Latest / Mortgage Marketing Radio / The Road to 4,000 Organic Leads from Social Media

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The Road to 4,000 Organic Leads from Social Media · Mortgage Marketing Radio

• 0:00
  Hey, what's up, Jeff?
• 0:12
  Is it for welcome to this episode of the Morgan marketing radio podcast?
• 0:15
  If you are first time listener, I'd like to know, you know what you can do?
• 0:19
  You can go over to our Facebook group, jump over to Facebook and you type in Morgan
• 0:23
  marketing radio.
• 0:25
  We've got a private group just for podcast listeners.
• 0:27
  Go check it out.
• 0:28
  First time listener, jump in, say hi, let me know what your number one business challenge
• 0:32
  is that where you're working through and we will help you through some content and additional
• 0:37
  resources to help you navigate this challenging market.
• 0:41
  Okay, so before we get into this week's special guest, actually, I wanted to ask you, do you
• 0:45
  struggle with what the post on social media?
• 0:47
  Are you trying to navigate and find your way, find your voice?
• 0:51
  Are you questioning whether social media is a place for you to generate business now
• 0:55
  or in the future?
• 0:56
  Well, stay tuned because my special guest is going to talk about why you may want to strongly
• 1:01
  consider having a presence and putting some time and focus into your social media or
• 1:06
  on that just a moment before I get there, let me share with you a win of the week coming
• 1:09
  from one of our my agent classes member, Liz Reese up in California.
• 1:16
  Liz Reese posted on our Facebook group five days ago that I'm reading this a couple of
• 1:19
  wins every week and our Friday, a mastermind in coaching calls, we do wins of the week
• 1:23
  and she says she just set up a five week series of classes with the number one brokerage
• 1:28
  in Modesto and had another broker owner reach out to see if she could teach once a month
• 1:34
  to the broker's agents also.
• 1:37
  How did Liz get this? Did she call call?
• 1:39
  No, did she chase?
• 1:40
  No, did she go to a networking meeting?
• 1:41
  No, did she go to a cocktail happy hour?
• 1:43
  No. All she did was move the brand positioning from solicitor and vendor to partner in
• 1:50
  how by leading with educational content both in person through classes virtually on her social
• 1:57
  media platforms and she is attracting and chasing and she is rising above the noise and getting
• 2:02
  chosen amongst the sea of competitors that exist in her community in California to become the
• 2:10
  preeminent choice for mortgage professionals for real estate agents in her backyard.
• 2:16
  This is what we do every single month with our members in the managing classes community.
• 2:21
  Perhaps this is for you.
• 2:22
  Perhaps you want to stop chasing and start attracting.
• 2:25
  Want to learn more?
• 2:26
  Book a call with yours truly me.
• 2:28
  You and I will sit on a Zoom.
• 2:30
  We'll spend 30 minutes getting to know each other.
• 2:32
  Dig into your business and find out if our platform is the fit for you.
• 2:35
  If you're tired of chasing, if you're tired of making call calls.
• 2:39
  If you're tired of being the butt end of the jokes with real estate agents and you want
• 2:44
  to be more valuable, the way to do that is to become more valuable helping agents solve problems
• 2:51
  lead with education.
• 2:53
  Go to mortgagemarketing.pro book a call with me today.
• 2:57
  Okay.
• 2:58
  This week my special guest is somebody that I was looking forward to talking with for quite a while
• 3:04
  and I'm just so impressed with what this young lady is doing.
• 3:08
  I don't know where to start.
• 3:09
  There's so much she's got going on.
• 3:10
  But let me open it up with this.
• 3:11
  Is that Jordan Nutter.
• 3:14
  The links are going to be in the show notes for her various places.
• 3:17
  You can connect with her online.
• 3:19
  But you definitely need to go follow her on Instagram and TikTok.
• 3:21
  You need to go to her website.
• 3:24
  I will give you it right now.
• 3:26
  On TikTok for her, it is a Nutter home loan.
• 3:31
  So a N U T T E R home loan on Instagram.
• 3:35
  It is the same.
• 3:37
  Her website is probably the best one you want to go to right now.
• 3:41
  Anyway, this is mobile mortgage mom mobile mortgage mom.com.
• 3:46
  And what you'll see there when you go to mobile mobile mortgage mom.com is this giant RV.
• 3:52
  And Jordan has taken it upon herself to travel across the country
• 3:57
  in multiple states and cities.
• 4:00
  I mean, the list is crazy.
• 4:01
  You'll hear us talk about it on the show.
• 4:03
  But she's going around the country to make home ownership more accessible.
• 4:06
  And she's got this custom branded RV.
• 4:09
  And she's going around the country, right?
• 4:11
  And helping people get educated on the road to home ownership.
• 4:17
  And you've got to hear her story.
• 4:18
  So not only is that amazing, but here's the other thing that's amazing.
• 4:21
  Is 78% of her business is consumer direct.
• 4:25
  Primarily from TikTok.
• 4:26
  TikTok is a matter of fact, over two years that she's been measuring.
• 4:30
  Her presence online, her content on social media has generated over 4,000 leads.
• 4:36
  4,000 leads, 95% of that has come from TikTok.
• 4:39
  1,300 of those leads have been qualified.
• 4:43
  Meaning, loan app, credit told qualified home loan buyers.
• 4:48
  That's where she's getting the bulk of her business.
• 4:50
  And by the way, that's not running ads.
• 4:52
  That's organic content at no cost to her.
• 4:54
  Other than the time to create the content and the learning curve that she's been on since being
• 4:59
  on those platforms for actually just a few years now.
• 5:03
  But that's how fast it can grow.
• 5:04
  So this is one of those most amazing in-depth conversations that I suggest you put on
• 5:08
  repeat, take notes, and go learn.
• 5:10
  Go apply yourself just like Jordan has done in her business so that now she actually has the
• 5:15
  capability to travel around the country in an RV and still generate business.
• 5:21
  Maybe that's of interest to you.
• 5:22
  By the way, no one's expecting you to grab an RV and drive around the country.
• 5:25
  More importantly, what can you learn from her about the ability to generate business,
• 5:29
  not from your traditional resources, or add this additional pillar to your business
• 5:33
  social media.
• 5:35
  That's where the puck is going.
• 5:37
  Do you have your eye on the puck?
• 5:40
  So without further ado, let's get into this week's show.
• 5:43
  Jordan, welcome to the show.
• 5:46
  Thank you.
• 5:46
  I really appreciate what you have in me.
• 5:49
  I am honored and excited in a way that I haven't been in a while for a long time because this is
• 5:53
  one of the most interesting conversations I get to have, which means it'll be interesting
• 5:59
  for the listeners. So before we get into that, who are you?
• 6:03
  What do you do?
• 6:04
  What do you want to share with listeners?
• 6:05
  Sure.
• 6:06
  So, Jordan Nutter on socials.
• 6:09
  I'm a Nutter home loan and I put out a ton of financial literacy, the funny, crazy stories
• 6:17
  when it comes to the mortgage world that we all know and not necessarily love.
• 6:22
  And I make funny little skits out of those to lighten it up a little bit.
• 6:26
  And currently, I am in Dallas, Texas, which I don't live here, but I am doing a cross-country,
• 6:34
  well, around the country, I should say, tour to bring financial literacy to communities,
• 6:40
  schools, nonprofits that are in need of it.
• 6:44
  So yeah, that's what I'm currently embarking on.
• 6:48
  That's my mission right now for this year.
• 6:51
  Okay. I'm making notes feverishly as we talk.
• 6:54
  I want to come back to that financial literacy mobile mom tour in a moment.
• 7:00
  But you are also still an active originator, correct?
• 7:03
  Correct. So I kind of juggle a few hats right now.
• 7:08
  Like I am still full-time like what pays the bills is originating loans.
• 7:14
  And then I also make content on social media.
• 7:18
  Again, primarily about financial literacy, the mortgage process, all that good stuff.
• 7:23
  And I am also currently living in a mobile home almost.
• 7:30
  It's an RV, so it's my home on wheels.
• 7:32
  And we have it wrapped and I am traveling around the US,
• 7:38
  well, trying to teach financial literacy to that next generation.
• 7:41
  So I am, I'm kind of all over right now with what I'm doing.
• 7:45
  So there's a ton in here.
• 7:47
  First of all, people can follow your journey across the country at mobilemortgagemom.com.
• 7:53
  I am there right now and I am looking at this list of cities.
• 7:57
  And you are like a rock and roll band touring the country.
• 8:04
  Let me just paint this for the people who can't see it.
• 8:06
  Okay.
• 8:06
  Started on Ontario, California, February 12th, Phoenix, Arizona,
• 8:10
  12 to the 16th, Tucson, 17th, 18th, Carlsbad, New Mexico, February 19th,
• 8:15
  Lubbock, Texas, February 20th.
• 8:16
  Dallas, I mean, how many cities are you going to?
• 8:20
  So the full tour right now will be 50 cities, 32 states, and 12,000 miles.
• 8:31
  And that's what we did all the numbers.
• 8:35
  And you're not traveling alone.
• 8:36
  So it's about that.
• 8:38
  So I have my wonderfully considerate, thoughtful, amazing,
• 8:45
  loving husband who decided to trust in me and take the next six months off
• 8:52
  to be the jack of all trades really.
• 8:55
  He's like, he's my groupie right now.
• 8:57
  That's exactly right.
• 8:58
  He's the tour manager, the videographer, the driver, the chef, the mechanic, all the above.
• 9:13
  Yeah.
• 9:13
  So he's really, he's the real MVP of this whole show.
• 9:17
  And then my daughter who just turned one the other day.
• 9:21
  So she is with us.
• 9:22
  She loves it.
• 9:23
  It's like, yeah.
• 9:25
  He just, every place we go to, it's new.
• 9:27
  She's running around.
• 9:28
  She gets to go on the play sets and see the leaves.
• 9:32
  And it's like the best thing in the world for her.
• 9:34
  Okay.
• 9:36
  While people are hearing this, you've probably dealt with this question before.
• 9:39
  But the curiosity comes back to origination and how you're managing that.
• 9:44
  While traveling.
• 9:46
  Yeah.
• 9:46
  So it's, to be honest, it's definitely not the easiest thing.
• 9:51
  And it's, it's, it's interesting when you go into this grand idea.
• 9:57
  And you're like, okay, like this is going to be great.
• 10:00
  We're going to do all these things.
• 10:01
  And there's always going to be hiccups.
• 10:03
  But I don't think I fully,
• 10:08
  fully understood how difficult it would be to try and work.
• 10:12
  So like currently I'm in the RV in my office,
• 10:16
  which we had to move from the kitchen dining room, play room.
• 10:21
  But that is now that's only purpose too.
• 10:23
  I am currently in the passenger seat of the RV
• 10:27
  because there's a pull out desk.
• 10:29
  And this is where my office is.
• 10:32
  So it's not the easiest to be driving down the road.
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  Not that I'm driving.
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  But moving the baby's talking.
• 10:40
  I, you know, my husband's here.
• 10:41
  I'm trying to work the internet's in, but it's out.
• 10:44
  And it's like, it's not easy.
• 10:46
  So we've realized there's, there may be a couple stops.
• 10:50
  We have to adjust to have a little bit longer
• 10:53
  because doing what that first stint was really,
• 10:57
  really difficult to try to like play catch up.
• 10:59
  So do you have a separate internet?
• 11:02
  I have, um, it's the team mobile.
• 11:06
  Okay, yeah, yeah, this box, the hotspot thing.
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  And it's been fantastic except for like literally in the mountains
• 11:13
  of New Mexico in the snow.
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  And then in the middle of nowhere of Texas,
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  where the two stints where it was like,
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  no, not right now.
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  This isn't going to work.
• 11:24
  Okay, so what in your wildest dreams prompted you to do this?
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  What is behind all this?
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  It really, it did not start this way, to be honest.
• 11:37
  So it started with we had to temporarily move to California.
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  That's where my husband's family is originally from.
• 11:44
  So we temporarily moved there and we said, okay,
• 11:47
  once this year's done, we won't be moving back to Georgia
• 11:50
  where our home is.
• 11:52
  And in that process, I was like, oh, well, we should travel.
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  We've done this drive probably 12 times across the country at this point,
• 12:00
  which is a whole different situation.
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  But I was like, let's actually not just like overnight this drive.
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  Let's enjoy it.
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  We have the baby.
• 12:08
  We can see a few things.
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  And then that rolled into, well, let's make it a longer trip
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  and see some of my agents and maybe see some people
• 12:15
  along the way I've worked with past clients, say hi.
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  And then that rolled into, well, if we're doing that,
• 12:23
  we might as well see some of the other states.
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  And then we have family.
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  And I'm like, we just got to do the whole country.
• 12:29
  Like at this point, we might as well just do the whole country.
• 12:32
  So it then rolled into a two week trip with a one-month trip.
• 12:38
  Then rolled into a 10-month trip.
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  And then we dialed it back to six months.
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  So that's where we ended up.
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  How did you pick the destinations?
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  Was it like you got family and stuff like that?
• 12:48
  Is there any other intention around that?
• 12:50
  Yeah.
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  So I carry, personally, seven states that I'm licensed in.
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  So California, Texas is a big one for me.
• 12:59
  Georgia, because that's where my home is.
• 13:01
  Florida, Tennessee, Indiana, Illinois.
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  So those, I was like, we absolutely have to hit.
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  Then there were a few that were like, okay, we have family in.
• 13:11
  And then there were a few other ones where we have co-workers that are in that really wanted
• 13:17
  to try to put something together.
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  So like, I have a great co-worker who runs a division, fantastic division, up in Columbus, Ohio.
• 13:27
  So I was like, okay, we're already going to be in the Midwest.
• 13:29
  We might as well do that.
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  And then we have, even though I'm licensed in Florida, we have somebody else in Tampa.
• 13:37
  So there's some Alabama, I have somebody and I'm interviewing.
• 13:40
  So there's a lot of people that were like, hey, we would love to try to do something with you.
• 13:46
  I don't know what yet, but we would love to like meet you or put something together.
• 13:49
  So I was like, okay, add it to the list.
• 13:51
  Like we'll figure it out as we can move along.
• 13:55
  Yeah, I just popped in my head that Johnny Cash song.
• 13:58
  You know what I'm talking about?
• 13:59
  Or it's like, I've been to Tulsa, Oklahoma, Alabama, and banana.
• 14:02
  Yeah, and it's like the, the, the, the, the, the, you know, come on.
• 14:05
  I always think every time we pull out, I'm like, on the road again.
• 14:08
  Right, yep.
• 14:09
  I'm on the road again.
• 14:11
  Yep.
• 14:11
  Good one.
• 14:12
  Okay, so seven states, I want to back up to you before you're doing this road trip.
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  You're licensed in seven states.
• 14:21
  What is your source of business in those states that you're not physically present in?
• 14:26
  Social media.
• 14:27
  Okay.
• 14:28
  What do you mean?
• 14:28
  Social media.
• 14:30
  Realistically, that's where it is.
• 14:32
  I mean, I, I have a wonderful community that comes to me and they generally don't have an agent.
• 14:40
  And yeah, because this goes to another comment.
• 14:43
  I saw you say earlier, which is 80% of your business comes from social media.
• 14:49
  Can you unpack that and explain that if that is because there's all versions of that, right?
• 14:53
  There's the consumer direct thing.
• 14:54
  There's the agents that I have who know me and follow me and they send me business via social media.
• 14:59
  You can down a little bit.
• 15:01
  Sure. So that is, so of the 80% of my business that comes from social media,
• 15:09
  78% of that is consumer.
• 15:14
  There's only two percent.
• 15:16
  And it's interesting because we have different people on our team that it's the complete opposite.
• 15:20
  So for me personally, I would say about 78% of it comes directly from the consumer
• 15:27
  following along, reaching out for however long they've they've been with me and have trusted me
• 15:34
  for however let's say months years and say, okay, we are finally ready or we feel like we're
• 15:39
  at least ready to have a conversation with you. And nine times out of 10, they're going to be
• 15:44
  first time home buyers or relocating. They don't have an agent. They need help and then that's where I
• 15:48
  can get them in contact with an agent that I've worked with that I know and trust.
• 15:54
  We build that relationship even more and it's fantastic. There are agents that follow me that do
• 16:00
  ask for my help. But they are not that's my my content is primarily consumer based. So that's
• 16:10
  really where my bread and butter is. And we're going to link of course to your various social
• 16:15
  profiles in the show notes. But is there correct me if I'm wrong? Your two dominant platforms
• 16:22
  are TikTok and Instagram? Correct. Is there one that is clearly a winner of that 78%?
• 16:29
  TikTok for sure. Yeah. Yeah. So I would say I would say I probably if you split the two up
• 16:40
  because I mean we get a little I get a little bit from Facebook a little bit from YouTube.
• 16:44
  It's not very much but I would say in the last I've been like really really tracking it for the
• 16:53
  last or coming almost in the year. So it's almost two years out of the last two years I've brought in
• 17:00
  probably about 4,000 leads and out of those 4,000 leads 95% of them are going to come from TikTok.
• 17:11
  Okay. Why do you think it's primarily TikTok for you? So I just have a much larger following
• 17:17
  from there. My content tends to do the you know the storytelling I was the reenactment phone calls
• 17:24
  those tend to do much much better on TikTok. And that's where the conversation start going. I do
• 17:32
  my content doesn't do bad by any means but it is a much slower process on Instagram than it is
• 17:40
  for TikTok. So I just get in front of more faces and I've also had it and like really pushed
• 17:47
  longer on that one. So I've had a longer standing community as well. So then it sounds like
• 17:55
  would you say or is it fair to say that your primary focus has been TikTok?
• 18:02
  So yes. Primarily I make most of my content gets made on TikTok and then it gets repurposed into
• 18:12
  the Instagram, Facebook, World. The tough thing though would I've realized
• 18:19
  all of the platforms want to compete with each other, right? So you get YouTube that now make
• 18:25
  shorts because they want to get with TikTok and TikTok then push their videos. You can make
• 18:29
  10 minute videos because they're trying to compete with YouTube. Great. Fine. All that's great.
• 18:33
  But what happens is for me I've always been a long form content creator. So for those of you
• 18:38
  watching or listening that's generally 60 seconds or longer. That's always I've never really been
• 18:44
  like a trend girl or you'll get one every so often for me but I like to speak to you. Let's
• 18:50
  educate you get as much information in front of and front of you as possible. So it's hard because
• 18:57
  you look at Instagram, Facebook, they all have it's considered shorter form. So they maybe max out
• 19:04
  at 60 seconds, sometimes 90 seconds depending on the platform, which is hard for me because I tend
• 19:09
  to do much longer than that. So it's one of those I like to try to repurpose as much as I can,
• 19:16
  but I don't I haven't found enough time to make separate content for those platforms to fit
• 19:22
  within those niche timeframes. Yeah, I also wonder if your quote success on TikTok is also because
• 19:29
  not to get super technical, but how the this is my layman's interpretation, how the algorithm
• 19:35
  functions differently in terms of content discovery on TikTok. And that's kind of the primary
• 19:40
  driver for it. And maybe because of that, you are showing up more often and more people's feeds
• 19:44
  because it's content discovery based versus like who you follow and friends like you.
• 19:49
  Right. Archer degree on Instagram. I don't know if you got me. I also
• 19:54
  I also know that the content that I make that tends to be in a shorter format to fit
• 20:00
  in one video on Instagram or Facebook is not as shareable as my content on TikTok. Because on
• 20:08
  TikTok, I can make a four minute video that's right. Shareable because it's a great story,
• 20:14
  but that four minute video has to be broken up into four separate videos on Instagram. And
• 20:20
  then it doesn't where it breaks and stuff. It's not going to be shareable. And then it's in
• 20:25
  four separate parts and not everybody loves that. So the other day, Instagram is testing 10 minutes.
• 20:31
  Maybe they'll roll that out. I would really love if they could roll that out because it would make
• 20:38
  my life a lot easier. I'll bet. And potentially read more people. Yes. Okay.
• 20:46
  So let's go back to the 4,000 leads over two years for a moment. I would like people to understand,
• 20:52
  share your experience of what that looks like in the real world. You kind of hinted at it a little
• 20:57
  bit. However long people have been following you months, years, whatever. But can you just for those
• 21:02
  that think there's an easy button on social of like, oh my god, I want to go all in on social.
• 21:07
  I'm going to generate these crazy leads and people like, what does the real life cycle look like
• 21:12
  in your experience? So I will bring it back to when I first started because I did not have the
• 21:17
  systems that I had in place. And I don't know of a company that does. So I, it's, I hate to say this,
• 21:25
  but it's somewhat of an unfair advantage of what we have because of how much we've built out.
• 21:30
  And then we go back to like what I had prior to my company. Got it. Then
• 21:36
  by the way, just so you know, we're allowed to say your company. Okay. So with NFM lending,
• 21:42
  I always get like cautious. I'm always like, okay, can I plug it? I'm not like, we love what you
• 21:47
  get to do it over there. I'm always cautious. So before I came to NFM, I actually, and I say this
• 21:55
  all the time and Greg, who you know, always laughs about this. But I copied what NFM had in a much,
• 22:04
  much smaller like version of it, like the systems that we have now, yes, have been upgraded since
• 22:11
  a few years ago, but they were still insane for the industry. So at the time, it looks like a simple,
• 22:17
  we call what we call in our system, the blue form. So literally you go on the website and it says name,
• 22:23
  phone number, purchase, revive, what state, and like notes. And that's it. It's very simple,
• 22:30
  not a full application. And I was like, I can build this, but I have no idea how I'm going to do this.
• 22:35
  So I went on Google, and I made like a Google sheet, a Google form. And it literally was my
• 22:42
  website link in my bio. And people would click on it and they would fill it out. And I would get an
• 22:47
  email. And it'd be like, John Smith is looking to purchase an Indiana in the next six months,
• 22:52
  and here's his notes. And I'm like, cool, I got this. And that was great. But then when I realized
• 22:58
  as if I had a video that went off, and I would get like 10 of these emails in a day, and I'm like,
• 23:05
  wait, wait, but I'm not licensed. I'm not licensed in these states. And the company, which I won't say,
• 23:12
  was not very good at all. And so it was difficult because I had to try to struggle with like,
• 23:19
  who do I find to help these people? So I would say, make sure you have at least something in place.
• 23:28
  So that you won't get inundated if something blows up on a video. But too, you have the support system,
• 23:36
  at least with people that you've interviewed, whether you're a real estate agent and you're like, okay,
• 23:41
  I have all my bases covered, or I'm a loan officer in the company I work for is licensed
• 23:49
  across the country. And I know that Johnny is going to be my guide for these five states. And
• 23:54
  soon he's going to be my girl for these like, I do think just to be safe so you don't stress out
• 24:00
  if a video goes viral and you get inundated that you have somewhat of a conversation with people.
• 24:08
  So you know if their work ethic is similar to yours. So if you do have to refer them over,
• 24:13
  you're not worried about it turning around and biting you in the butt that they went with a
• 24:18
  bad loan officer. Yeah. So you're saying have a loan officer internally at the same company
• 24:23
  that you can refer those deals to and you guys work something out in terms of a culture.
• 24:27
  Yeah, because what I mean, you know, in the mortgage world, you can't make any kind of referrals
• 24:32
  outside of your company, but they can internally. So I would recommend talking to like your branch
• 24:37
  manager, division, somebody to see. So if you, what about today, just let's just keep talking
• 24:44
  NFM for a second, just because of here is if you generate opportunities outside of your seven states,
• 24:48
  your license, then does that, what's the internal process with that? Sure. So essentially,
• 24:54
  what happens is they will fill out what we still call the blue form. And when they fill that out,
• 24:58
  depending on where it falls, if they're an A, B or C, they will either get directly sent to,
• 25:05
  let's say, me, if I was the one who drew in the lead, they'll get directly to me. If it's a B or C,
• 25:13
  we may have to nurture them. So then they go to what we call call center, which is literally
• 25:18
  a couple people that we have better license or sorry, that are not licensed, but they can get the
• 25:22
  basic of like, do we have any funds? Do we, can we just get a little bit more? Not enough to make
• 25:27
  an application, but enough to like help the loan officer get somewhat warm lead going.
• 25:35
  So then we'll nurture them if we have to get a little bit more information. And then they go
• 25:42
  in our round robin. And so the round robin is the loan officers. And that consists of
• 25:47
  what we call our content creators, which is I'm one of them, along with we have probably 12 at this
• 25:53
  point that create content, they're the face, they generate the leads. And then we have our back-end
• 25:59
  loan officers. And those are the people that we've worked with for years. We have a team they
• 26:05
  carry their license, we split them up across the country of where they carry their licenses.
• 26:10
  And they don't create content. They make generate a little bit of their own with their agents fine,
• 26:16
  but like they really rely on us to go ahead and bring in that business for them. So it just,
• 26:23
  it's a round robin. So whoever's the lead, whatever state, it'll get just dived out.
• 26:30
  Okay. Let me go back to the 4000 leads over the two years. I want to, if to what degree can you
• 26:40
  articulate, maybe maybe you know the number. I don't know because the straight-up thing I was
• 26:44
  going to ask is like, Hey, what does the conversion look like on those? I don't know if that's a
• 26:47
  fair question. But you get where I'm going on that? Yeah. So generally, like, there's a long,
• 26:54
  there's, you know, there are all different types of leads. And you know, we get it. That's volume,
• 26:58
  right? That's quantity over quality, let's say. Right. So I have, yeah, it's about 30,
• 27:07
  3900. So I have a 33.33% conversion rate. So that equates to just shy 1300 leads that were
• 27:17
  qualified enough to be assigned to a loan officer. Got it. And then the various life cycle on them
• 27:25
  based on different criteria, et cetera. Correct. Yeah. Yeah. Because some of them, they're like,
• 27:29
  they're qualified enough to have a conversation with us as a loan officer. Maybe asset-wise,
• 27:34
  but their credit's not good. So we have to help them with their credit. That can take,
• 27:38
  you know, three, 90 days, six months a year. But yes. Do those go right to you?
• 27:47
  The age will get directly assigned. Now, currently, because I'm on this trip,
• 27:52
  I will sometimes be like, okay, just give me one a week max because I don't want to not be able
• 27:57
  to talk to enough people. So, but yes, they generally get assigned directly to us.
• 28:04
  I don't know if you said at the at the beginning, but how long have you been an originator?
• 28:09
  October of 19. So we're at four and a half years.
• 28:15
  And when you first started, did you like jump in on social media right away?
• 28:20
  So when I first started, I moved from California to Georgia because that's where my first
• 28:27
  company was headquartered. And I, because the South is very protective, there you want only
• 28:34
  local people. Understandable, I had changed my number. I had to get like beg people to give me
• 28:42
  the borrowers. Nobody wanted to work with. So I took all of the back credit scores. No,
• 28:47
  in no asset kind of borrowers. And I started to learn so much about the industry.
• 28:55
  And realized that there was so much information that needed to be put out there.
• 29:00
  Because just a substantial amount, whether they were first time home buyers or not,
• 29:05
  just information that was either wrong or they didn't have. They didn't understand. And it was
• 29:10
  super frustrating in the fact that I wasn't mad at the borrowers. I was mad at our education system
• 29:17
  that we didn't have. This should be information. Like I should know how to do trigonometry. I should
• 29:22
  know like how to balance a checkbook or use a credit card properly and how to pay it off at the
• 29:30
  time that it's posted. Like all of these little things that when you know them, you're like,
• 29:34
  how did I not know that? But it's like, it's just insane to me. So I did not, I did not start.
• 29:40
  But because I kept seeing this reoccurring issue, I was like, I need to make, I need to put some
• 29:46
  information out there because I don't feel like the content at the time was circa
• 29:52
  Hobbit. So it's like everyone was trying to be fun and dancing, which is understandable because
• 29:57
  it was a very difficult time for a lot of people. But I was like, I need to put education out there
• 30:02
  because we are still, there's so many people trying to purchase. So yeah, I started making content
• 30:08
  and it was not good at first. But I definitely did a lot of practicing and eventually it got better.
• 30:18
  Yeah, it definitely has. You know, people often say with like social media, eventually or the
• 30:23
  goal is to find your voice, right? Which is a little bit of like your style, your content. And
• 30:30
  if I'm correct, you've said this during our conversation, you've focused on education.
• 30:34
  Did you discover that after some trial and error? Or did you kind of like, it sounds like you might
• 30:41
  have leaned into that right from the get go? I leaned into it from the beginning because really,
• 30:46
  I, I had so many clients mind you that were a credit challenge and didn't have a ton of assets
• 30:53
  and most of them were first time home buyers. So that really prompted the social media
• 30:58
  content because that was what I was experiencing because no, none of the investors wanted to work
• 31:06
  with the brand new loan officer like the fantastic. I wasn't getting the leads that had fantastic
• 31:11
  credit scores and all that great. They were giving those to their season loan officers. So I,
• 31:17
  that's all I was working with. And I was like, we need more information out there. We need better
• 31:21
  information and more of it in a way that feels easy for the consumer to absorb. So I really leaned
• 31:31
  into giving that information, but it was trial and error of like, how am I presenting it? Like,
• 31:37
  I don't really know how I'm going to do this. So I did take a little bit.
• 31:44
  So how often we've got TikTok and Instagram two different approaches in terms of posting,
• 31:48
  frequency, et cetera. How often are you posting on Instagram roughly?
• 31:53
  Instagram is every day. Instagram, I still do it more like aesthetically pleasing kind of content.
• 32:05
  So yes, I do my videos, but my videos have like a thumbnail on them. And so I'll do a video and
• 32:13
  then next day is a standalone video standalone. So it looks like a grid when you go on there.
• 32:17
  If you scroll through, it's a whole grid. Whereas TikTok, you know, they all have the
• 32:25
  title at the top, which is always the same. I try to put it in the same text. So that's always
• 32:32
  going to be the same. And I categorize them. I put them in their different folders. But
• 32:36
  that's just a free for all. Like there's no rhyme or reason as to why I'm posting
• 32:42
  an article today and a reenactment call tomorrow. But that I generally will post.
• 32:49
  I will always post Monday through Friday. And depending on how much I film, if I have enough
• 32:54
  to go into Saturday and Sunday, I will do what I can't post on those days.
• 32:58
  And you're just doing in the moment, are you pre-recording batching?
• 33:01
  Oh gosh, no, I have to batch.
• 33:04
  I mean, if content creating was my full-time job, then I could create content every day.
• 33:10
  But I just don't have that luxury right now. So I do have to batch my content.
• 33:16
  I would say at least once a week, I bet between like filming, editing, all that stuff is
• 33:24
  probably I spend anywhere between two to four hours doing that.
• 33:29
  But very, you know, take this the right way. Simple editing, if you will.
• 33:35
  Are you on your mobile phone?
• 33:37
  Yeah, yeah. So I do everything. It's either within TikTok or it's within CapCut.
• 33:46
  So I don't have, I don't, and even on CapCut, I know they have the, you know, the fancy edits you
• 33:51
  can do zooming in and adding extra text and all of that. But for me, I've always done like the simple
• 33:59
  like just clean. I'm trying to get the information out there. I try to be as authentic as possible in my videos.
• 34:07
  But yes, there is the aspect of, you know, does it make sense to do a more high-quality
• 34:15
  well video?
• 34:17
  This is what's, you know, relevant to talk about is I just am wrapping up this presentation.
• 34:21
  I'm doing which is the top five social trends of 2024. And one of those is overproduced video is out.
• 34:27
  And authenticity is in. And that's kind of the game TikTok's been playing since the get go.
• 34:34
  Yeah, like it's just you real raw just show up, have something useful and relevant to say,
• 34:39
  some decent editing, you're entertaining, you're not like a comedian, but you're engaging,
• 34:45
  you're entertaining, you have a style. By the way, how long did that take to develop? Because now you're
• 34:50
  doing like these, what's the thing you said earlier, the phone skit?
• 34:54
  Yeah, so that was actually, I think my, I don't know, that would have been like my,
• 35:03
  within my first five to 10 videos, I made a skit. Now, it's slightly different now because at the time,
• 35:10
  I had my phone or my air pot in and you could only hear me. So you couldn't hear the bar or
• 35:17
  and I was like, oh, really? And it was a, it was not live. This was like a total reenactment.
• 35:22
  And people thought I was really on the phone, which was amazing. I was like, okay, thanks guys,
• 35:28
  you're making me feel good right now. But I made that video the first one because I had just gotten
• 35:35
  off the phone on a Saturday. I was called in the middle of the day randomly, which mind you,
• 35:42
  I get it, we have to work on the weekends, we're on call all the time. But they were like, we
• 35:48
  probably need this right now. It has to be done blah, blah, blah. And they made collectively,
• 35:53
  collectively between the two borrowers, made $20 an hour and wanted to buy a million dollar home.
• 35:59
  Oh boy. And I was the one who was in the wrong. I was not correct. Like I was not correct that I,
• 36:06
  when I pulled their credit, I was told them the wrong information that what I was seeing was not
• 36:10
  true. Um, the fact that I couldn't qualify them, I was wrong. I should have been able to qualify
• 36:17
  them. And so because of that, they were going to their bank and their bank because they had been
• 36:22
  customers with them for a very long time was going to approve them for the million dollar home. And
• 36:27
  and I couldn't get them to understand that the money that they were making every month
• 36:34
  wouldn't cover the taxes and the insurance and the HOA dues let alone the loan on the home.
• 36:40
  I couldn't even get them to cover that portion. And it's still. Is that a real, is that a real scenario?
• 36:46
  That was a real scenario. But I did, I changed. That was the first one I did. And I was so upset
• 36:51
  when that happened because I was like, you like bombarded me. I talked to the night before. You
• 36:57
  said we need to talk today. It was on the weekend. We took up like two hours in my Saturday. And
• 37:01
  then you get mad at me. And so the following Monday, I was like, no, I'm making a video and I made
• 37:07
  it. And I was like, left it alone. And I look back at it. I'm like, that's, no, that's not,
• 37:14
  that's not right. That can't be right. And then like I refresh and I was like, wait, it's still
• 37:19
  going. This is a situation. And within 24 hours, I have 30,000 followers and a million views. And I
• 37:27
  was crying. I was like, oh, my God, I don't know what's happening right now. What is going on?
• 37:34
  What, and people were, it was insane. They were like, why would you record your phone call?
• 37:39
  This isn't legal. And I'm like, wait, I didn't actually, this is, I was reenacting it. This
• 37:44
  isn't even real. And so I realized I had something. And I was like, okay, we got to, I got to figure
• 37:50
  out how to keep going with this. I don't, I don't know, but we got to figure it out. So yeah,
• 37:54
  that was probably within my first 10 videos. Is that a staple of your content now? That's, you know,
• 37:59
  there is 100%. That, that is the reason why I carry as that really pushes. If I make like
• 38:07
  last week, I did a series on Super Bowl bets between this couple. And that probably gave me
• 38:15
  a thousand followers that week. So fun. When I do this, the skits, they drive a lot of traction to
• 38:22
  my profile, which is great. But the stuff, and those tend to do the most when it comes to views.
• 38:31
  But I wouldn't say those are the ones that draw in the clients. The ones that draw on the
• 38:35
  clients are the educational, which these are educational to an extent, but the more entertaining.
• 38:41
  Well, you're taking at a, you know, somewhat boring topic and making an entertaining or engaging
• 38:46
  at the least. And it's funny. It's really challenging when I, whenever I'm sure you face this too,
• 38:51
  and people ask you questions about creating content. And you know, the narrative that comes up
• 38:56
  of like, well, I'm not funny. Well, I'm not entertaining. Well, I'm not good on camera. Like
• 39:00
  all the things. I don't know. Did you struggle with any of that? Yeah. So I,
• 39:06
  funny enough, because people are like, well, why did you start TikTok? And I say because nobody knew
• 39:11
  me on TikTok. So if I messed up, I messed up for like 20 people that were not even real people,
• 39:16
  probably. So if I completely just like fell on my face and it was horrible, only 20 people saw it.
• 39:24
  It's fine. It's not a big deal. My mom and not, I mean, my mom supports the other time. So that
• 39:28
  doesn't matter. But like my high school friends and like, those people, I don't have to worry about
• 39:33
  them because they didn't know that I was on TikTok. So I was like, this is where I'm going to go.
• 39:38
  Nothing to lose. It's funny because my assistant, her daughter was like nine at the time.
• 39:42
  And I didn't even know how to like put captions on there. I was like, you see, look,
• 39:48
  I was like, look at this video. You see, look, okay, you see the captions up now.
• 39:51
  It went away. How does she do that? She's like, you press this button.
• 39:55
  I put you on and then you press this button. And I'm like, oh, this is magical. So I was really,
• 40:04
  well, but I was very hesitant. Let's, let's not to sound cheesy. My kids make me
• 40:08
  fun of what I say. Let's double click on that for a minute. But let's double click on that for
• 40:13
  a minute because the key takeaway from what you just described is that you're willing to learn.
• 40:18
  Oh, 100%. You know, you didn't get to throw it out. It's too difficult. Pain in the ass, whatever,
• 40:23
  you know, and you're younger, but some people, the average L.O. is what, 57 years old. But like,
• 40:28
  these are new skills we need to learn in the current market. If we want to evolve,
• 40:33
  I think that's the credit to you as I scroll through the older history of your TikTok,
• 40:38
  you can definitely see how it's evolved, you know, in terms of the content, the style,
• 40:44
  the caption styles you're using. But to your point, you just said there a moment ago,
• 40:47
  you started out not even knowing how to put a damn caption on there.
• 40:50
  Correct. And here's the thing I look at it as, and whether like earlier today, I was teaching a
• 40:58
  class or when I get on calls with people and I'm like, okay, do you have kids? Most of the time,
• 41:04
  they're like, yes, I do. I'm like, okay, great. If your kid came home and they wanted to learn a
• 41:09
  bike, but they were scared how to learn how to ride a bike, but they were scared. Are you going to
• 41:13
  be like, okay, well, that's fine. Let's not let's give up. Like, let's not even try. I know you want
• 41:19
  it, but if you don't, like, you're worried or you're scared, there's really no point. Like, no,
• 41:24
  you're not going to do that, right? You're going to be like, well, let's talk about this. Like,
• 41:29
  I know it's scary. Let's get on. Let's at least try, but doesn't work. Let's try again.
• 41:34
  So why is it okay? And is it because they're younger? They don't know. So it feels new. And it's like,
• 41:42
  why is it okay for us to be so forgiving and loving and nurturing in that aspect? But when it comes
• 41:51
  to like ourselves, we are not that way. You know, if my, like, I don't know, let's say my husband
• 42:01
  was like, okay, I want to go learn how to race cars. He does that, but let's say he didn't know how
• 42:05
  to do it. And I'd be like, okay, well, it feels a little scary. Like, I'm all for it. I'm going
• 42:10
  to support you, but like, okay, are you good? And he's like, well, you know what? Actually, I'm just
• 42:15
  too worried about like, yeah, we're almost critic. I get that. But why are we so much harder
• 42:22
  on ourselves on things that we want to do, but are too scared to do or try? But we will fully
• 42:29
  support the people that we love when we should be loving ourselves the most out of everyone, right?
• 42:34
  I'm going to go back to the answer to that if I can attempt. Gary Vee say a number of times is
• 42:40
  fear of judgment. Like, like, like, who are we faring the judgment from? Well, I know. You said
• 42:46
  earlier, like, you didn't know anybody on tiktok because that's cool, but it's the perception that
• 42:50
  if I look like shit, you know, oh my god, I'm not willing to look bad. You know what I mean,
• 42:55
  that's the thing. And I say this as if I'm, I am guilty of it. Obviously, I just said this, but
• 43:00
  I always took now that I'm like past that part. I'm like, who was I afraid of judging me?
• 43:07
  Like, I was afraid of the high school girl that I grew up with. Like, I was afraid of John that
• 43:11
  I've never met who's going to be a, who's going to make fun of me. Like, I'm worried about people
• 43:16
  judging me that are doing less than me or are afraid to do what it is that I'm doing. Like,
• 43:24
  those are the people judging you. They're jealous of you. They're afraid. They are. They're scared.
• 43:29
  Like, people above you. Yeah. Like, if somebody were to start a podcast and they came to you and
• 43:35
  were like, I'm really worried. Like, I just don't know. I did think this is a bad idea. Are you
• 43:40
  going to be like, you know what you're right? This is a bad idea. You probably shouldn't even,
• 43:42
  I don't even know why you would start it. Right. No, no. That's funny. Nobody's ever put that in
• 43:49
  the context of a podcast for me because because I, I can relate to the whole judgment thing. And I
• 43:54
  don't want to think about people I don't know. I'm thinking about like family, friends, whatever,
• 43:58
  you know, the critique box you get put in. Now, it's funny. You just opened up a new,
• 44:04
  a new level of courage for me on social media. I love that in the context of the podcast,
• 44:11
  because I would say, like, yeah, because I'm going back seven years ago when I started this thing,
• 44:14
  right? 320 episodes. And I'm like, yeah, dude, you're 320 episodes in. If you were to say,
• 44:23
  if you were to go back to episode one, as opposed to 320, do they look the same?
• 44:28
  No, of course. Exactly. But if you could go back to, to you 320 episodes ago and be like,
• 44:36
  listen, look at where we are. Right. Like, it's okay. I know you're scared, but like, look at
• 44:42
  where we are. Look how much we've accomplished. Look at all the people we've seen, all the people
• 44:47
  we've interviewed. Like the amazing experience is like, I know it's really scary and that's natural,
• 44:52
  but I need you to, like, trust me. Like, I wish that we could have this pep talk with ourselves.
• 44:58
  Yeah. Yeah. And I, can I curse on here? Not bad.
• 45:01
  You did earlier. Go ahead. Okay. Like, we need to get our head out of our ass at that point.
• 45:07
  Right. Yeah. We do. And we're our own worst critic. I understand that with this huge fear, but
• 45:15
  at the end of the day, that's, it's just we're in our own heads.
• 45:19
  Hmm. Well, also, let's, let's kind of put a, put a cherry on top on this particular section
• 45:23
  right here on this one was your intention in putting content out there to be helpful rather than
• 45:31
  to try and get a sale. Oh, 100%. Because when I did at the beginning of my career, I, all I was
• 45:40
  like, okay, I need to learn how to read a credit report. I needed like, how do you properly
• 45:44
  pay the credit? What scores? All of these things. And I'm like, great. I can tell my,
• 45:50
  my borrower, Johnny, great. This is it. But that's one person. And not that that one person is
• 45:55
  an important because they truly are. But if that same five minutes it takes me to tell Johnny,
• 46:02
  I can make a video and potentially five people see it or 50 or 500 because at the time I have
• 46:09
  nobody following me. I think that's a better utilization of my time to where, yes, I still
• 46:17
  help Johnny out, but maybe I help out all of these other people that potentially see it that
• 46:23
  didn't think they needed that information because they never knew how important it was.
• 46:27
  So that was always the goal was just if I can help somebody, great. And I didn't even have like a
• 46:33
  website, like I didn't have anything up there. I know. That was interesting. I love that because
• 46:38
  it's like, you don't need to be super sophisticated. Damn Google forum, man. If people are
• 46:41
  connected with you, they're going to go fill out the thing, right? But I want to just we'll close
• 46:46
  out on the whole thing. Why ask you that question is because I can sense that about you and looking
• 46:49
  at your content. And I think that's where people mess mess up is they're thick, they see social media
• 46:55
  as another advertising platform in terms of posting content, right? And as a way to like, oh, I'm
• 47:01
  going to get a sale if I do this. And I think the intent is backwards. The intent for you was to
• 47:06
  help and to serve because you were pissed off at the lack of education, et cetera. And so whatever
• 47:10
  that passion or thing is for you listening as an originator or real estate agent, like I think
• 47:14
  that's what you got to show up with is like, where do you really love to serve people and show up
• 47:18
  there, you know? Right. Like I tell people and I'm really at fault that it's like I never ask.
• 47:27
  It's very rare that you will ever see me at the end be like, well, if you need anything,
• 47:32
  reach out to me or if you're looking like it's, I do it every so often, but it's a very rare
• 47:37
  occurrence because I never look at when I'm creating, I just want to do good and good will come back
• 47:45
  and return some way shape or form. But for me, I think of like, okay, I want you to consider
• 47:54
  you own your home, you're on your couch sitting there chilling out, you get a knock at the door
• 48:00
  and you're like, who is this? And you walk up and or you look at your ring doorbell and you're like,
• 48:06
  this is a solicitor, they're stole or whatever, I don't care what it is, they're trying to sell you
• 48:11
  something. Right. And you're like, I don't, I don't want to, I don't want to talk to them because
• 48:16
  they're trying to sell me something. Right. So that is the automatic response. I feel like in most
• 48:22
  people's cases, they don't want to open the door because they don't want to be sold. So why would we
• 48:28
  want to open our phone in our like free downtime, the kids are away or I'm off of work or whatever
• 48:36
  I'm on lunch break? Why would I want to open my phone up and be like, okay, so today I'm going
• 48:41
  to sell you on a mortgage and this is what like, we don't, nobody wants that, nobody wants to be sold.
• 48:47
  So I think one, you have to consider that because if you don't like to be sold, why would you
• 48:53
  try to sell somebody? But two, like I was saying, if you put good into this world, I do strongly
• 48:59
  believe that good will come back to you. And I try to do my best with really building a community
• 49:06
  and trying to build that trust to where I don't necessarily, and this isn't to sound like
• 49:14
  cocky or anything, but I don't have to ask for business. I probably should because I would
• 49:19
  probably do a lot more, but I just don't because it's one, it's not in my nature, but two,
• 49:25
  I don't feel like I have to, like I'm putting this out there, if they really like me enough to
• 49:29
  watch this full video and they trust me, they're just going to, they're just going to call me
• 49:34
  texting whatever, they're going to reach out to me. So I shouldn't have to ask for it,
• 49:39
  but there is a part that if you're putting value, you could always add it at the end,
• 49:44
  you just got to be very neutral. I mean, you've heard, you've heard it said before,
• 49:48
  you don't need to say Lincoln Bio, they know how to find you. Right. You know, but I go
• 49:53
  you saying, okay, cool. I'm keeping an eye on the clock. This has been fantastic. I want to
• 49:58
  circle back to a couple of other key points here. Sure. You're in Texas. You were teaching a class
• 50:03
  earlier today. It's off the website now because it's a few hours ago that you did this. I appreciate
• 50:08
  you making time. What did you teach today? Yes. So today was social media for agents and loan
• 50:16
  officers. So the main purpose of this trip is to bring financial literacy to the communities
• 50:22
  in need. So that's why like Saturday, I worked with IH School, I did an event with them,
• 50:27
  was wonderful. But I'm like, well, if I'm here, I'm not able to do an event every single day
• 50:33
  and all the time. So if I can help agents, loan officers help build their career and help bring
• 50:41
  more financial literacy to consumers, I'm going to do that if I can. So I've had different
• 50:48
  title companies reach out, hey, we have some great agents we work with. They would love to have
• 50:52
  you come in. So that was the basis of today as I spoke on how to be genuine authentic self
• 51:00
  on social media and put true education pieces out there and making sure that you can reach the
• 51:10
  consumer and be that specialist in your area. And real estate agents and loan officers attended
• 51:18
  the class. Are you licensed in Texas? I am. Do you expect to get business out of that?
• 51:27
  Um, so one of those things where I should ask for, you know, I should ask more, I do have the
• 51:34
  conversations of like, you know, what brokerage are you with? What's going on? Do you need anything?
• 51:39
  Can I answer any questions? But I'm not handing out like they all came, they know who I am. So
• 51:45
  I'm not handing out business cards and trying to be like, let me be that preferred lender for you.
• 51:52
  But generally, when I meet somebody in person, uh, when it comes to a real estate agent, they
• 52:00
  tend to follow up with me afterwards, whether it's, hey, can I ask you a question or maybe, you know,
• 52:06
  if you have a bar or something, but it's, uh, it's not one of those things where I,
• 52:12
  I can't go out of my way to hand out. You don't chase. Yeah.
• 52:17
  Yeah, exactly. That's sweet. Okay. Um, all right. So back to your, your tour. Let's see,
• 52:26
  tomorrow, you're leaving Texas. People can just, uh, Dallas, we're leaving Dallas.
• 52:32
  Right. Go to Austin. Um, and then we hit Houston. We were supposed to go to New Orleans after,
• 52:38
  but something got adjusted. So we're going to just, it's too far south. We're going to make
• 52:42
  a slight adjustment, but, um, I always forget, I don't know if it's mobile or mobile. I think
• 52:49
  it's mobile, Alabama. So I was like, Aaron's going to watch this, who's the guy I'm going to see
• 52:56
  you. One of my co-workers is really like, really Jordan, that's every time this still happens.
• 53:03
  But yeah, we spent a good amount of time in Florida, which I'm excited about.
• 53:07
  Um, we have a few weeks in Atlanta, Georgia and the like, the surrounding areas and you're
• 53:13
  documenting this for video content as well, right? Correct. So, um, we have, we have, so I still have
• 53:22
  another homeland. That's where all my content really goes. I made a backup secondary account,
• 53:28
  which is mobile mortgage mom. And that has more of like, if we, there's not a ton on there right
• 53:34
  now, but like, okay, if we're going to edit some behind the scenes videos, anything like that,
• 53:40
  it goes on there. If we do like family stuff or hikes or stuff on the road, um, that tends to go,
• 53:47
  I've really only dabble on TikTok and Instagram with those two as well.
• 53:51
  Hmm, interesting. So what, what, um, have you thought about the end of the road? So to speak,
• 53:59
  pun intended, like, and when you get to the end of your journey, what's, what's next besides a
• 54:03
  break and maybe a friggin week at a spa or something? Right. Um, so we will finish in California.
• 54:13
  And then the goal is to move back to Georgia. So that'll be a very like quick. We're going to
• 54:20
  like just go back. We'll probably stay in this and we'll sell this when we get to Georgia, but we
• 54:24
  will just go straight back to Georgia pretty much, um, shortly after we arrive back in California.
• 54:31
  But the goal is to really build these relationships across the country. Well, I'm on this tour,
• 54:38
  whether that's with the nonprofits, it's with borrowers, it's with high schools, um, to try to
• 54:46
  get more of the first home IQ that I'm partnered up with, you know, their, um, curriculum into the
• 54:52
  schools. It's the agents I've made relationships with. So it's really, at the end of it, it's to have
• 54:59
  a more, um, just a better network. Not that there's anything wrong with like my network right now,
• 55:06
  but I always want to try to build on it and be better. So the goal would be at the end of this to
• 55:11
  have just a bigger, more structured network of people that I was able to work with.
• 55:21
  Yeah, it's kind of like you're, you're, you're taking the online offline, you know,
• 55:28
  and integrating the two because you got all this awareness and engagement and probably,
• 55:34
  you know, relationships and connections online and these various cities you're going to,
• 55:38
  and you're going to be probably connecting with people that you've only met or engaged with online.
• 55:43
  Yeah, and that was another like, okay, great. I get to, I've worked with you, I've done
• 55:47
  the next amount of deals, but I've never met you. So like, can we meet in person? This would be
• 55:51
  lovely if we could. So I definitely, um, I'm excited to meet some of these agents and borrowers
• 55:59
  that I haven't been able to meet in person. That is really cool. And once again, that's a sharp
• 56:03
  looking RV. So everybody who's listening needs to go to the links in the show notes and go check
• 56:08
  orgle mobile mortgage mom and the other links go follow her on tech.instagram and observe. I
• 56:14
  would say learn, like watch what you're doing and see where you can be informed and inspired to
• 56:20
  borrow some ideas and create your own version of the content that you're inspired to create.
• 56:25
  Is that fair? Oh, 100%. I mean, I had the question the other day. I was being interviewed and he's
• 56:32
  like, well, the people that are listening that are loan officers are real estate agents. Like,
• 56:36
  not everybody could just get in an RV and travel around the country. And I'm like, I'm 100% like,
• 56:41
  definitely not doable for everybody, but that's not what they need to do. They just, it's one of
• 56:48
  those things like being in front of and communicating and being with your community. So how can I be
• 56:53
  more involved? And that's really the basis of this. Like, how can I be better with my community?
• 57:01
  Is it a nonprofit? Is it the high school? Is it the boys and girls club? Like, you know, as much as
• 57:07
  I love to be on social media, and I think that that's a wonderful, it has completely changed my
• 57:12
  life. There's still the aspect of building relationships in person. And I think that is very,
• 57:20
  very important, especially if you specialize in a particular town or community or city. Like,
• 57:29
  it is very important to be a part of that community because that's where you live and work and
• 57:34
  want to do business. So I hope that whoever's watching and listening, if they are inspired by it,
• 57:42
  they take it and make it cater it more to what works for them in their specific area that they
• 57:50
  specialize in. Well, it's like we said, kind of repeatedly throughout the theme here. If you show
• 57:54
  up to serve, you really can't lose. Right. So, well, look, I know you're busy and you've got things
• 58:02
  to take care of. And I went a little bit longer than expected, but that's because this conversation
• 58:05
  was awesome. So, Jordan, thanks a lot. Once again, listeners, the links are in the show notes.
• 58:09
  I appreciate you being here to Jordan. Yeah, I appreciate your time as well. And I'm excited.
• 58:14
  This has been a wonderful conversation. So thank you again. I feel the same. So, hey, listeners,
• 58:20
  if you like this episode, please leave us a review if you are so inclined to do so. And if you think
• 58:24
  somebody else would benefit from listening to it, share it. And I appreciate you. We'll see you
• 58:29
  on the next one. Bye for now. All right. Well, thanks for tuning into today's episode. Hey,
• 58:34
  you got a question for you. Are you struggling to get engagement and referrals from real estate
• 58:39
  agents and feeling like you're constantly fighting for business in a crowded market? What if I
• 58:43
  told you there's a way to attract agents to a provide unique value that helps them grow their
• 58:48
  business and generate referrals on demand, helping you become the dominant loan officer in your local
• 58:54
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• 58:58
  you're just another player in a sea of competitors and you're struggling to stand out and get noticed
• 59:03
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• 59:08
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• 59:13
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• 59:18
  And the best part, you don't have to ever make a co-calling chase leads again. You don't have to
• 59:23
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• 59:27
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• 59:32
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• 59:37
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• 59:42
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• 59:48
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• 59:55
  playing the game, paying for leads, you just by doing what you love to do, which is help other
• 1:00:00
  people solve problems. So how do you learn more? Go to mortgagemarketing.pro. What could call
• 1:00:06
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• 1:00:10
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• 1:00:15
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