Latest / Mortgage Marketing Radio / Ep. 139 - My Industry Syndicate Interview!

Transcript

Ep. 139 - My Industry Syndicate Interview! · Mortgage Marketing Radio

• 0:00
  In today's highly competitive mortgage industry, building profitable relationships with
• 0:04
  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
  This 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
• 0:35
  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.
• 1:18
  Welcome to Mortgage Marketing Radio.
• 1:19
  I'm brought to you by the Mortgage Marketing Institute, your number one source for
• 1:23
  truth in mortgage marketing.
• 1:25
  Hey, what's up, listeners?
• 1:28
  Jeff Zimper, your humble host here at the Mortgage Marketing Radio podcast coming at you
• 1:33
  from the, what do they call this city?
• 1:35
  The city of light, the most entertaining city in the world, the, I don't know, the city
• 1:40
  of Las Vegas.
• 1:41
  Let's just call it that, shall we?
• 1:42
  Because that's where I am.
• 1:43
  That's where I live right now in my new, my bunker here at home in the Batcave.
• 1:48
  And we're getting the home studio set up, the microphones back up, the lights are back
• 1:52
  up, and I just need to get my backdrop.
• 1:54
  So I don't have that blank wall anymore.
• 1:56
  Anyway, why am I talking about this?
• 1:57
  Well, I'm talking about this because I want to let you guys know what's going on behind
• 2:01
  the scenes here, right?
• 2:02
  There's been a bit of chaos and we're back on a regular schedule.
• 2:05
  We've got guests already reserved and booked on the calendar.
• 2:08
  So look for more of those to come.
• 2:11
  And as always, we want to acknowledge you, our listeners, and let you know that we appreciate
• 2:19
  you listening.
• 2:20
  And so I want to make sure we give a shout out to you, one of our podcast listeners.
• 2:23
  This is Vinny G from two years ago, amazing information and insight.
• 2:27
  Vinny says he's new to the mortgage industry.
• 2:29
  And it helps to be able to find out strategies and marketing that different elbows are using.
• 2:33
  These podcasts are great with all the valuable information that can be applied to your mortgage
• 2:38
  career.
• 2:39
  Keep it going.
• 2:40
  Awesome.
• 2:41
  Vinny G.
• 2:42
  Appreciate you.
• 2:43
  We're going to keep it going.
• 2:44
  Vinny, if you want your podcast swag box, you know what to do.
• 2:47
  Hit me up on the Facebook's DM me, send me your t-shirt size, and you're mailing address
• 2:52
  so we can reach out for swag box.
• 2:53
  And Vinny, you are listening and want the same.
• 2:55
  You know what to do.
• 2:56
  Leave us a review.
• 2:58
  And then let me know.
• 2:59
  Hit me up on the podcast on the Facebook's.
• 3:01
  All right.
• 3:02
  Let's get into, by the way, as you know, this show is always sponsored by the mortgage marketing
• 3:06
  dot pro membership, which is your place to go if you want maximum agent referrals in
• 3:11
  minimum time and learn how to become a modern mortgage originator, put up an eight minute
• 3:16
  video there.
• 3:17
  You can learn more about it, mortgage marketing dot pro.
• 3:19
  This week, our special guest, I'm doing something a little bit different.
• 3:22
  As you guys may or may not know, you've heard me talk about in the past, the industry syndicate.
• 3:27
  And what the industry syndicate is, is a single stop one source destination of most of
• 3:33
  the top shows in real estate and mortgage.
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  So we're talking about podcasts, flash briefings, video shows, and there's some great info.
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  And in there for you, there's great content for you to borrow and share with agents, maybe
• 3:43
  invite them to listen into one of the real estate related shows, whatever the case is.
• 3:47
  I think there's great opportunity for you guys to gather, gain more information over
• 3:52
  there at the industry syndicate.
• 3:53
  By the way, link in the show notes, but the website is industry syndicate dot com.
• 3:58
  And I'm interviewed on this episode by one of the co founders of the industry syndicate,
• 4:02
  Dustin Brown, who's also a real estate agent in Salt Lake City, a well-known speaker.
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  He's been speaking on the in-min stages and really just doing incredible things when it
• 4:12
  comes to helping real estate agents and loan offices for that matter.
• 4:17
  Get into digital marketing and have a modern marketing approach that gets results.
• 4:21
  And so he's consulting people on video audio and all kinds of great things.
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  But we finally get together here on the industry syndicate and Dustin interviews me for a change
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  and asks me some questions that I thought would be relevant to share with you guys as
• 4:35
  loyal podcast listeners.
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  I think it gets some nuggets and value out of the conversation he and I have.
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  So I hope you enjoyed this week's episode and make sure you check out industry syndicate
• 4:47
  for more details there for now.
• 4:48
  Let's get into this week's show.
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  What is up everybody?
• 4:52
  Welcome to industry connected episode number 20.
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  I am stoked today because we have one of our industry syndicate hosts Jeff Zimper from
• 5:02
  Mortgage Marketing Radio Podcast and I'm going to give him some accolades because he
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  just reached an incredible milestone with that.
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  But guys, this show, if you're new to industry connected, this show is for agents and loan
• 5:14
  officers.
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  It's called industry connected because we're trying to bridge both sides of the industry
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  at a crucial time.
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  There's so many outside forces attacking us, attacking the way we do things, attacking
• 5:26
  the need for us at all.
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  And it's important that we have conversations together and so industry connected.
• 5:34
  And we have two goals, remove heads from asses.
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  We're going to talk about honest stuff, you know, where it might be a little bit unpleasant,
• 5:40
  but we're going to have honest adult conversations and we want you to remove your heads from
• 5:44
  your ass and connect both sides of the industry.
• 5:48
  Real quick, I have to give a shout out to agentology.
• 5:50
  This episode is brought to you by agentology.
• 5:53
  They are one of my favorite vendors in the real estate industry.
• 5:56
  They are here for agents and loan officers.
• 5:59
  If you're running any kind of Facebook ads or Zillow leads, getting any kind of leads,
• 6:04
  these guys have an office in San Diego with human beings that 24, 7, 365, they respond
• 6:11
  to your leads instantly.
• 6:13
  Speed to lead is absolutely key.
• 6:15
  I'm sure you've heard it many times, but these guys do it 24, 7, 365.
• 6:20
  So Christmas morning, Thanksgiving evening, three in the morning, they respond.
• 6:25
  A human being makes a phone call, sends a text, sends an email, a combination of them,
• 6:30
  and follows up for you and converts your leads for you.
• 6:35
  I would not be running any kind of lead gen without them, so agentology, go check them
• 6:40
  out and they are giving a special discount of 50% off the first month to listeners of
• 6:45
  industry connected.
• 6:47
  Thank you, agentology.
• 6:47
  That's fantastic.
• 6:48
  Just go to agentology.com slash industry connected.
• 6:52
  Make sure you use the link, otherwise they don't know you came from the show and they can't
• 6:55
  give you the discount.
• 6:56
  So thank you, agentology.
• 6:58
  All right, guys, Jeff Zimper, you are someone who, I mean, you're a podcasting legend.
• 7:05
  You have hundreds of episodes or at least 800.
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  You're in the triple digits and first off, welcome to industry connected and congratulations
• 7:14
  on just hitting the incredible milestone of 200,000 downloads for your show.
• 7:19
  Thank you very much, man.
• 7:20
  I'm thrilled to be here.
• 7:21
  Long time come in.
• 7:22
  Long time listener.
• 7:23
  First time attendee.
• 7:24
  First time interviewee, I guess, right?
• 7:26
  Yeah.
• 7:27
  So I might say that.
• 7:28
  Hey, by the way, I want to share with you as well.
• 7:29
  Did you know what today is?
• 7:32
  Monday, a busy Monday.
• 7:34
  It's informational podcast day.
• 7:35
  Is it really?
• 7:37
  Yeah.
• 7:38
  I'll look at that.
• 7:39
  Right?
• 7:40
  Are we doing this on the perfect day or what?
• 7:42
  Absolutely.
• 7:43
  And it's crazy.
• 7:44
  So I'm leaving for New York in the morning.
• 7:46
  So I did my massive agent podcast.
• 7:48
  I recorded that episode a couple hours ago.
• 7:50
  Now, I'm doing this one, which will come out.
• 7:53
  If you're watching this, it's Friday.
• 7:55
  So international podcast day.
• 7:57
  I didn't know that.
• 7:58
  Well, I just thought I'd like open up with that.
• 8:00
  Anyway, no, it's going to be your man.
• 8:02
  I'm a fan.
• 8:03
  I feel this is a long time coming for us to kind of team up and do this together.
• 8:05
  So I'm like, I'm ready.
• 8:07
  I got my power drink ready to go.
• 8:09
  I'm rocking.
• 8:11
  Jeez, I didn't get my power drink.
• 8:13
  I should probably have water.
• 8:14
  My sponsor is, you know, power drink.
• 8:17
  Yes.
• 8:19
  I want Starbucks to sponsor me or something like that.
• 8:23
  Yeah, so guys, if you do not know Jeff, so his show, Mortgage Marketing Radio, is
• 8:29
  one of the shows on the industry syndicate, which is real estate's media network.
• 8:33
  If you are not familiar with the syndicate, go to industry syndicate.com and check out
• 8:38
  all the shows involved.
• 8:39
  We have the collection of the best highest rated shows in the mortgage industry, real estate,
• 8:45
  appraisal, real estate marketing, everything all in one spot.
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  So go check us out.
• 8:51
  But you are also, you're not just a full time podcaster.
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  You are in the business.
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  You are in the mortgage business, boots on the ground as the national sales trainer
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  and coach for a movement mortgage.
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  Yeah, I am.
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  I've actually been in this industry since 2003 when I started as an originator in Southern
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  California.
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  So, I really bleed loan officers, what I like to say, I have a tremendous amount of
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  respect and admiration for what both of us do as professionals, real estate agents and
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  mortgage originators.
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  And I think we both need each other greatly to succeed in the current and the coming
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  market.
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  But it's a passion project for me, hosting when I started this four years ago.
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  And I'm just thrilled to continue to be able to serve anyway.
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  I can't.
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  Love it, man.
• 9:34
  Yeah.
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  And things have changed dramatically.
• 9:36
  Have a day.
• 9:37
  Yeah.
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  Facebook did not exist when I started video marketing was not present.
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  It was, you know, the traditional block and tackle boots on and a lot of that stuff still
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  works and works well today.
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  But obviously we've got some additional tools and stuff to help us grow our business.
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  Absolutely.
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  So, your podcast, how many episodes do you have?
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  I think it's like I'm approaching 140 right now.
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  140.
• 10:02
  Nice.
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  Yeah.
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  There's some of your, your most listened to episodes like what's been most popular
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  with your audience?
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  Yeah.
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  That's a great question.
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  And so recently, you know, in celebrating the 200,000 downloads, I decided to kind of look
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  back into the vault and see what were the most popular episodes by downloads.
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  And that's an interesting metric when you get into, you know, subscribers downloads, etc.
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  But was the one metric I could actually track.
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  And for me, the top two were both focused on you and I, right?
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  Own Officer Realtor Relationship.
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  For instance, to give you the exact title, number 137 was how to go deep versus wide with
• 10:42
  real estate agents that featured a top reducing originator, give her a shout out if you don't
• 10:46
  mind WC cord from Guild Mortgage.
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  She helped 260 families in 2018, 65 million in production.
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  And you know, she's big on going deep with real estate agents in terms of relationship,
• 10:59
  right?
• 11:00
  The most popular one was episode 138 and these are both reposted on the page, but that's
• 11:06
  from my buddy, Buddy Damp, Dominic Dengora, who's got an incredible story about how he went
• 11:11
  from just 60 loans funded in a given year to 216 loans.
• 11:17
  Damn.
• 11:18
  Oh, sorry.
• 11:19
  Let me say, I was saying you the year to 190, let me say it this way, we went from 60
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  loans to 236 in record time.
• 11:26
  How's that?
• 11:27
  That's crazy.
• 11:28
  Yeah.
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  We've been a lot of it was from realtor relationships, though, to sure finish that out and that's
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  important.
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  So it's, it's very important for a loan officer, obviously, to get new business coming
• 11:39
  in the door.
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  I'm a firm believer it should not be your only focus as an L.O. that's insanity, but it's
• 11:46
  an important one for sure.
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  It's also important for realtors that we have the right partners on the lending side that
• 11:53
  we can rely on that, you know, and I'm not going to go into co marketing.
• 11:58
  I personally don't co market with lenders for a bunch of different reasons, but it's
• 12:03
  important that we have reliable partners that we can trust and that, you know, if we
• 12:06
  need something quick, we can sue them a text and we know that they're going to take care
• 12:10
  of it as soon as reasonably possible.
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  So it's an important topic.
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  What, what about the realtor and loan officer relationship?
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  Where should we start?
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  So if you're a loan officer listening, what would be most helpful?
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  Let's see, a brand new in the business or you're just like, I really need to get some
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  more realtor partners.
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  What's the first stop or the first step towards that?
• 12:34
  That's a great question.
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  And so part of how I answer that is I filter that through like my own experience when
• 12:41
  I first started, but also now, you know, having interviewed over a hundred of, you know,
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  America's quote top producers, I think the common mistake I see with a lot of loan officers
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  when it comes to working with real estate agents is their own mindset around real estate
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  agents and how they tend to put real estate agents in a box or a bucket and label them
• 13:03
  as X, Y, or Z.
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  And I'm sure, you know, we could all, you could describe loan officers in a similar way
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  because look at, let's face it, there's some bad people out there, right?
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  Some bad players.
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  Old joke I used to love to tell was there's really only three bad real estate agents in
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  the world.
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  You just move around a hell of a lot, you know, but all right.
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  So yeah, right?
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  Thank you.
• 13:25
  Yeah.
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  We hear Thursdays and Fridays.
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  But really, it's about mindset because, you know, I'm sure you've heard it.
• 13:30
  We've all heard it right.
• 13:31
  Realtor's aren't loyal.
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  Realtor's are this.
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  Realtor's are that.
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  Never answer their damn phones.
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  Real hell.
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  Which is true.
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  It's going to say there's some evidence that might support that.
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  But, um, totally, but the point being is, look, you need my, the way I try and coach
• 13:45
  and, you know, loan officers is, it's a partnership, right?
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  And yes, there's some real estate agents that probably aren't right for you to partner
• 13:53
  with.
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  But that would be true in any business whatsoever.
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  So don't get all caught up in realtor's or this or that.
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  Get caught up in.
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  How do you a find the good ones?
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  Be partner with them and have something good to say so that you can attract people to
• 14:04
  work with you.
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  That's where I start with all that.
• 14:07
  Sure.
• 14:08
  Oh, what, what would you say a loan officer needs to, like some basic concepts that they,
• 14:14
  like the mindset they need to have going into it?
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  Because honestly, the vast majority of L.O.s that reach out to me, the foundation's
• 14:23
  wrong.
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  They're, they're coming at it completely wrong.
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  They're looking for me to give them something.
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  Yeah.
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  And that's flawed right from the get.
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  Yeah.
• 14:32
  Exactly.
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  And that's, that's a mistake.
• 14:34
  If you're, if you're looking to a real estate agent as a place to get, that's wrong.
• 14:38
  Um, you know, I've heard this thing said a while back that too many loan officers, the
• 14:41
  reason why they are struggling with, with real estate agents is because they're focused
• 14:45
  on conversion over connection.
• 14:48
  And you need to focus on connection.
• 14:50
  It's a frigging relationship, right?
• 14:53
  And you, you can use that old metaphor to like dating and, you know, think about like when
• 14:56
  you first started to date your now spouse or whatever, I mean, did you just show up and
• 14:59
  just, you know, and I mean, just jump right to, you know, the consummation of the relationship.
• 15:03
  No, you didn't, right?
• 15:04
  There was a dating.
• 15:05
  There was a courting.
• 15:06
  There was a getting to know each other.
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  An alignment process.
• 15:08
  The same thing happens, has to happen here with real estate agents.
• 15:11
  You take this outside of any other industry that partner with other professionals, right?
• 15:16
  Financial advisors who have people that they partner with insurance and attorneys and things
• 15:19
  like that.
• 15:20
  Right?
• 15:21
  It's, it's all about, how can I bring value to the, I don't know why in this space that
• 15:26
  too many loan officers show up with their handout, maybe because that's how they get fed,
• 15:30
  you know, I, it seems to me like they're just, whoever's teaching them, whoever's mentoring
• 15:36
  them is showing them something that worked 20 or 30 years ago or not mentoring them.
• 15:39
  Yeah.
• 15:40
  Well, actually you raised a good point because when I first started a countrywide many years
• 15:43
  ago, I can remember that glorious day where I got my stack of business cards and all right,
• 15:49
  here you go.
• 15:50
  Go get yourself some realtor relationships, you know?
• 15:52
  Yeah.
• 15:53
  And you go out, then you go out at trying to sell or convince and let me tell you about
• 15:57
  the company and, right?
• 15:59
  Yeah.
• 16:00
  But it's the wrong approach.
• 16:01
  It's the, and so I believe in like reverse prospecting and attracting agents and all
• 16:04
  that to you.
• 16:05
  But the first point is like, yeah, have the right mindset, look to that person.
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  It's an individual.
• 16:11
  It's a human being.
• 16:12
  So just start with, how can I connect with this person and learn about them?
• 16:17
  Step one.
• 16:18
  Yeah.
• 16:19
  I couldn't agree with that more that the, the lenders that I work with, we have a relationship
• 16:25
  that supersedes all else, you know?
• 16:28
  I don't worry about who's giving referrals to, to who, how often, if at all, first off,
• 16:35
  do we get along?
• 16:36
  We get along, long term, and are they going to get shit done?
• 16:42
  Are they going to be competent so that I could send my, my father to them for a mortgage?
• 16:47
  You know what I mean?
• 16:48
  Right.
• 16:49
  Relationship comes before referral.
• 16:50
  Absolutely.
• 16:51
  You brought up a good thing there.
• 16:52
  Can I, am I confident to send my father to them?
• 16:55
  It's about trust.
• 16:57
  And like you're trying to supersede, you're trying to short circuit trust and trust doesn't
• 17:01
  happen like that.
• 17:03
  Exactly.
• 17:04
  Trust.
• 17:05
  Trust happens over time.
• 17:06
  What are some tips for, for an L.O. to build trust with a realtor?
• 17:10
  Yeah.
• 17:11
  And again, I think it's like trying to give you a visual, right?
• 17:14
  I don't know depending on the age group, you know, to Sherlock Holmes, put the investigator
• 17:18
  cap on, whatever.
• 17:19
  I mean, I'm old enough to remember Colombo.
• 17:23
  So I'm not, I know the name, I think of a, I think it's a Salami company to be honest
• 17:29
  with you.
• 17:30
  Maybe that's Columbus.
• 17:32
  Anyway, so the point is, and be curious number one, and be an investigator.
• 17:38
  So my approach to it, before I ever try and make a call to a real estate agent is, I want
• 17:43
  to learn what I can about that person to have some context to talk about that real estate
• 17:47
  agent.
• 17:48
  So, and I haven't done this on you yet, but I mean, I know you're in Salt Lake.
• 17:53
  You've got the, the website, was it Search Salt Lake?
• 17:56
  Yeah.
• 17:57
  Yeah.
• 17:58
  So you've got a website you've obviously invested in becoming known as a brand in Salt
• 18:00
  Lake.
• 18:01
  I'd probably dig into, not only your website and learn about that, but I'd like to find
• 18:04
  out what, you know, personally about you, I think you have, what, is it two kids?
• 18:08
  Yeah.
• 18:09
  Okay.
• 18:10
  So you've got two kids, and I recently saw you vacation somewhere, I forget where it
• 18:13
  was, because it was a while back.
• 18:14
  But anyway, I would do some recon and just, you know, but I'd have some context and some
• 18:19
  basis of entry point of conversation.
• 18:22
  If you are enough of a real estate agent, where that's worthy of my time, if you know what
• 18:27
  I mean.
• 18:28
  To the point, yeah.
• 18:29
  I'm not.
• 18:30
  But, but if I were, see, you've already, I mean, and doing that kind of research takes
• 18:38
  a couple minutes.
• 18:39
  Yeah.
• 18:40
  It really does.
• 18:41
  Now ideally, you've been following somebody long enough that you know a little bit more
• 18:45
  than just like how many kids or do you live, you know, that, but you've already done more
• 18:49
  than 90% of lenders that reach out.
• 18:53
  Yeah.
• 18:54
  Well, Caribbean lazy.
• 18:55
  Oh, geez.
• 18:56
  Yeah.
• 18:57
  Yeah.
• 18:58
  And it's so frustrating because it's not that I would never work with another lender,
• 19:02
  but I would never work with a lender that approaches people like that, like that because
• 19:07
  we're philosophically not aligned.
• 19:11
  Well, and I know the classic thing is like, you know, the lender calls on Monday or Tuesday
• 19:16
  or whatever.
• 19:17
  Hey, how was your weekend?
• 19:18
  You know, blah, blah, blah, blah.
• 19:19
  You got any deal buyers you met over the weekend and.
• 19:21
  Yeah.
• 19:22
  Give, give.
• 19:23
  Yeah.
• 19:24
  Right.
• 19:25
  So, you know, I think that's the kind of relationship of any kind of relationship there
• 19:27
  or value.
• 19:28
  Like, like, if I got that, we all get those calls, like somebody, I forget you have vendor
• 19:32
  calls and pitches, whatever product, whatever, and we get it on social media, right?
• 19:37
  The person who friends you on LinkedIn, that's thing, you know, you get a pitch, right?
• 19:40
  Oh, my God.
• 19:41
  Is that just a complete slap in the face of, brood, right?
• 19:45
  Oh, it's painful, man.
• 19:47
  It's one of my biggest pet peeves.
• 19:50
  And I used to do that because I didn't know better.
• 19:53
  Yeah.
• 19:54
  I thought that, but that's the example of an LL.
• 19:56
  That's what's happening over the phone.
• 19:57
  Yes.
• 19:58
  It's not now.
• 19:59
  It's not on social media.
• 20:00
  It's the phone ringing.
• 20:01
  Hey, what's up, Dustin?
• 20:02
  This is Jeff from ABC Mortgage, man.
• 20:03
  Hey, listen, I really just wanted to call introduce myself to you.
• 20:05
  We are a big lender in town.
• 20:07
  We got a lot of great rates and we close on time.
• 20:09
  So I'd love to meet with you for coffee and tell you a little bit more about what we do.
• 20:13
  Right.
• 20:14
  Like, well, you know, I know your reaction already.
• 20:17
  Right.
• 20:18
  Thanks.
• 20:19
  Cool.
• 20:20
  Cool, man.
• 20:21
  That's the best of luck, but I don't have the bandwidth, which is the nice way of saying,
• 20:25
  I don't have time.
• 20:26
  I don't have time.
• 20:27
  You know what's missing from that?
• 20:28
  And this is what gets me passionate here.
• 20:29
  What's missing from that?
• 20:30
  Like we just said, there's no reason why I should talk with you any, you've not given me
• 20:36
  any reason to be interested in you whatsoever because you've clearly displayed.
• 20:40
  I am just a friggin' number to you.
• 20:42
  Yeah.
• 20:43
  However, haven't you?
• 20:44
  And it's a sales call.
• 20:45
  Right.
• 20:46
  If we roll back that scene, though, that said, hey, what's up, Dustin?
• 20:47
  This is Jeff from ABC Mortgage.
• 20:48
  And, you know, I got to tell you, I've been following you for some time.
• 20:52
  And obviously, you're one of the more successful agents in town.
• 20:54
  As a matter of fact, I'm really liking your search Salt Lake website.
• 20:57
  You must have put a lot of time and effort into that.
• 20:59
  Yeah, I have.
• 21:00
  Is it?
• 21:01
  Already, I'm liking it.
• 21:02
  Yeah.
• 21:03
  Tell me more, Mr. Collar.
• 21:04
  Exactly.
• 21:05
  Yeah.
• 21:06
  And then just like, carry it on from there, man.
• 21:07
  You know what I'm saying?
• 21:08
  Yeah.
• 21:09
  And it's human nature that when you're complemented in a genuine way, and that, you know, that was genuine.
• 21:17
  That that helps somebody break down that that guard they have up.
• 21:21
  Because look, and it's getting worse every single day, especially on the phone.
• 21:26
  When the phone rings, I'm ready to fight.
• 21:28
  I'm like, who the hell are you and why are you bugging me?
• 21:31
  Why are you interrupting me?
• 21:32
  Yeah.
• 21:33
  It's like when your doorbell rings, like it used to be like, oh, who's coming to see us?
• 21:36
  And now it's like, everyone's diving behind the couch.
• 21:38
  Like, what the hell?
• 21:39
  Like somebody called the cops.
• 21:40
  It's just so weird.
• 21:42
  And so we're like ready to fight.
• 21:44
  That's what you're walking into.
• 21:46
  And then if you just move forward with a sales pitch within an agent who's been around
• 21:51
  more than six months, that's the thing, too, is like when you're a brand new agent, you
• 21:57
  probably don't have relationships with funders yet.
• 22:00
  So you are receptive at that point.
• 22:02
  But you want to go after agents that are doing business.
• 22:06
  So you can't just do that.
• 22:11
  So I was going to ask this rhetorically, but I'm actually asking you, because I think
• 22:16
  it'd be a good turn to the conversation.
• 22:20
  Why should I as an established agent, regardless of my production, but I have established relationships
• 22:26
  with funders who I trust, I do business with, and it's a nice well-oiled machine.
• 22:32
  Why should I look elsewhere?
• 22:34
  Why should I let another lender in the door?
• 22:37
  Why should they even consider that?
• 22:40
  You may not.
• 22:41
  Seriously, if you've already got your bench of your top one or two, maybe three lenders,
• 22:46
  there isn't a lot of reason, unless they've got a very compelling, attractive thing for
• 22:50
  you, which in the case of a real estate agent, when that situation is in play, oftentimes
• 22:55
  that's money.
• 22:56
  When they look at, they start looking at lenders as sources of money, like help me co-pay
• 23:01
  zelo leads and all that kind of stuff.
• 23:02
  Yeah, that drives me nuts, too.
• 23:04
  Well, it's a real thing.
• 23:05
  It is.
• 23:06
  That's why it drives me nuts.
• 23:09
  It's a certain level of extortion going on there that it happens at bigger teams and
• 23:15
  bigger offices.
• 23:16
  And look, and by the way, just because for those listening, hey, well, how do you handle
• 23:19
  that, right?
• 23:20
  I think it's a case by case basis, because I think there are some cases where it does make
• 23:24
  sense, but there has to be a lot of, it's funny, I was talking to somebody earlier about
• 23:29
  this today, exact same thing, where there's got to be a certain amount of expectation back
• 23:34
  return on that relationship, return on investment, or in the case of running Facebook ads, for
• 23:38
  example, there's return on ad spend.
• 23:41
  Well, if you're asking me to contribute a certain amount of money to your marketing, zelo
• 23:45
  or whatever, great.
• 23:48
  We need to have some parameter set about what the return is going to be in advance.
• 23:52
  What are the expectations?
• 23:53
  What are the milestones?
• 23:54
  What can I look for?
• 23:55
  Look for actual leads that are going to set my way.
• 23:57
  What happens when you fall off and you don't or you're sending them here instead of
• 24:00
  there?
• 24:01
  It's got to be set up before you're just ready to stroke that check, you know?
• 24:04
  It should be.
• 24:05
  Yeah.
• 24:06
  Absolutely.
• 24:07
  I agree.
• 24:08
  And I don't know, man, when the only time that I've ever been receptive to another
• 24:14
  lender calling me, because they've all done it wrong, is when they say, hey, they're
• 24:20
  very personable, hey, you know, I heard about you from so and so, you came highly recommended.
• 24:24
  I saw your website, I saw some videos, whatever.
• 24:28
  And you know, read your reviews.
• 24:31
  You're one of the good guys.
• 24:32
  So I actually have a buyer who's pre-qualified and ready to go.
• 24:35
  Do you want them?
• 24:36
  Yeah.
• 24:37
  Yeah.
• 24:38
  I do.
• 24:39
  He's going to say no to that.
• 24:40
  Right.
• 24:41
  So that's why I teach you've got to, you've got to become, you have to control your own
• 24:47
  lead generation as a loan officer so you can then bring clients.
• 24:52
  That's how you get an agent's attention.
• 24:54
  And then all the stuff that you were going to say in your sales pitch call, show it during
• 25:00
  the transaction and then they're going to stick around.
• 25:03
  And the two lenders that have ever done that with me, I've stuck around with because they
• 25:08
  backed it up.
• 25:09
  They showed me it was a great, you know, great process.
• 25:13
  And so then I was like, you're in.
• 25:14
  Like, I can trust you moving forward, but that never would have happened if it didn't
• 25:18
  open the door with, here's a buyer to work with.
• 25:22
  Do you find anything else valuable from a lender besides here's a buyer?
• 25:25
  Oh, yeah.
• 25:27
  Just, I mean, it's like when rates are brought up, don't bring up rates because everyone
• 25:35
  can match everybody for the most part.
• 25:37
  It's a greatest rates in town.
• 25:38
  It's cool.
• 25:39
  So does everyone else?
• 25:40
  And they're going to change tomorrow and, you know, it's so stupid.
• 25:43
  But just how fast can you get stuff done?
• 25:47
  How efficient are you?
• 25:48
  So that's what I was going to get.
• 25:49
  Yeah.
• 25:50
  Yeah.
• 25:51
  I mean, that's all, like, given to me, like, that's, that's the standard.
• 25:55
  Well, it's a suit.
• 25:56
  Right.
• 25:57
  It should be.
• 25:58
  It's assumed until you get to experience if it's real or not.
• 26:00
  Exactly.
• 26:01
  Right.
• 26:02
  Like, go stump back in the day.
• 26:03
  You used to have this thing.
• 26:04
  He talked about does the external perception match the internal reality?
• 26:08
  Yes.
• 26:09
  I was like, that's a good one.
• 26:10
  That is a good one.
• 26:11
  Yeah.
• 26:12
  Right.
• 26:13
  So, and that's why when people are like, oh, you know, our company's been around
• 26:16
  this long and our rates are so great and we have this, you know, two, three, one,
• 26:20
  eight, six, by-down program or whatever, it's just noise to me.
• 26:25
  It's the algorithm by-down is what it is.
• 26:27
  Yeah.
• 26:28
  It's just noise.
• 26:29
  It's like cool.
• 26:30
  It's just noise because it's not relevant to how they can specifically help you, which
• 26:33
  is where I always go back to.
• 26:35
  That's what you need to be leading with is first that personal connection that separates
• 26:39
  you.
• 26:40
  You got to have a good talk track and script and all that.
• 26:42
  I mean, dude, I used to do, like, everything I could to get in front of it.
• 26:46
  And some of the work, here's my, here's what I always say to people, like, hey, does cold
• 26:49
  polling work, does door knocking work, does this work?
• 26:52
  Does it work?
• 26:53
  Yes.
• 26:54
  Yes.
• 26:55
  But at various levels for different people depending on your area.
• 26:56
  Yeah.
• 26:57
  There's a lot of variables to that.
• 26:58
  A lot of variables.
• 26:59
  Yeah.
• 27:00
  A lot of variables.
• 27:01
  It's going to work for you the way you're doing it.
• 27:02
  I used to send a million dollar bills in the mail to realtors.
• 27:04
  I was prospecting with a letter that said something like, you know, I forget, but if
• 27:10
  something like, you know, let me help you earn your next million commissions or something
• 27:12
  like that, you know.
• 27:13
  Did that work pretty well?
• 27:15
  I did.
• 27:16
  I got a point.
• 27:17
  It was creative and different.
• 27:19
  Yeah.
• 27:20
  Yeah.
• 27:21
  See, that's attention getting.
• 27:22
  Right.
• 27:23
  And I bet some people kept that and put it on their bulletin boards and stuff.
• 27:27
  Get this, even one better.
• 27:28
  So if it was a really good agent, what I did was two weeks later, send them the same letter
• 27:32
  crumpled up as if it was thrown away in the trash.
• 27:35
  And then, you know, had a, like, a hand scribbled note, it said, hey, I know this wound up in
• 27:38
  your trash, but then the call comes.
• 27:43
  Right.
• 27:44
  And then like, oh, shit.
• 27:45
  You're the guy who sent me the frigging crumbled up letter.
• 27:47
  Yeah.
• 27:48
  Yeah.
• 27:49
  What's up?
• 27:50
  That, I love that lesson that you just taught too.
• 27:52
  So a very similar concept of persistence and people do respect it in the right context
• 27:58
  as long as you're not an annoying douche.
• 28:01
  But the way you did that was fantastic.
• 28:04
  Like with some leads, they'll fill out the lead form, you know, like F off or Mickey Mouse
• 28:09
  or dip shit or something.
• 28:11
  And so I call them.
• 28:12
  I'm like, hey, it's Mr.
• 28:13
  Dip shit.
• 28:14
  You know, you're on our website.
• 28:16
  And I just totally play with it.
• 28:18
  I've actually had a few people laugh and they're like, wow, you're, you know, you'd be kind
• 28:23
  of fun to work with.
• 28:24
  Right.
• 28:25
  And I've met with them and they become clients.
• 28:27
  Only one person's actually become a client, but I've definitely had positive conversations
• 28:32
  with a bunch of leads that put bogus information.
• 28:36
  So to a certain degree, people respect that persistence.
• 28:41
  If you make light of it, I love that.
• 28:45
  I love that tactical idea of the million dollar bill and the crumpled up thing is like,
• 28:48
  hey, just probably end up in your trash.
• 28:50
  Well, and think about it.
• 28:51
  What's today's version of that, right?
• 28:53
  I mean, we've got a smartphone.
• 28:55
  We've got video texting, right?
• 28:57
  We've got Facebook messenger.
• 28:59
  We've got so many different tools.
• 29:00
  We've bomb on me.
• 29:01
  So many different tools to show up differently uniquely with somebody today.
• 29:05
  There's no excuse, I think, for making a cold call to a real estate agent anymore.
• 29:09
  Right.
• 29:10
  Unless you want to get your number blocked.
• 29:12
  Yeah, I mean, why would you do that?
• 29:14
  There's no reason.
• 29:17
  No, no, look, if you...
• 29:20
  So I try to stay as reasonable about the cold calling things I can because I know a lot
• 29:24
  of people do it and they have success with it.
• 29:27
  Cool.
• 29:28
  I hate doing it.
• 29:29
  So for me, that's out.
• 29:31
  But if you're going to do it right off the bat, you can't be taking 30 seconds to introduce yourself.
• 29:38
  You have to jump into something engaging or attention getting or valuable, something
• 29:43
  that isn't just the typical sales call or else you're done.
• 29:47
  Right.
• 29:48
  Okay, well, now that you've said that, so assuming, let's...
• 29:54
  You've better have something really good to say in those first 30 seconds to hook them.
• 29:59
  Assuming you don't and they agree to meet with you, my concern is, why is that agent
• 30:05
  agreeing to meet with me?
• 30:06
  Oh, yes.
• 30:07
  Exactly.
• 30:08
  No?
• 30:09
  Yes.
• 30:10
  If I haven't...
• 30:11
  If I've just showed up like every other L.O. and, hey, man, you know, I saw you on Facebook
• 30:16
  and really love to tell you about how we were great and whatever the usual B.S. script
• 30:19
  is.
• 30:20
  Yeah.
• 30:21
  Yeah, man, sure.
• 30:22
  I'd be happy to drive a car.
• 30:23
  It's like, really?
• 30:24
  I'm concerned now that you don't push back and say, yeah, you know what, I'm really super
• 30:26
  busy.
• 30:27
  I was testing you and you failed.
• 30:29
  Right.
• 30:30
  Exactly.
• 30:31
  Right.
• 30:32
  That's what you should say.
• 30:33
  The little officer should say.
• 30:34
  Yeah.
• 30:36
  That's funny.
• 30:37
  No, that's a great point, though, like if you're doing a shit job and you put no effort
• 30:43
  into it, no personalization and you're just mailing it in and you do get appointments,
• 30:49
  is that a good thing?
• 30:51
  No.
• 30:52
  Are those the agents you really want to work with?
• 30:53
  I don't know.
• 30:54
  Yeah, because back to doing your due diligence, so getting sources of Asian production
• 30:58
  is also smart.
• 30:59
  You know, depending where you are in the country, there's a variety of sources.
• 31:02
  There's like my MTA reports, there's your title rap, core logic, whatever.
• 31:06
  Know somebody at the MLS, right?
• 31:09
  Hook up a dust in and bribe them to give you the MLS reports of the top agents in your
• 31:12
  zip code, whatever.
• 31:13
  Yes.
• 31:14
  I accept those often.
• 31:15
  Yeah.
• 31:16
  And do some smart targeting, you know what I mean?
• 31:19
  So that's what I have to say about that.
• 31:22
  Yeah.
• 31:23
  And I've seen loan officers kill it by just doing great lunch and learns, like just doing
• 31:27
  great educational lunch and learns and then doing another one and then another one.
• 31:31
  So that agents are like, yes, I want more of that, so I obviously need to partner with
• 31:37
  this person.
• 31:38
  There's so many things you can do.
• 31:40
  I happen to know a thing or two about hosting successful lunch and learns.
• 31:44
  Nice.
• 31:45
  Let's jump into it.
• 31:46
  I know if you're aware of it, but I've been doing it for 10 years.
• 31:48
  It was not.
• 31:49
  Yeah, it's how I built my business.
• 31:51
  So literally, when I started as a loan officer right, I actually long story, you know, back
• 31:56
  in the day, I used to work for Tony Robbins.
• 31:58
  That's how I first got my start, so to speak.
• 32:02
  And then got off the road, right?
• 32:03
  And I was living in San Diego and I was like, man, I need to like get a real job, right?
• 32:09
  Because I can't do this traveling and living in a different city every two months, which
• 32:13
  I did for a while.
• 32:14
  And that was a great training route.
• 32:16
  But then relationship, get married, whatever.
• 32:18
  And I'm like, hmm, realtor loan officer, which one do I want to be?
• 32:21
  Because I get spoken to a lot of those groups, you know?
• 32:24
  And for whatever reason, I decided loan officer.
• 32:29
  And long and short of it was like my first year sucked, man, I mean, I had to take a
• 32:32
  heat lock out on my house.
• 32:33
  I got a baby at home, wife's not working.
• 32:36
  Things are tight, you know, and I'm borrowing money just because I'm not making any money.
• 32:40
  And I'm like, doing the usual, we just talked about, I'm doorknock and I'm cold calling.
• 32:43
  I'm chasing, chasing, chasing.
• 32:45
  And it worked, you know, sporadically.
• 32:49
  But then it got really serious and I'm like, holy crap, man.
• 32:52
  I just like, okay, I know it's a, here's the thing I knew.
• 32:55
  I was for a short time a working in a subprime shop handling internet leads for a lender, right?
• 33:02
  Did that racket?
• 33:03
  Wasn't my style.
• 33:04
  And I started reading these stories about people that, you know, now are kind of infamous
• 33:08
  in the industry.
• 33:09
  Tim Brahim and others who had built these wildly successful referral based mortgage practices
• 33:15
  that were largely referral based from realtors.
• 33:17
  So they built these amazing relationships.
• 33:19
  And what I saw was these loan officers who are 10 plus years in the business were just
• 33:23
  like, never had to market, never had to prospect because they had built these relationships
• 33:27
  up.
• 33:28
  And they had this referral machine going and I'm like, that's the business I want.
• 33:32
  And I knew it was a long road to get there because that's, you know, that's not a quick
• 33:35
  hit.
• 33:36
  Anyways, so I started figuring that out and then I started realizing, man, if I could just
• 33:41
  get in front of more agents in less time, I would find the agents that I want to partner
• 33:45
  with.
• 33:46
  So lunch and learns.
• 33:47
  Yeah.
• 33:48
  Lunch and learns came into play and I started doing that and, you know, perfected it now
• 33:50
  and help.
• 33:51
  That's what I teach other L is how to do basically.
• 33:53
  Do you have a couple of quick tips?
• 33:55
  I mean, that's a whole other show topic.
• 33:57
  Yeah, it is.
• 33:58
  Sure.
• 33:59
  But what are some, some quick tips for anyone who's already doing lunch and learns?
• 34:02
  How can they make them better?
• 34:04
  Hmm.
• 34:05
  Good question.
• 34:06
  Several different key ways.
• 34:07
  Number one, you know, one of the common questions I get is from, from loan officers, how
• 34:11
  do I get more butts in the seats, right?
• 34:13
  I think there's a couple of things that factor into the show rate on your classes.
• 34:18
  Number one is your topic.
• 34:21
  I'm not a big believer in teaching mortgage 101 to real estate agents, FHA financing, friggin,
• 34:26
  all that stuff.
• 34:28
  Do I, does it have its place?
• 34:29
  Yes.
• 34:30
  But as far as a consistent, are you going to hang your hat on your success with those topics?
• 34:34
  No.
• 34:35
  It's not sexy.
• 34:36
  It's not sexy.
• 34:37
  Exactly.
• 34:38
  And let's face it, we are in a sales and marketing world and we are in a noisy world.
• 34:41
  We need to rise above the noise.
• 34:43
  So the types of classes that I'm teaching L.O.'s, how to, how to put on our personal
• 34:46
  branding for real estate agents, an introduction to Facebook Live, getting started with video
• 34:50
  marketing, Instagram, YouTube, all the stuff you want to learn, right?
• 34:54
  Exactly.
• 34:55
  And most agents aren't getting that from their broker.
• 34:58
  They're not getting it, right?
• 35:00
  Maybe if you have a good advantage where you're maybe at the XP or something like that,
• 35:03
  you've got some great trainers around you and things like that, right?
• 35:05
  That's awesome, but most are hungry for it.
• 35:08
  And here's the thing, most loan officers aren't even teaching that.
• 35:10
  They aren't even thinking of it.
• 35:13
  We can get into why that is, but that's step one is your topic.
• 35:16
  Step two is, I believe in what I call power partnering.
• 35:18
  So that's teaming up with your affiliates, your title, your espoir, your home warranty,
• 35:22
  inspection, you know, in your state that may vary a little bit, attorneys, right?
• 35:26
  Why?
• 35:27
  Because they've got relationships you don't.
• 35:29
  And they already trust them, they don't trust you.
• 35:31
  But if you align with them and you get them the co-sponsor, help you promote whatever,
• 35:34
  right?
• 35:35
  They're going to get butts in the seats that you wouldn't get there otherwise.
• 35:39
  That's step two.
• 35:40
  Step three is like your process, how you invite and prospect and promote.
• 35:44
  I call it shock and awe marketing.
• 35:48
  And so what I mean by that is you've really got to carpet bomb the friggin city, the town,
• 35:53
  the zip code, and get after it in a big way early when you're first starting.
• 35:58
  So that means on the phone, that means videos on Facebook, tagging agents, inviting.
• 36:02
  That means doing, putting, creating an ad on Facebook perhaps, you don't always have
• 36:07
  to.
• 36:08
  Anyways, is this helpful where we're going with this?
• 36:10
  Oh, completely.
• 36:11
  Yeah.
• 36:12
  What I'm noticing there is you're focused on the promotion of the event, which is everything
• 36:19
  you have to get them there first.
• 36:21
  Right.
• 36:22
  Exactly.
• 36:23
  That's all it's about.
• 36:24
  Yeah.
• 36:25
  And obviously, this is a given, just like you with promising, hey, it's going to be a great
• 36:28
  experience.
• 36:29
  And all, you know, we were efficient with our processes and everything you should be.
• 36:33
  Like that's a given.
• 36:34
  Your event should deliver what you promised and it should be great, of course.
• 36:38
  But if you don't promote it, if you don't have the right headline, if it's not sexy,
• 36:42
  well, I mean, it's when you have a crap turn out, look, this comes back to the, you
• 36:47
  know, the common, common frustration I have with loan offers are sometimes it's like the
• 36:50
  laziness or the thinking they can friggin just send emails and fill a room.
• 36:55
  You know, guys, sometimes you can.
• 36:57
  Maybe you can.
• 36:58
  I think that depends on the level of engagement you've already got with your email list,
• 37:01
  but the reality is most of you need to hit, and this is where people get too lazy in
• 37:04
  today's tech world.
• 37:05
  They're trying to automate everything.
• 37:08
  And they're taking away this here, the face to face, the communication, which by the way,
• 37:11
  is why lunch and learns works so well at accelerating trust and credibility because it's face to
• 37:17
  face.
• 37:18
  And that's where all that happens faster, you know, that's why at the end of the class
• 37:22
  is if you've delivered value, if you've done a decent job, and first of all, let me just
• 37:26
  get this out of the way.
• 37:27
  The topic I presented to you, right, branding in Facebook and all that.
• 37:31
  The biggest thing I hear from LOs, well, I don't, I'm not an expert on that.
• 37:35
  I don't feel comfortable presenting it.
• 37:37
  And I'm like, I get it.
• 37:39
  You don't have to be.
• 37:40
  You're just the messenger agents don't really care about you.
• 37:43
  They just want the info.
• 37:44
  Thank you very much.
• 37:45
  Yeah.
• 37:46
  Right?
• 37:47
  But or because someone in or bring someone in or you can do that and there you go.
• 37:51
  You got the power partnering thing.
• 37:53
  Eventually, you know, you should start presenting this summer on your own.
• 37:56
  More importantly, you need to learn this for yourself too, if you're going to be a modern
• 37:59
  originator.
• 38:00
  But the point is, like, listen, I've seen this happen.
• 38:03
  Like it blows my mind.
• 38:04
  How often a loan officer, and listen, I'm doing this every week, so I see it a lot.
• 38:09
  A loan officer will learn a topic by watching a video a few times, reading a transcript,
• 38:14
  practice it twice, and then they get up and deliver it and read some slides, like I'm
• 38:18
  personal branding or Facebook, whatever.
• 38:20
  And they had a feedback format at the end, and it's got some strategic questions.
• 38:24
  And at the end, agents come up like, oh, that was awesome, man.
• 38:27
  Yeah, I would definitely love to talk to you about partnering together.
• 38:30
  I mean, it happens all the time.
• 38:32
  Yeah.
• 38:33
  Yeah.
• 38:34
  That, see, you don't need to be the world's foremost expert on the topic.
• 38:40
  You just need to be, you just need to deliver something that that person didn't know yet
• 38:45
  in a way that relates to them.
• 38:48
  They're so grateful for the info.
• 38:50
  They're pulling for you.
• 38:51
  They're not expecting you to be as entertaining as Elvis returned from the grave, you know,
• 38:55
  they just want the info and the fact that you are delivering the info makes you look,
• 39:00
  you are not the average loan officer at the end of that class.
• 39:03
  You're not.
• 39:04
  You're somebody completely different.
• 39:05
  Yes.
• 39:06
  I don't know this from speaking on stages.
• 39:08
  The guy or gal with the microphone has all the power.
• 39:11
  Sure.
• 39:12
  It just gives you a certain level of credibility in the eyes of those listening.
• 39:16
  Yeah.
• 39:17
  It's crazy because I always feel like such a joker.
• 39:19
  I'm like, why are these people listening to me?
• 39:22
  But then I have to remember, like whenever I've gone to conferences or seminars or whatever,
• 39:27
  you do look at the person on stage with respect and you're like, okay, they must have a certain
• 39:31
  level of success, credibility, all that stuff.
• 39:35
  So that's working to your advantage just by doing a lunch and learn.
• 39:39
  Yep.
• 39:40
  And so there's that element of it, but just think about the other element of it as well.
• 39:46
  Like we kind of talked about, right, is you scale your reach, you reach more agents
• 39:48
  and less time.
• 39:49
  You have that bigger face-to-face personal impact.
• 39:53
  And here's the other cool thing.
• 39:54
  You're reversing the process.
• 39:56
  You're not chasing agents.
• 39:58
  And you mentioned doing it so you don't just do one lunch and learn, you do it every single
• 40:02
  month.
• 40:03
  Like on the same day, the third Thursday of every month, and you create a thing and a brand.
• 40:07
  So now, like, you know, Dustin, who's a lender in Salt Lake, is now known as the guy who
• 40:11
  hosts, bam, right, the agent marketing, whatever.
• 40:15
  Right.
• 40:16
  Exactly.
• 40:17
  You've got this funnel that you keep putting agents through over and over and over again.
• 40:22
  And the consistency of it helps build up your credibility instead of just, you happen
• 40:27
  to do a class on Facebook ads, but it's like, oh, you did one on this and then a more
• 40:33
  advanced one on this.
• 40:34
  And then you did an Instagram and then you did, like, then you did an email marketing.
• 40:37
  You did whatever, like all of that makes you become the guy, the gal.
• 40:43
  And so I'm going off on this now because my energy drinks really kick it in, but it's
• 40:46
  taking in nice.
• 40:47
  So here's what I say when I open this up, right, for your loan officers listening, is so
• 40:52
  welcome, everybody, right?
• 40:53
  And the reason why we host these classes is number one is a thank you to give back for
• 40:57
  those agents in the room who we already work with, we appreciate your partnership.
• 41:01
  And secondly, is for those of you who don't yet know us, we wanted to just demonstrate
• 41:04
  for you one of the ways we have value to our partners is by first giving you something
• 41:09
  of value.
• 41:10
  That means if you learn something here today that helps you grow your business, learn
• 41:12
  something you didn't know before.
• 41:13
  Would that be useful to you?
• 41:14
  Yeah.
• 41:15
  So everybody raised their hands.
• 41:16
  Cool.
• 41:17
  We don't expect to ask for any relationship or business until we've added value to you
• 41:20
  first.
• 41:21
  Boom.
• 41:22
  I mean, that's the positioning, you know, and it sets the expectation from the start.
• 41:26
  So then they're not put off or surprised when you ask, when you do ask, and you will
• 41:32
  ask.
• 41:33
  Sure.
• 41:34
  Yeah.
• 41:35
  For sure.
• 41:36
  Yeah.
• 41:37
  Cool.
• 41:38
  No, I love it.
• 41:39
  I appreciate it.
• 41:40
  I'm glad we did because that's all good stuff.
• 41:43
  Yeah.
• 41:44
  Cool.
• 41:45
  I take us off track.
• 41:46
  I'm sorry.
• 41:47
  That's me and my show is if you ever, you know, you've heard my other show.
• 41:50
  It's nothing but one big squirrel chase.
• 41:52
  You should call it squirrel chasers.
• 41:53
  Squirrel.
• 41:54
  It's my next show.
• 41:55
  Let me just spill the beans.
• 41:56
  I might have to edit that part out.
• 41:58
  Squirrel chasing.
• 42:00
  Squirrel chasers.
• 42:01
  Yeah.
• 42:02
  Good.
• 42:03
  Jeff, I appreciate your time.
• 42:04
  I know you're busy.
• 42:06
  Real quick, even though you gave a bunch of these.
• 42:08
  To end the show, we want to give this week's marketing quick tip.
• 42:13
  What specific little thing can an agent or an L.O. go and post or go do an app that they
• 42:20
  should download, whatever, to help them?
• 42:22
  Sure.
• 42:23
  Yeah.
• 42:24
  I was thinking about a lot of different options for that, but the one that I think I'll
• 42:27
  just go with is an app called Slide Broadcast.
• 42:30
  You know that one?
• 42:31
  Is that the one that drops voicemails?
• 42:34
  Yeah.
• 42:35
  Yeah.
• 42:36
  This case for this.
• 42:37
  We've been having a massive success with loan officers doing this with their past client
• 42:40
  database.
• 42:41
  Is Slide Broadcast is a tool that you can upload your past clients telephone numbers to that
• 42:46
  and drop a single mass broadcast to them.
• 42:50
  And lately, this has been working really well around the reduction in interest rates that's
• 42:54
  happening in the news.
• 42:55
  So what does that sound like?
• 42:56
  It sounds like, you know, this would be a sample script and obviously it wouldn't be personalized,
• 43:01
  right?
• 43:02
  It would be, hey, what's up?
• 43:03
  This is Jeff from ABC Mortgage.
• 43:04
  I wanted to reach out to you guys because you're one of our VIP clients and you may have
• 43:07
  seen in the news lately, that rates are down.
• 43:10
  And the good news is we might be able to help you get in a better position on your mortgage,
• 43:13
  reduce your rates, save you some money, maybe get cash out, not sure what your needs are,
• 43:17
  but would love to do a free mortgage review for you anytime.
• 43:21
  Call us back at, blah, blah, blah, blah, boom.
• 43:24
  So and look at just this morning, I talked to a gal who said she sent that out to 100 people,
• 43:29
  she's got eight files she's reviewing.
• 43:31
  And literally it happened within minutes of that broadcast going out.
• 43:35
  That's awesome.
• 43:36
  Yeah.
• 43:37
  So that's tip of the day.
• 43:38
  Slide broadcast.
• 43:39
  You could use that to promote your lunch and learn with Realtors.
• 43:41
  Interesting.
• 43:42
  Interesting.
• 43:43
  Yes.
• 43:44
  Lots of uses for that for sure.
• 43:46
  Absolutely.
• 43:47
  Jeff, thank you so much, man.
• 43:48
  I appreciate it.
• 43:49
  And guys, thank you so much for watching industry connected episode 20.
• 43:53
  We will be back next week with another episode live video on the industry syndicate Facebook
• 43:58
  page and also as a podcast wherever you listen to podcasts and coming soon in the app store
• 44:05
  and Google play the industry syndicate app, which is the the first podcasting app made for
• 44:12
  real estate mortgage pros by real estate mortgage pros where you can listen to and discover new
• 44:18
  real estate mortgage podcasts, click play, lock your screen, you know, and listen, it's
• 44:24
  going to be the podcast player for our industry and that'll be coming within the next week.
• 44:28
  So stay tuned.
• 44:29
  Guys, thank you so much.
• 44:31
  Enjoy the weekend.
• 44:32
  Take care.
• 44:33
  Thanks for listening to mortgage marketing radio.
• 44:36
  One more truth in mortgage marketing.
• 44:39
  Get more free training and resources at mortgagemarketinginstitute.com.
• 44:54
  Hey, guys, what's up real quick?
• 45:00
  You've heard about the mortgage marketing pro membership before and I just want to quickly
• 45:03
  remind you of that you're in a place in your business where you simply need more purchased
• 45:08
  loans.
• 45:09
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• 45:15
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