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100 Conversations in One Day · Mortgage Marketing Radio

• 0:00
  Hey, what's up, my friend? This is Jeff Zimfer coming at you. But today I wanted to bring
• 0:14
  with you a very special timely conversation with a long time friend Todd Bookspan. And Todd,
• 0:21
  you've probably known or heard of, if not, where are you, where have you been? Todd is
• 0:25
  the founder of Win by Noon, which is this excellent program for getting all your primary work
• 0:32
  activities done before noon, winning the day by noon, essentially, right? And obviously
• 0:36
  he's very closely involved with Dave Savage, Mortgage Coach Community, the first home
• 0:40
  IQ platform, which you haven't checked those out. I'm going to put those links into the
• 0:44
  show notes, which all these platforms simply help you become a better, more physically educated
• 0:50
  loan officer, who also knows how to reach clients and achieve your goals in a more progressive
• 0:56
  way. So what are we talking about here today? For the last three years in a row, I believe
• 1:01
  it is. I've attended the modern mortgage summit and modern real estate summit that is held
• 1:05
  both live in Vegas on Thursday, March 6th and virtual. And the cool thing about this
• 1:10
  is, as you'll hear Todd and I talk about, is an incredible opportunity for you to reach
• 1:15
  out partner with your referral partners, realtors. So there's basically two parts to
• 1:21
  this summit. The first part is the best of the best mortgage originators in the country
• 1:26
  coming in and sharing in 15 minutes, like their top key strategy that's helping them kick
• 1:31
  ass in this market. And then part two of the day is real estate agents. And this is where
• 1:36
  you want to listen closely to this conversation with Todd and start to identify and think
• 1:40
  about who for real estate agents you could invite to a virtual streaming of this modern
• 1:45
  mortgage summit in your office, a title rep office, a shared office, we work space, you
• 1:51
  know, regists, whatever it is. But don't overlook the tremendous opportunity that you have
• 1:55
  for yourself personally to attend this, whether it's in person in Vegas or virtually. And
• 2:00
  the thing is so wildly affordable. I mean, it's only a hundred or a hundred fifty bucks
• 2:04
  for the virtual tickets. And then secondly is, remember, if I were doing this right now
• 2:09
  as an originator, here's what I'd be doing. I'd be calling all my key agents. I'd be
• 2:13
  reaching out to agents who've I've gotten referrals from in the past, but have gone a
• 2:16
  little bit radio silent. I'd also be calling listing agents. And I would be sharing with
• 2:20
  them the website, modern mortgage summit. I would be have my talk track and my script
• 2:25
  ready of who is going to be appearing at this modern mortgage summit for the real estate
• 2:31
  side of things. And I would be asking if they would like a VIP ticket to come join me
• 2:37
  for a live streaming of this part two of the session for the realtor session, do they
• 2:41
  want to come and sit in and hear a few of the best agents in the country that are producing
• 2:47
  crazy volume are going to share some amazing strategies that are working in today's market.
• 2:52
  I thought of you, wanted to invite you first and only have a few seats, you know, would
• 2:56
  you like me to hold a seat for you? And then I would send them the details and confirmations.
• 3:00
  I'd make sure that they're there and I would leverage this one time opportunity, one
• 3:04
  to many, right? And I would use this to jump start my realtor engagement and start to
• 3:09
  create conversations that will lead to referrals this year. So not only that, but in this episode
• 3:14
  Todd and I are going to unpack this one idea of like how he had this 100 call 100 conversations
• 3:19
  in one day initiative that he's working on. So he kind of breaks down his strategy for
• 3:24
  how he's making this happen. And by the way, you don't have to do 100 conversations in
• 3:28
  one day. Let me ask you a question. What if you had 100 conversations in a week? Like
• 3:32
  how much would that move the needle in your business? See, because oftentimes it's simply
• 3:35
  that we're just not doing enough of the things that already work. So do whatever is work,
• 3:39
  whatever works, right? Do more, do better. And hopefully you have these takeaways from
• 3:44
  this conversation with Todd. Most importantly, check the link in the show notes. It's modern
• 3:48
  mortgage summit.com. Go check it out, sign yourself up, whether it's in person or virtual,
• 3:54
  but most importantly, get the opportunity to sign your agents up for this as well. I don't
• 3:59
  give it three, five or 30 team up with some other folks in your office. It's an incredible
• 4:03
  opportunity to poor value and education. And if you've listened to me long enough, you know,
• 4:07
  I'm a big believer in leading with educational content and events. That is one to many, which
• 4:12
  will drive engagement for you at scale. So without further ado, let's get into this conversation
• 4:17
  with Todd Bookspan. Todd Bookspan, welcome to the show. Jeff, it is so exciting to hang out
• 4:24
  with you again. I know, right? We do it more virtually than anything else. I think these days,
• 4:29
  but that's okay. That's about to change. Hopefully for the people listening, we'll tell them more
• 4:33
  about that in a moment. You know, it's, it's, listen, we don't, we don't need to tell anybody
• 4:38
  who's Todd Bookspan. What's y'all about? We in by noon, mortgage coach, community, all that
• 4:42
  stuff, like people should know you by now. So what I want to do is use our time wisely, because you
• 4:48
  spend a lot of time, both obviously still originating, built a hell of a business as a mortgage
• 4:53
  regenerator. I would say one of the top production volumes in the country is still tied into the
• 4:57
  business. What did you say you did secretly during COVID? How many refires? I secretly did almost
• 5:02
  700 loans total and you know, it was probably 100 plus purchases, but you know, mainly refires. And
• 5:07
  so, you know, yeah, I don't technically originate anymore, but I do business development for the team.
• 5:11
  And I talked to, you know, typically 10 real estate agents a day minimum. And so I find that I tend to,
• 5:16
  for somebody's not actually originating loans, I tend to actually be doing the things that
• 5:20
  loan officers should be doing more than they're doing them themselves. You're more active as a
• 5:24
  non-originator than most originators. Well, I think it's really important to lead by example. And
• 5:30
  if I'm going to get on to a conversation like this and really talk about what I know, you know, I
• 5:34
  think what's old is new again. I don't necessarily think that everything, you know, stuff that was
• 5:38
  good 10 years ago and five years ago and 15 years is still good today, but you know, it's a change
• 5:42
  you market. And so I like to stay in contact with real estate agents and understand what's going on
• 5:47
  in their world. Yeah, absolutely. And in a moment, you know, for you listening, you're going to find
• 5:52
  out about the most influential event in the mortgage and real estate industry. That's part of the
• 5:57
  reason why I wanted to bring this conversation to you here today. But I wanted to open this up
• 6:00
  with this conversation around, you know, you said what's old is new again. And and have we gotten
• 6:06
  amnesia in terms of the skills, you know, we're in this new market air quotes. It's just a different
• 6:13
  market perhaps. You know, what are the strategies? What are the skills? Have we gotten amnesia?
• 6:18
  Like what are you seeing this working? You know, I think working is working. And you know, I
• 6:24
  I always try not to be a jerk Jeff. I mean, it's really one of the biggest challenges I have
• 6:27
  because I find that oftentimes when I talk to loan officers, they tell me what their goal is for
• 6:31
  the year. And I say, oh, that's awesome. And then I say, well, what is it going to take to get
• 6:34
  there? And then that kind of the whole conversation goes off the rails there. And so what I think is a
• 6:39
  loan officer should understand first off, you know, what is it going to take from just a result side?
• 6:44
  Like how many, you know, what is your conversion rate? How many applications to closings? How
• 6:49
  many leads to an application and understand those numbers first? And then you need to understand
• 6:53
  what are the activities? How many calls you have to make? How many people do you have to talk to
• 6:57
  meet with in order then to get the leads in order to get the apps in order to get the closings? And
• 7:01
  I think it's just a math equation. If you take the time to be really disciplined around that and then
• 7:06
  just show up in the day and do that, do that, do that number. Whatever that's going to take to get
• 7:11
  you there. If that's going to be five phone calls, 10 phone calls, 20 phone calls, whatever it is. But
• 7:16
  if not, you're just kind of waking up and guessing. And so I feel like oftentimes when I talk to
• 7:21
  loan officers, they just don't have a discipline around their time and schedule. And if you actually
• 7:25
  just treat like a profession, not just a job, right? When, you know, when I worked at a bicycle
• 7:30
  store in high school, I had to be there at a certain time and I had to work till a certain time.
• 7:33
  And I don't necessarily know that loan officers have that discipline. But in the end, if I get off
• 7:38
  of that soap box and you say, what's working, what's working is having conversations with people
• 7:42
  who can refer you business. What's working is having conversations with your database who
• 7:47
  even though they've got a super low rate or even though they may have a high rate, you can't
• 7:51
  refinancing, yet still would love to hear from you. And that's the part that's still the same.
• 7:56
  And then I think you add on here all the stuff that you teach, right? How do you get in front of
• 7:59
  of real estate agents and teach classes and, you know, learn about AI and all the other things
• 8:03
  that can help you be more efficient, all that stuff is going to be super important as well.
• 8:08
  You know, I think that's great because you simplified and it comes down to, you know,
• 8:12
  the fundamentals and there's a lot of different conversations that roll through my head
• 8:16
  in these type of, you know, just kind of off the cuff conversations you and I have because
• 8:21
  there's different narratives out there in the industry, in the world, of course, but in
• 8:25
  specific to our industry. I was talking to somebody the other day, I can't remember who it was,
• 8:30
  and he was basically pushing back on the concept of fundamentals and like I have on my whiteboard,
• 8:38
  literally it's been here for a year, be brilliant in the basics. Is that enough today? I guess
• 8:44
  is the question. I think it is if you're doing them, right? And then I think if you sprinkle
• 8:48
  in the other stuff that, you know, we all know we should be doing, you know, in social media,
• 8:53
  and we sprinkle in, you know, learning the technology to be more efficient and effective in what we
• 8:57
  do on a daily basis. But in the end, if you're not doing the fundamentals and the boring stuff,
• 9:03
  then I think it's going to be really difficult to have a big business going forward. I mean,
• 9:07
  I can pat myself on the back all I want for, you know, wheeling the wheelbarrow around during
• 9:11
  COVID and having loans fall down into it. You know, really the fact is, as I did a great job,
• 9:16
  when I used to do loans and so those people wanted to do loans with me again. My team kept in touch
• 9:20
  with them and did all that. I actually just, I did an annual financial review today. It wasn't
• 9:25
  intentional, but it was, but it happened and it was great. So, you know, I took the opportunity
• 9:29
  to catch up with the client. It was a nine-minute phone call, by the way. And I was trying to set up a
• 9:34
  three-minute phone call with him tomorrow. You know, this time is airs. It'll be the day after. But
• 9:39
  Dave Savage and I are doing a hundred conversation where we ask for a referral day. And so again,
• 9:43
  you have to do the work before the work. And so I was actually, I went through and secretly I had
• 9:49
  my assistant doing it. But texting clients saying, hey, do you have three minutes for a call tomorrow?
• 9:53
  It's a, it's Todd Bookspan. Your favorite mortgage guy. Do you have three minutes for a market
• 9:57
  update tomorrow? And so this guy just picked up the phone and called. So I, you know, that's for it.
• 10:01
  So I'll answer it. Nine-minute phone call because I wasn't trying to squeeze in a hundred conversations
• 10:05
  today. But I was, you know, able in it to actually ask for referrals. I was actually going to ask for
• 10:11
  business. You and I talked the other day about financial advisors. He's referring me to a
• 10:14
  financial advisor who he says is wonderful. So he's making that referral. He's referring me to
• 10:19
  an insurance person that I didn't ask for. But he's like, well, I might as well send you my insurance
• 10:22
  person. I actually got him to commit to talk to my insurance person. So he's going to be talking to
• 10:28
  my insurance person. So I got her a referral. And last but not least, I chatted with about
• 10:33
  he locks, even though he's got great credit. Doesn't need one. But I just let him know, hey,
• 10:37
  if it's something you hear about out there, there's lots of people that need that. And my team would
• 10:41
  help. And so I didn't ask for one thing. I asked for three things and really made a big push.
• 10:46
  And I think if you just have a few conversations like that a day, it's going to be really difficult
• 10:50
  for you not to grow your business in 2025. What was the time lapse or time gap between conversations
• 10:56
  with that particular person? He got his house back in the middle of 2022. So and he may or may not
• 11:03
  have been on the list. You know, my memory's not the best. But I did 50 annual financial reviews
• 11:07
  personally last year to keep in touch with the database. And you know, again, get a pulse on
• 11:11
  the market. My team did most of them. But I don't remember that I spoke to him last year. But
• 11:17
  you know, I think it's one of those things where you have those clients who know you love you
• 11:20
  and want to hear from you. You have those clients who are like, all right, maybe I'll talk to Todd.
• 11:25
  And then you know, there's going to be one or two or like, yeah, whatever. No, no, thanks.
• 11:28
  Not interested. That's fine too. So that was obviously a client that you had some rapport with.
• 11:34
  You probably something in your memory stuck out great person to work with probably something.
• 11:38
  Something about it, you know, put him in that a category. How did you I'm curious with this kind
• 11:42
  of hundred call blitz? How did you open the conversation? Was it based on that context or like
• 11:48
  give us the quick setup if you don't mind? Well, I laugh because like he called me, right?
• 11:52
  That's right. He called you because I'm competing against Dave, right? So, you know, if I literally
• 11:56
  show you my planner for tomorrow. Oh, geez. I literally have I literally have my call my
• 12:01
  calendars block. These are all the boxes for people I call. I had to make more of them. And then
• 12:05
  I've got over here. I've got a hundred and one. These are all there's there's columns. And so
• 12:09
  it's got a the left column is going to be for who I who I talked to and the right is going to be
• 12:13
  for the referral I gave or got. So I'm ready to I'm ready to go. I'm going to I'm going to keep track
• 12:18
  all this stuff and I'm going to do everything I can do in before my wife says you have to quit working
• 12:22
  tomorrow night to get, you know, to get this done. And so the quick setup was I said, oh my gosh,
• 12:27
  I said, Hey, what's going on? It's like, I just got your text. I just figured I'd call you. I said,
• 12:30
  awesome. I said, Hey, just as it's just as it said, I said, I want to just to take three minutes to
• 12:35
  update you what's going on the market. I've got a lot of clients who seem very concerned now that
• 12:39
  the elections going on to know what's going on with interest rates housing in the economy. What do
• 12:43
  you understand about what's going on right? Little exactly what to say pitch and he's like, I don't
• 12:47
  understand much. I'm like awesome. And so then I just walked him through what's going on in rates and
• 12:51
  the housing and the economy and then and then went into went into my pitch when we talked a little
• 12:55
  bit about, you know, his wife is doing well and you know, we talked about that kind of stuff and
• 12:59
  know the flooring in his house had a problem and, you know, the so they had to go stay in hotel for
• 13:03
  two weeks. And you know, I got all the other stuff in there too. That's why it went nine minutes
• 13:07
  because you're not going to, I'm not like, dude, I only got three minutes. Sorry. You know, you're
• 13:10
  going to take as much time as you have to but as little as you need to in order to to crank through
• 13:13
  those calls. Yeah. Yeah. Sounds very fruitful. And so far, rough estimate, where are you on the
• 13:21
  hundred race? Well, my goal is not to talk to you until tomorrow. I'm what I'm trying to do is
• 13:25
  so when I did loans and I've talked about this before, I stole it from Keith Collins, my contact
• 13:31
  card for my work phone. So again, they don't have the that phone goes to my team, but I have a different
• 13:35
  phone number. It's on Ring Central. It's not my real phone. So clients can't actually call me on
• 13:40
  the cell phone that I carry in my pocket. And so I sent them after I would talk to them, I would
• 13:45
  I would give them a, you know, kind of like, hey, here's the rules of doing business with me. I'd
• 13:48
  say, hey, Jeff, as soon as we hang up, I'm going to text you my contact card so you can open it,
• 13:52
  save it to your phone. I mean, you're going to eventually forget my name. So just next time you
• 13:57
  need someone just type in mortgage and you'll see them there because it says Todd Mortgage Guide
• 14:00
  Bookspan. And then what I'm done, I text them things again for your time. Here's my contact card to
• 14:04
  open and save to your phone. So number one is I hope that they've all done that. And so when I'm
• 14:08
  texting them, it's not there. And really, the reason I was prepping today is because I want to have
• 14:12
  a higher likelihood that people don't think I'm calling to waste their time, right? And if I
• 14:16
  financial review could take 30 to 45 minutes, and I was like, hey, I just want three minutes of your
• 14:20
  time. And so I'm trying to preface it for the client one, even the ones who don't respond. So I
• 14:24
  probably have, if I look at it, there's already 15 or 20 people who have responded and said,
• 14:28
  yep, let's talk tomorrow anytime, you know, one person said, I can't do it. One person said, no
• 14:33
  thanks. You know, so again, I don't get offended by that kind of stuff. You know, the guy who can't
• 14:37
  do it wants to do it next week when his wife is available. But I've already got some of those that
• 14:41
  are in there, you know, in time. So, you know, there's actually in the context here that you can see
• 14:45
  there's people I've already scheduled in with a time to call. And so, and so I mean, I'm,
• 14:50
  I'm gunning to do it. I'm, you know, I'm competitive guy. I want to actually make sure I do it.
• 14:54
  My business partner did this about two weeks ago. He got 65 conversations in one to 30 minutes.
• 15:00
  I'm like, man, if I have 30 minute phone calls, which I'm pretty good at talking. I'll figure that
• 15:03
  out by now. Then I'm going to be sunk. And so my goal is to, you know, not tell people, hey, I'm
• 15:08
  trying to crank out 100 conversations. The impact 100. We're trying to impact 100,
• 15:14
  100 people and ask for referrals. It's not text referrals. It's not DM referrals. This is actually
• 15:19
  a phone call. So I'm just priming the pumps with the text. So even the people who didn't respond will
• 15:24
  say, oh, Todd just calling me for three minutes. And so that was my, that was my goal with the prep
• 15:29
  today. I love the framing of that, man, because it really makes it clear that, okay, this isn't,
• 15:34
  if I'm your client, right? It's like, oh, cool. Not a huge time commitment, assuming I'm in that
• 15:38
  category of like I liked Todd and all that kind of jazz. Beautiful setup. I'm curious. Do you also
• 15:44
  or have you been sending over time historically like a newsletter to your database? We've been
• 15:49
  pretty terrible at that. You know, the biggest thing that we've done, which a lot of people have
• 15:53
  done is home bot. You know, so if you've got one of those types of things, I mean, that's,
• 15:57
  that's great. You know, he told me he's still getting that. So that, you know, from that perspective,
• 16:01
  that's, you know, that's that's really good. I don't know that you need to do more than that. We're,
• 16:07
  you know, we normally like I invited the, you know, teach and I mentioned to you the first home I
• 16:11
  queue. I'm doing they've 10 weeks of content for high schoolers and college students. So I'm,
• 16:15
  I'm doing that right now virtually. And so like I invited my whole database to that. So I try not
• 16:20
  to overshoot them information, but I feel like, you know, if I'm offering something that's a value,
• 16:25
  then they're going to open it up and read it. So it sounds like back to my original question.
• 16:30
  Air quotes, you know, we need new strategies. Do we, you know, what I meant, I'm sure you got it
• 16:35
  by that comment about amnesia. Do we have amnesia is, you know, COVID really kind of like,
• 16:40
  put us all under the ether of like business just drops from the sky like mana, you know.
• 16:45
  But I think a lot of us, I don't know, some people I think are a little bit slow to the pivot
• 16:50
  of like we need to do exactly what you just described, which is create opportunities. And this
• 16:55
  is one a great example. Well, I appreciate it. You know, I'm excited for it. You know, I'm
• 17:00
  in, I still love talking to people. And I love a challenge. And I did a couple years ago.
• 17:05
  I did a hundred calls in a day. And that took a long time. I didn't, but I only talked like 55
• 17:10
  people. So I mean, I'm a little petrified. Don't get me wrong. And, you know, and I'm really
• 17:16
  optimistic that I'll be able to crush it. So, you know, if, you know, if you answered my phone call
• 17:23
  whoever's watching this, you know, and I happen to call you as a loan officer, thank you in advance.
• 17:26
  I appreciate that. How many hours do you think this will take you to get through it?
• 17:32
  I think the, when my business partner did it, he did it with about 30 other people.
• 17:36
  Shayla Gifford was running a group. And he took 13 and a half hours. I heard people, some people
• 17:41
  did like 14 to 16 hours. You know, I'm going to go to the gym. I'm going to work out. I'm going
• 17:46
  to come home and I'll start dialing. I'm going to, you know, I'm trying to round up some loan
• 17:50
  officers in Texas who want to refer business to our insurance company. And so I'll call those
• 17:56
  folks first. So, you know, I won't only be calling clients. I'll also be calling real estate agents
• 18:01
  in there as well. And so I'll get an early start. But I, you know, for me, I've got to, I've got a
• 18:06
  hook from the family that, you know, I probably got to be done by six. So that's, I guess I'll be
• 18:11
  dialing for whatever 730 issue is to six. Are you trying to get all 100 in one day?
• 18:17
  100 in one day. That's the goal 100 conversations in one day because I can do 15 a week. I mean,
• 18:22
  I do that all the time. But this is really different. And it's, you know, you got to be planned.
• 18:26
  Like, I've already thought out that chili that I'm going to have for lunch. Right. I'm already,
• 18:30
  I'm thinking through it all right. I've already got the call list of the real estate agents. I mean,
• 18:33
  because if you just show up and you're not prepared, you're, you're not going to win. And so I think
• 18:37
  that's just a lot of it is we want it to be easy. And it's just not easy right now. And I'm okay with
• 18:42
  that. I mean, I'm no different than everyone else. I mean, I, I, I don't want to have to work that
• 18:46
  hard. But you know, in the end, I feel a commitment, right? I feel a commitment to the clients that we
• 18:51
  served in the past to keep them informed. I feel a commitment to my team to help them generate
• 18:56
  these leads and, and, you know, and do that. And I feel my commitment to Dave in the community.
• 19:01
  So I can show him I can do it. And, you know, if I crash and burn, I mean, David, I'll do a call on
• 19:04
  it. You know, at some point we'll talk about it and see how we did. And, um, you know, I'm excited.
• 19:10
  I'm excited. And I'm terrified at the same time. But I'm, uh, I'll be rolling.
• 19:14
  Well, if anything, one takeaway from this is you don't even have to do 100 calls on a day. Like,
• 19:19
  how many people listening? I know you know this very well. How many people like to do 100,
• 19:23
  have 100 conversations in a week would be a world record, you know? Absolutely. And the hard
• 19:28
  part is I suck at asking for referrals. And so in this one, I'm doing that. I'm using the,
• 19:32
  the field Jones. Hey, could you do me a favor? Um, you know, line. And so that way I, you know,
• 19:36
  I feel like I've got a little bit of reciprocity by that point in the conversation. And I know most
• 19:41
  people, um, you know, my business part, he was asking for, you know, like kind of leads, like
• 19:45
  referral kind of leads. But I think there's other opportunities in the marketplace. And so,
• 19:49
  you know, it's not about me. I'm helping try to get other people some referrals as well. And, uh,
• 19:54
  I think it'll be, I think it'll be fun. And I think if you're listening to this and that sounds
• 19:59
  interesting to you, you know, reach out to Dave and I. I mean, you take a look at it. Dave and I
• 20:03
  will probably take a break. He thinks we should do a Facebook live during the day. I'm like,
• 20:06
  Dave, I'm not going to have time for that. But, you know, um, you know, he's prepping the world.
• 20:10
  He's going to make a post tell people that he's doing it. So answers phone call. And I'm like,
• 20:14
  ooh, I'm not people. I'm going in cold. They just know I'm calling for three minutes.
• 20:19
  Just get out there and make it happen. I love that. Hey podcast family. Are you tired of
• 20:23
  chasing down real estate agents for referrals, making cold calls and feeling like you're just not
• 20:27
  getting the results you deserve? What if in just 90 days, you could double your agent referrals.
• 20:32
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• 20:44
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• 20:53
  entire process, plug and play marketing, email, flyers, social media posts, text messages,
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  weekly coaching and accountability calls plus access to a private community of high performing
• 21:04
  mortgage pros from all over the country, sharing what's working in today's market. And to top it
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• 21:26
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• 21:32
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• 21:37
  grow your agent referrals without chasing and have fun doing it, check out mortgagemarketing.pro
• 21:42
  today. Look at this is just one takeaway, one idea. I know you've got tons more of ideas. And so
• 21:48
  what I want to do right now is talk about for anybody's listening right now and you've got value
• 21:52
  from this one idea. Imagine spending an entire day with people that are at the highest level of
• 21:58
  production of productivity and results in any market. And that's why I want to talk about this
• 22:04
  event that you and Dave have been putting on for how many years now? This is our sixth year.
• 22:10
  Yeah, it started in 2020. So that makes it the sixth year. And you know, it's been kind of fun.
• 22:15
  Right? First few years were just virtual only and now we're virtual and live in person.
• 22:20
  Yeah. And so I've been I think three times. It's the modern mortgage summit and the modern real
• 22:25
  estate summit. It's two events in one day. It's in live in Las Vegas, but you can attend in person
• 22:30
  or virtual. It's on Thursday, March 6th. We're going to link up everything in the show and
• 22:35
  let's for you to go ahead and grab yourself either a virtual in person ticket. But I can tell you,
• 22:38
  it's kind of like, you know, the best of it's I don't want to equate it to think about the awards
• 22:45
  show, right? In a award show where somebody shows up and you got the best of the best that are
• 22:49
  walking across the stage and spending. It's it's a break it down for me. What is the they got
• 22:53
  like a 10-minute session or something to give you the best, right? Yeah. So what we've got is we've
• 22:58
  got about a dozen, you know, speakers in the mortgage space. So we always have we try to have
• 23:02
  about half who you've seen before, right? The Denise Donahue's, the Jeremy Fourca's, the Shayla
• 23:06
  Giffords. And then we try to bring back some people who either haven't been on for a while or
• 23:10
  they're kind of new to you. So we've got like JJ Mazzo on the stage for the first time.
• 23:14
  Wow. So Cia Vila on the stage for the first time. James Allen is a big producer. You know,
• 23:19
  so we've got some kind of new blood up there as well. And so they literally will start an
• 23:22
  eight a.m. Pacific virtual, right? So you just go to modern mortgage summit.com. You can pick up a
• 23:27
  ticket. You might be lucky enough that your company has bought tickets because that's how we
• 23:30
  sell most of the tickets. We normally have about five, six thousand people that are on watching. And
• 23:36
  so it's a lot of fun. And it starts at eight o'clock sharp. David, I do a quick intro. And then it's
• 23:41
  15 minutes. Boom, boom, boom, boom, boom, speaker, speaker, speaker. And their whole idea is to show
• 23:45
  up with an idea that's executable by you. And it's kind of weird because it's always works out
• 23:50
  magically. But we don't ever tell anyone what to talk about. We want somebody to get on there
• 23:54
  and talk about what they're super passionate about. And so that goes from eight to noon sharp.
• 23:59
  And then since we're live in studio, right? There's about 50 tickets that we sell for people to
• 24:03
  show up live. And so literally you sit in these leather chairs in this fancy studio in Las Vegas. And
• 24:08
  you're sitting next to all the speakers. And so people kind of dig, you know, dig that part of it.
• 24:12
  And then we break for lunch. So we have a live lunch in the studio. And that's when you're going to
• 24:16
  have lunch and fuel yourself. And then at one p.m. Pacific, we have about a two and a half hour
• 24:21
  modern real estate summit. And so you buy one ticket. You get real estate and you get
• 24:26
  mortgage. We've got like a Ken De Leonis, the number one buyer's agent in America. He's going to
• 24:31
  do something with God. Shannon Gillette, who's going to talk about Instagram. We had her on a
• 24:35
  couple of years ago. She was really highly rated. She did YouTube back then. And so the modern
• 24:39
  real estate summit's designed, if you do it right, it was kind of fun. I always love it when
• 24:43
  somebody executes at a high level, right? I tried it. I talk about these things. And I never
• 24:48
  know who does what. But Deborah Burden, I just did an exactly what to say certification. And
• 24:53
  Memo Zaz Wehta. I got to make sure I pronounce this name correctly. I loved it. He's been in the
• 24:58
  business for six years. And he's crushing it. He's actually had a busy year last year,
• 25:02
  busier than the year before. And I said, well, tell me some of the things that you did. He's like,
• 25:05
  well, Todd, I took your advice. He said, I filled up a conference room full of real estate agents.
• 25:09
  And we all watched the modern real estate summit together. And so the the morning is for you to
• 25:14
  learn and learn some tactics that hopefully will get you excited to implement to grow your business.
• 25:19
  And then the afternoon, you're going to sit there with your favorite real estate agents.
• 25:23
  It could be just you and one agent watching on your laptop. It could be you and 10 agents
• 25:27
  watching in your conference room. You could go to a title company. Every year, we have a couple
• 25:31
  people who do in a movie theater, which scares me Jeff. My head 40 feet tall. I don't think that's
• 25:35
  good sight. But it's it's a good opportunity. And so go back to my hundred calls, right? I mean,
• 25:40
  that's such an easy thing. If I thought about it till just now, I can tell you I'll probably add
• 25:45
  it to my list. I'll find out what my team is going to do. They'll probably host it. They do it
• 25:48
  every year with a title company. The title company puts it in their office. They buy the food.
• 25:53
  My my team shows up. And it's an invitation to them. Hey, would you join me on March 6th in my office?
• 25:58
  Now the other part is is that you get the recording for at least 30 days when you when you buy a
• 26:02
  virtual ticket. And so you could also do it where you can't see it on the Thursday of the
• 26:08
  six because you're like, Oh, I'm out of town or whatever. And you could just do it the next week.
• 26:11
  And you know, it doesn't have to be live. You could actually watch the recording of it. In fact,
• 26:15
  I was talking to a loan officer today up in Colorado. And I'm going to co-host it with her. We're
• 26:21
  going to actually do a virtual one on Zoom the next month. Or maybe they'll be in person. Who knows?
• 26:26
  But we're doing it together. So that'll be kind of fun. That's awesome. Yeah. So once again,
• 26:30
  it is modern mortgage summit. Go check it out. Whichever of the three options live event virtual ticket
• 26:36
  or virtual 365, which is you get access to the recorded content for the entire year. But I agree
• 26:41
  with you Todd, leveraged opportunity. You know, as you know, that's a lot of what I talk about is the
• 26:48
  one. The many if you can put butts in seats and just get however many agents in a room team up
• 26:53
  with your title affiliate and other people show them this website. If they've got the room,
• 26:58
  like don't let an excuse get in the way of you accelerating your results just like you heard
• 27:04
  from Todd, whether you do the 100 call thing or you put right half a dozen agents or so in a room
• 27:09
  and you be the host of that, you're going to get all the credit. Guaranteed, you're going to get
• 27:13
  relationships and referrals out of that. Well, you must have story after story of results of the
• 27:17
  your coaching students who've come through your program and gotten your content and then gone
• 27:20
  out there in Todd it, right? I mean, you know, I mean, give a good example of that.
• 27:25
  Absolutely. I mean, there's so many, you know what's funny? I've been describing it and this
• 27:28
  is perfect for what you guys are doing with the event as well. I don't know if this works, you tell
• 27:32
  me. So hosting a class or event is like the tip of a spear or how do I combine these two metaphors?
• 27:38
  You think about decorating a Christmas tree, right? On the top is the angel or what I'll call the
• 27:42
  event or the class, but then what else has to go on the Christmas tree? All those ornaments and
• 27:46
  the decorations and the accents and what those are when you're hosting an event is think about all
• 27:50
  the peripheral activities that spin off of that one event. Social media posts, phone calls,
• 27:55
  DMs, reaching out to partners and affiliates and all of a sudden you've got this like beautiful,
• 27:59
  fully, you know, dressed Christmas tree that looks amazing, but guess what? You can keep that up
• 28:04
  the whole year instead of having to take it down because it actually continues to pay benefits
• 28:10
  because now out of that one event you've created this incredible goodwill experience that draws
• 28:14
  people to you. So yeah, I mean, I have an example just the other day from one example,
• 28:20
  Janelle, she's been a member with me, I don't know, four years or whatever. Anyway, she had been doing
• 28:24
  classes over and over and over again. And she gets an email back from a realtor after the class
• 28:31
  that says, hey, I'm sorry, I can't come to your class, but I'd love to talk. Can you grab a phone
• 28:40
  call and she gets on the phone and next thing you know, this realtor whom by the way never met
• 28:44
  this realtor in person ever, realtor has never come to an event ever and says, hey, I have a
• 28:50
  million dollar referral, I'd like to send you. Right, it's reciprocity, right? You're adding
• 28:55
  value to somebody else. So I mean, it, right, you're right, I love the Christmas tree analogy that
• 28:59
  was. That one worked. I love it. If I ever use it, I'll give you credit. We're all looking for
• 29:05
  reasons to overcome our own call reluctance, right? I'm no different than everybody else. I'm
• 29:09
  creating this event to overcome my call reluctance. And so, you know, you have something to invite
• 29:14
  him to, you have something to call him afterwards to check on to get feedback. You know, if they
• 29:18
  didn't show up, you still have the opportunity to call him and talk to him about it one on one.
• 29:23
  And, you know, I feel like, like I said, you know, even the people who ignore my text, I said
• 29:27
  them and ignore my phone call tomorrow, you know, they still saw my name. It's still said,
• 29:30
  Todd Mortgage Guy Bookspan when I phone him tomorrow. And it's still going to mean that the next time
• 29:34
  someone says mortgage, they're going to go, oh, let me look in my phone for that guy. I forgot his
• 29:38
  name, but it says mortgage in my phone. And my team will get the referral. And so, I think it's just
• 29:43
  one of these pieces where, you know, you said, hey, what should people be doing? I mean, do the
• 29:47
  thing that gives you passion, do the thing that makes it easy. You know, I just like the idea you
• 29:52
  got to put yourself in the path of opportunity. And one of the things that I really have enjoyed
• 29:57
  about us doing the modern mortgage and modern real estate summit, we used to run this two events,
• 30:01
  we used to charge separately for them. We said, you know, let's just combine them up. You know,
• 30:05
  make it good. Proceeds go to first home IQ. You know, we partnered up with Kristen Messerley and
• 30:09
  the crew over there for the event. And so we're just really always fired up to give people
• 30:17
  something different, right? It's just to hop away for a day so that you can actually learn.
• 30:22
  And it's a little hard when people are virtual, you know, because I know they're like, oh my gosh,
• 30:26
  my phone's ringing and my dog's barking and you know, all the things that can go on in the world,
• 30:30
  if they're in office, you know, their processor's knocking. But yeah, but I'm going to encourage y'all,
• 30:34
  check it out. I think it's just a great opportunity. We continue to get amazing feedback year after
• 30:39
  year. And I'm kind of excited. This is actually the most new speakers we've had in a long time.
• 30:44
  Yeah. No, I'm a huge fan. Like I said, I think I've been there three times and every time, you know,
• 30:48
  you hand out these notebooks and it's just like page after page after page of notes. And so it's
• 30:52
  like a firehouse of ideas. So if you're listening right now and you're curious, what do you do next?
• 30:58
  You take action. If there's one thing we've heard about Todd, it's about taking action, right? And so
• 31:03
  you go to the link in the show notes or you go to modern mortgage summit.com, choose which of the
• 31:06
  options is right for you. But I'm telling you, don't overlook the opportunity. Todd, you said the key
• 31:11
  thing, which is call reluctance. Now you have a quote reason to call real estate agents buyers agents,
• 31:17
  you haven't talked to in six months, listing agents you close deals with in the last year or whatever.
• 31:21
  Doesn't matter. You're calling extending the olive branch and I guarantee that's a warm call. And
• 31:25
  it's going to go well. And let's say, you know, half of the people show up, right? Well, fantastic.
• 31:31
  Right. Now all of a sudden you've gotten in front of five, 10 people that you wouldn't have
• 31:34
  gotten in front of. And more importantly, you had a conversation. You weren't going to have
• 31:36
  otherwise. So anything else you want to add? No, man, I'm just, I just love hanging out with you.
• 31:42
  So I appreciate you, you give me the opportunity to chat about it. And you know, I think you and I
• 31:47
  could probably talk for six more hours. But I think the people listening probably prefer we don't.
• 31:52
  Yeah, exactly. Guys, you know what to do. We've already said it enough. Links in the show notes.
• 31:56
  Go check it out. Sign yourself up. Get your agents involved. Todd, always good to see you, man. We'll
• 32:00
  see you on the next one. Thanks. Yeah. Take care. Okay. That's it for today's episode. Before we wrap
• 32:04
  up, I just wanted to remind you about my agent classes, your proven system to double your agent
• 32:09
  referrals in just 90 days. Imagine never having to co-call again, instead building real lasting
• 32:16
  relationships with top-producing agents who want to send you business with done for you presentations,
• 32:21
  marketing automation, weekly coaching, it's all designed to make growing your business easier
• 32:27
  and fun. So if you're ready to take control of your agent referrals and grow your income,
• 32:31
  visit mortgagemarketing.pro or check the link in the show notes. And while you're there,
• 32:35
  don't forget to check out the success stories from other mortgage pros who've already seen
• 32:38
  the incredible results. Thanks for listening and I'll see you on the next episode.