Latest / Mortgage Marketing Radio / How to Invest in Your Agent Relationships Now

Transcript

How to Invest in Your Agent Relationships Now · Mortgage Marketing Radio

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  In today's highly competitive mortgage industry, building profitable relationships with
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  real estate agents is essential for success.
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  However, finding effective ways to secure agent relationships can be a challenge.
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  With so many mortgage loan originators vying for the attention of real estate agents,
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  it can be difficult to stand out and establish meaningful connections.
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  Our new case study featuring loan officer Chris Cogill is a must-read.
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  This has closed a remarkable 36 million in funded loans from agent referrals.
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  And in this case study, he shares his proven strategies for building strong relationships
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  with real estate agents and leveraging those relationships to drive more business.
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  To get your hands on this resource, head over to LOKestudy.com and download your free copy
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  of the case study today.
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  You'll find actionable insights and practical tips that Chris used to close 36 million
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  in funded loans from agent referrals and how you can, too.
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  Don't miss out.
• 0:57
  Go check it out right now, visit LOKestudy.com and download your free copy today.
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  Welcome to Mortgage Marketing Radio.
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  Brought to you by the Mortgage Marketing Institute, your number one source for truth in
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  Mortgage Marketing.
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  Hey, listers.
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  What's up, Jeff?
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  Zimper.
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  Welcome to this episode of Mortgage Marketing Radio.
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  How are you doing?
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  As always, I'm checking in on you to make sure you are OK, family, you, healthy, both physically,
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  emotionally, spiritually.
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  Sometimes like these, right, we're all learning how to pivot, innovate and adapt and I hope
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  you are, you know, we have good days and bad days, right?
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  And I think we, in this situation, try and make the best of it all and have better days.
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  And you know, it's funny.
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  I just have a conversation with my kids a couple of weeks ago and just done, I mean,
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  I really, you know, wanted to take a moment to pause because I'm seeing obviously on
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  social.
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  I'm posting some fun things and everything like that, you know, times of doing with their
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  family, walking, hiking, whatever, game night, and I hope, you know, that we are making
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  sure that we just use this time to prepare for what comes next, right?
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  It's all about innovation and adaptation.
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  But secondly, is that I want to make sure that at least, you know, I've found benefit
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  in this for me and I'm passing on to you that let's make sure that we look back on this
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  situation, the COVID-19 crisis with some positive memories, right?
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  And what I mean by that is I had a conversation with my kids that said, you know what, guys,
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  here's what I want to do.
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  I want to make sure that when we look back on this a year, two, three, five years from
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  now, right, that we have more positive memories than, right, the last positive memories because
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  it's, you know, what you focus on becomes your reality.
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  So we can focus on the fact that our freedoms are going, that we're quarantined, that we
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  can't live our normal lives, right?
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  And granted, that's not fun.
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  Nobody likes that for any duration.
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  And the flip side is, you may have heard me say before, it's life is 90 percent.
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  What, you know, 10 percent what happens and 90 percent how you respond.
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  So as I told my kids, it's like, I want to have good memories.
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  And so we can't, we got really intentional with scheduling fun things to do, whether
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  that's playing out in the backyard, taking 30 minutes, throwing the baseball around which
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  we haven't done for a long time, right, jumping on the trampoline, playing tag, playing
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  family game night, right, making homemade pizzas, yes, watching some movies, you know,
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  what I mean, all that kind of stuff.
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  And I know many of you are doing that, but I just want to encourage you to make sure that
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  we don't spend all of our time being consumed with, hey, man, how can I like, you know, build
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  my business or double down and like, you know, the whole hustle culture and all that kind
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  of stuff because it's the memories that matter and life is nothing but a series of moments
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  and memories, right, and make sure that you're creating those moments and memories that
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  will last and that will be looked upon fondly.
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  And how like, yeah, remember quarantine, man, remember how that sucked, yeah, but remember
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  the good times we had, remember how we came together as a family like we never had before.
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  So here's what you and I both know.
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  As we get through this, right, things are going to return to, quote, normal, a new normal,
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  whatever that version is, right, we don't yet know, however, here's what I do know is
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  that we're all going to get busy again, right?
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  Life will fill the void with whatever we allow it to.
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  And maybe this would be a good practice and habit for us to, you know, carry forward.
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  Maybe you are actually working out where prior to this, you didn't because you're now forced
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  to be at home.
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  You've got no excuses, right?
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  You can do burpees and pushups and air squats.
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  You don't need a gym walking outside is not illegal last time I checked, right?
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  And so I know that we're going to get busy, right?
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  And I want to just maybe encourage you to make time for what's really important and you
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  can continue and carry that forward.
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  Your life will be that much richer and more full of what really of substance, right, of
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  substance instead of substitute.
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  So my little personal message to you here today.
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  All right, now let me switch over to a couple of little talking points around training
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  and things like that or you know, concepts and coaching on how we're dealing with this
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  right now.
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  The handful of law officers right now, you may have heard in the past, Wayne Gretzky,
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  right?
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  They're great, hockey, great to talks about one of the reasons that allowed him to be so successful
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  is because he didn't go where the puck is, he went where the puck was going to go.
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  Like, where's it heading, right?
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  And so maybe you start asking yourself, where's it going, right?
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  Where's this whole situation going, the real estate market, the housing market, right?
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  You and your mortgage career, where's it going to be 90 days from now, six months from
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  now?
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  And now is the time for you to get with CPAs, financial planners and divorce attorneys.
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  We're going to be having another podcast episode with my old friends from divorce this house,
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  which I did a podcast episode with them, I think two years ago, and I just talked to somebody
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  in our community here, the podcast community, who is getting great traction and solid quality
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  referrals with no selling, no price negotiation, right, from the divorce attorneys that he's
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  been working with for the past several months.
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  And so if you've ever had a time where now it's appropriate to call a CPA or financial
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  planner, right?
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  And introduce yourself and just say, hi, my name is Jeff Zimfer, I'm with ABC Mortgage,
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  you know, we're both of people to work in the Orange County market.
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  And look at, I know you're probably dealing with some clients right now who have a lot
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  of questions and uncertainty around mortgage financing and the housing market.
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  And I just wanted to make myself available.
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  I'm offering a free mortgage analysis, a complement of a review of current situation
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  to help people make informed decisions.
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  And if you've got any clients that you think might be a right fit for that, I'm happy
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  to be, you know, make my services available over a Zoom meeting, of course.
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  I mean, what if you just identified 10 or 20 CPAs financial planners, you could call
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  up and do that and stay tuned for some more training and education on the divorce attorneys.
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  And if you want to go back to that podcast episode, I will link to it in the show notes
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  divorce this house.
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  Okay.
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  The other thing I want to present to you is, what do we do during the dip, right?
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  And a dip is if you like think about a stock market, right, where you follow the stock market,
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  you know, it could be like a roller coaster ride and some examples right, it goes up and
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  up and then goes down and then goes back up again.
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  So I said, right, we're probably entering a dip in terms of activity.
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  I saw a stat the other day that said new listings coming on in the Seattle market dropped by 50%.
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  And each market, I think, across the country is markets are local, local, local, right?
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  So not every market's going to respond the same.
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  Seattle was a very hot, arguably overheated market, which, you know, now is obviously suffering
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  the impact of the result of the coronavirus, right?
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  People are in pause.
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  They're not listing.
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  They absolutely have to, however, the market is still happening.
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  So one of the things I want you to do is get with the realtor, I said this before,
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  get with the realtor and pull, right, the latest housing stats, how many new listings came on the market,
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  how many pendings and sold, look at the data, see what it's trending in your area, right?
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  But invest in the dip, right?
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  This is what the smartest investors do, right?
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  The war and buffets of the world.
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  And the dip right now is in relationships with your real estate agents.
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  And being there as a source, as I said, of confidence for them, a source of context.
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  Now is your call to arms to become more educated and be able to speak to what's happening
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  with the servicing issue and forbearance and the mortgage markets and, you know,
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  how this economic situation compares to others and why it's not the same as others, right?
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  And to level up with data and information to instill confidence in people.
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  But invest in the dip, invest in your real estate agents, right?
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  Where's the puck going?
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  We know, right?
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  If you follow same people, I do Goldman Sachs and all these people that, right,
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  the typical busy spring market will be back.
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  It's just being postponed.
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  And it's likely going to come back in summer or early fall, assuming we got through the coronavirus thing
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  in a timely manner, which, you know, things were looking more positive,
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  arguably every day on that after these things peak out, right?
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  So how are you investing in the dip right now?
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  How are you being of service with your real estate agents?
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  How are you showing up?
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  And I'd like to make a special offer for you here today, but just my podcast listeners.
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  I don't often get on the podcast and make, you know, offers, but today I want to do it.
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  And the reason being is that if you've listened to me for any time, you know,
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  one of my pillars or platforms that help me be a successful originator and close, right?
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  Lots of purchase business referred to me and how a lot of our other members in our community do and other top producers, right?
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  Is they have an educational platform that teaches classes to real estate agents, various educational classes on a variety of different topics.
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  And we have a total platform for that.
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  But I wanted to, you know, I'm thinking about what can I do to not only help you get some wins,
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  help you invest in the dip with your real estate agents right now.
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  Just make it a complete no brainer for you.
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  So what I've put together for you is a very special limited time offer to help you invest in the dip right now
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  and add value to your real estate agent partners.
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  Be up and show up and be a, you know, of service to them.
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  Okay, so let me just give it to you straight up.
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  It's called coronavirus, a guide for realtors.
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  What it is is a virtual online class that you deliver via zoom now at the time to help your agents pivot their business show up and prepare for after coronavirus.
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  So right, there's people that fall into one of three categories either they're innovating and adapting, right?
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  They're on the fence and not sure what to do in what direction to go or they're in complete shutdown mode and are frozen and paralyzed with fear and panic.
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  Right, and we're going to talk about that in this class with real estate agents.
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  We're going to show them right how to show up social posting ideas scripting to be able to, you know, elegantly speak with prospects and leads and fear of influence right how to give virtual home tours show them examples of what agents are doing today in the market.
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  And why just give them the confidence and context of what's happening and to help them understand that this is not permanent right and that we will get through this and hear some tools to equip you and some strategies and mindset to equip you to move through this and prepare to come out of this stronger than you ever were before.
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  The purpose of hosting this class and that's my invitation to you is to join us right and offer this class to your agents over zoom in your local market or ever you reach agents and work with them.
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  So here's what you get with this class right you get a complete done for you PowerPoint all the slides done for you that I have done and perfected after doing this class multiple times now.
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  I've got it wired secondly you get to look over my shoulder is I deliver a class online using zoom so you can see exactly how I deliver this class to a room full of agents virtually online with zoom right.
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  You also get tutorials right on how to set up zoom how to set up a meeting how to you know capture reservations how to use Facebook events to promote and socialize your event.
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  You get a custom event image for promoting and putting your event on Facebook you get the class transcript speaker notes and you get invited to our private Facebook group which is normally just for pro members we're making a special exception available for this situation here because we want you to get a sense of what a great community is number one but number two is the impact personally.
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  And you have that you have on people when you actually pour into them and educate them and give them something that they can take and grow from and get confidence from and have a sense of certainty and direction right certainly about their future when you can pour into people like that.
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  You create relationships and connections that last a lifetime and will pay off for you as we get through this and the market picks back up so you get invited to our private Facebook group which has a weekly group coaching calls you're also going to get a call get a call with me.
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  Basically this is a complete no brainer turn key package that I wanted to make available for you guys and if you want to learn more about it.
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  Okay here is the URL put it in the show notes as well but it's coronavirus class dot live coronavirus class dot live I want you to go check that out there's a little video of me on there plus a demo video that shows you actually what you get with the class.
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  So you can see everything that's involved in there and what an absolute no brainer decision this is for you to participate and learn how to do zoom right learn how to learn the skills of virtual meetings and virtual conversations whether it's whether it's with agents or other people.
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  But bottom line I think if anything this is proven to you that if there ever was a time to level up and learn the modern mortgage marketing skills of communication using today's modern tools like video like virtual meetings now is the time.
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  If not now when and if you're not doing it guess who is your competition so join us let me help you right let me show you how you can easily succeed right by hosting this class for real estate agents Corona virus a guide for realtors right everything you get I've already talked about here if you want to learn more simply go over to Corona virus class dot live to get more information.
• 15:25
  And by the way this is only for the next 30 days that's it right because that's our window of opportunity to you know really poor into agents as this thing continues to evolve and be fluid right every single day now's our time to jump on this and use it as a way to be of service and help agents understand how they can show up in today's climate alright.
• 15:48
  So that's that it's all I want to leave you with here today and I know nice short and sweet I'm going to be coming back with more relevant content going live every single week on the Facebook page make sure you check us out on Facebook and with that said I appreciate you very much I look forward to connecting with you and seeing you in this group on the coronavirus class look at the show notes if you need it.
• 16:09
  Corona virus class dot live future you see on the next one bye for now.
• 16:40
  Hey guys what's up real quick you've heard about the mortgage marketing pro membership before and I just want to quickly remind you if that you're in a place in your business where you simply need more purchased loans you need to fill your pipeline with purchase business let's just face it agents are still a solid pillar of business and sources of purchase business for you.
• 16:58
  Well good news our mortgage marketing pro membership helps loan officers like you close more loans without the hassle of chasing agents or cold calling done for you agent classes expert training videos a marketing automation platform that automates the entire process for you everything you need to build your personal brand in your local market attracting convert agents into referral partners plus done for you proven marketing materials and plug and play content to make promoting your class getting agents butts and seats.
• 17:28
  You're sharing with affiliates real easy but that's not all you'll also get access to our weekly mastermind calls with top elbows authors speakers and coaches to learn the best strategies to grow your business right now in today's market.
• 17:43
  And as an extra bonus for limited time for all new members you'll get access to a database of 200 agents in your local market that have closed anywhere to from eight to 50 transactions in the last 12 months and will provide that list upload into our platform for you so you can get off to a fast start in reaching actually productive agents so what are you waiting for.
• 18:05
  For you can check out more at mortgage marketing dot pro see more of the success stories there and if you feel compelled to do so book a call will have a chat will see if it's a fit don't miss out on this opportunity to take your mortgage business to the next level right now head over to mortgage marketing dot pro.