Latest / Mortgage Marketing Radio / Ep #58: The Most Amazing Way to Create Instant Value for REALTORS

Transcript

Ep #58: The Most Amazing Way to Create Instant Value for REALTORS · Mortgage Marketing Radio

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In today's highly competitive mortgage industry, building profitable relationships with
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the real estate agents is essential for success.
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However, finding effective ways to secure agent relationships can be a challenge.
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With so many mortgage loan originators vying for the attention of real estate agents, it
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can be difficult to stand out and establish meaningful connections.
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Our new case study featuring loan officer Chris Cogill is a must-read.
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Chris has closed a remarkable 36 million in funded loans from agent referrals.
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And in this case study, he shares his proven strategies for building strong relationships
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with real estate agents and leveraging those relationships to drive more business.
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To get your hands on this resource, head over to LOKestudy.com and download your free copy
0:45
of the case study today.
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You'll find actionable insights and practical tips that Chris used to close 36 million
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in funded loans from agent referrals and how you can too.
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Don't miss out.
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Go check it out right now, visit LOKestudy.com and download your free copy today.
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Hey listeners, welcome to this episode of Mortgage Marketing Radio.
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So glad you're here, so glad you tuned in and this episode we're doing something a little
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unique that I've been adding lately and that is including both an audio and video portion
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of the episode.
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And that's because it's important that you see, visually, what we've got to share with
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you this week from our special guest.
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But before I get into that, a friendly reminder for you loyal listeners, are you looking
2:02
to get yourself a free mortgage marketing radio teacher?
2:06
You want some mortgage marketing radio swag?
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Hey, I would love to communicate with you.
2:12
So if you are interested in a free, cool teacher that's got the mortgage marketing radio
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logo on it, it's soft, it's plush, it's really cool to wear, people are going to notice
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and go, hey, you're a mortgage marketing radio follower, me too.
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So when you're out and about, if you want to get one of those teachers, here's how you
2:28
do it.
2:29
Just leave us a review on iTunes, right?
2:30
Go over on the iTunes, just leave us a rating, a review, a comment, that would be wonderful.
2:34
What you're getting out of the episodes, how you're liking them, love to have that feedback
2:38
from you.
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And once you do that, to qualify, be entered into a drawing every week for a free teacher,
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just send me an email.
2:46
And the email is info at mortgagemarketinginstitute.com.
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Once again, send me an email, info at mortgagemarketinginstitute.com.
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Send me your name and your address, and you will be put into a drawing every week to give
3:02
a free teacher away every single week.
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So how's that for cool, right?
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All right, so just do that, and that's just me giving back the love to you for giving
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us props on the podcast.
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Okay?
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All right, into this week's episode, man, I am thrilled to bring to you my very special
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guest, Wasal Cotter.
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Wasal, right?
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Wasal is the COO and co-owner at listreports.com.
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If you heard of list reports, if you have it, you're going to love this.
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And listen, how often do you, as a loan officer, are you looking for like magic bullets, you
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know?
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If there is such a thing, which we all know there isn't.
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You're looking for that unique value proposition, you're looking for a way to grab the attention
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of agents and possibly even amaze agents with value that you can bring them, that attracts
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them to work with you as it compared to, you know, another loan officer in town.
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So there's obviously different ways to do that.
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One of the core ways that we definitely believe you should be doing that is teaching
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agent classes.
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So if you haven't yet checked out, getpowerfulpresentations.com.
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Do that.
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That's one way.
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And my special guest list report, it's a perfect marriage of teaching agent classes because
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classes, of course, a live class in front of agents is a wonderful platform to introduce
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something like list reports.
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What is list reports?
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Man, oh man, I'm telling you.
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It's everything you need to be able to amaze agents in terms of helping them with their
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marketing and their lead capture and their brand representation in their local market.
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Let me give you an example of what's included in list reports.
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How about open house and promotional flyers, single property websites, customized property
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reports, just listed and recently sold text alerts that look beautiful.
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Neighborhood infographics that include things like, hey, they're a Starbucks.
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What's the school rating?
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The local parks and activities and gyms and things like that, right?
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What to do in that local community?
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How about this?
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This is cool signwriters, custom, cool looking professional signwriters with text and option
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on that.
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Oh, by the way, how about a open house sign-in cheat that doesn't require somebody to
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submit their info if you don't want, right?
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Simply offer them a text option.
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Want to get all the info on the property, just text to this number when it's keyword
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and both you and the agent get updated, get put into the system, get automatic follow-up,
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etc.
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This goes on and on here, Facebook fast blasts, something that they have where you can
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easily create a listing, take a listing, an open house, a just sold listing, anything
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you want, and easily create a cool looking, professional looking Facebook post that's
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ready to go and be promoted across social media.
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You want to help agents with pre-listing presentations, help them close and capture
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more listings, by the way, for those of you alone officers who struggle with how do I
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value those two listing agents when they say, I'm just a listing agent, well, hey, this
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is one way to do that.
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How about if I could share with you some quality info graphics that are going to add value
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to your pre-listing presentation?
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I mean, though this goes on and on here, but here's the thing that I love about list
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reports.
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Number one, it is dad-gum simple.
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I mean, you and I, we've all seen in her about software that's supposed to be the holy
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growl and it really lives up to that promise, right?
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And secondly, sometimes the quality of the output of that, whether it's the flyers or
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the single property websites have certain limitations, maybe the images aren't as professional
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don't look very modern.
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Well, list reports have solved both of those as far as I'm concerned when what's all
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showed me the demo of list reports and how easy it is with a few clicks to instantly
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create.
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Not just one thing, but everything pretty much I just named to you with a click of a button
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it's going to produce all these materials for the agents that you choose to, right?
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Talk about efficient, talk about wow factor, I was blown away when I saw it.
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So that's why I'm so thrilled to bring you guys list reports today because as a loan
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officer, I know it's about, you know, it's not or about rates and, you know, the fact
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that we can close in six minutes and things like that.
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That's all relative and important, but how do we really capture an agent's attention?
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Right, we need a strong value proposition.
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And I think list reports helps with that in a very, very, very effective way.
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So I encourage you to both listen to the podcast, right?
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And then when you get a moment, go on over and check out the visual demo of this at, here's
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the address, go check it out, mortgagemarketinginstitute.com forward slash 58, by the way, I'll put a link
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on the show notes and all that.
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So if you're listening on your phone, on a podcast app, you can simply click the link
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over there from your mobile phone and go west and video as well.
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So at the end of this, what do I want you to do?
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I want you to check out listreports.com and see if it doesn't excite you like it's excited
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me phenomenally.
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So without further ado, let's get into this week's show.
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Hey listeners, welcome to this episode of mortgage marketing radio.
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So glad you're here as I am every week.
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And this week we're doing something a little bit different in that we're doing both an
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audio version and a video version.
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So if you're listening to this, as you normally do on the podcast, iTunes, Stitcher, just
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know that we're going to be doing a demo here of this awesome tool called list reports.
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And if you want to actually visually see it, I'm going to put links in the show notes so
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you can go watch this video.
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It's going to be on the blog and it'll be on YouTube as well, but I just want to let
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you know that.
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So I'm so excited and thrilled to bring list reports to you here today.
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I'm not sure if you've heard of it or not, but you know, my goal is to bring you tools
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and resources that help you be more successful in your business.
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And I was recently attending the Todd Duncan Sales Mastery event and had the opportunity
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to have a wonderful conversation with my special guest.
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And I was literally blown away by the value and the pain of disconnect.
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When you're looking to partner with real estate agents, add value and really create something
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meaningful, move beyond the vendor relationship and move to a partner relationship.
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I saw list reports as a fantastic way to do that.
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So I wanted to bring my guest on, so she could walk us through what list reports is all
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about, show you what it looks like in the dashboard and then talk through, you know, how do
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we make this work, you know, in our local markets to really capture the attention of agents
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and convert those to profitable referral partners.
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So without further ado, with Saul Cotter, welcome to the show.
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Hello.
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Thank you for having me, Jeff.
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This is really exciting.
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I like how high tech you are doing this whole podcast thing and screen share.
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It's exemplary and probably should be, since you're the leading coach for movement, so
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fantastic, fantastic.
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I'm very excited to do this.
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No, my pleasure.
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I'm excited to bring you up on the radar for, you know, all the local officers who are
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listeners and followers.
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So let's do this.
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Let's start with, you know, I meet you at an event, I go, hey, what's list reports?
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What do you do?
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Well, you couldn't get away from us, I think, about a minute, was that true?
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No, that's true.
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You're kind of small army.
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We said, well, our whole team, you know, we're a technology company, right?
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And we're, we don't get out much for behind our screens.
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And so to be at an event like that and to meet hundreds of our clients in person for
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the first time was so thrilling.
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And then to get, you know, new engagements with people like you was just super valuable
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for us.
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So we loved being there and getting a chance to actually share what we do with everyone
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since they really need help today.
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And Todd's, you know, Paduncan's purpose of that event was to help everyone find their
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breakthrough.
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And if you are not finding one with regards to scaling yourself and your business or
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helping your agents scale their business, you are missing the mark.
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And it's about to be 2018.
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I can't believe it's already October, but the reality is here.
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So we're trying to help everyone really understand what they can do through the end of, you know,
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the fourth quarter leading into a strong launch into next year.
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And, you know, because everyone rides the roller coaster around this time of year, right?
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So it's perfect timing to infuse a technology like ours into the day to day between a
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loan officer and a realtor to secure the agent relationship.
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So this is, you know, a platform that is made for the retail, purchase, focus, loan
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officer who lives on agent referral business.
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That's what we do.
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We don't disrupt it.
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We don't come in and attack and, you know, put fear into hearts of loan officers and
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realtors that they're losing their jobs, but there should be some fear there, right?
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And we don't want to be a part of the attack.
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We want to be a part of the empowerment in keeping these loan officers and agents that
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have worked so hard to get where they are today through Prash and through, you know, crazy
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times to keep them ahead of the change as opposed to trailing behind it, trying to compete
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with the internet.
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Hmm.
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Well said.
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Well said.
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Okay.
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So what really jumped out for me is, you know, when you think about the concept of, like
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you and I've talked about, loan officers, you know, we're always preaching they, you know,
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pay ad value to your lender relationship or to your realtor relationships.
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As a matter of fact, that came up in a training I did the other day, which a common thing
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that I hear, I'm sure you come across as well.
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As loan officers, you know, they meet this new agent and they're looking for, hey, how
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do I position myself uniquely differently, how do I add value?
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And then oftentimes there's that struggle in and of itself, but then there's after that
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first initial meeting, you know, loan officers struggle to quote, activate those relationships
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and engage those agents and write and earn a larger share of that agent's business.
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And so that's one of the things, first things that stands out for me when I look at list
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reports.
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Okay.
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I'm a new loan officer.
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I come to you and I, you know, it's obvious that I need to be more effective and successful
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in capturing, converting realtors to referral partners.
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How would list reports help you do that?
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Well, you need something new to talk about, right?
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Like all we talk about in lending is, you know, my race and my product and my service
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and then you kind of are relying on the rest of the relationship to, you know, for the
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agent to really like you, right?
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So you don't want to have your business resting on those particular factors because a lot
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of those are not in your control.
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You also may not want to do business with people who don't really like you, ultimately,
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that's not usually the best long-term fit for a scalable business, right?
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So what's the strategy that a loan officer should take when they're talking to a real
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estate agent?
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And so my opinion and our company's opinion is the strategy that an originator should
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use when they're forming their business, when they're really thinking through the long-term
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aspects of the activities that they do day to day should be, how do I help my agent?
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How do I actually help an agent do better, get more business and be more empowered through
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all this change?
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And that's the question that I want loan officers to ask more frequently and that we believe
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list reports can help them you do and ask better and add value to that agent in a really
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impactful way, not the usual, right?
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So what does that mean?
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The first thing that we are seeing just in hordes all over the country because we've
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about 60,000 real estate agents using our platform right now, about 7,000 loan officers
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across the nationals of these states using this.
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And what we're seeing is some very dramatic statistics that are important, right?
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So meeting an age of a real estate agent is mid-50, as same age as a loan officer in America
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actually, middle-50s, but more than 65% of the people who are buying homes right now
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in America are under the age of 38.
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And if you understand that major delta in age range, it's not just age range, it's communication
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style, it's social interaction style, there's a completely different way that you have to
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talk to today's constituents.
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And unfortunately, the real estate agents that are out there today haven't necessarily adapted
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to the change that's actually here with regards to the fact that these younger than 38 folks
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would rather text than call.
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They don't want to hear a voice mill anymore.
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There's a lot of statistical change that needs to be acknowledged because right now,
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the way our business works is, you know, a loan officer kind of sits there and says,
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okay, I need a referral, I need a referral.
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So they build a relationship with an agent and it's usually based on a couple of those,
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you know, factors I mentioned earlier and it's not really a deep-seated relationship.
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So they kind of sit there and wait for the agent to come and say, hey, loan officer,
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can you get my couple here pre-approved before I take them out this weekend?
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And at that moment in time, you're so excited, you have a big win, you've got someone
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to get pre-approved.
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But prior to that moment, you have no idea what your agents are doing or how they're
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generating their business or how effective they are at keeping the people that they've
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been exposed to along their normal activities of being a real estate agent like open houses,
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for example.
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In order for them to give you that one person in your hand and do a good job with it,
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they had to have lost another 50 before that person came to you.
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They could have kept a whole lot more of the people that they encounter if it weren't
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for the fact that that disparity in communication styles and just understanding the changes
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of the people that are actually looking for their help today, if they knew how powerful
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they could be in those opportunities they had with their clients, they would be so happy
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and they would be so grateful.
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So if you can be a loan officer that goes in and actually assists an agent in modernizing
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their business and helping them scale themselves with not a lot of extra work and not having
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to learn a whole lot of intimidating technology because you know, that's very well Jeff,
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like agents have dozens of tools that are being thrown at them and lots of loan officers
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competing for their business trying to offer them the next best thing.
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A lot of the time they don't work, they're disconnected, if they've cost money for an agent
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and they don't actually help the agent scale because there's too many hurdles.
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Learning curves, training requirements and that type of thing.
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So if the loan officer can be the reason the agent succeeds, of course the loan officer
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is going to gain from that after the agent does.
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And if you really put people first in this business and you can really add value to a relationship
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and that is really adding value, really helping them keep their job long term, if you look
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at it that way, you are now imperative to their business and integral to their success.
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And that's the position we as lenders in the industry should have and not this misleveraged
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relationship where we're always begging for business and we have to empower ourselves
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a little better.
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And the first way to do that in my opinion is to help the agent.
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Does that make sense?
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100% makes sense.
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You said a lot in there quite a lot and so I want to go to that, but do that as we navigate
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along.
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Kind of what you showed me when we sat down at the Todd Duncan Sales Mastery event because
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within like 10 minutes there, my hair was blown back, you know, where I'm like, oh my
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gosh, you're kidding me.
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It's this simple.
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So why don't you, if you could maybe kind of walk through a similar thing you did for
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me there just for those that are going to like the M.O. portion of this, that'd be cool.
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And then I'll probably bring some in or up to you, like crazy.
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So, you know, on the note of wanting to add value to real estate agents and then allowing
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the lender to be the hero that takes credit for a lot of that, right?
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We've automated property marketing for the real estate agent.
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So when you look at our system, although we have loan officers of customers and that's
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our clientele, we actually are here for agents.
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We make property marketing for their needs, whether it's on the buy side or the list
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side.
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And what we do is we automate it and we help the loan officer right along in that property
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marketing where they wouldn't have otherwise had exposure in a co-branded fashion that requires
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little to no effort on behalf of the loan officers.
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So for example, you know, our systems are easy as clicking the invite button and essentially
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asking anyone that you already know an agent that you already work with to pair with us
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in the system.
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You can give you an example.
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I could type in any agent in America here or user or not user.
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Let's just stick there in here and I could send him an invite.
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And when I send an invite, the agent simply accepts the invitation.
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These are of course agents you already know and work with.
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They accept it.
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When they do with the click of a button, they're automatically paired with real and officer
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using list reports.
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And that means that not only does the agent get their own login to list reports to go in
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and request marketing whenever they need it, but something has been triggered that is
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extremely impactful for both sides of the business called autopilot.
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And that invitation is paired and you have an agent paired in the system.
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The next time that agent has a listing, we find out about it because we're a very strong
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data aggregation service and we know about that listing first.
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We queue up an order for 25 pieces of marketing material that that agent's going to need to
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market that property.
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We co-brand the loan officer on it and we send it to the agent on behalf of the loan officer,
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but nobody has ordered it and nobody has requested it or done any work in order to get it.
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It's completely automated once that pairing is established.
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That is the first beautiful automation of the system that completely empowers a loan
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officer to work with a listing agent on their own listing.
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And you can believe when an agent's plug in and a listing and they're trying to put it
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into the MLS and they're starting to be going, the next thing on their mind is not, let
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me go order all of my marketing material.
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They struggle to get it done in time.
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It's very disconnected for them, but here you are and hour after their listing goes live
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and there's a delivery of all the marketing that the agent needs from the loan officer
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within moments of that listing happening.
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That's what this system does for the listing agent.
19:12
Yeah, and that sounds very powerful.
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25 pieces of marketing collateral.
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Can we take a look at some of that and what those look like?
19:18
We will.
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And the idea here is, you're sending them 25 pieces of stuff, right?
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They better be good stuff or it really still isn't very valuable.
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Well, I have to say, by the way, like I said, I'll be interrupting you, but I have a very
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I'm persnickety as far as quality goes and particularly when you're talking about image-related
19:37
stuff, flyers, graphics, websites, all that.
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And that's really one of the biggest things I noticed about the quality of the content
19:44
of marketing collateral you guys produce.
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So that's why I wanted to visually maybe show some of that.
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So those that are watching are like, oh my god, that's professional.
19:50
Absolutely.
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I'll show you what it looks like.
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So you can order a kit of marketing the same 25 pieces, whether it goes auto-piloted
19:57
out to your listing agents on their listing, you can do the same thing for a buyer's agent
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on any address in America.
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So the key here is you can basically click new list reports, put any property address
20:07
in America, and any agent's name in America, whether it's that agent's listing or it's
20:11
just another agent representing someone, there are no holds barred here.
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Quick question.
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Can I do this without having invited the agent?
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That is absolutely correct.
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Okay.
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And this is a very strong prospecting tool for that reason.
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They don't know that you've gotten this prepared for them and proactively are helping
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them until you deliver it to them.
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But it's so simple.
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You plug in address in, you pick the address, you pick the agent out of the pool of agents
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that you can, and you can do some customizations here, maybe this agent, the Keller Williams
20:38
agent, and they really appreciate black and reds on their color palette.
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We can just go ahead and select that here.
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You just click the submit button, okay?
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One hour later, one business hour later.
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That entire kit of 25 pieces is going to be done and ready to be delivered.
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This is the same process as the auto-pilot function, which automatically says that when
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we know a listing agent has a listing, but this is a processing button.
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It turns blue when it's time to view.
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Let me show you what comes back in the kit when we're blue here.
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And of course, notifications are flying out to you that things are done or things have
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been ordered.
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This kit is comprehensive.
21:09
It's a digital marketing kit, so it's everything that we know an agent will need to market
21:13
this property on any part of the life cycle of that transaction.
21:17
So single property website, open house flyer, and open house sign-in sheets, the just listed
21:22
just sold in escrow collateral.
21:24
There's even a pre-listing presentation we generate in case a loan officer wants to
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assist an agent in earning a listing, and they want to plug in an address that someone's
21:31
prospecting on.
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There's everything they could possibly need.
21:34
A report for a buyer that shows an information about the home, sign writers with reusable
21:38
short codes that are text-friendly, postcards of all sizes.
21:43
Let me show you the collateral.
21:44
This is a phenomenal amount of collateral, and it's so easy to share it with clicks of
21:47
buttons to push it out to Facebook, Twitter, and like, let's show you an example.
21:51
So the single property website is mobile-friendly, and it's mobile first, because, guys, 80
21:58
percent of home shopping is happening on a mobile device today, so unless you have an
22:02
ability for a consumer to look at something in a friendly fashion like this resizable
22:07
web-based mobile-based, then you're missing out because it needs to work on a phone.
22:11
So this is a single property website that gets generated in every kit, and it's nice
22:14
and touch-taps quite friendly, but this button here is really key, and I'm going to show
22:19
you why.
22:20
In our material, it's not just stuff that you get ready to print.
22:24
The key piece of collateral you see here is laden with a text-to-lead capture code that
22:28
is specific to this agent and this property, and in fact, the agents in our system can pick
22:33
their own code.
22:35
So it's Monica, one of her own codes.
22:36
She could say, homes by Monica, or Monica cells, for example.
22:40
And that would then be the code that lives on all of her marketing kits every time she orders
22:44
one moving forward.
22:45
So their own vanity code is really important for their branding, and when someone sees
22:48
that code on any of our material, for example, here's an open-house flyer.
22:52
This is the number one most utilized open-house flyer in America right now.
22:55
We're making this thing on 20% of all active listings in the country each month, over
23:00
around the country.
23:01
So people are seeing this in a lot of open houses.
23:04
And what's on the back of this open-fire here, the open-house flyer, is the infographics
23:08
that we're very well known for, which is a data aggregation of bouts in neighborhood.
23:13
So buyers care about the house.
23:15
They want the home.
23:16
They want to know the neighborhood, the area of the home, and they kind of have to get
23:19
a realtor to get the house, and they kind of have to get a loan officer to give them
23:21
a loan, right?
23:22
But if you can be, in a loan officer's side of the business, closer to helping that buyer
23:26
get the house, you're really valuable.
23:28
So we put the text to lead capture code on all the material to encourage people to text,
23:32
and we provide them these infographics to really make them want to.
23:35
And this is where we're really striking the heart of the active shopping home buyer right
23:39
now, and engaging in the way that they like to be communicated with.
23:41
So when they text this code, what happens instantly is the single-prop-critic website arrives
23:47
to their mobile device.
23:48
So they text it, and a single return happens with this beautiful website.
23:52
And of course, the loan officer is co-branded on all of this, and the agent is co-branded
23:56
on all of this.
23:57
And when that person text that code, and we get them back to single-prop-critic website,
24:01
the loan officer and the agent have essentially captured a lead in live time as the result
24:06
of that action being taken.
24:07
And you're going to get a notification that's going to come into your dashboard.
24:10
You can actually talk to this person who said, I'm interested in one, two, one, doon
24:15
lane.
24:16
And you can actually talk to them instantly when they tell you they're raising their hand
24:18
that they're interested in this particular home.
24:21
And so those codes live everywhere, right?
24:22
The code lives on this thing, the signwriter that we give the agent, so that they put that
24:27
up in their open house, it lives on every postcard that's created in the system.
24:31
And all this material is cohesive for that reason is connected with that textually capture.
24:36
Here's an example of the signwriter file.
24:38
We give a couple different options, and they can take colors as they like to use with
24:42
their own custom code if they want.
24:44
There's postcards.
24:45
Here's an example of what they look like.
24:46
We give you all of them in one go because we don't know which ones they want to use.
24:49
Open house just listed a blank one in escrow.
24:52
These are all things that agents already use, but they have to go to a great length to
24:56
get or have to pay for in other systems that they're working with.
25:01
And usually they get their single property websites here, buyers there, signwriters there.
25:05
By using this, they push a button and they get everything at once within an hour, and
25:09
it's cohesive and actually captures leads for them.
25:12
And of course, loan officer shares in that win.
25:15
So there's some of the examples of the materials and the capture function here.
25:19
And then those infot graphics are going to live on every single piece of this.
25:23
And this is where buyers just love the product as well.
25:26
And they demand it from the agents, and of course from the agent, ones that they come
25:29
to the loan officer to work with them on it.
25:31
This is a convenience report.
25:32
It shows the nine most common services that matter to an actively shopping home buyer
25:36
right now.
25:37
Coffee, grocery, cleaners.
25:39
Let's pause on that first one.
25:41
Let's pause on those things.
25:43
Because I don't want to overlook how that actually important and valuable that is, because
25:47
as you well know, right, what's our differentiation in the market?
25:50
It's our customer experience.
25:52
And if you bring those visuals back up, the kind of the area, cool things, the Starbucks
25:56
Visual, if you will, that's like you alluded to earlier, it's like, so the housing information
26:02
is one thing.
26:03
And particularly when you're talking about like the first time home buyers are younger
26:05
crowd, they want to understand everybody wants to know what's it like to live in that
26:08
neighborhood, that area.
26:10
So that's one of the things I'd love to about your visuals.
26:12
Number one, they're like instantly created.
26:14
So we're making it so daggdom easy for these agents.
26:18
But I mean, think about the value that that's offering because agents know that they need
26:22
to sell the neighborhood.
26:23
But to your point, they've struggled to do so because up till now, it's been so fragmented
26:27
and disconnected, how they connect all those dots and represent one single solution, you
26:33
know, one presentation, if you will, that has it all.
26:36
And that's what's cool about your stuff is it's got like the school report.
26:39
It's got the area report.
26:41
So you guys are just dynamically populating in the closest Starbucks, the CVS store, the
26:47
parks and the record.
26:49
Oh my gosh.
26:50
That's like amazing.
26:51
This is a food report too.
26:53
You know, people care about the livelihood of the neighborhood, right?
26:56
If it's happening, if it's lively or if it's calm, if people have different preferences,
27:00
they really can't tell that anywhere.
27:02
So when they aggregate this data and they digest this, you can kind of get a feel for
27:06
the neighborhood.
27:07
You can see there's 337 restaurants with a four-star rating on Yelp or higher within miles
27:11
by miles of this home.
27:12
This is obviously a very happening area.
27:14
They can kind of get a feel for that here.
27:16
And they can also check out the school's ratings for this actual area.
27:19
This is pulling in actual school data from this area, private school, charter schools,
27:23
elementary, middle and high that are associated with particular districts and the real school
27:27
rating there.
27:28
So buyers that look at this are fascinated and they continue to ask for more information
27:32
after they see this.
27:33
And of course, the real estate agents in Linder are the heroes of the one delivering this
27:37
to the client.
27:39
And it's passive, right?
27:40
People text, they want information.
27:41
That means the leaders are geniuses.
27:42
You can be generated or not looky-loo leads, which is to call through 100 to get one.
27:47
These are just someone who says, I want this house.
27:49
I'm interested in this home.
27:50
And that's the first time really in industry that a loan officer has exposure to that type
27:54
of lead, which is the moment that an agent has exposure to it for the first time as well.
27:59
So that, moving that L.O. as early as possible in the sales funnel to actually provide support
28:05
to the agent to keep more of those clients interested and therefore both of you will get
28:09
more transactions is not a novel idea.
28:11
But there's just not been a lot of technology that fits in that space, but this is what
28:15
that does, helps the agent, helps the loan officer.
28:18
And we could go through use case all day long, but there's just so many sales strategies
28:23
that realtors are utilizing because of those infographics.
28:26
And they pull up and people love posting in their open houses, for example.
28:29
They put a board up front that shows the neighborhood infographics, and then what they're
28:33
starting to do, Jeff, is not even put open house flyers in the house because they know
28:36
people will text much more than they're willing to give you their personal information
28:39
on the sign-in sheet.
28:40
The agents use the go green fire.
28:42
They pull it out, they say, hey, instead of forcing everyone to take a printed piece of
28:47
paper and kill trees, they say, hey, we're going green, we post one of these flyers at
28:51
the front of the house.
28:52
We post one on the maybe the bathroom mirror in an open house.
28:54
And then they put the sign-writer in the front yard.
28:57
And when a buyer arrives at the open house, the agent is now learning to say, hey, you
29:00
know, the homeowner asks what you sign in today.
29:02
But in order to do that, all you have to do is text with code, and we're going to go
29:04
ahead and give you back all that information on your phone, you need about the house, and
29:08
I don't need any more information from you.
29:09
And the buyers are like, well, sure, that's how I communicate, of course, that's fine.
29:12
That's much easier for me than riding all this information that sometimes ends up being
29:16
false anyway on the sign-in sheet.
29:18
And essentially, every person that walks through the home that texts this code is also being
29:21
shared with the loan officer, loan officers are not even present at an open house.
29:24
You can see how that can add a tremendous amount of value to the loan officer and the
29:28
agent.
29:29
So that lead capture function is critical.
29:32
And then, you know, the agent struggles just up to find the next thing to talk about with
29:36
their client, which is why the follow-up after the open house or the first meeting with
29:40
that person is very difficult to maintain.
29:42
That's where we do whatever we leave.
29:44
So they direct people to click a button here when they already have it on their phone,
29:48
to go do their home search beyond this particular open house.
29:51
It's now be by its house, they're open house, they buy, you know, they look at 10 to 12
29:55
and then they end up on one.
29:56
If an agent can provide that search environment to a buyer in a non-offensive, non-annoying way
30:01
where they're not getting 20 emails a day and they're not required to download an app
30:05
and remember a password and all those different roadblocks to the active shopping home buyer
30:10
experiencing something very delightful, then you're going to win.
30:14
And that's also what lives behind the system.
30:16
So floating in the background is an entire beautiful buyer search environment that allows
30:20
people to really step preferences in the way they want to.
30:23
And I've lived in Irvine, doing Irvine here.
30:25
And I go through and step preferences as a consumer, you know, the boring, too bad, too
30:30
bad, drop down process is not going to do it for me.
30:33
I'd rather, because I'm doing it on my phone, right?
30:35
School's are important to me.
30:37
I want to touch and tap it in twice and this is so much more friendly.
30:40
But the real point of the home search that lives behind all of these websites and digital
30:44
laterals is the idea that when they're going through this process, we want them to get
30:49
enrolled in a follow-up of some sort.
30:51
So the agent and loan officer don't have to be 100% responsible for the manual outreach
30:56
to clients, right?
30:57
So when they go through this beautiful home search process, we match them against properties
31:02
a little bit like a dating website with a match for against the listings and their preferences.
31:06
We take a look at it and the great things with the agent and loan officer is that no
31:10
one else is branded here.
31:11
They cannot find a way to click off and end up on Regpin or Zillow or truly or realtor.com
31:17
and get lost away and sell off as a lead elsewhere.
31:19
There's nowhere else for them to go.
31:21
We add an overwhelming amount of values here for buyers to see what's going on and the
31:25
loan officer and agent get all of the credit.
31:28
And they're sitting here for this entire ride and once people get captured in the system,
31:33
they click on the fizzless thing and we get a mobile number over to the loan officer
31:36
and agent.
31:37
They're also enrolled to receive a daily text message from the loan officer and agent
31:41
that they've not had to manually enroll them into.
31:45
That is a new listing to learn.
31:46
So every day when a buyer is shopping for a home, they're always obsessed with knowing
31:49
what's next on the market.
31:50
So we send them a beautiful image every day that's in the new homes that hit the market.
31:55
The information about the home with that amazing infographic that everyone loves condensed
31:59
with the dog parks and the schools in one place.
32:01
And we give some marketing space here to the loan officer and the agent.
32:06
They get to take credit for being the deliverer of this value to the customer at the same
32:10
time.
32:11
So this is very compelling.
32:12
95% open rate on a text message versus a 15% open rate on the email.
32:17
This is going to get in front of quite a few people.
32:20
That's phenomenal.
32:21
What type of alerts or anything reporting in terms of tracking engagement on clients?
32:28
Is there any of that?
32:30
Well, there's so much.
32:32
When people text these codes, you know, live activity, seed notifications happen.
32:37
They come right into here and shows you agents you're paired with are making reports on
32:41
it without you.
32:42
It shows you in that list things.
32:43
It shows you when a consumer accesses the search portal or when they favorite something
32:47
or when they share something with the spouse.
32:49
All the key critical points of information on the client's needs are shared with a loan
32:53
officer and agent in live time.
32:54
Then it comes to you in a daily email as well.
32:57
So very notification-heavy.
32:58
We even allow text notification if a loan officer wants to be alerted that frequently
33:02
on their phone.
33:04
And then managing your agent relationship is another thing that we really want a loan
33:08
officer to focus on because of securing them being so important right now where there's
33:12
a lot of competition.
33:14
There are twice as many loan officers hunting after agent referrals as there were a few
33:18
years ago and now that there are no more refinancing transactions that we can't be complacent
33:22
any longer.
33:23
So we allow loan officers to manage their agent relationships and make sure they remember
33:27
who they're working with.
33:28
They can follow agents without an agent's involvement and just kind of get notifications
33:32
of that agent's activity anytime they want.
33:35
And they can also prospect new agent relationships in the loan officer's portal which is key to
33:41
growing to this.
33:42
You want to get more out of your existing relationship by enrolling your agent into this.
33:46
So we also want to help grow business when a loan officer wants to prospect and we allow
33:50
them to do that using agent farms.
33:53
This is an active listing database.
33:55
So the loan officer can put in any zip code or city anywhere in the country.
34:00
And they can get lifetime information on what's going on in Irvine for example.
34:05
There's a 1960 total active listings right now.
34:07
The median price on them is $850,000 and this is the median days on market in this area.
34:12
I can sort this by us coming open houses and really see who needs help right now with
34:16
marketing.
34:17
I could see what looks like.
34:18
These guys have a deal with this open house tomorrow it looks like.
34:22
Yeah I want to step in and work with them but how do I decide where I want to spend my
34:26
time and what I want to do.
34:27
I actually have to really be discerning when I'm deciding how many new relationships I want
34:32
to go after because we don't want a bunch of smaller relationships or not very lucrative
34:37
relationships because you can't scale that.
34:39
You can't scale.
34:40
You have to really keep the highest and best partners for your business or scale in your
34:44
mind.
34:45
So how do we do that?
34:46
We need to see their activity.
34:48
Their activity is mirroring hours and it looks like Michael here has a phenomenal amount
34:52
of activity.
34:53
He's done 45 list side transactions in the last year.
34:56
He has 12 active listings right now.
34:58
When he has one it's almost $1 million so maybe I really want to work with Michael.
35:02
I can take a look at this and I see he's got this open house right here.
35:05
Maybe I want to go ahead and order a report for him.
35:08
I can do that anytime I want to.
35:10
I can go on any of these records and order a new list report to assist him and deliver
35:14
to them without their involvement.
35:17
Anytime I want I just list the listing records for this open house is upcoming.
35:20
He's done 33 deals.
35:21
This is great.
35:22
I think he might be worth me reaching out to and seeing if I can support creating a
35:26
list report.
35:27
Pulls in all the data.
35:28
Make sure it looks good.
35:29
Oh, by the way, it's Realty One Group.
35:30
You might like black and gold.
35:31
So we can actually customize this to the Realty One Group color palette and we also know
35:36
that he has an open house tomorrow so I can go ahead and put the open house times on
35:39
his flyer forum.
35:40
This is all before you've been delivered to him.
35:41
This is extremely compelling to them.
35:43
They get a kit of marketing from a loan officer that has actual stuff they can use instantly.
35:49
They're going to use it because they do not have anything better than those infographics.
35:53
They could not have gotten all that data together on their own.
35:56
So a loan officer gets to come in and save the day here with a click button done in an hour.
36:01
And when it's done, they click another button to deliver to the agent in a very delightful
36:04
way for adoption.
36:06
So they open a record.
36:08
They can click the send offer button and it's delivering that entire kit to the agent
36:13
with one button and I already sent this announcement to this gentleman.
36:16
So this is the most savvy way to deliver marketing in a way to a customer.
36:21
And just to remind everybody, if I'm correct on this is you can do everything you just showed
36:25
without having first invited the agent to be part of the platform.
36:28
Right.
36:29
Right.
36:30
This is a prospecting tool.
36:31
Exactly.
36:32
Exactly.
36:33
This is the time deciding that you want to work with Albert, right?
36:34
So.
36:35
Well, Mark about a lot of accompanying conversation.
36:37
Talk about setting up the warm call.
36:40
You know, hey, Albert, I'm just calling to make sure you got your, you know, your listing
36:45
kit from me that includes your open house flyer happening this Saturday from one to four.
36:49
Your neighborhood reports, your school report, I just want to make sure you got all that.
36:53
What?
36:54
Well, you know what?
36:55
I think it, we talk a lot of high trust that Todd Duncan, right, where you have to build
37:00
a relationship in the way that works naturally for you, but that also is acceptable to the client
37:05
you're working with, right?
37:06
Everyone's different.
37:07
And I'll tell you some of the most successful top producers that use our platform actually
37:12
send Facebook messages first once they're prospecting an agent using what's reports.
37:16
They've had phenomenal success because when you send something cold to anybody who doesn't
37:20
know you, obviously, they're going to have skepticism, you know, skepticism.
37:23
Maybe they think you're spam, maybe they're trying to, they think you're trying to charge
37:26
in something or going 50, 50 on something, which because everyone's so scared of compliance
37:29
now and they're really as anything else out there you can come with, it's actually free
37:33
for an agent, which is one of our magic tricks here.
37:36
But when he gets that, he needs to know who you are, right?
37:38
And a phone call in this is maybe not always going to do that for you, but a Facebook profile
37:43
is a pretty legitimate way to validate somebody in the industry.
37:46
So we've seen a solid success with the Facebook message and says, hey, I sent you everything
37:51
you're going to need this weekend, you know, use it.
37:53
You don't have to use it.
37:54
But I guarantee it.
37:55
If you lay that open house, flyer out at that open house, it's going to get picked up
37:57
five times as often as the one that they already had created on their own.
38:01
And just, it challenged them to try that out.
38:03
And that's how we've actually started growing the product.
38:05
Give it to the agents and they would sit there and say, sure, I'll set yours out here
38:08
on the table next to mine.
38:09
And at the end of the day, the list of support staff was gone.
38:12
The one that they had printed was still there and they wasted money on it and they started
38:16
using this product.
38:17
So there's a way to do that effectively.
38:20
Okay.
38:21
So you touched on something, which I know some people it caught their attention.
38:24
It's hard to do something, you know, compliance wise that where you don't have to charge the
38:29
agents.
38:30
So what's your magic there?
38:31
How does this not cost the agents anything?
38:33
The magic there is we are a software service company, a SaaS technology company and there's
38:39
a lot of models and technology that work very well for scale.
38:43
And our model was why don't we make really compelling marketing that adds value to the industry
38:48
that helps this industry, both industries, real estate and mortgage lending really stay
38:53
modern with the times.
38:55
And the way to do that and to get mass proliferation is to offer something for free.
38:59
So the marketing materials in our systems are actually free.
39:02
They are not considered a thing of value.
39:04
The postcards, the flyers, the single property website.
39:07
What loan officers pay list reports for is a series of data services and notifications
39:13
and a platform that allows people to work with agents effectively, manage those relationships,
39:17
scale those relationships and understand their partners and the market that they work
39:21
in, right?
39:22
That part of the service is not available to the agents and the agent portal.
39:26
The agents get the benefit of all the marketing materials for free.
39:30
And so the ability to not place a thing of value on the actual marketing materials themselves
39:34
has allowed us to scale completely and a lot of our lending partners have gone through
39:38
multiple audits and have passed with flying colors using our model.
39:42
And so we're very confident in this idea that we continue to make really compelling items
39:48
that a real estate agent can adopt with no charge.
39:51
And we allow the loan officer to co-brand on those materials and gain access to an exposure
39:56
to clients to help an agent using our platform.
39:58
You can't lose.
39:59
And so, you know, grown dramatically in our companies, not even three years old.
40:03
We're celebrating our three-year anniversary at the end of this month.
40:05
And that's phenomenal success with this particular compliance model, with this growing very
40:10
quickly.
40:11
Well, I can see why.
40:12
It's just because number one, you've made it so simple and easy.
40:15
Number two, it's just the quality and the breadth and depth of the, you know, the total
40:21
package you're presenting is far and above pretty much anything else I've seen out there,
40:26
which is why, like I said, my hair is still blown back from that original kind of overview.
40:32
I mean, believe me, I live and breathe it every day.
40:34
It's like helping out those, right, succeed with agents.
40:36
And I just see this as a phenomenal tool to stand apart and just add more value.
40:41
It was really what it comes down to because ultimately that's what's going to keep our
40:45
relationship solid with the agents.
40:46
That's what we're going to keep them loyal is, you know, if we're adding more value, if
40:49
we're a key part of their business success and not just a vendor, if you're delivering
40:53
an awesome, realtor experience, man, sky's the limit.
40:58
So, great.
40:59
You know, another note, Jeff, on that point, really quick, there's an issue that we have
41:04
to say.
41:05
You know, we have so many options and tools and things we can use in marketing this and
41:08
marketing that.
41:09
The issue is now, if you're using a technology that causes you to have to learn a whole
41:14
lot and take extra time out of your day and change your behaviors and your common practices
41:19
and the way that you already operate, it's not really the best technology.
41:23
Technology is supposed to scale you.
41:24
It is supposed to take those minutes that you spend in the day and reduce them.
41:28
It is supposed to take the impact as a result of those activity and increase them, right?
41:32
Like that is what true technology in a real solution should be doing for a loan officer
41:36
in a real estate agent.
41:37
Unfortunately, the tools that we've had for the industry to use for the last 10 years
41:41
have not followed that philosophy.
41:43
And I believe at the core of it, the reason why is we've just been so busy in the last
41:46
10 years, dealing with regulation after the crash and dealing with compliance and just
41:50
trying to, you know, figure out the grid and figure out the closures.
41:53
It's very hard to innovate when you're off against what we're up against.
41:56
So, we're taking that responsibility and we're adding that type of value now, that's the
42:01
industry, in order to help actually scale an individual loan officer's business and not
42:07
add to their place.
42:08
So, customer success is a focus for us.
42:10
That means when you put the invite button for an agent or when the loan officer signs
42:13
up, our team is just all over helping the agents get value of the system, training the
42:19
agents, making sure they have their fill strategies in place.
42:22
They're door knocking techniques and open house domination techniques.
42:25
We do that training for the agents on behalf of the loan officers to really lift that burden
42:30
off of them.
42:31
You don't want an agent coming back to you and saying, hey, can you change my picture?
42:34
Can you add free Starbucks gift card to my open house splire?
42:37
We will do those things so the loan officer can do what they're best at, which is building
42:41
relationships and growing their business.
42:43
So, that is the real point behind technology.
42:45
That's our philosophy there and that's how this works.
42:48
I think that that's the big, the last key point I want to make is if you have to relearn
42:52
or learn a new technology.
42:53
If you have to really massively change habits or behavior, that's where you run into issues.
42:58
And that's what I've seen with a lot of other platforms out there.
43:00
And through just what you've shown here, it's push button simple, and I'm not overselling
43:04
that.
43:05
It really is.
43:07
So, I'm a big fan and listeners, let's see, where should they go to learn more, listreports.com,
43:14
right?
43:15
They should just go to listreports.com and go visit our main website.
43:18
There's a bunch of buttons there that get you to look at demo with one of our representatives
43:23
like talk to us.
43:24
We'll talk to you through your business, whether you're consumer direct or you've not
43:27
been in retail for a long or you're new or you're a top-producing panel branch manager.
43:32
There's a system that scales for any type of business for a loan officer if you want
43:35
to work with real estate agents on purchase referrals.
43:38
So, listreports.com, click any of the buttons, you'll end up with someone on our team.
43:43
We all sit together here in a cute little investor office in the old town orange and orange
43:47
county.
43:48
So, we're all here together and can help anytime.
43:50
That is awesome.
43:51
So, definitely check out listreports.com, go to the page, do a demo, dig in, and add this
43:58
to your repertoire of how you're going to capture and convert real estate agents.
44:01
And so, if you're listening to this, you haven't watched the demo that we did real quickly,
44:05
go to the website blog.
44:06
There'll be links in the show now.
44:07
It's for you to do that to the YouTube as well and just take a look at the quality
44:11
of the content they're producing.
44:12
So, hey, I know you got a jump.
44:14
I got a jump and all I can say is thanks so much for making time today.
44:17
We really appreciate it.
44:18
Thank you so much for having us.
44:19
We're a really, really big fan now and we're going to have to tune in a little bit more
44:23
frequently.
44:24
I think so.
44:25
Absolutely.
44:26
We have a new fan because I'm a fan of yours.
44:28
So, listeners, hey, thanks so much for tuning in.
44:30
Thank you.
44:31
You're welcome.
44:32
Thanks for tuning in, listeners.
44:33
Hey, if you like today's episode, go check out listreports.com, but also remember, hey,
44:37
subscribe, leave us a review, and I'm so glad you took on from your day to join us.
44:41
And as always, I appreciate you.
44:43
We will see you on the next episode.
44:45
Bye for now.
44:46
Thanks for listening to Mortgage Marketing Radio.
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One more truth in Mortgage Marketing, get more free training and resources at Mortgage
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