
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And you're going to hear some of the members talking about the results they're getting
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and the resistance they're coming up against, how they're partnering with Title S for
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Home Monty and how they're uniquely getting attention, how they're calling, right, brokerages
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to get in front of the brokerage offices and so forth.
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And so what I've done is I've tried to take the highlights of the best clips from this
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conversation that has multiple people involved with it.
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And by the way, if you're listening and you're a pro member, thank you so much.
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I appreciate you.
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I'm grateful for you if you hear your voice.
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Thank you for the contribution.
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If you don't hear your voice, it's only because it was for a sake of time.
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So maybe I'll do this again in the future.
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But once again, stick with this, listen to it to the end.
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And if there's something in there for you and you want to learn more, go to mortgage
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marketing.pro.
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Maybe this is a fit for you.
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Maybe it's not.
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It is not for everybody because it is a work program.
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But at least have a conversation and see if there might be something here for you.
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If what you hear over the next 30 minutes or so resonates with you.
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So without further ado, let's get into this week's show.
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All right.
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All right.
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Ladies and gentlemen, welcome to the Friday Pro Call.
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My big takeaway was, I think we're all stuck in a learning phase.
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We learn, we learn more in so many webinars, but we're not implementing anything.
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We're excited.
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We're jazzed up, you know, ready to fire off an all cylinders, but we've got to actually
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do it.
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Hmm.
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Anyone relate to that?
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Does that sound familiar?
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Show hands possibly.
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Absolutely.
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Yeah.
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There's a phenomenon where we're talking about like I'm going to do something.
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There's a dopamine release and it's like we've already done it, but yet you actually
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really have to do it.
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Just talking about it's not good enough.
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Yeah.
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That's very insightful.
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Emmett, thank you.
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That's interesting.
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Liz, if you want to answer that, you're very disciplined in your process.
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You don't question your schedule.
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Do you?
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No, because like the classes that I do, like I make, like I, they're scheduled out
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a quarter in advance.
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So that's why I keep harassing you and find the outline where the classes are because
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all of my classes are scheduled out literally three months in advance.
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And so then I always have now it's the first, second, and third Wednesday.
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I've been teaching classes for them for years.
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I like, like I don't know, I don't know how long I've been a member here.
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So whatever that is, but it's a solid, well, like four or five, probably five or six
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years.
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The thing is that I do say in the classes all the time, like, like finds, I'm like expect
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more from your lender than the basics and the closing your loans on time, giving you
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great rates, giving you great service.
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Like if your lender is just doing that, that's basic.
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Go find someone else.
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I'm like, it doesn't have to be me.
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That could be anyone else.
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I'm like, but if that's all they're doing for you, like that's the bare minimum, that's
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the bare minimum to show up.
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I think that's a good approach.
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You have to disassociate yourself from the desire to close somebody, right, and stop
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showing up to sell and add value, and you're going to attract the people that are going
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to be attracted to you.
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People watch, people engage, people lurk without you knowing with the content that you post
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and how you're showing up in your local market.
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Case in point is, Janelle, if I can shine a spotlight on you for a second because earlier
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this morning, you put that share in there, I'll go to the Facebook group and share it
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real quick.
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This is why you want to participate in the Facebook group, people.
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So here we go.
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And you know, you're welcome, obviously don't meet and talk about this, but you posted
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this this morning.
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Do you want to unpack this?
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By the way, if you don't mind, Janelle, why not?
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Sure.
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Sure.
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We have a consistent class schedule.
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At the very minimum, we do one Zoom class a month and one lunch and learn in person per
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month.
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And the lunch and learns have really were busting out of the room that we were using because
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it's caught on so well since we started going back out in person.
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So it creates just a really positive energy, but she had said, I did not even get a chance
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to talk with this lady in person.
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I honestly didn't even know she was at the class.
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We do have a really good follow up spreadsheet.
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And I usually do, we know how much production they do and everything.
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And I usually do start at the highest level production and then follow up based on that.
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So we just had a class, I'm assuming she was just at that one, which was Tuesday.
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And I didn't even get a chance to follow up with her yet, but she sent a referral, like
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an unsolicited referral.
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And he was like a perfect buyer, he's 760 score, great income, no debt, perfect funds.
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And just like that, you know, to show it up in my email box, just just from I think consistency
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of showing up.
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Right.
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And I want to unpack this a little bit because she attended one of your classes.
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She was impressed, again, that's brand.
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We do need to pack unpack that because I was saying to Grace, my teammate, I was like,
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I didn't really feel like I presented that well.
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But I did say to Grace, I was like, but the presentation presents itself well.
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So it kind of doesn't matter.
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Like I felt like I was a little choppy and just wasn't like as smooth as I like to be.
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It was like, it was so packed that I was kind of like standing in like a, you know, just
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a really tight spot and couldn't see the notes that well and all of that.
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But the presentation is just so impressive in itself and so informative.
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And I didn't really, it didn't need to be me that impressed.
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And I want to, you're making a great point there is I want to highlight that because I
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often tell new members coming in when they say, well, I don't know Instagram or your
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classic story, you know, about you didn't have a new channel, but you talked to class.
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Like you don't have to rely on yourself.
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You can lean on the content and that's what they're showing up for is to learn the content.
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You're just a conduit.
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You're just a messenger.
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So I'm glad you brought that up again.
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But let's think about what's happening here, right?
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When we talk about not chasing but attracting, I don't know if you know if she attended any
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other classes or was it just this one?
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I don't know because I didn't even get a chance yet.
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Like that was in there.
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I followed up with her real quick to thank her.
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Then I followed up with the lead because he had already emailed me like right before her,
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but I didn't see that.
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So I was going down to then I like made this person to tens your class.
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You don't even like no, she's there really, you know, you felt like you did a bad job.
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And yet afterwards, she's like my, my colleague Cheryl worked with you in the past.
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So what I'm assuming, maybe she contacted Cheryl and said, go, hey, do you know this general
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person, right?
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Yep.
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Because she was impressed with what she saw attracted to want to work with somebody like
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you.
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This other agent back to you up and says, yeah, she's awesome.
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And she sends you a referral out of the blue.
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Yep.
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Boom.
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Didn't even call you or anything.
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Just messaged you.
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Yeah.
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And let's, if you guys want to briefly, briefly, because I have other stuff to cover.
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Talk about partnering with title companies, home warranty, escrow, etc.
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And it's amazing.
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And I rotate mine.
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So depending again, I'm in Dallas.
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So I try to pick North, South, East and West and warranty title inspector insurance.
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And I can rotate them.
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So if one of them doesn't show up, but it's like I'm bringing the knowledge and the
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class.
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So I never pay for lunch whenever I do it either.
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And my title reps know like there's no shame or game.
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But I'll just call the next title and say, hey, have a kick ass class.
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Do you want to get a book solid and get 10 to 15 people in front of you?
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And they're like, hell, yeah, why would I not?
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So Bill, if you don't mind, I don't know if you can speak.
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I can't see your video.
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So you might be only on phone.
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But Bill, if you don't mind, I'd like to use our discussion for a talking point here.
13:58
Yeah.
13:59
That's fine.
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Jeff, go ahead.
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So Bill ran into the challenge, which I've faced in the past and I'm sure many of you
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have is, and that is that the title rep didn't see the value.
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Anybody face that?
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Sure.
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That exact thing.
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That's it.
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That was those words.
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And so I simply just went around, found a new title company and showed them the why
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behind it with the amount of people we've had in these classes.
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And now that other title rep is coming back and saying, well, we need to do classes.
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Why aren't you doing this?
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Why aren't you coming?
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So again, I flipped the script and flipped the mindset on it and just went to another title
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rep and said, here, here's why here's who I've had.
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And here's how many people we've had in these classes.
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Why would you not want to do a non-CE class?
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Can I chime in real quick?
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Yes, sir.
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So I just did an event two days ago for 90 plus agents that showed up.
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And there were 130 that RSVP, right?
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So I started promoting that one a month ago, right?
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So when you talk about lead time, it's not about how much time it is for you to start promoting
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the event.
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It's what does that follow up look like?
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Because we sent out email reminders, email reminders, hey, you know, confirm your head
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shot appointment, confirm this, confirm that, right?
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But what ended up really nailing it down was the text messaging that went along with
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it, too.
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And the calls, right?
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Hey, I didn't hear from you yesterday.
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I sent one out the like two days before via text, hey, just a reminder, are you able
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to make it?
15:50
Are you bringing anyone, right?
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The next day was, hey, I, I, you know, anybody that I didn't hear from, hey, awesome.
16:00
I didn't hear from you.
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Are you, are you able to make it, right?
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By the way, if you have a loan estimate that you need to bring and get, you know, quoted
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out, bring it on.
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Let me know.
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The next morning, 5 a.m., today's the day, right?
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Are you able to make it?
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And so the list just kind of shrinks and shrinks.
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And anybody that says, yes, I had a pre, you know, saved deal.
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It's awesome.
16:32
See you there.
16:33
Here's the address.
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We're starting at this time.
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Man, don't wait until you build this following to start doing them in person.
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Like just start doing it and be okay.
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If one person shows up because the best thing that I can tell you that happened for me
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was man, showing up and there being one person in there is no different than you having
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a coffee with that person, right?
17:00
But the deal is if one person shows up, they have an awesome experience and you're able
17:05
to then workshop it out and spend dedicated time with them, they're going to be so much
17:12
more invested in you and what you and what you did.
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Leverage your insurance partners, leverage whoever they want your business and they want
17:23
whatever they can get.
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Man, like I didn't drop a dime on these things.
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I just call my insurance buddy.
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I said, hey, I'm doing an event in Winston Salem.
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I'm doing an event in Charlotte and I'm doing an event in Fort Mel.
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Do you want to sponsor any or all of them?
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Said cool.
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I'm in for all of it.
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Some of my best and what I mean best, what I got the most production out of were not
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the ones where 30 or 40 showed up, were the ones where you had eight or nine so much so
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that the title company that I'm now doing this with who's sponsoring this, they're putting
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us in a room that basically holds about 15 max.
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And I'm okay with that because I don't want to deal with 80 realtors.
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I'd rather deal with 10 high producing realtors or 10 realtors that I can go deep with.
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So the way I host it and depending on where you are, predominantly what I do is I and where
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I found my kind of footing to do these and now I host, you know, 50 to 60 agent classes
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a year, right?
18:25
And that's all that's where 100% of my business comes from now.
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I don't do anything else.
18:30
And so what I would tell you is call the managing broker, call the broker in charge of the real
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estate office that you work with because predominantly the way they're paid is on recruiting and
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say let me highlight the culture you have at your company.
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Let me help bring other people in that you maybe otherwise wouldn't talk to and allow
18:58
your and then you get the broker in charge there to then be able to network with people,
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recruit them or whatever, right?
19:07
And then by the way, get them to give you access or get them to download or share with you.
19:15
They're broker metrics tool that shows all the production and say, you know what?
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Who's on your short list?
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Who are the agents at other companies that you want to target?
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And let me help you bring them in.
19:30
Let me do your job with you, right?
19:33
So now you're not just some service provider.
19:37
You're invested in them growing their business.
19:40
And with margin compression, every owner at every real estate company is fear, fearful,
19:46
scared, right?
19:48
They're making the small potatoes when they were used to something over the last two years,
19:53
right?
19:54
And so they're getting angsty because reward banquets and all of that aren't as, you
20:00
know, lavishes they used to be because they're dealing with the budget here and now not
20:04
what was two years ago.
20:06
That's some good info there, man.
20:07
Thank you.
20:08
Yeah.
20:09
Hey guys, what's up real quick?
20:10
You've heard about the mortgage marketing pro membership before and I just want to quickly
20:13
remind you of that you're in a place in your business where you simply need more purchase
20:18
loans.
20:19
You need to fill your pipeline with purchase business.
20:21
Just face it, agents are still a solid pillar of business and sources of purchase business
20:26
for you.
20:27
Well, good news.
20:28
Our mortgage marketing pro membership helps loan officers like you close more loans without
20:32
the hassle of chasing agents or cold calling done for you agent classes, expert training
20:38
videos, a marketing automation platform that automates the entire process for you, everything
20:43
you need to build your personal brand in your local market, attract and convert agents
20:47
into referral partners.
20:49
Plus done for you proven marketing materials and plug and play content to make promoting
20:54
your class, getting agents, butts and seeds, partnering with affiliates, real easy, but
20:59
that's not all.
21:00
You'll also get access to our weekly mastermind calls with top L.O.'s authors, speakers and
21:06
coaches to learn the best strategies to grow your business right now in today's market.
21:12
And as an extra bonus for limited time for all new members, you'll get access to a database
21:18
of 200 agents in your local market that have closed anywhere to from eight to 50 transactions
21:24
in the last 12 months, and we'll provide that list uploaded into our platform for you.
21:29
So you can get off to a fast start in reaching actually productive agents.
21:33
So what are you waiting for?
21:34
You can check out more at mortgagemarketing.pro, see more of the success stories there.
21:39
And if you feel compelled to do so, book a call, we'll have a chat, we'll see if it's
21:43
a fit.
21:44
Don't miss out on this opportunity to take your mortgage business to the next level right
21:47
now.
21:48
Head over to mortgagemarketing.pro.