Latest / Mortgage Marketing Radio / Ep. 125: How To Cross-Sell Listing Agents and Grow Your Referrals

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Ep. 125: How To Cross-Sell Listing Agents and Grow Your Referrals · 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.
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  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,
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  it can be difficult to stand out and establish meaningful connections.
• 0:20
  Our new case study featuring loan officer Chris Coghill is a must-read.
• 0:25
  This has closed a remarkable 36 million in funded loans from agent referrals.
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  And in this case study, he shares his proven strategies for building strong relationships
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  with real estate agents and leveraging those relationships to drive more business.
• 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.
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  You'll find actionable insights and practical tips that Chris used to close 36 million
• 0:52
  in funded loans from agent referrals and how you can, too.
• 0:56
  Don't miss out.
• 0:57
  Go check it out right now, visit LOKestudy.com and download your free copy today.
• 1:17
  Welcome to Mortgage Marketing Radio brought to you by the Mortgage Marketing Institute,
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  or Number One Source for Truth in Mortgage Marketing.
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  Hey, everybody.
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  It's Jeff Zimper.
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  Welcome to this episode of Mortgage Marketing Radio.
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  Thank you for tuning in.
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  So welcome.
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  Welcome.
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  Welcome to June.
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  It is officially the halfway point of 2019.
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  Question I have for you, like I have for most loan officers that I work with, and that
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  is where are you?
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  Are you on track?
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  Are you where you had planned to be expected to be?
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  Are you ahead?
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  Are you behind?
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  Are you right where you should be?
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  Have you checked it and looked?
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  Now's the time to evaluate.
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  Now's the time to see, hey, we're flying this plane.
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  We've got a destination, right?
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  If I'm a pilot and I'm flying from LA to New York, I got to check in along the way.
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  I got to look at my instruments, my flight plan, am I on track to reach that destination
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  six months from now?
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  This would be a good point to check in and look at your numbers.
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  Look at your closed year-to-date fundings.
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  Look at your average conversion ratios on loan apps to actual funded loans.
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  Start asking yourself questions.
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  Start to notice where things need to be shorted up.
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  Where do you need to put your attention in focus?
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  For most, I will say it simply comes down to the basics of sales activities.
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  If you've been listening to me long enough, you've heard me say, right?
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  If you want to grow your business, it's simple.
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  Two things.
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  That for you.
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  Talk to more people or get better at the people you're already talking with.
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  When I say get better, what I mean is get better at getting them to choose you.
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  Whether that's referral partners, whether that's consumers, and how do you get better?
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  You get better by studying, by getting a mentor, getting a coach.
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  You get better by learning, by getting yourself around other people that raise up your game.
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  If you're going to play tennis, for example, use this old cliche example.
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  If you want to get good at tennis, do you play tennis with somebody who's just as good as you?
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  No.
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  You play tennis with somebody who's better than you.
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  Why?
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  Because they demand more of you, because you need to tap into that area of yourself that
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  maybe you haven't been forced to tap into before.
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  That's why it makes sense to get around the right people who can not only show you the
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  how, tap into your why, give you some of that support, that accountability, and sometimes
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  just call you out on your stuff when you need to be.
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  Sometimes it helps for people to kind of show us the ropes.
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  Give us a shortcut, cut, lay out the roadmap for us, help us see our blind spots.
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  That's what a lot of us have.
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  How can we address all of this at the halfway point of 2019, depending on where you're at?
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  I'd love for you to finish strong.
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  I'm not sure where you're at.
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  I'd love to hear from you.
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  You can email me anytime, podcast at mortgagemarketingradio.com.
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  Where are you?
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  What's your number one challenge right now?
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  What's going well?
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  I'd love to hear feedback from you.
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  If you're looking for a place to raise up your game, to get around people who will hold
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  you accountable, where you will get ideas and strategies in a roadmap and a plan to execute
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  every single week in your local market, with the primary focus on building a relationship
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  based business that's purchased, focused with the first pillar of your business being
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  realtor referrals and by and large by casting a wide net first and then following a proven
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  system and plan to narrow that focus down to the key, the few key strategic realtors that
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  you truly do want to go deep with.
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  How do you do that?
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  You've got to get in front of a lot of agents.
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  You've got to put the law of large numbers in your favor.
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  We do that at the mortgage marketing pro membership by equipping you to get in front of maximum
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  agents in minimum time and convert a healthy percentage of those agents to profitable
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  referral partners, how by teaching agent classes, by getting butts in the seats, delivering
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  an awesome value added presentation that educates realtors that aligns them with you, making
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  you become there go to lender because you are adding more value than anybody else.
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  By the way, that's not just closing alone on time.
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  That's part of it, but today you need to do more.
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  One help, want to learn how to grow your personal brand, want to learn how to get started
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  with Instagram, YouTube, Facebook ads, video marketing, Facebook live, all that more
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  is available inside our mortgage marketing pro membership.
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  You can go look at a brief video I put up, check it out at mortgagemarketing.pro for
• 5:52
  more details there.
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  It might be right for you.
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  I don't know that's for you to decide.
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  Okay, on to this week's show, my special guest.
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  I really thrilled at the opportunity I had to sit down with my special guest at the
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  recent mastermind summit that took place in Vegas about a week ago.
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  My man, Akshay Patel, also known as AK Patel.
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  AK has been, what I loved is that AK actually told me that when he started his mortgage career
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  which is just a mere two, two and a half years ago, he's only 24 years old, speaking of
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  looking for mentors and guidance and somebody extending a hand up to help you up, hand out
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  to help you up.
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  He graciously told me that this podcast was one of the podcasts that helped him navigate
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  his journey to his current status right now.
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  So I'm grateful for that.
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  AK, if you're listening and he and I had a chance to sit down for about an hour at the
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  mastermind summit in Vegas and really just got to know each other really well, I got to
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  know his story and just an incredible young man to have such clarity and confidence at such
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  a young age.
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  It really says a lot about him as an individual, probably his parents as well.
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  But year to date, AK and his team, right, he's got a business partner that he works with.
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  So they're at 40 million for the year.
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  I think that's 67 units that he's done year to date at the six month mark.
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  And so that being only two years as a full-time originator is pretty darn impressive.
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  And what's interesting though is you'll hear AK has got very specific strategies, dialogues,
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  talk tracks and so forth for how to really get significant traction and engagement from
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  local real estate agents, what to say when you call them up.
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  I love some of the scripting and stuff that we go through on this podcast to help you
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  get appointments with buyers agents, cross-cell listing agents, create community and camaraderie
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  and have fun with real estate agents, only work with the ones that are fun, you know what
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  I mean?
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  He talks about his star program that he's got for agents, basically his target list of
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  15 agents has kind of a star diagram of agents that he really wants to go deeper than
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  work with.
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  So the whole process he's got around that, the big takeaway I see with AK here is that
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  he's got standards in terms of who he's willing to work with.
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  And he doesn't sacrifice those standards.
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  There's a certain standard of a type of professional he wants to work with and if they don't fit
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  that mold, A, he doesn't work with them or B, he moves them out and makes room for somebody
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  who does.
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  So I think it really did the conversation we have for such a young person, a quote millennial,
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  where a lot of the hype and buzz is around everything online and all that kind of stuff.
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  So here how he has his building, right, a quote traditional, I hate you then a word
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  traditional because look, what works works.
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  I don't care if it was invented a hundred years ago or 10 minutes ago, if it works, then
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  do it.
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  And by the way, not everything works for all people or works equally well all the time.
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  So I'm always saying you've got to get clear on what works for you.
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  Here's what I know does work consistently.
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  See here's what here's the interesting thing, right?
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  Principles don't change tactics do.
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  One principle that doesn't change in this business is relationships.
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  That will not change.
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  The question is, what are the tactics you used to build that relationship?
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  I wanted to have AK on here today to talk about his tactics for building a strong solid
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  referral based realtor focused referral business, but also we're going to delve into some
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  of the stuff he's doing online as well on social media.
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  So I think you'll enjoy this opposite episode as much as I did chatting with AK about it.
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  And before we go, I got to give you a quick two quick shout outs.
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  If you guys are new listeners to the podcast, I appreciate you.
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  And if you're a long time listener, thank you for being here.
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  I do this for you.
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  It is a labor of love.
• 9:24
  I wanted to give a what I'm starting to do now is actually just read podcast reviews.
• 9:29
  So that for those of you who haven't yet left a review, I sure would appreciate you
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  doing so because that helps me know that we're doing a good job and that helps us reach
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  more people.
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  So here's a quick review for you from Katie Shive.
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  What's up, Katie?
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  If you're listening, Katie says hands down the best podcast out there for mortgage professionals.
• 9:49
  Oh, thank you.
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  As someone who manages marketing for two loan officers, I have come to rely on this podcast.
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  The interviews are always interesting, relevant and packed with gold.
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  Thanks, Jeff, for creating an awesome tool for our industry.
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  Thank you, Katie.
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  Really appreciate you taking a moment to let us know how much impact this podcast is making
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  to you.
• 10:06
  And one last thing before I go for those of you who do want to check out more about the
• 10:09
  mortgage marketing pro membership.
• 10:12
  Once again, you can do that at mortgagemarketing.pro.
• 10:14
  Got to give a shout out to my friend Ben Barrett at first bank.
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  Ben did a class at 48 agents to 10, one class, two brokers asked him to present the class
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  for their office.
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  He immediately got a loan application and a top 10 local agent attended his class.
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  So he's getting a lot of traction fast.
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  And you can learn more about how people are getting great results over at the mortgage
• 10:36
  marketing.pro membership with that said, let's get into this week's show.
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  Hey, Kay, welcome to the show.
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  Hey, thanks, Matt.
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  I really appreciate it.
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  Cool connecting with you.
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  Yes.
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  Really cool connecting with you and just to kind of set it up for the listeners.
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  You and I met in person finally at the recent mastermind summit in Vegas, which was awesome,
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  event awesome to connect with you in person, which leads us here today because you've been,
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  we've been following each other on Instagram and other socials for a while and you do really
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  cool things.
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  But here's the cool, here's, here's why you and I are talking today is because you and
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  I sat down for probably an hour, right?
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  At that table.
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  Yeah.
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  We're having a good conversation.
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  Yeah, man.
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  We talked about like lots of different things, but there were some really some key nuggets
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  that I pulled out of our time together that I thought would be relevant to share with
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  our listeners.
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  So before we get into that, give them just a quick, you know, who's a K, how long in the
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  biz and what's your year today so far?
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  Yeah.
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  Yeah.
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  So I'm, I'll show you a bit, tell them, and next level lenders where you can find me on
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  Instagram.
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  I'm in San Diego, downtown San Diego, I have my own branch over there.
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  Started off in the PRMG and now with easy fundings, home loans, with, you know, Tano Coppadani
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  over here in Rancho Gamuga, I've been in the biz for about, well, I've been originating
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  for about two years, been in the biz for about five years now started off as a intern mortgage
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  intern getting coffee and stuff like that for everyone and went marketing and then processing
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  and did that whole stick and learn kind of everything and then ended up getting a junior
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  LL license and then started just flying after I graduated from college.
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  Year to date, we're just a little under 40 mil, so that's, that's good.
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  That's good for right now.
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  I want to get to about 150 a year.
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  That's the goal.
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  Yeah.
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  Okay.
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  So what jumps out up, you know, to me first about that is, so it's June, when people
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  are listening to this, it's June and so we're at the six months mark, we're 50% of
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  the way into 2019.
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  We've been originating on your own roughly two years, right?
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  Yeah.
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  Okay.
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  And you're already at 40 million for this year already.
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  Correct.
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  So that's a, that's a friggin' like stopper right there.
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  That's like a, hold on, whoa, whoa, whoa, whoa, dudes, two years in, 40 mil.
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  I mean, you know, there's people that have been doing this.
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  By the way, how many units is that roughly just to give people a sense?
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  You're an SD, so.
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  It's not too many.
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  It's like 67.
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  67.
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  Yeah, so it's not too bad.
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  We had a, we got a lot, so I ended up getting in with a few people in Beverly Hills and
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  got a lot of those million price point loans, did a few of the, been doing a lot with
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  fund loans, where we've been doing more of like the stated income type loans and stuff
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  like that.
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  So we've been getting a lot of the 1.6, 2 million, that kind of stuff.
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  And then I have a business partner as well, so that counts in his production.
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  But we do everything kind of like in the branch under my name.
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  Yeah.
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  So I don't want to take all the credit for that.
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  You know, I would say for my personal, but we're probably half, half and half.
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  So personally, I'm probably at right around 20.
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  Okay.
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  All right.
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  Cool.
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  But so how are you able to, you're in San Diego.
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  How are you able to break into Beverly Hills?
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  Through a lot of events.
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  I go to a lot of events like you know, so we met at Mastermind, right?
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  Yeah.
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  I let a, I met a lot of my agents in success summit and top fairy sales edge.
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  A lot of the top fairy events, you know, I go to a lot of those all the time.
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  Yeah.
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  So, I mean, I got in with Douglas Elliman.
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  Oh, yeah, sure.
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  Great question.
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  Yeah.
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  And a few of those guys moved over to the Beverly Hills office and I was friends with them and,
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  you know, played golf with them and kind of did that whole thing.
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  And then they, they ended up kind of sending over deals my way and we were able to extract
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  some people from all that and get referrals and go from there.
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  So I love, I love the idea.
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  Are you attending the top fairy events?
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  I'm going to, I think I kind of know the answer, but I'm going to ask it for the listeners,
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  right?
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  What's your purpose for attending the top fairy events?
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  There's multiple purposes.
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  So for me, it's, it's to show my agents that we always need to sharpen our swords, right?
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  So one thing that I do for success summit and I do it every year and I started it last
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  year.
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  It's not a tradition unless you do it two years ago.
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  And it's, we get a big house and I grab like nine to 12 agents and we, we stay there.
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  We go to, I get somebody to come down last year.
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  I had Austin Zayback, which is, I think he, he works with Cody Spurber and he has his
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  own company, the legacy marketing and he does that whole thing.
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  And I had him come down and, and he kind of hung out with us for a week as well.
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  He runs the Zayback Group in Arizona and he's just a phenomenal guy.
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  He, you know, he does really well in the industry.
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  He does really well in, is an entrepreneur in general.
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  And we had him do like just discussions with us.
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  How do you build your Instagram?
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  How do you, how do you market yourself correctly?
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  How to be a current, how to be a better agent, all that kind of stuff.
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  And so I did kind of like masterminds every night after the success summit.
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  So, you know, that involved us drinking and we had like a pool.
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  So we're just kind of chilling in the jacuzzi or in the pool and stuff like that right after
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  a mastermind ends up fine, you know, and a lot of people just either go to the hotel bar
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  and hang out there for hours or they just go to the room and they don't do anything.
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  And for us to go like everyone take good notes, we're going to go over the notes, we're
• 15:51
  going to have some drinks, we're going to do a little mastermind go over.
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  What was the key points that you guys took from it and kind of turn it into this big
• 15:58
  extra event that you, that you actually absorb everything that you took from that event.
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  So that's something I do every year.
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  We get all their tickets because I'm in Tom Ferry coaching so I get it for a discount.
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  So I get all their tickets and then I get the house and we go over there and we send
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  it and we have a good time.
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  We learn a lot and we come back and everyone's just pumped last year about a videographer
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  with me.
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  So we had a lot of good content come from that.
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  Yep.
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  So all that.
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  And so the agents you're bringing to the Tom Ferry summit are these all existing relationships?
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  I bring it.
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  I bring my key, my key people, which is like about three, four people, three, four guys
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  that send me like a hundred percent loyalty with and then I bring in about the other
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  half or new people for a team.
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  And so how do you find, do you know them at some level before that invite goes out?
• 16:45
  Right.
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  Yeah.
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  It's usually people that know me from Instagram because I had, so I did a video ad for
• 16:50
  the Tom Ferry summit after from the videographer that the video that you did because I was
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  like, I'm going to keep on doing this.
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  So then I did the video ad and I get agents that hit me up and go like, hey, I want to be
• 17:00
  a part of that.
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  How do I, you know, be a part of it?
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  Like well, you're welcome to come by the house, but I mean, why, why do we want, why,
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  what are you going to bring to the, what are you going to bring to the house, what are
• 17:12
  you going to bring to the mastermind?
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  Because I want to make sure that I have people that are, that are actually discussing,
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  they're not just there, I mean, nothing and just kind of, you know, just being a waste
• 17:22
  of space for a lot of better.
• 17:23
  Make sure it's the right, right person.
• 17:24
  Yeah.
• 17:25
  Yeah, you want someone that's going to actually contribute to everything that we're doing,
• 17:29
  right?
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  Someone that's actually going to be there, actually talk in the mastermind, give good
• 17:34
  points, take good notes in the mastermind and be a good time to be around.
• 17:38
  Yeah.
• 17:39
  Exactly.
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  Right.
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  I mean, I'm, I'm a guy that's going to be like very off put and working with someone
• 17:44
  that has a boring personality.
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  Yeah.
• 17:47
  Well, I mean, that's the big lesson, obviously, and working with people who share similar
• 17:49
  values and traits and all that.
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  Yeah.
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  Okay.
• 17:53
  So that I'm just pausing here for a minute because that's a pretty smart, cool strategy.
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  I used to remember back in the day years ago, people were doing that.
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  Like they would rent a bus and go somewhere with agents, you know, golf, golf outing, wine
• 18:03
  tasting, whatever.
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  So it's similar to that concept, but the fact that you're actually combining education
• 18:10
  and, of course, you go to that summit and it's a friggin' rock show.
• 18:12
  You feel great and that you're masterminding after that.
• 18:17
  I'm assuming what comes out of that is, I mean, dude, there's no selling, right?
• 18:21
  It's just, dude, it was awesome, great to see you hang with you and then the next thing
• 18:24
  you know, they're calling you with leads and stuff.
• 18:26
  Yeah.
• 18:27
  I mean, it paid for itself.
• 18:28
  I mean, and that event altogether with success summit tickets and with the house, which
• 18:34
  was $1,500 a night, it was, it was not cheap to get an Airbnb that's for 12 people.
• 18:39
  Right.
• 18:40
  It was like, I think the bill came out to be like $7,500, right?
• 18:44
  But when you dial it back and I got four deals out of it, it's like in the first two deals
• 18:48
  paid for that.
• 18:49
  And then everything else was gravy and there are deals that I probably wouldn't have
• 18:52
  gotten.
• 18:53
  If I didn't do something like that, do it would be a little different.
• 18:57
  And plus the content in itself, I feel is worth it, you know, having the videographer
• 19:01
  there, they felt, they felt good because they were getting followed around with the camera
• 19:04
  and stuff and they're like, oh, I feel, you know, like this is different, I don't usually
• 19:08
  do stuff like this.
• 19:09
  Yeah.
• 19:10
  And they're all dressing nicer and stuff because they want to be on camera and look good.
• 19:14
  Mm-hmm.
• 19:15
  So you're basically, you know, living and breathing, you know, what you preach and how
• 19:19
  you're showing up in social media, it's not fake, it's phony, you're doing that every
• 19:23
  single day.
• 19:24
  Yeah.
• 19:25
  I do that.
• 19:26
  We have a videographer that we have on staff that follows us around and we do video content
• 19:29
  all the time.
• 19:30
  I mean, you've seen it.
• 19:31
  You've seen a lot of that video content because it's important.
• 19:34
  I mean, you do it yourself.
• 19:35
  I know that you do a lot of the video content and stuff like that and you started doing
• 19:38
  more and more.
• 19:39
  Yeah.
• 19:40
  I thought you'd start to do it more and more like, like probably the end of last year,
• 19:44
  you started pushing it more and you're doing that.
• 19:46
  Like, I think there was a one time you're doing like a 30 day challenge or videos or something.
• 19:50
  It was 30 days or 60 or something.
• 19:52
  Thank God.
• 19:53
  It was only 12 days, but 12 days.
• 19:56
  But yeah, so I mean, like that in itself, there's something to learn from that.
• 19:59
  There's a lot of people that don't, that don't want to put themselves out of their
• 20:01
  comfort zone.
• 20:02
  But when you do, you really kind of, you grow, whether all days, 30 days, 60 days, you're
• 20:08
  going to grow in that time span.
• 20:10
  Yeah.
• 20:11
  That's interesting.
• 20:12
  So it makes me think of, I know some of the things I'm doing here locally with agents is like
• 20:17
  and we're going to get into your mastermind concept.
• 20:19
  But to your point is we need to help agents get out of their comfort zone.
• 20:23
  You and I were talking just before record and I was trying to, you know, meeting with
• 20:28
  this small group of agents and putting up a video challenge, right?
• 20:31
  Yeah.
• 20:32
  And yet, you know, still the resistance is there.
• 20:34
  You know what I mean?
• 20:35
  Where it's just like, oh, blah, blah, blah, blah, blah.
• 20:37
  I mean, do you face that?
• 20:38
  And then how do you help realtors get through that resistance of video?
• 20:43
  I bring it into my office and then I put a video in front of them and I don't tell them.
• 20:47
  Exactly what I do.
• 20:48
  What do you mean?
• 20:49
  They just constantly down and you're filming?
• 20:51
  Well, yeah, I have, I have a, so I have the videographer there, right?
• 20:54
  So we ease on staff.
• 20:55
  So he's in the room.
• 20:56
  He's sitting on the couch and then he'll come by and you'll kind of grab like little
• 20:59
  bites, you know, and like take little videos of that.
• 21:02
  And then we'll make a video of us meeting and then we'll do, then I'll just tell them,
• 21:07
  hey, like, just play off of me.
• 21:09
  Let's just have a conversation.
• 21:10
  Accelerator video is not there.
• 21:11
  Accelerator is not there.
• 21:12
  Accelerator is not there at all.
• 21:13
  Let's just have a conversation.
• 21:14
  And then we're going to pivot and then we're going to have you do a few videos for yourself
• 21:20
  so that you can sell yourself to your clients.
• 21:22
  Maybe we can do one for listings, maybe you do one for buyers, maybe we can do one for
• 21:26
  educational tips for everyone, you know?
• 21:29
  And so that's that's kind of what I do with them.
• 21:31
  And then a few of the agents when they're, when they're feeling like comfortable, they
• 21:34
  already been on camera, then I'll go like, let's do a walk and talk video.
• 21:37
  That's way better.
• 21:38
  We live in downtown and we're working downtown.
• 21:40
  Let's go, let's go downtown.
• 21:42
  Let's go grab the guy in front of us.
• 21:44
  Let's go walk.
• 21:45
  Let's talk.
• 21:46
  Let's have a good time.
• 21:47
  Let's go grab a copy of beer or something.
• 21:48
  Yeah.
• 21:49
  And have a good conversation.
• 21:50
  But a lot of the times, and I mean, I'm not in any way endorsing alcohol.
• 21:55
  I do love it.
• 21:56
  But it's liquid courage, you know, I mean, you have a little bit of beer, a little bit
• 22:01
  of whiskey in here.
• 22:02
  Some of that people are going to be more, they're going to, they're going to talk,
• 22:06
  they're going to loosen up.
• 22:07
  Yeah, they're going to be loose.
• 22:08
  They're going to, they're going to talk a little bit more freely and they're going to
• 22:09
  talk to you and they're going to be themselves, they're not going to be as nervous, you
• 22:14
  know?
• 22:15
  Yeah.
• 22:16
  That reminds me.
• 22:17
  You can do a video version of this.
• 22:20
  You might have heard me talk about this in the past.
• 22:21
  The headshot happy hour.
• 22:23
  All the edges need an updated headshot.
• 22:25
  So host a happy hour.
• 22:26
  You got your videographer set up over here with the damn green screen.
• 22:29
  Boom.
• 22:30
  Have a couple of drinks.
• 22:31
  Do your little agent profile video.
• 22:32
  That's funny.
• 22:33
  You said that we actually were thinking about doing some like that.
• 22:35
  There's a place called the Pendry here in downtown.
• 22:39
  And it's got this scenic area, beautiful, great bar and the background of it is just
• 22:45
  perfect.
• 22:46
  So my, my, my business partner, Josh, I was like, hey, what do we just do a happy hour
• 22:51
  up there?
• 22:52
  Give them two free drinks or whatever.
• 22:53
  And then if they want to buy after that and get drunk and like we do that themselves,
• 22:56
  we're not going to pay for it.
• 22:58
  But we have them.
• 22:59
  We give them a headshot and then we just give them that one thing and then we can offer
• 23:02
  them up to do a video with us at our office after and kind of like, kind of like sell a meeting
• 23:07
  almost like sell an appointment to do a video because when we're doing the video with
• 23:12
  them, we offer them to do a video.
• 23:13
  It's more than just like, hey, we want to help you out and get you, get you a video to
• 23:17
  put on your Instagram.
• 23:18
  We also lock in an appointment to sit down with them and talk to them because outside
• 23:22
  of that, you go, you want to grab a copy for 15 minutes.
• 23:25
  I want to tell you how I can help you grow your business as a mortgage lending partner
• 23:30
  for you.
• 23:31
  And then people are like, I already got my mortgage under partners like when you come
• 23:34
  at them as a social media person, sometimes we don't even tell them we're lenders, where
• 23:38
  is, hey, you want to come by our office to the video.
• 23:41
  You can see what they, and then they figure out where lenders by looking at our Instagram
• 23:44
  and stuff like that.
• 23:45
  And then we get a chance to talk and it ends up creating somewhat of a more fluid relationship.
• 23:52
  They might not send the steals immediately, but we're in their, we're in their, their
• 23:57
  sites.
• 23:58
  Yeah.
• 23:59
  We're in the closet.
• 24:00
  I think that the takeaway there is, and this all transitioned into something else.
• 24:03
  I heard you say, the takeaway there is that you're not leading with your hand out.
• 24:08
  Yeah.
• 24:09
  You're not leading with the ask with the intent.
• 24:11
  You're leading.
• 24:12
  There was somebody had the quote at the mastermind summit, I forget what it is instead of your
• 24:16
  hand out or whatever, but you're leading with giving first, right?
• 24:20
  And so that's induces reciprocation right out of the gate.
• 24:22
  Now, this makes me think about something I heard you say, which is, tell me a little bit
• 24:27
  about, there's this idea I heard about you prospecting real estate agents, looking at
• 24:30
  my notes here, when you're calling agents and you get the, hey, you know, we've already
• 24:35
  got a lender.
• 24:36
  I'm all cool.
• 24:37
  I'm all set.
• 24:38
  You say something very interesting.
• 24:40
  Do you know what I'm talking about here?
• 24:42
  Yeah.
• 24:43
  Yeah.
• 24:44
  I told that, that's cool.
• 24:45
  I don't, I don't, I don't want to impede on their business.
• 24:47
  I'm not trying to be your first.
• 24:48
  I'm okay with being a backup.
• 24:49
  I'm okay with being your backup backup.
• 24:51
  But honestly, I want, I want you to know me because you are going to see me on the end
• 24:55
  of a transaction.
• 24:56
  For sure.
• 24:57
  And I'm doing my, my clients do diligence because I want, I want their offers when they
• 25:02
  come in on your listings, because you're a rock star, that my pre-approval is there
• 25:07
  and you know who I am and you trust me.
• 25:10
  And so you're going to be more fluid with my clients and maybe that'll win their offer.
• 25:13
  Yeah.
• 25:14
  I thought that was pretty brilliant, man.
• 25:16
  What's your take rate on, on that offer?
• 25:19
  Almost like I would say like 80% for the most part, it throws them off.
• 25:22
  Yeah, yeah.
• 25:23
  For sure.
• 25:24
  A lot of time.
• 25:25
  I don't ask for a lot of time.
• 25:26
  And it's, and it's almost like a, it's almost like a cocky confidence, you know, like
• 25:31
  you're saying that I know for a fact that my pre-approval is going to end up on your
• 25:35
  desk very soon.
• 25:38
  And your rock star, because you know you're going to get a lot of listings and a lot of my
• 25:43
  buyers are going to want your listings.
• 25:45
  I really love that.
• 25:46
  I mean, you could play that, you know, play it further out too where like my head is thinking,
• 25:49
  you know, I know that you're going to see what pre-approval come on on the other side
• 25:52
  of a listing that you're working on.
• 25:54
  And I want you to feel 100% confident that when you see my name on that pre-approval, you
• 26:00
  know you've got a rock solid deal.
• 26:02
  That's the way to do that is let's grab 15 minutes, 30 minutes, whatever.
• 26:05
  So we can, you know, if you even say this, I want to get to, I want to meet other like
• 26:09
  minded professionals, top producers in the market, it makes sense that we network with
• 26:13
  each other.
• 26:14
  Yeah.
• 26:15
  Exactly.
• 26:16
  And it makes them feel good.
• 26:17
  It makes them feel good about you and everyone's kind of open for 15 minutes.
• 26:21
  I'll even, if they're saying no, they're like, all right, well, how about a 15 minute
• 26:24
  Zoom call?
• 26:25
  Uh-huh.
• 26:26
  Just so you can see my face, you can really face it in, because the phone call's not going
• 26:29
  to do much.
• 26:30
  All right.
• 26:31
  So while we're on this thread right here, do you do any other things like cross-selling
• 26:34
  listing agents during transactions, stuff like that by cross-selling listing agents?
• 26:38
  What do you mean?
• 26:39
  So I mean, you are handling the buyer transaction and you're using that transaction to sell
• 26:44
  the listing agent.
• 26:45
  Yeah.
• 26:46
  So a lot of the times when it's sometimes my agents and I'm, and it's, it's almost like
• 26:51
  the same thing when you're, when you're doing a dual representation, right?
• 26:54
  On the seller side of it, when you're in real estate, that you want to, you have a buyer
• 27:00
  and then you, or you have a listing and then you have to do your due diligence to your
• 27:04
  listing.
• 27:05
  But then you also grab the buyer and you have to be your due diligence them.
• 27:08
  But it's more geared towards the listing, right?
• 27:11
  All right.
• 27:12
  So my thoughts are like, all right, well, when I'm working with a buyer's agent, I kind
• 27:15
  of get there, feel with it.
• 27:17
  I ask them first out of respect, hey, are you okay with me pursuing this agent's business
• 27:21
  during this transaction?
• 27:24
  That means I'm going to give them a lot of updates.
• 27:27
  They're going to know a lot about the transaction and I don't want to impede on your negotiations
• 27:31
  because some people and, you know, like some people that I know that I've worked with,
• 27:36
  they're just don't talk to listing agent at all.
• 27:38
  I want to be the one to talk to them.
• 27:40
  And so like it's, it's like, I'm not going to lose a buyer's agent because I'm trying
• 27:44
  to get one or other person's business.
• 27:45
  You know, I can get that person's business after.
• 27:48
  And so a lot of the times I suppose it ends up being actually because they want me to
• 27:51
  be on their side.
• 27:52
  They don't want to feel like I'm on the listing agent side or anything like that, you know,
• 27:56
  and I get that.
• 27:57
  And so after the transaction or at the beginning of the transaction, when I first call them,
• 28:02
  they always make an initial, everyone should make an initial phone call when you send
• 28:05
  in the offer to introduce yourself, make them feel comfortable.
• 28:09
  And then you talk to the listing agent, you tell them, hey, Mr. and Mrs. Listing agent,
• 28:12
  my name is actually Patel, I'm working with so and so a buyer with this agent.
• 28:16
  I wanted to make sure that you knew how qualified my buyers were, how awesome they were and
• 28:20
  how much we're going to be able, how quickly we're going to be able to close for you guys.
• 28:24
  And I wanted to make sure that I know all the details of the transaction.
• 28:26
  So we're good to go.
• 28:27
  Also, I want to just really quick, keep a little nugget in your ear.
• 28:32
  If I can do this in X amount of time and ensure that you get X amount of updates,
• 28:39
  will you be open to meeting me for coffee after just a quick and easy, like,
• 28:44
  ask for and I mean, that's probably like a 50, 50 shot.
• 28:50
  A lot of them are like, oh, you know, that's, that's cute, but some of them are open
• 28:57
  to it.
• 28:58
  I haven't heard that before.
• 28:59
  Nice one, but yeah, but some of them, some of them are like, you know what, I'm open
• 29:03
  to it.
• 29:04
  And they're sometimes they're blowing smoke up your skirt and sometimes they're not.
• 29:07
  Hey, well, you know, if you got a 50% worth, you know, every time you laid a dollar
• 29:10
  down in Vegas, right?
• 29:11
  And 50% of the time you got a dollar back or two bucks back, right?
• 29:14
  That's a pretty good ROI.
• 29:15
  All right.
• 29:16
  Well, that gets you in front of listing agents, right?
• 29:21
  Yeah.
• 29:22
  And I actually do like working with listing agents because there's more content to be made
• 29:25
  that way.
• 29:26
  And so that's, it's good because I mean, when you have, you have the ability to kind of
• 29:30
  go like, hey, I'm gonna get this video done for you.
• 29:32
  I'm gonna have my videographer do draw jobs of your listing and take the pictures and
• 29:36
  everything for you and just put me on this cross-qualifying lender.
• 29:39
  All right.
• 29:40
  So you hit on something there.
• 29:41
  Okay.
• 29:42
  Let's not let that fly by.
• 29:43
  Yeah.
• 29:44
  Put me on as cross-qualable as as lender.
• 29:45
  Let's first of all, explain for those people who didn't catch that or need a little explaining
• 29:50
  what that is and how you actually get that done and what percentage of listing agents
• 29:53
  are willing to do that.
• 29:55
  Yeah.
• 29:56
  So I think 100% of listing agents are willing to put someone on there as a cross-qualifying
• 29:59
  lender made all, all offers that come in must cross-qualify with my lender.
• 30:04
  And the way that you sell it is, hey, I don't want you to waste any of your time.
• 30:08
  Just like a little extra added thing.
• 30:09
  I do this with bizbos as in treat them as like listing agents when I when I first started
• 30:13
  that called bizbos up and I let them know like, hey, you're not represented by a listing
• 30:17
  agent.
• 30:18
  You're not represented by anyone.
• 30:19
  You're not really protected here.
• 30:20
  Yeah.
• 30:21
  But I know the last thing that you want to do is waste your time.
• 30:24
  That's probably waste your time or your money.
• 30:27
  So how about I go on you tell everyone that comes in that that sends in an offer that
• 30:32
  they have to cross-qualify with me to make sure that they're good to go so that you don't
• 30:37
  put in any bad offers or anything like that on your property so that you don't have to
• 30:42
  get into escrow and then end up it falling out and then now your bizbos looks even less
• 30:46
  attractive.
• 30:47
  And then, you know, and it's like, and they're like, what's the catch?
• 30:50
  It's like, there's no catch.
• 30:51
  I don't, I'm not, I don't cost anything.
• 30:53
  The only thing that I do is help you out.
• 30:55
  Yeah.
• 30:56
  I mean, in the hopes that maybe you want to work me on your next purchase or if someone
• 31:00
  comes in without a lender and then just kind of walk off the streets, well, then I can
• 31:04
  get first kick at it.
• 31:06
  How did that go when you were doing that?
• 31:09
  I got probably like 20% of bizbos.
• 31:10
  Let me do it because a lot of them just put down the phone before I even had a chance to
• 31:13
  talk to them because they've been getting called by 276 Realtors all day, you know?
• 31:17
  Yeah.
• 31:18
  So it kind of ruins it.
• 31:19
  But, but on the listing agent side of the cross-qual, I think like 100% of them will
• 31:24
  take it and the reason why it's important is because you just trying to sell them on
• 31:28
  I don't want to waste your time and you're able to sell me to your list, your seller.
• 31:35
  But that way I've gotten a lot of buyers from that because the seller, I try to make sure
• 31:40
  that I have them explain in the listing presentation why I'm going to be a part of the transaction.
• 31:46
  Even if I'm not there, they're lender.
• 31:49
  You're having the listing agent explain that to who?
• 31:52
  The seller.
• 31:53
  The seller, really.
• 31:54
  It's like a value out in your listing presentation, right?
• 31:57
  Yeah.
• 31:58
  It's a value out.
• 31:59
  Hey, by the way, every offer that comes in, we're going to make sure or triple check
• 32:02
  it with my lender and make sure that they're good to go.
• 32:05
  If they have a pre-approval, great.
• 32:07
  But to me, it's just white noise, unless it gets a check mark by my lender.
• 32:13
  Yeah, unless that realtor knows and trusts that lender which in some communities may happen.
• 32:18
  I love this concept.
• 32:19
  I want to hang out here for a second because it's interesting when I was selling my house
• 32:22
  back in Orange County, I actually asked the listing agent who's the top agent in that
• 32:27
  county sold like 60, 70 homes or something.
• 32:30
  Right.
• 32:31
  It's a rock star.
• 32:32
  I asked him if he would be open to doing that.
• 32:36
  And basically, his answer was basically no, to be honest with you.
• 32:40
  For a cross-qualify lender?
• 32:41
  Yeah.
• 32:42
  Basically, when he got an offer in, I said, do we want to have this offer pre-approved
• 32:47
  cross-qualled by your lender?
• 32:51
  I know this comes up sometimes, but his answer to that was he doesn't feel that that's
• 32:55
  appropriate or necessary because the agent on the other side, he knows very well and trusts
• 33:00
  and has actually worked with that lending institution before.
• 33:03
  So he was like, I get what you're asking, Jeff, but I think in this situation, not necessary.
• 33:07
  Yeah, no, I just haven't put on MLS.
• 33:10
  Sometimes there's ways like, I mean, I've been on it before, where I even tell the agent,
• 33:15
  where I even tell my buyer's agent, I'm like, dude, I know that guy, I know who works with,
• 33:19
  and that guy knows what he's doing.
• 33:21
  Yeah, okay, good, perfect.
• 33:22
  Now, let's roll back, though, because I've talked about this concept a lot.
• 33:25
  As a matter of fact, I got to credit my old homey Walter Sanford from Long Beach, California.
• 33:29
  I don't know if you know that name at all.
• 33:30
  No, I don't know.
• 33:31
  Back in the day, one of the old school coaches, he used to sell a house a day every day for
• 33:37
  almost 10 years.
• 33:38
  He did that up in Long Beach.
• 33:40
  Rockstar.
• 33:41
  Anyway, I used to have him come and do a lot of my seminars for agents, right?
• 33:44
  Back in the day.
• 33:46
  And he started teaching these strategies, so picture this, imagine like somebody like Tom
• 33:51
  Ferry, maybe not as big, sorry, Walter, if you're listening, but it's got a pretty big
• 33:56
  name.
• 33:57
  You have to fly in to give a seminar to 100 agents, and he's saying, you need to write
• 34:01
  Jeff in and do a cross call and I, boom, right?
• 34:04
  Just blow up.
• 34:05
  Yeah.
• 34:06
  Now, when I've talked about this idea to loan officers that are listening right now, yes,
• 34:09
  you know who I'm talking about.
• 34:11
  I get a variety of responses, I get, ooh, push back, ooh, I don't know if my agents would
• 34:16
  go for that.
• 34:17
  Oh, wow.
• 34:18
  But I mean, what's the, what's the harm in asking, though?
• 34:22
  There's no harm in asking.
• 34:23
  If you ask, you might get it, you might not, but it's not like I hurt you to ask them
• 34:28
  and say, like, hey, do you mind putting me on as a cross-qualifying lender on your, but
• 34:31
  you just don't, you don't go like, can I be a cross-qual on your, on your listing?
• 34:35
  Please?
• 34:36
  Like that's, that's just being like, why, why do you want to do that?
• 34:38
  But hey, you come at it as a value add to them presentation, and it, exactly.
• 34:43
  It's all about presentation, how you sell it, like selling, a cross-qual is a product
• 34:48
  that we sell, just like a conventional loan is a product, an FHA is a product, VAs
• 34:52
  is a product, it's a product that's a service that we offer to agents.
• 34:57
  And so, and so it's like, how do you sell it to them?
• 35:00
  Right.
• 35:01
  What's the value to them?
• 35:02
  And that's why I like the way you positioned it, and this is where I think a lot of L.O.'s
• 35:06
  and like, you and I went to the mastermind training, we heard some, some brilliant scripting
• 35:10
  and dialogue in there from, from, from people.
• 35:13
  And I think it's kind of a law start, right, where so many L.O.'s are falling into the
• 35:17
  rate, quote, jockey situation, 30 year fixed, five, whatever, and it's like, no, dude,
• 35:23
  there needs to be a full on customer experience, referral partner experience.
• 35:26
  Yeah.
• 35:27
  You know, so let's, let's keep playing this out here.
• 35:30
  You're approaching a realtor with this cross-qual pitch.
• 35:33
  How do you, just a brief version, how do you pitch that to them?
• 35:36
  What's the value to them?
• 35:37
  The value to them.
• 35:38
  So I, this is how I would go about it.
• 35:41
  Mm-hmm.
• 35:42
  Hey, Mr. and Mrs. Listing, I, I know that you're going to be getting this new listing.
• 35:46
  Awesome.
• 35:47
  Great job on it.
• 35:48
  By the way, I have a few different products that can help you out with, with, uh, getting
• 35:50
  you a video on the house and pictures and all that kind of stuff.
• 35:53
  One thing that I do always ask a lot of my listing agents and the reason why I ask it is
• 35:57
  because I like to save you guys time because time means that you guys get to go out there,
• 36:01
  get more prospects and maybe bring you some more loans.
• 36:04
  So selfishly and selfish, selflessly, you're going to help out your client and you're going
• 36:08
  to help me out at the same time.
• 36:10
  I want to do a cross-qual on your property so that whenever you guys get anyone that comes
• 36:14
  in, I will know for her fact, look at it and make sure that that one's not going to
• 36:19
  fall out.
• 36:20
  Because a lot of people miss very small details that can blow up at the end like a large
• 36:26
  deposit on a bank account that could, if they can't source it, well, then guess what,
• 36:30
  the underwriter is not going to fund it.
• 36:32
  Yeah.
• 36:33
  And something, something as simple as a gap in employment on an FHA that they didn't
• 36:37
  account for and are they working enough after to be able to actually get that loan?
• 36:42
  Are they accounting for that?
• 36:43
  Do they know what they're doing?
• 36:44
  Sometimes, yeah, they do know what they're doing and I know the other lender and I want
• 36:47
  you to have to look at his loan.
• 36:49
  I'll be able to say like, hey, I know that guy, he's awesome, go ahead.
• 36:52
  But I know that when I was first starting and I was going against a cross-qualifying lender,
• 36:58
  it wasn't ever in a place of hostility, it was at a place of like, hey, I'm just trying
• 37:02
  to help them out.
• 37:03
  So you've had that done to you in the reverse?
• 37:06
  Yeah, but it's always, it's never on up, the wrong way of going about it is because
• 37:12
  you want to steal the loan.
• 37:14
  That's just a dick move.
• 37:15
  Excuse me.
• 37:16
  No.
• 37:17
  So it's right up.
• 37:18
  It's honestly like, you can't don't steal someone's loan if they worked hard for it to get
• 37:23
  that loan just by going like, by undercutting them, you know, like people will go, oh, you
• 37:27
  know, he's giving you a 4% rate, I can give you 3.8.
• 37:30
  Yeah.
• 37:31
  Like, look, I built the report with the client, I did all this stuff, the reason I'm cross-qualifying
• 37:34
  with you is because you're listing agent hasport.
• 37:36
  Right.
• 37:37
  I was like, you're going to really, you know, you're going to really shank me just because
• 37:40
  my client wants that house.
• 37:42
  You know, the only time it's, it's, it's okay to take the loan is when they don't have
• 37:45
  a lender.
• 37:46
  Yeah.
• 37:47
  Or you can see it.
• 37:48
  Or if the lender doesn't know what they're doing.
• 37:51
  Or if their lender is like an online lender and, you know, we don't really care for online
• 37:56
  lenders.
• 37:57
  Or if their lender is Zillow Mortgage.
• 37:58
  Right.
• 37:59
  Yeah.
• 38:00
  Let's bury them.
• 38:01
  Well, and they're probably doing a half-ass job anyways.
• 38:05
  So Zillow will never be a sponsor, I guess.
• 38:07
  But anyways, I know.
• 38:08
  That's how I sell.
• 38:09
  I sell it as a value add, I sell it as a way for me to kind of like, I always, I always
• 38:13
  use the word selfishly, selflessly being selfish.
• 38:16
  Yeah, yeah, yeah.
• 38:17
  Because I want to get something back for me, but I also want to help you out in the same
• 38:20
  time.
• 38:21
  Well, and the thing I want to, again, I don't want to be the, you know, the dead horse.
• 38:24
  But again, I, you know, because I've brought this up on so many occasions with loan officers,
• 38:29
  what this is indicative of who you are, AK, as a mortgage loan professional is, first
• 38:35
  of all, you have a lot of confidence in yourself and your ability and your skills.
• 38:38
  And secondly, you convey that to your realtor partners.
• 38:42
  So that immediately, probably, you probably don't work with a lot of weenie head agents.
• 38:47
  I'm assuming.
• 38:48
  No, no, no, I've fired a lot of agents in my first year and, you know, people were
• 38:53
  kind of like, why would you fire into giving you deals and stuff like that?
• 38:55
  Well, the thing is, is like, you can't grow unless if you have these like agents that
• 38:59
  are holding you down, taking a lot of your time.
• 39:01
  It's like, it's like, okay, if you can, if you can spot a rock star and you know that
• 39:05
  they're worth your time, all day long, some of my best agents are brand new agents that
• 39:10
  I get in there, they have the confidence that are ready to go, they just need the tools
• 39:14
  to be able to go out there and actually get it and send it and bring, bring stuff back home.
• 39:19
  But there are agents that I've worked with that I've done door knocking with for four
• 39:22
  hours, just to build the report, right, that open houses with multiple times.
• 39:25
  I mean, I skin my knees on all these, all these people.
• 39:28
  All right.
• 39:29
  Time out.
• 39:30
  Time out.
• 39:31
  What are you doing?
• 39:32
  Door knocking?
• 39:33
  What are you talking about, man?
• 39:34
  Dude, that's how I started my business.
• 39:35
  I started my business by door knocking for refinances.
• 39:38
  That's how you told me that.
• 39:40
  That was crazy.
• 39:41
  Yeah.
• 39:42
  So I got a first couple of my loans.
• 39:43
  I was just door knocking for refinances in my neighborhood.
• 39:46
  So I love this because we're, we're, this is going exactly where I wanted it to.
• 39:49
  All right.
• 39:50
  So the cross cross call thing, people listening, test it out, try it.
• 39:53
  Get your script, get your value prop down and start testing it out with strong agents,
• 39:57
  that weak ass agents, agents who want like, like back to Walter Sanford.
• 40:01
  When he taught me that, I kind of had the same kind of reluctance.
• 40:04
  And here's what he said to me.
• 40:05
  He goes, Jeff, one of the number one things agents want, good agents is they want iron fisted
• 40:10
  client control.
• 40:12
  That's what they want.
• 40:13
  And so they want the certainty that that transaction is going to close.
• 40:16
  So if you can help deliver that certainty, if it's the right agent, they're all in on
• 40:20
  that.
• 40:21
  Yeah.
• 40:22
  All right.
• 40:23
  Cool.
• 40:24
  Instagram, getting deals from social media, blowing up, living large, boop, boop, boop,
• 40:30
  door knocking.
• 40:31
  Door knocking.
• 40:32
  Door knocking.
• 40:33
  Is that stuff work?
• 40:34
  It does.
• 40:35
  Okay.
• 40:36
  So that's, that's how I started all my, all my first, my first ones.
• 40:39
  I mean, I'll be sarcastic, right?
• 40:40
  Yeah.
• 40:41
  I was 22.
• 40:42
  But I was 22.
• 40:43
  I mean, like people don't, people don't go out there and do the basic stuff.
• 40:46
  Those one, one thing that I tell my agent all the time, they're like, hey, man, I want,
• 40:49
  I want to know how to get these Facebook leads and we're going to get these Instagram
• 40:52
  leads because I don't want to go out there and do open houses anymore.
• 40:54
  I don't want to be door knocking anymore.
• 40:55
  I don't want to look.
• 40:56
  I'm like, yeah, I'm like, why, why are you in a real estate agent?
• 40:59
  Right.
• 41:00
  Right.
• 41:01
  If you're not door knocking, you're not doing open houses, you're not doing any of that,
• 41:03
  any of that stuff, not prospecting, not down for dollars, don't be a salesperson because
• 41:08
  you have to go in prospect.
• 41:09
  That's, that's where bread and butter and I was just telling you, it was, I just hired
• 41:13
  a new assistant.
• 41:14
  She's awesome.
• 41:15
  And she's, she's getting training right now.
• 41:16
  I'm actually here in Redshift with the manga.
• 41:17
  I'm not in San Diego, but I was just telling her I was like, honestly, the reason why I have
• 41:22
  used, because I've been getting like, just been to into my files, I haven't been able
• 41:25
  to go out and doorknoc, I haven't been able to go out and dial like for five hours and
• 41:30
  just hit refinances all day.
• 41:32
  Like while she's been working on my files, I, you know, grab four new refinances in the
• 41:36
  last two days just by calling people, it's just easy, you know, and people don't think
• 41:40
  that it works.
• 41:41
  They're like, oh, who's going to, if you go consumer direct, you're never going to get
• 41:43
  anything.
• 41:44
  You have to go to real estate and be like, no, you can, if you, you can always get deals
• 41:48
  as a mortgage lender because we have refinances and we have reversed mortgages and they pay
• 41:54
  out way more than refinances do and there's a bunch of them out there.
• 41:59
  And the best way to get them are to talk to these Trans-America, Prime-America guys because
• 42:03
  they're going to hit you up.
• 42:04
  They want you to work with them and all that kind of stuff, but all of their clientele
• 42:08
  are 65 plus because they're doing life insurance and all that kind of stuff.
• 42:12
  Right.
• 42:13
  Right.
• 42:14
  As long as it, as long as it's a good deal, yeah, I mean, yeah, yeah, yeah, yeah, for
• 42:20
  do you share your responsibility 100% okay?
• 42:23
  So door knocking, is that something you still do or I'm not around to it as much, but
• 42:28
  I mean, so when I first started, a lot of the reasoning behind door knocking was going
• 42:32
  out with new agents, having them feel more comfortable going out and door knocking
• 42:37
  because they have someone there with them, they're not bored.
• 42:40
  The same thing with open houses, you know, I was just like, that's how I kind of sold
• 42:43
  myself an open house is to, hey, do you want me to be there just in case you get bored
• 42:47
  or no one comes through, I would love to, you know, just get to know you a little bit,
• 42:51
  you know, and like some people were just like, yeah, I mean, I last, last we didn't have
• 42:53
  anyone come in.
• 42:54
  And then when they have another dud, then I go like, hey, what if we kind of fix the criteria
• 42:59
  a little bit on your open houses and try to find something that's hot to the market or
• 43:03
  someone that's on your team or something like that.
• 43:05
  But on the door knocking aspect, you get three hours of undivided attention with this
• 43:10
  agent.
• 43:11
  You know, and you get to, and you get to show them that you're ready to pound the pavement
• 43:15
  with them literally.
• 43:17
  And instead of being the guy that's behind the desk that answers the phone and, you know,
• 43:21
  springs up when they, when you say the word loan or pre-approval, you know, talk about
• 43:26
  building loyalty too.
• 43:27
  Yeah.
• 43:28
  All day long.
• 43:29
  That's when you get out there sweating in the summer, getting bit by dogs with me, man.
• 43:32
  I'm going to always pray for him to get a deal.
• 43:34
  And I'm dark.
• 43:35
  I retain heat.
• 43:36
  Dude, I sweat, I sweat like crazy.
• 43:39
  I'm Indian.
• 43:40
  I'm hairy.
• 43:41
  I guess I got sweaty.
• 43:42
  It's not good.
• 43:43
  Like, and I even tell him like, like, can we go a little bit earlier in the morning when
• 43:47
  there's a little bit of a crisp cooler?
• 43:48
  Thank God I'm in San Diego, though, I would not even touch door knocking and where I'm
• 43:55
  at right now in Riverside County, dude.
• 43:56
  There's no way.
• 43:57
  Well, I don't want to hang out here because I just want to make kind of a closing
• 44:01
  point here.
• 44:02
  I think I've been frustrated because, and I'm sure you've seen this, there's a lot
• 44:06
  of people, depending on who you follow out there, it's like, you know, you can't do business
• 44:10
  this way.
• 44:11
  Like, the people talk about how door knocking is dead.
• 44:13
  For instance, somebody shared a story recently about an agent who knocked on their door and
• 44:19
  the other person in the house, you know, opened up the door and let's face it, the story
• 44:24
  was shared in that there was a bad script and the door got slammed in this agent's face.
• 44:29
  And the message was, you moron realtors still doing business that this way, are you completely
• 44:33
  out of touch?
• 44:35
  And my immediate answer was, gee, that person sounds pretty rude to be slamming the door
• 44:39
  in somebody's face like that.
• 44:41
  Number one, number two, this is my big tagline about marketing is what works in marketing?
• 44:46
  Everything works some of the time, but not everything works equally well for everybody
• 44:50
  or in every area.
• 44:51
  So you got to get clear on what works for you and your area, you're probably not going
• 44:55
  to go door knocking in downtown San Francisco.
• 44:58
  No, no city, yeah.
• 45:01
  Yeah, I mean, in those areas, you're better off doing something like a, like a Facebook
• 45:05
  ad and just kind of being in everyone's phone and getting those like little, I forget
• 45:09
  what they're called.
• 45:10
  They're like these little like, these little tags that you put in your, your pocket and
• 45:14
  whenever you enter a room, your virtual business card goes on everyone's phones that are in
• 45:19
  the area.
• 45:20
  So like, it like blasts out into like, so like people are in Starbucks, they turn the
• 45:24
  thing on and bam, like everyone gets like a little message on their phone.
• 45:28
  And it says, auction Patel, next level lender is in the area, have you been thinking about
• 45:32
  buying a house?
• 45:33
  I haven't heard of it.
• 45:34
  And then it has your picture on it and you could just be sitting there, you know, if you
• 45:41
  want to talk lending, come on over to me, man.
• 45:44
  Yeah.
• 45:45
  The brown guy in the corner.
• 45:47
  That was awesome.
• 45:48
  I love it.
• 45:49
  Like that would be better suited for a place to San Francisco or like those little hubs
• 45:53
  that you can do in Facebook where you do like a, like it's a mile radius or you can even
• 45:57
  do like a neighborhood.
• 45:58
  And I was telling them like, door knocking is very good if you do it smart, right?
• 46:02
  If you do, if you do knock and you also do, you also do mailers with Facebook ads in
• 46:08
  the neighborhood that you're door knocking in, that's complete coverage.
• 46:11
  You're blanking in that neighborhood and they're going to be, they're only thinking
• 46:14
  about you because your Facebook, when they open their phone, you're in their mailbox
• 46:18
  when they check their mail and you're at their door when they're at home.
• 46:21
  And so it's like you, you kind of hit them in all different areas and then guess what
• 46:25
  you're doing like Instagram ads to your, and they're, you're an Instagram, they can't
• 46:28
  get away from you.
• 46:29
  It's shocking.
• 46:30
  Carpet bombing.
• 46:31
  Exactly.
• 46:32
  Exactly.
• 46:33
  Just guerrilla warfare.
• 46:34
  Dude, that's so you just go in there and you, and you completely blow their mind with
• 46:38
  how much you're around and they, they might be annoyed by you, but it works.
• 46:42
  You know, like a lot of times I start with, you know, I was really annoyed with how much
• 46:46
  you were contacted me, but at the end of the day, no one else really works for my business
• 46:50
  and you made me feel a little special.
• 46:51
  Right?
• 46:52
  Yeah.
• 46:53
  Yeah.
• 46:54
  It's like who wants it the most, you know?
• 46:55
  Yeah.
• 46:56
  They feel like little schoolgirls that are getting chased around by all the popular kids
• 47:00
  that they have.
• 47:01
  All right.
• 47:02
  So what is your primary source of business right now?
• 47:04
  My primary source of business right now is realtors, realtors for us.
• 47:08
  How many realtors roughly do you, do you break them into different tiers or how do you structure
• 47:12
  realtor relationships?
• 47:13
  I don't core model it.
• 47:15
  I built out my own model.
• 47:17
  It's called the start 15.
• 47:19
  So I have 15 agents that I, that I focus on primarily to build them up to all get them
• 47:23
  up to my, my, I want to get to 300.
• 47:27
  So my thing is like, okay, well, how do I get 300 units?
• 47:30
  Well, if I can get all my agents up to like 25, 30, 30 deals, then I'm going to, I'm
• 47:36
  going to reach that goal, you know, if I can get them there and then the way that I kind
• 47:41
  of think about it is like, all right, if I can get them even higher and I account for
• 47:45
  like 50% of the clients go to someone else because they just come in or a bank takes them
• 47:49
  or they shop me or something like that, right?
• 47:52
  If I can get my agents to be rock star agents, close three to four loans or three to four
• 47:56
  deals a month, each and every one of them.
• 47:58
  And I focus in and I just go narrow and I go, you know, deep instead of going wide, then
• 48:05
  there's a lot more loyalty, there's more fun here.
• 48:09
  Yeah, yeah.
• 48:10
  I still do all this stuff where I'm just kind of, I know everybody here, like I'm still
• 48:13
  doing the phone calls to new agents and my agents even asked me this, why are you calling
• 48:19
  other agents?
• 48:20
  I thought you only wanted 15.
• 48:22
  I said, that's a very good question.
• 48:24
  I told you that my thing is I want to make sure that they know who I am and I'm not like
• 48:29
  digging around here.
• 48:30
  I really want them to know who I am because when our client puts an offer on their house,
• 48:36
  we get that accepted, which means I get another escrow, which means you get another paycheck
• 48:39
  as well.
• 48:40
  So I was like, so, so let me do my dials.
• 48:43
  We call them, don't have any, I'm not cheating on you, you know, other than with 14 other
• 48:48
  people, but that's what I'm only cheating with 14 other people.
• 48:51
  That's it.
• 48:52
  I'm not cheating with anyone else.
• 48:54
  And yeah, we get sprinkles of people like sending us bills from those guys.
• 48:58
  But that's like, that's like extra business.
• 49:00
  We don't have to do anything for that business.
• 49:02
  We're not, we're not invested in that agent.
• 49:03
  So if they send us a deal, then we're like, yeah, cool, whatever, we'll take the loan.
• 49:07
  How do you identify your initial star 15?
• 49:10
  Is that, does that have been flow based on engagement?
• 49:14
  It's, we dial it down to production per the first year we've worked with them.
• 49:20
  We do quarterly meetings with them.
• 49:21
  Let me back it up first.
• 49:23
  How do you even identify who you want to add to that list?
• 49:26
  So we kind of go through, we have a way to look up our agent's numbers, production,
• 49:31
  production.
• 49:32
  Yeah, production.
• 49:33
  What's your minimum, by the way, sorry to keep interrupting what I want to make sure
• 49:35
  I can bam, bam.
• 49:36
  So the way that we went down was you have, if you're a brand new agent in the first six
• 49:41
  months, you have to have at least two deals done.
• 49:44
  And that, in my mind, that gives you three months to get ready.
• 49:47
  And that means that you're actually working and then you probably have some in the pipe
• 49:50
  as well.
• 49:51
  You got them in the hopper.
• 49:53
  And that's when they're right for the picking.
• 49:54
  They're like, no one's really going after them just yet.
• 49:56
  They're still, we only do two deals this year, but they've done it in a six month time
• 50:00
  span.
• 50:01
  You know, and then the other way is if you've been in the industry for a year, I want
• 50:05
  to see that you've done six.
• 50:06
  If you've been it for two years, I want to see that you've done 12 in one year.
• 50:10
  And if you've been in it for three plus, you have to be doing 15 plus.
• 50:14
  And so that's kind of how we go about it and how we think about how we want to bring
• 50:18
  the agents on.
• 50:20
  And in that way, we, because we invest a lot of time with them, we send out a business
• 50:23
  plan to them before we do our meeting.
• 50:26
  And then we have them fill it out 17 pages long.
• 50:28
  We built it ourselves.
• 50:29
  It goes deep dive into it.
• 50:32
  And then once you, once they fill it out, they bring it to the, they bring it to the table.
• 50:36
  If they did not fill it out, they'd not do it.
• 50:38
  We end the appointment right there.
• 50:40
  We go like, hey, we expected you to do this.
• 50:42
  You didn't do it.
• 50:43
  That's so we're not going to be a good fit.
• 50:45
  We already don't have enough accountability.
• 50:47
  And then the other is, all right, let's pause right there.
• 50:50
  So we got listeners wondering how many agents, you know, because the thought in people's
• 50:54
  heads is you get agents to fill out a 14 page business plan before they meet with you.
• 50:59
  Yeah.
• 51:00
  Because we tell them, like, we're going to offer you more than just what lenders offer
• 51:03
  you.
• 51:04
  We're trying to build a partnership.
• 51:05
  And we only want to work with 15 agents.
• 51:07
  So what that means is, yeah, we take up backup offers, you know, because one of those
• 51:12
  agents is going to end up either, you know, having some, some family issue or an issue
• 51:17
  of what that, the other, and we have to keep on moving on.
• 51:20
  We have to, you know, we're going to lose agents here and there.
• 51:22
  It just happens.
• 51:23
  Tell the world works.
• 51:24
  So we want to be able to go deep with someone where we're going to go, you know, videos.
• 51:29
  We're going to do, we're going to help you with your Instagram growth.
• 51:31
  We're going to help you with Facebook ads.
• 51:33
  We're going to help you with, if you want to build leads, we're going to do open houses
• 51:36
  with you.
• 51:37
  We're going to do all that stuff.
• 51:38
  We're going to mastermind with you.
• 51:39
  And that way of working it has worked out with the agents that we've done already, because
• 51:45
  it builds a loyalty and they, it's almost like they feel like they need us to be successful.
• 51:53
  Because they, they put in line with their, their growth.
• 51:56
  Yep.
• 51:57
  And like what's the one common denominator?
• 51:59
  It's like that we work with them.
• 52:02
  Yeah.
• 52:03
  It's, it's called the pain of disconnect.
• 52:04
  Right.
• 52:05
  So I could go go to loan somewhere else, sure, but what I can't get, and, you know, because
• 52:09
  most people aren't doing what you're doing, lenders, what I can't get is that additional
• 52:12
  value.
• 52:13
  Right.
• 52:14
  And so a lot of people don't want to do the value stuff, you know, they don't want to
• 52:17
  give in the value.
• 52:18
  And so when I was talking to my business partner about this, I was like, you know, it's,
• 52:22
  it's, it's high risk, high reward, because I think off, we're first off, we're going
• 52:25
  to start off pretty slow, because we're, we're going to be, you know, building rapport
• 52:29
  with these agents.
• 52:30
  We're firing a lot of the ones that don't do anything, and we're going to be scheduling
• 52:34
  appointments and leaving gaps open when people don't show up with the 17 page filled out
• 52:40
  business plan, and we have to shoot them away.
• 52:43
  Then we just wasted an appointment slot.
• 52:45
  Mm-hmm.
• 52:46
  It really says, though, what, what's clear to me is that you have, you have a standard
• 52:50
  of who you're willing to work with.
• 52:53
  Yeah.
• 52:54
  I think that everyone should.
• 52:55
  I think that there's like, like, I think first year, yeah, go out and try everything, you
• 52:59
  know, have fun.
• 53:00
  It's like the first year of college, you know, I mean, a while, go try every day, go
• 53:04
  throw up all that.
• 53:05
  Yeah.
• 53:06
  Exactly.
• 53:07
  Exactly.
• 53:08
  Now it's time to, now it's time to dial in a little bit.
• 53:09
  Second year, you really start defining who you are and who you want to be, and what your
• 53:14
  standards are.
• 53:15
  Third year.
• 53:16
  All right.
• 53:17
  I'm only going to go after, you know, eight, nine, and tens.
• 53:19
  I don't want to deal with anything else.
• 53:21
  You know, fourth year, maybe you find the girl that you want to be looking for, and in
• 53:24
  this case, 15 of them, and you, and you just go with that one, and you start, you start
• 53:31
  riding that wave, and that's, and that's how you end up just developing a greater rapport,
• 53:36
  and then so a lot of people go like, well, what about, and even my coach had pushed back
• 53:40
  on this on the 15, the 15 realtor deal, because, well, you need a lot more, and I was
• 53:46
  like, well, we are still meeting with agents.
• 53:48
  We just started investing in time, and, and I think that that's where there's a, there's
• 53:53
  a loss of disparity there, because a lot of people are giving the same amount of attention
• 53:58
  to 40 different agents when you can give, you know, if you give half that attention, or
• 54:04
  you give 200% of that attention to 15 agents, you know, and then you have, you know, just sprinkled
• 54:09
  in a little bit, you make, you take a phone call, you answer, like every now and again,
• 54:14
  for other people.
• 54:15
  Answering question, and, but for the most part, our Instagram is educational base, so they,
• 54:20
  they see us all the time, so people will send us deals on, or we'll get leads that way,
• 54:24
  but when we get lead, it's like, we're not, we're not just trying to send them out to new agents
• 54:29
  that we don't work with, you know, we give them to the people that, that we work with.
• 54:34
  It's kind of your, the inner circle concept, so you got your star 15, and like you said,
• 54:39
  just by, you know, being in the market and doing what you're doing, you're going to attract
• 54:42
  business, but those people may or may not get inside your inner circle, your star 15,
• 54:47
  but that's okay, the two or three deals, they flip you a year, we're not going to say no.
• 54:52
  Right, because I mean, like when we looked at it, and I was looking at
• 54:55
  in San Diego specifically, there's a lot of people that work with one lender, right? There's
• 55:01
  like a lot of the bigger agents that work with one lender, and I asked them on the phone,
• 55:05
  and I was like, hey, I know you work with this guy, and I'm not trying to see your business,
• 55:08
  I honestly just want to know, you know, why, and how did he get to that point?
• 55:13
  And I called the lender himself, and I got like, hey dude, like I really, I really,
• 55:16
  I'm very attracted to your model and how you built your business, I'm new to the game,
• 55:21
  I really want to know how I can grow my game. And so, I mean, it's humbling in the fact that you
• 55:27
  don't have to, you're not, you're not the best, you're never going to be the best, there's always
• 55:31
  going to be someone better, but you can always learn and try to get there, you know? So I always
• 55:36
  try to call different lenders and meet up with them all the time, and meet up with the top guys
• 55:42
  in San Diego, if they'll take, take a minute with me so I can talk to them, just like in, in mastermind
• 55:47
  dude, like I was hanging out with as many lenders as possible to as picking their brain, I was picking
• 55:51
  your brain, I was picking, you know, like Ben Anderson's brain, I was talking to Dave Savage,
• 55:57
  which I'm actually like, hang out and talk to him tomorrow, but I mean, like all these people
• 56:02
  that know what they're doing, it's like, if you can pull like little nuggets and know what works
• 56:06
  for you and all that kind of stuff that helps you build, but I mean, with agents, with our agents,
• 56:11
  it's like, well, if we can, if we can be associated with all those guys and all of them are doing,
• 56:17
  let's call it 20 million, 25 million, right? Which is not bad for an agent, that's not bad at all,
• 56:24
  if you do $25 million production, for the most part, you're, you're doing really well, you're,
• 56:29
  you're okay, you're making over half a million dollars and you're, you know, you're,
• 56:33
  you're live in life, you're loving it. And so that in that regard, if everyone looks at those
• 56:39
  and it was the common denominator and then it's, you know, this guy, you wonder why? Right, right.
• 56:45
  What would you say we got a few minutes left here? What's the toughest part or what has been
• 56:49
  the toughest part as you've ramped up and grown your business? Oh, the scaling factor. So I've,
• 56:57
  so we were doing all this stuff and we started like crazy crushing the videos,
• 57:02
  started getting all these agents that wanted to do the business plan and, and get them going,
• 57:07
  and we started getting fired a lot of like deals. And we didn't have the manpower to handle it.
• 57:15
  You know, and so in that regard, I was letting a lot slip through the cracks and it made me look bad.
• 57:22
  You know, and that's, that's on, that's on me, but that's also why we ended up hiring someone
• 57:27
  and we know that we have to keep on doing that. We're going to grow. And so we were always kind of
• 57:32
  a little bit greedy in the beginning. And me personally, I didn't really have that growth
• 57:36
  mentality of like, I need to have someone that's going to help me. I just figured I can do it best,
• 57:40
  so I'm going to do it myself. Right. And then, and then it took me, like I said, it took me
• 57:44
  away from prospecting because I'm sitting there in a file, deal with a fire, talking on phones,
• 57:48
  and also, by the way, I have to make my meeting today. You know, right. And, and it's like,
• 57:53
  and I can't focus on all of those things. So when I have someone that's boots on the ground,
• 57:57
  they're working, they're able to handle my production, they're talking to all the ops teams,
• 58:02
  they're really making sure everything's taken care of. I think that that's where the real growth
• 58:06
  is going to start happening, which is why I'm pretty confident that I'll be able to get to
• 58:10
  100 million this year, hopefully. I know it. I really think I can. And, and I mean, it's in six
• 58:17
  months, so I'm going to have to bust my ass, but I mean, I don't have to do anything other than
• 58:21
  prospect now. I have a bad ass production officer that's that's helping out with just, you know,
• 58:28
  she was an underwriter. She was a senior loan processor. We did she did a she did loan management
• 58:33
  for 15 LOs and one branch. So she knows what she's doing. Yeah. We ended up snagging her,
• 58:39
  paid a little bit extra, but we, you know, we were trying, we we've had five assistants,
• 58:43
  and she's the fifth one. We fired all four of them within two weeks because we, we just couldn't
• 58:48
  do it. They're all green to the industry or they're somewhat brand new, and we couldn't have time
• 58:52
  to train and we wasted time with them and all that kind of stuff. So we ended up learning and
• 58:57
  how did you find your system? Curious.
• 59:00
  My business partner actually used to work with her. Okay. So we put out we put out a little
• 59:05
  feelers network influence. Yeah. Yeah. Yeah. We put out a little feelers and LinkedIn and Facebook
• 59:10
  and stuff like that and she ended up, you know, coming to us and it was perfect. Cool.
• 59:15
  So all right. As we close it out here, what are you looking to do differently? And it doesn't have
• 59:22
  to be the edge could be no nothing because everything, you know, is working in your cool. But are
• 59:27
  you diversifying into other ways to generate business than you've currently been doing?
• 59:32
  Yes. I'm trying to dive into LinkedIn a little bit more. I'm trying to understand that.
• 59:36
  I had funnels. So I've been playing with funnels a lot. I have a coach that teaches me funnels.
• 59:43
  And, you know, I mean, that's like, you can sell them, but my entire mentality is that if I can
• 59:49
  build one out and I can give it to an agent and I can generate them leads and then I sell it to
• 59:53
  them as every single lead that comes in here, you have to give me the loan. So you like talking about
• 59:57
  Facebook ads and stuff? Yeah. Facebook ads, Google AdWords, that kind of stuff. I mean,
• 1:00:03
  I'm Indian. I'm good at technology. I can figure it out. That's my, that's like, that's my
• 1:00:06
  niche. I'm like, I, so I go in there and I try to learn all this stuff. And, and so, I mean,
• 1:00:11
  the more I can learn on that, the more I can teach my agents, the more leads I can bring in for everybody,
• 1:00:16
  and the more it's going to be organic and it's not going to be this fluffed up leads that come in.
• 1:00:21
  I mean, people are going to say, I got 250 leads for my agents last month. It's like, great, but
• 1:00:26
  how many of them close? Like one. That dude, that's less than one percent. That's less than a half
• 1:00:30
  and percent. And in that regard, it's like you're, you're doing nothing else. And this is how I
• 1:00:35
  think about it. I, maybe I'm pessimistic, but the way that I think about that is if I get 250 leads
• 1:00:41
  to my agent and they were just sitting there calling on and it was on chance of half a percent of
• 1:00:45
  them closing, I'd be like, dude, just sitting in your database. If you sit in your database,
• 1:00:50
  you'll get one deal close and it's not going to be as many phone calls and it's not going to take
• 1:00:53
  you that long and you're not going to be stressed out and you're not going to hung up on as many
• 1:00:57
  times and you're not going to waste as much time. I mean, that, that, that just blows my mind.
• 1:01:01
  250 phone calls, we do three minutes of call. That's a lot of time. Yeah. You know, that's over 10
• 1:01:06
  out. That's, that's like 12 hours of calling. Yeah, but that's the nature of a lot of the online
• 1:01:12
  leads, right? It's the one, one to, I mean, half to 3% and 3% is rich are like, you know, ready to close
• 1:01:20
  now, but that's on the very, very kind of like minuscule type ads that get built. They were just like,
• 1:01:26
  just one off ads that come in and it's supposed to be just generating people clicking on it.
• 1:01:32
  Right, which doesn't want you to go. Right. If you go funnel and you go long form,
• 1:01:37
  right, then you're going to get less leads, but they're going to be more quality and it's and the
• 1:01:41
  saying has always been and always will be quality over quality. Right. Right. Exactly. It's a good
• 1:01:46
  point 100% and that's a whole nother conversation too regarding Facebook leads and quality over quantity
• 1:01:51
  and people thinking it's a frigging slot machine. I'll just pull it magic happens. Yeah.
• 1:01:57
  So you got to know the game. You're in on that. Okay. Cool. Man. Well, listen, this has been awesome.
• 1:02:01
  I got a jump because we got another call to go to, but I really, really appreciate you.
• 1:02:04
  There was a lot of nuggets shared in this. I took like a page of notes and I know the listeners
• 1:02:09
  are going to love the very specific not only strategy, but tactics like executable tactics and
• 1:02:15
  kind of dialogues and stuff. So I'm really thrilled that we had this chat. Yeah. One thing I wanted
• 1:02:19
  to mention. Yes. A lot of a lot of why I think that we kind of went over this. I think we were
• 1:02:24
  trying to talk about it, but we didn't get a chance to. A lot of why I was okay when I only
• 1:02:30
  being two years in actual originating is because in three years in the back end, I was learning
• 1:02:35
  from a mentor. My guy, Adryl Sparzo was up here in G and I learned from him. And then I also hired
• 1:02:41
  a coach and, you know, oddly enough, is a Tom Perry coach. And his name is Aaron Chua. And he's
• 1:02:47
  an absolute monster. And so like all these guys, I having mentorship and paying for that and
• 1:02:52
  investing in yourself is I think the most important key that I think I put in my life that would
• 1:02:57
  that help me excel because I mean, if you pay for a coaching, he has maybe $1,200 a month,
• 1:03:02
  but $1,200 a month to generate $10,000 or $12,000, that's a great ROI. Things that you wouldn't
• 1:03:08
  do, things that keep you accountable. I mean, that's why people get trainers at gyms. I have a
• 1:03:12
  trainer at my gym because there's no way I'm going to work myself out as hard as that guy's going
• 1:03:16
  to work me out. He has me throwing up every Thursday. I'm going to call him and tell him to double
• 1:03:21
  down on you. I know right after Vegas, I need it. Right? No, that's awesome. You're right.
• 1:03:29
  Everybody does need a coach. We all need a coach. And oftentimes because we can't see ourselves
• 1:03:35
  in our blind spots. We all have blind spots. That's awesome. So listen, for people who want to reach out
• 1:03:39
  to you, where should they follow you? Give us your Instagram, all that jazz. Yeah. At next level
• 1:03:43
  lender. And then our, we actually do like little lending coaching tips at next level tips.
• 1:03:50
  And then you can, you can have my number eight five eight two zero seven eight four three six.
• 1:03:56
  You want to text me, call me, chat with me. I'm always open to having a good conversation with
• 1:04:01
  good people. And obviously you can DM me, slide in my DMs if you want to. Follow me for sure.
• 1:04:08
  I would definitely agree. Follow you because you are doing a lot of good things that we can model
• 1:04:12
  as loan officers, both on your training, you know, Instagram feed, but also just to kind of
• 1:04:17
  observe what you're doing out and about there. I love the fact though that man, you know what I mean,
• 1:04:21
  I mean, listen, I hate to keep going. Oh, the fact that you're young or whatever, but look at
• 1:04:25
  you've, you've got kind of this old soul to you a little bit. I don't know if you've been told
• 1:04:29
  that before. Yeah, I've been, but you're all right. All right. All right. That's cool because you do,
• 1:04:33
  man, where it's like a lot of people, a lot of people in your, I'm sure you see it every day,
• 1:04:36
  they're like, ah, we're all phone call. Let me just do it all online. You know what I mean? It's like,
• 1:04:41
  that's a big bright shiny headline that sounds good, but in the reality, it's a different story.
• 1:04:49
  I mean, it comes from comes from having a mentor, man, it's important to have someone that teaches you
• 1:04:54
  how to do it because we don't know what we don't know. And so we just look at what we do know,
• 1:04:59
  and what we do know and being a millennial is we know our phones. And we know that they're,
• 1:05:04
  we know about Zillow and Redfin. And so they just go like, oh, man, well, if I can just do everything
• 1:05:08
  on Instagram, that's the thing. There's people with deep dive on Instagram and they'll get like no
• 1:05:12
  leads at all because they have 200 followers. I don't know why I'm not getting business yet.
• 1:05:16
  I post every day that I post a house on my Instagram every day. Well, first off, people don't
• 1:05:19
  want to see a house on Instagram. They go on Zillow look houses. It's like, they want to see about you,
• 1:05:24
  they want to know about you. They want to know about your lifestyle. They want to see that you're
• 1:05:26
  a cool guy to hang out with because people are going to work with you as you. I mean, they have
• 1:05:31
  so many options. Why would they choose you outside of, I mean, for real estate agents, it's not even
• 1:05:35
  if you're a buyer's agent, there's no cost to you. This is a matter of who you are, who they want to spend
• 1:05:40
  their time with. 100%. Sweet. All right. Listen, again, appreciate you. All the
• 1:05:45
  lemon mentioned will be in the show notes. And listeners, there's always thanks for tuning in.
• 1:05:49
  And you know what to do if you like this episode or others, leave us a little love on the
• 1:05:52
  socials on the webs where you listen to this podcast. Appreciate you and we'll see you on the next one.
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