Latest / Mortgage Marketing Radio / Ep# 34: How to Build Your Brand and Boost Your Business with Video

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Ep# 34: How to Build Your Brand and Boost Your Business with 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
  Hey, welcome to another episode of Mortgage Marketing Radio.
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  I am your host, Jeff Zinfur, so thrilled to have you here.
• 1:43
  We have got another awesome show lined up with two awesome guests.
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  That's right, two.
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  Come, two for the price of one.
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  None other than two people I've been following for quite a while who are doing some amazing
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  things online with video, they're funny, they're woody, they're smart, they're intelligent,
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  and they are sincere and they're really making a difference out there and establishing,
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  I think, some standards when it comes to how do you implement video in your business
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  as a mortgage loan originator.
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  Who am I talking about?
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  Well, I am talking about none other than Ryan Christensen, also known as RC and Ryan
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  Hills.
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  The two mysterious men behind the resource.tv, that is the resource.tv, get it, real estate
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  source TV.
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  So today we're unpacking this whole concept of video marketing.
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  You're going to hear, maybe for the first time for some of you who aren't followers
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  or the resource.tv, you should be, they're doing some really killer videos over there,
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  but you're going to hear kind of the backstory of how Ryan got started in implementing video
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  into his business as a mortgage originator and really turned it around for him during
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  the mortgage meltdown crisis of 2007, 2008, and we're scratching his head trying to figure
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  out what am I going to do to rise above the noise and really be able to separate myself
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  out there in the marketplace.
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  And obviously it turned into something very big, amazing, incredible.
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  And now this platform has just grown like crazy, they've had a bunch of my favorite
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  people on their podcast, including Alexa Dave Savage of Morning to Go, which is bearer
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  HB, both MBS Highway, Frank and Brian and a whole bunch of others.
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  So you'll hear more about that, but you'll also be here, best practices for how to, even
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  if you're a nervous hell about being on video, even if you don't like the way your shiny
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  head shines off the light and the camera in video, we're going to talk about how to get
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  over that and how to get through that and really start to come up with ways and ideas.
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  You can ease your way into you incorporating video into your business because video is
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  the killer app on wine right now.
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  Talk about the next best thing to be in there, video, driving engagement, driving conversions.
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  If you're not doing video yet, hopefully after listening to this podcast, you'll start
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  doing video.
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  So without further ado, let's transition over to RC and Ryan.
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  Welcome to mortgage marketing radio RC and Ryan.
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  Welcome to show.
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  Hey, thanks for having us, man.
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  Hey, hey, what's up, Jeff?
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  Hey, hey, hey, hey.
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  So glad to have you guys here.
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  You guys are, I referred to you earlier before we hit record as video gods.
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  Are you comfortable with that?
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  You okay?
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  Not at all.
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  No, no, no.
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  Can you make me uncomfortable?
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  It's very nice of you, though.
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  No pressure.
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  No pressure.
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  You don't have to tell you I was getting in ready for today's recording, doing so by
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  watching some of the videos on your site at theresourced.tv and yeah, yeah, I particularly
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  liked the compliance monkey.
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  Oh, my God.
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  The compliance monkey.
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  Oh, that was one of the funniest things that I've ever seen.
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  I mean, the monkey just on your back following you around the whole time.
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  When did you eat corn?
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  It's hard to do those creative funny shows that they're obviously the most fun to do and
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  they actually get watched more than any other show, but there's a lot that goes into them.
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  So that's like our biggest request, like, hey, guys, do you do more funny shit?
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  Oh, can I swear on this?
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  Yes.
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  Yes.
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  We'll put one of those big ease on the podcast for writing swears a lot.
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  We have to run a 10 second delay, yeah, but they always say do more funny stuff.
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  So we got like three or four funny shows in the hopper and we'll work to get those out.
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  Yeah.
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  So how long does it take you to produce a video like that?
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  Well, the funny ones, they're usually off site.
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  There's a lot of writing.
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  There's more characters involved.
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  Those take a lot longer, like that'll take a whole day just to shoot and get it, you know,
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  get it done right and then another whole day to, you know, for RC to edit it and stuff.
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  So, you know, probably a couple days, but the regular show, it still takes us a whole day
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  to do just a regular show, believe it or not.
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  Yeah.
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  And I know I've seen somewhere.
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  You guys have like a blooper and outtakes reel.
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  Yeah, we try to throw those in there.
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  Keep it fun.
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  Keep it fresh.
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  Yeah.
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  RC is saying, is there a script actually for, so we how long we've been doing this seven
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  years?
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  Yeah.
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  Seven years ish.
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  For the first half, there wasn't.
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  And then trying to get so much content in a short amount of time to not lose people's
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  attention is really difficult.
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  So I started writing about three years ago, just out of necessity, because, you know,
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  shows can get 7, 8, 9, 10 minutes long and that's boring as, you know, what?
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  So now they're, now they're scripted and we write them, but, you know, we, we have fun
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  with it too.
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  So it's not so scripted.
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  But there is.
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  Yeah.
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  Yeah.
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  Well, there's, there's kind of the big message that you want to get across and that kind
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  of builds everything like it.
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  The most recent one you have, why the increase in failed sales now, right?
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  There's absolutely a person.
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  Yeah, failed sales.
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  That's taken off.
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  That's our, I think our most recent one.
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  Real terms are obviously having a huge problem with that, Linda's as well.
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  And that's the, that's my challenge is trying to put timely content out.
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  I love it when we're early.
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  If it's timely, it's just as good, but that one ran all week, you know, realtors picked
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  it up and, you know, like, hey, you know, consumers, this is what's going on.
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  So I love it.
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  It's like the biggest compliment to RC and I win different companies will take it and
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  use it as training material or they, they forward it to the consumer and educate consumers.
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  Yeah.
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  Because we don't monetize the show.
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  So for us, that's our payoff.
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  Yeah.
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  Exactly.
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  So, all right, for those listening that may not be familiar, which I can't believe anybody
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  on this planet is in the mortgage business, wouldn't be the resource.tv.
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  You guys, you've mentioned you've been doing this seven years.
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  How did you, what was that?
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  I don't know if you can think back to when that whole thing started about, hey, let's
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  start doing some videos, man.
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  I mean, how did that whole thing happen?
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  Who came up with that idea?
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  Or was it just like, let's friggin' give this a try?
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  Yeah.
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  That's a great question.
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  Oh, geez.
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  So, seven years ago, I was an origination loan officer in RC.
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  It was doing marketing as well.
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  And it was right, basically, during the recession or right afterwards.
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  And we were trying to figure out a way to stay relevant, you know.
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  I didn't have 20 years in the business at that time, like most of my friends to kind
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  of rely on relationships that would get, you know, get me through.
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  So, you know, we just kind of sat down and we're like, let's just try this video thing.
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  And it was all just to try to stay relevant, just to try to get through, you know, the recession.
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  And so we had no idea what we were doing.
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  We had the worst quality and equipment ever.
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  Understatement of the year.
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  And you can still find those videos somewhere that you're really good at.
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  I'm gonna go to the labors.
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  Yeah, this is probably shit.
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  So we just jumped in head first at that time.
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  The only people that were doing video is our good friends, Rank and Brian.
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  They had to think of big work small back then.
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  It's called the National Real Estate Post now.
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  And we're like, well, you know, that's a good idea.
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  We can do that.
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  And so we just jepped head first into it.
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  We shot our first show and the way we got viewers is we actually, it was like door knocking.
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  We literally went to, you know, realtor offices and hosted different events.
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  We got that title and escrow companies and played the show.
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  And they're like, oh, that's interesting.
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  So it started super small.
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  We got traction from realtors.
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  Nobody was doing it, oddly enough, seven years later.
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  There's very few people still doing it, which boggles my mind.
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  And then it took off.
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  It was just meant to try to get our name out there and stay through the recession.
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  And locally, pretty soon we had, you know, views in Oregon and California.
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  And then just, it went all the way to the East Coast.
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  And RC was, you know, he's the, he's the brains beyond the operation.
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  So he's watching the analytics go up hills like dude, we're going to watch it in Florida
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  and New York and even out of the country and then, you know, at that time, Frank and
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  Brian were kind of the mortgage rock stars and the real true gods.
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  I was fishing in Alaska one day, actually.
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  And RC calls me.
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  He's like, you'll never believe this.
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  They call them.
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  They want you to guest host the show and I was like, holy shit.
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  That's crazy.
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  Straight from Alaska.
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  Come on, man.
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  Yeah.
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  So that's true.
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  That's true.
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  Come on.
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  Yeah.
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  And like for me, I was like, you know, Johnny Carson calling you in the mortgage industry,
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  like, hey, can you help host the show?
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  Right.
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  So we were super platter.
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  You know, he's like, hey, we love your quality RC and then love the message.
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  They were getting busy.
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  They were traveling.
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  So that's, you know, that was a huge boost for us because that again kind of put us
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  on the map.
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  They have a show that comes out every day.
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  Our show comes out still today, once a week on Mondays.
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  And we started to become a regular guest host on Think Big Work Small.
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  And you know what, the rest is history.
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  The rest is history.
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  It just keeps growing, growing, growing.
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  It keeps opening doors.
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  You know, we travel, I wish we could travel more, but we travel a lot and speak at different
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  events.
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  We meet a lot of cool people.
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  Yeah.
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  So I want to go back to what you mentioned.
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  You went to real to our offices, showed up and basically what put up a screen or opened
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  your laptop and showed the show.
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  Yeah.
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  Well, since it was on the internet, we could just use whatever was there.
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  So we just go to the page, you know, the resource.tv.
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  And we would play it.
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  And it was still fresh and new.
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  Again, I think video still is, oddly enough.
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  It's unsupernity.
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  I know.
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  But we're like, hey, we want you to watch the show.
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  And if you like it, you can subscribe for free.
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  And we made it easy for them to subscribe.
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  And it was literally door knocking, you know, as the equivalent of door knocking for
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  cells.
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  Yeah.
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  And that's really like, honestly, back then, it was YouTube.
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  It was basically the primary video player and social media's were super, super relevant
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  at that point, at least for the professional industry.
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  And so, you know, an email only goes so far and, you know, a week after week and, you
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  know, share after share and subscriber and business card after business card.
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  And we're like, hey, yeah, this doesn't sound like the most logical thing to do for scalability.
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  But it's what we control and we can do.
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  And Ryan and I have always really just said, hey, what do we control on how we can affect
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  our future, right?
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  And so many people look past that and, you know, never give it a shot just because they
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  don't believe that they can do it or they don't have enough money to do something.
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  It's all not getting started and doing your best.
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  Remember, we handed out our business card and QR codes just came out.
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  So we thought we were super cool.
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  We put a QR code on the back that would go right to the video.
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  Love it.
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  Are you still using QR codes today?
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  I don't need.
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  We are.
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  I mean, I still, they still work.
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  I'm not trying to knock the technology.
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  I just remember we thought we were so cool because we were like the first to the party
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  using key to our codes.
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  But that's just for print, you know, internet traffic.
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  So we don't do a lot of print specific.
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  Okay.
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  So I want to kind of connect this to the dots, right?
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  Our listeners are obviously mortgage loan originators.
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  You guys are, you know, very close to that.
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  Having, you know, like you said, Ryan, you're still still on.
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  You're now a what a branch manager today.
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  Yeah, I'm a district manager.
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  So I have several branches in Washington that I, that I manage and lead.
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  Okay.
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  All right.
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  So going back to though, you wanted to leverage video to get engagement.
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  Can you share just a couple of highlights of, okay, when you started doing this, right?
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  You went through the realtor, started showing the show and people were impressed.
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  And they got you good content and stuff.
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  So what did that do for your mortgage business?
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  Well, again, the original intent intent was to just try to make it through the recession.
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  Yeah.
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  And so, you know, back then you could do anything.
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  Video was just one to try to meet a new realtor or try to meet a new referral partner.
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  So that was kind of our, our move is, is to get in front of them.
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  If they liked the show, they were pretty good odds.
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  And you know, we were probably going to, you know, work together fairly well as well, you know,
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  because they appreciated the content, appreciated the show.
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  You know, it got me in front of more realtors.
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  And I want to pause with nothing or up to you, but not only got you in front of realtors,
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  that's obviously important, but you were in a completely different position.
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  You weren't coming in, hey, you know, send me a loan.
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  And I can give you your toughest deal, you know, all that stuff.
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  You're like, hey, let me show you something.
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  I think you're going to find a value.
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  Yeah.
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  I mean, people would refer to like, what's your unique value prop, right?
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  So, yeah, to your point, it was super different.
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  It was way outside the box.
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  They, we quickly figured out and we didn't plan on this.
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  But, you know, RC and I were a team and they would start asking us questions like, you know,
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  hey, so how, how can I use video to grow my, you know, real estate business?
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  Or how can I, you know, we were constantly and we still today try to stay in front of everything.
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  So when we would show something new, that would, you know, oppose a huge question.
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  Like, how do I leverage this?
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  Social media became big.
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  How do I leverage social media?
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  You know, I remember when we were first to talk about boosting post on social media, you know,
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  that conversation targeted ads, that conversation would come right up.
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  Like, great show, you know, help me, help me understand how to do this for my business.
• 14:57
  Um, which is great.
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  You know, you're trying to, uh, you're trying to help them grow their business in a compliant way.
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  Um, and, and you both win because they're doing more business and hopefully they're sending it to you.
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  And, um, yeah, to your point, yeah, it had, it kind of set us up on a different, it took rates and fees off,
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  off the, you know, off the map, you know, I was like, we never even had that conversation.
• 15:18
  Exactly.
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  It was, there was no, hey, you know, do you close on time?
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  All that, no, it just became, wow, just like so enamored with what you're doing.
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  They're like, hey, help me do this too.
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  They immediately elevate the conversation.
• 15:28
  Yeah, I mean, that's a, it was a good lesson for me.
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  I still think it's a good lesson today.
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  If we're out there selling rates, fees and closing on time, uh, the top end realtors,
• 15:37
  which I went after, you know, I, I was, I was proud enough to earn the number one and number two guys
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  business in Washington for a long time.
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  Um, they're going to go great.
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  That's what you're supposed to do, Ryan.
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  And so you can't sell that.
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  Like, that's our job.
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  What's next, right?
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  So I would never sell what I was supposed to do as far as lending 101.
• 15:56
  And I think a lot of us still today get lost on rates and fees and closing on time.
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  That's, that should be to be expected, uh, you know, from us.
• 16:03
  Yeah, that's like asking you an agent.
• 16:05
  So, so what do you do in real estate?
• 16:07
  Uh, I sell homes.
• 16:09
  Right, right.
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  So you got to get beyond it.
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  And for us beyond it was, you know, what we just talked about.
• 16:15
  Yeah.
• 16:16
  Okay, that's very, that's a great story.
• 16:18
  Um, you know, Puders, you guys were having the guts, you know, if you
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  well, they just, you know, go out there and try it.
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  Do something different unique and, you know, it came out of
• 16:25
  perhaps like you said, get survival, right?
• 16:27
  How do we get through this tough time and walk through the fire?
• 16:31
  And there's a lot of takeaways from that.
• 16:34
  Um, that I learned and we get asked about it a lot.
• 16:37
  Like how did you, how did you make it work?
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  And honestly, it's commitment so often we, we just try something new
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  and it doesn't work the first two, three, four or five times.
• 16:46
  And we just throw in the towel before we ever give it a chance to really work.
• 16:49
  I mean, we grind it in door knock for, you know, it seemed like forever.
• 16:53
  I don't know how many months or years it was before it really took traction.
• 16:57
  But the stain with the, you know, the approach and the idea and the plan,
• 17:04
  that is a huge takeaway.
• 17:05
  You just got to stay committed.
• 17:06
  You never know when things are going to pop and like for us,
• 17:09
  the phone's going to ring and you're going to host a national show, right?
• 17:11
  Um, so staying committed and it doesn't have to be video.
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  I, we are obviously passionate about video, but
• 17:18
  you know, always say there's a million ways to make a million bucks.
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  You know, choose yours and commit to it.
• 17:22
  No, and we've talked about the number of those other ways.
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  This podcast from teaching to classes to a variety of different things,
• 17:28
  but bottom line is exactly.
• 17:30
  Yeah, the how-to stuff that you're awesome at.
• 17:32
  Yeah, exactly.
• 17:33
  I mean, you guys obviously recognize that.
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  It's like, we need to differentiate ourselves.
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  So how can I position myself as something other than just a low officer
• 17:41
  add value to the agent's business?
• 17:42
  And like you said, you get a lot of agents asking you, hey,
• 17:46
  it really works well when it matches with your why,
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  which we talk about a lot.
• 17:50
  Um, we learned a lot from Simon Sinek, I love him.
• 17:54
  He's a great author.
• 17:54
  Um, and for us, that matches both RC and my why.
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  We're passionate about video.
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  We're good about it.
• 18:01
  We like it.
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  So we're not doing anything that feels like a job.
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  It feels like, you know, we're fulfilled doing it.
• 18:07
  We're excited about it.
• 18:08
  Even seven years later, we're not bored of it.
• 18:10
  Right.
• 18:10
  And so again, it doesn't have to be video.
• 18:13
  Right.
• 18:13
  So I think you like it.
• 18:14
  Yeah, but when you find your why and you're matched up or equally yoked,
• 18:17
  it's going to work great and you're going to love it.
• 18:19
  And that's going to be effective and efficient.
• 18:22
  So when you say you find your why, um,
• 18:24
  is there something beneath the passion of video and that it,
• 18:28
  that it, you know, it connects on a lot of dots for you guys,
• 18:32
  you know, things that you like attacking all the, but yeah, go ahead.
• 18:34
  That's a good question.
• 18:36
  I don't know, for me, you know, our Sinek answer for yourself.
• 18:39
  But for me, I mean, I've always, you know, I was a,
• 18:41
  though one of three kids, so I was always trying to get attention.
• 18:45
  So I was always constantly performing and trying to make my brother
• 18:49
  and sister and my parents laugh and stuff.
• 18:51
  So I guess I have a little bit of an entertainer in me.
• 18:55
  I've never been fearful talking in front of people.
• 18:57
  I love making them laugh, which is why we do the funny shows.
• 19:01
  Um, I'm passionate about this industry and I love to stay in front of it.
• 19:04
  I've always like, when the new program would come out,
• 19:06
  I would read the guidelines like a nerd and study them.
• 19:08
  And, you know, I would take, I'd be prideful that I knew every guideline
• 19:13
  for this new program.
• 19:15
  So that, you know, all that kind of matches up with my Y
• 19:18
  as to why I feel so fulfilled doing video.
• 19:21
  And, you know, RC, I mean, he's so good on the back end.
• 19:26
  It just, it just like utilizes every one of his strengths.
• 19:29
  It's crazy.
• 19:29
  When I was like 22, I nearly lost my life and done.
• 19:33
  And that just made me really appreciate time.
• 19:35
  And realize that each day is a gift.
• 19:37
  I know it sounds so cliche, but you have one day.
• 19:40
  So don't waste a fricking moment or a fricking day,
• 19:43
  dealing with drama and other small things.
• 19:45
  Go after building who you want to become and don't stop.
• 19:49
  And there's a relentless effort.
• 19:51
  My 21st birthday, we had a chance to do the resource.
• 19:54
  We shot the show, did eight hours of editing,
• 19:56
  and all got corrupted for the National Real Estate Fund.
• 19:59
  And canceling my birthday family fund and everything stuck with it.
• 20:03
  Got it out for the East Coast by 2 a.m.
• 20:06
  You just, you buckle down and do what you're called to do.
• 20:08
  And I feel so passionate about that.
• 20:11
  So many people will run out of steam and energy.
• 20:14
  And they're never see that set of commitment
• 20:17
  because it's not truly matters to them.
• 20:19
  There's things that matter to people.
• 20:20
  So just aligning your why with your values is so, so, so huge.
• 20:25
  Yeah, absolutely.
• 20:26
  That'll get you to follow through when the times are tough.
• 20:29
  That's great, great info, man.
• 20:30
  Thank you.
• 20:31
  You know, I'm thinking if you guys were going to be two super heroes,
• 20:35
  it sounds like a bad man around the world.
• 20:37
  I think, I think Hills is blushing right now.
• 20:43
  We can leave it at that.
• 20:44
  You don't have to answer.
• 20:46
  Yeah, I'm not sure if you really heard you.
• 20:47
  I think, do you say something about super heroes?
• 20:49
  Yeah, yeah.
• 20:50
  I mean, you got, like you said, Ryan, you know,
• 20:53
  you're good in front of the camera.
• 20:54
  You're the funny guy and grew up right.
• 20:56
  Trying to make people laugh.
• 20:57
  RC, you're good for the tech side.
• 20:59
  That's like a Batman Robin super hero, you know, dynamic duo thing.
• 21:01
  Well, yeah, I mean, he's very, he's, it's a compliment.
• 21:04
  Very young, to my young type thing.
• 21:07
  So I couldn't do what I do without him.
• 21:09
  And RC wouldn't be able to do it either.
• 21:11
  So it works out perfect.
• 21:12
  Yeah, that's great.
• 21:14
  All right, cool.
• 21:15
  Thanks for the backstory there.
• 21:16
  Yeah, all right.
• 21:17
  So obviously you've, you've, I'm sure,
• 21:19
  gotten a lot of inquiries from loan officers over the years,
• 21:24
  asking you all these questions about video.
• 21:25
  Or I want to pick your brain or whatever.
• 21:28
  But like you said, seven years later,
• 21:29
  there's still not many people doing video.
• 21:32
  And it's so much easier to do now than when you guys started.
• 21:35
  Yeah.
• 21:36
  I'm going to ask you the obvious question.
• 21:37
  We've talked about this before.
• 21:39
  The loan officer video reluctance syndrome.
• 21:42
  Yeah.
• 21:43
  Well, why do you think that exists?
• 21:46
  Man, I wish I, I wish I knew for sure.
• 21:48
  I mean, we can speculate, but it's so crazy.
• 21:51
  The people that have embraced it.
• 21:53
  And people are just kind of more of a one off type situation.
• 21:57
  And when they do, it's, it's, it's so easy to scale your business
• 22:01
  and reach so many people.
• 22:03
  It's so effective.
• 22:04
  I still don't understand.
• 22:06
  I wish I could tell you why they're afraid.
• 22:09
  I would guess that, you know,
• 22:11
  maybe not being comfortable talking in front of the camera,
• 22:14
  which feels like you're talking to, you know,
• 22:15
  a big group of people.
• 22:17
  A lot of know how.
• 22:18
  I mean, again, I know how to edit,
• 22:21
  but I'm fortunate that I have, you know,
• 22:23
  RC on the team.
• 22:25
  But, you know, I care about the quality of our video.
• 22:28
  So does RC.
• 22:29
  So we put a lot of time in the quality of it.
• 22:31
  And so sometimes people are like, well, I don't know how to edit.
• 22:33
  I don't have the materials.
• 22:34
  I don't have the computer, the right camera.
• 22:37
  You know, to me, that's all excuses.
• 22:40
  I think RC's like greatest attribute is the,
• 22:43
  the guy probably because of what he went through.
• 22:47
  There's never a no in him.
• 22:48
  So if he doesn't know how to do something,
• 22:50
  he's got to figure it out.
• 22:51
  So we didn't have excuses like,
• 22:54
  you know, here's our camera.
• 22:55
  And here's the video program that we have,
• 22:58
  you know, looking back.
• 22:58
  It sucked horribly, but we had it.
• 23:01
  Or we could have acted like everybody else had gone,
• 23:03
  oh, it's not good enough.
• 23:04
  Let's not do the video.
• 23:05
  Right.
• 23:06
  We just worked with what we had.
• 23:07
  And we slowly, you know, upgraded along the years.
• 23:10
  So I think a lot of it is just excuses
• 23:12
  that people will tell themselves.
• 23:14
  And they just got to push through it.
• 23:16
  Yeah, guys, you know,
• 23:19
  let's see, like type A guys are really good at being like,
• 23:21
  well, I gotta have the best of the best, right?
• 23:23
  And the competitive women that are in this industry,
• 23:26
  are they're the type of people that want to have
• 23:29
  the good things that they can beat at a level,
• 23:31
  but a certain level, that is a flawed thought process
• 23:35
  because it stops you from executing.
• 23:37
  And so you say, I'll do it once I get this,
• 23:39
  but that's like saying you're going to lose weight once you,
• 23:41
  you know, stop wanting donuts every day.
• 23:43
  You're capable.
• 23:43
  But, you know, like, when are you going to actually start doing it?
• 23:46
  So it's not, it's not who you are and what you have.
• 23:49
  It's who are you and what are you doing?
• 23:52
  Well, unlike you guys, your story,
• 23:53
  it's like, and what are you committed to as well?
• 23:55
  And I do want to point out here is that,
• 23:57
  like you had alluded to Ryan, is that, you know,
• 24:00
  it doesn't have to be video, right?
• 24:02
  It could be something else, but I would ask you
• 24:06
  how you rank or where you would rank video
• 24:09
  in the importance of, you know, moving forward in today's world,
• 24:13
  staying top of mind and relevance for a mortgage loan officer today.
• 24:18
  Do you think that video is required or how would you answer that?
• 24:21
  Um, I think it's required, you know, that's my opinion.
• 24:25
  I'm probably obviously going to say that because I love video.
• 24:28
  But I don't want to, like you said, there's several other ways.
• 24:32
  I know several top producers that they still teach first-time home buyer classes
• 24:36
  and people might laugh and scoff at that.
• 24:37
  I know two people in my market that both did 60 and 70 million last year.
• 24:42
  I think most originators would love to have that volume
• 24:44
  and their one trick pony is classes.
• 24:47
  They commit to it.
• 24:48
  It's mid old school, you could say,
• 24:50
  but they kill it with first-time home buyer classes.
• 24:53
  Now, for me, video to answer your question,
• 24:55
  it's easier to scale your business.
• 24:57
  I always used to say you can only have so many lunch
• 24:59
  and coffee meetings with realtors a day.
• 25:02
  I learned pretty quick, saying with RSC,
• 25:04
  that the video can have, you know, lunch,
• 25:07
  quote unquote, and meetings, you know,
• 25:09
  you can meet a realtor over the internet, you know,
• 25:12
  at the scale of like a thousand or even five thousand.
• 25:14
  So I can only meet so many people in a day.
• 25:17
  The video reaches several thousands every Monday.
• 25:20
  So yeah, and it's on their terms.
• 25:23
  So for me, that's why I like the skill ability of video,
• 25:26
  right, coupled with like social media.
• 25:28
  I mean, it's a no-brainer, right?
• 25:30
  I mean, you've got to catch the audience.
• 25:32
  You know, I always say fish where they live.
• 25:35
  Well, our audience predominantly lives in Facebook.
• 25:38
  As much as people want to say it's dead,
• 25:40
  it's not dead.
• 25:41
  There's hundreds of millions of people on Facebook.
• 25:43
  And I know they're Snapchat and Twitter.
• 25:45
  They're still there.
• 25:46
  And there's still hundreds of millions of there.
• 25:48
  And there's lots of realtor's there.
• 25:49
  And lots of referral partners there.
• 25:50
  So I didn't, you know, we really didn't have that.
• 25:53
  When we first got it started, we got started.
• 25:55
  We had to like email it out and hope that they opened it
• 25:57
  and went to YouTube, right?
• 25:59
  You know, now we push it out on social media
• 26:01
  and we get a huge audience just out of that.
• 26:04
  So it's so easy to scale your business that way
• 26:07
  and just reach people that you would have never reached
• 26:09
  before, especially the hometown lender.
• 26:11
  It's so easy to get comfortable
• 26:13
  and sit in your chair and kind of only reach out
• 26:14
  to the folks that you know in your town.
• 26:17
  But it's crazy.
• 26:18
  We're licensed typically in a state.
• 26:20
  Why do we only look for business in our hometown
• 26:23
  and not even the next town over?
• 26:25
  So that was one thing I learned pretty quick.
• 26:27
  I'm like, oh, yes.
• 26:28
  You know, I'm south of Seattle.
• 26:30
  I never used to go up to Seattle good business.
• 26:32
  You know, for me, that was just a trek.
• 26:33
  And the show, you know, obviously got washed in Seattle
• 26:36
  and people would reach out and I'm like,
• 26:37
  oh, yeah, there's business to be had there.
• 26:39
  I should go there.
• 26:41
  There's people buying homes.
• 26:43
  Yeah, there's people buying expensive homes in Seattle.
• 26:46
  So just forced me out of my comfort zone.
• 26:48
  And I know it, you know,
• 26:52
  mortgage originators just get complacent.
• 26:54
  They get comfortable in their hometown.
• 26:55
  And you know, your license in the entire state.
• 26:57
  Use it.
• 26:58
  Go to each edge and then go, you know,
• 27:00
  other people that are more driven will have,
• 27:01
  you know, licenses in other state.
• 27:03
  Go to your neighboring state.
• 27:04
  There's business everywhere.
• 27:05
  And if you're not going to get somebody else
• 27:07
  that's more hungry, will.
• 27:08
  All right.
• 27:08
  So let's deal with the question
• 27:10
  that I often hear from lawn officers
• 27:11
  about video, I don't know what to say.
• 27:14
  I don't know, you know, content.
• 27:15
  I lack the content.
• 27:16
  How do you, you know, I'm a new,
• 27:18
  I'm a new, relatively new, I don't know, sir.
• 27:20
  I'm like, okay, I want to get on video.
• 27:22
  I'm a believer, RC and Ryan.
• 27:24
  I see what you guys have done.
• 27:25
  I'm not going to do necessarily kind of do my own show.
• 27:27
  But let me just say,
• 27:28
  all right, I want to get in front of agents at scale
• 27:31
  and begin to build my presence
• 27:33
  in my local community here or Orange County.
• 27:35
  I got 15,000 agents.
• 27:38
  What advice would you give to me?
• 27:40
  The content question is what, what we got a lot,
• 27:42
  we still get today a lot.
• 27:44
  Right.
• 27:44
  When I was starting the show,
• 27:48
  I had a friend of mine that was also a mentor.
• 27:53
  Say, hey, you're going to run out of content really quick.
• 27:55
  I was like, well, thanks for the vote of confidence.
• 27:56
  That makes people awesome.
• 27:59
  And that kind of stuck in the back of my head
• 28:01
  because he's like, yeah, it's a good concept.
• 28:02
  But, you know, I can four or five videos.
• 28:04
  What do you also need to talk about?
• 28:05
  Well, here we go.
• 28:06
  This is, they say her.
• 28:08
  I know.
• 28:09
  She's, I still remember it today.
• 28:11
  Obviously, I'm talking about it.
• 28:13
  Thank God I didn't listen to him.
• 28:14
  But seven years later, I feel like we're way more relevant
• 28:17
  and timely now and we never run out of content.
• 28:19
  It's everywhere.
• 28:20
  There's always something to talk about.
• 28:21
  I mean, failed sales, right?
• 28:24
  You really don't have to think that hard when you,
• 28:26
  especially if you're in the business,
• 28:28
  you know what's going on.
• 28:30
  You know, our program changing,
• 28:31
  our rates going up.
• 28:33
  Shoot, you got tons of content with,
• 28:36
  with Trump and that whole mess.
• 28:37
  I mean, you got content everywhere
• 28:40
  and you don't even really need to be the content provider.
• 28:43
  There's a lot of people out there
• 28:45
  that use somebody else's content.
• 28:47
  But because they brought that, like our show,
• 28:50
  you know, we talk about it all the time.
• 28:51
  You don't have to shoot video necessarily.
• 28:53
  You can use our content.
• 28:54
  And if you're the person that delivered it,
• 28:56
  like Johnny and Oregon,
• 28:59
  delivered the failed sales video
• 29:00
  at a real-term meeting,
• 29:03
  I'm not going to get their business, obviously.
• 29:05
  Johnny who presented the video did.
• 29:06
  So he leveraged video
• 29:08
  and he leveraged somebody else's hard work to get him video.
• 29:10
  So you think it's okay to repurpose other people's video content?
• 29:16
  Yes, absolutely, I think so.
• 29:17
  I mean, that's just smart to me.
• 29:19
  You're working smarter rather than harder.
• 29:20
  Now, if you're the author and creator of the content,
• 29:23
  yeah, puts you on another level, right?
• 29:25
  Especially if you're a mortgage originator.
• 29:27
  That's kind of how we leveraged it.
• 29:29
  But yeah, you can absolutely leverage
• 29:32
  somebody else's content.
• 29:33
  And our friends at the lighter side of real estate,
• 29:35
  they don't make any content.
• 29:37
  They take everybody else's content.
• 29:39
  And if you want to go on Facebook right now
• 29:40
  and look at how many people they have on Facebook,
• 29:43
  it's insane.
• 29:45
  And they'll tell you,
• 29:45
  they're not really the content providers.
• 29:47
  They're just leveraging other people's content.
• 29:49
  Yeah, I mean, ideally probably a mix of both, right?
• 29:52
  Yeah, well, obviously, I love being the author.
• 29:54
  So we do that.
• 29:56
  If you want to have a similar approach
• 30:00
  like the Ari Source, it's so easy to,
• 30:04
  you can literally go on to housing wire or MSNB,
• 30:09
  any website that talks about real estate,
• 30:12
  National Mortgage News, Mortgage News Daily.
• 30:14
  They'll give you content every day.
• 30:15
  And you don't have to rip it.
• 30:17
  You can just say, hey,
• 30:18
  here's an interesting story that National Mortgage News talked about.
• 30:21
  You add your two cents in there, it's some player.
• 30:23
  Right.
• 30:23
  You know, and ask a provocative question.
• 30:26
  You know, were you necessarily author of that content?
• 30:29
  No, but you brought it up and you posed a couple of questions.
• 30:32
  That's essentially what the five o'clock's news is.
• 30:34
  I mean, they don't make content.
• 30:36
  They just comment on other stories that are already out there.
• 30:40
  So it's as simple as that if you want to start in video
• 30:43
  and you don't know what to talk about.
• 30:45
  Look around, find a story, put yourself in front of the camera.
• 30:49
  You know, maybe have an opposing view
• 30:50
  that the author that wrote the article didn't have.
• 30:53
  You know, I love that.
• 30:54
  I love a good debate.
• 30:55
  I love controversy.
• 30:57
  I'm a contrarian, so I'm always looking at the other side.
• 30:59
  That works well.
• 31:00
  So I don't know if you want to add anything about content, but...
• 31:04
  Obviously, I'm not the guy that creates a content all the way.
• 31:07
  But I think if you just stopped to observe what's happening around us
• 31:11
  and listen to what you're saying to people consistently
• 31:14
  and maybe just have a chance to ponder,
• 31:16
  hey, I wonder if I brought it up in this way.
• 31:18
  Would that be interesting?
• 31:20
  I mean, there's hundreds of thousands, if not millions,
• 31:22
  of conversations going on this very moment.
• 31:26
  Sometimes when you want to know what to say,
• 31:28
  you first have to listen and then come up with what you want to say.
• 31:32
  So start with listening before you start talking.
• 31:34
  I think it's a big, big deal.
• 31:36
  Yeah, well, you guys are really making the point
• 31:38
  that content is happening around us every single day.
• 31:40
  We just need to be aware of it.
• 31:41
  I mean, one idea I always suggest to loan officers is
• 31:44
  you know, you take the FAQs, the frequently asked questions
• 31:47
  that you always get in the transaction
• 31:49
  and just turn everyone of those answers into a short video, right?
• 31:52
  Right.
• 31:53
  Yes.
• 31:53
  Make that part of your library, have a page on your site,
• 31:56
  put it on YouTube, whatever, right?
• 31:58
  And direct people to that video as well.
• 32:00
  All right.
• 32:00
  Like when they're going through the transaction
• 32:02
  or whatnot, even with a realtor, right?
• 32:03
  That's seven things to never let your buyers do, right?
• 32:06
  When they're buying a house or something.
• 32:07
  That's a great way.
• 32:09
  We talked a lot about that.
• 32:10
  A lot of people will start using video that way.
• 32:14
  It'll make you more efficient
• 32:15
  because you're answering the question
• 32:17
  that you get asked every day.
• 32:19
  And so a lot of people do that.
• 32:20
  I think it's a great way.
• 32:22
  It should be coupled with a video
• 32:23
  that also helps you get more business
• 32:25
  though, in my opinion.
• 32:26
  You understand?
• 32:27
  Well, that helps you with the business
• 32:30
  that you currently have.
• 32:31
  Oh, right.
• 32:31
  And they're asking you about,
• 32:32
  hey, why is my credit score so low or, you know,
• 32:35
  what's an inspection if you're a realtor
• 32:37
  and what's an appraisal?
• 32:39
  You already have captured that person's business,
• 32:41
  which is great.
• 32:41
  Again, you're working smarter rather than harder.
• 32:43
  You're answering a question with the video
• 32:45
  so you don't have to have that half-hour conversation
• 32:47
  on the phone.
• 32:48
  Brilliant.
• 32:48
  But that's not going to help you get new business
• 32:51
  necessarily.
• 32:51
  Unless you're throwing it out there on the internet
• 32:54
  and you're putting some money behind it
• 32:56
  saying, hey, have you ever wondered
• 32:57
  what an appraisal really is
• 32:58
  and what it means?
• 32:59
  You know, you might get some traction off of that.
• 33:02
  I'm saying do more stuff
• 33:04
  that's going to try to put you in front of more people
• 33:06
  that you're not working with now.
• 33:07
  You know, throw your nets out there
• 33:09
  and try to get people that you don't have now.
• 33:12
  That, in my opinion, is how video
• 33:14
  really, really can work for you.
• 33:15
  You're putting yourself into people
• 33:17
  that you wouldn't have been in front of
• 33:18
  without doing that.
• 33:20
  Yeah, well, you've got three stages.
• 33:21
  You have transactional videos, right?
• 33:23
  Which is what we just talked about.
• 33:24
  Ryan has the region videos
• 33:26
  and then you have videos for referrals, right?
• 33:30
  Where he does incentivize people,
• 33:32
  past customers to reach out to their friends
• 33:34
  and family and refer you to business.
• 33:36
  But, you know, Zillow, even on Zillow,
• 33:39
  like if you have your profile there,
• 33:42
  they allow you to put a video on New Zillow profile.
• 33:46
  And part of Zillow getting optimized
• 33:48
  and having your name come up
• 33:49
  without paying money to get traffic
• 33:51
  is to have a complete Zillow profile.
• 33:53
  So just by including a video
• 33:55
  into your Zillow profile,
• 33:57
  that already puts you ahead of 99% of the people
• 33:59
  because they're afraid of doing video.
• 34:02
  And so with a complete profile,
• 34:03
  you're just generating traffic
• 34:05
  from people that are already looking in homes
• 34:07
  and have raised their hands and said,
• 34:08
  yeah, yeah, I might need a mortgage
• 34:10
  here coming up pretty soon
• 34:11
  because I'm going to fall in love
• 34:12
  with the dream home I'm looking for.
• 34:15
  I mean, this is a very simple concept,
• 34:16
  but as far as Legion,
• 34:18
  there's one simple way to do something.
• 34:20
  Obviously, you can do local video SEO,
• 34:24
  so making a video and putting up on YouTube
• 34:27
  for searches in your area
• 34:28
  and talk about things that people are already looking for
• 34:32
  to position yourself in front of search words
• 34:35
  that people are going to stumble across your content.
• 34:38
  What's your thought on oftentimes,
• 34:40
  I know I've shared this with realtors
• 34:42
  and I see sharp realtors do this.
• 34:44
  They do, like interview local businesses
• 34:48
  or restaurant, like highlights or whatever.
• 34:50
  What do you think about an LLO
• 34:51
  doing that versus a realtor?
• 34:53
  I think it's a great idea.
• 34:54
  We've talked about it.
• 34:55
  We've, I did it early on in my career.
• 35:00
  You know, becoming a local celebrity
• 35:01
  is kind of what we call it.
• 35:03
  And if you're the connector in your town
• 35:05
  and you know, we live in Kuala.
• 35:08
  And if you're the connector
• 35:09
  and you're the guy known
• 35:10
  for every small business around you,
• 35:11
  that's great.
• 35:13
  Those are all, you know, small business owners
• 35:15
  that are buying and refying
• 35:16
  and no friends that are doing the same thing.
• 35:19
  It's not necessarily like traditional mortgage marketing.
• 35:23
  But again, I mean, all marketing
• 35:24
  or all mortgages is just talking with people
• 35:26
  and getting them to trust you
• 35:28
  so they'll send you business.
• 35:29
  So I absolutely believe in that.
• 35:31
  Yeah, like you say,
• 35:32
  it's not traditional mortgage marketing,
• 35:33
  but I think that's what's cool about video
• 35:35
  gives people a lot of different options and choices.
• 35:37
  They're not just stuck in this one track to run
• 35:41
  on, you can do so many things with video.
• 35:44
  So let's transition real quickly.
• 35:45
  You know, I know we're getting kind of to the end of our time here.
• 35:48
  A couple ideas I'm going to throw out.
• 35:49
  Actually, you just kind of quickly say,
• 35:50
  yeah, your name and a couple of quick tips
• 35:52
  with your thoughts are on that.
• 35:53
  I see people talking about
• 35:56
  Facebook Live doing weekly shows
• 35:59
  or something like that.
• 36:00
  What's your reaction to
• 36:01
  how long off the circuit leverage Facebook Live?
• 36:04
  That's a good question.
• 36:05
  We actually differ on that.
• 36:08
  RC is all about it and I can definitely
• 36:11
  see how that can work.
• 36:13
  But we haven't jumped into that yet.
• 36:15
  I'm actually kind of excited to do our first Facebook Live event.
• 36:20
  So I'm going to let RC speak on that
• 36:22
  since he's all about it.
• 36:24
  So obviously with the leveraging
• 36:26
  fishing with the fish are
• 36:27
  or people are watching
• 36:28
  and Facebook Live doing push notifications
• 36:30
  to followers phones
• 36:32
  and obviously pushing to a new section
• 36:33
  on Facebook and notifying people.
• 36:35
  It's a great way to notify people
• 36:38
  that you're doing it.
• 36:39
  You get a lot more eyes.
• 36:42
  You know, obviously from an authentic
• 36:44
  and genuine perspective,
• 36:45
  you can be very transparent.
• 36:47
  It's not edited or doctored
• 36:48
  and people appreciate that.
• 36:50
  So I think with the right message,
• 36:52
  you could do it very well.
• 36:54
  But at the same side,
• 36:55
  you know, video and business in general
• 36:57
  is a numbers game.
• 36:59
  Some more people you reach.
• 37:00
  But video is a double-sided sword.
• 37:03
  So, you know, if you look like a goon
• 37:06
  and that's what you're afraid of
• 37:07
  and you're just going to jump in
• 37:08
  with Facebook Live, you know,
• 37:12
  personally, you can mess up here and there.
• 37:14
  But I'd rather, you know,
• 37:16
  send out something that's polished,
• 37:17
  something that's a little more prideful
• 37:19
  and done with excellence
• 37:21
  so that people look up to you
• 37:23
  and it's a point of position.
• 37:25
  You know, if you're just looking for views
• 37:27
  and people to watch you,
• 37:28
  I mean, that's one thing.
• 37:29
  But if you want to provide value,
• 37:31
  you know, and if you can do that,
• 37:33
  Facebook Live's not a bad place to be.
• 37:36
  But, you know, be ready and be sharp
• 37:38
  on something of that.
• 37:38
  So it asks questions,
• 37:40
  get engagement and have some fun with it.
• 37:42
  Be genuine to who you are.
• 37:44
  If you're a goofy person,
• 37:45
  have some fun.
• 37:46
  If you're a professional person,
• 37:47
  stick to your gun.
• 37:48
  Just be true to who you are
• 37:49
  and people will respect that.
• 37:51
  I mean,
• 37:52
  mortgage originators, let's be honest,
• 37:53
  they're all,
• 37:54
  we have one arm tied together back
• 37:56
  as mortgages aren't sexy
• 37:58
  or fun.
• 37:59
  So it would be way easier
• 38:01
  if we were like, you know,
• 38:02
  whitewater rafting guides.
• 38:04
  If that's exciting,
• 38:06
  I could do a Facebook Live on that,
• 38:07
  people would attend.
• 38:08
  But it's difficult.
• 38:10
  It can be done.
• 38:11
  We've done it for seven years
• 38:12
  to gain traction and attention,
• 38:15
  just strictly speaking to mortgages.
• 38:17
  I think realtors will probably have a lot more to talk about
• 38:20
  and be able to keep their engagement a lot
• 38:22
  longer than, you know,
• 38:23
  me talking about down payment assistance
• 38:26
  or interest rates.
• 38:27
  Right.
• 38:28
  All right. So your Facebook Live show.
• 38:31
  Can you share it all?
• 38:32
  What your format is going to be?
• 38:33
  Or is that top secret?
• 38:36
  We're, yeah, honestly,
• 38:37
  we haven't even really thought about it a whole lot yet.
• 38:39
  So we're not to the point
• 38:41
  of even talking about it.
• 38:43
  I just know that RC's pushing me
• 38:45
  like a good, you know,
• 38:46
  business partner would
• 38:47
  to do it.
• 38:48
  And I'm the old school guy kind of
• 38:51
  resisting him a little bit.
• 38:52
  So we aren't there yet.
• 38:54
  I think if we were to do something
• 38:55
  that might kind of show behind the scenes
• 38:57
  on what it would take to make it happen.
• 38:59
  I think a lot of people are very curious
• 39:01
  about the, you know,
• 39:02
  it's kind of elusive like,
• 39:03
  wow, I really love what you guys do.
• 39:05
  But what does it take?
• 39:06
  And if I want to do something like that,
• 39:07
  maybe not how you deliver it,
• 39:09
  but the technical parts of it,
• 39:10
  maybe we can just reveal
• 39:12
  some of that for people and show them the roadmap
• 39:14
  and how things work and why, you know,
• 39:16
  I think success in any type of
• 39:20
  say any type of traffic online is engineered.
• 39:24
  And so there's a roadmap to follow.
• 39:26
  And I think that people would really appreciate
• 39:28
  knowing how to become popular
• 39:30
  in that local celebrity.
• 39:32
  And that's probably where we'd go
• 39:33
  at the Facebook Live.
• 39:34
  Yeah.
• 39:34
  Or about a fun, you know,
• 39:36
  marketing,
• 39:37
  field versus just industry news.
• 39:39
  Well, I can just see,
• 39:41
  you know, what's a great job you guys do
• 39:42
  with your show in making an engaging
• 39:44
  with just carry over to the Facebook Live.
• 39:46
  Yeah, it's my fault.
• 39:47
  I'm nobody deady to hold them back.
• 39:49
  Come on, man, get on it.
• 39:50
  More people will see you.
• 39:52
  It'll happen, it'll happen.
• 39:54
  We just want to do it right.
• 39:55
  But, you know, stay tuned.
• 39:57
  Yeah, now I'll be looking for that.
• 39:58
  All right, so let's close out with
• 40:01
  basic tools for anybody listening where they're like,
• 40:03
  all right, damn it.
• 40:03
  Dave, guys, they've convinced me.
• 40:05
  I got to get off my rskit going with video.
• 40:08
  Basic tools to get started.
• 40:10
  I mean, this could run the,
• 40:11
  whatever you want to throw in the mix.
• 40:12
  Obviously, you've got a tool in your pocket or purse
• 40:14
  with a smartphone.
• 40:16
  But I mean, any other platforms or tools
• 40:18
  you like out there, like bomb bomb or whatever
• 40:20
  or just anything you would suggest.
• 40:22
  Sure, I think bomb bombs a great place to start.
• 40:24
  It makes that injury easy.
• 40:27
  I think that the one thing that people
• 40:29
  don't realize as far as quality is audio really does matter.
• 40:32
  So if you're going to do bomb bomb,
• 40:34
  go ahead and buy like what's called a road,
• 40:36
  smart lab.
• 40:38
  We'll call it, you know, 87 bucks or whatever.
• 40:40
  Plug into your smart phone and clips onto your collar.
• 40:44
  Gives you some great audio so that nobody else
• 40:46
  hears the coffee shop or the other people in your office
• 40:49
  or the processor's audio you never had a fun to file.
• 40:52
  You know, and at that moment, you've got good audio,
• 40:54
  use your device and there's all sorts of clips
• 40:59
  that clip on your phone to like gorilla pods.
• 41:02
  And that can position your phone just about anywhere,
• 41:04
  like a small tripod.
• 41:05
  So those two little things, guys,
• 41:07
  you maybe, you know, 100 bucks or so off Amazon.
• 41:10
  And it's a great place to start.
• 41:12
  Bomb bombs a great tool.
• 41:13
  It has an app to embed video on your phone
• 41:16
  since with email templates.
• 41:18
  So it's branded.
• 41:19
  Your company will love it because it can stay compliant.
• 41:21
  And you can get out to people and push those videos on social as well.
• 41:25
  You know, there's obviously tons of apps
• 41:28
  you could use YouTube Capture app if you'd like.
• 41:32
  It's the version of bomb bomb for YouTube,
• 41:35
  basically, where you could just record videos
• 41:37
  directly to YouTube channel.
• 41:38
  Hmm.
• 41:39
  And it's a very simple app allows you to trim
• 41:41
  and cut and paste things and add that kind of
• 41:44
  audience this, um, cancellation.
• 41:46
  And just, you know, iTunes music and stuff of that sort.
• 41:49
  So those are some simple tools.
• 41:52
  You know, if you're in the real estate side of things
• 41:54
  and not necessarily just mortgage,
• 41:55
  you could use that.
• 41:56
  You know, there's a photosync app.
• 41:58
  But that does a little more like 3D rendering
• 42:00
  for homes and stitching things together.
• 42:02
  So, you know, there's all sorts of ways to use video.
• 42:04
  You don't have to be direct to camera by editing.
• 42:07
  Editing, uh, iMovie on an iPhone is pretty darn simple,
• 42:11
  cheap and very easy.
• 42:14
  If you wanted to go with iMovie on a laptop,
• 42:17
  that's a great platform as well.
• 42:19
  Um, you know, you can get more complex,
• 42:22
  but it's not really necessary with today's
• 42:24
  expectations.
• 42:25
  Yeah, I'm just trying to know the other apps are like
• 42:27
  video-licious, for example.
• 42:29
  One thing in the real estate space.
• 42:33
  Yeah, kind of a dime a dozen.
• 42:35
  Honestly, you can click search on the app
• 42:37
  store.
• 42:37
  You can find just about anything.
• 42:39
  And by the way, you can get outsourced video editing
• 42:41
  through like five or another places.
• 42:43
  Yeah, I think you can.
• 42:44
  I think, um, not a bad thing to do.
• 42:46
  As long as you stick with the same person,
• 42:48
  yeah, your marketing should be consistent.
• 42:50
  What people a lot of times do is they'll,
• 42:52
  they're how this person and then they'll
• 42:54
  dip off the radar and they won't be in the line line.
• 42:56
  And then they want to do another video because they
• 42:57
  went to a seminar and get excited about what they need to do.
• 43:00
  And then they get back and shoot three videos
• 43:02
  and it feels like something else.
• 43:03
  And then they view Facebook live.
• 43:04
  And to Ryan's point, there's nothing consistent.
• 43:07
  So how are you going to be top of mind if you're not consistent?
• 43:09
  How do you expect results if you're going to be inconsistent?
• 43:12
  So, um, you know, having a consistent brand
• 43:15
  that people can relate to, buy into, like, trust, share.
• 43:19
  People are going to share your content right off the gait go.
• 43:22
  You have to have consistency with it for them to get that viral reach.
• 43:25
  So, um, that's what I think Brandy has a lot more to do with
• 43:29
  people's success than just video content in general.
• 43:32
  Well, and content and quality to me are equally important.
• 43:37
  But, you know, Gary Vanderchuk said something.
• 43:39
  I don't know, it was like last week of the week before he said,
• 43:42
  no amount of money spent posting bad content will make it good content.
• 43:46
  Now, paraphrasing, but you know what I'm saying?
• 43:51
  Content to me can trump bad quality, but bad quality,
• 43:55
  or good quality can't trump bad content.
• 43:57
  So, uh, sometimes if your message is good enough,
• 44:01
  you can literally shoot it on your iPhone with no tools
• 44:04
  and you'll get engagement.
• 44:06
  So, I would make sure, you know, it's my two cents doing this for as long as I can.
• 44:10
  You know, uh, less is more don't, don't pump out videos every single day
• 44:14
  and just pump out garbage and train your audience to tune you out.
• 44:17
  Do, and it's exactly why we only do one a week.
• 44:20
  It's tough to do it every week.
• 44:21
  I don't know that there's enough to talk about every day.
• 44:24
  So, make sure your content is good.
• 44:26
  It can trump quality, but it doesn't go the other way around.
• 44:29
  Oh, that makes sense.
• 44:30
  Yeah, no, totally makes sense.
• 44:32
  Absolutely.
• 44:33
  Don't, don't, what was that phrase you used?
• 44:35
  Don't train your viewers to tune out.
• 44:37
  Don't train your audience to ignore you.
• 44:40
  I had a, we had a controversial show a while back
• 44:42
  that talked about the 33 touch program.
• 44:45
  And some people were offended that love that.
• 44:49
  And again, being a contrarian, I said,
• 44:51
  well, if you're not at, you know, providing true value,
• 44:55
  all you're doing is training your consumer to go ignore, ignore,
• 44:59
  junk box, finally unsubscribe.
• 45:02
  Oh, I know what you mean.
• 45:04
  The 33 touch program.
• 45:05
  Yeah, yeah, yeah.
• 45:06
  So, I would rather do, you know, only three a year.
• 45:10
  But those three are just gangster badass content.
• 45:15
  You know, maybe you can do five or six,
• 45:16
  but you know, train your audience to go,
• 45:20
  this guy or grill brings good stuff.
• 45:22
  And whenever I see that email,
• 45:24
  I want to open it.
• 45:25
  Whenever that video comes out,
• 45:26
  I know it's going to be good.
• 45:29
  You know what I'm saying?
• 45:29
  Yeah.
• 45:31
  Absolutely.
• 45:31
  That's good advice.
• 45:32
  Yeah, leaving more and more.
• 45:34
  Exactly, exactly, don't overkill.
• 45:36
  Yeah, I think once a week is probably a great pace
• 45:39
  for somebody to shoot for.
• 45:40
  And the other, I guess, tip I would give.
• 45:41
  And I assume you guys do this, I don't know.
• 45:43
  But, you know, it makes sense to map out some type
• 45:47
  of a marketing calendar.
• 45:48
  I know that probably sounds ridiculous for some officers
• 45:50
  listening, but, you know, no, it's easier to plan out,
• 45:54
  okay, what am I going to talk about for the next two or three,
• 45:56
  maybe four weeks, right?
• 45:57
  Be bold, go four weeks.
• 45:58
  Yeah, that's great advice.
• 46:00
  I think one, you know, again, we're doing it once a week.
• 46:02
  It's not overwhelming.
• 46:03
  It's not going to take over your business.
• 46:05
  You know, it's got to compliment your business.
• 46:07
  I can't take over it.
• 46:08
  Yeah.
• 46:09
  You got the weekend to think about it sometimes
• 46:11
  if you need it.
• 46:11
  So, it's easier to stay committed
• 46:13
  back to our original point once a week's great.
• 46:16
  You know, if you need to start once a month,
• 46:18
  do it.
• 46:18
  Just keep doing it, you know.
• 46:20
  If you, at the end of the year,
• 46:21
  and you pumped out 12 videos, great,
• 46:23
  you pumped out 12 videos.
• 46:23
  Let's see if we can do, you know,
• 46:25
  15 next year and 30 of the year after that.
• 46:27
  So, that's good advice, you know, from you.
• 46:30
  We don't have to be perfect.
• 46:31
  Just have to get going.
• 46:33
  Yeah, I mean, I'm a, I'm a Nazi when it comes to my calendar.
• 46:36
  So, I put it in my calendar to write throughout the week.
• 46:40
  I'll see tons of content on the internet
• 46:42
  and I'll drop all that stuff into my possible show show's folder.
• 46:46
  And at the end of the week, I'll look at the 15 stories that I, you know,
• 46:52
  earmarked and a lot of the times I'll blend like six of them together
• 46:56
  into one show.
• 46:57
  Sometimes I'll use only one of them.
• 46:59
  Sometimes I'll use none.
• 47:00
  But if you do the little things throughout the week,
• 47:03
  when it comes time to write or actually shoot,
• 47:04
  you won't be so overwhelmed going,
• 47:06
  ah, shoot, what should we talk about here?
• 47:09
  You know, you won't have that problem.
• 47:11
  Yeah, I'm curious, do you work off a teleprompter
• 47:14
  or do you just have it, you know,
• 47:15
  it's so dialed in your head now,
• 47:17
  you just get up and work it?
• 47:19
  No, we have one.
• 47:19
  I mean, we have a, we have a 50-inch
• 47:21
  that is our teleprompter.
• 47:22
  But more often, it's just kind of bullet points.
• 47:27
  If you do read a script, nothing against it.
• 47:30
  Sometimes people will take that as not being authentic.
• 47:33
  So just be cognizant of that.
• 47:36
  When it's off the top of your head or from your heart,
• 47:39
  it comes off authentic and genuine.
• 47:41
  Not saying a teleprompter can't work,
• 47:43
  it definitely can, you just have to be good at it.
• 47:45
  Yeah, you got to learn skill,
• 47:46
  but it'll help keep you on track.
• 47:47
  But I wouldn't over-analyze it.
• 47:49
  Especially if you need to do the video.
• 47:51
  Just, yeah, speak to,
• 47:52
  be kind of topic, get familiar with it,
• 47:53
  know it, you start with your mortgage stuff,
• 47:55
  that's fine to get started, get your feet wet,
• 47:56
  and then start to expand the topics from there.
• 47:59
  And just like you said,
• 48:00
  when I just speak from the heart,
• 48:01
  what's really working is authenticity.
• 48:03
  Yeah, exactly.
• 48:04
  Cool.
• 48:05
  All right, so where,
• 48:07
  I mean, obviously,
• 48:08
  where can people find more about you?
• 48:09
  Where should they go watch the show?
• 48:12
  Yeah, so websites theresource.tv.
• 48:16
  That's also the R.E. source.
• 48:18
  Ha-ha-ha, pun intended.
• 48:20
  Sorry, bad job, bad job.
• 48:22
  So yeah, check it out.
• 48:23
  Theresource.tv.
• 48:25
  I was there on Facebook, YouTube,
• 48:27
  Instagram, Twitter,
• 48:29
  whole nine yards and so.
• 48:31
  Basically, anywhere you guys send me a crosses,
• 48:33
  you'll end up watching the show.
• 48:35
  And you get a chance to subscribe,
• 48:36
  if you'd like.
• 48:37
  Share it with your friend, family member,
• 48:39
  coworker.
• 48:40
  If you hate us,
• 48:41
  give us a big comment,
• 48:42
  and we'll have a little rebuttal.
• 48:44
  I'm joking.
• 48:45
  Bye-bye.
• 48:47
  That's all good stuff.
• 48:48
  I love the kind of your tagline here.
• 48:51
  I'm on your Facebook page,
• 48:52
  humor, insight, truth, trends, and spoofs.
• 48:56
  Preach.
• 48:58
  It's good stuff, man.
• 48:59
  That's basically us on our next one.
• 49:01
  Yeah.
• 49:01
  Yeah.
• 49:01
  It sums up, and now we're pretty cool, bro.
• 49:03
  And a shout out, and a shout out to
• 49:05
  the main man.
• 49:06
  If you ain't first, you're last.
• 49:08
  Well, I don't, I don't.
• 49:10
  Right on, Ricky Bobby.
• 49:12
  Right on, Ricky Bobby.
• 49:14
  All right, guys.
• 49:15
  Listen, thanks so much for being part of today's show.
• 49:17
  I know it was packed with lots of ideas,
• 49:18
  and for your listeners, thank for tuning in.
• 49:20
  If you like it, leave your comments.
• 49:22
  I'd love to hear your comments and feedback.
• 49:24
  If you haven't subscribed yet, please do so on Stitcher or iTunes.
• 49:27
  If you're listening on the blog, leave a comment there.
• 49:30
  I appreciate you tuning in, and we'll see you on the next show.
• 49:54
  Hey, guys, what's up real quick?
• 50:01
  You've heard about the mortgage marketing pro
• 50:03
  membership before, and I just want to quickly remind you
• 50:05
  if that you're in a place in your business,
• 50:06
  where you simply need more purchased loans.
• 50:09
  You need to fill your pipeline with purchase business.
• 50:12
  Let's just face it, agents are still a solid pillar of business
• 50:15
  and sources of purchase business for you.
• 50:18
  Well, good news.
• 50:19
  Our mortgage marketing pro membership helps loan officers
• 50:21
  like you close more loans without the hassle
• 50:24
  of chasing agents or cold calling.
• 50:26
  Done for you, agent classes, expert training videos,
• 50:29
  a marketing automation platform that automates the entire process for you,
• 50:33
  everything you need to build your personal brand
• 50:36
  in your local market, attract and convert agents
• 50:38
  into referral partners.
• 50:40
  Plus, done for you proven marketing materials
• 50:43
  and plug and play content to make promoting your class,
• 50:46
  getting agents butts and seeds,
• 50:47
  partnering with affiliates, real easy.
• 50:50
  But that's not all.
• 50:51
  You'll also get access to our weekly mastermind calls
• 50:55
  with top L.O.'s authors, speakers and coaches
• 50:58
  to learn the best strategies to grow your business
• 51:00
  right now in today's market.
• 51:03
  And as an extra bonus for limited time,
• 51:05
  for all new members,
• 51:07
  you'll get access to a database of 200 agents
• 51:10
  in your local market that have closed anywhere
• 51:13
  from eight to 50 transactions in the last 12 months.
• 51:17
  And we'll provide that list
• 51:18
  uploaded into our platform for you.
• 51:20
  So you can get off to a fast start
• 51:21
  in reaching actually productive agents.
• 51:24
  So what are you waiting for?
• 51:25
  You can check out more at mortgagedmarketing.pro
• 51:27
  see more of the success stories there.
• 51:30
  And if you feel compelled to do so,
• 51:32
  book a call, we'll have a chat.
• 51:33
  We'll see if it's a fit.
• 51:34
  Don't miss out on this opportunity
• 51:36
  to take your mortgage business to the next level
• 51:38
  right now.
• 51:38
  Head over to mortgagedmarketing.pro.