Latest / Mortgage Marketing Radio / Ep #38: How Jeff Kadlec Gets Buyer Referrals Teaching Classes for Real Estate Agents

Transcript

Ep #38: How Jeff Kadlec Gets Buyer Referrals Teaching Classes for Real Estate Agents · 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
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Hey listeners, welcome to this week's episode of Mortgage Marketing Radio.
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I am so glad you're here.
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So today as I'm recording this, it is Thursday March 9th.
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So by the time you're hearing this, we are almost at the end of Q1 2017.
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So I have a question for you.
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As I coach loan officers around the country, there's a consistent theme I've been hearing.
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And that is this, that most loan officers don't have enough agents on their bus.
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What do I mean by their bus?
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I mean their referral bus, not the party bus, but their referral bus.
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Most loan officers woefully underestimate the amount of agents they need on their roster.
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Because on any roster, you're going to have your A, B and C players.
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There's a moving parade, there's always in motion, people coming and going, some staying.
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And so because of that, you need a system to continually add more people to the bus because
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the referral rate, the productivity level of your players on your bus will vary.
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It will go up and down.
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So if you want to smooth out the rollercoaster ride of referrals, you need the law of large
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numbers in your favor.
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And in order to put the law of large numbers in your favor, you need to get in front of
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large numbers of real estate agents.
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And the traditional methods of co-calling and onesie-tuzzy coffee meetings where people
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don't even show and trying to break into closed offices and chasing agents and shouting
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from the rooftops that used me.
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And I'm the best lender in town because I have great rates in service.
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That falls on deaf ears.
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So you need to have a way to position yourself and rise above the noise is something unique
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and different with more value to offer than just the place to get alone and to close on
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time.
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That's what we call table stakes, right?
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So my special guest today, Jeff Cadlich, a man after my own heart except that he's
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from New York and I'm from Boston.
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So I like the red socks and he doesn't, but we'll set that aside for now.
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Jeff is a member of the powerful presentations master class.
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What is that you ask?
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It is a turnkey system of done for you agent classes that Jeff has taken hold of and
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excelled with in his market of Arizona.
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So Jeff now doesn't question where his next referral is coming from from a realtor.
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Jeff knows with predictability and certainty that every time he does a class, it's like
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turning the heat up or turning the heat down.
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He can turn it up and add more referral partners to his bus or he can turn the heat down.
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It's up to him.
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But now he's got a proven repeatable system so that he can build as big a business as he
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wants.
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So my question is, what's your system for getting in front of maximum agents in minimum
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time?
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If you're curious to know more about get powerful presentations, we're going to put a
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link to it in the show notes.
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You should know that as you're listening to this right now, we have limited enrollment
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open again.
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I say limited enrollment because I work with every member individually one on one.
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And imagine if you could have a turnkey system of downloading done for you PowerPoints,
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speaker notes, handouts, follow up templates, scripts, video tutorials of me teaching you
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how to give this class, how to present with confidence, how to get over any concerns
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or limitations you might have about you're not being an expert in the topic you're presenting.
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Jeff has been teaching these classes, such as getting started with video marketing, millennial
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marketing for real estate or the new rules of content marketing for real estate.
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And they're going like gangbusters for him in his market of Phoenix, Arizona.
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They could be for you too.
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You just need to grab the keys, put it in the ignition and turn it over.
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Start the engine up and you and I will hit the accelerator together and you'll be off
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to the races.
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So today's interview with Jeff, he's going to be sharing his personal experience, his
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story and how he is able to get in front of maximum agents and minimum time and add loans
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to his pipeline, how by teaching agent classes, why?
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Because he's positioning himself uniquely and differently in his market, he's adding value,
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he's earning reciprocation, right?
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You give value in exchange, somebody wants to return that.
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It's simple human relationship, human psychology 101.
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So if you want to check out and learn more about getpowerfulpresentations.com, go there,
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look at the success stories, take a look at what's included and then decide if you want
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to join.
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We've got enrollment open for just a short amount of time as you're listening to this until
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we fill up with this spring class.
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It's a perfect time for you to get in and get positioned for the influx of summer business
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that's sure to be coming.
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So once again, getpowerfulpresentations.com, check the show notes and listen to my special
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guest on today's episode, Jeff Cadling.
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So without further ado, let's get in to this week's show.
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Hey Jeff, welcome to the show.
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Hey, good to be here.
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What's going on Jeff?
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Well, you know, I wanted to get you on the podcast because you and I have known each other
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for, I don't know what, at least a year now, I'm trying to remember.
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Now it's fine been about, it's kind of been good too because I know I've found you when
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I started getting back into the retail side, which was about 2014.
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Did you come by way of the book, I think?
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I did.
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Yeah.
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Found the book online.
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I think I was on Amazon looking for some new ways to chase biz and, you know, I love
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being in front of people.
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So I figured, hey, that, that's my, it's my personality.
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Yes, you do.
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And you do a good job of it.
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We'll talk about that.
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All right.
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So I wanted to have you on because you're obviously doing a lot with agent classes and,
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you know, in full disclosure, you at some point, I don't know, last year sometime, I think
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became a member of Powerful Presentations Masterclass, which is all that done for you,
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agent, lunch, and learn content and all that.
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Right.
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But I've been watching what you're doing and tracking you.
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And you and I just obviously keep communicating.
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So I just think it's useful because other people listen into this loan officers and as you
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know, right, teaching the engine classes isn't necessarily a new concept.
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It's all about how you do it.
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So tell us if you could why you decided, because I think I remember your story, you're like
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doing stuff the traditional way when you got being back into a origination.
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You might have been like chasing agents, Cole, Colin, Dornock, and whatever.
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Right.
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If that's true.
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But yeah, tell me tell us why you got back into teaching classes.
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Well, kind of right there.
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When I first got back into the business, just was looking for different ways to attract
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good top producing agents to agents in that.
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I don't know if I could say chasing the top producers because we know they get a billion
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hits a week from loan officers.
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But I did get sick and tired of showing up to these one-on-one lunches and get that
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tentative phone call just before the lunch starts that, oh, I can't make it.
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I've got to do a showing.
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You know, you're not that important for really slowing you off, it's really what they were
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saying.
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And I just realized chasing agents was really waste of my time.
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I didn't give you much, I guess even as you say, it doesn't give you much power.
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I mean, when you're in the front of a group of people, they look at you, they respect you,
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they look at you as a person that must have some kind of value to their business.
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I started this business back in 1991, 1992 for world savings and loaner back in the days.
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We were taught to carry around a nice little flip chart with us and a little, not little,
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actually a big, big kind of way they haven't posted notes today.
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They put these big flip charts to kind of show about the no-income, no-doc programs
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that we had and we've tried to break into real estate offices.
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So, I realized that had a little bit of a power, but most of the time talking to real
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estate agents about loan programs is a huge waste of time.
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Glossy eyes.
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Yeah, that, I think it would have been even harder today or that back then if everybody
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had cell phones in their hands because they probably would have been on it the whole
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time while I was talking to them.
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Just bring your fast forward, I just realized that it was always nice when I was able to
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break into an office and have 5, 6, 10, 15, 20 agents in a room that I could talk to.
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The ones that really interesting come up and talk to you, and that's kind of where I
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went with this saying, hey, I'm not going to call it, I literally walked in my office
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one day, said to my assistant, I said, I'm done, she's like, what do you mean?
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I said, I'm done doing these lunch and learns, I'm not lunch and learn, these lunches,
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I got to do something different, which is where I got into the lunch and learns.
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I just got sick and tired of traveling 50, 60 miles to go visit an agent that doesn't
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show up.
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That was more common than not as anyone's been doing this business long enough.
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There's a real, nothing bad against real estate, there's a lot of good, good, strong, powerful
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real estate agents out there, but there's a handful out there that are just doing this
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as a part-time job.
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They're really nice.
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They're serious, it's kind of an in-between deal, and you waste your time, they do, they
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waste a lot of your time.
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And so I bought on the lunch and learns that you guys, that you taught.
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Yeah, awesome, thank you for that, by the way, the backgrounder, and I think it sums
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up in what I call the law of large numbers, and I think this is kind of what you felt
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is in order to get to our core base of agent referral partners we need.
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Most of the LOs don't realize they need, first of all, most of them need way more than
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they got.
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Number one, number two, going at it the way you described the lunch, the hey, let's meet
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for coffee, whatever, onesy, toosy, that's a long, drawn-out process.
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And it could take you a year, right, to get to the number.
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So I think what you saw was like, hey, man, I need to get in front of the maximum amount
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of agents I can in minimum time, and all the stuff you talked about when you're teaching
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a topic, it's positioning, your lectet is more than just a loan officer, you're not, you
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know, it's the old thing, it sounds like a duck walks like a duck, it's got to be a duck,
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right?
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So if we're just doing the same thing, other LOs are doing in town, then guess what,
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we're going to look like every other LO, and I think you didn't want to be in that
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bucket, right?
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Absolutely not.
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No, and that's kind of where this whole is all lined up, just made more sense to me.
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And the thing I use, I use certain reports, I should say stalking data.
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So anyone that's at my lunch and learns or that show up and or I go to an office and
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I can kind of go deeper into why I will go to an office first, as I'm coming into my
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office these days, or go into, I have a nice training center in my new office, is that
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they are, I lost my track here, stalking realtors, the smart ones, stalking these guys.
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So I know how to, how to really, you know, zero win on the top guy in the, in that room
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before I even get there because they've, they've registered on Eventbrite, I got my
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title companies and asking for MTA reports, and they provide me, you know, these are the
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two people that you really want to focus on.
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So I'll probably give them a little more extra attention when I'm in that presentation.
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So that helps a lot too.
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All right, so let's, by the way, for those listening MTA reports, that is basically
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a production report that in lots of cities and counties across the country, your title
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rep can pull if they can't, you can probably get that from another resource, but that's
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what you're referring to there.
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Correct.
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So what's your process then for, you know, starting an event, like take me through real
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quickly, high level, all right, you're going to host a class and I know you hosted a video
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class the other day, but you've done a number of classes now, but what's the process
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you go through?
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While I work with title reps, that's one of the things that I picked up in your book
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that I have a lot of connections with title reps.
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I work with title reps.
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I work with insurance agents and I try to just kind of say, hey, guys, let's kind of
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do this as a group together.
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We're all chasing the same, you know, the same bird.
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Let's try to get them all in a room.
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We, we've loved the area with, there's a company out here called Flyers by Gary, which
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is one of the ones that I've used in the past.
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And, you know, I dump, I dump a bunch of flyers in offices, but the one thing that I'm going
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to start using a little more, I think we got a little more response out of, is using
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Facebook and video marketing just to announce these.
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But, you know, we, we, we kind of announced it, we blasted out to a, a database of the title
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rep and all the insurance agents, um, that's email, that's email, correct.
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We're just doing an email blast, um, have them sign up on event bright, when they sign
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up on event bright, we kind of have a head count and then, uh, we kind of bring it back
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in, uh, into, in these days, I'm, I'm going to bring it back into my office where we are.
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Like, so, I mean, a little training facility, you know, do you do follow up calls, reminder
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calls?
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Oh, yeah.
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Um, the, the phone calls, I, I do now have an assistant that doesn't follow up phone
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call or just kind of calls everybody to let them know what's going on.
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A lot of times what I'll do, I'm liking it in the last office I just did last, uh, Wednesday
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or Thursday.
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Um, they do have an in-house rep, uh, or an in-house gal that was handling all the marketing.
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So she did a lot of that follow up and reminder calls and emails as well as the broker
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did a video that blasted out as well.
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Wait a minute.
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Wait a minute.
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The broker did a video on behalf of your class on the classes.
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Yeah.
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And my class is in the past.
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She's done videos.
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Yeah.
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So you did this one this time.
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You have a list.
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I know.
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But I'm just like, wait a minute.
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Wait a minute.
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You got a real estate broker who's sending out a promotion of video about your class about
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the class.
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Yeah.
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Yeah.
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Well, she uses it as a, uh, she's using as a recruiting tool, which we agreed to, you know,
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we talked about that.
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Um, I said, hey, you know, she, she has, she has another beautiful facility up there in
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Scottsdale and a nice training facility.
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And I was just very impressed when I went in there and I just said, hey, you know, this
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is phenomenal.
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You know, the big screen, the project is the, the refrigerators, the couches.
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This is awesome.
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And she goes, well, I'm using as a recruiting tool because I like to, you know, bring in
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all sorts of, um, people like yourself to do lunch and learns.
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And this way I have an opportunity to show off and showcase my office.
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Yeah.
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So that's why she's, you know, she's very, uh, very, very fast to help me out, get more
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help people in there and help me.
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However I can.
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I want to highlight something, though, because I think that's a great point, um, because a
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lot of loan officers don't realize, I oftentimes I talk to L.O.'s one on one, they're checking
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out the agent classes thing.
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And they don't realize the, I call it like when you throw that pebble or that stone into
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the water, the lake, all those ripple effects take place.
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I can't tell you.
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I mean, you're one example of this of how many L.O.'s wind up talking to me after they
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do this class and they're like, oh my gosh, you don't believe what happened.
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I got invited to talk to this brokerage and this person over here and so it's like,
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and you've had that stuff happen, right?
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Oh, yeah.
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Yeah.
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I mean, just the, the, give me an example of what happened last week.
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I did that.
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I did that Facebook.
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I did a Facebook post.
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Uh-huh.
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Uh-huh.
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Oh, why are you giving away the thing?
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I did the challenge.
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Yeah.
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The, uh, the video challenge, right, just said, hey, you know, off, you know, here's a free,
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free ticket to AMC.
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If you can tell me where I'm standing, what's behind me, yeah, yeah, it was a challenge
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to the real city.
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I was in the valley and I posted it to my Facebook account as well as to my, my real
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tour of Facebook account all by realtor groups.
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Right.
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Um, you know, there was a date before the event, but what I did was, I guess I did throw
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a pebble in the water there and I had a, had a gentleman walk into my office into this,
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uh, training on Thursday, which brought, he, he's a broker.
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He used to be a broker to build a, I used to work with.
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Um, and he came in and I was like, hey, what are you doing here?
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I didn't know you worked in this office.
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He goes, I didn't.
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Jeff, I saw your video yesterday on Facebook and I said, oh, awesome.
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Well, have a seat.
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Sit down.
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I walked him right over to the broker and I said, hey, you know, this is, this is Greg.
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This is, you know, Patricia.
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Would you, you guys need to talk because this is a great place to work, Greg.
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And he started talking with her and, you know, bingo, you know, she was kind of happy
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to, to have that happen.
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Um, but at the end of the, I hand out a, you know, in the, I have a little folder now
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that I hand out that actually has a, um, you know, the, the feedback form, you know,
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as well as one of the scripts that I provide at this video training inside.
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And but in there, long be holding the right hand side of the folder, I have, you know, a list
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of my programs, lending programs, which I don't even talk about.
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I kind of say, yeah, you know, everybody has the same loans, but we have a few niches.
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You might want to look at the doctor dentist program we have.
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That's one of the niche programs.
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And then I go into my video or into my video training or the, or the lunch and learn.
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He comes up after the training and says, you know, well, blah, we start catching up.
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Here's a guy I haven't seen about a decade and, um, just reconnected, you know, I didn't
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know you were in the retail side of the business, blah, blah, they said, no, then you know,
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long story even longer, Jeff, he, he hands me these two leads.
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He goes, he's, these are two doctors that I'm working with.
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Can you please get them approved for a mortgage on this?
17:45
So yeah, so, you know, got on the phone with them on Thursday and now I'm starting to work
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with them.
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Hopefully we'll get that documentation and get them pre-approved.
17:51
Oh, wait a minute, wait a minute, wait a minute, didn't you have to interview and find
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out why you're a better loan officer and why he should send you business?
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Not at all, not at all.
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You jumped right over that.
18:02
That jumped right over that.
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Number one, him and his wife were both there.
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So I actually bought two people to this event and they, he was so impressed with this video
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stuff.
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Um, that, you know, one of the things I told them, I said, hey, let's sit down.
18:14
Let's have coffee on a show you some more stuff.
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They haven't even asked them for any business.
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And that, that's just again, that was a law reciprocity, right?
18:20
But he, he saw that I was up there, you know, giving him information, sharing stuff that
18:24
he can, he can increase his business with, I gave him the 15, you know, I went over to
18:29
the 15 essential videos individually with each one, you know, each one I went to specifically
18:35
what they should be doing, what they could be doing, anyhow.
18:38
He was like, yeah, I've never, you know, I know that stuff's so basic, but I never did
18:41
it.
18:42
Yeah, I'll help you implement it.
18:43
You know, if you want an LL to sit there with you, I'm very comfortable in front of
18:45
the camera.
18:46
Let's do it together.
18:47
That's kind of what we're going to be doing, I should have meeting with him on Wednesday
18:50
to discuss that.
18:51
That's awesome.
18:52
Why do you think that happens?
18:53
Because again, I've heard this from another number of LOs who have the same situation you
18:57
had.
18:58
Travis Newton is an example.
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He was chasing top realtors for a couple of years, couldn't get anything from him.
19:04
They wind up going into his class.
19:05
All of a sudden, they wind up, you know, sending him deals like immediately without even,
19:10
so why do you think that takes place and you don't go through the usual rigmarole?
19:15
Well, one of the things, one of the absolute things I know, and I also got a second appointment
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which I'll, I'll, I'll, I'll, don't tell right back into why.
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The broker there who has a lender who they've worked with right after this meeting also
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walked out to me and said, when can we sit down and get together and talk about doing
19:32
lunch?
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And I said, what do you want to go?
19:35
And so again, I'll be meeting her as well.
19:36
You're like, I'm hungry now.
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Absolutely.
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It was, it was, it was kind of late in the day, but she couldn't, she had, yeah, but she
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said, I said, let's, why don't we meet Wednesday because I, I try to stack my appointments.
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So anyway, so I'll be there.
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I'm meeting with her on Wednesday.
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But the reason she said this to me, she goes, Jeff, she goes, you know what?
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You just come in here with an approach of non-salesing.
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You don't, you're not pushy.
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You just don't pull this great information on us and then walk out without asking for
20:02
anything.
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And I love that about you.
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And I was kind of where I've always had that philosophy.
20:07
It's like, hey, you know, if they're going to get me doing a hard sell on anyone, it's
20:10
not going to make them.
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Give me a business, more business.
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But if I can sit there and just share my value of things that can help their business
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get them, and I don't sit there in front of a room saying, hey, guys, I'm going to show
20:21
you how you're going to become a top producer in just 12 months.
20:24
My goal is, hey, guys, if I can get one or two extra deals for you this year, that's my
20:27
goal today.
20:28
Hopefully, maybe turn one or two extra deals.
20:31
And kind of, you know, with the video training, Jeff, what I'm trying to really push to them
20:36
is that your database, your sphere of influence, your CRM is Facebook.
20:41
It's got to be done because people forget what you do.
20:47
And so, you know, when I can share these little tidbits with them, that's when I think
20:51
they just turn around and go, hey, no, this guy, I'd love this guy to be my customer's
20:55
customer's, because he's probably not going to be a hard sell in front of my customers
20:57
either.
20:58
You know, that's such a great point.
21:00
And I was just in a meeting the other day.
21:02
We did one of these classes.
21:04
And the loan officer I did the class with was talking to a realtor broker in there.
21:09
And as soon as he walked out of the room, he didn't know I was a near shop, but he was
21:12
on the phone with his wife saying, basically, there's an in-house lender there, he's basically
21:16
saying to his wife, hey, you know, I just met with so-and-so from XYZ Company.
21:20
And I just think, you know, based on personality, they're probably a better fit for us than
21:23
this other loan officer.
21:25
And you know, I know, it's like real time, they're like, you know, this is happening because
21:30
you just, I mean, what you said there is a couple of things, reciprocity, law of reciprocity.
21:35
You're coming in there, you're not coming in there, salesy, hey, I got these great loan
21:38
programs.
21:39
And even if you do, and there's a right place in time to talk about, you know, you in
21:42
unique position as a company, that's cool.
21:45
But I think what I'm here and you say is the overriding value and the approach you have
21:49
is so fresh and different that it's so refreshing for them, they're like, my gosh, isn't this
21:55
a great approach?
21:56
Now, they're naturally attracted to work with you instead of like, hey, give me a loan,
22:00
hey, you know, here's the rates today and all that.
22:02
Is that right?
22:03
Right.
22:04
Right.
22:05
I mean, it's, like I said, nobody wants to hear about loans, be honest with you, because
22:09
remember one, the tech, you know, the techy side or the guideline side of a business is
22:15
so overwhelming to most people.
22:18
You can sit there and go through guidelines all you want, they're going to fall asleep.
22:22
But yeah, I think that's, that's, that's absolutely right on, you know, hitting the nail
22:26
right on the head.
22:27
It's, it's basically, hey, you know what?
22:28
This guy's coming in here with, and you, you teach that in the, in the, you know, one
22:33
of the things that you do when I watch your presentations.
22:36
That's the first thing I sit, sit, sit, sit in front of them.
22:38
I'm not here to, to talk about loans.
22:41
I'm not here to become your loan officer.
22:43
I'm just here to share something.
22:44
If by chance you happen to want to work with me, cool, we have a good match.
22:48
And I also try to do the takeaway where it's like, I don't need to work with everybody.
22:51
I don't want to work with everybody.
22:53
That also gives you more value too.
22:55
What they can't have, they want, so I believe, you know, the tech, you know, I'm only here
23:00
to select a couple of few good, good real estate agents that actually, and I, I make it
23:04
very clear to them.
23:05
Listen, if you don't have a marketing budget, you're really not in business, and I probably
23:08
don't even want to work with you.
23:09
Yeah.
23:10
Yeah.
23:11
And that just kind of separates the, the men from the boys.
23:13
Right.
23:14
You're saying that in an elegant way, you know, I get it.
23:17
Yeah.
23:18
Yeah.
23:19
I mean, the basic script there is, you know, I mean, we are looking for a few, you know,
23:22
select partners.
23:23
And this is just an example of some of the value ad that we give to our realtor partners.
23:27
And so we are looking for a couple of people to add to our team.
23:29
And not sure if you're interested or not, but then you pass out the form and blah, blah,
23:34
blah, blah, blah.
23:35
Right.
23:36
And it goes from there.
23:37
Right.
23:38
And you're scheduling your one on one.
23:39
So probably most people make those, huh?
23:40
Yeah.
23:41
And the thing is they do that.
23:42
They sit there.
23:43
They stack sometimes, which is really cool.
23:44
So they're like waiting and sometimes you feel bad because even that broker, like I was
23:47
telling you about, I kind of had a blow horror off and because I wanted to talk with
23:50
the other guy.
23:51
And then these other people waiting and they want to talk with you and they want to sit
23:53
with you.
23:54
And that's the perfect opportunity to say, can I have your call out?
23:56
I'll call you a set of a time we can sit down and talk.
23:58
Yeah.
23:59
You're not being a pushy salesman anymore because I don't have time for you right now.
24:03
And I'm blowing them away, but they can see you're busy with three or four of the people
24:06
trying to grab your, you know, your, your, your ear.
24:09
Okay.
24:10
That's awesome, man.
24:11
This is, this is really good.
24:12
So I don't have to ask you, are you going to continue to do classes?
24:14
No, not at all.
24:15
We'll never do this again.
24:16
Who wants it?
24:17
Yeah.
24:18
No, of course.
24:19
Yeah.
24:20
Actually, that's the, that's the thing that I'm really excited about is that, you know,
24:23
the millennium one is, is a great one, the, all of it's good stuff.
24:26
They're all kind of ties into each other.
24:29
This one place was a remax office.
24:32
They've asked me to come back.
24:34
They've always, you know, they've always want more material, more material.
24:36
So I'm always going to be looking for more stuff, more stuff, more stuff to, to, to
24:39
provide to them.
24:40
Okay.
24:41
So before we wrap up, then he's done this a number of times.
24:44
You're what I call experienced.
24:46
Any advice or best practices or things you've learned that you would want to share with
24:50
other listeners?
24:53
Just do it.
24:54
As Nike says, just do it.
24:57
Don't be afraid of the, the, the amount of people that show up.
25:01
What meaning if it's smaller, big, if it's smaller, big, you know, when I first started
25:06
doing this, I thought, oh crap, you know, only six guys showed up, but, you know, if I
25:10
get too good real, realtor is out of that.
25:13
It would be six lunches that I'd have to go to to find out two of them that I want to
25:17
work with and one I want to throw away anyway.
25:19
Right.
25:20
Yeah.
25:21
To me, just do it.
25:22
Don't be afraid about the size and definitely bring partners on board because, you know,
25:27
your partners have a database and use Facebook.
25:31
Facebook is a powerful tool to boost and that's something I am absolutely focusing on this
25:36
this year to be more out there on Facebook and kind of, you know, just, just, just make
25:43
it more, more, more, more visible to everybody out there and then don't kill my friends and
25:48
family with it.
25:49
I'm in real estate agent groups that kind of, by blasted too, which makes it easier.
25:53
Hey, so can you, I know this is a hard question to answer, but naturally loan officers are
25:58
thinking, gee, I wonder how much business he's generated from these classes because
26:01
obviously you're getting faced in any comments there.
26:03
Yeah.
26:04
I mean, out of the class itself, I can tell you right now I have about, I've done, let's
26:09
see, last year, I think I did about six, I wish I did more classes, but the reason I
26:14
didn't do more is the reason I've moved companies was, I could never find the space, meaning
26:19
I was always trying to battle and to find the locations where I could do it, conference
26:24
rooms, where I could do it.
26:26
But yeah, I mean, out of the, the volume, I would say there's about six realtors that
26:32
I am presently working with that probably average at least one deal a month to me, minimum,
26:37
maybe two, you know, some of them, they're not all top producers, one of them, one of them
26:41
is a mega producer, actually doing an $850,000 jumbo deal with her.
26:48
I mean, what's that one deal worth, you know, you don't have to tell me, but we do the
26:54
average compensation, we know it's worth about 15 grand, yeah, maybe, yeah, 13 to 15 grand,
26:59
depending on where the pricing lands, the end of the day.
27:02
Right, right.
27:03
So, okay.
27:04
So, on, let's just say ballpark, four to six deals a month, you're being sent now from
27:10
the classes.
27:11
I, yeah, about that, yeah, on average, I'd say four to six deals a month coming at me,
27:16
yeah.
27:17
Wow.
27:18
And that's just from doing six classes last year.
27:21
And yeah, it's from, and it's from agents, I could say out of the six agents, fired them,
27:25
I did not know one of them, I pretty knew a while back and then again, this just last
27:30
week, I got two more reagents out of that, so out of that six, make it eight, and I've
27:35
been in the valley a long time, so people do know me, but again, I was always in corporate
27:38
America, I wasn't sitting on the retail side and very few agents really knew who I was.
27:42
So do you think, and that's a good point, do you think then the classes for those that
27:46
are relatively new, or they, you know, were behind the desk during the refi boom, that
27:50
this is a great way to get your name, your brand known in your local community?
27:55
Oh, absolutely.
27:56
Absolutely.
27:57
And the thing that happened, just again, kind of piggyback on doing that Facebook advertising,
28:05
I bought in another broker per say from another real estate company.
28:12
And of course, after I was, you know, after you gave me the two doctors, I said, hey,
28:16
would you be up, be coming into your office and doing this as well?
28:20
And he's like, no, I'd love it, come on in.
28:22
So, you know, that's the ripple effect.
28:25
Chase the brokers, chase the brokers, because they'll always, you know, they're always
28:28
looking for something.
28:29
They're always trying to find something unique and different.
28:33
And if the topic's hot, then they'll, they'll let you in the office and they'll give
28:36
you 10, 15 minutes, a lot of times, what I'll, what I'll try and do this year, a little
28:40
bit different than I did last year is I'm going to just ask that I get five minutes in
28:44
their office to kind of do a dog and pony show to bring them into the, the, the, you know,
28:50
the, the, the, the, the, the, the, the, the, the, the, the, the, the, a bunch of learn that
28:51
I'll be doing in about 30 days, hand out a fly or something.
28:54
Absolutely.
28:55
Yeah.
28:56
Yeah.
28:57
So, that's a brilliant strategy.
28:58
And a lot of LOs are listening.
28:59
They think, well, you know, they have an in-house lender.
29:00
And I think to your point, and I'm surprised at this as well, you, like you said, the brokers
29:04
are looking for stuff to bring their agents, because if they want retention, they want
29:08
to keep agents so they got to add value.
29:10
So you call in and say, look, you know, hey, can I have five 10 minutes that you're coming
29:13
meeting?
29:14
I want to talk about a video marketing class we're going to be doing, you know, a couple
29:16
of three weeks out from now, you know, I'm not there to promote loans and I've seen
29:20
that happen countless times.
29:21
And it sounds like it's working for you.
29:22
Yeah.
29:23
If you go with a title company, it's even more powerful because the title company actually
29:27
has their accounts as well, they'll run, they'll, they'll be able to get you into some
29:30
of those meetings.
29:31
Oh, there you go.
29:32
That's why I talk about working with title.
29:33
So you pretty much follow the system.
29:34
Don't you, Jeff?
29:35
I do.
29:36
I do.
29:37
I work with title people, they just, they're already in there.
29:40
They already know the biz and like you said, they're chasing the same, they're chasing
29:43
the same fish.
29:44
They're just going after the same bird or fish in the air and the, in the water.
29:47
All right.
29:48
So let me ask you this.
29:49
This is going to seem like a self-serving commercial, but I don't really talk about
29:52
and promote my own stuff that often.
29:53
But before you came in and started doing the classes, I don't know how you would rank
29:58
your finley airity with that or expertise level, then after you went through, you know,
30:02
the video modules that we provide, how big of a difference did that make for you?
30:07
Well, I tell you, the video modules that you have always give me a comfort level of,
30:12
you know, electricity when I, when I'm, I will listen to them in the car.
30:15
I'll be, I'll listen to them while I'm, you know, sitting in my office.
30:19
But what it's doing for me, and this is just how I learn, it might be just how I, I,
30:23
I assimilate stuff, is it, it gives me the ability to, when I get in front of a group
30:29
of people and I pop that slide up, I've probably heard it six or seven times.
30:34
So explaining it in my own words is easy as opposed to, if I tried to follow a script,
30:40
and not listen to you, it would be a little hotter, you know, and there's some points
30:43
that you're going through that you do a very good job, but you could definitely tell
30:46
that you have a lot more experience doing public speaking.
30:50
And then when I listen to it, I'm going, okay, that's a good point.
30:52
I'll make it my own by the time I, after I've done it, you know, even I'll say on, I think
30:57
it was, I'm trying to remember that it was either Wednesday or Thursday, it was Thursday
31:00
that was the one over here in the Remax office.
31:03
Yeah, I probably listened to the video training probably about six times before I actually
31:08
got in front of a group of people, and you know, rehearsed it once, once or twice myself,
31:12
but when I'm able to listen to it, then rehearse it, it makes it so much easier and, and so
31:17
yeah, it absolutely is worth it's worth every penny.
31:21
It will coos to you for rehearsing because I love this old saying I heard from, I forget
31:25
who said it originally, but you'll be rewarded, what you, what you practice in private,
31:30
you'll be rewarded in public.
31:33
And the fact that you actually practiced your presentation, I mean, very few L.O.s actually
31:38
even do that.
31:39
So, oh yeah.
31:40
Yeah.
31:41
Well, you got to, if you don't, if you don't do that, what happens is I've been guilty
31:45
of going into presentations without practice, and then you get to that slide and you go
31:48
on like the heck was I going to talk about on this one.
31:51
All right.
31:52
Next slide.
31:53
Right.
31:55
Well, listen, man, I so much appreciate you making time.
31:57
I know you're busy and you're busy, you know, working with all these realtors you got
32:00
and brokers and doing deals and so, man, you're just, I am so thrilled to be able to work
32:05
with you because I love, you know, hopefully you can tell I got a passion for doing this
32:08
and I love when people write take ownership of it because I can't do it all for you.
32:12
So, I'm just so grateful for you and sharing the time today.
32:15
So, thanks for being here, man.
32:17
No problem, Jeff.
32:18
Appreciate it.
32:19
It bring me on board.
32:20
Yeah, and for those listening, by the way, I am going to put links to the show notes and
32:22
to like Jeff's pages and stuff, but also if you're interested in finding out more about
32:26
powerful presentations, masterclass, there will be a link in the show notes as well.
32:30
You can go learn more about it there if you're interested in becoming a member and starting
32:34
doing your own agent classes, much like Jeff has done.
32:37
So, thanks for listening to this week's Mortgage Marketing Radio episode.
32:39
If you like it, leave a comment.
32:42
Make sure you're subscribed so you don't miss a single episode and once again, I appreciate
32:46
you.
32:47
Thanks for listening.
32:48
We'll see you on the next one.
32:49
Bye for now.
32:50
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