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How This Mortgage Broker is Growing Her Business with Facebook Live With Jenel Poole · Mortgage Marketing Radio

0:00
In today's highly competitive mortgage industry, building profitable relationships with
0:04
the real estate agents is essential for success.
0:06
However, finding effective ways to secure agent relationships can be a challenge.
0:11
With so many mortgage loan originators vying for the attention of real estate agents, it
0:15
can be difficult to stand out and establish meaningful connections.
0:20
Our new case study featuring loan officer Chris Cogill is a must-read.
0:25
Chris has closed a remarkable 36 million in funded loans from agent referrals.
0:31
And in this case study, he shares his proven strategies for building strong relationships
0:34
with real estate agents and leveraging those relationships to drive more business.
0:39
To get your hands on this resource, head over to LOKestudy.com and download your free copy
0:45
of the case study today.
0:47
You'll find actionable insights and practical tips that Chris used to close 36 million
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0:56
Don't miss out.
0:57
Go check it out right now, visit LOKestudy.com and download your free copy today.
1:03
Hey, listeners, Jeff Zimford, thanks for tuning in to this episode of the Mortgage
1:12
Marketing Radio podcast.
1:14
As always, I'm thrilled you're here.
1:16
Hey, and by the way, just a quick reminder, if you're up for it, if you've got a second
1:20
and you're enjoying the content you get here, feel free to leave us a review wherever
1:23
you're listening to this on Apple, Spotify.
1:27
If you're watching this video on Facebook or YouTube, hey, just give me a shout out, leave
1:30
me a review.
1:31
I'd love to know that you're getting good results and you're enjoying the podcast.
1:36
That's what it's all about, making a difference for you.
1:38
Okay, so speaking of making a difference, you may have heard about the Mortgage Marketing
1:43
Pro membership.
1:44
What we've got in there is a community of elite mortgage professionals who come together
1:48
to expand and grow, get better at social media, personal branding, learn skills and tactics
1:54
to help them grow their audience, get attention and get clients in today's noisy world.
1:59
One of the ways we do that is by providing an educational platform of turnkey classes
2:03
that you teach over Zoom to drive awareness, conversations, and engagement with real estate
2:08
agents, pouring into them value, topics that include YouTube, Facebook marketing, Instagram,
2:14
business planning, et cetera.
2:16
If you want to learn more about that, hey, there's a link in the show notes, but you can
2:19
also go to Mortgage Marketing.pro forward slash join.
2:24
This episode we're bringing back the pro-member hot seat.
2:29
What does that mean?
2:30
It means every week in the pro-membership, we have a private small group coaching session
2:35
over Zoom.
2:36
We cover a lot of different topics, obviously, but oftentimes those members themselves are
2:40
bringing ideas and strategies to the conversation of which we're learning from and then
2:45
individually we're taking and applying in our local markets.
2:48
Today is an example of that.
2:50
Today, one of our Mortgage Marketing.pro members, Jenelle Poole, is unpacking how she's getting
2:57
thousands of views on her brand new weekly Facebook live show.
3:02
I'm going to put links to her pages, et cetera, in the show notes, but she's in the
3:07
minute-lantic part of the country and she or her business page on Facebook is minute-lantic
3:12
Mortgage Girl.
3:14
Literally about 20 or so days ago, she decided to bring back a live show that she had previously
3:20
been doing but hadn't done for, I think, about two years.
3:24
She calls it Love Where You Lift.
3:27
Some of you may have heard of this concept before, which is basically, you are a media
3:31
company.
3:32
Your back end is mortgage, but you're bringing attention and awareness, you're leveraging
3:37
a media platform to create awareness for yes, you, but actually, more importantly, something
3:43
that you're passionate about.
3:45
Jenelle refers to cause marketing.
3:47
We talk about cause marketing and Jenelle's passion is small business.
3:50
She loves entrepreneurs.
3:51
She's won herself.
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She's a Mortgage Broker, right?
3:54
What she decided to do was do a weekly live Facebook live show called Love Where You
3:58
Lift and feature local business owners, entrepreneurs, who are doing some cool things in her local
4:04
area.
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Well, it's taken off like gangbusters for her.
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A video she just posted yesterday already has over 4,000 views.
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So this is a live stream, right?
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It's a Facebook live.
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One that was done two weeks ago, she has nine, let me say here, 7,000 views.
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One that was done a week ago, she has 9,000 views.
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And all these are her featuring local businesses like Mike's Crab House or Treats by Zeats,
4:29
which is a doggie treat place, right, bakery, whatever you want to call it.
4:35
So what she did, you're going to hear on this episode, this podcast, you're going to hear
4:40
how she reached out to local small business owners in a private Facebook group in her local
4:44
area and got overwhelmed with people who said, yes, please come and interview me.
4:48
You're going to hear Jenelle unpack her process for how she prepares the small business owner,
4:53
for how she personally prepares herself, how she got over and got through her fear of
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being on video.
4:59
And then what it's led to for her, for business, and then we talk about some other way she
5:03
can leverage this.
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I mean, she repurposes the content over on Instagram, right?
5:07
She's building an incredible personal brand and awareness and already getting people asking
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her, hey, do you do refives, right?
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Are you in the mortgage business?
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Can you help me?
5:16
Right?
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And these are people that are coming to her without selling, without pitching, they're
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already liking her and trusting her.
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And this, folks, is how to be a modern mortgage originator today.
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Am I saying this right?
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This strategy is right for everyone?
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No.
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But I wanted to bring this conversation behind the scenes, peel back the curtain.
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So one, you can hear the types of conversations that we sometimes have in our mortgage marketing
5:38
pro membership.
5:39
And then two, if you're getting inspired by these ideas, well, then maybe you can start
5:43
to apply them in your own local area.
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So without further ado, let's get into this week's show.
5:51
Okay.
5:52
So here we are.
5:53
We're doing something different.
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These are our private members only group here today and we are putting one of our lovely
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members on the hot seat, Janelle pool, because you have brought back to life something that
6:04
you were doing in the past, which is a Facebook live show called Love Where You Live.
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And where, again, in the country, are you?
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I'm in Cecil County, Maryland, and that's between Philly and Baltimore.
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For those that are geographically challenged, thank you very much.
6:23
All right.
6:24
I'm going to bring up what I'm doing is for those that can't see it.
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If you happen to be listening to this, I'm bringing up Janelle's page.
6:28
She's the Mid-Atlantic Mortgage Girl.
6:31
So unpack this a little bit.
6:33
You used to do this show, Love Where You Live, right?
6:37
Well, we didn't call, I didn't call it anything.
6:40
Okay.
6:41
This, this Love Where You Live, my brain goes like, it never stops and it's, I'm creative.
6:49
I have like a creative side of my brain that's always like thinking about things like this.
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So it came to me as I was actually trying to come up with tags for Instagram.
7:00
I was like, let's try Love Where You Live as a good tag because I was trying to get
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underneath that like 10,000, that 10,000 tag number.
7:10
Right.
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So that one, I found it, like I was typing things in and I was like, oh my gosh, I love
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that.
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It's such, that's such a good thing for being in real estate and, you know, I love like
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little towns and stuff and that's kind of like the area where I live with, we, I'm in
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a county that has eight like small towns and then where I'm from, I'm from Delaware just
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over the line and Delaware similar as well, Delaware as a state is kind of like the
7:40
county.
7:41
Right.
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Because it's so small.
7:43
Okay.
7:44
So that's, that's the backstory.
7:46
Yeah.
7:47
But you had said you were doing this show live, it didn't have a name for, didn't have
7:50
a name then.
7:51
Yeah.
7:52
You're doing it and then stopped for a period of time.
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Two years, right?
7:55
Yeah.
7:56
So it was actually longer than I said last time because we started in August of 2017 and
8:03
went straight once a week with our live show all the way through the end of February of
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2018.
8:09
So it was like a good six months or so.
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We did like 26 in a row.
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And I have to say, it is like a second full time job like the, the preparation, the
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promotion, everything.
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I just happen to like love it.
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So it's, it's like a labor of love for me.
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So there's that.
8:28
Okay.
8:29
But you recently, yeah, you recently started it up again.
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How many, so we're in what September right now, when did you start it up this year?
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It was, we just finished our third show.
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Okay.
8:43
Okay.
8:44
So, so is it once a week, the show?
8:46
Once a week.
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It's the same, same day, same time every week.
8:50
Okay.
8:51
So it's two thirty on Thursdays and it just happened to fit because I'm very scheduled.
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So.
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Yes.
8:57
You know, if I can fit it in on like a third, whatever, then that's, that's how I manage
9:02
my schedule.
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And by the way, for you guys here that are with us watching right now, part of this
9:06
call, you're I'm sure you've got questions for her.
9:07
So write those down and I'll open that up for questions in a few moments.
9:12
So the show is called Love Where You Live.
9:14
What's your intent or goal?
9:15
Why did, why did you do this?
9:17
Why did you start it?
9:18
So the biggest thing is, you know, I've been doing mortgages for 21 years and it's a great
9:25
career and I love it and I love helping people, but I just, I always have to be growing or,
9:32
you know, I'm not, you know, I just don't feel fulfilled.
9:35
So I love small business, I've always loved getting out and networking with other business
9:40
owners and entrepreneurs like I just love entrepreneurs.
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So I love doing video as well, which didn't, it's not natural for me.
9:50
Like I'm not, I never know what I'm going to say, I, I mess up, you know, but I, I do
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love the challenge of video.
9:58
Yeah.
9:59
So you're completely unscripted for this weekly show.
10:02
Yeah.
10:03
And I, I happen to love living out of my comfort zone.
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Like that feeling for me is just like that feeling of growth and I, I just like want to keep
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doing it.
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Yeah.
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So I have to say like I'm never comfortable, even people tell me that I look comfortable
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and I look natural, I have to say that I'm not.
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So you just have to hit, you have to hit play and just go for it.
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That's what I tell people and now agents like even, like I'm coaching them to just go
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for it with video too.
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So it's, it's, it's really cool.
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Well, there's a lesson in there, by the way, in that, you know, you're doing something
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that's, you know, outside of your comfort zone, so to speak, or you're uncomfortable while
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doing it, but you're still doing it and that's okay.
10:45
And what's awesome is the end product, no one can even tell.
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Like, let's, let's unpack this for a minute because I know what the biggest challenge is
10:54
for most people when it comes to video, and then we'll get deeper into the show.
10:57
But the biggest challenge is like, why people don't do videos because I don't like how
11:00
I look, I don't like how I sound, right, all that kind of stuff.
11:03
How did you work through that?
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Um, I, it's just one of those things, the more you do it, the more the better you feel
11:12
about it, I guess.
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You just, it becomes more, it, like I don't know if video will ever be second nature to
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me, but it's getting closer to second nature, even though I'm still uncomfortable.
11:22
Right.
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At the beginning of every video, I'm like, well, just go ahead and push play.
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Like, I don't even know what I'm going to say first, like, it's kind of like a joke.
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I'm like, let's just go.
11:31
Right.
11:32
Right.
11:33
Um, yeah.
11:34
Yeah, so you just do it.
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You get more comfort.
11:36
It's like anything else, right?
11:37
The old, it's like driving, it's like driving and shaving and like putting on makeup.
11:41
I do both of those while driving.
11:43
Um, so let's talk about your show.
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What you're looking to do is highlight like all, why it's great to live in your area,
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right?
11:50
Yeah.
11:51
Um, so, you know, there's a lot of small businesses that don't, either they don't know how to
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market themselves or they're not consistent with it or they need a little push or whatever
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it is.
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Um, so the way that I restarted this was there's a community group called Cecil County supporting
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Cecil County small businesses.
12:16
Okay.
12:17
So I think it's something that a neighbors and small businesses.
12:19
So I posted in there, let me see if I can find it.
12:23
I basically put a little blurb in there and I just said, what's your business?
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And then I did a blurb on me.
12:30
I meant to send this to you.
12:32
Oh, it's okay.
12:33
I did a, I did a blurb basically that said, this is what I, I want to do this.
12:37
I'm looking to help small business.
12:40
Um, if you're open to me, to, to me coming out and interviewing and talking solely about
12:45
your business, what your story is, how your business came to be, um, let me know and
12:52
we'll schedule a time where we're just, we're starting this project and we want to put
12:56
it together.
12:57
Well, I got like an overwhelming response to all these businesses that wanted to, to
13:03
be on our show.
13:05
So, um, at this point, we're booked out all the way through February every week with I
13:13
would say we could be booked out beyond 2022 if, if I actually did put them on my schedule.
13:21
Um, so, let me ask you this, is there anybody, is there anybody you would say no to?
13:27
Do you have a criteria?
13:29
Um, so, I hope no one takes offense to this, but I wasn't really going to get into like
13:37
network marketing type businesses.
13:39
I wasn't really what I wanted, I really wanted it to be like, and I don't want to
13:44
discredit them as business businesses like local, yeah, I get what you're saying.
13:49
Yeah.
13:50
Like just not network marketing, um, I, I don't like this kind of stuff.
13:54
Did you get hit up a lot by them or something?
13:56
No, but there were a couple and I haven't reached out yet.
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So I do feel a little bad about it.
14:02
Okay.
14:03
Yeah.
14:04
Um, well, they don't really have like a storefront and a place to go and things like
14:07
that, which is a big element of the show, as I look at your videos and I'll share links
14:11
to everybody.
14:12
Um, but it's like, yeah, you're at this, this store, the palette and the page, you're at
14:17
these locations, which is a key part of having a local focus show.
14:21
Right.
14:22
So I did want it to be more probably retail oriented, retail restaurant type things that,
14:29
that people that live in an area are most interested in, like, you know, what, what are
14:34
some, some surprises that we can uncover for people that live here and they didn't even
14:39
know about these businesses, type, type places.
14:43
And roughly, how many, what's the population roughly in your community?
14:47
You know, that's a really great question.
14:49
I'm maybe catching your off guard and you not know that.
14:51
But it's a small.
14:52
Yeah.
14:53
It's small.
14:54
Um, what I'm getting at is this is here's what I've heard and talking to other people
14:57
who do what you do.
14:58
This kind of show is a lot of people have this perception of like in a small town.
15:03
Well, I mean, everybody knows what's around and where to go and they don't.
15:07
Yeah, there's, there's just so many businesses and I don't know, I don't think it's really
15:13
cool to.
15:14
Okay.
15:15
All right.
15:16
So some businesses, people know some, some, like I'm, I'm interviewing this guy that,
15:20
that sells beard oil, you know, beard, beards are in right now.
15:25
Yes.
15:26
So he's super small, but super new and that's just a trendy thing.
15:30
So I'm excited to interview him.
15:32
I love it.
15:33
I love it.
15:34
Support local support local, right?
15:36
It's more sports.
15:37
Yeah.
15:38
All right.
15:39
If you guys got questions, just let me know in the chat.
15:40
So I can unmute you or just that can be prepared for you to come in with a question.
15:45
Um, because I want to get into what's happened for you and your business so far.
15:49
As I look at these videos that I'm seeing here on the screen, I'm seeing the most
15:54
recent one.
15:55
If that's what it is.
15:56
That was yesterday.
15:57
Yesterday.
15:58
And already you have 4,000 views.
16:00
Mm-hmm.
16:01
If I go back to 22 hours ago, you have one that's, uh, is that the same one?
16:06
Yeah.
16:07
Right there.
16:08
Uh, yeah.
16:09
Okay.
16:10
Yeah, that's the same one.
16:11
But then if I go to like your other one, taste, uh, treats by Zeats.
16:14
You're almost at 10,000 views from a week ago.
16:16
Mm-hmm.
16:17
Yeah.
16:18
Zeats, a dog food thing.
16:20
That is like a dog treat store in town.
16:23
Right.
16:24
Okay.
16:25
So clearly you're getting a lot, like if I go back further two weeks ago, Mike's crab
16:29
house, 7,000 views.
16:31
Yeah.
16:32
Yeah.
16:33
Yeah, yeah.
16:34
Are you surprised at that?
16:35
Yes.
16:36
Actually.
16:37
I really am.
16:38
Um, you know, I, when we did this before, we, um, I think our highest was like 11,000.
16:46
Yeah.
16:47
Now, I had this, this really, really.
16:49
So my, I'm an introvert, but I'm out of here.
16:53
Yeah.
16:54
Um, and I'm not one for like a lot of words.
16:59
I'm very concise.
17:00
I don't have a lot to stay.
17:02
Right to the point.
17:03
Yep.
17:04
Mm-hmm.
17:05
So before I really thought I needed like a counterpart with a really big personality.
17:10
Mm-hmm.
17:11
And she had that, she wasn't a mortgage person.
17:15
Um, and I think I talked a little bit about this before, but she had like that really
17:20
big personality.
17:23
Um, and I, I, I use her as a crutch, I think.
17:28
Mm-hmm.
17:29
And then she, she would just, she was really outlandish and, um, she would just say things
17:35
that, that were like borderline.
17:37
So, um, but we got a lot of views with her, but I don't know, you know, it, it wasn't,
17:44
it wasn't really where I wanted to go with the show.
17:46
Um, this is more like me.
17:48
So you've parted ways.
17:50
Yep.
17:51
And the other thing, the other thing is that we used to do it on selfie mode, which the
17:56
quality of the video has dramatically changed just with a few pieces of tech, really.
18:03
Mm-hmm.
18:04
Um, a really heavy selfie stick.
18:06
Okay.
18:08
And then flipping the camera to not being selfie mode.
18:12
And that totally, that was big for me, because I always wanted to like make sure I looked
18:15
okay back then.
18:16
Yeah.
18:17
But now I'm like, I am who I am.
18:19
Like people pretty much know what I, what I look like, um, just to clarify using your,
18:24
um, phone.
18:25
Yes.
18:26
Yes.
18:27
Using my phone because I'm, yep, I'm simple, it's going to get, yeah, I phone, okay.
18:32
Is it, is it like the latest iPhone or it's a 10 X, whatever that is, X plus.
18:38
So it's not an 11, because a lot of people are, oh, I need the latest, greatest.
18:41
No, you don't.
18:42
You know, it's probably a 10 S plus like this thing is right here.
18:46
Yeah.
18:47
That's what it is.
18:48
Yep.
18:49
Yep.
18:50
Um, so really how, we, I got a light, hold on, I have a mic, a light and a heavy selfie
18:56
stick.
18:57
Is your mic all that I did?
18:58
Is your mic wireless?
19:00
No.
19:01
No.
19:02
Okay, because I'm looking at the video and I can't tell that it's a wired mic.
19:06
It's, it's on the phone on the selfie stick.
19:09
So all three.
19:10
Yeah, but your lapel mic is connected to the phone, right?
19:15
No, I don't have a mic on me that day.
19:17
Oh, sorry.
19:18
I have a mic on me when I do these.
19:20
Oh, you, okay, so you're not mic, got it.
19:22
The mic is right at the, uh, duty, duty is holding the phone, the mic and the light.
19:29
Got it.
19:30
So does it have one of those little, what do they call those rat tails or whatever, you
19:32
know, to hand wind?
19:33
Yeah.
19:34
Yeah.
19:35
Do you, uh, prep the people you interviewed in advance?
19:38
Do you give them any, like, any bullet points here?
19:39
So I'm going to ask you or.
19:42
Yes.
19:43
So some, some people are very nervous, actually, most people are very nervous to get on video.
19:49
The first two people, they were like, really scared, like, I'm surprised it didn't cancel,
19:54
but they did it anyway.
19:56
And the great thing is, is that afterwards they both were so happy that they did the video.
20:01
Does that feeling of like doing something that you're scared to do, but you did it anyway?
20:05
Both of those people even shared that on social media.
20:09
So it was, that was really cool.
20:11
Now this lady yesterday, she, it didn't even matter, like, she just would have just,
20:17
you know, talked about her business years.
20:19
Yeah.
20:20
Yeah.
20:21
So you have to have to take control of the conversation.
20:22
Yeah.
20:23
Um.
20:24
Okay.
20:25
So I'm going.
20:26
All right.
20:27
Go ahead.
20:28
Sorry.
20:29
You go.
20:30
So to prepare, I, if someone needs, like, one girl was like, I'm really awkward on video.
20:33
Can you send me the questions ahead of time?
20:35
So I did.
20:36
Uh-huh.
20:37
But usually we just go in half an hour early.
20:40
You need the time because there's tech, there's, there's interview, there's tech, you
20:44
know, um, yep.
20:47
We go in half an hour early, we spend 10 minutes just saying, this is what we're going to
20:51
ask you in this order and just so they know what's coming.
20:55
Right.
20:56
Um, and I'm, I'm very like, I like things that fit into a box.
21:01
This is how my brain works, but I don't mind if we go off script a little bit, but I
21:04
like to know where I'm going back to so I can complete it, tie it up and end it.
21:09
Um, so I just, I hold a card too.
21:13
You'll see in every video I have a card.
21:14
Yep.
21:15
It almost has things on it.
21:16
Yep.
21:17
Yep.
21:18
And that's basically you've got your bullet points to the topic.
21:19
You want to make sure you cover how long on average is each of your shows?
21:25
My goal is 10 minutes.
21:26
And I think we went 12, 12 minutes, 12 minutes and then like 20 some minutes yesterday.
21:32
So about 30 minutes prep ahead of time on site and then about 10, 15 minutes live broadcast.
21:39
You've gotten thousands of views on these and you've only been doing it now back at it.
21:47
What, less than 30 days?
21:48
Yep.
21:49
What's happening?
21:50
2022 days.
21:51
What's happening?
21:53
What's the impact so far for you?
21:56
Well, so I've always been big on social media.
22:00
Um, I've had people reach out to me and say that what you're doing is brilliant.
22:06
Um, I don't know why they think it's brilliant exactly, but I guess because it does parallel
22:13
with what I do.
22:14
I mean, I'm helping people, you know, we're helping people get into places where they live,
22:22
you know, so, so that parallels really well.
22:24
Yep.
22:25
I can tell you yesterday, people have always talked about my shows, um, but, you know,
22:32
like, why'd you stop doing them and stuff like that?
22:35
So I'm telling you, people, you don't know they're watching, but they're watching.
22:40
They see it all, but yesterday, um, see, we did this, the show yesterday.
22:47
And then I noticed this lady, she went in and she liked, she liked that one.
22:52
And then she went and liked a couple more posts on my page.
22:55
And then she messaged me and said, do you do refinancing too?
22:58
And I said, yes.
22:59
And she said, can we talk to you about refinancing?
23:02
And I, let me tell you, I don't even mention what I do in these shows.
23:06
Right.
23:07
It's, you know, it's great that my page is called Mid-Atlantic Mortgage Girl.
23:10
And that's the reason I called it that to begin with because I didn't want to have
23:14
to sell myself all the time, but it's there.
23:17
So I would say strategically name your business page if you can.
23:21
Um, but that was pretty amazing.
23:25
So, um, yeah, it's already started for you.
23:28
And by the way, you made a good, you made a good point.
23:30
Let's not forget this people and many of you that are here as well know this, uh, like, uh,
23:34
uh, Liz, I know she puts out a lot of content is a lot of people are just watching
23:39
and not commenting or anything, but they're going to pop up right at the right time for them
23:44
or, or they're going to refer you or whatever.
23:46
So that's the key point is you're building an audience, um, you know, where the attention
23:51
is and stuff will bubble up for you over time.
23:54
Yeah.
23:55
And that's, yeah, that is so Facebook's always been my thing.
23:59
And that's, that's really, it's a huge part of my business.
24:03
Yeah.
24:03
I was actually pulling up your Instagram a second ago as well.
24:06
Uh, how are you leveraging Instagram?
24:07
Are you for this show?
24:08
So I have a series on Instagram, IGTV, yeah, I love where you live.
24:15
Okay.
24:15
Um, so this video, I just have to cut it a little because it was too long.
24:21
So you're repurposing the live stream show and then uploading it to IGTV?
24:26
IGTV.
24:27
Okay.
24:27
And then, um, and then sometimes I'll even cut pictures out and make use story, you know,
24:32
do stories.
24:33
Uh-huh.
24:34
So video is really cool when you just screenshot, just shots through the video.
24:39
You can get really good natural shots.
24:41
And I'll do, I'll use that with my stories.
24:44
Um, another thing I want to share is that one thing I didn't do before, which I do
24:49
now is I promote the show.
24:51
We create a graphic on Monday and we promote the show on Tuesday, Wednesday and
24:57
Thursday.
24:58
Right.
24:59
And here's one, let me get back to the top.
25:05
Okay.
25:05
Here's an example right there.
25:09
Yep.
25:10
That was for the show yesterday.
25:12
Yep.
25:12
So we just pulled our logo in and try to pull a graphic in that is duty.
25:17
I'm not a graphic designer, but I have a girl on my team that that's her thing.
25:22
So, um, so the pre promotion helps, I think people get kind of excited about what, you
25:29
know, what we're going to sometimes I'll be like, guess, can you guys guess who we're
25:33
going to interview this week before I even start to tell about it?
25:36
I actually have a good idea.
25:38
You could do a contest in that.
25:39
Somebody gets his right.
25:40
They get a gift card or something.
25:42
Um, oh, by the way, I do give a gift card.
25:47
For anybody that likes, so this is, this is why we're getting so many views to, um,
25:54
for anyone that likes, and comments, and shares our video week, we put them in a
25:59
drawing to win a gift card to that week's, um, featured destination.
26:05
Yeah.
26:06
And I do, I pay for that because I didn't want the business owner to like have to
26:11
feel like they were on the hook for that.
26:13
But that, you know, that's pretty cool.
26:15
So then we have a drawing every week on Tuesday.
26:16
So it's, it's become like a real, like a thing.
26:19
Is, is the drawing live during your show?
26:22
No, I did want it to be, but I didn't know if it was going to be too distracting to
26:27
the new business to mention the old business.
26:30
So I did do it on a different day.
26:32
I do it on Tuesday.
26:33
Did you go live or what do you do?
26:35
I go live or the drawing.
26:37
Yeah.
26:38
Okay.
26:39
All right.
26:40
Um, you, a couple of key points, a lot of, a lot of great, like really killer, uh,
26:45
you know, ideas in there.
26:46
Don't overlook for those that are listening.
26:48
Don't overlook the importance of promoting your event in advance, your live stream,
26:52
very critical.
26:53
And also if you have any type of a database of past clients, I would promote it to that
26:57
as well over email, uh, and let them know.
27:00
So one thing I wanted to mention, uh, Jeff is, I just did the, uh, I just did a class
27:07
on millennial marketing.
27:08
Yeah.
27:09
And in that class that you talk, we talk about cause marketing.
27:13
Yeah.
27:14
So I realized, as I was teasing this class, that people are perceiving what I'm
27:20
doing as cause marketing, um, because it's not about me.
27:25
It's about my community, right?
27:27
And people really get behind people that invest in their community.
27:31
Yeah.
27:31
So I have people thanking me for what I'm doing, you know, for our town and things like
27:38
that.
27:38
So that's the way they're perceiving me as a business person in this area.
27:42
Yeah.
27:43
Just made me think I would, if you haven't already, research hashtags that are
27:47
like, support small business and things like that on Instagram and then add
27:51
those hashtags to your IGTVs.
27:54
Um, so those get discovered as well, because you're 100% right.
27:57
You're supporting local business, right?
27:59
You're advocating on their behalf, creating awareness for them.
28:02
And especially in this post COVID, right, um, where we need to court local
28:08
businesses.
28:08
That's resonating very well.
28:10
Yep.
28:11
Great job.
28:12
Um, okay, who's got questions here that are watching?
28:15
You guys are too quiet.
28:16
You're never this quiet.
28:19
Just go, go with it.
28:22
Who's going to get a live video this week?
28:23
Yeah.
28:25
Who's going to?
28:25
That's what I'm always challenging my agents.
28:27
I'm like, just do it cause only 3% of your competition is doing it.
28:32
So it's going to get you far.
28:36
Yeah, for sure.
28:37
Um, also consider how you're going to start to have the agents asked you yet?
28:43
Can I be on your show?
28:45
No.
28:46
No, they have it.
28:46
Okay, you, they will.
28:48
Yeah.
28:50
Um, and that's a tough one because yeah, I'm considering just interviewing like a
28:56
couple of broker owners about the market versus going to one agent.
29:05
There's nothing wrong with doing that, you know, I mean, they're a small business as well.
29:10
So, you know, and bringing people are wondering, hey, what's the market?
29:13
What's going on with housing, all that kind of jazz?
29:16
So that would make sense, you know, maybe one out of a one a month that you're doing.
29:20
That's something's realistic.
29:22
You know, I love it.
29:25
Any last tips or advice you've got for people that are, you know, they're like, I mean, listen,
29:28
we've heard about video, going live, all that kind of stuff.
29:32
You've clearly kind of blazed a trail here and quickly, um, you know,
29:37
gotten a lot of views in a short period of time.
29:39
What would you advise me if I'm like, I don't know, I'm a, you know, I don't know.
29:44
It's really hard to convince people to get on video if they're not comfortable, but you,
29:48
you just have to press, well, I mean, you have to press play.
29:52
You got to go, you have to be able to go for it.
29:55
Um, but also, I've heard, and I'm not sure where I heard this.
30:01
It's probably on one of your podcasts, but, um, you know, practice video with yourself
30:09
and maybe try like 10 times and you'll even notice your improvement by the 10th video.
30:15
Two, and, and then you just get comfortable.
30:18
You get comfortable being on video.
30:20
You get comfortable watching yourself on video.
30:23
I didn't use to watch, watch myself on video.
30:25
And I'm actually comfortable watching myself.
30:28
So, you don't find that you're overly, overly critical of yourself or is that faded?
30:33
I'm not.
30:34
No, it's faded away.
30:36
Before I would not even, I was like, I don't even, I'm just going to press upload
30:41
or post or whatever and, and not even, I don't even know what it all looks, but I'm just going
30:46
to do it.
30:46
And now I'll watch them.
30:47
I watch them a few times because now I'm like, okay, that's, that's picking up a lot of sound.
30:53
Now I'm like all into like the audio visual type stuff about it.
30:58
Okay.
31:00
And like you said, you've got interviews lined up through February of 2021.
31:06
That's fantastic.
31:07
Love it.
31:08
Yeah, I'm excited.
31:09
We, you know, good.
31:12
No, it is definitely, um, it's part of our work, you know, now we kind of have,
31:19
but it's definitely, it is, it is a lot of effort, but it worth it to me.
31:25
Well, it is effort to get, I think, it going and off the ground.
31:29
But like you said at the beginning is you did a post inside a small business Facebook group.
31:34
And basically, hey, who wants their business to be featured and all of a sudden you're
31:38
get flooded with these requests.
31:39
And then you've got a sift and sort and kind of pick the ones that are appropriate.
31:42
Yeah.
31:44
But ultimately, you got a half hour onsite ahead of time.
31:48
Are you doing a, you're doing a call with the business owner prior on the phone just to kind of
31:53
get acquainted or no?
31:55
No, we just go in, so I do know, I don't really know them well, but I know some of them.
32:03
Sure.
32:03
But it would be awkward to walk in and just start video.
32:06
So you do have to break the ice with at least like a pre interview type thing.
32:10
Yeah, put them that ease.
32:12
Like you said, they're nervous.
32:14
Plus, they want to know that their business is going to be presented well, I think.
32:18
You know, I try to, I try to make them know that I'm trying to put out quality content.
32:24
We're going to do a good job.
32:25
Do you have, on that note, do you have any type of like a quick, you know, bullet list,
32:30
checklist summary?
32:31
Here's a to expect document to each of them.
32:35
Okay.
32:35
Yes, yeah.
32:37
Awesome.
32:37
That's good.
32:38
How to prep for the day, right, for our time, et cetera.
32:43
And then are you seeing any of the, anybody, you know, I assume they're taking this content and
32:47
kind of, um, voting it on their own channels, the business owner?
32:51
They all are.
32:52
Yes.
32:53
They're really excited.
32:55
Yes, they are really excited to share it.
32:57
And the other thing is is that I post on my personal page, make sure you catch us live on
33:02
Mid-Atlantic Mortgage Girl.
33:03
So they almost have to, they have to like my page or go to it to view it.
33:08
So it, you know, it's all working together.
33:12
Very interesting.
33:13
So listen, advanced strategy down the road,
33:17
is getting into some Facebook retargeting ads.
33:21
Yeah, gosh, I need a, I need a class on that.
33:26
Do we just so happen to have one?
33:28
Oh my gosh.
33:31
No, but I'm just thinking, look, you've got a lot of viewers.
33:33
Most of the, I mean, it'd be interesting to have you, here you go.
33:36
Have you dug into the analytics yet on your views, like average duration, you know,
33:41
where they're coming from, things like that?
33:43
You only have looked at it on the first one.
33:46
And, um, I, the average view was very short.
33:51
And I believe it was because the wind was so bad.
33:56
Well, look, while this is fresh in my mind, one thing to consider right now is because, yes,
34:02
the average Facebook counts of you is three seconds.
34:05
Okay.
34:06
Yeah.
34:06
Um, so the way that you might want to consider leveraging this and your show in the future
34:11
is retargeting or anybody who's watched three seconds or 20 seconds, whatever that metric is,
34:18
a certain length of your video, retarget them with a very inexpensive ad promoting your upcoming shows.
34:25
To bring those viewers back.
34:27
That's cool.
34:28
Yeah.
34:29
Literally for 50 bucks, you could do that and get bring the audience back, keep coming back over
34:34
and over again so you continue to build that continuity.
34:36
It's like turning into any other show.
34:38
You're going to tune into tonight's show too.
34:39
Whatever any show you want the audience coming back, you know, and that is pretty much the
34:45
way to do it with a Facebook retargeting.
34:47
Um, and if you want to help, let me know.
34:49
Okay, so he's good.
34:51
Cool.
34:52
All right.
34:52
This is good stuff.
34:53
Good lesson.
34:53
I have to, I've got to give you those.
35:00
Congratulations.
35:01
I really love it.
35:01
Thank you.
35:02
From the front.
35:04
That's it.
35:04
Let's end it now.
35:08
You guys, you guys, you're crazy.
35:13
All right.
35:14
That is it.
35:14
You guys, if you need specific help or anything like that, reach out to me directly.
35:18
Obviously, and Kenny, I'll be posting the link for that narrated first time home by
35:23
our class in the Facebook group right now as well.
35:26
Appreciate it.
35:27
Yes, sir, as we end out.
35:29
And Kevin, I don't know if you heard this one.
35:36
This is what I'm feeling like, even with all the challenges we got going on, right?
35:42
World's not perfect, but it's all up here.
35:46
It's all our attitudes.
35:48
Hand stop up.
35:51
Liz Lafore, I want to see a smile.
35:56
Yeah, see you.
36:07
Get in the Facebook group.
36:08
Get active.
36:08
Hey, good to see you, Stephanie.
36:10
Hi, I'm trying to get the speed to light.
36:13
I want to make a supersonic night out of you.
36:17
All right.
36:17
So that's it.
36:18
That is the hot seat interview, Janelle.
36:20
So gracious to share her time with us,
36:23
and unpacking her strategy for her Facebook live stream show.
36:26
She's having tremendous success with that.
36:28
And I just give her a big round of applause.
36:31
Yes.
36:32
And so listen, if you're interested more
36:33
about the mortgage marketing program membership,
36:35
getting access to all the tools and resources we have,
36:38
if you want to be able to success successfully,
36:40
attract, engage, and convert real estate agents
36:43
to referral partners at scale,
36:45
especially now with a revise.
36:47
Those are going to be pulling back and and and drying up soon, right?
36:50
And are you preparing your business for six, 12 months from now?
36:53
Well, go check out the membership,
36:54
mortgagemarketing.pro forward slash join.
36:56
Watch the brief video we put up there.
36:58
And if it's for you, great.
37:00
We'd love to have you and see you on one of our next
37:02
to private member calls that you heard kind of just unpacked here today.
37:07
We hit record and we had a conversation with you now.
37:09
So if you feel like you want to learn more,
37:11
you know what to do, go check it out.
37:13
And I appreciate you guys tuning in.
37:14
See you on the next one.
37:15
Bye for now.
37:22
Hey guys, what's up real quick?
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37:27
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