Latest / Mortgage Marketing Radio / How to Grow Your Agent Referrals With a Private Facebook Group

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How to Grow Your Agent Referrals With a Private Facebook Group · 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,
• 0:15
  it 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
  Brought to you by the Mortgage Marketing Institute, your number one source for truth
• 1:24
  in Mortgage Marketing.
• 1:25
  All right, all right, all right, welcome everybody tuning in out there on the Interwebs.
• 1:33
  How are you doing?
• 1:34
  I see Mike Barrios is watching the commercial shout out to Mike Barrios, how are you doing?
• 1:41
  How are you holding up during all of this?
• 1:44
  How is everyone holding up?
• 1:47
  Are you adjusting?
• 1:48
  Are you pivoting?
• 1:49
  Are you adapting appropriately as we need to be?
• 1:55
  I'd like to know what you're hearing out there in your local market because I'm talking
• 1:58
  to you agents and loan officers all over the country.
• 2:02
  And depending on where you are in the country, there's different levels of constraints put
• 2:07
  upon you as a real estate or mortgage professional in Maryland, for example, right, they've in
• 2:12
  Colorado.
• 2:13
  They've pretty much gone very, very strict on what real estate agents can and can't do.
• 2:18
  No virtual tours, right, I mean, shutting down the affiliate related services and so forth,
• 2:23
  making it very, very difficult to conduct a business as usual.
• 2:30
  So that presents a challenge for all of us and I'd like to know how are you pivoting
• 2:34
  and adapting and innovating to overcome in today's world.
• 2:41
  Put your comments in below, Janelle Davis, what's up, Janelle, by the way, congratulations
• 2:47
  to you.
• 2:55
  The audience really wants to give you a rousing round of applause for what you've been doing
• 2:59
  lately with your virtual classes and stuff live.
• 3:01
  I saw your comments the other day about your ability to kind of engage and make an impact
• 3:08
  with your real estate agents and pouring into them.
• 3:11
  Mike Barros, you're eating a lot.
• 3:12
  Eating a lot.
• 3:14
  Oh, don't tell me that's true, I know, right, we're all on the COVID diet, which is
• 3:20
  like the seafood diet, which is seafood and eat it, right?
• 3:26
  So I hope you're making time to work out too.
• 3:29
  So listen, I'm waiting to bring on my special guest here.
• 3:32
  It looks like he is going to be joining any moment now.
• 3:35
  So this is called buying time.
• 3:37
  Once again, live, I've had a crazy day.
• 3:39
  I've taught five virtual classes in the last two days.
• 3:42
  So we have him yesterday before noon, two of them today, before 10 a.m.
• 3:48
  Hashtag live Carlos Ramos, what is up, my man?
• 3:52
  Good to see you.
• 3:53
  You already won a book, right?
• 3:54
  Didn't you win a book last time doing this whole thing?
• 3:58
  I think that was you, but thanks for participating, man.
• 4:01
  The books will be coming out soon and just as a reminder for people, that's a good segue
• 4:05
  commercial.
• 4:06
  Listen, if you want to get on the pre-advanced list for the book, put this up to the
• 4:09
  screen right there, disrupt or die, how to survive and thrive the digital real estate
• 4:13
  shift.
• 4:15
  That was all set to go and go live, self-published on Amazon was supposed to be out in the streets
• 4:20
  in your hands already.
• 4:22
  But guess what?
• 4:23
  It's on hold.
• 4:24
  Why?
• 4:25
  Go with 19.
• 4:26
  Because things have changed in the world, right?
• 4:29
  And I need to pivot and innovate and adapt.
• 4:32
  And so there are things coming out of this whole coronavirus thing that are going to change
• 4:36
  some of the elements of this book, create and force some edits that are coming out of
• 4:40
  this.
• 4:42
  So yes, Carlos, thank you for responding.
• 4:45
  You were the person who got the free additional book.
• 4:49
  That's awesome for you.
• 4:50
  But for those who don't have the book, you can go to getdisruptordie.com and get on the
• 4:55
  pre-advanced list for the book.
• 5:01
  Just a second, I'm going to bring our special guest in.
• 5:04
  We're going to do a countdown, Greg.
• 5:06
  Get ready to go live.
• 5:07
  You can see it.
• 5:08
  Three, two, one.
• 5:09
  There he is.
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  I love it.
• 5:11
  I love it.
• 5:12
  How are you doing, man?
• 5:13
  Good.
• 5:14
  Good.
• 5:15
  How are you doing?
• 5:16
  You know, we're hanging in there.
• 5:18
  Is that the hand gel I see going over there?
• 5:20
  A little hand sanitizer going?
• 5:21
  Yeah.
• 5:22
  I know.
• 5:23
  I got my survival kit in my car just in case.
• 5:26
  So, you know, if I go ahead out of here, so I clean my glasses off a little bit here.
• 5:31
  So go ahead.
• 5:32
  Sorry about that.
• 5:33
  I was literally recently returned from the grocery store and, yeah, I was doubling down
• 5:37
  on the hand sanitizer, for sure.
• 5:39
  You know, it's funny.
• 5:40
  It struck me very out there.
• 5:41
  I don't know if you've been out lately.
• 5:43
  Yeah.
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  I come to the office every day, but it's just me and two other guys here.
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  We just go home right after.
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  So just back and forth.
• 5:50
  That's all we've been doing.
• 5:52
  It struck me as I was the odd person out as I was recently at the grocery store in the
• 5:57
  last hour.
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  And I'm walking around and I'm noticing I'm one of the few people who don't have a mask
• 6:03
  on.
• 6:04
  Yeah.
• 6:05
  Right?
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  I'm like, wait a minute.
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  You like that too?
• 6:08
  Yeah.
• 6:09
  I'm guilty too.
• 6:10
  So, but I came home last night.
• 6:11
  Sorry to interrupt you.
• 6:12
  But I came home.
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  And my wife was, she handed me six masks to wear if we ever go out and she homemade them.
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  So, you know, they got flowers on them and stuff.
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  So I'm like, babe, no, I'll probably, you know, I'll probably get sick before I wear this.
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  So, you know, I'm going to have to get something else, I guess.
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  I know.
• 6:28
  I'm putting a line in the sand as well.
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  I'm like, no.
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  That's it.
• 6:31
  I'm better stronger than that.
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  I'm better on stuff.
• 6:33
  Okay.
• 6:34
  So cool.
• 6:35
  Let's jump into this.
• 6:36
  I appreciate you making time.
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  I know it's been crazy busy.
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  Why don't for the listeners, whether it's live or on the replay, just do a quick intro, quick
• 6:42
  background into how long you've been in the biz and then average production units volume
• 6:47
  for you individually?
• 6:48
  Sure.
• 6:49
  So basically, you've been in a business about 18 years and you know, started, I guess,
• 6:54
  around 2001, 2002, around that time.
• 6:57
  You know, basically went to the crash.
• 6:59
  So like everybody who's been in a business a long time and now we're dealing with this
• 7:03
  and production wise, our team did about 400 plus, I did about 208 last year.
• 7:08
  So congratulations, by the way.
• 7:11
  Thank you.
• 7:12
  Awesome.
• 7:13
  Yeah.
• 7:14
  And I know you are licensed in how many states?
• 7:15
  It's 12 states.
• 7:16
  12 states.
• 7:17
  Is there one state that's dominant for you or what that look like?
• 7:19
  Yeah.
• 7:20
  It's pretty much.
• 7:21
  There's two states.
• 7:22
  There's Florida and Tennessee.
• 7:23
  So I'm, I actually live in Tennessee full time and I come down to Florida in my office
• 7:27
  where I'm at now.
• 7:29
  So it's basically, you know, it's mainly those two states.
• 7:33
  Okay.
• 7:34
  All right.
• 7:35
  So listen, last time you and I talked, which is actually quite a while ago, but I did
• 7:38
  take notes on that.
• 7:39
  So there you go.
• 7:40
  I'm going to be referencing my notes.
• 7:41
  A couple of things jumped out about, you know, can you and not only your volume and units,
• 7:46
  first of all, but secondly, the first thing that stood out for me was it's, if I'm correct,
• 7:52
  you were leveraging Facebook, private Facebook groups of agents in a pretty big way.
• 7:56
  Yes.
• 7:57
  Right?
• 7:58
  Yeah.
• 7:59
  I think, you know, I kind of discovered that about three years ago was, I mean, Facebook
• 8:03
  groups has been there all the time, but we really saw the power into it when we can add
• 8:07
  people into it, provide value on a daily basis, try to, you know, help them out with, with
• 8:12
  stuff that they can use and increase their business.
• 8:15
  And then, you know, I throw some funny stuff in there to make me look human and some life
• 8:19
  stories and stuff like that.
• 8:21
  But especially now, what's going on with the virus and everything else, it's really helped
• 8:25
  us be in front of people and kind of let them know, hey, guidelines are changing and
• 8:29
  trying to set that expectation.
• 8:30
  You know, 10 years ago, there was none of that.
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  It was all that word of mouth and phone call and phone call and phone call.
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  And it's still that way to some extent, obviously, but it's really helped me stay in front
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  of them, you know, pretty much 24 seven.
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  So.
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  Yeah.
• 8:45
  And as you think that's interesting, how many, how many, how long have you had Facebook
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  groups kind of set out as part of your business?
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  I would probably say about, what are you going to do?
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  Almost about three and a half years, three and a half or years.
• 8:56
  So that's pretty forward thinking, man, because very few people have had those set up until
• 9:00
  I'd say the last year or so, they really caught on.
• 9:02
  So to speak, how have you found that serve you in the current environment?
• 9:06
  Fantastic.
• 9:07
  Because, you know, I'm trying to get the word out, you know, I get, you always try to,
• 9:11
  you know, just try to help people and by doing that, it's just constantly give more
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  and more information.
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  So, so the more you can do that, it really helps that helps you kind of be the figure
• 9:20
  that people are, you know, are drawn to, people go to, with questions.
• 9:23
  And I mean, my phone constantly gets texts with just questions.
• 9:26
  Hey, Greg, you know, what's the, what's this?
• 9:28
  What, I mean, from realtors all over the place, you know, and some realtors,
• 9:30
  I've never even done business with or even chatter with.
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  So it's really helped me establish, be the person, the actually go to person on,
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  on, on a lot of stuff.
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  So, um, so how active are you in the groups or how do you structure content and all
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  that kind of stuff?
• 9:46
  I'll probably post something twice a day there now.
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  Sometimes I do a little bit more, obviously it's been a little bit more now at all the
• 9:52
  news.
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  But, you know, content is, you know, right now, what's going on, you know, and so forth.
• 9:57
  And, you know, like today, I posted something about stocks, you know, and I know very little
• 10:01
  about stocks, I just want to put that out there.
• 10:04
  But, you know, we just started chatting about that and, you know, some good buys and so
• 10:07
  forth.
• 10:08
  Yesterday, you know, it was about the market report and what's going on.
• 10:12
  So, this time frame, as we're in, hopefully it's going to be over sooner than later, it's
• 10:17
  all been about that.
• 10:19
  It's all been about, hey, how can we help you and, you know, kind of navigate through
• 10:23
  this new world that we've been in for about three, three weeks, you know, and it's been
• 10:27
  amazing.
• 10:28
  Yeah.
• 10:29
  Yeah.
• 10:30
  And, okay, so the groups is one conversation we'll come back to in a second, but how have
• 10:35
  you personally made adjustments to your communication process and all that?
• 10:40
  Well, great question.
• 10:42
  We basically, and I'm pretty fortunate this way, too, because quite a few years ago, I
• 10:47
  started doing screen shares, you know, sitting down with clients, even locally, because people
• 10:52
  can't get out of work or they get out of work weight and stuff.
• 10:55
  So, on the lunch break, or if they have like, you know, 20 minutes, you know, I'll send
• 10:58
  them a link, we'll share our screen and go through mortgage options.
• 11:02
  So, you know, we've really been kind of ahead of that already before this hit.
• 11:06
  So, and a lot of people prefer that now, because people are so busy, they're doing things,
• 11:10
  kids are going to soccer practice and just running around and now, lately, I've been even
• 11:15
  just sending like a video to them, you know, finding a video, breaking down all the costs,
• 11:20
  breaking down all the mortgage options, the short-term long-term effects of everything.
• 11:24
  And then I said, you know, I tell them, I say listen, watch your video, then call me back
• 11:27
  and then let's go over it.
• 11:28
  Now, that sees me working really well, especially during this time.
• 11:32
  So, are you using Zoom for those meetings?
• 11:34
  Yeah, Zoom, yeah, I use Zoom.
• 11:37
  I also use, like, Ring Central, I've been using that for a while since we got it on a
• 11:41
  phone system.
• 11:42
  It's pretty easy.
• 11:43
  Right.
• 11:44
  Yeah, it's very interesting.
• 11:45
  I've been doing a lot of virtual classes with real estate agents and, you know, bringing
• 11:48
  up this whole virtual tour thing and what's your take on?
• 11:52
  What do you think the impact of this situation is going to have on one consumer expectations?
• 11:58
  Let's just start with there.
• 11:59
  What do you think the expectations are going to come out in terms of using tech coming
• 12:02
  out of this?
• 12:03
  Yeah, I think that, you know, I think we were going that way already, you know, people,
• 12:07
  I mean, especially the younger generation, you know, they don't want to talk to everybody.
• 12:10
  They just want, hey, just shoot me a text and, you know, send me the information, then
• 12:13
  I'll call you and vice versa.
• 12:15
  Right.
• 12:16
  So, I think there's a lot of stuff that was done before that first conversation.
• 12:19
  And it's the same thing with people looking at homes, you know, people are going online,
• 12:24
  they're doing all the research at Denny call realtor, you know, 20 years ago, they walk
• 12:27
  into real estate office, raise their hands, say I'm looking by a house and that's when
• 12:30
  it started.
• 12:31
  Right.
• 12:32
  You know, I think just just kind of expedited a lot of things.
• 12:35
  I think a lot of people who didn't want to change had to change.
• 12:38
  And so, you know, for good and for bad, you know, but I always tell people too that, you
• 12:44
  know, social media isn't to replace the one on one.
• 12:47
  That's, that's never going to be, but it gets you to the one on one, you know.
• 12:50
  So I really think that it's really spent things up.
• 12:54
  I mean, as good as before, before this whole thing hit, were you meeting clients or agents
• 12:58
  face to face?
• 12:59
  Yes.
• 13:00
  I was and, but a lot of it was done, you know, through screen share too.
• 13:04
  I mean, even, you know, with realtor, so I would pop on a screen share show them my
• 13:09
  kind of what we're doing.
• 13:10
  I show them behind the scenes.
• 13:11
  So, you know, they feel comfortable with the clients.
• 13:13
  I'll also show them our regeneration systems and stuff like that for them so they can see
• 13:18
  how that worked and how we can generate business for them.
• 13:22
  So it's, you know, it's definitely something where it's really helped us before all this
• 13:26
  happened.
• 13:27
  Yeah.
• 13:28
  Justin, for those that are watching right now, let's just take a pause for a second.
• 13:30
  I want to say hello to everybody, Mike and Carlos and Janelle.
• 13:34
  If you've got questions for Greg about how he's pivoted, I mean, this is the guy who's
• 13:38
  been in the business 18 years, 200 plus units himself personally, plus you manage, how big
• 13:44
  is your team?
• 13:45
  We have about nine people on our team right now.
• 13:47
  Right.
• 13:48
  So collectively, I think you said roughly 400 units in 2019.
• 13:51
  Yeah.
• 13:52
  You have 400 units that's basically done between three loan officers, including myself.
• 13:55
  Right.
• 13:56
  We have a couple own partners.
• 13:57
  We have a processers and so forth.
• 13:59
  That's huge.
• 14:00
  So how are they all adjusting to the current status?
• 14:03
  Well, you know, it's, it's funny because, you know, I was telling my wife about this about
• 14:08
  a month ago, we're just chatting.
• 14:09
  You know, you come to an age at one point where you always think you're the youngest guy
• 14:12
  in the room.
• 14:13
  And now, not even now, right?
• 14:15
  Yeah.
• 14:16
  We get to the point now.
• 14:17
  Like, well, we'll leave somebody's house, you know, before this happened, the virus
• 14:19
  happened.
• 14:20
  And then we'll be hanging out and she asked me, so, you know, how old do you think that
• 14:24
  person is?
• 14:25
  I'd be like, oh, they got to be, I don't know, they got to be X-55, like, no, great.
• 14:28
  They're like, 10 years younger than you, you know?
• 14:29
  So to answer your question, going through that first recession period, you know, that has
• 14:35
  given an experience, you know, I'm not, you know, when it hit before, it was different.
• 14:40
  It was all mortgage and real estate driven.
• 14:44
  But now having that experience and, and, and walking people through and say, hey, it's
• 14:48
  going to be okay.
• 14:49
  This has happened, you know, quicker than I did before, but I think we've come out of it
• 14:52
  quicker.
• 14:53
  So as well.
• 14:54
  You are pretty much subscribing to, I think, the same data and belief that a lot of us
• 14:59
  are that are informed is that the underpinnings of the housing market were solid before this
• 15:04
  and they're going to be solid coming out of this.
• 15:07
  Yes.
• 15:08
  I truly believe that the one concern that I do have, as you know, you know, guidelines,
• 15:12
  you got credit scores going this, you got DTIs going down like this.
• 15:16
  So you know, being in a business that, you know, it changes quick, right?
• 15:20
  I mean, to happen real quick.
• 15:21
  But to, to go the other way, it takes a longer time.
• 15:24
  So that's my main concern is that you're going to leave a lot of people out who are qualified.
• 15:28
  I mean, I had one guy who was telling somebody a ton of real estate agent a couple days ago.
• 15:34
  His scores were, you know, 625, but his DTI was 19 and this, you know, everything was
• 15:39
  perfect.
• 15:40
  But now I have to work on a score and get it up, you know.
• 15:42
  So.
• 15:43
  So that's my only concern.
• 15:44
  If they can unravel that and just go back to what it was, but I know, I know that takes
• 15:48
  time.
• 15:49
  How concerned are you about like the servicing issue and all that?
• 15:52
  Very, very concerned about it, you know, it seems like they don't have a plan for it.
• 15:56
  So as we all, we're all dealing with it, right?
• 15:59
  You know, I mean, you're, you're looking at pricing and you're looking at this and, you
• 16:02
  know, and, and there's so much uncertainty right now and, you know, we got more numbers
• 16:08
  coming out.
• 16:09
  I guess this week or next week, it's going to get, it's going to get uglier as far as
• 16:12
  those numbers.
• 16:13
  The Q2 is going to stop because I'm telling people.
• 16:15
  Yeah, it's going to be brutal.
• 16:16
  It's going to be brutal.
• 16:17
  But, you know, you just have to fight through it, get your systems down tight, do the things
• 16:20
  that you couldn't get to before if you have time, check it when people educate yourself.
• 16:25
  So it's a good time.
• 16:26
  They really kind of refocus and you're ready.
• 16:28
  So how would you score yourself in terms of presence on social media?
• 16:33
  I would say pretty high because, you know, before, I would say before, four or five years
• 16:38
  ago, not really.
• 16:39
  I just throw stuff out there and this and that.
• 16:40
  We kind of a method to do it, you know, there's a way to build that audience, whether it's
• 16:45
  with funny stuff or with stuff that's engaging.
• 16:49
  And then you drop some business every now and then.
• 16:51
  So don't do all business and business and business and it's going to turn people off.
• 16:54
  So, you know, we kind of learn the method to it and, you know, it changes all the time
• 16:59
  too, obviously.
• 17:00
  But, you know, I'm talking about organic stuff.
• 17:02
  I'm not talking about paying for stuff.
• 17:04
  I'm talking about stuff that we can just keep on gathering friends, you know, you know,
• 17:08
  a big thing that I learned too is that you're going to have to have at least 1500 friends
• 17:11
  at one point.
• 17:12
  And then that, the next goal is to get up to 4,000 friends, but it's important to do certain
• 17:17
  things, you know, every day and have a pattern to it.
• 17:21
  Is there a primary platform you tend to focus on?
• 17:23
  Just Facebook.
• 17:24
  You know, I've been doing Instagram.
• 17:25
  I mean, I do a little bit Instagram.
• 17:27
  I do a little bit LinkedIn.
• 17:28
  I just do it because, you know, it's there.
• 17:30
  But I just don't have time.
• 17:32
  Yeah, I just don't have, I don't have the time to do it as much as I do with Facebook.
• 17:37
  So.
• 17:39
  What are you hearing from your agents?
• 17:41
  And I'm talking agents all over the country.
• 17:42
  I'm just curious, what are the emotions that are you dealing with?
• 17:45
  Are you like fear and this and that or where they at?
• 17:47
  Yeah, I mean, it's kind of all over the board.
• 17:50
  You know, you have those rotors who haven't been through before and they're kind of like
• 17:53
  intonial.
• 17:54
  And then you have some agents who really are stressed out and, you know, lost four or
• 17:59
  five deals within the last couple of weeks and that were good deals.
• 18:02
  And all of a sudden it's gone and they don't know, you know, I don't know what's going on.
• 18:04
  So I tell people all the time I said, just first some of my mortgage career that I'm a
• 18:09
  psychologist.
• 18:10
  I'm part medical.
• 18:11
  I'm part.
• 18:12
  I'm part mortgage guy and parts stock guy and part, you know, you know, talking about
• 18:15
  the markets.
• 18:16
  And it seems like everything just came out once, but, but they're, I mean, I think they're
• 18:21
  starting to learn and this is where the good part of social media is too because if you
• 18:25
  have the constant information, some of it could be wrong or get that, but where they
• 18:30
  could be engaged with you, I think is huge, you know, because then that way before, you
• 18:35
  know, 10, 20 years ago, you don't have that, you know, so.
• 18:39
  Okay.
• 18:40
  And you're back to your Facebook group for a second.
• 18:43
  Now, do you have different groups based on where you're in the states you're in?
• 18:47
  No.
• 18:48
  It's just one group.
• 18:49
  Yeah, it's just one group and it's basically, you know, you know, I was thinking about
• 18:54
  doing that, but I was like, you know, that's going to wait too much time.
• 18:56
  So, yeah.
• 18:57
  Let's throw it together.
• 18:58
  And now we have ages connecting with each other from different states now.
• 19:01
  You know, if they got a referral, hey, I got somebody here, they'll post it in the group
• 19:04
  and then 10 people raise their hands, hey, I can help them in Texas and some guy in Tennessee's.
• 19:09
  So, you know, that's kind of the vision I had too is everybody helping each other in
• 19:11
  it.
• 19:12
  And so in terms of the content, are you the only one posting content in there?
• 19:17
  Is it active?
• 19:18
  Are there agents posting as well?
• 19:19
  Yeah.
• 19:20
  Exactly.
• 19:21
  Agents are starting to do it a lot more now.
• 19:22
  I do it.
• 19:23
  You know, I'm the main person to do it, but there's other people constantly posting there
• 19:26
  too as well.
• 19:27
  It's good.
• 19:28
  And that's what I want.
• 19:29
  I want some interaction.
• 19:30
  And I want people to help each other, even if they're using different mortars, guys,
• 19:32
  not.
• 19:33
  Okay.
• 19:34
  You know, you can't get every deal.
• 19:35
  But at the same time, it's helping each other and that's kind of what the goal of the group
• 19:38
  was.
• 19:39
  But it's your group.
• 19:40
  You own it.
• 19:41
  What's the name of it?
• 19:42
  It's agent acceleration.
• 19:43
  Mm-hmm.
• 19:44
  And there's quite a lot of members.
• 19:45
  Right?
• 19:46
  How many is that?
• 19:47
  We got about two.
• 19:48
  I just checked it.
• 19:49
  Just over 1200 now.
• 19:50
  1200.
• 19:51
  Are most of them agents?
• 19:52
  Oh, yeah.
• 19:53
  Pretty much all of them are agents.
• 19:54
  There are some people who are one officers that are friends of mine and so forth.
• 19:57
  Pretty much 99% are agents.
• 19:59
  Would you say that that helps influence your ability to get business from those people?
• 20:04
  That's tremendously.
• 20:05
  Absolutely.
• 20:06
  I mean, I just think, you know, people want to get to know you before they actually reach out to you.
• 20:10
  You know, and that's, that's, it's really helped me do that.
• 20:14
  I mean, a lot of times people will send me private Facebook messages and say, hey, listen, I've been watching you.
• 20:18
  And this and that.
• 20:19
  I got a deal over here.
• 20:20
  I would love to send to you.
• 20:21
  Can you take them?
• 20:22
  Absolutely.
• 20:23
  That's all from that.
• 20:24
  And that's all from being on Facebook in general.
• 20:27
  So how do you get agents into the group?
• 20:31
  You know, just invite them.
• 20:33
  You know, so once we're friends, we invite them and so forth.
• 20:36
  You know, there was, there was a time we could just add them into it.
• 20:40
  But for some reason, Facebook changed that now.
• 20:42
  So, so then we have to invite them.
• 20:44
  So I guess the people got angry with that.
• 20:46
  But now, you know, we just invite them if they come.
• 20:48
  Great.
• 20:49
  If they don't, they don't.
• 20:50
  But there's a lot of people who constantly try to get in.
• 20:51
  Yeah.
• 20:52
  Maybe a real city agent, you know, they have to be somebody who's, who's actively in the business.
• 20:56
  I don't, you know, we want people engaged who are active.
• 20:59
  We're going through, we're going through.
• 21:01
  And so we can help each other.
• 21:02
  Yeah.
• 21:03
  I'd be curious to know for the people that are watching right now.
• 21:05
  And welcome, by the way, Dave Walsh, mid Christie.
• 21:07
  Who else has a Facebook group, a private Facebook group?
• 21:11
  I know I've been preaching it for a while.
• 21:13
  I've got a couple of myself.
• 21:15
  I don't have quite the level you do with 1200.
• 21:18
  But I haven't been at it.
• 21:19
  It's three plus years like you have either.
• 21:24
  So what type of content you put in there?
• 21:26
  Are you doing any videos?
• 21:27
  Are you doing anything like checklist, like stuff they can use in their own business?
• 21:31
  Exactly.
• 21:32
  It's kind of all over the board.
• 21:33
  You know, yes.
• 21:34
  So I'll do a video about the market.
• 21:36
  What's going on now?
• 21:37
  I'll do a video about a situation that happened with the loan.
• 21:41
  Hey, watch out for this guys.
• 21:42
  You know, this can pop up, especially now, right?
• 21:45
  And then also put stuff in there for them.
• 21:48
  So they can print off.
• 21:49
  They can take for them for marketing.
• 21:51
  You know, top 10 things that I try to get a listing or something like that.
• 21:54
  So it's constantly, I'm constantly just trying to mix it up, change it up.
• 21:58
  It's kind of fun too.
• 21:59
  I kind of enjoy that.
• 22:00
  So it's been fun to constantly just provide information for them to help them out.
• 22:06
  It's like you're the digital mayor of your own online community.
• 22:09
  That's exactly it.
• 22:10
  That's exactly it.
• 22:11
  I remember the first time when it's social meeting when I got exposed.
• 22:14
  I was like, oh my goodness.
• 22:15
  You know, and I did it all wrong.
• 22:16
  You know, I did it.
• 22:17
  Like I said, I did it instead of meeting 101 or trying to get to that point and everything else.
• 22:22
  But a man, I was blown away the first time I saw it.
• 22:24
  So yeah, for sure.
• 22:25
  Well, it can be a really powerful tool.
• 22:28
  All right.
• 22:29
  Let me ask you a couple of other questions from our notes from a while back when we talked is.
• 22:33
  Some things I've just got written down.
• 22:35
  You'll have to probably unpack this a little bit.
• 22:37
  But I'm seeing something about 20 times gifting chocolate.
• 22:42
  Yeah.
• 22:43
  The moving day about that.
• 22:45
  So kind of we set up a system.
• 22:48
  You know, I think it was probably a couple of years ago.
• 22:50
  We did it kind of, but it wasn't like a system.
• 22:52
  So we were truly believe I can a gift and program.
• 22:55
  So I'll start from scratch.
• 22:56
  Somebody comes in.
• 22:57
  We pre-approved them.
• 22:58
  We hand them a packet.
• 22:59
  They come in the office.
• 23:00
  We hand them like a little bag that they can take with them.
• 23:03
  So that's number one.
• 23:05
  What's the little back chocolates or what is it?
• 23:07
  No, the bag could be like a water bottle.
• 23:09
  It could be some coosies.
• 23:11
  It could be some other.
• 23:12
  Some pens, pens, whatever.
• 23:13
  Yeah.
• 23:14
  It's branded stuff.
• 23:15
  And it's got, you know, it comes like in a little cooler back so they could throw like a little six back in there.
• 23:19
  Cool.
• 23:20
  Yeah.
• 23:21
  And so we hand it.
• 23:22
  We always want to give them something.
• 23:23
  Now they don't come in the office of the pre-approved point.
• 23:25
  They'll come in for the mortgage presentation.
• 23:27
  Or if they don't come back as it's a screen share, we'll mail that out to them.
• 23:30
  Okay.
• 23:31
  So we have a pre-approved packet that we send out.
• 23:34
  That goes by mail.
• 23:35
  And then when they come in the office, a gift bag.
• 23:38
  So it's two things we hand to them.
• 23:40
  Once we get them into underwriting.
• 23:42
  And it comes out underwriting approval.
• 23:44
  I mail them boxed chocolates.
• 23:46
  Okay.
• 23:47
  So we get them boxed chocolates, branded to us.
• 23:49
  Congratulations on all of them.
• 23:50
  Now, we stopped there for a second.
• 23:52
  Because we were talking about what do we do and how do we make this more fine tune and everything else.
• 23:58
  And my one partner says, you know, why do you like little boxed chocolates?
• 24:01
  I'm like, I don't know.
• 24:02
  You know, okay, chocolates, I guess.
• 24:04
  I like chocolates, but the response has been unbelievable.
• 24:07
  Absolutely.
• 24:08
  There's been people blown away by it.
• 24:10
  They're taking pictures, putting on Facebook.
• 24:12
  Oh, yeah.
• 24:13
  This is awesome.
• 24:14
  Yeah.
• 24:15
  Over a boxed chocolate.
• 24:16
  It's about boxed chocolates.
• 24:17
  So this is a small thing.
• 24:18
  The boxed chocolates is a six or eight piece, you know.
• 24:21
  It's not huge.
• 24:22
  Yeah.
• 24:23
  It's not huge.
• 24:24
  But, you know, it's something that we want to give to them.
• 24:27
  Because we know, you know, at that point, they're going to be a little stressed out.
• 24:30
  They got conditions.
• 24:31
  And we set expectations on every way through.
• 24:34
  But they still can be a little stressed.
• 24:36
  So we figured, hey, what's what takes the edge off and so forth.
• 24:39
  So that's that part.
• 24:40
  And then so we go to closing.
• 24:42
  We order pizza for everybody on, on their actual like moving day.
• 24:45
  So they're going to be moving.
• 24:46
  We order pizza for everybody drinks and everything else for, for moving.
• 24:50
  And then about a week and a half later, we send a cutting board out to them.
• 24:53
  That's branded to them and everything else.
• 24:55
  But five touches or so throughout the whole process.
• 24:58
  I learned that we're in bits and pieces of that from people in the business years ago.
• 25:02
  And we finally just put a system in place.
• 25:04
  And that's really help us retain clients.
• 25:07
  So.
• 25:08
  And then post closed.
• 25:09
  Do you have any kind of, you know, nurture or thing over time?
• 25:12
  Yeah.
• 25:13
  Just, I mean, basically, we have follow calls every, you know, I think it's like every two months or so.
• 25:17
  It comes up on my database.
• 25:18
  We follow up with them.
• 25:19
  We do birthday phone calls for everybody.
• 25:22
  And even if they didn't close with us or not, if they're in our system, we do a birthday call.
• 25:27
  We do.
• 25:28
  And then we separate our top clients, let's say a top 150, 200 clients.
• 25:33
  We send them a box of chocolates.
• 25:35
  It's a different type of box of chocolates for their birthday.
• 25:37
  So, you know, so we always try, you know, always try doing it.
• 25:41
  We're all hunters, right?
• 25:42
  When it comes to, you know, in this business, in the big thing I had the word was,
• 25:46
  Hey, you got to slow down.
• 25:47
  You got to really get the system down because that's going to pay dividends huge down the line and ask.
• 25:51
  Yeah.
• 25:52
  Yeah.
• 25:53
  For sure.
• 25:54
  So this falls under the umbrella of what I think you call your white glove service.
• 25:57
  Yeah.
• 25:58
  White glove service.
• 25:59
  So a part of it used to be a lot of part of that too is what we do for our clients is that we, you know, we offer to get some insurance quotes.
• 26:06
  You don't have to use them.
• 26:07
  We just provide them.
• 26:08
  Here we go.
• 26:09
  So we take that off their hands if they want.
• 26:11
  Most people do want us to do that.
• 26:12
  Yeah.
• 26:13
  We offer to get quotes for moving if they need that.
• 26:17
  So we call them moving companies, get a whole list for them, hand it to them.
• 26:20
  If they need help with utilities, we call on that.
• 26:23
  They're going to change over.
• 26:24
  Sometimes it's privacy issues.
• 26:25
  So we can reset up the appointment for them.
• 26:27
  Right.
• 26:28
  Change in locks.
• 26:29
  We got a locksmith that we can call and help change locks.
• 26:32
  So we really want to take as much as we can off the plate of them and really, you know, really separate ourselves from everybody else.
• 26:39
  Yeah.
• 26:40
  I'm thinking the word concierge comes to mind.
• 26:42
  Exactly.
• 26:43
  Exactly.
• 26:44
  I mean, you see the hotels all the time.
• 26:46
  You see they really take care of the clients or you go to a good restaurant.
• 26:49
  You know, you go into a good restaurant because of how they take care of their clients.
• 26:53
  And it's never really been in a mortgage business.
• 26:55
  It's always been kind of help to skelter.
• 26:57
  You know, you see these certain teams.
• 26:58
  They're one percenters.
• 26:59
  And that's that's kind of what we wanted to, you know, you try to be is that type of, you know, service for them.
• 27:06
  So.
• 27:07
  Well, it's funny because I'm making a you wrote you know what I have from our last conversation was you said mortgages are boring.
• 27:12
  You know, and I agree.
• 27:13
  Right.
• 27:14
  They are ready.
• 27:15
  They are right.
• 27:16
  I know it's payments.
• 27:17
  It's dead.
• 27:18
  It's it's like, you know, people are excited.
• 27:19
  You're like, yeah, let's go freaking go in massive debt.
• 27:22
  Yeah.
• 27:23
  I know.
• 27:24
  Let's just talk about mortgage payments.
• 27:25
  That's real exciting.
• 27:26
  People want to talk about the house and they want to, you know, what they're going to do with their kids and everything else, you know.
• 27:29
  So we try, you know, this is a good way.
• 27:31
  And that's that's a part of it that I really enjoy setting up systems like that executing.
• 27:35
  Well, I think you look, you're smart.
• 27:37
  You get this.
• 27:38
  You've been around long enough.
• 27:39
  There's still the people who are the rate and fee quote jockies and they're forever going to be stuck in that box.
• 27:45
  You know, so how can I think you know, you're all about and I think more and more people are finally coming smart to it's like creating experience.
• 27:53
  Yeah.
• 27:54
  You know, so that's why you're doing all the fine white glove stuff.
• 27:56
  Well, that's the thing too.
• 27:57
  I mean, and this is our side of business, right?
• 28:00
  And this is always frustrated me is that we don't look ourselves as a business.
• 28:03
  We look at ourselves as just reaction, right?
• 28:05
  Right.
• 28:06
  We call somebody does this, you know, rates of change.
• 28:08
  Oh, my gosh.
• 28:09
  And they go, and it's just instead of establishing a system, you know, I get the girls all the time asking me.
• 28:13
  So, you know, what's something happens?
• 28:15
  Hey, so what should I say?
• 28:16
  We're going to do what we do every single day and just execute every single day and just do that over time.
• 28:22
  We might tweak something here and there.
• 28:24
  But if we do what we do, nobody else is doing a lot of that.
• 28:27
  So it's going to be okay.
• 28:29
  Did you have that mindset kind of early on or did you make a shift at some point?
• 28:33
  Did they shift that after the crash before?
• 28:36
  Yeah.
• 28:37
  I think everybody did, right?
• 28:39
  Yeah.
• 28:40
  So it was like, you know, when I first got into business, everything was about rate.
• 28:44
  Yeah, I didn't know any better.
• 28:45
  But I knew I could talk to people and I could help people and try helping them the best way I could.
• 28:49
  And so forth.
• 28:51
  But when that crash hit, you know, everybody took a beating on that and then coming back,
• 28:56
  I took about nine months off too.
• 28:58
  I just went through it.
• 29:00
  Then in 2011, I took about nine months off and I was just so frustrated, right?
• 29:04
  You go out and you talk to somebody and you come back and office and things will be changed from the guidelines.
• 29:09
  And it was just very, very frustrated.
• 29:11
  Right.
• 29:12
  So I think it was, might have been 2010 or so.
• 29:14
  I took about nine months off and did some other stuff.
• 29:18
  But I knew this was my call, but I had to find a different way to do it because I was not going to go back to do it.
• 29:24
  Hey, here's the lowest rate.
• 29:25
  I just wasn't going to work, you know?
• 29:27
  Right.
• 29:28
  So I was sort of watching and studying people and became, you know, I started getting coaching and wanting to,
• 29:33
  it's just kind of building on top of each other.
• 29:35
  Sure.
• 29:36
  In the 10 years later, it just seems like everything seems to be falling at the place.
• 29:39
  So too many people look at this as a sales job.
• 29:42
  Yeah.
• 29:43
  You know, like, hey, man, I'm on the, I'm selling cars.
• 29:45
  I'm selling whatever insurance or whatever.
• 29:47
  And it's like, no, the really smart people who have longevity.
• 29:49
  And I saw this like early on when I got into back 2003.
• 29:53
  Yeah.
• 29:54
  The guys and gals who treat it like a practice, like a doctor and attorney.
• 29:58
  Those are the guys and gals who survive and thrive.
• 30:01
  Absolutely.
• 30:02
  Yeah.
• 30:03
  No, you're exactly right.
• 30:04
  And there, you know, sometimes we, you know, I just had a conversation with a good realtor friend of mine.
• 30:08
  He's a real good friend of ours.
• 30:09
  And, but he still doesn't get that, hey, listen, this is a business man.
• 30:13
  You know, if you walk into a restaurant, you know, like you're not going directly to the cook.
• 30:18
  You're not going directly to the manager a lot of times.
• 30:20
  You know, other people have to take certain pieces of it.
• 30:23
  And, and, and really do a great job.
• 30:25
  And your job is number one is to bring in the business and make sure that the, that the trains are running on time, you know,
• 30:30
  and make sure everybody's doing their job, you know.
• 30:32
  And so when you, when you deal with sometimes with some real estate partners,
• 30:36
  or even talking to mortgage people, a lot of times they just don't get that.
• 30:39
  They're just thinking, hey, they're one man band is how it's always going to be.
• 30:42
  And it's not easy putting the team together.
• 30:44
  It's a man of belief.
• 30:45
  I could tell you a story upon story.
• 30:47
  Yes.
• 30:48
  It's a show.
• 30:49
  It's got scars.
• 30:50
  I've done everything differently.
• 30:51
  I'm not saying I'm perfect, but I'm much better than now that I was say five years ago, seven years ago.
• 30:57
  So.
• 30:58
  All right.
• 30:59
  Let's say you are, you've got somebody who hasn't been two through the 2008 crash situation.
• 31:05
  And I know this isn't the same, but the point is,
• 31:10
  well, how would you advise somebody to prepare like now, right?
• 31:17
  And over the next 90 days, six months, what do people need to do?
• 31:21
  I would say number one, and this is something I was horrible with at the beginning,
• 31:24
  is fine tune and get a CRM and have a system down so you can stay in front of your database
• 31:30
  because that's going to be a goal when things go up and down.
• 31:32
  Your database, if, you know, your people are going to know that you're still there
• 31:37
  and you're in front of them and you're providing information,
• 31:39
  and all of a sudden they have a family friend who needs to buy something and all of a sudden.
• 31:42
  So you need to, you really need to establish that.
• 31:45
  Right.
• 31:46
  And we're all, salespeople, we're all bad at that, right?
• 31:48
  We have to really focus and do it and have it really systematized.
• 31:52
  So that'd be the number one thing.
• 31:54
  If you have a little bit extra time and you haven't been through before, don't freak out.
• 31:57
  You know, this is a timely, you can really lay a solid foundation right now.
• 32:01
  And so when this thing starts ticking back up again,
• 32:05
  and you know, we're still busy, but I'm just saying, you know,
• 32:07
  it was busier three, four weeks ago.
• 32:09
  Now we're just dealing with a lot of stuff happening, right?
• 32:12
  But I would say lay that foundation.
• 32:14
  You know, get the CRM, then have a system of place.
• 32:16
  Somebody calls in who does what when?
• 32:18
  You know, what's the next step?
• 32:20
  What's the next step?
• 32:21
  What's the next step?
• 32:22
  And get that down so nobody gets lost in the shuffle.
• 32:24
  Yeah.
• 32:25
  And I know you're a big believer in investing in your education.
• 32:28
  You and I believe you got connected through Barry Habib and MBS Highway.
• 32:33
  So you're a big advocate of that, right?
• 32:35
  Absolutely.
• 32:36
  Absolutely.
• 32:37
  I mean, that's where I get a lot of my knowledge from.
• 32:38
  And you know, listen to Barry.
• 32:39
  I've been listening to him for years.
• 32:41
  It's, you know, he makes things in such a layman's terms.
• 32:44
  I mean, and I told him this, I guess a few months ago, I said,
• 32:48
  man, you know, I talk my 17-year-old daughter.
• 32:51
  And I was like, you know, I'm not sending her college.
• 32:52
  I'm sending it to you.
• 32:53
  I'm like, three or four months.
• 32:55
  And she's got no more than people getting a four-year degree.
• 32:58
  And that's, you know, and I was pretty honest in that,
• 33:00
  because I mean, I learned a ton from him.
• 33:02
  So yeah, you got to constantly educate yourself.
• 33:04
  You got to understand the market.
• 33:05
  And there's a lot of things I still don't understand fully.
• 33:07
  But I understand a lot more than I now that I did 10 years ago.
• 33:10
  You got to understand what you're talking about.
• 33:11
  You're going to understand what this happens.
• 33:13
  How does it affect this?
• 33:14
  You know, how does it affect this?
• 33:15
  You know, and that's going to separate you.
• 33:17
  And, you know, I say sales, but it's more educating when you're talking to people.
• 33:22
  It's not, hey, sales trying to make a deal see you later.
• 33:25
  But, you know, it's more educating and being that resource
• 33:28
  that people come to you and say, hey, Greg, what do you think?
• 33:31
  You know, I get a lot of new agents who haven't been in a business
• 33:34
  you know, less than a year or two years.
• 33:36
  And they're leaning on people like us.
• 33:38
  You know, and hey, tell me what, you know, what should I do?
• 33:41
  Should I do this?
• 33:42
  Should I spend this in marketing?
• 33:43
  And so you want to be that person.
• 33:45
  But you got to be, you know, got to know what you're talking about.
• 33:48
  So.
• 33:49
  All right, so let me, let me play devil's advocate for a second.
• 33:51
  Because I agree with you on the education piece.
• 33:52
  I might, we may close out on that.
• 33:53
  But what do you say to, you know, realtors get a bad rap.
• 33:57
  You know what I mean?
• 33:58
  I mean, a lot of people like to friggin make realtors to scapegoat
• 34:00
  and, you know, bitch about them.
• 34:02
  What do you say?
• 34:03
  Um, I say they're human beings like us, you know, we make mistakes
• 34:08
  on the mortgage side, right?
• 34:09
  I mean, we do, I've just had one the other day.
• 34:11
  The guy says, now you should be fine in a set
• 34:13
  and the guy knew the credit scores have gone up.
• 34:15
  You know, what is investor?
• 34:16
  And then all of a sudden he turns around and says he can't.
• 34:18
  I mean, so things are going to happen with that.
• 34:21
  I would say, you know, from a mortgage side,
• 34:23
  don't be upset with realtors if they don't get all of it.
• 34:25
  But there's a lot of things that we don't get from them.
• 34:27
  You know, they get, they get marketed to more than anybody else in the country,
• 34:31
  you know, from insurance agents, from us, from, you know, go down the list.
• 34:35
  You know, you got, you got a, you know, a home inspector.
• 34:37
  So I mean, you know, those people constantly coming at them.
• 34:40
  And so, you know, until you've been through that, you know,
• 34:43
  I would say just have a little bit more compassion and understanding with it.
• 34:46
  And it gets fluctuating on both sides.
• 34:48
  You know, when somebody doesn't understand something in this step,
• 34:50
  but you got to slow it down and go through with them.
• 34:53
  So, yeah, and, you know, look, it comes back to you, right?
• 34:56
  You get to pick and choose who you want to work with.
• 34:58
  Exactly.
• 34:59
  Exactly.
• 35:00
  I mean, and that's it.
• 35:01
  I'm sorry, go ahead.
• 35:02
  What percentage of your businesses from agents?
• 35:04
  Oh, man, I would say probably about 80% of my business.
• 35:08
  Engines.
• 35:09
  All right.
• 35:10
  And do you have any desires to try and go more quilt consumer direct?
• 35:15
  Yeah, I mean, I think that's pretty expensive because now you're going a lot.
• 35:20
  I think consumer direct could be, it's kind of, to me, it's kind of bored a little bit now, right?
• 35:24
  Because you got social media.
• 35:25
  Right.
• 35:26
  So, I get people coming at me, you know, we had somebody that closed about two weeks ago.
• 35:31
  Once again, see me on Facebook for two years and they finally reached out.
• 35:34
  Hey, I'm having trouble with my lender.
• 35:36
  Can you help me out?
• 35:37
  And we did.
• 35:38
  And we took him to the closings, you know, at that point.
• 35:40
  So, is that consumer direct compared to the old way of, hey,
• 35:43
  which is bombarding with postcards, let's spend all this money.
• 35:46
  Let's do all this stuff.
• 35:47
  And hopefully you get a one percent return or half percent return.
• 35:50
  You know, to me, I think social media is kind of, you know,
• 35:54
  it's kind of bored the lines a little bit, you know, because you could do it off of free
• 35:58
  and help people.
• 36:00
  And then it just naturally comes to you at that point.
• 36:02
  Yeah.
• 36:03
  100%.
• 36:04
  I agree.
• 36:05
  I see a lot of people touting that as like the easy button.
• 36:08
  Back to the point about people like to bag out realtors for all the alleged issues.
• 36:12
  A lot of them are made up, a lot of them are your own choice.
• 36:14
  Yeah.
• 36:15
  But yeah, here's the thing.
• 36:17
  Here's what I know after four years of interviewing people like you.
• 36:20
  Not one of them has gone all in on, quote, consumer direct ads,
• 36:24
  spend whatever.
• 36:25
  Yeah.
• 36:26
  Yeah.
• 36:27
  Yeah, absolutely.
• 36:28
  It's pretty, it's pretty expensive to do that.
• 36:30
  You know, kind of what we've done.
• 36:32
  And once again, it's just something that we're trying to give back to agents is creating
• 36:36
  leads for agents and then helping them send on those leads to those agents.
• 36:40
  And that's really helped us, you know, kind of turn the tide a little bit.
• 36:44
  Because, you know, I hate being the guy who was asking for business and not giving
• 36:47
  anything in return.
• 36:48
  Yeah, we're, you know, we're friends and we can go grab lunch together and do all that stuff.
• 36:54
  But, you know, it's a hand them back business that can help them.
• 36:57
  That's pretty unique.
• 36:58
  It's starting to be more and more prevalent now.
• 37:00
  But when I, when we first started doing it, it was, it was kind of different, you know.
• 37:06
  Do you feel any pressure from your agents?
• 37:08
  Are they pressuring you for that?
• 37:11
  Some do, you know, but, you know, it's what, here's the thing.
• 37:14
  It's, it's with us, too.
• 37:15
  It's the follow up, right?
• 37:16
  Sometimes we'll talk to somebody, okay, here's, you know, here's Bob Smith.
• 37:20
  He's a realtor.
• 37:21
  He's going to be giving you a call and then Bob doesn't call, you know, and then Bob doesn't call.
• 37:24
  So, you know, it really depends on once again, you have to pick and choose, you know,
• 37:28
  who, who's really going to take advantage of this?
• 37:30
  Who's, who's this going to really help?
• 37:32
  Right.
• 37:33
  So just like anything else, like you said earlier, you got to pick the people you work with and try helping.
• 37:37
  You know, I think, too, you got to like decide what kind of business you want to have.
• 37:40
  Yeah.
• 37:41
  Right?
• 37:42
  Because, you know, one, one, you know, one model of like consumer direct paid ads, all that,
• 37:46
  that's a different model that needs different infrastructure than a referral based business.
• 37:49
  Yeah.
• 37:50
  Yeah.
• 37:51
  Yeah.
• 37:52
  Exactly.
• 37:53
  Exactly.
• 37:54
  You know, and, and the biggest bang for your buck is, is to have, have that referral business come in and, and so forth.
• 37:58
  So, but the same time, think of ways how you can help these people, too.
• 38:01
  Don't just take, take, take.
• 38:02
  Well, and that goes back to like your idea with the Facebook groups.
• 38:05
  You've got what 1200 or whatever agents in this group, you know, adding value in it.
• 38:09
  It's kind of like you, you've built a referral machine there inside your Facebook group.
• 38:14
  It really is.
• 38:15
  It's just, you know, it's not something I'm, you know, I'm not raising my hand.
• 38:18
  Hey, something, I don't know any of that.
• 38:20
  You're serving.
• 38:21
  Yeah, I'm serving some, I'm having fun with it.
• 38:23
  They're having fun with it.
• 38:24
  They're going through a tough time.
• 38:26
  I'm going, you know, I'm trying to help them vice versa.
• 38:28
  Right.
• 38:29
  I'm just kind of a group where people constantly dip in for a little bit.
• 38:32
  Take a look at it, you know, interact a little bit and then go about their daily lives.
• 38:35
  But it's, it's something that we can constantly dip into.
• 38:38
  So.
• 38:39
  Yeah, I want to close out.
• 38:40
  I guess on this note, I know you're busy.
• 38:41
  So thank you for your time.
• 38:42
  But we touched on the education piece.
• 38:44
  And again, back to, I'm, I'm definitely encouraging people to follow Barry in his videos.
• 38:49
  You know, it's funny.
• 38:50
  It's the number of allows I've talked to in the last three weeks.
• 38:52
  We're like, yeah, I used to have MBS highway, but I'd never really used it.
• 38:55
  But man, they're back on that.
• 38:56
  Yeah.
• 38:57
  I know.
• 38:58
  It's funny.
• 38:59
  It's funny.
• 39:00
  You wait for that morning email, right?
• 39:01
  Like, oh, what's going on?
• 39:02
  What's happening?
• 39:03
  You know, it's like, yeah, it's, it's something education is huge.
• 39:05
  You got to, you got to constantly educate yourself, especially in this business.
• 39:08
  Well, especially like more than ever now, right?
• 39:11
  I mean, let's, let's, here's, here's my pitch.
• 39:13
  We can close out on this, I guess.
• 39:14
  But what I'm, I'm both agents and lenders.
• 39:16
  I've been saying, you've had it pretty easy for the last six, eight years.
• 39:20
  Right.
• 39:21
  Rates have been low.
• 39:22
  Demands have been high.
• 39:23
  I mean, rising tides have been lifting all boats.
• 39:25
  But ban COVID-19 hit and it's like, yeah, you better have your game on.
• 39:29
  That's right.
• 39:30
  That's right.
• 39:31
  You know, in, in this business or any small business, I guess, you're constantly learning something.
• 39:35
  You have to constantly get better and better at it.
• 39:37
  So that's the one thing I would say, you know, people are going through this the first time,
• 39:41
  learn as much as you can, implement as much as you can.
• 39:44
  If it's a little bit, if it slows down or dipsphere right now, it's a good time to really start re-engaging with your agents.
• 39:50
  Get your, get your CRM going.
• 39:52
  Keep on learning as much as you can because there's going to be a lot of people getting out of it, you know, going through this.
• 39:57
  So this is, you know, always looked at silver lining.
• 39:59
  This could help you if you do the right things now.
• 40:02
  So, you know, that, that is the last great point.
• 40:04
  Let's close out on that because that's an excellent point.
• 40:06
  I've also heard from some agents that their lender has gone dark.
• 40:10
  Yeah, because they don't know what to do.
• 40:12
  Yeah, they don't know what to say.
• 40:14
  They don't know what to do.
• 40:15
  They don't know the advice to give.
• 40:16
  They never been through this before.
• 40:18
  So, like I said, MBS is a great tool and education source.
• 40:22
  I highly recommend anybody in the mortgage business to jump on that.
• 40:25
  For sure.
• 40:26
  The talking points, the scripts, the understanding, the knowledge alone.
• 40:29
  You got, you got to get on that.
• 40:31
  And I'd say the last word on that is back to the point about other, other lenders going dark on agents.
• 40:37
  This is your time to what I call invest in the dip.
• 40:40
  And so what I mean is invest in relationships in the dip.
• 40:44
  Yeah, absolutely.
• 40:45
  Absolutely.
• 40:46
  Because, you know, when this comes back, you know, this is going to be, you know, kind of a,
• 40:51
  you know, I guess I got a couple months of where it might be, you know, somewhat hesitation.
• 40:55
  Oh yeah.
• 40:56
  But I think once it starts kicking in again, because it was a pent up demand before this happened.
• 40:59
  You know, so it wasn't, you know, you know, it wasn't like it was dead or, you know, for a while then all of a sudden we're officially in a recession.
• 41:05
  It was something like, hey, we're good.
• 41:07
  We're expected by the end of the year to have a little correction.
• 41:09
  But this kind of drove over the cliff.
• 41:11
  And so this is a great opportunity.
• 41:14
  Like you said, invest in the relationships, invest in your systems.
• 41:17
  Get it down now because most people aren't going to be doing that.
• 41:20
  Yeah, for sure.
• 41:21
  All right, listen, I know you're busy.
• 41:22
  Hey, if anybody wants to connect with you, where's the best place for us to send them?
• 41:25
  Probably Facebook.
• 41:26
  I mean, just just my name, Greg Peckman.
• 41:28
  And if you pull that up, you just connect with me and just let me know how I can help.
• 41:32
  All right.
• 41:33
  Hey, Greg.
• 41:34
  I very much appreciate you being here.
• 41:35
  You know what?
• 41:36
  As a thank you.
• 41:37
  When this book finally goes live again, I'm going to send you a free copy of it.
• 41:39
  Awesome.
• 41:40
  We're going to talk about how to survive and thrive.
• 41:43
  The digital real estate shift makes a great gift for Asians too.
• 41:45
  I pause on publishing it because of this COVID-19 thing.
• 41:49
  Yeah, it makes it a paradise.
• 41:51
  Quite a big point.
• 41:52
  I'm like, I think there'll be some things to add to the book.
• 41:55
  Um, as a result of this.
• 41:56
  So about five more chapters, right?
• 41:58
  Exactly.
• 41:59
  Well, anyway, thank you.
• 42:00
  Well, thank you.
• 42:01
  I appreciate it.
• 42:02
  You bet.
• 42:03
  Everybody watching.
• 42:04
  We appreciate you tuning in next week, usually.
• 42:06
  Same time, same channel.
• 42:07
  But obviously we moved it out a day.
• 42:08
  tuning into mortgage marketing live, go out there, invest in the dip, invest in your
• 42:11
  relationship.
• 42:12
  Right, thanks for being here, man.
• 42:13
  See you on the next one.
• 42:14
  Thank you.
• 42:15
  Bye.
• 42:16
  Appreciate it.
• 42:17
  Thanks for listening to Mortgage Marketing Radio.
• 42:19
  One more truth in mortgage marketing, get more free training and resources at MortgageMarketingInstitute.com.
• 42:38
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• 42:43
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