Latest / Mortgage Marketing Radio / How to Get Realtor Referrals as a Loan Officer (No Cold Calling)

Transcript

How to Get Realtor Referrals as a Loan Officer (No Cold Calling) · Mortgage Marketing Radio

• 0:00
  Okay, so the mortgage market is tough right now, right? A lot of loan officers have bought into the transaction recession mindset believing there
• 0:05
  Just isn't enough business to go around and while many are struggling all Parsons is closing 20 to 30 loans every single month
• 0:11
  We did five million seven million and then now in August we're expecting to do over eight
• 0:16
  So yeah, it's been really good really consistent. I don't have a single gripe right now
• 0:21
  Well, and let's put that in context. Do you're an alpogerkey? Is that correct?
• 0:24
  I am okay, so let's talk about units though because right for me
• 0:28
  It's like one thing to talk volume like that our friends in Newport Beach here that and that's too long for them
• 0:32
  How many right is that for you?
• 0:34
  They're averaging about 20 to 30 depending on the month this month
• 0:38
  I should finish it about 33 the month before was 27 month before that was 19 calls known as the
• 0:44
  Loan super hero and he's built systems that work even in today's market and today he's sharing exactly what's driving his success in this market
• 0:52
  We're talking about his strategic realtor partnership approach that creates genuine loyalty his focus on first time home buyers
• 0:57
  That generates consistent business for him and how he's using tick-tock virtual seminars to fill his pipeline with clients last time
• 1:04
  We have 38 people that had registered 25 showed up out of the 25 that showed up. This was the first time
• 1:09
  We had 11 people apply six already are pending out of those 11 and that was one hour
• 1:14
  So in this episode
• 1:15
  We'll talk about why doubling down on first time home buyers is working for Paul and why I could work for you too
• 1:19
  The filter onboarding system that builds trust the loyalty and repeat referrals and how to turn your social media engagement into
• 1:25
  Preapprovals and even close loans so if you're tired of waiting for leads to show up
• 1:30
  And you want a mortgage business that performs in any market stick around this conversation has the answers you're looking for Paul Parsons
• 1:36
  Welcome to the show. Thanks for having me on Jeff. It is a pleasure. Thank you for covering my time from your busy schedule
• 1:41
  I know you're super busy. You're coming off a very what a record month for you in July
• 1:45
  Why don't you tell the folks who are listening or watching? What did you what did you do this July for units and volume?
• 1:50
  So June and July we're back to back my best months. I've had so we went from we did five million
• 1:57
  Seven million and then now in August. We're expecting to do over eight. So yeah, it's been really good really consistent
• 2:04
  I don't have a single gripe right now. Well, let's put that in context. Do you're an alpigurkey? Is that correct?
• 2:08
  I am okay, so let's talk about units though because right for me
• 2:12
  It's like one thing to talk volume like that our friends in Newport Beach hear that and that's too long for them
• 2:17
  How many raises that for you so averaging about 20 to 30 depending on the month this month
• 2:23
  I should finish it about 33 the month before was 27 month before that was 19. Okay, but Paul we're in a down market
• 2:31
  It's it's a transaction recession. Is there that much business out there? Is that really a thing Jeff?
• 2:36
  I feel like that's what people who don't want to work say
• 2:39
  No, I don't I feel like the cream always rises to the top when things get tough
• 2:44
  I feel like we're kicking butt in this market because we're dialed in and we're
• 2:48
  I feel like a lot of times there's a shift you have to address the shift
• 2:51
  So the ship in the market in this current market is first-time buyers
• 2:54
  You know if I have a use common sense right if somebody has an 8% rate are they gonna leave are at 3% rate
• 2:59
  Are they gonna leave that for while not eight today? Are they gonna leave that for a six and a half probably not
• 3:03
  So they're not our target audience right now our first time home buyers are our target audience
• 3:08
  And that's what I'm specializing in right now
• 3:10
  We're about 70% first-time home buyer right now and about 50% of those are our local state run bonds
• 3:16
  So we're just heavy hitting the buyers that actually still need to buy
• 3:20
  You know, they're not super rate conscious. They're just get it done conscious and we're getting it done
• 3:24
  So by you saying the 50% local state run bonds is that like DPA programs that help them correct
• 3:30
  Yeah, they get a $10,000 zero-inch here's type thing you know every state. It's a little different
• 3:34
  Doesn't that money run out at some point?
• 3:36
  So at one point that money used to run out um in our state
• 3:40
  I do not it has not run out in years I might say maybe in years past 70 years ago
• 3:44
  Wood and then it would have be available for a couple weeks and then they'd get some new funds
• 3:47
  It hasn't been out though and at least pre-coded so you know five six years
• 3:52
  Okay, great and so your average loan amount would be approximately what it's like to last year was 272
• 4:00
  I don't know what it is this year, but 272 was last year
• 4:02
  Okay, yeah, and that's just by the way for people to sing context different things like that right bottom line is 30 units is
• 4:09
  Killer like I was just talking with somebody earlier today
• 4:12
  They they didn't they don't know this business at all and they're like as a matter of fact
• 4:16
  Insurance business and so we were trying to give us some context of like it's 30 units a lot right to close in a month
• 4:22
  I'm like
• 4:26
  And so let's let's talk about that. What is your number one source of business?
• 4:30
  So me personally, I readjusted I started out in this business heavily refinance at one point
• 4:35
  I had a call center and was heavily doing that
• 4:37
  I would say about three to five years ago. I totally shifted and I think my recent success is
• 4:43
  Is a testament to that shift where I decided I was going to be an amazing partner to my realtors
• 4:47
  And I was going to be very selective of the realtors. I was working with I was going to find someone who has like interest
• 4:52
  Who's around my same age or at least energy like you know
• 4:56
  I'm not working with the guy who's super born if you haven't figured it out yet
• 4:59
  I'm super allowed super high energy
• 5:02
  Go go go so I will annoy the fire out of half the realtors want to sit there and take forever to go
• 5:07
  But the realtors are moving we we are here. We're locked in because that's how I am
• 5:12
  So I feel like that that was the biggest shift I did that shift
• 5:16
  Basically you gave all my success because the realtors were so happy they started telling their friends about it
• 5:20
  It didn't I didn't have to push it with organic because they were just thrilled and became friends
• 5:24
  We're now friends and family want to be for you
• 5:27
  Just make the realtor your friend or your some of them are pretty much like family come to my kids birthdays
• 5:31
  Etc. So I think that really for me was the beginning of
• 5:35
  Of one also a better quality work life a lot of times you get realtors that you know
• 5:40
  We all get that realtor who calls us. I've been in this business for 28 years and you don't know what the hell you're talking about full
• 5:47
  So you know nobody wants to work with that guy at least not me
• 5:51
  But now you have the choice to not do that if you're able to operate at high level people you enjoy talking to you know
• 5:56
  You shoot the shit with say hey, what's up man?
• 5:59
  How's the family right before you know, and then you talk business and it's respectful and it's uh that growth is so much easier
• 6:05
  And you work so much harder for people you like yeah 100% I love that and I think one of the key things you said is better work
• 6:11
  Life as well less stress less dealing with the weenie head agents all that stuff
• 6:16
  Exactly weenie head. I might have to fill that one. That's a nice nice version of it roughly
• 6:22
  Do you how do you categorize or do you you know how a lot of people go with the agents
• 6:26
  I got my a b and c level players, you know
• 6:29
  Do you do that type of categorization with your agents? I do not right now
• 6:33
  I mean there's a reason for what I have a team so there's me. I have two juniors
• 6:38
  Two Laways and then a full-time processor underwriter my two juniors
• 6:42
  I'm also placing realtors under them. So me personally
• 6:46
  I'm not actually really accepting any new realtors right now like I've had people even reach out through Instagram and you know
• 6:52
  We're so blessed. I don't have been with I'm looking for another
• 6:54
  I just hired another draw on Monday and we're looking for more support staff to be able to you know
• 6:59
  We're not going to sacrifice our quality of files to bring in a new team or a new realtors
• 7:03
  Thank God we're at that point
• 7:05
  But it made me realize that I got to be able to turn these other might get everyone else on my team going
• 7:11
  And that's kind of what we're doing now is where you know
• 7:13
  I get a realtor who comes in and let's say I know what you're talking about like the core you have the a
• 7:16
  Realtor who's doing a deal a month the b realtor who's been one to two and your c realtor's doing
• 7:21
  Maybe want a quarter or something so I definitely went through the core training years back about five seven years ago
• 7:26
  And I did implement that and I do use a lot of the core training like I do take notes
• 7:30
  I do take there's so many calls I want to make each day
• 7:32
  I do understand what my backwards algorithm is how many calls a day how many
• 7:35
  Communication I need to make in order to do it so I do all that on a notebook that I have literally right here on my desk
• 7:41
  And I have it in front of me all day and there's three different checklists on it
• 7:44
  It is realtor contacts customer contacts and pass client follows and I hit that go every day and I have for five years
• 7:50
  Well, there's a key lesson right there is you're still executing on the basic fundamentals which is
• 7:54
  Contacting people conversations daily, right? It's all about contact. We're not talking to them. We're not selling them
• 8:00
  That's for sure if we wait for the phone to ring where I could be waiting forever if you just want to sit here and wait for the phone to ring
• 8:06
  Right
• 8:07
  Roughly how many agents would you say are on your bus right that you would you would you would name as oh, yeah, active agent
• 8:14
  You know so for me personally, I actually only work with four teams right now me personally and those four teams
• 8:22
  Each have two to four people on their team or medium-sized teams which is interesting because there's a big team that wanted to work with me
• 8:28
  They have 32 agents that are top five in our area
• 8:31
  And I and I didn't take it which I know you would think is weird and a lot of other people are here crazy
• 8:36
  Why wouldn't you take that so what I've noticed is when you take those big teams like that one
• 8:40
  You can't quantify how many people those are gonna like you how many you're gonna like and how many deals
• 8:44
  They're gonna send you because you're not making valuable
• 8:47
  Relationships with them and it's a revolving door
• 8:49
  You're gonna pay a lot of money and you're not gonna get the the quality of
• 8:54
  You know, realtor because the good ones are gonna leave so the two to four unit team though a lot of times
• 8:58
  Those are built like a family where they stay together for a lot longer and they're super high level high quality people
• 9:03
  So personally, I saw I work with probably about 20 agents
• 9:06
  There are a couple ones e2z agents
• 9:08
  I do have qualifiers from most of people I personally work with Jeff where they are doing a minimum of one by side at a month
• 9:14
  I'm just so tapped in and so busy if you're not out there and this is your full-time job
• 9:17
  And it's all you're doing unfortunately, and I personally won't have time for them
• 9:21
  But I will still set them with one of my juniors
• 9:23
  So I'll meet them and then I'll just set them with somebody else. I'll be like hey
• 9:26
  I'm still gonna be here for your stuff
• 9:28
  But I think you're a way better fit with Jen on my team
• 9:30
  She has a lot more bandwidth and double the service you a lot better than I would after I get their business
• 9:35
  I hand it off
• 9:36
  I'm gonna come back to that in a second
• 9:38
  40 total is if I had to guess I actually don't know the number okay
• 9:42
  We're gonna come back to the junior structure in a second
• 9:44
  I want to you highlight you you blew by something very fast that I want to make sure people get
• 9:48
  Which is this opportunity you had to this team of 32 agents and you evaluated it and determined
• 9:53
  It would not be aligned you used that word earlier today aligned with you know your values and preferences preferences
• 9:59
  You also mentioned something about it will cost you a lot of money
• 10:01
  Am I to hear from that?
• 10:02
  There would have cost you money to be part of that team and get that flow of business
• 10:06
  But I feel like the modern-day mortgage banker has to understand it takes money to make money
• 10:10
  Real letters are looking for real partners
• 10:12
  They're not looking for people that are just gonna answer their phone and provide no other value besides an answered phone call
• 10:17
  So you have to be willing to step aside by them set an expectation though
• 10:21
  I think a lot of blenders go in there and try to buy the business. I don't do that most my
• 10:25
  Lent most my real letters can get more from another lender
• 10:28
  They would pay a higher percentage. I still participate generally at about 25%
• 10:33
  I know some lenders covers highs 50 I personally don't because it doesn't work in my model because I have a high staff
• 10:38
  That's gonna support a smooth transaction that staff has to come some for more dollars have to come from somewhere to get that staff
• 10:44
  So um because of that I tell everyone I could do 25% but I'm gonna make your closing date and do everything else
• 10:50
  And then we do a lot of community interaction. We're super involved in our community
• 10:54
  Doing all kinds of we just did a movie night at a park for a HOA
• 10:58
  We did a homeless thing. We did about every month. We're doing some sort of community event
• 11:02
  The 25% you're referring to is that a shared lead spend?
• 11:06
  Correct like a zilo shared or realtor.com
• 11:09
  You know sink or probably the three most popular that most of my big teams are using
• 11:12
  So it's interesting Paul you really bring up a very interesting topic of this whole paying for leads thing
• 11:18
  And I know you know this well and a lot of people like to bag on that idea
• 11:21
  But you also put it in the framework of a modern originator and you've got to invent you know
• 11:27
  Talk a little bit about that because look at here
• 11:29
  I am running a business and I have to invest in my business for exposure whether that's ads
• 11:34
  I've run whether that's content production
• 11:36
  Various things I'm going to have to spend money and it's interesting how people loan officers
• 11:41
  Let's say and I'm not saying I'm I'm pro like let's go let's the way to get agent relationships is go pay for leads
• 11:48
  But for the right relationship. This is what's interesting is I found people who are at a volume like yours
• 11:53
  Not everybody, but sometimes I come across people like you who um have a you're running a machine
• 11:59
  You've built a real business and you're choosing to invest X amount of dollars for sourcing that relationship
• 12:04
  But also sourcing those leads and opportunities. Do you want to riff on that for a second? Yeah
• 12:09
  It really bogged down so I
• 12:12
  Prior to five years ago. I was buying but I've ran more of a call center, right?
• 12:16
  So I was buying refinance leads during COVID even before that and then during COVID when the rates went lower
• 12:20
  Is when I decided wow these rates so low towards the end of COVID is when I really started hitting purchase business again
• 12:26
  Because I felt like that's something I've done well in my career and that we all need to do is realize who we're going after and in what market is our real target audience because every market every rate structure
• 12:36
  There's a different target client
• 12:38
  It's going to thrive in that market best, right? So that's I think the big reason I went into the purchase side for step one is
• 12:45
  I think you got to be strategic and not just say hey, I'm going to do every loan for everyone if you look at my Instagram
• 12:50
  It's literally I'd say 80% of my videos are targeted to first-time buyers
• 12:54
  And why is that because that's my target audience that's who I'm speaking to that's who's going to be on social media
• 12:58
  That's going to respond. It's not the guy who wants five houses is going to see some you know tacky Instagram video
• 13:03
  I make with my daughter and send me a DM and want to buy a house. That's not that borrower
• 13:08
  I am going to get that bar referred to me from a realtor, but he's not going to find me on Instagram and DM me. That's not happening
• 13:14
  um the
• 13:15
  25% the reason I came up with 25% for me just I can I know what I can spend per deal
• 13:21
  I know restful violations, you know, you can't say that so I'm not telling the realtor ham
• 13:25
  Paying 300 per deal or whatever, but I know my numbers and I think everyone needs to understand their profitability and what their numbers are
• 13:32
  And their minimum expectation they want to make per transaction and that's basically what I did as I reverse engineered it and realized as long as and the other big thing
• 13:39
  I do that's kind of weird and I know a lot of realtor lenders shy away from it and realtor's don't I won't work with anybody if they're
• 13:46
  Promoting a whole bunch of lenders if they have three four lenders in their slew if they have a whole even two if they have like even a bat
• 13:53
  If if I'm not their guy and they have a backup lender, they're not my partner. I'm going to sell out to them
• 13:57
  I'm going to be available to them, but I'm going to expect that back in return
• 14:00
  And I feel like that's a lot of loan officers devalue themselves and basically saying I'm just going to be your punching bag
• 14:06
  And be here whenever you're ready to use me
• 14:08
  I'm going to be here nobody wants that guy. There's no value there
• 14:11
  He doesn't like himself because he's willing to give up his business for free
• 14:14
  He's already saying like I'm worthless. I have worth just like you have worked Jeff
• 14:18
  Just like we all do, but you got to sell that worth and sell that value to your realtor
• 14:21
  So they buy into what you're doing and what you're going to do for them
• 14:25
  And then they're going to they're going to want to use you
• 14:27
  And I think that's a vacuum we've created is we've created such a cool model that
• 14:31
  No, we have a lot of people that want to work with us
• 14:33
  But we're kind of still selective of who I'd say at least and I'm not exaggerating
• 14:37
  I'd say every other week we tell a realtor they're not a fit
• 14:39
  And even for somebody on my team
• 14:41
  And because if they're not doing some business and are if they're if they're not full-time
• 14:45
  Almost nobody on my team will work with them
• 14:47
  And I know that's tough. I know there's a lot of part-time realtors that you well at it
• 14:50
  They're just not a fit for our team
• 14:51
  My team's expected to work 50 60 hours
• 14:53
  We don't work the model that I know some of these fancy brokers work
• 14:56
  We're there nine to five and they have a life
• 14:59
  I don't have a life man. I'm a machine. I work all the time
• 15:01
  I answer my phone at eight o'clock
• 15:03
  I'm available on the weekends. I'm sending pre-qual letters out
• 15:06
  And that's what I want my realtors to be like
• 15:08
  Yeah, very interesting. I think the big takeaway for me there is you're very clear on
• 15:14
  Who's the appropriate fit for you once again the word alignment comes up
• 15:17
  And you're willing to say no, it's not an appropriate fit
• 15:21
  How many times you you probably this is probably why you do this is early on you said yes to everything and then you
• 15:26
  You got to try on air Jeff you hit it right on the head try on air
• 15:30
  I had a great and honestly I want to be like everyone would know who this team is locally
• 15:35
  But I was the number one they're not number one now
• 15:37
  So I guess I could say there was a team that was number one in New Mexico
• 15:40
  I was their lender for about two and a half years
• 15:43
  They were mainly all I was working with was just them and they were a big team
• 15:46
  They had like 20 30 L.O. 20 people. I was their main lender. They had one backup lender
• 15:51
  And I learned I was constantly going through this cycle of earning their business and not earning and this was pre-coded
• 15:57
  And it's why I went to re-fives because I was like this is terrible
• 15:59
  I don't want to have to kiss realtors but every day
• 16:01
  I don't have to work with all these new realtors
• 16:03
  I don't want the broker calling me and chewing me out
• 16:05
  Like so when I went into the re-fives I'm like oh this is so much easier
• 16:08
  So I would reiterate that it is trial and error
• 16:10
  And I think that that's what some of the best of us do
• 16:13
  And that's why training is so important
• 16:14
  That's why these podcasts are so important
• 16:16
  Is we got to learn from each other
• 16:18
  We got to like I feel like with us at least like you know
• 16:22
  My boss who introduced us
• 16:23
  You know we're big on that creating synergy
• 16:26
  And I think that that's really the best companies
• 16:28
  And the best loan officers are really trying to create synergy with each other
• 16:32
  You know we're not in competition
• 16:34
  We're abundant mindset people here
• 16:35
  You're not going to take something from you that wasn't mine anyway
• 16:38
  Do you have any realtors who are on your target list that you've been pursuing yet
• 16:44
  It hasn't come together yet
• 16:45
  Or you said no
• 16:46
  There are too many enough
• 16:48
  20 you say that
• 16:49
  So there are two relators that I would probably take
• 16:52
  Even though I didn't have the bandwidth
• 16:54
  And I would just make it happen
• 16:55
  So yes there definitely are
• 16:57
  And I always I tell everyone I'm super high level and super intentional
• 17:00
  And who I go after
• 17:01
  So I'll like I'll get them on all social platforms
• 17:04
  I'll make sure I start their deal
• 17:06
  So I see everything they post
• 17:08
  I'll make sure to interact with it
• 17:09
  I'll make sure to provide a ton of value
• 17:11
  Before I ever go in for an interaction with them
• 17:14
  Plus I kind of want to see what they're doing
• 17:15
  I want to see what they're putting out on social media
• 17:17
  I want to maybe even try to find some of their friends
• 17:19
  Where we have some mutual contacts
• 17:21
  And really look at it as more of a holistic approach
• 17:24
  Where I'm like they already know me
• 17:25
  I'm not just calling on some guy saying
• 17:26
  Hey send me business
• 17:27
  I think I'm better than who you're using
• 17:29
  No
• 17:30
  I'm totally buying into them first
• 17:32
  Making sure that we align
• 17:34
  And then once we do I find a good way
• 17:36
  Where there is something at some point
• 17:37
  Where I'm like
• 17:38
  Okay, you know here's an in
• 17:40
  I see this
• 17:40
  Let me send them a DM
• 17:41
  Or maybe a text or a call
• 17:43
  Hey man, so you at this event
• 17:44
  You know I'd love a chance to sit with you
• 17:46
  We've been seeing a lot of your stuff out
• 17:48
  I really respect what you're doing
• 17:50
  I would love to grab a bite or something
• 17:51
  Go from there
• 17:52
  But I'm pretty low key
• 17:54
  On the pursuit part
• 17:56
  Is what I would say
• 17:57
  And it's usually a copy top goal
• 17:59
  Something informal
• 18:00
  I almost never do a dog and pony show
• 18:02
  The first meeting
• 18:03
  It's never like hey here's all our core products
• 18:05
  Here's all the great things
• 18:06
  It's hey what's your family like
• 18:08
  Hey what do you do on the weekends
• 18:10
  What is your lender
• 18:11
  And I get a list of what they're not doing
• 18:12
  And then that puts me a second meeting
• 18:14
  Because I didn't talk about products
• 18:15
  Right
• 18:15
  I do tell them I do believe
• 18:17
  We have superior products and rates
• 18:18
  For sure
• 18:19
  But I want to get to know you
• 18:20
  And what's important to your business
• 18:21
  And let me make a plan
• 18:22
  To earn your business
• 18:24
  Let me see what you're doing
• 18:24
  Let me make a plan
• 18:25
  I actually go back
• 18:26
  And I plan
• 18:27
  I strategize
• 18:28
  Well here's what you're doing
• 18:29
  Here's what from me
• 18:30
  And my experience of 20 years
• 18:31
  This is what I would do
• 18:32
  This is what I've seen work
• 18:33
  And not work with all the high level teams
• 18:35
  I'm working with
• 18:35
  And I provide a solution of
• 18:37
  Hey here here's what I would do
• 18:39
  And then I want it like I said
• 18:40
  It really is
• 18:41
  I say that a lot
• 18:42
  I use a hashtag we grow together a lot
• 18:44
  Because I really feel like
• 18:45
  That's the buy and I've been getting
• 18:47
  Is the growing together
• 18:49
  And that's
• 18:49
  I sell that to those agents
• 18:51
  I haven't really went hard on those
• 18:52
  So those two
• 18:53
  Those two guy realtor
• 18:54
  And I also kind of work with mostly guys
• 18:56
  Which is interesting
• 18:58
  Because when I was younger
• 18:58
  I worked with mostly girls
• 19:00
  You know we all know
• 19:01
  In real estate
• 19:01
  Sometimes you get sticky
• 19:02
  So I've noticed
• 19:03
  For my life
• 19:04
  And my wife
• 19:05
  It is much easier
• 19:07
  To work with guy realtor
• 19:08
  As it takes half of the
• 19:10
  You know the part away
• 19:11
  Plus I'm a total dude
• 19:12
  If you haven't figured that out yet
• 19:14
  So I tend to get
• 19:15
  Get along really well with just dudes
• 19:17
  You know like
• 19:18
  Hey do you play sports
• 19:19
  I coach sports
• 19:19
  My cop
• 19:20
  My son just went to
• 19:21
  Go play college football
• 19:22
  And Kansas dropped him off last week
• 19:25
  So just I love the
• 19:26
  Jack type guy
• 19:27
  The
• 19:28
  You know
• 19:28
  Sporty guy
• 19:29
  Family guy
• 19:30
  Christian dudes
• 19:30
  Just something
• 19:31
  Where we have something in common
• 19:32
  And I tend to
• 19:33
  You know
• 19:34
  A lot of times guys don't talk to other guys
• 19:36
  Mental I even talk about
• 19:37
  And it'll help a lot on my
• 19:39
  Page and kind of bring out
• 19:40
  Hey you need a why
• 19:41
  You need something
• 19:42
  That is bigger than you
• 19:43
  Because
• 19:44
  As man we don't talk about it
• 19:45
  So I
• 19:46
  I truly do dive in to be in friends
• 19:47
  It's not lip service
• 19:49
  It's not
• 19:50
  I'm not doing it solely to be business
• 19:52
  Because some of those guys
• 19:53
  I end up working with
• 19:54
  Like you said
• 19:55
  Those two three guys
• 19:56
  And then I never get a deal from them
• 19:57
  But we're still friends
• 19:58
  They still link up with me
• 20:00
  They still accept and offer
• 20:01
  And sometimes they just have a lender for 10 years
• 20:04
  And I love that loyalty when I have it
• 20:05
  So I stay in touch with them
• 20:07
  And I'll let them know I'm there
• 20:08
  Whenever their guy fails
• 20:09
  Or if there's something that happens
• 20:10
  But I don't really
• 20:12
  I don't really push you hard
• 20:15
  You mentioned value
• 20:16
  And let's let's take that scenario
• 20:18
  For somebody listening
• 20:19
  They have identified some realtors
• 20:20
  That they want to work with
• 20:22
  So they're maybe doing some of the things you mentioned
• 20:24
  They're following them online
• 20:25
  They're commenting on their social
• 20:26
  Maybe they're sharing some of their content
• 20:28
  But take your two step meeting
• 20:30
  How would you define value
• 20:33
  What are some of the things
• 20:34
  Or ways that you look to
• 20:35
  Demonstrate value to a realtor
• 20:37
  By the way
• 20:38
  Outside of just we close on time
• 20:40
  Even though you have a very
• 20:42
  Awesome team with a very articulate
• 20:44
  Non-normal process
• 20:45
  So I think there is value
• 20:46
  And you
• 20:47
  Illustrating what that is
• 20:48
  But you know it can't just be
• 20:50
  Oh hey I close on time
• 20:51
  So go ahead
• 20:52
  You agree
• 20:52
  And then I even do say that Jeff
• 20:54
  I say closing
• 20:55
  If you're not closing on time
• 20:56
  That should just happen
• 20:57
  So we won't talk about that
• 20:58
  Because that's done
• 20:59
  I don't ever talk about it again
• 21:01
  It should just be expected
• 21:03
  So I would say that that's
• 21:05
  I don't know man
• 21:06
  I told you
• 21:06
  The other thing that makes me really good at my job
• 21:09
  And also really bad Jeff
• 21:10
  Is I am hyper ADD
• 21:12
  If that's not obvious
• 21:13
  Because I can't shut up
• 21:14
  Occasionally I'll totally forget what the heck you just said
• 21:17
  What was the question just
• 21:18
  The question is how do you demonstrate value to a realtor
• 21:21
  Outside of products and service
• 21:23
  So generally I would say perfect example
• 21:25
  I have a friend today who's a realtor
• 21:26
  He's one of my best friends
• 21:27
  He knows his name's Adam
• 21:29
  He'll probably check out the podcast
• 21:31
  So he'll be happy I shot him out
• 21:33
  But he's a perfect example of a realtor
• 21:36
  Who became started out
• 21:37
  He was a realtor five years ago
• 21:38
  He's been working with me for three and a half
• 21:40
  Every single year his numbers have almost doubled
• 21:43
  I'm not the only reason why I don't think I am
• 21:46
  I think he's also good
• 21:47
  But we've all talked about it
• 21:48
  And us working together as friends
• 21:50
  Truly getting shoulder to shoulder
• 21:52
  With somebody that you like
• 21:53
  And actually growing together
• 21:55
  It's so organic to grow that way
• 21:57
  And in too many times we don't do that
• 21:59
  So a lot of times when I do my two step
• 22:01
  Meeting the first thing I do
• 22:02
  And I think that's very important you do
• 22:04
  Is share your past successes
• 22:06
  You name drops and people you're working with
• 22:08
  Hey I'm working with this guy
• 22:09
  You can definitely reach out to him
• 22:10
  For a recommendation
• 22:12
  I would highly suggest it
• 22:14
  And I mean all my relative partners
• 22:16
  I've worked with for years
• 22:17
  So it's like so easy for me
• 22:18
  And they're well known
• 22:19
  Because they're all top 100 in the area
• 22:21
  So it's like hey you know this guy
• 22:23
  Reach out
• 22:23
  Ask him what he thinks
• 22:24
  Ask him how hard I'm gonna work for you
• 22:26
  And most of the time they don't
• 22:27
  Every once in a while they will go to lunch
• 22:29
  Or something with them
• 22:30
  But pot you again
• 22:31
  My rotors super happy positive feedback
• 22:33
  If anything I get a text of
• 22:34
  Man are you sure you can handle more business
• 22:36
  Like this relative just called me
• 22:37
  Like are you sure that this is a
• 22:39
  You know wise idea
• 22:40
  So I would say that's part of the process
• 22:42
  But adding value for me
• 22:44
  Like I guess what I was getting with him
• 22:46
  Is he calling me this morning about a personal issue
• 22:48
  So this morning he's actually somewhere else
• 22:50
  And he has some inner office stuff
• 22:51
  Where he he
• 22:53
  Well, I can't say now I said his name
• 22:55
  So I can't say what it was
• 22:56
  I was like
• 22:58
  It's like I'm my person
• 22:59
  So we won't use that issue
• 23:01
  You could just leave it as inner office issues or whatever
• 23:03
  But
• 23:04
  Yeah, inner office issues
• 23:06
  So he called me with the inner office issue
• 23:07
  That was you know nothing with real estate
• 23:09
  But he's called me because he needed a sound newborn
• 23:11
  And that's what I would say is another way you
• 23:13
  But develop trusses
• 23:14
  You can't just talk to these people
• 23:16
  Just about loans all day
• 23:17
  Because if not the next person comes in
• 23:19
  And wants to just bring up loans
• 23:21
  And their better rate or lower fees
• 23:23
  Or campaign more
• 23:24
  Why wouldn't they leave
• 23:25
  They have no value to stay with you
• 23:26
  They don't know you personally
• 23:28
  You have it presented a reason
• 23:29
  Or a compelling argument for you to stay
• 23:32
  So just like we go take guaranteed
• 23:34
  You know guarantees elsewhere
• 23:35
  Why wouldn't they go leave
• 23:36
  If they can get more money
• 23:37
  And the other companies promising the same thing
• 23:39
  So again comes back to value
• 23:41
  So it's about more than just the transaction
• 23:43
  It's about more than just the money
• 23:44
  I want to go back to what you said
• 23:46
  You know grow together
• 23:47
  And that his business grew along with yours
• 23:49
  Does that mean that you would be bringing a
• 23:52
  Realtor ideas, strategies, resources, and tools
• 23:55
  To help them in their business
• 23:56
  Yes, so that's basically exactly what I tell them
• 23:59
  Is that um you know
• 24:00
  And then most time I even tell them in that first meeting
• 24:02
  You know the other big thing I do
• 24:04
  Especially and if when I'm meeting with someone
• 24:05
  They're doing at least one to three deals a month
• 24:08
  If I'm personally taking this meeting
• 24:09
  So I know they're going to be worth my time
• 24:11
  And that I know they're going to be working
• 24:12
  So what I generally tell them is
• 24:14
  When I first meet somebody for the first three months
• 24:16
  I have a 30 minute call with them scheduled
• 24:18
  I won't even work with them if they won't commit to it
• 24:20
  So we have a 30 minute call every single week
• 24:23
  Where we're going to strategize for the first 90 days
• 24:26
  I want to make sure you're happy with my service
• 24:28
  I want to make sure we're not missing any
• 24:29
  Prequals I want to make sure all our buyers are followed up with
• 24:31
  I want to make sure if we don't have any apps
• 24:33
  How are we going to get some?
• 24:34
  Are we going to go out door knocking?
• 24:35
  Am I going to help you with an open house?
• 24:37
  Are we preparing flyers?
• 24:38
  Are we creating Instagram ads?
• 24:39
  What are we doing?
• 24:40
  I use the word we more than anything
• 24:42
  If you see that a lot
• 24:43
  And it's because a lot of times lenders say you you you
• 24:46
  The way my team structured my job is to rain make
• 24:48
  I just bring deals in
• 24:50
  Everyone else closes them
• 24:51
  I just bring them in
• 24:52
  And I tell everyone that's what you got to get to
• 24:54
  You got to get to a point
• 24:55
  And you got to work your tail off to get at least one assistant
• 24:57
  Because if you don't have at least one person on your team
• 25:00
  It's really hard to provide the necessary value you need to
• 25:03
  For a realtor that high level teams can can give
• 25:06
  Until you're there
• 25:07
  So you have to be wearing to work your tail off to get at least one person on the squad
• 25:10
  Once you have one person on the team in my opinion
• 25:12
  It becomes much easier
• 25:14
  Much easier
• 25:15
  Well again man there's so many nuggets in here
• 25:17
  The one that you just said which is 30 minute call
• 25:21
  Right once a week for for the first three weeks
• 25:24
  It's launching this new partnership
• 25:26
  30 months three months it's 12 meetings
• 25:28
  Three months sorry it's 12 meetings that's that's
• 25:30
  So what I wrote down is that's intentional versus casual
• 25:34
  Correct and that's what I tell them
• 25:35
  I'm a little I even say it all the time I'll say intense a lot
• 25:38
  I'm a little intense
• 25:39
  Sometimes I might even bug you because if I don't hear from you for a week or two
• 25:42
  I'll probably send you a DM saying
• 25:43
  Hey, what do we got to do to pick up our next buyer?
• 25:45
  Let me know where you need me. Yeah, like all I'll bug them
• 25:48
  I'll definitely let them know what are we and I know I ever say send me a deal
• 25:51
  I say what are we got to do to get a deal?
• 25:53
  What can I help you get a deal with?
• 25:54
  What do you need help you?
• 25:55
  You are intensely intentional. How's that?
• 25:59
  I do love the relationship value
• 26:01
  You know it's funny Jeff is that's all the Kool-Aid that everyone's selling right now
• 26:04
  So you know what this and I you can say a lot of things about different mortgage companies
• 26:09
  I believe if you take every company is a learning lesson
• 26:11
  It'll be great. I worked at Movement have you you know the Kool-Aid with Movement, right?
• 26:15
  They're a t-shirt company not a mortgage company
• 26:18
  You know very happy go lucky
• 26:20
  But they taught me something invaluable in my career
• 26:23
  And that is that who you work with matters
• 26:26
  Like the people that you surround yourself with
• 26:28
  The level that you're going to accept from people matters
• 26:31
  Because they're the first culture based company I've ever worked for
• 26:34
  I personally believe they have too much culture
• 26:36
  Now and that's why I left is that they sell culture over closing on time
• 26:40
  And other things that I think are equally as important
• 26:42
  But I do believe that that really hit me hard with their culture and seeing
• 26:46
  Man, I can do this in a different way than being a salesman
• 26:50
  I can do this more as a is a partner
• 26:53
  So they really did plant that seed on if I'm giving credit where credit's due
• 26:57
  They do a great job at culture
• 26:59
  And then with CNG the main difference when I came here was
• 27:03
  We have also a super tight knit culture
• 27:04
  They don't sell it that way but they're totally get loans done
• 27:07
  Like we're going to get a loan done no matter what we have to do
• 27:10
  Like are we going to lose money on this or are we going to
• 27:12
  You know service us ourselves is the owner himself
• 27:14
  Like the owner himself has I've called him and he's literally given my clients loans
• 27:18
  Like just like hey we're going to I'm going to warehouse in that
• 27:20
  We'll get that done and we'll refinance them next year
• 27:23
  So I feel like you do need to properly align yourself with the company
• 27:26
  That has the same values as you
• 27:28
  And the reason that I can quantify my numbers
• 27:30
  Is I feel like my company values my customers much as I do
• 27:33
  My biggest fight with my underwriter is I care too much
• 27:35
  Once I'm bought in I get very invested and I get
• 27:38
  I buy into the customer's story
• 27:40
  And I'm kind of sold and at that point it's easy for me to sell the underwriter
• 27:44
  Because I'm like this client deserves this house
• 27:46
  They deserve this loan we're going to get them this loan man
• 27:49
  I don't care what we got to do I've already promised it
• 27:50
  We're going to do it
• 27:52
  So I don't just sit there and roll over when something gets hard
• 27:54
  I'll double tap at that point and we'll find a way through it
• 27:57
  Yeah I know so far with my interactions with some of the leaders at CMG
• 28:01
  That again it all comes back to leadership right
• 28:03
  And so definitely some great leaders
• 28:04
  Chris is a stud man he's such a stud
• 28:06
  I've never had a cooler owner that dude is a stud
• 28:09
  Okay so I'm going to put the cherry on top of this one
• 28:11
  I want for everybody listening
• 28:13
  I've got like my page of notes here
• 28:15
  And if there is one takeaway that I think anybody could take a plan their business right now
• 28:20
  I thought of it in this context
• 28:21
  Paul which is you do and you have an onboarding process for agents
• 28:26
  Like that is unique
• 28:27
  Rare and that also says something about who you are
• 28:31
  As a company yourself as your own team
• 28:34
  And how how much when a realtor here's you say
• 28:38
  Well look let me tell you Jeff here's how we work with new realtor partners like you
• 28:41
  We have an onboarding process
• 28:43
  And here's what that looks like
• 28:44
  Boom boom boom here's what the goal
• 28:46
  Like when you map that the realtor's like
• 28:48
  Wow I just arrived at the risk Carlton or something right
• 28:51
  That's incredible
• 28:52
  I think it just sells it sells your commitment to them
• 28:55
  And that's what I say
• 28:56
  I say I have a plan because unlike other lenders where I'm just begging for your business
• 28:59
  I have a plan I've intentionally went after your business
• 29:02
  So I tell them at that point I was very intentional
• 29:04
  I liked what you were putting out I feel like we're proper
• 29:06
  I use the word aligned a lot
• 29:07
  We're property aligned we're we're sharing a lot of vision
• 29:10
  So I have a love of chance to show how those align
• 29:12
  And then we you know we just close
• 29:15
  Yeah you mentioned you did movie night
• 29:16
  Do you do any other types of you know
• 29:18
  Educational events or classes and that type of stuff as well
• 29:20
  Oh my gosh
• 29:21
  So we have had some crazy recent success on TikTok
• 29:25
  With one of my realtor partners
• 29:26
  He has a pretty big TikTok he has 42,000 followers on TikTok
• 29:31
  And we've been doing the lives once a week for one hour
• 29:34
  In that one hour we average three to five applications
• 29:37
  Right there just one hour and all we're doing is live
• 29:39
  Answering questions live on TikTok
• 29:41
  Which I I'm honestly 40 some here so I'm not
• 29:44
  Hit that hit man, but it's crazy
• 29:47
  And then what we started to do with that we've now done it
• 29:50
  This will be our third home buyer seminar
• 29:52
  Is he and I built a home buyer seminar that we do
• 29:55
  One out once a month at the end of every month
• 29:57
  We do a free home buyer seminar you get a free
• 30:00
  Soft porn your credit, you know, so there's a whole
• 30:02
  Again, I'm very systematic we want to process the system
• 30:06
  So he you know he basically will send all these invites
• 30:08
  We last time we had 38 people that had registered 25 showed up
• 30:12
  Out of the 25 that showed up this was the first time we had 11 people
• 30:16
  Apply six already are pending out of those 11 and that was one hour
• 30:20
  So that is super new to me
• 30:22
  I'm all like word this is active. This was just starting two to three months ago
• 30:26
  He's kicking butt. He's his numbers have never been so good
• 30:29
  So he's having his best 90 days which is obviously helping my 90 day running tell you as well
• 30:34
  But again, another super intentional example of something that I brought to him
• 30:38
  So he didn't that wasn't his idea I told him hey man how do we reach your TikTok audience better
• 30:43
  Like you're putting out these videos. I know you're getting deans
• 30:46
  But how can we really separate the high level people the lucky lose from the people that want to buy in
• 30:51
  Like what do we got to do Chris? And he's like, I don't know man. I was like why've done home bars in ours
• 30:55
  You think you're clear with that maybe we set up a an invite link
• 30:58
  You know you will push it out on this. We'll boost it. He was all for it
• 31:01
  We tried it and it worked right away super happy
• 31:04
  A perfect example. I've been working with that guy here. Yeah, that was an online event
• 31:10
  Yes, so it's entire online everything's online about that. We do a teams
• 31:14
  Teams meeting we put together with chat gbt put together about five screens shot or probably five each
• 31:20
  So five lending ones and we go through the whole home buying process super low pressure
• 31:24
  Know nothing it, you know, hey, no pressure at the end of it
• 31:28
  We basically telling that Chris is going to reach out to send him my link
• 31:31
  I don't even bug these people he reaches out sends him a link tells him that links can get you a free
• 31:36
  credit report and Paul's going to call you to give it to you
• 31:38
  And he'll also let you know if you qualify for any first time in buyers on this that's all
• 31:42
  I call I tell him what their credit is and tell him if they qualify if they qualify then we just run with it
• 31:46
  Use obviously they usually want to buy they just only be sold. So is the link
• 31:50
  Just a soft poll or a loan app or what is it? So our
• 31:53
  No, it's a link to my short pre-qualification app. So it's like a two-page high-level application name, you know
• 31:59
  Dataverse social how much you make it's not the hundred question, you know big one
• 32:04
  So it's just yeah, and then we just only pull trans union, which of course doesn't give him a credit
• 32:09
  Wow, that's that sounds like you'll be doing that again
• 32:12
  And then it's just super high level and that what we sell there is that we're basically we tell them already
• 32:16
  Right away. We know that you may not be ready to buy today
• 32:19
  This is just informational and whether you buy in six months or two years
• 32:22
  We don't care. We're going to still be in the industry
• 32:24
  So I'm going to set you up on a plan and you'd be surprised how many people don't know they qualify
• 32:29
  I tell everyone, you know, don't be worried about getting tough credit the tough credit give them a resource
• 32:33
  Let them go out and do it don't put any other energy into it
• 32:36
  But I would say about half the people that tell me they don't qualify qualify
• 32:40
  So um, it's just really getting to that point and filtering through the data
• 32:45
  So those are tiktok live stream slash first time homebuyer class correct
• 32:50
  brilliant
• 32:52
  Are you doing anything different to close out 2025
• 32:57
  Adding to your business plan in terms of activities anything like that. So right now every company has their like presidents club ambassador
• 33:03
  So I definitely am shooting for 50 mil, which is at our company's presence club
• 33:08
  I had a slow start January and February so I should hit that so yes
• 33:12
  I am but basically
• 33:14
  That's all wrong my my science is way worse than everyone else's because I'm lucky to have so many leads and so much data
• 33:21
  What I basically my plan is to do is what I do is any day
• 33:24
  I don't pen by Wednesday if I don't already have three new contracts pending
• 33:28
  I double the amount of outbound calls after me and I've been doing that for
• 33:33
  Probably since March of this year. So I do again count that as part of why I'm succeeding more is, you know
• 33:39
  Again the more the algorithm the more contact you make the more deals you're gonna close. So for me
• 33:45
  I've already figured out my best cost per action item is me getting on the phone and making outbound calls
• 33:51
  I'm super talkative
• 33:52
  I know how to communicate over the phone and you know do teams and show people using mortgage coach and other tools
• 33:57
  You know the value of different loan scenarios
• 34:00
  So I love just if I'm on the phone. I'm making the most contacts
• 34:03
  I'm reaching the most people that's what I got to do
• 34:05
  So I would say that's for me, but for everyone else you got to figure out for your niche and how you work
• 34:10
  What is your single most high-level action? What is going to give you more times and not more deals with the least amount of work and figure out a way
• 34:18
  How to double that performance? How do I get more out of that same action? That's going to be your best way to you know to close out
• 34:24
  2025 love it love it. No, which growth levers to pull that's going to give you the biggest ROI on that
• 34:30
  Well, I like how you said it way better. I said I'll say lame his terms. You'll say the educated version
• 34:36
  All right
• 34:37
  There's so much more to learn from you and one of the things I want to do is make sure people connect with you
• 34:41
  So the number one place to go is your Instagram. What is that?
• 34:44
  Handle again home loan superhero home loan superhero who'll link that up in the show notes go check out some of the cool content
• 34:49
  You're doing there the resources you got in there all that kind of jazz. I know you're super busy
• 34:53
  Paul appreciate your carbon out time from your day to share your amazing success
• 34:57
  Congratulations, and let's let's stay connected man. Awesome Jeff. Thanks for having me. I appreciate you man
• 35:03
  Pleasure listeners. You know what to do by the way go follow Paul and if it's share with him the one big idea
• 35:07
  You got here today whether it was the you know the third the onboarding call with the realtors
• 35:13
  Whether it was delivering the value to realtors the virtual home buyer seminar
• 35:16
  Whatever it is just let them know with the one take away you got from here and I will see you guys in the next
• 35:20
  Jennifer would probably like to see one of the things I am super accessible as you've reached out as well
• 35:25
  So if any lenders ever have any questions a lot of people who my company do please DM me
• 35:29
  I'll jump on a phone call with you give you anything that you have
• 35:32
  Like I said on the call. I'm an abundant guy. I love creating synergy. I love giving out to people
• 35:36
  So if there's a time or something I'm doing or something on the call that you're like hey, what's this?
• 35:40
  Or do you have a template for that or what are you doing? What exactly four points?
• 35:43
  I have most of these things written down and word documents so I can provide that most very generous Paul appreciate it
• 35:49
  See on the next one guys bye for now