Latest / Mortgage Marketing Radio / Ep #103: How to Close 216 Units for $75Million Working Remotely and Meeting Agents Over Video

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Ep #103: How to Close 216 Units for $75Million Working Remotely and Meeting Agents Over Video · Mortgage Marketing Radio

• 0:00
  In today's highly competitive mortgage industry, building profitable relationships with
• 0:04
  the real estate agents is essential for success.
• 0:06
  However, finding effective ways to secure agent relationships can be a challenge.
• 0:11
  With so many mortgage loan originators vying for the attention of real estate agents, it
• 0:15
  can be difficult to stand out and establish meaningful connections.
• 0:20
  Our new case study featuring loan officer Chris Cogill is a must-read.
• 0:25
  Chris has closed a remarkable 36 million in funded loans from agent referrals.
• 0:31
  And in this case study, he shares his proven strategies for building strong relationships
• 0:34
  with real estate agents and leveraging those relationships to drive more business.
• 0:39
  To get your hands on this resource, head over to LOKestudy.com and download your free copy
• 0:45
  of the case study today.
• 0:47
  You'll find actionable insights and practical tips that Chris used to close 36 million
• 0:52
  in funded loans from agent referrals and how you can too.
• 0:56
  Don't miss out.
• 0:57
  Go check it out right now, visit LOKestudy.com and download your free copy today.
• 1:17
  Welcome to Mortgage Marketing Radio.
• 1:19
  I'm brought to you by the Mortgage Marketing Institute, your number one source for truth
• 1:24
  in mortgage marketing.
• 1:26
  Hey listeners, Jeff Zimper, thanks for tuning into this week's episode of Mortgage Marketing
• 1:37
  Radio.
• 1:38
  I hope you're doing well.
• 1:40
  In the process of you giving gifts, maybe you ought to give yourself a gift as well this
• 1:44
  year.
• 1:45
  It may sound like a shameless plug if it does, I'm sorry, but it's really because I'm
• 1:50
  thinking of you and I want to give you a gift and that is an opportunity to make the
• 1:55
  new year perhaps your best year ever in the mortgage space or perhaps the year where
• 2:01
  you finally succeed and break through to a new level with real estate agents.
• 2:06
  Maybe it's the year where you finally get serious and get started with your online presence,
• 2:11
  your branding, your social media, your Facebook, your content, learning how to do that.
• 2:15
  You know, if that's the road you're on, you'd like to get some of that done for yourself
• 2:19
  in the new year.
• 2:20
  Hey, I do have a gift for you.
• 2:22
  It's called Mortgage Marketing.pro.
• 2:25
  Join us, join other loan officers there that are succeeding at a level they never have
• 2:29
  before with real estate agents.
• 2:32
  Join us and succeed with social media and online marketing.
• 2:36
  Pivot for the digital shift that's happening right now.
• 2:39
  You don't have a huge window to pivot and adjust or else you'll be left behind.
• 2:42
  So check out Mortgage Marketing.pro if that sounds of interest to you or you can always
• 2:46
  reach out to me directly with questions, hit me up on Facebook.
• 2:50
  Have you joined our Facebook podcast community page?
• 2:52
  If not, our group, go to Facebook and type in Mortgage Marketing Radio.
• 2:56
  Love to have you in that podcast group as well.
• 2:59
  So with that said, let's transition into my very special guest, lender to the stars,
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  Christy Hardy.
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  That's right.
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  She has the URL, the lender to the stars.
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  You know she's successful when you hear that.
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  So who is she?
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  What's she all about?
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  She's with Atlantic Coast Mortgage and she has been in this business since 2004 and came
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  out of the gate swinging from the get go.
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  She's a rock star, superstar.
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  She is a matter of fact for, let's see, 2013, 40, 50, 60, 60, six years in a row was voted
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  best of Loudon for a local newspaper publication that ranks different professionals and one of
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  those categories is mortgage professionals.
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  She's won that consistently.
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  If you guys want to vote for her after today's podcast, I think there's a link in the show
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  notes.
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  Hopefully.
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  But, you know, what we do is, of course, we dive in like we always do, right?
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  She did in 2017, 216 families.
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  She helped for $75 million.
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  Folks, that's top 1%.
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  That's superstar.
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  That is lender to the stars right there.
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  And she brings some ideas to the table.
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  Christy does that.
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  I have not thought about and I was really impressed and pleased to have her on here talking
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  about how she's now using Zoom to have a video conferences.
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  And if you're watching the video portion of this on YouTube or on the blog, you can see
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  I'm using Zoom.
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  Hi, I use Zoom to record these podcasts, both video and audio.
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  So she's using Zoom to check this out.
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  You know how we all do the coffee meeting with realtors and stuff?
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  Hey, how about you do a Zoom meeting with realtors?
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  How about instead of jump through all the fences of driving and coffee and all that stuff
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  and no shows, your schedule is Zoom meeting.
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  And you have your first conversation on a Zoom meeting.
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  Brilliant.
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  A video conference, one on one, she says it's working great for her.
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  It totally actually reduces the pressure around that and everything.
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  So consider that.
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  The second idea she had, I'd want to give her the whole farm away here, but it has to
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  do with a similarly using Zoom in terms of client interactions, prospect of interactions
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  and things like that.
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  So we're going to talk about that.
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  We're going to talk about what she does for realtors, how she goes wide.
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  She's got about 100 agents, I think, that she's in her sphere of influence and database.
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  So we're going to unpack all that, how she's pivoting and starting to use social media
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  more in her business and just a really great, awesome conversation with a really terrific
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  woman in the industry and a powerhouse.
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  Watch out.
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  Don't get in her way.
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  She's strong.
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  So anyway, let's get into this week's show with my very special guest, links to her website
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  and other things are going to be in the show notes.
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  Please welcome my special guest to the show, Christie Hardy.
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  Christie, welcome to the show.
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  Thank you.
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  Happy to be here.
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  Thank you for making time.
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  I know you're incredibly busy.
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  And so as I pointed out to you before, you heard the formal intro, I always like to allow
• 5:44
  you to give your personal little perspective about who is Christie Hardy, what she all
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  about?
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  Why does she love mortgages?
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  Tell us all about that.
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  You know, I think like a lot of other successful loan officers, I really enjoy helping people.
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  I have a gift of gab, so I enjoy talking, I enjoy getting to know people, building relationships
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  and just enjoy the whole idea of marketing and helping people with their little largest
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  purchaser ever going to make in their lives usually.
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  All right.
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  So give us a quick stats on how many years you've been doing this and 2017 volume units.
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  Let's take care of the housekeeping, get that out of the way.
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  Sure.
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  You're absolutely.
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  In this for 14 years, I just, I went to Zenix mortgage academy when I first got started,
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  so I never was an assistant.
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  I just went straight into originating 14 years ago and 2017, I did about 216 units for
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  a little over 75 million.
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  216 units, a little over 75 million.
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  What is your average loan size?
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  Somewhere in the midteries, like 360,000, yeah.
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  Okay.
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  All right.
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  I do a lot of small ones too.
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  Yeah, I mean, that's really, I'm always more impressed with the people who do a lot of
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  units or help a lot of families versus then, you know, the person who's average loan is
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  5,600,000.
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  You got a lot more work to get that same level of income.
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  No kidding.
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  A lot of more future clients though is how I like to look at it.
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  All right.
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  That leads us right into the great first question.
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  You came out of Zenix by the way.
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  You pointed out that that.
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  So I don't think I've had anybody on before who divulged that, if you will.
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  Maybe they have, but I just didn't know.
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  You found that to be a great training ground for your career.
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  You know, it's interesting because I learned a lot.
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  Like I learned how to do a mortgage.
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  I learned the vocabulary and all of that, and what was most important for me, I think
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  right after that was I had a coach.
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  They gave you, you know, like two months of coaching and being accountable for having
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  to do the actions that turned into results.
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  That was really key for me.
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  I think, oh, and not only that, but at the company that hired me, Green, like a brand new
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  loan officer, they would pay my student loan debt if I did the work, the work that Zenix
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  had assigned me.
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  So and they would, if I hit a certain goal after six months, they paid off my student loan
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  to go to Zenix.
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  Wow.
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  So it actually was a game changer for me because I not had that student loan looming over
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  me.
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  I would have left the business because I actually hated it.
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  I really could not stand at the first few months I got into it.
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  So yeah.
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  What did you do?
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  I was, I was revolving.
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  What did you do?
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  Well, my previous job, I was in car sales, so I worked for enterprise cars.
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  Where else?
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  How could that be worse?
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  No.
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  I used to have one with me, but I was used to, and I had done this, I had actually had just
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  come off of like a three and a half year span of just traveling, so I hadn't worked in
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  a long time.
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  I hadn't worked in a long time.
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  You had to build that work.
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  That's what happened.
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  Yeah, but it was also instant gratification, you know, you sell a car, you get that instant
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  reward right away, whereas mortgages, you know, you have to deal with people for a longer
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  span of time, you have to be patient, and the guidelines were pretty, even though they
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  were a lot looser back then, they're still much more rigid than they were in the car
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  business.
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  Yeah.
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  So I, it was just not what I was expecting.
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  I mean, I, I knew I was good with numbers, I knew I was good with people, marketing, sales,
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  but I didn't, you know, I didn't realize the frustrations that come along with being
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  a loan officer.
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  I thought it would be easy, like, like the previous, because it's kind of tough.
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  This is easy, you know, you fell out some paperwork and a hard can it be, right?
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  And so it was interesting because I was a broker and correspondent lender, so, and this
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  was back when we had the fact stuff, mail, documents, you know, it was, it was very time consuming
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  and I really just, it wasn't for me, too much paperwork.
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  So luckily, I had the goals and I just wanted to get that student loan paid off and then
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  I started really getting it, I started really enjoying it, what, you know, getting a little
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  bit of success under my belt.
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  What was the, do you, do you look back and see, was there a pivot or a shift or something
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  that happened that made it enjoyable all of a sudden?
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  Well, I think the paychecks, I think so, I started getting busy, now I started experiencing
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  a little success and a higher than assistant very early on.
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  Was that part of the recommendation coming out of Zinnix to get an assistant early?
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  I probably was, I don't remember that being a big focus, I mean, it is now, like I've spoken
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  to some of Zinnix folks, you know, in the past and, you know, and also I think just in real
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  estate in general, you should focus on your strengths and my strengths was never the paperwork.
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  My strength was never doing that.
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  So, you know, and I literally, my business just flourished, I mean, that was 2004, times
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  were good, things were flowing in, whether you were really actively working hard or not.
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  So, I was, I needed an assistant.
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  That's funny, you said that because I started in 2003 and yeah, it's like that saying the rising
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  tide lifts all boats, you know, and then of course we had the meltdown and then the last five
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  years or so have been pretty easy as well. And by the way, when I say that, I don't mean you
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  haven't worked hard, I mean, the phone's been ringing, the market's been great, you know.
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  Oh, totally, yeah.
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  All right, so you got an assistant early on, very smart move there.
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  So, that freed you up to do what you enjoyed doing most, which is what part of the business do
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  you enjoy doing most?
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  That's hard because I really like it all. I love the paperwork.
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  The paperwork, and now there's, now it's all paperless anyway, but yeah, I enjoy being creative
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  and finding like interesting solutions for people. And I, so I actually really like working on
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  the hard loans. It's a blessing and a curse, but I've kind of become the person like if so and
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  so can't do it, Christy can. And I really pride myself on that. Like I actually get a thrill when
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  I can do something that other people have denied or can't do. So I think that's my favorite thing is
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  working on the hard loans.
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  Tell me what a hard loan means. How would you qualify it as a hard loan?
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  For example, I have one right now, literally working on it right this minute.
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  We have a client who was denied by another lender because they have an FHA loan and another,
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  they have a previous FHA loan and they want to be a non-occupant co-barmer. Well,
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  anyway, the other lender just said, no, I can't do it. You have an FHA loan, whatever.
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  And so I looked at it and then I looked a little bit deeper and the other property that he has
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  to miss again. So I looked at the LTV and it made sense for him, it actually made sense for him
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  to do it no matter what to refinance a double conventional loan and do away with the mortgage
• 13:03
  insurance up there. And then he could be the non-occupant co-barmer for the FHA loan here.
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  So you're a problem solver? Yes, I am.
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  Right. And once you establish relationship as a problem solver, you pretty much have business for life.
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  Absolutely. I really do. I get calls all the time that even listing agents will call me because
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  they're concerned that the lender doesn't know what they're doing and they'll call just to make
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  sure that the information they're getting is correct. So I think I really have branded myself
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  accidentally and on purpose as a problem solver.
• 13:42
  Yeah, no, that's great. I mean, you know, we talk about branding a lot and you have to be known
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  for something, right? Or else you get lost in the sea of noise. So I understand what you say,
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  it's a double-edged sword because what percentage of the time do you think people just throw crap at
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  you because they're like, ah, whatever. I mean, yeah, I think it happens a lot.
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  And I would love to say publicly, you know, look at what I do on this crap, imagine how great I
• 14:09
  would be on the good stuff. So I do think it happens. I don't think people are doing it on purpose,
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  but I think, you know, like listing agents will, you know, have me save a deal then stuff.
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  Just because you're branding yourself somewhere or you're known for whatever, like some people say,
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  well, what if I brand, you know, I want to be the first time home buyer specialist?
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  I'm going to turn, I'm not going to get the rest of that business. That's not true. You're still
• 14:31
  going to get that other business, right? Yeah, absolutely. And that's another facet of what I love
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  doing is helping the first time home buyers. You know, I remember when I first got a mortgage,
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  and it was before I was a mortgage lender. And the guy who did my loan was like just so condescending.
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  And I, you know, I'm smart, educated woman who had the finance background. And I just was like,
• 14:55
  you know, just because I don't, I'm a first time home buyer. And I was asking questions, you know,
• 15:00
  like, well, if I put five percent down, we'll have mortgage insurance. You know, I was asking
• 15:04
  probably questions that he heard on a daily basis. I was annoying for him. And I just
• 15:08
  felt like he was being very condescending. So I do think one of my strengths is, you know,
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  my empathy and also having the ability to talk in layman's terms. You know, people, I always say,
• 15:23
  do you know what an escrow account is? Well, I like to call it like a forced savings account.
• 15:28
  So, you know, I kind of like to explain things and, you know, how I would have wanted to be
• 15:33
  explained to me. Yeah, exactly. Okay. So let's talk about your business and kind of like sources
• 15:40
  of business. Number one source of business for you is. Realtors. Realtors. Shocker for those
• 15:47
  people that want to just live online and think you don't have to work with realtors at all.
• 15:52
  Yes. Realtors. And then I wrote down from our last chat, 60% of your overall volume is realtors,
• 15:59
  right? That's correct. And by the way, I will say I don't pay for any, I don't pay to play period.
• 16:06
  All right. I love it. So you're leading this, this interview so well, so perfectly.
• 16:11
  Sorry. No, that's great. I love it. It makes my work easier.
• 16:15
  But, um, do you get, do you get presented that frequently? All this time, all the time. And it,
• 16:23
  you know, it's, I'm just really quick to say no. I just say, you know, if I did it for you
• 16:28
  and have to do it for everybody, I just can't do it. But what happens if you lose hand?
• 16:32
  And I feel like, oh, him for good. There, you know, it's okay. It's okay. They're
• 16:38
  come to me for their hard loans. I mean, honestly, that's how it ends up. They
• 16:43
  they'll send me, they'll find somebody to pay and they'll work all their zilla leads with that
• 16:49
  lender. And then they'll still send me their brother and their mother and all their friends. So
• 16:55
  and all of the tough loans that that's a little, no, I love it. By the way, your confidence is
• 17:00
  awesome. So, and listen, listeners could use a little boost of confidence and certainly about
• 17:04
  your value because that it's clearly you recognize your value in what would you just said.
• 17:09
  But I want to just pause for a moment on the whole because I know if some people listening
• 17:13
  are thinking this, wait a minute, does she just tell realtors no and then move on? I mean,
• 17:17
  what's that sound like when they're like, hey, uh, Christie, I would really love the partner with
• 17:21
  you. Tell you what, though, I mean, I'd really love my lender to like, you know, pay for some zilla
• 17:25
  leads. Christie says, yeah, I hear you, but I'm a lot like I said earlier. I can't do it just
• 17:33
  for one person. I'd have to do it for everybody. And also what I found is the zilla leads really won't
• 17:38
  get you as much bang for your buck if we partner up on doing some other things. So I'd love to
• 17:43
  contribute and help you. But maybe we can do some seminars, maybe we can do some webinars together,
• 17:49
  maybe we can do some corporate programs or, you know, find another avenue to bring in the business
• 17:55
  and I can help you market to your database. I can help you and and also all the clients that
• 18:00
  use sent me, you know, we're going to have them on such an amazing retention program that they're
• 18:05
  going to keep referring us. And I like to see myself as an extension of you. And I think I bring
• 18:11
  much more value to the table in a few hundred dollars a month. Wow. I love that. I think that's
• 18:16
  one of the best responses I've ever heard to that when I asked that question. And I'm not blowing
• 18:21
  smoke. I'm serious. Please don't, please don't do business with me. Exactly.
• 18:27
  Um, the fact that you see yourself and you tell agents you're an extension of them.
• 18:31
  I was just talking about this the other day with somebody you, so we've been in the business
• 18:35
  roughly the same time. Back in the day, that was the pitch about your value proposition,
• 18:42
  which is I'm part of your team, right? So when I'm part of your team and I'm sure you do this too,
• 18:48
  I call and I introduce myself as part of your team. And then I build you up, right?
• 18:54
  Right. Exactly. Yeah. And I do do that.
• 18:57
  Well, why have people gotten away from that? I mean, why aren't law officers getting that today?
• 19:03
  I think that they are really, um, they're afraid. I think so, you know, you, you did nail it.
• 19:10
  I'm very confident and I'm very comfortable with what I offer. And I think a lot of, um, it's easy,
• 19:17
  you know, if you get to feel that desperation or you start getting worried that times are tough
• 19:21
  and stuff, you just have to realize that you are worth more than that. And you're not just,
• 19:26
  you know, that, that realtor who's going to ask you that, I don't know, they're not necessarily
• 19:31
  the people that I want to work with. Like if they, if they only are in it for the money,
• 19:36
  then they're not in it for the relationship. So I feel like a lot of other lenders are, you know,
• 19:41
  the lenders who do that. Sometimes it doesn't make sense. I mean, you know, sometimes financially,
• 19:47
  might be a good choice, but just for me, it just seems like it's just seems silly.
• 19:52
  Yeah, I'm glad you made that point. Um, for listeners, I want to make sure that's clear.
• 19:56
  I don't think we're saying it's never a good idea. I think it's really based on the situation.
• 20:00
  It's based on if they're coming out of the gate saying pay to play, there's no relationship,
• 20:05
  that's a problem. Right. And that's what I'm talking about. I mean, there's definitely times where
• 20:09
  I'd like to help, you know, help people out. But maybe I would offer to do something more
• 20:15
  relationship focus, like having a, um, you know, like a housewarming party for our clients,
• 20:22
  or something where I can have a personal touch. I just feel like, you know, but, but like I said,
• 20:28
  it does work great for some other loan officers, I think. But then again, you know, I,
• 20:32
  I would rather spend that money doing something fun. Yeah, no, I think what we're saying is,
• 20:37
  again, it works if the relationship is there first and your sole value prop is not just a monthly
• 20:42
  paycheck, because then they're just going to bounce you for the next biggest paycheck.
• 20:47
  Exactly. But it's funny. I've been doing some research on Zelo for a presentation I'm doing. And
• 20:52
  I mean, let's face it, right? They're generating hundreds of millions of site visitors a month.
• 20:57
  I mean, it is the number one destination online for properties. That opens up a whole new
• 21:02
  conversation about Zelo, which we won't go and do here. But, um, all right. So let's, let me get
• 21:07
  about an understanding. So 60% of your businesses from realtors, are you concerned about that? Are,
• 21:12
  are you seeing realtors you work with slow down have less to send you? Yes, I am. And they are too.
• 21:21
  Everybody's feeling a little bit of a pinch right now, I believe. But it's weird. I've kind of
• 21:27
  gone the non-traditional route. I know a lot of high producers will tell you, you know,
• 21:33
  align yourself with the biggest and the best realtors out there. And I have, I mean, I definitely
• 21:39
  have some of those relationships, but I have a lot of younger newer realtors who need me, you know,
• 21:47
  like that. So like, they need me more than I need them. And so maybe they do one deal every two
• 21:54
  months or one deal every six months, but I have a lot of them. I probably have over 100 agents,
• 22:01
  maybe 150 agents that that will send me a deal here and there. Okay. I'm glad you mentioned that.
• 22:06
  I was going to ask you that anyways. So then how do you stay top of mind and engaged and appear
• 22:11
  available, you know? So that's, that is definitely one of my challenges, but I focus a lot on Facebook.
• 22:18
  And, um, you know, they're, I try to stay as interactive as I can with their lives and what they're
• 22:24
  doing, what they're posting on Facebook. And also I post content that I think they'll find valuable,
• 22:32
  like video, like I'll do videos. So they don't get to see me that often. I don't, you know,
• 22:37
  I'm busy working or whatever. So it is one great way. If I shoot a little video talking about
• 22:43
  something, you know, for some home buyer program or whatever, they may not listen to the whole thing,
• 22:49
  but they feel like they get to know me just because I'm doing a video. So I feel like I can reach
• 22:55
  a lot of people that way. And I also have like a CRM and that sort of thing where I send them weekly
• 23:00
  things. You know, I love it. I have a lot of CRM. It's, it's kind of like a, I have two CRMs as a
• 23:10
  matter of fact. One is, why do I have two? Yeah, what are they? Tell me, tell me how you use the two of
• 23:17
  them. Okay, one is internal, internal at my company. And it's called loyalty express.
• 23:22
  And that's great. And that's, that's works really well. And it does, you know, it'll,
• 23:29
  it sends out reminders and updates and different things. And then the one I've used since I got
• 23:34
  into the business, it was formerly called the Media Center. And that's called Usherpa.
• 23:39
  And that one is just, you know, I've had it for 14 years. And I just can't let it go. Like,
• 23:43
  it's just because I really become accustomed to it. And my whole database is in there.
• 23:50
  So that one's great because, you know, it sends out like quarterly newsletters in the mail.
• 23:57
  It sends out anytime I want to do a blast, like an announcement or something, I can send it
• 24:03
  through there. It helps me keep track of my daily activities. So every, every client I've ever met,
• 24:10
  every realtor I've ever input in there. I know when it's their birthday, I know it's when
• 24:15
  their, their anniversary is coming. So I think the reason I keep that, that one is because of the
• 24:20
  longevity of my database. Whereas loyalty express is only my new clients. We haven't had the loyalty
• 24:27
  express very long, only a couple months. Okay. Um, you make it a, I just want to go back to follow
• 24:33
  this realtor thread because so many alone officers out there meet, uh, realtors and they don't put
• 24:39
  them in a database. They don't market to them and things like that. Um, but obviously you're doing
• 24:43
  that, right? Yes. Okay. So they go into the, religiously, religiously, uh, back to your videos for a
• 24:49
  second. Um, the, the content videos and the realtor thing. So you will then, you meet a realtor
• 24:54
  whatever there's a connection. You're going to go on Facebook and friend them, right?
• 24:58
  Absolutely. Yes. Uh-huh. If I know I'm going to be meeting with them, my friend of first do a
• 25:03
  little bit of research on them and that sort of thing. But yeah, if I meet, meet someone at a
• 25:07
  broker's open or whatever, I, I immediately friend them probably while I'm standing right there with
• 25:11
  them. Oh, that's cool. They're like, hey, you just friended me like, yeah, boom, there we go.
• 25:20
  And the videos you're posting are those go on your business or personal page or you mix it up?
• 25:24
  I usually post them on my personal page and then share them to my business page.
• 25:29
  My business page is okay. I just feel like it's like a nice with people want to see reviews
• 25:34
  or whatever. But you know, I think it's important to have a personal page that people can relate to
• 25:40
  you. So you know, have my dogs, my kids, my family life, like I'm kind of all out there.
• 25:46
  I think that's a great point for you listening. Um, let's not forget that it's like we keep saying,
• 25:51
  it's a relationship business and people do business with people. They don't do business with the
• 25:55
  business page per se. Um, so I think that allows you that helps you kind of facilitate that trust,
• 26:01
  that like ability that, oh, my gosh, Christie's a real person. There she is with her dog,
• 26:06
  you know, all that stuff, right? Yes. Okay, so realtors. Um, anything else you're doing for
• 26:12
  realtors, events, classes, that kind of stuff? Yeah, no. I mean, I want it to be more and that's
• 26:21
  one of the, one of the things I am getting ready to incorporate. What I'm trying to do is tag up
• 26:28
  with, with an agent and, you know, another business source and do some, um, some of like we're
• 26:36
  doing now like a Zoom call where we can all be in like a group and discuss things. I love it.
• 26:45
  Like that. And I also, one of the things I really, um, this is kind of very new for me and I've
• 26:50
  only done it with a few of my clients, but the Zoom is amazing. So I really am trying to zoom
• 26:55
  with all of my clients. Beautiful. Beautiful. That's that personal connection, personal touch,
• 26:59
  because if they can't come into the office, yeah. Um, yeah, I want to go back to the,
• 27:04
  where I live, the campus crazy. Is it? The campus crazy where I used to live in Southern California?
• 27:11
  Come on. Um, you did where? That's where I worked for enterprise. So cars fill space. I,
• 27:20
  I lived all over the beach. Pasadena. Do you do you know Chris and Nikki Corbett?
• 27:28
  I mean, I was just, they were my neighbors. No, they used to work at enterprise too. Anyways, um,
• 27:34
  I probably do actually. And that's great around the same time plan. Um, okay. So back to,
• 27:40
  back to the Zoom thing for realtors, what you made me think of as, uh, I've been talking to a
• 27:44
  number of loan officers lately about doing a book study with realtors, but you just brought a new
• 27:48
  element to it, which is doing a zoom, because if you only got five or six agents, right? That's
• 27:53
  another great element to it. Absolutely. Yeah. I think it's great. And I've been, you know, I've
• 27:59
  been actually, um, reaching out to some of the agents that I want to work with and inviting them
• 28:04
  for a Zoom chat. So we'll have this, you know, like a coffee talk. Yeah. Just like a 15 minute.
• 28:11
  So instead of actually having to go anywhere, you can see I work from my home. Yeah, it's good.
• 28:16
  This is this is where I work. I don't ever leave my house really. I mostly stay here.
• 28:22
  I know it's like good thing the camera is only here, right? Cause the sweats, the shorts, whatever,
• 28:27
  you know, nobody needs to know. Actually, my husband comes home sometimes and he's like,
• 28:33
  what are you wearing? Because I'll be wearing like a like a suit jacket and yoga pants.
• 28:39
  Well, because I've been zooming or doing. Right. In full disclosure, I wear the same outfit every
• 28:44
  day. You know, I mean, it's just wash it once a week. All right. We just crossed over the TMI
• 28:51
  border. Um, totally, absolutely. No, but I love that idea of meeting agents on a Zoom call.
• 28:57
  It's like, that is totally unique and different. I don't have to waste time with coffee and
• 29:03
  buying and driving and just then then it doesn't work out. Have you done it yet? No, we haven't.
• 29:09
  Yeah. I've done a few. How's it going? Excellent. It's awesome. Wow. That's brilliant. That's
• 29:16
  brilliant. Listeners, your admission price, it just paid off. You know, should have paid extra
• 29:23
  money for free. All right. Sorry. I'm joking a little bit. Okay. So realtors, lots of that's a lot
• 29:27
  of good stuff. Let me transition real quickly because we can go on about realtors forever. I'm
• 29:30
  looking at my notes. Um, database is the other 40% of your business. You've mentioned your CRMs,
• 29:36
  all that kind of stuff. Do you do then the, um, you know, the annual mortgage reviews,
• 29:41
  things like that? I do. I have it for long. I just sort of started doing
• 29:46
  those as well. But I will, um, you know, like the database will tell me when it's their annual
• 29:52
  review. And I'm right. Lately, I've just been sending a text message saying, hey, you know,
• 29:58
  it's actually sometimes I'm doing a video like, hey, it's Christy from Atlanta because
• 30:02
  Maria just wanted to let you know, it's time for your mortgage to check up. And then I'll send
• 30:07
  a little text to go along with it. Um, and it, you know, unfortunately, I don't really feel like,
• 30:15
  I mean, most of my clients are already in a good loan, you know, in the three.
• 30:19
  Let's say our Christy. So that's going to be a challenge. But as far as mining my database on
• 30:26
  another level, what, you know, I'm very active in my community, like my neighborhood and,
• 30:34
  um, you know, my, I have some great connectors that are friends of mine that promote me more than
• 30:41
  realtors do. All right. I want to, I think it's all about getting the right people in your database
• 30:47
  to have you top of mind, not necessarily realtors, just neighborhood people, people who you know.
• 30:53
  No, I totally agree with that. I'm going to talk about community in a second, but I want to go back
• 30:56
  to the texting thing. You have a video, um, and you're texting people about, hey, it's your,
• 31:01
  you know, 12 month and, you know, anniversary, whatever that goes. Um, but is it one video sent to
• 31:07
  the same, you know, I mean, it's not a different video every time. It depends. Sometimes I'll get a
• 31:12
  little lazy and just shoot one video and send it to everyone, but normally I'll send it and I'll be
• 31:18
  like, you know, hey, Jeff, it's Christy. Just wanted to say it's been two years since we've
• 31:22
  taken a look at your loan. Are you interested in a worries check up? And then other times, I'll just
• 31:27
  say a blanket statement like, hey, it's Christy. Right. And you are texting that video out to people
• 31:34
  individually. I am, you know, my CRM send emails and I just feel like they get inundated already
• 31:42
  with emails and who knows if it just goes to their spam anyway. Like, yeah, I just feel like emails
• 31:47
  are kind of on the way out. So I feel like texting and even in step-to-message for me because I'm
• 31:55
  so active on Facebook. I feel like messenger is really a great way to get the word out to you.
• 32:00
  And I feel like they'll open it. They'll have a much bigger chance of opening it.
• 32:04
  Oh, 100%. And of course you can put a video in there too if you want.
• 32:07
  Absolutely. No, I love that. Emails are on the way out. It's scary. We always have to.
• 32:13
  No, no, it's true. All right, back to the community thing because I'm a believer in that as well.
• 32:16
  You know, when I when I teach realtors about branding and classes and rising up of the noise,
• 32:21
  I talk about how they meet in the local community as a local expert featuring the coffee shop,
• 32:26
  the pumpkin patch, whatever. How are you how are you engaging in your local community and how do
• 32:32
  you intertwine business with that if you do? I just like, well, like me, my kids are, you know,
• 32:40
  I have two boys. So I'm really involved in like the schools and swim team,
• 32:46
  any activities that they do. I kind of sponsor, you know, the school, the school had a,
• 32:53
  one of my sons' schools had a had a thing recently where they were they were giving every single
• 33:00
  student a t-shirt. So I sponsored the t-shirts, you know, so my name is on every single elementary
• 33:06
  school's t-shirt. Just different things like that. But also like we have our own, my neighborhood
• 33:13
  happens to have a Facebook page to its own. So I try and stay active on there as well.
• 33:20
  How so? How do you stay active on there? Are you posting? I don't really post a lot, but I will tell
• 33:29
  you, like, you know, the style I got my nickname, Linda to the Stars, is on this neighborhood
• 33:36
  Facebook page because someone posted, is anyone have, I'm looking to refinance,
• 33:41
  if anyone have a good lender. And then my name popped up probably 15 times, you know, like all
• 33:47
  of my friends recommending me on there in the neighborhood. And someone, someone just jokingly
• 33:53
  said, Christy, looks like you're lender to the Stars around here. And so they just sort of
• 33:58
  start sticking. So that's one thing. I stay a little bit active on there, but I also let my friends
• 34:05
  do most of the work. Yeah, so you're just going to, you're living your life in there a little bit.
• 34:09
  You're posting pictures about stuff you're doing out and about with the kids and all that, right?
• 34:15
  It's more of a, that particular place is more of a, you know, what's happening in the neighborhood.
• 34:22
  So like, I don't know. I don't really post a lot in there, but I'll comment on people's posts.
• 34:28
  Oh, okay. Well, that's a good practice. I'm not sure there's other way to do it, but, you know,
• 34:33
  No, I mean, actually, I want to, because I'm always trying to teach those that are listening,
• 34:36
  you know, and I've, I've learned all this myself from other experts. So regarding the commenting
• 34:40
  on posts, you know, you think about the opportunity you have, how many times in a day do we choose
• 34:46
  to not comment on posts or we just do the quick thumbs up selfie? Absolutely. That's like a high,
• 34:52
  that's like a drive by high five. And so if you really want to get traction and engagement on social
• 34:57
  media, you've got to actually comment. I agree. I think people will recognize how you make them feel.
• 35:04
  Like, think about, I mean, the way I always think about it, I always like to see who comments,
• 35:07
  and it makes me feel good when someone comments on my posts, versus, versus a like, it makes a
• 35:13
  difference. And now people are just getting even too lazy to make a comment. So I agree. I think
• 35:20
  commenting, and for me though, I really won't comment unless it's genuine. Like if I truly think
• 35:26
  it's a cute picture, I'll say, you know, something about it being cute, but I don't just make
• 35:31
  frivolous comments either. I think that's a little overkill. Absolutely. You've got to be sincere
• 35:36
  and genuine. It's the rules of life carry over to the rules of social media. I'm under to the
• 35:42
  stars. Okay. So how do you then become looking at your web page here, which we'll put links in
• 35:47
  the show notes to everything, but I'm looking at when I'm looking at 2013, 2014, 15, 16, 17, 18,
• 35:54
  best of loud and lender. How do you get that? Well, originally, when it first came, it's a local
• 36:05
  newspaper, but a lot of times. So anyway, the local newspaper, every year, and they have
• 36:12
  a category, you know, every year, they have the contest. In the first year, I didn't even know
• 36:15
  about it. Like someone called me and congratulated me, and they said, but congratulations, you
• 36:20
  won best of loud and I was like, wow, I didn't even know I was in the running. That's amazing.
• 36:24
  In the second year, I paid attention, but I also won. And then ever since then, the competition
• 36:31
  was gotten fierce. Like it's like really, there's probably 40 lenders going for it, and now it's
• 36:40
  about campaigning. So I literally do campaign to win now. Talking about my CRM, you know, I
• 36:47
  send out a link so they can vote now. Like it's hundreds, hundreds and hundreds, thousands of people
• 36:54
  are voting. So now I'm actually, now I don't want to lose the title. Oh, you know, nobody can
• 37:00
  get thrown. So now I'm like actively trying to win. I love it. I love it. So it's not without a lot
• 37:08
  of work. December is a lot of my December now is focused on winning that award every year.
• 37:13
  Oh, you're out campaigning. I'm out campaigning. All right, we only got a couple minutes left.
• 37:21
  What are you doing? I'm sure right now you're probably thinking about 2019 maybe evaluating a
• 37:25
  business plan strategy. Anything you're doing differently in 2019? Yes, there's actually a lot of
• 37:32
  things I just started implementing this year because I've had more time. So, you know, it started
• 37:38
  slowing down a little bit in the summer. And so I really started changing the way that I see my
• 37:45
  business. So I am now, you know, I was very much in the throes of doing all the loans and, you know,
• 37:53
  very, very maybe micromanaging every single thing. So now I've decided to change and become the CEO
• 38:02
  of my business. So now I'm very focused on being a great leader, a great mentor to my team and also
• 38:11
  focusing on different things like mindset. Definitely focusing on more web stuff with realtors and
• 38:21
  more web content. I mean, I never posted a video about work until the summer. So it's all a lot
• 38:28
  of this is brand new for me. Can you maybe give me one example of that when you say web content,
• 38:35
  web stuff, do you have any thoughts in mind of what that will tell? Well, yeah, just like the Zoom calls.
• 38:42
  I don't know I want to call it web, but you know, face-to-face meetings with my clients. That's new.
• 38:48
  And implementing a very rigid system. So it's every single client goes through the same exact
• 38:58
  system. Yes. Before I would make, you know, I had systems with my mind, but I never really
• 39:04
  wrote it down and got it out and shared it with my team. And now my team and I've we've collaborated
• 39:10
  and made it like excellent. I mean, it already was smooth, but now we know exactly who's doing what at
• 39:16
  every step of the game. Yeah, what they you sometimes heard called the perfect loan process.
• 39:23
  Exactly. Yeah. Awesome. Cool. Well, listen, I know you've got to go. You're busy. You've got to do
• 39:28
  some Zoom calls with clients and realtors, hopefully. I'm going to steal that idea. And by the way,
• 39:33
  I'm going to talk about it and I'll give you credit for across the board. Awesome. Thank you so much.
• 39:40
  You bet. So if anybody wants to reach out to you, what would be the best way to contact you?
• 39:45
  My phone number, I always answer my phone, 571-246-6767. Or that's fine. You can go to lender to
• 39:53
  thestars.com if you want to find my. Just say that to somebody and they're like, I'm in.
• 40:04
  That's awesome. All right. So thank you again once for tuning in. And listeners as always,
• 40:07
  we appreciate you tuning in. If you like this episode, let us know. We just review out there wherever
• 40:12
  you're listening to this on the W.W. And we'll see you on the next one. Thanks a lot. Bye now.
• 40:42
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