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Building a Memorable Brand · Mortgage Marketing Radio

0:00
Hey, friend, what's up, Jeff Zimfer, host of Mortgage Marketing Radio Podcast.
0:14
This is the place where we help mortgage originators move from solicitor and vendor to
0:18
becoming a partner and a peer by helping them attract versus chase real estate agents and
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get more conversations that leads to more contracts.
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One of that in a moment got a question for you.
0:30
You ever asked yourself what's the best CRM?
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Oh, boy, is that one of the most popular questions we see over there on social media and
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the Facebook groups?
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What's the best CRM and let the debates begin?
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And then of course you know the answer that many people throw up is the trait, the one you
0:46
use.
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Oh, well, thanks for that deep answer.
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Look, that answer actually depends on a variety of different circumstances and today
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in just a moment.
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We're going to actually probably provide the best, most thorough answer to that question
0:58
you've ever heard and a lot more entertainment fun insights and good stuff for you.
1:04
But before we do, are you a solicitor and vendor?
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Do you chase agents or do you attract agents?
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Do you build a personal brand?
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Are you 15 mile famous?
1:20
Do you remember that movie with Paul Rudd called I Love You Man?
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I don't know if you remember the opening of that while in that movie that Paul Rudd plays
1:26
a real estate agent in Beverly Hills, right?
1:29
And he's struggling to succeed as a real estate agent.
1:31
And so the other character in the film, I can't remember his name right now, but decides
1:36
to invest in Paul and take out a bunch of billboards for Paul Rudd's character in the movie.
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And if you remember, the billboards are like him and a thong, him doing the shootout with
1:51
the wild, wild west, him playing a secret agent, and it's quite hilarious, and he's embarrassed
1:57
as hell.
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But the point is by putting all those billboards up, his phone rang off the hook.
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He became well known, right?
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People loved the billboards, and so they decided to call him and his business grew as a result
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of becoming well known.
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And I would say that, or I would ask you, how well known are you?
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Are you 15 mile famous, five mile famous?
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If we put a picture of you up on that billboard in your local area, how many referral partners
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would recognize you?
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How many people would look up to the billboard and go, ah, I know that person because I've
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seen them, their top of mind, whatever, et cetera, et cetera.
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So if you're not well known, right, if you're a secret agent, how can I choose you?
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If I don't know you exist, how can I choose you?
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And that's what we help mortgage originators do is become 15 mile famous, leading with
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education, content and classes that accelerates conversations and referrals.
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How do I know?
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I'm looking at this page of success stories and testimonials that we've got put up here
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on this page, which I'm going to share with you with a link in a moment.
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You can go look at these.
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What's up, man?
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It just goes on and on and on.
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Here's Michelle.
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Farman Otto.
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What's up, Michelle?
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Just saw you at the Mastermind event in Vegas.
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Michelle, long time member, she says, agents love these classes.
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She's had at least 10 agent meetings and 10 million in fundings because of the classes.
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Wow.
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Um, Mitch, two God neighborhood loans.
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I did 10 ways to get more listings and got six emails from agents saying they want to
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work together.
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Guys, when I was at the Mastermind Summit recently, Shampoosian, top originator in the country
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said it is separation season.
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By the way, Shant also does events and classes as a consistent part of his business because
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he is about grabbing market share right now.
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What are you doing to become 15 mile famous?
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What are you doing to grab market share?
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What are you doing to separate yourself from the rest?
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How do you increase your conversations and engagement in this current market?
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Hopefully it's not just about products and price.
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You know what that does.
4:00
That makes you look like a vendor.
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So if you want to learn more about how we help mortgage originators, double their agent
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referrals of just 90 days, why don't you go to this page and check out this new program
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I've got.
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I want you to go to get more agent referrals dot com link is in the show notes, but get
4:15
more agent referrals dot com.
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It's the agent referral accelerator program where we help you double your agent referrals
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at 90 days.
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How to attract engage and convert more real estate agents to referral partners.
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I hope to see you there on the other side.
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All right.
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This week my special guest really enjoyed this conversation with Scott pain from shape
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C R M. Scott has a lot of wisdom and fun stories to share from wearing wigs at conferences
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to his groundbreaking CRM solution shape C R M. I had a demo of shape a while back and
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I had a demo pretty much every platform out there and used quite a few of them as well
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and I have to say I was impressed.
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I don't get anything for this.
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There's no compensation to me.
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I'm not getting kickbacks or referrals.
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I'm just bringing you to the low down on what I think is one of the most easy to use platforms
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to help you better optimize and run your business.
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As you guys know, one size does not fit all with CRMs and so we have a pretty cool conversation
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about some of the differences out there on different platforms what you should be looking
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for.
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But then we also have a pretty cool conversation about becoming memorable and Scott shares
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his journey about becoming a memorable.
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What he does with why he's wearing wigs at different events and so forth is fitness
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journey and personal growth serving his local community and then how shape CRM is revolutionizing
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lead management with prioritization, AI integration, easy documentation, support, etc.
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I encourage you to definitely check out the link in the show notes.
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If you want to get a little bit more information about shape CRM link in the show notes, but
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if you want to know what it is right now, it is set shape.com forward slash radio.
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Otherwise, check the link in the show notes.
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So without further ado, let's get into this week's show.
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Scott, welcome to the show.
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How are you doing, Jeff?
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Fantastic.
6:08
Yeah.
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Good to see you in the flesh.
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In person.
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This is awesome.
6:12
Yeah.
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Here we are in Vegas.
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This amazing studio.
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Yeah.
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You're here for the mastermind summit.
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That's right.
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And we have had a virtual right in online kind of relationship that's built over the last
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several months.
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Both are co-authors of the green book.
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Green book, that's right.
6:27
Yeah.
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Right.
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Rethink, everything you think you know about being an ex-gen originator.
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So we got a lot to talk about, man.
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I'm hoping we can get it all in in the time that we have.
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So but for those who might not know who you are, what you do, take a couple of moments,
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whatever you want to share.
6:43
Sure.
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Like what would you like the listeners to know about you?
6:47
Wow.
6:48
So I would say, so I'm a mortgage guy.
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That's where I got my start back in 2004.
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I started a company called Syntaxome Equity, which became Nation's R, which is now called
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Mr. Cooper.
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And I started there as a loan officer, fresh out of college, that's what all my friends
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were doing.
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It's going to be a coach and teacher and do all that, but then all my friends were doing
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this loan officer thing.
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It's like, I'll go try it.
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And all of them were doing this like subprime and driving their Jaguar straight out of
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college.
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And I got put on this team that was a, it was a team designed to essentially where we
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could write Fannie Mae, D.U. underwriter type of loans.
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And it was done strategically, really, really smart because it kind of saved the company
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later on because when everything went to crap and hit the fan, we at least had the
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ability to write loans through Fannie Mae that was already set up and ready to go.
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And it really kind of catapulted my career because I became a trainer for the entire company
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because I've been writing loans through D.U. for three years at that point in time.
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But regardless, I got thrown in and to a point where it was very difficult to sell these
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called prime type loans in a subprime company who was throwing subprime overlays on these
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D.U. underwriting.
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You know, here's the guidelines, but hey, let's add all these overlays on top.
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It was very difficult.
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And we were buying leads and trying to compete with rates that were not competitive.
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And so I got a crash course in selling, not only that, but also a crash course in how
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to manage leads because you had to manage leads very well in order to compete with the people
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who were buying leads against, especially lending tree type, where banks compete you
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in.
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And so I had to come up with my own kind of strategy.
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You know, we had a system a little bit, but I had to like come up with, I had, first
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it was paper.
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It's like an organization of paper, right, evolved it into like the spreadsheet where
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I was able to organize and move things around and color code and do all of that.
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And really that helped give me the baseline for where I'm at today, really.
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You know, I really had to, you know, I think when you go through hard things like that,
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you have to really, really learn in hard ways.
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Really can build a career off of those types of things, especially is in my lead management
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journey over time.
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So long story short, you know, I ended up two years as a loan originator moved into management
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and training program.
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I got the opportunity to spend time in a, in the program, the management and training
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program.
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We spent 30 days as an underwriter, 30 days as a processor, like really like dove in and
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understood the roles really well.
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But we also got 30 days and various roles.
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I was lucky enough to spend 30 days in marketing.
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And I was in charge of lead distribution to our 107 retail branches throughout the country
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who were getting two lending tree leads per elo per day.
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And I was in charge of distributing those leads out and making sure that everyone was
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happy and really was like just fielding phone calls from regional VPs yelling at me for
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not having enough leads.
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It's really what it was, but you know, it was a good opportunity to learn that side of
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the business because now I get to see what marketing had to go up against, understand
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how they got leads and challenges and all of that.
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Fast forward became a sales manager for two years.
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Had to hire a brand new team, had 15 loan officers, had to train them up.
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My strategy was I would go hire former college athletes.
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So I had basketball player from SMU, TCU, I had soccer player from TCU, you and all these
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places around Dallas would hire a competitive team with competitions awesome, really, really
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fun.
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But over time, my competitiveness of the team really started to show because I had a way
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to really help when it came to marketing and sales, had a way to help, especially in
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that role that I was in previously, help translate things better.
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So when we had issues with leads, the way that I approached it with marketing was way different
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than everyone else.
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People would just come in and, you know, hey, give me, you know, this is messed up.
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I would come in with more analytical saying this, this, this and, you know, understood
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that and what it turned into, all of this turned into was I became a sales liaison between
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sales and marketing.
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It was a new role that we had created where I became the quarterback, if you will, between
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sales and marketing.
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Every time they come to a meeting, it was a fist fight.
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Yeah, I was going to say, sure, it wasn't the referee, referee, and really what I ended
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up calling it and called it to the state, but it articles about my time at that was the
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marriage counselor.
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Yeah.
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Yeah.
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I had to counsel sales and marketing with, okay, you know, John and sales, like, have you
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run this number, you know, hey, Marianne and Mark and if you've done this, right, and
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so, hey, let's get along today, right, and what it really was, and guess what, when they
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get along, you have a good marriage getting along, flourish, right, when they're battling,
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it's tough.
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Right.
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There's a lot of that.
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And ultimately became in charge of all lead distribution and all lead analytics for 1,500
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loan officers in the country around the country, and because of that, I needed a really good,
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I determined, I needed a really good lead management system to do it.
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So, in order to do that, did my due diligence found a system called VLOSFIRE, or leads for 60
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of the time, or VLOSFIRE now, and started implementation of that in 2011.
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Implement of that, we had consumer direct that was a main focus, but we had five or six
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different divisions using it, including retail, which was not something that was typically
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done with a VLOSFIRE type system, but I found ways to make it work in the retail environment
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that also coupled it with consumer direct, again, hadn't been done before.
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And anyways, went really, really well.
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I got tired of working for one mortgage company.
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I convinced VLOSFIRE to hire me, went to go work for VLOSFIRE.
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I became a VLOSFIRE's enterprise account manager, traveled the US, spent time with 30 of
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the biggest accounts for VLOSFIRE, started speaking at conferences, and realized that
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these big companies out there did not have a very good, you know, a lot of the good administrators
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of the systems would leave, and they'd get frustrated.
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So I was able to start my own company in 2019 called STP Solutions, where I became the
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administrator, my team became the administrator of the software, or 77 different VLOSFIRE
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clients, and helped with re-implementation and you name it, what have you, and so it went
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really well.
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And over time, what we realized is that there was, there's so much more than just mortgage
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that needs leaves management, we're talking more about where lead management exists in
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life, in other places, but there's so many places where lead management exists, and unfortunately
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VLOSFIRE only does mortgage now.
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So we had, we were looking at ways to expand, we started looking at other systems, and
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I came across a system called shape, shape software, fell in love, it crushes it in mortgage
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and consumer direct, crushes it in retail, but also does all of the other industries
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extremely well as well, combined all of that together, started working with some clients
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on shape, and it went so well that shape bought STP Solutions last year.
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Wow, nice, good for you.
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And now I'm part of the shape team.
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Congratulations, man.
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Yeah.
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Did I get through that?
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You got through that in like four minutes.
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That's fantastic.
13:49
That's a first, wow.
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Life flashed before your hour.
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Yes, wow.
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Yeah, a lot of time on planes, a lot of time in conferences, you've worked with all kinds
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of different companies, you know, controlling leads for that many people.
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This is why I think this is an institution conversation, because you've seen, a lot of
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people only see, you know, this whole lead management issue, the CRM discussion, they
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only see it from the silo of their own company.
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You've seen it across many companies and multiple companies.
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So I think this is a good conversation to have.
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The, you know, the primary listener of my podcast is mostly going to be the individual
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loan officer, right?
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There are some executives, branch managers, et cetera, but, you know, these are the folks
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that are typically, in most cases, probably using the CRM provided for them by the company.
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So I wanted, let's enter the conversation from there then.
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From what you've seen, peeling back the layers of the curtain, like, where do you think
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most originators underutilize, overlook, kind of drop the ball, regardless of the CRM
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they have, because, you know, the core functionality is there, right?
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There are some other platforms and companies that have enhancements.
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We'll talk about set shape and, like, you know, what that all looks like, but, but how
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would you, like, if you had a room of allows right now, it's just like, guys, the first
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three things you're probably overlooking your CRM are, like, where would you start?
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So I would say, you know, it's tough to say because, you know, some systems don't have,
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you know, some of the things that I would mention, but there'd be ways to make some of these
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things maybe work in some ways.
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You know, ultimately, I think the number one thing, though, that I talk about to people
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is that you need to be able to prioritize your day and eliminate any time that requires
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you to think about what to do next, right?
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And so what I mean by that is, like, you should have a, like, a hit list of things that
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when you call this person or you reach out and you've done what you need to do on this
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most important thing, that you don't spend any time thinking about what to do next.
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You literally have very next in those lists, this person, and you move immediately to
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that next person.
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And when that's done, you move to the next person.
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The reason, yeah, when you say prioritize your day, what does that mean?
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Is that by activities?
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So this is based on activities of people who are needed to be interacted with at this
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moment.
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It could be a brand new customer.
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It could be a customer who is in your pipeline or someone who is maybe taking an application
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but hasn't committed yet.
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It could be someone who hasn't seen their documents yet or what have you, maybe that's
16:27
with an L.A.
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So that in and of itself is a bit of a management structure, like flow issue that they have
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to manage in their CRM of like, how do I prioritize?
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I've got, that's like five different examples.
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Well, so the best lead management and CRM systems will have that kind of set up for you
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in that they will have integrated with your L.A.S. to be getting those statuses back.
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And they will have written rules to take all of that thinking out of the picture for you,
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meaning that they'll be set up to where we know that what is the most important thing
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for the Sloan Officer to do?
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We know that the best use of their time out of these five things, the most important
17:08
thing to do would be this thing.
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So order that at the top and the next thing would be these things.
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And based on the status of the records that then shows up and the list, now, you know,
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and that's why it's tough to answer the question exactly because some systems on
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have that and some are integrated with some of the other systems or what have you.
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So it's tough to answer that exactly, but I can tell you about Washape is that when
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it's integrated with the L.A.S. and when you're putting your records in the system, when
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you have, meaning that you have a customer who might be interested, so you have that top
17:39
of funnel type customer that's going in, whether from a landing page or a referral partner
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is sent to someone, you're putting that into the system.
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So you have top of funnel all the way down to previous customers who might be interested
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for maybe a check in or now their rate or they've had a trigger or whatever.
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So it takes all of those things and puts it into one list of things for you to do.
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And by the way, we didn't talk about this yet, but it could also be a referral partner
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that has a sent you a lead in three weeks.
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Where does that fit into all of this, right?
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Maybe that's at the top of the list versus other things.
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Shape, you know, today already does that for you.
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You don't need to think.
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We know that that's the third most important thing to do in your list.
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And so it would present it in that way to do it for you.
18:24
So that's interesting.
18:25
Yeah, you know, into the day, I used to say that my goal when I would train loan officers
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because I would do a lot of training myself, even as an account manager, my goal was
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to save a loan officer two hours per day.
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If they would just use the priority view, I would set it up in a way where they could
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save themselves two hours a day.
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And I would ask them, like close your eyes, just think, I'm going to give you two hours
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extra a day.
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What would you do with that at work?
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They would sit there and I'm like, just imagine, what would you do two hours extra
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a day?
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Would you call more people?
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Would you, you know, would you go, the water cooler, like would you go, like, you know,
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taking it longer lunch?
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Like what would you do with extra two hours?
19:06
Right?
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And get them all excited and think about it.
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Right?
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Let me show you how you can do that.
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And it was this priority view where you just work from the top down and we've already
19:15
taken that thought process out of it.
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Now, I've even gotten into, we have built into shape, the idea of scoring, yeah.
19:23
So in using AI to score.
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So knowing that these things convert better than these things.
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And so using that now in the score.
19:33
So let's say you have five applications of customers who just filled out the application
19:37
this week.
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And you need to follow up to get documents.
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We will have scored those five and put the highest score at the top.
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So now you can call that one first and get their documents without having to like go
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look at the five, determine and all of the stuff.
19:53
Well, who's setting the score, the loan officer?
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The system, our system learns over time based on their performance, based on their closed
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loans, based on a number of things, our system learns over time.
20:04
Other systems they, you know, maybe they could set up, you know, and say this is like
20:09
my ICP or whatever, but our system will, you set up an ICP in the beginning and then
20:15
it will use that as a start and then it learns over time.
20:17
Hmm.
20:18
That sounds pretty smart, pretty intuitive.
20:20
Yeah, I love the concept of prioritizing your time and prioritizing your relationships
20:24
as well.
20:25
Yeah, because I think it's like you said, if you had two hours back in your day or another
20:31
way, I look at that is I was recently having some conversations about, you know, the concept
20:36
of 10X your business, right?
20:38
So one of the concepts we're working on recently is like identify the top three things that
20:45
move the needle most in your business, right?
20:46
So we do the sexualized with LOs is like right down the top three things.
20:49
Okay, great.
20:50
So here's the top three.
20:51
Great.
20:52
Now identify the one thing that would move the needle the most, right?
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And then ask yourself, how much time have you spent on that in the last seven days or
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10 days or whatever it is, right?
21:02
And it's just a little kind of awareness thing because we get so caught up in the working,
21:06
you know, to use the old cliche, working in the business instead of on the business.
21:09
Sure.
21:10
But I think that's what's cool about, you know, kind of what I opened up with with the
21:13
question of we get bogged down in the minutia of this business and all the moving parts,
21:18
etc.
21:19
The right type of a technology tool should be to give you your time back.
21:24
All right.
21:27
Do you think most CRM's haven't delivered on that?
21:31
The most of the ones I have seen have not delivered on that component of it.
21:35
Yeah.
21:36
Have not delivered on the giving people their time back.
21:38
And by the way, this isn't like, oh, I want to throw out their serums under the
21:41
back.
21:42
Yeah.
21:43
I'm just having an honest conversation that like I, you know, talk with a lot of LOs as
21:46
you have, right?
21:47
And that's just one of the constant narratives I hear is just like, you know, the learning
21:52
curve is, is never ending.
21:53
Correct.
21:54
Right.
21:55
And they never seem to, they spend more time in the damn platform or tool trying to figure
21:59
stuff out than they do actually freed up to do the selling or whatever.
22:02
Right.
22:03
You know, I'll give you a great example of the, because there are systems like that no
22:08
doubt.
22:09
And there's systems that I know, for example, will like if I have a question, like how
22:13
do I do this?
22:14
Right.
22:15
How do I add this new lead source?
22:16
Because I have a new referral partner.
22:18
How do I add this new lead source?
22:20
Well, I don't know.
22:21
I've got an email support, right?
22:23
And this is going to sound familiar.
22:24
I'll give you an email support and then, okay, when am I going to hear back?
22:28
Oh, I don't know.
22:29
Some days could be, could be 48 hours and a few hours, right?
22:32
And then when the email is back, am I going to be in that spot where I can actually do
22:36
something with it at that moment?
22:37
Probably not.
22:38
I've got to then wait until I have a chance.
22:40
Right.
22:41
And now we're talking three, four, five, six, maybe a week before I'm now insane.
22:46
We have trained a AI bot with every support ticket that we've ever received a shape
22:52
to where now you can simply just go to the AI bot and say, how do I add a new lead source
22:56
and it will spit out with how do you add a new lead source right there?
22:59
Hmm.
23:00
Step by step, here's how you do it.
23:01
Times ever, right?
23:02
And if you have further questions from that point, you can then submit a ticket to support
23:06
and then we'll get back to you within much record time, then some of the other places
23:10
you'll find out there will get back to you as soon as possible.
23:13
Regardless, we're finding that our customers love that instant access because it could
23:18
be on a Saturday at 10 p.m. when they're finally get a chance to get in the system and do
23:23
something, or it could be late night, one night, whatever.
23:27
Okay.
23:28
So one of the things was prioritization, like if we go back to the top and then maybe
23:33
you don't have three, right?
23:34
And in terms of like, hey, here's the big three things you're probably doing less effectively
23:40
than you could in whatever CRM you have.
23:42
Is there any other?
23:43
Yeah.
23:44
I think, you know, documenting things, right?
23:46
Like documenting conversations is difficult for some.
23:49
Like I have a good conversation with someone, but I don't have the time to go back and find
23:53
that record and update the record in the appropriate way or update fields appropriately so that
24:00
I can use those fields officially down the road.
24:02
So I have a good conversation with a borrower or a referral partner who's giving me their
24:07
information or whatever and talking about their story and whatever it is.
24:11
I need to go update the system so that I can use it or my L away can use it or down the
24:16
road if I need to reference back to it or even three years from now when I need to go
24:21
back and reference what was their kid's name who was in high school and are they going
24:24
to graduate?
24:25
Like, I need to get that in the system somewhere.
24:27
I can't store it all right here, right?
24:29
And so we just find a lot of times systems make it difficult to do that.
24:34
We have a mobile app in shape.
24:36
I use the other kind of point here or point to mention is that at shape, we use shape.
24:41
Our salespeople use shape.
24:42
So I always tell people like, if you're shopping for a lead management system or CRM, ask
24:46
the salesperson you're working with to show you their CRM and ask them, why is it not
24:54
your system?
24:55
Why are you not using your system?
24:56
Right.
24:57
And we use shape and I love it because we're able to design, I love it.
25:03
I'm always feeding like, hey, what if it did this?
25:05
We added this, whatever.
25:06
But I use it, I use it on the plane, I use it on my couch, I use the mobile app everywhere
25:11
I go.
25:12
And so when we come out of a meeting, right, come out of a meeting or you get off the
25:17
phone, I'm on mobile, I can just go to the lab, put it in, I can talk to texts, have
25:23
that ready to go.
25:24
We're even working on things now where if you use our phone system to do it where we
25:28
could maybe transcribe the call, summarize the call, what are the next steps, maybe even
25:34
tell you, like we suggest you change the status to this, we suggest you do a follow-up
25:39
date of this, we suggest here's an email that we suggest you send that mentions these
25:44
types of things because we talked about.
25:47
And then when you come back to the record, here are the things that you could talk about
25:50
this time because the status is this and this is a conversation your L away had last
25:54
time that you didn't know about and here, like, and so it gives you all the stuff.
25:59
Those are the things we're working on in development right now as to why you would want
26:04
to do it things in the system, right?
26:06
There hasn't been a lot of benefit in the past to go update these fields and what have
26:09
you.
26:10
If you have that, not only in the notes, that's obviously helpful, but if you're updating
26:14
the fields, that's another key component because now I can use things down the road to filter
26:19
on things.
26:20
Let's say I want to build an email list down the road when rates go down or if rates
26:24
go up or whatever the case is, I can build a list and strategically think through and
26:31
maybe even help my marketing team provide me better marketing based on the data points
26:36
that I've put into the system.
26:41
Why do you think, I was thinking about do I want to ask this question or not, I'm just
26:47
going to take a shot and ask this question of the classic or perhaps the dreaded, you
26:53
get in the Facebook groups and there's this, it's one of the most heated, threaded
27:02
comments I see, which is the what is the best CRM?
27:06
Like, I'm sorry to put it out there, but I think it's a bit of a humorous question.
27:11
I have my kind of response to that, but I know you've seen it many, many times.
27:16
How do you respond or like, let's say you're in the Facebook group and you see a bunch
27:19
of people post that and all this noise, like, what do you do in that group?
27:24
You know, oh, the best one is the best one you're going to use, that's easy, right?
27:30
You know, usually if, you know, when I have responded before, I will send them usually
27:36
a direct message, type of deal and ask them more about what type of loan officer they
27:40
are, right?
27:41
Because it looks a little bit different.
27:43
You know, I think it's a silly response to say the one you use.
27:47
Yeah.
27:48
And maybe before that, what, what, I mean, clearly somebody's asking that question
27:52
for a reason, right?
27:53
And I know it varies based on such, but anyway, that's just one of those, like, people
27:56
are always like, it's the grass is greener thing, you know, oh, I'm using them like, what's
28:00
the best CRM?
28:01
You know what I mean?
28:02
It's just like, do you, is that a self-defeating, do you think the answer to that?
28:06
All right, here we go.
28:07
You think the answer to that sometimes is shut up and learn the system you're using?
28:12
Sure.
28:13
Yeah.
28:14
Well, I mean, some people don't even need, like, you know, CRM is kind of overused, just,
28:20
but some people don't need a CRM, right?
28:22
They just need the ability to get leads from their website and be able to call them.
28:26
Well, you don't need a CRM for that.
28:28
You just need a lead management component, right?
28:31
Right.
28:32
Or if you need to do some long-term nurturing and you have maybe a need to robust CRM.
28:36
So that conversation's different.
28:38
And so, you know, I think that's kind of what I've, I think maybe brought to the market
28:42
a little bit, is that I've been talking a lot over the last five years about lead management.
28:47
Like, I'm a lead management consultant, lead management, lead management.
28:49
I've struggled with that over the years of like, do I start and just say abandoned lead
28:54
management?
28:55
Because no one knows kind of what lead management is and they always ask.
28:57
But when I say CRM, they're like, oh, I know what CRM is, right?
29:00
I don't know what lead management is.
29:02
But lead management is like so important to the CRM component.
29:04
If you're not here to lead management side, it doesn't work, CRM doesn't work.
29:08
But I've stuck with the guns and lead management to this point, you know, now I work with
29:12
shape, which is a CRM, but it has the lead management components.
29:16
Right.
29:17
We have customers who use just the lead management components and don't use the full blown
29:20
CRM components.
29:21
Right.
29:22
So you can use, you know, both if you wanted to and the opposite probably to where maybe
29:26
people aren't generating leads or don't have that need for that like long term lead flow
29:29
etc.
29:30
But they've got relationships they want to manage and yeah, and that's where we use like
29:34
we have recruiting firms.
29:36
So you just use the contact piece of it.
29:39
We have, we have like a health, like we're a HIPAA approves, we have mental health facilities
29:47
that you will use it for recruiting doctors to come work for their facility.
29:51
I mean, just you name it, like cremation company, so all kinds of crazy stuff, yeah.
29:56
Okay.
29:57
All right.
29:58
So those are some couple three ways where you can immediately optimize what you're already
30:04
using.
30:05
Now obviously anybody listening if they want to learn more about shape, they'll be links
30:08
in the show notes.
30:09
You can go to set shape.com.
30:11
I personally have had a demo and I've, I mean, I've used a lot of different platforms since
30:15
being in this industry since 2003.
30:18
So and again, there's no plug here.
30:19
There's no, I'm not, I'm not getting a weekend out in Hawaii for, you know what I mean?
30:24
But it's a very impressive platform and I think for me, when I saw it, I'm always putting
30:29
my loan officer hat on, I'm thinking like, how would I use this?
30:32
How would this save me time?
30:33
And I think you highlighted a couple of those features that allow people to do that.
30:37
No.
30:38
And by the way, the cool thing that I like about your platform as well is that you actually
30:45
aren't enterprise only.
30:47
And I think that's where the opportunity, if I'm speaking to you, the listener right now
30:53
and you can control or decide which CRMU user, maybe you want your own because I know a lot
30:57
of L's are doing that too.
30:58
That's right.
30:59
I mentioned that.
31:00
Yeah.
31:01
Yeah.
31:02
They want to have the, they don't want to like lose all their information if they happen
31:04
to change companies.
31:05
Right.
31:06
Yep.
31:07
Yep.
31:08
But that would be an interesting thing for you to look at is for your own use, you know,
31:12
whatever makes sense seeing as you guys aren't enterprise only.
31:15
So I think that's cool.
31:16
Yeah.
31:17
Single user can sign up.
31:18
And also it's flexible contracts.
31:19
So yeah.
31:20
You want to try it out for a month and to try it out, there's no long term commitment.
31:24
Yeah.
31:25
I mean, that was one of the first things that, like when I heard that and I said, like,
31:29
well, tell me more about that.
31:30
And they said, their response was, and this is back when I was doing my due diligence
31:34
of learning systems.
31:36
I asked, you know, because I was stuck with my current system that I was supporting.
31:40
And that was the number one thing they client would buy a hundred seats or 50 seats or
31:44
even let's say five seats.
31:47
And they let four people go and now I only have one person left.
31:50
Well, sorry, you're on the hook for all five for the entire year.
31:52
Sorry.
31:53
Right.
31:54
What do you do about it?
31:55
Right.
31:56
And that was a response.
31:57
And it was so painful to have that conversation and have to support that.
32:00
So anyways, the response though was it is our business to earn your business every
32:04
month.
32:05
And if we can't do that, then we're not going to hold you to the contract.
32:08
And that just struck a chord with me of, like, okay, this is legit cool.
32:12
So yeah, so try it out and you like it great.
32:16
And if you don't, you can cancel.
32:17
Yeah.
32:18
And again, I'm not, I hope this doesn't come across as a plug.
32:20
But I really love tech.
32:21
I geek out.
32:22
I don't know if I told you before, but I spent some time in the marketing automation space.
32:25
I worked at KEEP back when they were infusion soft.
32:27
Yeah.
32:28
Those names ring a bell.
32:29
Yeah.
32:30
You at all.
32:31
Silver pop.
32:32
I don't know if you remember them.
32:33
Anyway, so I dig this tech because I think tech has a huge, a play, a place, right?
32:42
In our businesses, we need to leverage technology for going to scale and just glancing here
32:45
at your marketing suite, right?
32:47
You got these, what people would expect, pre-built emails, but you also have pre-built
32:50
techs, videos, campaign templates, co-brand with realtors, other referral partners, send
32:55
newsletters.
32:56
Now that's cool because I think more LL should be sending newsletters.
32:59
By the way, not the BS newsletters, which is like all about you, like value-bombs, something
33:05
useful and valuable, and personalized stuff.
33:11
I'm sorry, I'm just reading the website right here in front of you, so like cloud-based
33:16
calling, texting, email, it's been a while since I had the demo since I forgot, but there's
33:21
a lot of cool stuff.
33:22
So anyway, people, if you're listening, you got to check it out link of the show notes,
33:25
set shape, S-E-T-S-H-A-P-E dot com.
33:28
All right, speaking of all these tools and bells and whistles, a pet peeve of mine is
33:40
people trying to automate everything, like this whole craze on AI.
33:47
I see these people posting, hey, I just designed this AI, I put together this AI video, which
33:53
is how to create a chatbot that does pre-quals for you, literally saw something like that
33:59
the other day.
34:00
Wow.
34:01
And I wanted to pause my judgment on that because I'm like, well, at what stage is it doing
34:06
this?
34:07
Is it early stage?
34:08
Or it sounded like, what I'm cautious of there is like, oh, sure, so I just took myself
34:15
out of the equation completely and automated this business versus the being a mortgage
34:22
advisor versus being an order taker.
34:24
Right.
34:25
What are your thoughts on that?
34:26
Oh, man.
34:27
I mean, there is a use for it, no doubt.
34:31
I have been experimenting as well with video, so I'm a big video guy, do a lot of video.
34:38
I never was up until a couple of years ago, but as the pandemic happened and I was on Zoom
34:44
calls and I was able to look into a camera and actually talk to the camera, I got to a
34:49
point where I could actually like turn the camera around and record and so I started
34:54
in these videos and I got to the point I read Kyle Draper's book about like, it's not
34:58
about you.
34:59
Stop thinking it's for you.
35:00
Like, you're here to serve other people, like do the videos for other people and so all
35:04
of that changed my mindset on it.
35:06
And so, you know, so I've really bought into this, like, let's just do more video and
35:11
create that personal connection.
35:13
I have worked with consumer direct lenders in the past of like, hey, turn your camera
35:19
on as well.
35:20
Like, you should be using your camera to do a, you know, go over the numbers with a client
35:25
and do all of that as well.
35:27
They still don't want to do it.
35:28
So, you know, those out in the field like continue to get advantage of doing your videos
35:33
and stuff with customers or whatever, you know, your, all of the stuff you do on video
35:38
is there because super direct isn't buying into that yet.
35:41
But regardless, I think that, you know, the personalization side of things with video
35:46
is a key component because like I've used, I use a lot of like bomb bomb for myself.
35:51
Mm-hmm.
35:52
I'll send out a bomb bomb video.
35:53
I like that when it comes to lead management because I can track whether or not it was
35:57
open, I can track, was it, how much of it was watched?
36:00
I can track, it gives me tracking things that are important.
36:03
Now, I'm not trying to like be big brother and see things.
36:06
Right.
36:07
But it helps me from a lead management perspective.
36:09
So think back to that example, we have a five applications, right?
36:12
Mm-hmm.
36:13
I have five people to follow up with.
36:15
Some of those five people, if I sent them all a video with next steps and only two of
36:20
them watched the video or opened the link to watch the video with kind of go over the
36:25
numbers and only one of them watched the video all the way through.
36:29
Which ones of those do I think are most likely to convert or most interested?
36:33
Probably the one who watched the video all the way through.
36:35
Well, if I can get that tracking back to the lead record from my video that I recorded
36:40
using the tool like bomb bomb, now I can then sort that five by that list there, right?
36:45
Mm-hmm.
36:46
Yeah.
36:47
Okay.
36:48
So you moved that up on the priority list.
36:49
But the priority list.
36:50
That way, I don't have to think who do I follow up with next?
36:52
I'm just following up with the person who watched the video completely and what have
36:56
you.
36:57
Mm-hmm.
36:58
So, you know, I think video has a component that a lot of people aren't using today.
37:03
Mm-hmm.
37:04
Don't know really exists to use today.
37:07
But it also prevents this creates this personalization component of as well that they're going
37:11
to remember you.
37:12
Yeah.
37:13
Right.
37:14
Which isn't that the goal after all?
37:15
It is.
37:16
I mean, yeah.
37:17
To be memorable.
37:18
Is that why you go around to schools and wear wigs?
37:19
Yeah.
37:20
Yeah.
37:21
There you go.
37:22
There you go.
37:23
There's the pivot right there.
37:24
Wait a minute.
37:25
What?
37:26
What did he just say?
37:27
Whoa.
37:28
No, it's totally legal.
37:29
Right.
37:30
This is actually a great point because even though I'm kind of making a joke and we're
37:33
going to segue into this situation, the point is to be memorable.
37:38
Whether it's online, whether it's over email, whether it's face to face or in person
37:41
in a conversation, you know, that's what people remember.
37:45
And you, prior to you and I knowing each other, the green book, right, we both participated
37:51
in that book, which we talked about, I believe, at the beginning, the intros to shout
37:55
out to Kyle and Brian to green book.
37:59
By the way, somebody contacted me the other day and I was like, well, how'd you hear about
38:02
me?
38:03
And she goes, oh, the green book.
38:04
Awesome.
38:05
I'm like, wow.
38:06
All right.
38:07
The green book.
38:08
Love it.
38:09
Awesome.
38:10
Um, but I wasn't following you prior to the green book.
38:12
Right.
38:13
Right.
38:14
I've been following you since 2018, but that's fine.
38:15
Right.
38:16
Right.
38:17
You just weren't on my radar, right?
38:18
For whatever reason.
38:19
And then all of a sudden, you were because I read your chapter and then I started following
38:22
you online.
38:23
So it doesn't matter like how people get into your world, but that's a piece of content.
38:27
So you got to put something out there for a means for people who engage with you.
38:31
So anyway, what I found though was like all of a sudden, I'm like, dude's wearing like
38:33
this wig with his headband, he's wearing these t-shirts that have abs and I'm, and it's
38:38
just like, drew me in.
38:39
Right.
38:40
You know, so what the hell is that all about?
38:41
Yeah.
38:42
But so, yeah.
38:43
So the wings of funny story and, you know, I've, I've tried to like pin my stories at
38:48
the top of all my stuff so that people can like immediately know like what's going on
38:52
because I feel like, but I don't explain it right off the bat.
38:54
They're going to be like, oh, this is weird.
38:56
But that said, it really does have a deep meaning to it and it goes back to when I was
39:02
nine years old.
39:03
And when I was nine years old, my dad made the very unfortunate decision to take his
39:07
own life.
39:09
And so looking back, you know, and really the last place that I saw him was at, he took
39:18
us to school and he parked in the curb at the morning drop off and he was very emotional.
39:23
We didn't know why me and my brother.
39:26
I was in third grade.
39:27
He was in first grade.
39:28
Ryan, very emotional and didn't know why, but, you know, we got out, so then we're emotional
39:34
too, but we didn't know why, but we got out of the car.
39:37
We went into school and didn't, didn't think anything of it, what okay, whatever happened.
39:42
And so in the later of the day, we found out that during the day, he had, he had taken
39:46
us on life.
39:47
So, so morning drop off has to me just always had this like kind of bad memory.
39:52
Right.
39:53
And so then I had kids and my kids, you know, went to elementary school.
39:59
And again, I was in third grade when this happened.
40:02
And our elementary school, our dad's club, and they, they were opening doors for kids.
40:08
And I just made this flashback of like morning drop off.
40:12
And I was like, oh, I don't think I could do that.
40:14
Like, I, that's just going to bring back too much or whatever.
40:17
But then, you know, it hit me like, you know, you never, like you never know.
40:23
Like maybe there's a kid in there who might go through what I went through today.
40:27
You're just going to go through what I went through today.
40:30
And so maybe I need, maybe I could provide some type of like smile or laugh or something
40:35
like that.
40:36
So then when they walk into school, they might go sad to happy who knows, right, who knows
40:40
what happened.
40:41
So, when my kids were in first grade kindergarten, first grade, I started helping opening doors
40:47
in that dad's club.
40:48
And then kind of went all out in dad's club and took over as president of the dad's club
40:53
in elementary school, like third, fourth, and fifth grade.
40:57
And then usually it's done.
40:58
Middle, like when you get middle school, dad's club's done, kids are in middle school,
41:01
whatever.
41:02
They don't want that anymore.
41:03
They don't want it.
41:04
They're done with dad's club.
41:05
All right.
41:06
And so, but I went and talked to our principal when I, when my daughter was starting sixth grade
41:12
and I said, would you be okay if we allow dads to open doors for the kids in middle school?
41:19
I know it hasn't been done before, but hear me out, here's what I think, here's why
41:23
I think it's needed.
41:25
One, here's my story.
41:26
So that's why I want to do it.
41:27
But two, like kids are stressed in sixth, seventh, eighth grade, like they have a lot going
41:32
on.
41:33
Well, there's just, you never know, like just for them, let alone family stuff.
41:36
Right.
41:37
And he was like, you had me at your story, like let's do it, right?
41:40
Yeah.
41:42
So I recruited four or five dads who we get up there at 730 in the morning before the
41:48
kids get there.
41:49
Like, we don't, our kids don't even ride with us who we get there before our kids get
41:52
there.
41:53
Like our spouses bring our kids later on, but we get up there, set up the music and we
41:59
got music too.
42:00
We play music.
42:01
We got a boom box out there.
42:02
We have even a bullhorn, which I got banned from the bullhorn because the neighbors were
42:06
complaining about how loud it was.
42:08
No way.
42:09
And that was using it way too much because I'm so obnoxious, according to certain people.
42:14
I could see that now.
42:15
Yeah.
42:16
I just got the visual.
42:17
Yeah.
42:18
And so, but so I worked the little crosswalk area and I do the dances and I, like I'll
42:23
watch TikTok and learn dances, like I'm like all out trying to be like kid and call in
42:27
on this.
42:28
So like I have my favorite, I got to find there's video of me doing the gritty, you know,
42:32
the gritty?
42:33
No, sir.
42:34
Oh, gritty.
42:35
I was good at the gritty.
42:36
That was good as some of the kids, but the gritty was good.
42:38
Yeah.
42:39
And so, yeah.
42:41
And so, you know, it turned into, you know, really just kind of dancing, having fun, whatever
42:45
to do.
42:46
Well, fast forward to, I saw someone wearing a wig for something and I was like, I picture
42:52
you can get one on his Amazon.
42:54
Talk.
42:55
One Amazon.
42:56
And sure enough, you can get all these mullet wigs and stuff.
42:58
And I was like, I'm going to just get a couple.
43:00
So one Friday, I wore it to school and I'm like, I'm going to embarrass my two kids.
43:06
And so when I saw them, they're like, roll their eyes or whatever, but they didn't say
43:10
anything.
43:11
And I'm like, Oh, okay.
43:12
Well, I talked to them later and they're like, yeah, we get it.
43:16
It's embarrassing.
43:17
But my kids are so cool.
43:18
They're like, we know your story.
43:20
Yeah.
43:21
So we're cool with it.
43:22
Like, we know why you're doing it.
43:23
So we're cool.
43:24
And I'm like, I think she's so happy.
43:26
So what I started to do then was I took the, you know, this is about the time that I was
43:32
doing the college reading the college paper book about serving others and it's like,
43:36
well, how can I do the wig and also serve like lead management, CRM stuff?
43:40
And so that decided to record these videos of me and the wig and it was like, Hey, it's
43:44
Friday.
43:45
Call your leads today.
43:46
It's a great way to in the week, like in the week strong, whatever.
43:50
And then it turned into this kind of motivational, fun hair Friday video where every Friday, I
43:55
would record myself walking to the school or walking into the, to the drop off line of
43:59
me and my, whatever the new wig was of the day and became this thing and now fun hair
44:03
Friday.
44:04
Yeah.
44:05
You and your daughter in the car as well, right?
44:06
So I include now my kids.
44:07
It's the other big thing I've done is included my kids in a lot of the marketing that I did.
44:09
So when I was running my business, STP solutions, a lot of loan officers, right?
44:14
Like I'm trying to recruit new clients, I'm trying to recruit like it's, it's very similar.
44:18
I have a leads that I was calling and all kinds of stuff and management.
44:22
But I've include my, my kids into it as well have the kids participate in stuff as well.
44:27
Sometimes they like it, sometimes they don't, but, but yeah, I'm, you know, so it's really
44:32
turn to thing.
44:33
I went to a conference.
44:34
That's where I knew from a branding perspective and that, you know, that they'd taken
44:37
off.
44:38
I went to a conference, probably a couple of weeks, you know, a month or two after I'd
44:42
done my first kind of fun hair Friday videos.
44:45
Multiple people said, where's the wig?
44:46
Where's the wig?
44:47
Where's the wig?
44:48
Oh, I should have brought it.
44:49
So the next conference, I brought it and everyone loved it and the next conference
44:54
decided, okay, I'm going to step it up and I wore the wig and then I wore my muscle shirt
44:57
which is this.
44:58
See, I didn't think that was a shirt.
45:00
I thought that was you.
45:01
Oh, I mean, yeah.
45:02
Of course, everyone thought that.
45:03
Yeah.
45:04
Oh, man, it's, it's, it's, I've worn it to a Vegas pool before it.
45:07
It's just.
45:08
Oh, it's whole way.
45:09
Huge shit.
45:10
Huge shit there.
45:11
And then walking like, you know, through the casino floor.
45:13
Right.
45:14
Huge shit.
45:15
Right.
45:16
But I wore to a conference with the wig with my business coat and so I had the muscles
45:20
through it.
45:21
And again, just a huge hit.
45:23
People were talking about the next day, like going, I wasn't wearing it and it's being
45:26
memorable.
45:27
But it's being memorable, right?
45:28
Yeah.
45:29
And so I think there's an opportunity for people in every community wherever they're
45:32
at to find a way to be memorable and not just be the loan officer that does mortgages.
45:38
Right.
45:39
There's a way to whether it's a, you know, a certain color or t-shirt that you always
45:44
wear or a certain, you know, a shame of those guys, that word hat guy, like, yeah, yeah.
45:50
Right.
45:51
Ways to brand yourself as that person.
45:53
I'm just, that's, and so I've started now even using these videos and now posting them
45:57
like as my personal stuff as well.
45:59
So now all of my kind of personal friends in the community as well, know me as kind of
46:03
the, the guy wearing the wig.
46:05
So it's not just business.
46:06
Now it's kind of the personal thing too.
46:08
I have a whole sort of, again, I have 20, 25 different wigs, um, funnier wife concerned.
46:14
No, I bought, I don't have it with me, but I, one of my latest videos I showed to school,
46:23
my daughter and I had the money hat and the money chain.
46:25
I remember the money chain.
46:26
Yeah.
46:27
Yeah, I was great.
46:28
She wouldn't make the bread today.
46:29
This whole made up thing.
46:30
She was like, what are you talking about?
46:32
Um, oh my gosh.
46:33
That's so funny.
46:34
Yeah.
46:35
Well, I think, uh, that's a great story, by the way, thank you for sharing that.
46:38
And, um, I think one way to stand out, by the way, is for those people who are like,
46:43
oh, the wig isn't my thing, I think remember that what you started doing was actually serving
46:49
someone else.
46:50
Yeah.
46:51
You started by, you know, um, doing the dad's club and opening doors and that led to that.
46:55
So, you know, my takeaway from that is, is show up and serve somewhere wherever that
46:59
is for you in your local community.
47:01
I know another, uh, one of the folks I work with, Mike DelPred, Mike ElPredo, uh, what's
47:05
up?
47:06
Mike shout out to you.
47:07
Think Chicago.
47:08
He goes and volunteers at, um, you know, food pantries and things like that.
47:13
And he shares his time at the food pantry and that, you know, connects people to him,
47:19
to you in a way where like, like you said, it's like, uh, I don't necessarily care that
47:24
you're in loans, you're a mortgage loan officer.
47:27
I mean, I do when I need it, but outside of that, if we circle this back full circle to,
47:30
like being memorable, brand, differentiation, um, you know, we can't be a company that
47:37
has a brand, but we can be individuals that have a brand and become known for something.
47:41
Absolutely.
47:42
It looks like you've done that pretty successfully with the dad's club.
47:44
Yeah.
47:45
It's, you know, it's one of those things that I just, it's, I truly enjoy it.
47:49
Like it's just for sure.
47:50
And then you have fun.
47:51
Just so much, right?
47:52
Yeah.
47:53
That's awesome.
47:54
Yeah.
47:55
I'm actually, by the way, a substitute teacher as well, uh, for the school district.
47:56
I don't, I've only done it a couple of times, but I'm like an emergency, you must be a great
48:00
substitute teacher.
48:01
Oh my gosh.
48:02
So I do, uh, magic tricks, which is just this magic color and the thing that if you behave,
48:08
I'll do a magic trick.
48:09
I can see it now.
48:10
Kids, put your books away.
48:11
All right.
48:12
Here's what we're going to do.
48:13
We're going to learn about, yeah, sports betting or, yeah, sports betting, right?
48:19
Uh, I'm going to teach you how to throw dice, right?
48:21
So here we go.
48:22
Right.
48:23
Don't tell Mrs. Smith when she comes back on Monday.
48:25
Right.
48:26
Yep.
48:27
That's awesome, man.
48:28
Well, cool.
48:29
Um, this has been a fantastic conversation.
48:30
Once again, people, how can you not want to learn more about shape right now, right?
48:36
After hearing this amazing story.
48:37
So links are in the show notes also, uh, links to your social profiles linked in Instagram.
48:43
If people want to see the wigs, yeah, that's where they should go, right?
48:46
Totally.
48:47
Yeah.
48:48
Okay.
48:49
Yeah.
48:50
All right.
48:51
Well, maybe one day we'll get the real six pack abs.
48:52
You won't have to wear a t-shirt.
48:53
So I, well, I've lost like, yeah, really?
48:55
I've lost 40 pounds.
48:56
Yeah.
48:57
Really?
48:58
The other kind of big thing this year is that yeah, I've lost 40 pounds.
48:59
What'd you do?
49:00
Uh, so I'm on a mission to, so like, I wanted to set like a really big, hard goal for
49:05
myself this year.
49:06
And so one of the things that I really enjoy or have enjoyed is like just, you know,
49:11
going out with my friends or going to a ball game and having a beer or whatever.
49:15
And so I decided to quit drinking for a year, three hundred sixty five days.
49:18
I'm on day one hundred and forty right now.
49:21
I was counting right there.
49:22
Who's counting?
49:23
Right.
49:24
Yeah, whatever.
49:25
Right.
49:26
Um, but, uh, so, you know, it's amazing what happens when, yeah, that kind of, that
49:29
opens up clarity wise and what you can refocus your time with and working out and all
49:34
of things.
49:35
So yeah, that's been part of the journey as well as I'm trying to get, literally, I'm
49:38
trying to get abs so that I can show it's kind of even a play into the, getting in shape.
49:43
Right.
49:44
Oh, perfect.
49:45
And so my headbands, which I don't have, we'll get a video, we'll do something at the
49:48
show with it.
49:49
Yeah.
49:50
But getting in shape.
49:51
Have you done the clips of you working out yet?
49:52
Like with the whole getting in shape thing?
49:53
No one wants to see it work.
49:54
Yes.
49:55
Come on.
49:56
Just 30 seconds.
49:57
Oh, just a shot of you walking into the gym and proof that you're doing it.
49:59
I do have a cool video of you at me walking into the gym.
50:02
I do have that.
50:03
Perfect.
50:04
So we did.
50:05
We follow that journey.
50:06
I think that's the other thing, too, is like people like to follow a journey, right?
50:09
The whole giving up drinking, 75 hard, whatever it is, you know, people like to follow that.
50:13
So I listen, and by the way, I'm somebody who can relate to that as well, because that's
50:17
a big part of my life.
50:18
And years ago, I was a little bit overweight and kind of made some decisions to make those
50:22
changes.
50:23
And now it's just a lifestyle thing, right?
50:26
But a lot of people, as I'm sure you know, sometimes need that inspiration or that motivation
50:32
to just be like, well, damn it, freaking Scott's doing it.
50:34
I'm going to do it, too.
50:35
Right.
50:36
Yeah.
50:37
A lot of people reach out when I've shared my stuff about it.
50:38
Yep.
50:39
All right.
50:40
People in order to do go check out shape, set shape.com and make sure you follow Scott on
50:44
all the socials.
50:45
Appreciate you being here, man.
50:46
Such an honor.
50:47
2018.
50:48
I've been listening to your show.
50:49
I think we didn't talk about that.
50:50
I was on a plane searching for podcasts to listen to because I was on a plane all the
50:54
time.
50:55
Mm hmm.
50:56
First things comes up.
50:57
Listen to it.
50:58
I'm like, oh, this is it.
50:59
Listen to it all year long.
51:00
2018.
51:01
Wow.
51:02
Yeah.
51:03
That goes back quite a ways.
51:04
Yeah.
51:05
I was just looking the other day.
51:06
My first episode was January 2016.
51:07
Wow.
51:08
That's amazing.
51:09
We've been here for a minute.
51:10
Um, anyway, man.
51:11
Fantastic.
51:12
Thanks so much.
51:13
Such an honor.
51:14
Yeah.
51:15
I know we're going to go to the mastermind summit and continue to hang out there.
51:16
But listeners, you know what to do.
51:17
If you like this episode, hey, leave a link, leave a review in the link below.
51:21
And we'll see you on the next one.
51:22
Bye for now.
51:23
Thanks, yeah.
51:24
Yeah.